Framtida forskning

Eftersom det här examensarbetet har genomförts som en explorativ fallstudie med en induktiv ansats, är resultatet och slutsatsen baserad på en kontextuell unikhet och som utgått från empiri. För att vara applicerbart i en bredare kontext, behöver således liknande studie genomföras i större omfattning, med fler undersökningsenheter. Det vore således intressant att se detta resultat testas i en större, mer omfattande kontext.

Vidare skulle det vara intressant att se en liknande studie genomföras i andra branscher inom B2B. Detta eftersom denna studie är genomförd inom branschen för commercial vehicles, där just rationella beslut visat sig vara av mycket stor vikt. Annat kanske är utfallet i en annan bransch. Dessutom är denna studie genomförd ur ett kundperspektiv, det vore således även intressant att se en studie som gjorde en jämförelse mellan leverantörers och kunders perspektiv på sociala medier i dessa sammanhang.

Eftersom denna studie är genomförd i en svensk kontext, kan det även finnas en hel del kulturella unikheter, därav skulle det även vara av intresse att se en liknande studie genomföras inom en annan kultur. Detta eftersom användargraden av och inställningen till sociala medier och Internet skiljer sig betydligt inom olika länder och kulturer. Det vore således intressant att se hur resultatet skulle bli i andra kulturer, samt se en jämförelse av resultat i olika kulturer.

Referenser

Agnihotri, R., Dingus, R., Hu, M. Y., Krush, M. T. (2016) Social media: Influencing customer satisfaction in B2B sales. Industrial Marketing Management. Vol. 53. P.172–

180

Ahrne, G., Svensson, P. (2015) Handbok i kvalitativa metoder. Upplaga 2:1.

Stockholm: Liber

Akrout, H., Diallo, M. F., Akrout, W., Chandon, J-L. (2016) Affective trust in buyer-seller relationships: a two-dimensional scale. Journal of Business & Industrial Marketing. Vol.31 Issue 2, p260-273

Andersen, I., (1998) Den uppenbara verkligheten - Val av samhällsvetenskaplig metod.

Upplaga 1. Lund: Studentlitteratur

Andzulis, J.M., Panagopoulos, N.G., Rapp, A. (2012) A Review of Social Media and Implications for the Sales Process. Journal of Personal Selling & Sales Management.

Vol. 32 Issue 3, p305-316. 12p

Ashnai, B., Henneberg, S. C., Naudé, P., Francescucci, A. (2016) Inter-personal and inter-organizational trust in business relationships: An attitude–behavior–outcome model. Industrial Marketing Management. Vol. 52, P.128–139

Bauer, H. H., Grether, M., Leach, M. (2002) Building customer relations over the Internet. Industrial Marketing Management. Vol. 30.

Bryman, A., Bell, E. (2013) Företagsekonomiska forskningsmetoder. Upplaga 2.

Stockholm: Liber

Carlsson, L. (2010a) Sociala medier – en lathund. Kreafon AB

Carlsson, L. (2010b) Marknadsföring och kommunikation i sociala medier. Upplaga 1.

Kreafon AB.

Čater, T., Čater, B. (2010) Product and relationship quality influence on customer commitment and loyalty in B2B manufacturing relationships. Industrial Marketing Management. Vol. 39 Issue 8, pp.1321–1333

Chang, S-H., Wang, K-Y., Chih, W-H., Tsai. W-H., (2012) Building customer commitment in business-to-business markets. Industrial Marketing Management.

Vol.41, no.6, pp. 940-50

Cretu, A. E., Brodie, R. J. (2007) The influence of brand image and company reputation where manufacturers market to small firms: A customer value perspective. Industrial Marketing Management. Vol. 36

de Ruyter, K. Semeijn, J. (2002) Forging buyer-seller relationships for total quality management in international business: the case of the European cement industry. Total Quality Management. Vol. 13 Issue 3, p403-417

Doney, P. M., Barry, J. M., Abratt, R. (2007) Trust determinants and outcomes in global B2B services. European Journal of Marketing. Vol. 41 Iss 9/10 pp.1096 – 1116

Evans, D., McKee, J., Bratton, S. (2010) Social Media Marketing : The Next Generation of Business Engagement. Wiley Publishing

Ford, D. (1980) The Development of Buyer- Seller Relationships in Industrial Markets.

