Exploiting business networks in the age of social media: the use and integration of social media analytics in B2B marketing

Abstract

Purpose Based on an organizational capability perspective, this paper aims to propose a development model for social media analytics (SMA) capability that can be applied to business-to-business (B2B) marketing, with the aim of facilitating the use and integration of SMA in B2B marketing and maximizing the benefits of business networks in the age of social media. Design/methodology/approach This is a critical interpretive synthesis of SMA publications collected from academic journals, business magazines and the SMA service industry. In addition, an inter-disciplinary approach was adopted by drawing upon both marketing and information systems literature. In total, 123 academic papers, 106 industry case studies and 141 magazine papers were identified and analyzed. The findings were synthesized and compiled to address the predefined research question. Findings An SMA capability development model is proposed. The proposed model consists of four inter-dependent levels (technological, operational, managed and strategic) that collectively transfer the technological capability of SMA to the dynamic organizational capability. Each level of SMA capability is detailed. SMA-in-B2B marketing is highlighted as a socio-technical phenomenon, in which a technological level SMA capability is emphasized as the foundation for developing organizational level SMA capabilities and organizational capabilities, in turn, supporting and managing SMA activities and practices (e.g. strategic planning, social and cultural changes, skills and resources, measurements and values). Practical implications The proposed research framework may have implications for the operational level SMA development and the investigations on the direct and/or indirect measurements to help firms see the impact of SMA on their business. Originality/value This study may have implications for the adoption, use, integration and management of SMA in B2B marketing. The proposed model is grounded on the integrated insights from academia and industry. It is particularly relevant to B2B firms that have engaged in or plan to engage in applying SMA to extract insights from their online networks and is relevant to B2B researchers who are interested in SMA, big data and information technology organization integration studies.