scholarly journals The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs

2020 ◽  
pp. 101776
Author(s):  
Sara Fraccastoro ◽  
Mika Gabrielsson ◽  
Ellen Bolman Pullins
Keyword(s):  
Social Media ◽  
Communication Tools ◽  
Sales Process ◽  
Use Of Social Media

scholarly journals The use of social media in the B2B sales process: a meta synthesis

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Graziela Perretto Rodrigues ◽  
Adriana Roseli Wünsch Takahashi ◽  
Paulo Henrique Muller Henrique Prado
Keyword(s):  
Social Media ◽  
Design Methodology ◽  
Media Use ◽  
Theoretical Framework ◽  
Business Organizations ◽  
Social Media Use ◽  
Content Type ◽  
Sales Process ◽  
Use Of Social Media ◽  
Business To Business

Purpose The purpose of this study is to understand how business-to-business organizations use social media during the sales process. Design/methodology/approach The meta-synthesis steps methodology (Hoon, 2013) was applied. Findings This study presents a theoretical framework and contributes to improved understanding of how business can use social media in the sales process stages. The results allow identifying stages, discussing the integration between marketing and sales and generating benefits for the organization. Originality/value The proposed framework helps in understanding the previously performed fragmented studies. This study shows that social media use not only influences the sales process stages and increases the benefits to the business but also works as a mediator in the relation between sales process stages and identified benefits.

Sporting Facebook: A Content Analysis of NCAA Organizational Sport Pages and Big 12 Conference Athletic Department Pages

2011 ◽  
Vol 4 (4) ◽  
pp. 422-444 ◽  
Author(s):  
Laci Wallace ◽  
Jacquelyn Wilson ◽  
Kimberly Miloch
Keyword(s):  
Social Media ◽  
Content Analysis ◽  
Web Sites ◽  
Brand Management ◽  
College Athletics ◽  
User Behavior ◽  
Management Tool ◽  
Communication Tools ◽  
College And University ◽  
Use Of Social Media

Social-media Web sites provide a strategic means for college and university athletic departments to build and maintain a strong brand presence when cultivating relationships with Facebook users. The purpose of this study was to examine the use of social media as a brand-management tool in college athletics. Specifically, this study examined the use of Facebook in the NCAA (N = 10) and in the Big 12 Athletic Conference (N = 12) by content posted throughout the 2010–11 season. These Facebook pages were examined to determine how major college sport organizations were using communication tools, types of brand-management factors, and marketing coverage. The data revealed statistically significant differences in content posted by season, type of communication tools, and fan interaction. The results from this content analysis were used to conceptualize branding, marketing, and Facebook user behavior.

The use of social media among business-to-business sales professionals in China

2016 ◽  
Vol 10 (1) ◽  
pp. 33-49 ◽  
Author(s):  
Keith E. Niedermeier ◽  
Emily Wang ◽  
Xiaohan Zhang
Keyword(s):  
Social Media ◽  
Sales Performance ◽  
Content Type ◽  
Sales Professionals ◽  
Sales Process ◽  
Successful Business ◽  
Use Of Social Media ◽  
Survey Responses ◽  
Business To Business

Purpose – The purpose of this study is to explore the role of social media usage among business-to-business sales professionals in China. Specifically, the authors seek to define and explore the unique ways in which Chinese salespeople use social media, with a special emphasis on the role of guanxi. Guanxi is a complex cultural construct that revolves around the exchange of favors to build trust and connection for business purposes. Design/methodology/approach – Three in-depth interviews of sales managers from two industries along with survey data from 42 pharmaceutical sales representatives were collected to gain an understanding of the general usage and attitudes toward social media in the sales process in China. Findings – Results indicated that virtually all the salespeople in the sample were highly familiar with social media and integrated it into the sales process. Furthermore, all participants indicated that their companies were highly supportive of the use of social media with their customers. More importantly, salespeople in China view social media as a critical tool in building guanxi with their customers. Findings from this exploratory study are used to create a conceptual framework for understanding the important role of social media in building guanxi in China. Research limitations/implications – While the sample is limited to three managerial interviews and 42 survey responses, the data indicated a near universal acceptance and use of social media among Chinese salespeople. Most importantly, social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China. Practical implications – The structural challenges within China make trust and emotional connection essential to any potential business relationship. Trust is at the core of guanxi. Any firm hoping to succeed in China must understand guanxi and the use of Chinese social media to help build it. This study adds to the knowledge and understanding of guanxi and begins to elucidate the uses of social media as a tool to build and maintain it. Social implications – Social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China. This study deepens our understanding of not only guanxi but also how the modern phenomenon of social media is affecting it. Originality/value – This is one of very few studies to investigate the use of social media among salesforces in China. More importantly, the authors know of no other study linking social media with guanxi.

