Social media and customer relationship management technologies : Influencing buyer-seller information exchanges / Wellace Bayang Gerunsin

We chose this article because it demonstrates how business-to-business salespeople employ various types of sales technology to fulfil their boundary-spanning tasks. Effective information flow between customers and sellers is critical to the success of salespeople. Effective information
flow between customers and sellers is critical to the success of salespeople. Buyers are a valuable source of market information for vendors. Furthermore, contact between buyers and sellers via information technology is continually improving. Social media and customer relationship management (CRM) technologies enable two-way information exchanges between buyers and sellers, providing an extra lever for value co-creation.