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The purpose of this study is to provide an in-depth understanding of the B2B customers’ perspective regarding salespeople’s social media use.

The study adopts a qualitative approach based on semi-structured interviews with 26 key informants performing their job in customer role in various industries.

The authors inductively identify five themes regarding the B2B customers’ perspective of social media use in B2B selling. These themes allow for valuable implications for social selling activities and expected outcomes.

Against a growing body of literature on drivers, best practices and outcomes of social media use by B2B salespeople, less attention has been paid to the customer’s side. The authors extend current research by providing a more complete picture of social selling activities and expected outcomes.

The study’s purpose is to understand how online communities, thanks to their knowledge-sharing potential, can help to achieve the principles of a human-centered society. The social capital theory is applied to understand knowledge contribution and knowledge sharing in online communities.

A qualitative approach based on a single case study of an international online community is adopted.

The case study highlights how each social capital facet unfolds within the online community to model efficient knowledge exchange among members. The developed social capital generates benefits at three interconnected system levels: micro (individuals), meso (companies), and macro (society).

The paper makes several contributions to the literature on Society 5.0, social capital theory, and knowledge management by bringing the needed empirical evidence on how to exploit online digital technologies to generate the benefits associated with Society 5.0. It also demonstrates that social capital theory is a valuable theoretical lens through which to explain how knowledge-sharing and exchange mechanisms in online communities contribute to shaping a human-centered society.

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.

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.

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.

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.

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.

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.

This study focuses on managers' perceptions of employees' communicative role in social media, and explores the changes in the contractual nature of employment relations in mediatized workplaces in which the boundaries of professional and private life are becoming more fluid.

A qualitative approach was employed to explore this relatively new phenomenon. The data, comprising 24 interviews with managers responsible for corporate communication and human resources in knowledge-intensive organizations, was thematically analysed.

The analysis shows that employees' work-related social media use creates new types of exchanges and dependencies between an organization and individual employees, which relate to employees' representation, knowledge and networks.

The study is among the first to examine the exchanges and dependencies in an employment relationship that emerge from increased use of social media for professional purposes.