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Prof. Mark Mrowiec presented research on social media and the buyer-seller (B2B) relationship

  • Professor Mark Mrowiec

By

Mark Mrowiec

January 14, 2020

Professor Mark Mrowiec presented his research “To Share or Not to Share: The Impact of Social Media Transparency on Dollar Spend and Willingness to Do Business” last Friday at DePaul University in Chicago. 

In collaboration with researchers at DePaul University, Prof. Mrowiec’s study examined the research question of “Does what a salesperson post on social media impact the buyer’s desire to do business with the seller and the buyer’s intention to allocate money to a seller in a transaction?”

The study’s findings were that buyers enjoy doing business less and allocate fewer purchasing dollars to salespersons who express opinions on social media that are dissimilar to the buyer. B2B salespersons may want to reconsider their social media content before posting.

SPONSORING DEPARTMENT, OFFICE, OR ORGANIZATION:

Management and Marketing

FOR MORE INFORMATION, CONTACT:

Mark Mrowiec mmrowiec@carthage.edu