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Advocating avatars: the salesperson in second life
McCallum School of Business, Bentley University.
Monash University, Melbourne, VIC.
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2010 (English)In: Journal of Personal Selling & Sales Management, ISSN 0885-3134, E-ISSN 1557-7813, Vol. 30, no 3, p. 195-208Article in journal (Refereed) Published
Abstract [en]

Interactive digital media are revolutionizing the marketing landscape. The virtual world is a dominant player in this new panorama, with exchanges in the virtual marketplace approaching $2 billion annually. While virtual, like real world, exchanges require buyers and sellers, there is little or no understanding of this disembodied sales process. The current study seeks to address this gap in knowledge by employing an ethnographic methodology in which researchers incarnate in Second Life to explore the personal selling process. Specifically, the various notions of the "self" that constitute the avatar salesperson are explored. Findings from this exploratory study suggest a relationship between the nature of the self and the type of exchange. From this, a conceptual model for the study of the virtual selling self is presented, propositions developed, and managerial implications for the virtual sales force suggested. © 2010 PSE National Educational Foundation

Place, publisher, year, edition, pages
2010. Vol. 30, no 3, p. 195-208
Keyword [en]
Business / Economics - Business studies
Keyword [sv]
Ekonomi - Företagsekonomi
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
URN: urn:nbn:se:ltu:diva-4302DOI: 10.2753/PSS0885-3134300301Local ID: 23c4ea40-98be-11df-8806-000ea68e967bOAI: oai:DiVA.org:ltu-4302DiVA: diva2:977166
Note
Validerad; 2010; 20100726 (andbra)Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2017-11-24Bibliographically approved

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Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf