The future of happiness research.

Published on Jan 1, 2012in Harvard Business Review
Matthew A. Killingsworth3
Estimated H-index: 3
(Harvard University),
Ann Goggins Gregory1
Estimated H-index: 1
+ -2 AuthorsKathleen Yazbak1
Estimated H-index: 1
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How can social media today be used intelligently and efficiently in the sales process to achieve goals and maintain customer relations? One possibility is the application of social selling—sales employees use social media, in the B2B sector especially social networks, to increase their knowledge of customers and customer needs, to establish contact with relevant players and potential customers, and to position themselves as topic experts in the pre-sales phase. The advantages for the company are...
#1Fabian Bill (Simon-Kucher & Partners)H-Index: 1
#2Sven Feurer (KIT: Karlsruhe Institute of Technology)H-Index: 5
Last. Martin Klarmann (KIT: Karlsruhe Institute of Technology)H-Index: 14
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This study presents an empirical test of an integrative framework based on the Unified Theory of Acceptance and Use of Technology, capturing what drives salesperson social media use in business-to-business relationships and under which circumstances social media use affects customer loyalty. The authors test the framework by drawing on a unique hierarchical dataset with data from three sources (over 30 sales managers, over 150 salespeople, and almost 400 customers). The most important finding is...
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#1Chiara Ancillai (Marche Polytechnic University)H-Index: 2
#2Harri Terho (UTU: University of Turku)H-Index: 10
Last. Federica Pascucci (Marche Polytechnic University)H-Index: 5
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Abstract Business markets are facing major changes due to an increasing digitalization trend and consequent changes in buying behaviors. Practitioners and academics alike have started to emphasize social selling as a novel way to tackle these emerging opportunities and challenges at the sales force level. Since research in this area remains embryonic and fragmented, we adopt a discovery-oriented research approach and conceptualize social selling and its key facets based on a systematic literatur...
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Abstract The chapter discusses online branding in the business-to-business domain and the benefits it offers to B2B actors. Online branding is a tool to interact and communicate with existing and potential customers. The authors also present content marketing as a marketing effort available to B2B marketers, as well as the nature of digital relationships in social media. The reader learns the importance of branding the company through digital channels and those benefits that can be reached throu...
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#1Hatem Bata (Albany State University)H-Index: 2
#2Iryna Pentina (UT: University of Toledo)H-Index: 20
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This study investigates technology dependence associated with the work-related use of mobile social networking (MSN) by salespeople. A scale for maladaptive technology dependence behaviors (MTDB) is developed and empirically validated using survey data from 242 mid-level sales managers in the US. Personal and job-related antecedents, as well as consequences of MTDB for sales outcomes, are also examined. Results suggest that emotional attachment to MSN and perceptions of its greater affordances f...
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#1Matthijs Meire (UGent: Ghent University)H-Index: 3
#2Michel Ballings (UT: University of Tennessee)H-Index: 11
Last. Dirk Van den Poel (UGent: Ghent University)H-Index: 52
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Abstract Business-to-business organizations and scholars are becoming increasingly aware of the possibilities social media and predictive analytics offer. Despite the interest in social media, only few have analyzed the impact of social media on the sales process. This paper takes a quantitative view to examine the added value of Facebook data in the customer acquisition process. In order to do so, we devise a customer acquisition decision support system to qualify prospects as potential custome...
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In this study, the individual perspective of the term happiness, which has been questioned as a philosophical matter throughout the human history, and employees’ individual performance within business organizations have been observed to identify whether there is a direct relation or not. By using the Fordy Emotion Meter, a survey was conducted among white collar employees in Turkish Airlines Inc. and the outcomes of the survey was compared with the scores given by superior managers to those empl...