Utilization and effectiveness of social media message strategy: how B2B brands differ from B2C brands
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 30 March 2020
Issue publication date: 23 April 2020
Abstract
Purpose
This study aims to investigate how business-to-business (B2B) companies use message strategies on social media platform and how these strategies are effective in improving customer perceived value and encouraging customer engagement, as well as how B2B companies differ from business-to-customer (B2C) counterparts in terms of utilization and effectiveness of social media message strategy.
Design/methodology/approach
Based on content analysis of Sina Weibo brand pages and survey of website visitors, this paper examines the differences of social media message strategies and their impacts upon customer perceived value and customer engagement between B2B and B2C companies.
Findings
B2B companies use more rational appeals and less emotional appeals, have lower degree of informativeness and perform better in interactivity and variety than B2C companies. These five dimensions of message strategy have different roles in engaging customers via perceived value across B2B and B2C settings.
Originality/value
The research makes significant contributions to B2B social media marketing literature by answering two interrelated questions, namely, “What companies are doing?” and “What companies should do?” on social media websites. Besides, it provides insightful implications for B2B companies on how to implement appropriate message strategies in their social media marketing efforts by conducting Importance-Performance Analysis.
Keywords
Acknowledgements
This research was supported by the National Natural Science Foundation of China under Grant No. 71672068.
Citation
Zhang, J. and Du, M. (2020), "Utilization and effectiveness of social media message strategy: how B2B brands differ from B2C brands", Journal of Business & Industrial Marketing, Vol. 35 No. 4, pp. 721-740. https://doi.org/10.1108/JBIM-06-2018-0190
Publisher
:Emerald Publishing Limited
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