Journal of Business & Industrial Marketing: Volume 38 Issue 8

Guest editorial: Social media in business-to-business interaction, engagement, co-creation, and communication

Helen McGrath, Thomas O'Toole, Conor Drummond

How and when does internal and external social media use for marketing impact B2B SME performance?

Graciela Corral de Zubielqui, Janice Jones

Despite its potential as a new source of competitive advantage, the performance implications of social media (SM) marketing (SMM) are not well understood. This study aims to…

Market amplification or transformation? The role of industry analysts in spreading WOM in B2B

Kirsten Cowan, Teea Palo, Duncan Chapple, Yiwei Zhang

The purpose of this study is to address these questions. Word-of-mouth (WOM) is increasingly important in business-to-business (B2B) decision-making. Yet, research on this topic…

The role of information in relation to interaction affected by technology change – the case of a telemedicine pilot project

Tímea Beatrice Dóra, Ágnes Réka Mátó, Zsuzsanna Szalkai, Márton Vilmányi

Telemedicine, similarly to social media, accelerates information exchange, enriches information, provides better access to information and, furthermore, has an impact on…

Towards dissemination, detection and combating misinformation on social media: a literature review

Kulvinder Kaur, Samrat Gupta

Social media is becoming a hub of fake content, be it political news, product reviews, business promotion or any other sociocultural event. This study aims to provide a…

Dynamically adapting to the new normal: unpacking SMEs’ adoption of social media during COVID-19 outbreaks

Lala Hu, Mirko Olivieri, Riccardo Rialti

This paper aims to investigate small and medium enterprises’ (SMEs) adoption of social media platforms and how they integrated them within their marketing strategies during the…

Organisational identity development by entrepreneurial firms using social media: a process-based model

Amer Badran, Sean Tanner, Dave Alton

This paper aims to explore how entrepreneurs use social media (SM) to develop their organisational identity within business networks.

Exploring colliding logics of supply chains and business ecosystems in purchasing and supply management

Poul Houman Andersen, Linda Nhu Laursen, Morten Munkgaard Møller

A shift in supply management is underway. Nonlinear connections of buyers and sellers in business ecosystems challenge conventional supply management practice. Digital…

How social media use enhances salesperson performance

Romain Franck, Maud Damperat

Based on a relationship marketing approach, this paper aims to study the influence of social media use on salesperson performance and its underlying mechanisms from the…

Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity

Ashish Kalra, Omar S. Itani, Amin Rostami

Although research analyzing the consequences of salesperson social media use in driving sales behaviors and performance outcomes has proliferated in the recent past, there are…

Investigating knowledge dissemination and social media use in the farming network to build trust in smart farming technology adoption

Grainne Dilleen, Ethel Claffey, Anthony Foley, Kevin Doolin

This paper aims to investigate how actors in the farmer’s network influence the adoption of smart farming technology (SFT) and to understand how social media affects this adoption…