Examining the research on social media in business-to-business marketing with a focus on sales and the selling process

2022 ◽  
Vol 102 ◽  
pp. 122-140
Author(s):  
Bipul Kumar ◽  
Arun Sharma
Keyword(s):  
Social Media ◽  
Selling Process ◽  
Business To Business

What makes the difference? Employee social media brand engagement

2019 ◽  
Vol 34 (7) ◽  
pp. 1459-1467 ◽  
Author(s):  
Sherese Y. Duncan ◽  
Raeesah Chohan ◽  
João José Ferreira
Keyword(s):  
Social Media ◽  
Brand Equity ◽  
Positive Emotions ◽  
Content Type ◽  
Word Use ◽  
Brand Engagement ◽  
Analytical Thinking ◽  
Industry Competition ◽  
The Difference ◽  
Business To Business

Purpose This paper aims to explore, using the employee lens of business-to-business firms, word use through brand engagement and social media interaction to understand the difference between employees who rate their employer brands highly on social media and those who don't. Design/methodology/approach We conducted a textual content analysis of posts published on the social media job evaluation site glassdoor.com. LIWC software package was used to analyze 30 of the top 200 business-to-business brands listed on Brandwatch using four variables, namely, analytical thinking, clout, authenticity and emotional tone. Findings The results show that employees who rate their employer’s brand low use significantly more words, are significantly less analytic and write with significantly more clout because they focus more on others than themselves. Employees who rate their employer’s brand highly, write with significantly more authenticity, exhibit a significantly higher tone and display far more positive emotions in their reviews. Practical implications Brand managers should treat social media data disseminated by individual stakeholders, like the variables used in this study (tone, word count, frequency), as a valuable tool for brand insight on their industry, competition and their own brand equity, now and especially over time. Originality/value This study provides acknowledgement that social media is a significant source of marketing intelligence that may improve brand equity by better understanding and managing brand engagement.

scholarly journals Social Media Adoption, Usage And Impact In Business-To-Business (B2B) Context: A State-Of-The-Art Literature Review

2021 ◽  
Author(s):  
Yogesh K. Dwivedi ◽  
Elvira Ismagilova ◽  
Nripendra P. Rana ◽  
Ramakrishnan Raman
Keyword(s):  
Social Media ◽  
Media Use ◽  
State Of The Art ◽  
Relevant Literature ◽  
Comprehensive Analysis ◽  
Social Media Use ◽  
Weight Analysis ◽  
Social Media Tools ◽  
Use Of Social Media ◽  
Business To Business

AbstractSocial media plays an important part in the digital transformation of businesses. This research provides a comprehensive analysis of the use of social media by business-to-business (B2B) companies. The current study focuses on the number of aspects of social media such as the effect of social media, social media tools, social media use, adoption of social media use and its barriers, social media strategies, and measuring the effectiveness of use of social media. This research provides a valuable synthesis of the relevant literature on social media in B2B context by analysing, performing weight analysis and discussing the key findings from existing research on social media. The findings of this study can be used as an informative framework on social media for both, academic and practitioners.

Value Creation in Business-to-Business Crowd Sourcing

Crowdsourcing ◽  
2019 ◽  
pp. 1419-1432
Author(s):  
Nina Helander ◽  
Hannu Kärkkäinen ◽  
Jari Jussila
Keyword(s):  
Social Media ◽  
Value Creation ◽  
Knowledge Society ◽  
Future Research ◽  
Full Potential ◽  
Crowd Sourcing ◽  
Multiple Case ◽  
Business To Consumer ◽  
Business To Business

In knowledge society the utilization of social media as a communication channel between people, groups and even companies is increasing. Current innovation and social media research has already shown the potential of crowdsourcing in the business-to-consumer (B2C) markets. The authors argue in this paper, however, that crowdsourcing has a great and yet partly undiscovered potential also in the context of business-to-business (B2B) markets. In order to get the full potential, a more detailed understanding of the logic of value creation in crowdsourcing activities between multiple stakeholders in B2B context is needed. This paper presents an exploratory study that is carried out as an empirical netnography-based multiple case study. The study opens up potential future research avenues by starting the discussion of value creation logic in B2B crowdsourcing. Practical implications are created through cases revealing what kind of value companies have already been able to gain from crowdsourcing in B2B context.