scholarly journals Exit/Entry, Voice/Noise, and Loyalty/Apathy in the era of social media

2020 ◽  
Vol 338 ◽  
pp. 417-429
Author(s):  
Hiroko Kudo
Keyword(s):  
Social Media ◽  
Public Sector ◽  
Public Life ◽  
The State ◽  
Virtual Network ◽  
Communication Tools ◽  
Entry Cost ◽  
The Social ◽  
Use Of Social Media ◽  
The Cost

Use of Social Media in public life has changed the way how citizens relate to public sector. Modern communication tools, in particular Social Media, have made citizens easier to use their “voice” to mobilize. When citizens can easily mobilize, the cost of mobilization is low for them, while its impact can lead to a larger cost for the State. As the exit/entry cost of Social Media is very low or almost nothing, a virtual network has been substituting institutions, causing new issues to the State. This leads to the issue of loyalty: citizens now feel that they do not need institution like the State to belong to, as many networks substitute its function. This paper analyses the Social Media use by citizens and its impact on public sector through Albert Hirschman’s classis “Exit, Voice, and Loyalty” and tries to address new aspects.

scholarly journals Using Social Media as a Dynamic Supplement to Traditional Teaching

2020 ◽  
pp. 1-3
Author(s):  
Abu Choudhary ◽  
Swati Anand ◽  
Setu Mehta ◽  
Abu Choudhary ◽  
Siddharth Bhesania ◽  
...  
Keyword(s):  
Social Media ◽  
Medical Education ◽  
Traditional Teaching ◽  
Communication Tools ◽  
On Demand ◽  
New Methods ◽  
Use Of Social Media ◽  
Methods Of Learning ◽  
Care Requirements ◽  
Share Information

Covid-19 pandemic brought many changes in our lives and lead us to find new ways of didactic teaching. Social distancing has forced us to create new methods of learning. Social media use is pervasive. It is not just a means to connect with others, engage with news content, share information, and provide entertainment; it is also a platform to learn. The use of social media in medical education has increased with trainees, practitioners, and educators adopting these communication tools to facilitate learning, practice improvement, and knowledge translation [1]. Resident doctors at a University-affiliated hospital started a project of interpreting EKG using "WhatsApp" to provide an on-demand and dynamic platform to residents where they can ask questions about EKGs and collaborate to learn from peers and experts. The experience revealed that residents could participate in this learning exercise at their leisure while not constrained by their patient-care requirements. While social media cannot replace traditional teaching, it can be used as a supplemental tool to empower the students to get the skills they need to succeed. Such experiments are successful with Twitter, YouTube and other platforms also. In recent times COVID forced us to use distance learning using Zoom, WebEx or similar platforms.

scholarly journals PENYULUHAN HUKUM DAMPAK MEDIA SOSIAL BAGI REMAJA

2019 ◽  
Vol 4 (1) ◽  
pp. 13-18
Author(s):  
Tri Murti Lubis ◽  
Syarifah Lisa Andriati ◽  
Detania Sukarja
Keyword(s):  
Information Technology ◽  
Social Media ◽  
Social Networking ◽  
Social Networking Sites ◽  
Negative Impact ◽  
Communication Tools ◽  
Interactive Communication ◽  
Information And Communication ◽  
Use Of Social Media ◽  
Communication Equipment

Teenagers are the next generation of the nation that must continously be fostered to shape their identity and personality in accordance with Indonesian values. Various problems related to adolescents both as objects and as subjects have emerged with the development of information technology. Information technology has developed since the discovery and development of Science in the field of information and communication, starting from the development of communication system to communication equipment and direct and interactive communication tools. Social media is like a double-edged knife. If used wisely, selectively and responsibly, various social networking sites can be useful and beneficial. However, if used irresponsibly, social media can bring bad results, even legal problems. Therefore, social media users should be more careful in using the platform. The growing usage of social media among teenagers may bring negative impact if not addressed wisely due to teenagers’ vulnerability. The lack of legal knowledge on the use of social media may also cause adolescents becoming perpetrators and/or victims of social media.