European Journal of Marketing. Vol. 14 Issue 5/6, p339

Ford, D., Gadde, LE., Håkansson, H. & Snehota, I. (2011). Managing Business Relationships. Wiley: Chichester.

Ganesan, S., Hess, R. (1997) Dimensions and Levels of Trust: Implications for Commitment to a Relationship. Marketing Letters, Vol. 8 Issue. 4, pp. 439-448.

Geyskens, I., Steenkamp J-B. E., Scheer, L.K., Kumar, N. (1996) The effects of trust and interdependence on relationship commitment: A trans-Atlantic study. International Journal of Research in Marketing Volume 13, Issue 4, p303–317

Gounaris, S. P. (2005) Trust and commitment influences on customer retention: insights from business-to-business services. Journal of Business Research. Vol. 58, Issue. 2, P.

126–140

Grönroos, C. (1994) From Marketing Mix to Relationship Marketing: Towards a Paradigm Shift in Marketing. Management Decision, Vol. 32 Iss: 2, pp.4 – 20

Grønmo, S. (2006) Metoder i samhällsvetenskap. Upplaga: 1. Malmö: Liber

Guesalaga, R. (2016) The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media. Industrial Marketing Management, Volume 54, P.71–79

Habibi, F., Hamilton, C.A., Valos, M.J., Callaghan, M (2015) E-marketing orientation and social media implementation in B2B marketing. European Business Review, vol.27, no.6, pp. 638-55

Hartman, J. (2001) Grundad teori - Teorigenerering på empirisk grund. Upplaga 1.

Lund: Studentlitteratur

Hartman, J. (2004) Vetenskapligt tänkande – Från kunskapsteori till metodteori.

Upplaga 2. Lund: Studentlitteratur

Hollensen, S. (2010) Marketing Management - A relationship approach. 2 ed. Pearsson Education Limited

Holme, I. M., Solvang, B. K. (1997) Forskningsmetodik – om kvalitativa och kvantitativa metoder. Upplaga: 2. Studentlitteratur AB, Lund

Hultén, B. (2014) Sinnesmarknadsföring - Teoretiska och empiriska utgångspunkter.

Upplaga 1:1. Studentlitteratur AB, Lund.

Huotari, L., Ulkuniemi, P. (2015) Analysis of content creation in social media by B2B companies. Journal of Business & Industrial Marketing. Vol. 30

Jobber, D. (2010) Principles and Practice of Marketing. 6 ed. McGraw-Hill Education

Jussila, J. J., Kärkkäinen, H., Aramo-Immone, H. (2014) Social media utilization in business-to-business relationships of technology industry firms. Computers in Human Behavior. Vol. 30, P.606–613

Järvinen, J., Tollinen, A., Karjaluoto, H., Jayawardhena, C., (2012) Digital and social media marketing usage in B2B industrial section. Marketing Management Journal. Vol.

22 Issue 2, p.102-117

Kapferer, J-N. (2012) The New Strategic Brand Management. 5 ed. Kogan Page Limited

Kaplan, A. M., Haenlein, M. (2010) Users of the world, unite! The challenges and opportunities of Social Media. Business Horizons. Vol. 53, Issue 1, p.59–68

Karjaluoto, H., Lipiäinen, H. S. M. (2015) Industrial branding in the digital age. Journal of Business & Industrial Marketing Vol. 30

Karjaluoto, H., Mustonen, N., Ulkuniemi, P. (2015) The role of digital channels in industrial marketing communications. Journal of Business & Industrial Marketing. Vol.

30

Katona, Z., Sarvary, M. (2014) Maersk Line: B2B Social Media - “It´s communication, not marketing”. California Management Review. Vol. 56 Issue 3, p142-156

Keinänen, H., Kuivalainen, O. (2015) Antecedents of social media B2B use in industrial marketing context: customers’ view. Journal of Business & Industrial Marketing.

Vol.30

Kietzmann, J., Hermkens, K., McCarthy, I., Silvestre, B. (2011) Social media? Get serious! Understanding the functional building blocks of social media. Business Horizons Vol. 54

Kotler, P., Pfoertsch, W. (2007) Being known or being one of many: the need for brand management for business-to-business (B2B) companies. Journal of Business &

Industrial Marketing. Vol. 22 Issue 6. pp. 357 - 362

Kotler, P., Armstrong, G., Wong, V., Saunders, J. (2008) Principles of Marketing. 5. ed.

