03542ntm a22005657i 4500 000549374 CZ-PrVSE 20180915190850.0 m d cr n|||||||||| 180915s2018 xr fsbm 000 0 eng d NEZPRACOVANÝ IMPORT ABA006 cze ABA006 ABA006 rda Fischer, Marek ISIS:100305 dis Využití sociálních médií v B2B prodeji eng Impact of Social Media on B2B Sales / Marek Fischer 2018 ?? stran : digital, PDF soubor Vedoucí práce: David Anthony Procházka Diplomová práce (Ing.)—Vysoká škola ekonomická v Praze. Fakulta podnikohospodářská, 2018 Obsahuje bibliografii Textový (vysokoškolská kvalifikační práce) Rok obhajoby 2018 This diploma thesis focuses on social media usage in B2B sales. Based on the systematic literature review conducted by the author, he has found out that recent researchers (Salo, 2017) suggest further research in the area of how and in which sales phase should various social networking sites, technologies and plugins used. To further fill this research gap, author decided to identify these social media and their usage among B2B salespeople in the so-called social selling process. The social selling process in this thesis applies mainly to acquiring new prospects and tangentially to taking care of existing clients (follow-up step). Author has chosen a qualitative research method via conducting 10 in-depth semi-structured interviews to reveal these instruments as well as motivation of a sales person on why to use social media in the selling process. The collected data was analyzed using Thematic analysis to ensure the right procedure and to identify main themes which crystalized into 2 main strategic approaches in social selling. These approaches (Push and Pull) include practical examples of concrete activities which sales people can use in their daily jobs and are presented with focus on practicality and ease of implementation. These also form the main contribution of author`s research. In the last part, author mentions challenges in social selling and recommended managerial implications for salesforce. Způsob přístupu: Internet international management [obor dipl. práce] diplomové práce fd132022 czenas master's theses eczenas Social Media Social Selling B2B Outbound Sales Inbound Sales Qualitative study B2B Sales Impact of Social Media Procházka, David Anthony ISIS:116722 ths Malý, Milan, 1936- jo20010092632 opn Vysoká škola ekonomická v Praze. Podnikohospodářská fakulta kn20010709402 dgg https://insis.vse.cz/zp/61911/podrobnosti VŠKP v InSIS https://insis.vse.cz/zp/61911 Hlavní práce https://insis.vse.cz/zp/61911/posudek/vedouci Hodnocení vedoucího https://insis.vse.cz/zp/61911/posudek/oponent/54308 Oponentura https://insis.vse.cz/zp/61911/priloha/17610 Přiloha k práci https://insis.vse.cz/zp/61911/podrobnosti dc:identifier NEPOSILAT VSKP vse61911 180908 61911