Exploring antecedents of social media usage in B2B: a systematic review

Abstract

Purpose

This paper aims to review the state-of-the-art literature on social media adoption in business-to-business (B2B) contexts to propose an inclusive and theoretical viewpoint to understand the antecedents of this phenomenon.

Design/methodology/approach

This paper presents the results of a systematic literature review. For this purpose, 29 studies published in academic journals, books and conference papers in the field of marketing and management from 2001 to 2017 were analysed.

Findings

The results show that the number of studies has increased in the past five years. Three different groups of antecedents are identified by considering the nature of these factors (personal, organisational and external) and analysed at two different levels of adoption: individual and firm/function. Managerial implications and future research insights are provided.

Research limitations/implications

This research area deserves much more attention, both theoretical and empirical, to analyse the existing classifications and develop new categories of antecedents of social media adoption in B2B. Further studies are needed on the individual level of adoption, on new skills and capabilities required to use social media as well as on the social factors influencing usage.

Practical implications

The literature review allows to understand the role of personal, organisational and social antecedents and suggest ways to improve the level and quality of adoption.

Originality/value

Despite a considerable interest in research on social media, this paper provides the first complete framework in the new field of study concerning social media adoption in B2B.

Citation

Pascucci, F., Ancillai, C. and Cardinali, S. (2018), "Exploring antecedents of social media usage in B2B: a systematic review", Management Research Review, Vol. 41 No. 6, pp. 629-656. https://doi.org/10.1108/MRR-07-2017-0212