Advances in digital technologies motivate companies to adopt technology-mediated channels for sales interactions. However, little is known about the effectiveness of B2B e-negotiations. This webinar reports findings and insights from a study published in the Journal of Marketing that analyzes B2B e-communications to provide sellers with insights regarding what works to convert buyers and why. Watch this webinar to learn about this research and what it means for how you should approach and manage negotiations for great conversion rates.
Full article in the Journal of Marketing: https://doi.org/10.1177%2F0022242919899381
Read the Scholarly Insight for this article here.