Effective Cultural Communication via Information and Communication Technologies and Social Media Use

2018 ◽  
pp. 7002-7013 ◽  
Author(s):  
Androniki Kavoura ◽  
Stella Sylaiou
Keyword(s):  
Social Media ◽  
Information And Communication Technologies ◽  
New Technologies ◽  
Communication Technologies ◽  
Interactive Approach ◽  
Communication Tools ◽  
Cultural Organizations ◽  
Use Of Technology ◽  
Information And Communication ◽  
Use Of Social Media

Cultural organizations need to adopt contemporary methods and ways of communication for heritage management. Raising people's interest for cultural heritage may take place via the implementation of innovative communication tools that allow for engagement to take place. Research though has shown that cultural organizations are more reluctant than firms are to implement a two-way communication process with new technologies and social media. Do cultural organizations employ Information and Communication Technologies (ICTs) and social media in an interactive approach? This chapter aims to illustrate the significance that should be attributed to innovation through the use of technology for communication purposes by cultural organizations. The way communication trends take place in the field of cultural management and communication is presented, along with an overview of the technological outlook that can be invaluable. The use of innovative communication tools that are employed by cultural organizations for their communication strategies has been little researched as a topic. This study aims to add to the literature on the use of social media, mobile devices and ICTs by cultural organizations.

Effective Cultural Communication via Information and Communication Technologies and Social Media Use

2019 ◽  
pp. 377-390 ◽  
Author(s):  
Androniki Kavoura ◽  
Stella Sylaiou
Keyword(s):  
Social Media ◽  
Information And Communication Technologies ◽  
New Technologies ◽  
Communication Technologies ◽  
Interactive Approach ◽  
Communication Tools ◽  
Cultural Organizations ◽  
Use Of Technology ◽  
Information And Communication ◽  
Use Of Social Media

Cultural organizations need to adopt contemporary methods and ways of communication for heritage management. Raising people's interest for cultural heritage may take place via the implementation of innovative communication tools that allow for engagement to take place. Research though has shown that cultural organizations are more reluctant than firms are to implement a two-way communication process with new technologies and social media. Do cultural organizations employ information and communication technologies (ICTs) and social media in an interactive approach? This chapter aims to illustrate the significance that should be attributed to innovation through the use of technology for communication purposes by cultural organizations. The way communication trends take place in the field of cultural management and communication is presented, along with an overview of the technological outlook that can be invaluable. The use of innovative communication tools that are employed by cultural organizations for their communication strategies has been little researched as a topic. This study aims to add to the literature on the use of social media, mobile devices, and ICTs by cultural organizations.

scholarly journals Social Media and Power Relations during the Arab Spring Revolutions with Comparative Focus on Egypt and Tunisia

2017 ◽  
Author(s):  
Taylor R. Genovese
Keyword(s):  
Social Media ◽  
Arab Spring ◽  
Emotional Responses ◽  
Communication Tools ◽  
Egyptian Revolution ◽  
The World ◽  
Media Reports ◽  
Use Of Social Media ◽  
Mass Protest ◽  
The Arab Spring

The rate and degree of success among the Arab Spring revolutions has varied. While the reasons for this variation is undeniably complicated, one behavior that continues to have a significant effect on the dynamics of these social movements is the use of social media such as Facebook, Twitter, and YouTube. This paper explores the role that these communication tools played in the 2011 Egyptian revolution where the revolution succeeded in overthrowing the Mubarek regime. Compiled from local social media reports, the data has been analyzed and displays a direct correlation between the use of social media and the organization of mass protest. Furthermore, the dissemination of the local’s emotional responses via social media sites allowed for a stronger personal association from the global community. There is enough evidence to show that social media directly assisted with the organization of protests and demonstrations that helped force leaders to either step down or start reforms. Furthermore, social media spread news about these revolutions across the world, educating and humanizing the activists, which in turn helped secure international support for their cause.

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