..., if employees within the company are prevented, discouraged from using or are just not interested in using social media, there will be reduced incentive for B2B salespeople to use social media. United States of America Social media Sales force Business‐to‐business marketing Outcome performance Norms...

... of differences in motivation dimensions between Eastern and Western sales forces are proposed based on previous cross‐cultural and motivation research. An archival assessment database with data from over 120,000 salespeople is used to examine the hypotheses. Findings Salespeople from Western cultures...