Prentice Hall

König, S. (2012) Kundrelationer i sociala medier. Upplaga 1. Malmö: Liber

Lacka, E., Chong, A. (2016) Usability perspective on social media sites' adoption in the B2B context. Industrial Marketing Management. Vol 54, Pages 80–91

La Rocca, A., Ford, D., Snehota, I. (2013) Initial relationship development in new business ventures. Industrial Marketing Management. Volume 42, Issue 7, P.1025–

1032

Lewis, D. J., Weigert, A. J. (2012) The Social Dynamics of Trust: Theoretical and Empirical Research, 1985–2012. Social Forces. Vol. 91 Issue 1. p25-31.

Marshall, G. W., Moncrief, W. C., Rudd, J. M., Lee, Nick. (2012) Revolution in Sales:

The Impact of Social Media and Related Technology on the Selling Environment.

Journal of Personal Selling & Sales Management. Vol. 32 Issue 3, p349-363

Mandják, T., Szalkai, Z., Neumann-Bódi, E., Magyar, M., Simon, J. (2015) Emerging relationships: How are they born? Industrial Marketing Management. Volume 49, Pp 32–41

Meadows-Klue, D. (2008) Falling in Love 2.0: Relationship marketing for the Facebook generation. Journal of Direct, Data & Digital Marketing Practice. Vol. 9 Issue 3, p245-250

Michaelidou, N., Siamagka, N.T., Christodoulides, G. (2011) Usage, barriers and measurement of social media marketing: An exploratory investigation of small and medium B2B brands. Industrial Marketing Management. Vol. 40

Moore, J. N., Hopkins, C. D., Raymond, M. A. (2013) Utilization of Relationship-Oriented Social Media in the Selling Process: A Comparison of Consumer (B2C) and Industrial (B2B) Salespeople. Journal of Internet Commerce. 2013, Vol. 12 Issue 1, p48-75

Patel, R., Davidsson, B., (2003) Forskningsmetodikens grunder: Att planera, genomföra och rapportera en undersökning. Upplaga: 3. Lund: Studentlitteratur

Ravald, A., Grönroos, C. (1996): The value concept and relationship marketing.

European Journal of Marketing. 1996, Vol. 30, Issue 2, p19-30.

Rodriguez, M., Peterson, R. M., Krishnan, V. (2012) Social Media's Influence on Business-To-Business Sales Performance. Journal of Personal Selling & Sales Management. Vol. 32 Issue 3, p365-378.

Rousseau, D. M., Sitkin, S. B., Burt, R. S., Camerer, C. (1998) Not So Different After All: A Cross-discipline View of Trust. Academy of Management Review. Vol. 23 Issue 3, p393-404

Safko, L. (2012) The social media bible: tactics, tools & strategies for business success.

3rd ed. Wiley & Sons Inc

Schultz, R. J., Schwepker, C. H., Good, D. J. (2012) An exploratory study of social media in business-to-business selling: salesperson characteristics, activities and performance. Marketing Management Journal. Vol. 22 Issue 2, p76-89

Selnes, F. (1998) Antecedents and consequences of trust and satisfaction in buyer‐seller relationships. European Journal of Marketing. Vol. 32 Iss: 3/4, pp.305 - 322

Simmons, G., Thomas, B. Truong, Y. (2010) Managing i-branding to create brand equity. European Journal of Marketing. Vol. 44

Solomon, M., Bamossy, G., Askegaard, S., Hogg, M. K. (2014) Consumer behavior – A European Perspective. Upplaga 5. Pearson Education

Stakston, B. (2011) Gilla! - dela engagemang, passion och idéer via sociala medier.

Upplaga 3. Idealistas förlag

Starrin, B., Svensson, P-G. (1994) Kvalitativ metod och vetenskapsteori. Upplaga 1.

Lund: Studentlitteratur

Svensson, P-G., Starrin, B. (1996) Kvalitativa studier i teori och praktik. Upplaga 1.

Lund: Studentlitteratur

Yin, R. K. (2007) Fallstudier - Design och genomförande. Upplaga 1:3. Stockholm:

Liber

Bilagor