Sample of the coding process
| First order | Second order | Aggregate dimension |
|---|---|---|
| High number of contact requests via LinkedIn | Bombing/spamming | Cold social media messages |
| Salespeople send contact requests randomly | ||
| Sellers contact different people within the same company for the same product/service | ||
| Persistent attitude of sellers when the customer does not answer | ||
| Perceived pushing behavior of salespeople | ||
| Other departments share contacts requests from salespeople | ||
| Contact from unreliable organizations via social media | ||
| Contact requests do not fit purchasing needs | Non-personalized contact message | |
| Contact requests fit the customer’s job role | ||
| Contact requests fit the company’s business | ||
| Salespeople from Asia adopt a non-personalized approach to contact request | ||
| Differences between countries in contact approach | ||
| Being reached by the right contact at the right time is difficult | ||
| Contacts requests via social media resemble cold emails and cold calls | ||
| Negative reaction to aggressive contact requests | Customers’ attitude toward social media messages | |
| Negative reaction to persistent contact requests | ||
| Negative reaction to non-personalized messages | ||
| Follow-up on personalized contacts from social media | ||
| Use of email after social media contact |
| Second order | Aggregate dimension | |
|---|---|---|
| Bombing/spamming | Cold social media messages | |
| Sellers contact different people within the same company for the same product/service | ||
| Perceived pushing behavior of salespeople | ||
| Contact from unreliable organizations via social media | ||
| Non-personalized contact message | ||
| Contact requests fit the company’s business | ||
| Differences between countries in contact approach | ||
| Contacts requests via social media resemble cold emails and cold calls | ||
| Customers’ attitude toward social media messages | ||
| Negative reaction to non-personalized messages | ||
| Use of email after social media contact |
Source:
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