The role of digital channels in industrial marketing communications
Abstract
Purpose
The purpose of this research is to investigate industrial marketing communications tools and the role of digital channels. The research draws from the literature on industrial marketing communications to examine its goals and intended utilization in industrial firms.
Design/methodology/approach
An empirical multiple case study conducted among six industrial firms examines the current state of digital marketing communications (DMC).
Findings
The study gleans three research insights. First, although DMC is one of the most important industrial marketing communication tools, firms have not yet used it to its full potential. Second, firms use DMC to enhance customer relationship communications, support sales and create awareness. Third, firms have not used social media tools as a part of DMC as widely as traditional digital tools.
Research limitations/implications
Although the findings mirror those in DMC literature in general and industrial marketing communications in particular, they put more emphasis on the role of DMC in customer relationship communications and sales support.
Practical implications
DMC provides an opportunity to deliver various marketing objectives, such as creating brand awareness, increasing and supporting sales and improving communication with existing customers. Different DMC tools are required for each of these objectives.
Originality/value
This study is among the first ones examining the rapidly changing communications landscape and the spread of digital channels in industrial marketing communication.
Keywords
Acknowledgements
The authors gratefully acknowledge the financial support of the Finnish Funding Agency for Innovation and the Finnish Cultural Foundation.
Citation
Karjaluoto, H., Mustonen, N. and Ulkuniemi, P. (2015), "The role of digital channels in industrial marketing communications", Journal of Business & Industrial Marketing, Vol. 30 No. 6, pp. 703-710. https://doi.org/10.1108/JBIM-04-2013-0092
Publisher
:Emerald Group Publishing Limited
Copyright © 2015, Emerald Group Publishing Limited