A Literature Review of Social Media for Marketing

2021 ◽  
pp. 82-105
Author(s):  
Bahtışen Kavak ◽  
Neslişah Özdemir ◽  
Gülay Erol-Boyacı
Keyword(s):  
Social Media ◽  
Literature Review ◽  
Media Use ◽  
Digital Economy ◽  
Social Media Marketing ◽  
The Internet ◽  
Business To Consumer ◽  
Media Channels ◽  
Business To Business ◽  
Consumption Habits

Digital economy has become a priority for companies and countries since consumer profile and consumption habits have greatly changed. Companies have begun to transfer the services they offer to the Internet. Also, a digital economy creates networks amongst individuals, communities, companies, and markets. With digitalization, not only have consumers' profiles changed, but marketing tools have changed as well. Social media marketing (SMM) is the product of this trend and is marketing through social media channels (SMCs). Therefore, this chapter examines social media use within business-to-consumer (B2C) and business-to-business (B2B) contexts. Moreover, the authors focus on the differences of SMCs adoption in B2C and B2B contexts.

Social Media Use and Potential in Business-to-Business Companies’ Innovation

2013 ◽  
Vol 5 (1) ◽  
pp. 53-71 ◽  
Author(s):  
Hannu Kärkkäinen ◽  
Jari Jussila ◽  
Jaani Väisänen
Keyword(s):  
Social Media ◽  
Media Use ◽  
Innovation Process ◽  
Business Sector ◽  
Social Media Use ◽  
Business Innovation ◽  
Empirical Survey ◽  
Business To Consumer ◽  
The Given ◽  
Business To Business

The use, potential and challenges of social media in innovation have received little attention in the literature, especially from the standpoint of the business-to-business sector. Therefore, this paper focuses on bridging this gap. The purpose of this paper is to study the use and potential of social media in the innovation context, especially from the perspective of business-to-business companies. The paper starts by defining of social media and Web 2.0, and then characterizes social media in business, social media in the business-to-business sector and social media in the business-to-business innovation process. The paper also studies the essential differences between business-to-consumer and business-to-business in the given respects. Finally the authors present and analyze the results of their empirical survey of 110 respondents from Finnish companies. The results suggest that there is a significant gap between the perceived extensive potential of social media and current social media use in innovation in business-to-business companies. They have also identified potentially effective ways to reduce the gap, and clarify the found differences between B2B’s and B2C’s.

Business-to-Business Electronic Commerce

2001 ◽  
pp. 231-250 ◽  
Author(s):  
Ahmad Kayed ◽  
Robert M. Colomb
Keyword(s):  
Electronic Commerce ◽  
On Line ◽  
Selling Process ◽  
Business To Business

While there are many proposals to automate the buying and selling process, there has been no actual attempt to automate the tendering process (sealed auction). This chapter contributes toward the steps to move in this direction. In this chapter, the benefits of an on-line tendering system are clarified, the tendering process is analyzed, the current attempts are surveyed, the competency of EDI and on-line auctions approach is criticized, and a framework solution is proposed.

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.

scholarly journals Social listening Integrating Facebook into Business-to-Business (B2B) Communications

2021 ◽  
Author(s):  
Carley Desjardins
Keyword(s):  
Social Media ◽  
Corporate Communications ◽  
Social Media Networks ◽  
What Works ◽  
Communications Technologies ◽  
Communications Theory ◽  
Information And Communication ◽  
Business To Business ◽  
Social Listening

This study builds on the motivation to integrate social media into corporate communications and attempts to understand analytically what works and does not work in terms of the corporate engagement of new communications technologies. The purpose of this study is to better understand the ways in which an organization integrates social media into their communication efforts with an emphasis on feedback within these settings. Of particular importance to this concept of feedback is not just how an organization speaks to their audience within a social media setting, but how they manage listening within the same context; how does audience/stakeholder response filter back through corporate channels when received through social media networks? The specific purpose of this MRP is to observe social listening, that is, how information and communication flows between social media and corporation, with an emphasis on message transmission, processing, and feedback and feed-forward processes through the theoretical lens of autopoiesis, a micro-theory within the larger communications theory of cybernetics. Facebook, in particular, is understood as an autopoietic system. This investigation was undertaken in the form of a case study involving the corporate Facebook page of EMC Corporation, a Fortune200 company. All observation for this study occurred on the Internet and data was collected by taking screenshots of EMC’s official Facebook page. These screenshots were analyzed through the lens of autopoiesis and by using methods from discourse analysis.

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