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Advocating Avatars:...
Advocating Avatars: The Salesperson in Second Life
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- Berthon, Pierre (författare)
- McCallum School of Business, Bentley University
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- Pitt, Leyland (författare)
- Segal Graduate School of Business, Simon Fraser University
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- Halvorson, Wade (författare)
- Luleå tekniska universitet,Industriell Ekonomi
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- Ewing, Michael (författare)
- Monash University, Melbourne, VIC
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- Crittenden, Victoria L. (författare)
- Carroll School of Management, Boston College
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(creator_code:org_t)
- 2010
- 2010
- Engelska.
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Ingår i: Journal of Personal Selling & Sales Management. - 0885-3134 .- 1557-7813. ; 30:3, s. 195-208
- Relaterad länk:
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https://urn.kb.se/re...
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https://doi.org/10.2...
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Abstract
Ämnesord
Stäng
- Interactive digital media are revolutionizing the marketing landscape. The virtual world is a dominant player in this new panorama, with exchanges in the virtual marketplace approaching $2 billion annually. While virtual, like real world, exchanges require buyers and sellers, there is little or no understanding of this disembodied sales process. The current study seeks to address this gap in knowledge by employing an ethnographic methodology in which researchers incarnate in Second Life to explore the personal selling process. Specifically, the various notions of the "self" that constitute the avatar salesperson are explored. Findings from this exploratory study suggest a relationship between the nature of the self and the type of exchange. From this, a conceptual model for the study of the virtual selling self is presented, propositions developed, and managerial implications for the virtual sales force suggested. © 2010 PSE National Educational Foundation
Ämnesord
- SAMHÄLLSVETENSKAP -- Ekonomi och näringsliv -- Företagsekonomi (hsv//swe)
- SOCIAL SCIENCES -- Economics and Business -- Business Administration (hsv//eng)
Nyckelord
- Industrial Marketing
- Industriell marknadsföring
Publikations- och innehållstyp
- ref (ämneskategori)
- art (ämneskategori)
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