Table of contents - Special Issue: Digital communications in industrial marketing
Guest Editors: Heikki Karjaluoto, Pauliina Ulkuniemi
The role of digital channels in industrial marketing communications
Heikki Karjaluoto, Nora Mustonen, Pauliina UlkuniemiThe 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…
Antecedents of social media B2B use in industrial marketing context: customers’ view
Hanna Keinänen, Olli KuivalainenThe purpose of this study is to clarify business-to-business (B2B) customers’ behavior regarding their social media use for B2B purposes and the antecedents of this behavior in…
Service value exchange in B2B electronic marketplaces
Susan Standing, Craig StandingThis paper aims to explore what aspects of organisational value can be realised through taking a service exchange perspective of e-marketplaces as opposed to a product transaction…
Industrial branding in the digital age
Heini Sisko Maarit Lipiäinen, Heikki KarjaluotoThe purpose of this paper is to describe the overall branding logic of an international industrial company operating in the renewable energy industry and to respond to calls for…
Social CRM, RMO and business strategies affecting banking performance effectiveness in B2B context
Jedsada Wongsansukcharoen, Jirasek Trimetsoontorn, Wanno FongsuwanThis paper aims to develop structural equation modelling of variables that affect the banking performance effectiveness of Thai Commercial Bank branches in the financial service…
Analysis of content creation in social media by B2B companies
Lauri Huotari, Pauliina Ulkuniemi, Saila Saraniemi, Minna MäläskäThe present study aims to examine how business-to-business (B2B) marketers can influence content creation in social media. Social media tools are becoming an interesting component…
The influence of sales force technology use on outcome performance
Sergio Román, Rocío RodríguezThis paper aims to examine whether and how sales technology (ST) use helps salespeople perform better through the modification of their customer-qualification skills and…
ISSN:
0885-8624e-ISSN:
2052-1189ISSN-L:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Michael Ehret
- Antonella La Rocca
- Roberto Mora Cortez