The purpose of this study is to understand how business-to-business organizations use social media during the sales process.,The meta-synthesis steps methodology (Hoon, 2013) was applied.,This study presents a theoretical framework and contributes to improved understanding of how business can use social media in the sales process stages. The results allow identifying stages, discussing the integration between marketing and sales and generating benefits for the organization.,The proposed framework helps in understanding the previously performed fragmented studies. This study shows that social media use not only influences the sales process stages and increases the benefits to the business but also works as a mediator in the relation between sales process stages and identified benefits.

中文翻译：

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B2B 销售过程中社交媒体的使用：元综合

本研究的目的是了解企业对企业组织如何在销售过程中使用社交媒体。,应用了元综合步骤方法 (Hoon, 2013)。本研究提出了一个理论框架，有助于提高理解企业如何在销售流程阶段使用社交媒体。结果允许识别阶段，讨论营销和销售之间的整合，并为组织创造收益。建议的框架有助于理解以前进行的零散研究。这项研究表明，社交媒体的使用不仅会影响销售流程阶段并增加业务收益，而且还可以作为销售流程阶段与确定收益之间关系的中介。