Social media utilization in business-to-business relationships of technology industry firms

Authors:
Jari J. Jussila;Hannu Kärkkäinen;Heli Aramo-Immonen
Affiliations:
Tampere University of Technology, Department of Information Management and Logistics, Korkeakoulunkatu 10, 33720 Tampere, Finland;Tampere University of Technology, Department of Information Management and Logistics, Korkeakoulunkatu 10, 33720 Tampere, Finland;Tampere University of Technology, Department of Industrial Management, Pohjoisranta 11, 28100 Pori, Finland
Venue:
Computers in Human Behavior
Year:
2014

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Abstract

Even today, it is a fairly common argument in business-to-business companies, especially in traditional industrial companies, that social media is only useful in the business-to-consumer sector. The perceived challenges, opportunities and social media use cases in business-to-business sector have received little attention in the literature. Therefore, this paper focuses on bridging this gap with a survey of social media use cases, opportunities and challenges in industrial business-to-business companies. The study also examines the essential differences between business-to-consumer and business-to-business in these respects. The paper starts by defining social media and Web 2.0, and then characterizes social media in business, and social media in business-to-business. Finally, we present and analyze the results of our empirical survey of 125 business-to-business companies in the Finnish technology industry sector. This paper suggests that there is a significant gap between the perceived potential of social media and social media use with customers and partners in business-to-business companies, and identifies potentially effective ways to reduce the gap.