Understanding corporate B2B web sites' effectiveness from North American and European perspective

Chakraborty, Goutam; Srivastava, Prashant; Warren, David L.

doi:10.1016/j.indmarman.2004.09.008

Cited by 53 publications

(39 citation statements)

References 24 publications

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“…The results of the study contribute also to the research on the use of Web sites in industrial marketing (e.g. Chakraborty, Srivastava, & Warren, 2005;Long et al, 2007;Perry & Bodkin, 2002), by shedding light on one specific type of Web utilization practice.…”

Section: Theoretical Implicationsmentioning

confidence: 71%

Communicating customer references on industrial companies' Web sites

Jalkala

Salminen

2009

Industrial Marketing Management

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Section: Theoretical Implicationsmentioning

confidence: 71%

Communicating customer references on industrial companies' Web sites

Jalkala

Salminen

2009

Industrial Marketing Management

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“…Gratifications include informativeness, playfulness (or enjoyment), and interactivity [19]. Informativeness is the richness and availability of information [19,20]. Past research indicates the impact of informativeness, playfulness, and interactivity on a user's intention or behavior [19].…”

Section: Uses and Gratifications Of Content: Marketing-mix Informatiomentioning

confidence: 99%

Engaging Facebook Users in Brand Pages: Different Posts of Marketing-Mix Information

Thongmak

2015

Business Information Systems

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Abstract. This research explores the posting quantity and posting types most likely to create brand engagement on Facebook brand-fan pages. Using content analysis, the study explores five posting types: product, price, place, promotion, and others, by analyzing 1,577 posts from 183 brand-fan pages. Findings suggest that high posting amount could increase brand popularity. Thus, a brand-fan page's content provider should add more price information, promotional information, other informational content, and emotional content on posted messages. This work amends the social media marketing literature by including the concept of marketing mix along with uses and gratifications (U&G). It also combines likes, comments, and shares to represent the post popularity. The study provides some managerial implications for effectively planning the content strategy to engage more fans or potential customers in brand-fan pages.

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“…To reduce customer uncertainty, companies may provide downloadable databases containing information on product specifications and use [12,51]. B2B Web sites may also present product quality assessment through scientific tests and certification, or information that customers consider valuable input from suppliers with which they can make the right purchasing decisions [20,21,29,63,86,133].…”

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confidence: 99%

Cultural, National, and Industry-Level Differences in B2B Web Site Design and Content

Usunier

Roulin

Ivens

2009

International Journal of Electronic Commerce

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Web sites are a major instrument for companies to transmit information to customers and conduct transactions in business markets. Differences in Web site design and content across companies can be explained by cultural factors (mainly high-or low-context communication, individualism, and power distance), characteristics of a company's home country, and corporate demographics. based on a review of recent studies, mostly in b2c settings, this paper summarizes what is known about the impact of cultural dimensions on Web site design and content. content analysis of 600 b2b Web sites in 57 countries confirms the interrelatedness of certain antecedent variables with Web site design and content. some cultural orientations, especially high-context communication, may be detrimental to the design of Web sites, making them less clear, less attractive, and less interactive. companies in countries characterized either by high-context communication, collectivism, or high power distance should strive for cultural adaptation of Web sites. Firm size and r&D intensity also have an impact on Web site design and content.

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Understanding corporate B2B web sites' effectiveness from North American and European perspective

Cited by 53 publications

References 24 publications

Communicating customer references on industrial companies' Web sites

Communicating customer references on industrial companies' Web sites

Engaging Facebook Users in Brand Pages: Different Posts of Marketing-Mix Information

Cultural, National, and Industry-Level Differences in B2B Web Site Design and Content

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