Language and interaction: applying sociolinguistics to social network analysis

Diehl, David

doi:10.1007/s11135-018-0787-5

Cited by 11 publications

(11 citation statements)

References 64 publications

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“…More importantly, the finding uncovered the great utility for mastering English in developing customer qualification skills for salespeople who engage in export selling via social media. The social linguistic theory holds that language has social functions and can be used to identify people's identity and roles in society (Diehl, 2019). This theoretical explanation adds to social media literature by clarifying why export salespeople with a high level of English language proficiency can better leverage social media use to develop customer qualification skills.…”

Section: Theoretical Contributionsmentioning

confidence: 91%

“…Sociolinguistics theory can explain the importance of English language proficiency in supporting the effectiveness of social media use in sales on customer qualification skills. That is, sociolinguistics emphasizes the social functions of language and seeks to understand how speakers use elements of language appropriately in different situations and cultures (Diehl, 2019). According to this theory, change or variations in language indicate categorical identities (e.g.…”

Section: Moderating Effect Of Social Media Platforms On the Relationship Between Social Media Use In Sales And Adaptive Selling Behaviorsmentioning

confidence: 99%

“…The third objective of this study is to explore whether Chinese salespeople's English language proficiency can moderate the contribution of social media use for customer qualification skills in sales. Theoretically, the importance of English language proficiency in this context can be explained by sociolinguistics theory (Seriwatana and Charoensukmongkol, 2020;Diehl, 2019). Because of the importance of English as business lingua franca for communication in global business (Louhiala-Salminen and Kankaanranta, 2012), the degree to which social media can help Chinese salespeople categorize and understand the characteristics of foreign customers effectively might depend on how well Chinese salespeople can use English to communicate with their foreign customers.…”

Section: Introductionmentioning

confidence: 99%

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The effect of social media use on customer qualification skills and adaptive selling behaviors of export salespeople in China

Zhou

Charoensukmongkol

2020

JABS

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Purpose This study aims to draw on the categorization theory to explore the mediating role of customer qualification skills in explaining how social media use in sales contributes to salespeople’s adaptive selling behaviors to achieve high sales performance in export selling. The study also integrates network effect theory and social linguistics theory to identify the specific social media platform (Facebook versus non-Facebook) and the characteristics of salespeople in terms of English language proficiency, which play a facilitating role in promoting the effectiveness of social media use in export sales. Design/methodology/approach The sampling frame of the research is a list of Chinese export salespersons obtained on the FOB Business Forum website. Survey data were obtained from 873 Chinese export salespeople. Partial least squares structural equation modeling was performed to analyze the data. Findings Social media use in sales is associated positively with customer qualification skills and adaptive selling behaviors. Moreover, the results revealed a partial mediating effect of customer qualification skills on the positive impact of social media use in sales on adaptive selling behaviors. The moderating effect analysis found that the positive association between social media use in sales and customer qualification skills was stronger in export salespeople who used Facebook and had mastered a high level of English language proficiency. Originality/value This study provides new findings, based on data collected from salespeople in Mainland China, that support the effectiveness of social media use in an export sales context. Moreover, the study advances prior research by showing that the effectiveness of social media use still depends on the type of social media used and the English language proficiency of the salespeople.

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Section: Theoretical Contributionsmentioning

confidence: 91%

Section: Moderating Effect Of Social Media Platforms On the Relationship Between Social Media Use In Sales And Adaptive Selling Behaviorsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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The effect of social media use on customer qualification skills and adaptive selling behaviors of export salespeople in China

Zhou

Charoensukmongkol

2020

JABS

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“…The investigator in charge also had the function of recording each entire meeting with a 360° camera. The team then reviewed the video recordings and recorded the LAP indicators according to Salazar et al (2018 and2019). The SNA indicators were measured through the application of the survey developed by Herrera et al (2020).…”

Section: Methodsmentioning

confidence: 99%

“…1. Surveys and indicator selection: Current indicators created and validated previously by the authors were used, such as social network surveys (Herrera et al 2020) and the LAP checklist (Salazar et al 2018 and2019), to analyze the attendees of WWP meetings. 2.…”

Section: Research Tasksmentioning

confidence: 99%

Exploring the Relationship Among Planning Reliability (PPC), Linguistic Action Indicators and Social Network Metrics

Retamal

Salazar

Herrera

et al. 2020

Proc. 28th Annual Conference of the International Group for Lean Construction (IGLC)

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Research has demonstrated the importance of information flow and workflow in the architecture, engineering and construction (AEC) industry. Through the correct application of the Last Planner® System, the coordination of a project and therefore its workflow has been improved. However, there is still a productivity gap that must be addressed through proper commitment management and good communication. Therefore, the objective of this article is to explore the relationship among planning reliabilityusing percentage plan completed (PPC) measures-linguistic action perspective (LAP) indicators and social network analysis (SNA) metrics in four construction projects that use the Last Planner® System in Chile and Colombia. A future line of research will be to analyze this relationship in conjunction with the main reliability indicators of construction projects through the application of PPC, LAP and SNA in more case studies.

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What the Graph

Viola

2022

The Humanities in the Digital: Beyond Critical Digital Humanities

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This chapter is dedicated to the fourth and last use case of the book, the visualisation of a digital object. Specifically, I analyse two cases of graphical display: user interface (UI) and visualisation of digital material. Following the discussions in the previous chapters, I first present work done towards developing an interface for topic modelling that facilitates critical engagement with the method. I then discuss the conceptual challenges of building UI elements that reflect the adoption of a critical approach to visual display, for instance, by visualising the ambiguities and uncertainties of digital methods. Throughout the chapter, I exemplify how the post-authentic framework can be applied to achieve a mutualistic, symbiotic connection between human and technological processes in visual interactions; this, I argue, helps create a digital conscience and keeps the work honest and accountable. Through the examples, I show how it is in fact through the visual display of the ambiguities and uncertainties of computational methods that the active and critical participation of the researcher is acknowledged as required.

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Language and interaction: applying sociolinguistics to social network analysis

Cited by 11 publications

References 64 publications

The effect of social media use on customer qualification skills and adaptive selling behaviors of export salespeople in China

The effect of social media use on customer qualification skills and adaptive selling behaviors of export salespeople in China

Exploring the Relationship Among Planning Reliability (PPC), Linguistic Action Indicators and Social Network Metrics

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