Marketing Commons^™

Inside Sales Social Media Use And Its Strategic Implications For Salesperson-Customer Digital Engagement And Performance, Nawar N. Chaker, Edward L. Nowlin, Maxwell T. Pivonka, Omar S. Itani, Raj Agnihotri

Marketing Faculty Publications

Highlights

• Inside salespeople rely on four main strategies when it comes to using social media in their roles to engage with customers.

• Inside sales strategic social media use leads to higher levels of customer digital engagement and, ultimately, performance.

• Firm digital technology resources may shape the effects of inside sales strategic social media use.

Abstract

The nature of inside sales has shifted, increasing in autonomy, importance, and scope. Moreover, buyers are changing their preferences from face-to-face interactions to virtual-based relationships, leading to a future full of opportunities for inside salespeople using social media. The practitioner literature suggests that inside sales …

An Investigation Of Teenagers’ Advertising Literacy In The Context Of The Brand-Rich Environment Of Social Media, Emma Sweeney

Doctoral

Teenagers are avid consumers of social media and consequently, constitute attractive target audiences for marketers. On social media, advertising can be integrated into content such as YouTube videos and Instagram posts which means the boundary between commercial content (the advertisement) and non-commercial content (e.g., the video in which the ad appears) becomes increasingly blurred. Therefore, in this context, the consumer must be able to navigate a minefield of overt and covert advertising that is disseminated by a range of sources, including brands and social media influencers. A resulting concern for academics, parents and policy makers alike relates to young people’s …

Tiktok Has Influenced The Way We Buy Beauty, Keira R. Wingate, Angela Palumbo

Capstones

The purpose of this capstone project is to show how the popular social media platform, TikTok, is influencing and changing the way consumers buy and the companies sell beauty products.

Since the start of the pandemic, a record number of people logged into TikTok, which has become one of the top social media platforms in the world. While the app grew, so did the number of users who made videos reviewing and using makeup products. Soon, TikTok went from an entertainment platform to a marketing opportunity for large companies in the beauty industry.

Now, hundreds of influencers are paid large …

Can Marketing Content Strategies Help Promote Sustainability On Social Media?: Comparing The Effectiveness Of Owned Versus Earned Endorsement, Eilleen R. Plante

Honors College Theses

The importance of sustainability is rising as consumers make more environmentally conscious purchases (Neilson, 2018). Despite the growing demand for sustainable products, there is still a consumer attitude-behavior gap concerning sustainability. Social media has proven to be an effective way to promote sustainability (Saeed, Farooq, & Kersten, 2019), and social media influencers are more effective advertising agents compared to traditional advertising (Araujo, Neijens, & Vliegenthart, 2016). However, the best way to advertise sustainable products through social media-based advertising has not yet been studied. This study examines the different content marketing strategies on social media - owned social media posts and …

Leatherby Libraries From Home: Online And Social Media Response To The Covid-19 Pandemic, Rachel Karas, Essraa Nawar

Library Articles and Research

Starting March 11, 2020, the day that Chapman University announced that classes would transition immediately to remote in response to the COVID-19 pandemic, the Leatherby Libraries dramatically shifted its marketing strategy and the use of social media to communicate with the student body, faculty, staff, and other community member followers. The Leatherby Libraries used social media during the COVID-19 crisis as both a means of communicating urgent messages to its patrons and also as a tool for engaging community members in the absence of traditional
library tours, events, and exhibits.

To Share Or Not To Share? Branded Content Sharing In Twitter, Adriana M. Boveda-Lambie, Tracy Tuten, Victor Perotti

Atlantic Marketing Journal

Marketers have long recognized the power of word-of-mouth communication to influence consumer brand perceptions. Social media channels such as Facebook and Twitter make possible an efficient spread of communication to potentially large audiences with the added value of the credibility afforded to earned media. Consequently, marketers seek to encourage social media users to share brand-related messages. But how? To answer this question, we must first understand the decision to share or not to share in a social media context. This paper reports on an investigation as to the source and content of a brand’s tweets as antecedents of an individual’s …

Distressing For People’S Lives When Lights Go Off During Facebook Outage, Ramaswami, S.

Research Collection Lee Kong Chian School Of Business

The rise of the super app has changed our lives – and livelihoods – as many of us depend on these social media sites to make a living. Are there alternatives or are we always going to be held hostage? SMU’s Seshan Ramaswami gives his take.

Nonprofit Social Media Internships: A Handbook, Allison M. Laroy

The Cardinal Edge

This brief research report provides details on a study that examines how nonprofits can best prepare their interns and how interns can best prepare themselves for a role in engaging audiences through social media. Through a literature review on nonprofit social media and internships, a series of qualitative interviews with interns and supervisors, and the researcher’s lived experiences as a social media intern, a handbook was developed for nonprofit social media internships. This guide is relevant to the specific experiences of nonprofit social media internships, includes advice on training, mentorship, and best practices, and finally, it incorporates further resources on …

Teenagers’ Moral Advertising Literacy In An Influencer Marketing Context, Emma Sweeney, Margaret-Anne Lawlor, Mairead Brady

Articles

Teenagers are avid consumers of social media and also constitute attractive target audiences for influencer marketing (IM). Teenagers can perceive strong, parasocial relationships with influencers, frequently regarding them as being akin to a peer or a friend. Furthermore, influencer endorsements are observed to carry greater credibility and authenticity than traditional forms of advertising. This therefore raises questions about young consumers’ discernment of, and critical evaluation of the overall appropriateness when influencers act as conduits of commercial messages on behalf of brands. This paper reports on a qualitative study of 29 teenagers aged 15–17 years. The aim was to explore the …

Social Credibility: Trust Formation In Social Commerce, Lena Cavusoglu, Deniz Atik

Marketing Faculty Publications

Trust formation in informal social commerce, also considered lateral exchange markets (LEMs) on social media platforms, has different dynamics from e-commerce and traditional consumerto‐ consumer (C2C) exchange. These online markets are massive in scale; thus, it is an important phenomenon in consumer research. With a holistic perspective, we conducted in-depth interviews with Instagram consumers and sellers. Our research is among the first to reveal an empirical understanding of the critical dynamics of trust formation in LEMs within social commerce and contribute to theory by introducing a novel dimension termed social credibility. Social credibility surpasses the source credibility evaluations one step …

Social Media Framework For Businesses, Nawel Amrouche

University of South Florida (USF) M3 Publishing

Social media is gaining popularity and many studies are investigating the topic by providing contradictory conclusions about its effectiveness. To scrutinize this incongruence, we first differentiate social media from other communication tools and describe its challenges. Next, based on an extensive literature review collecting research papers from 2004 to 2016, we propose a structural framework explaining the role of managerial, individual, and contextual variables that affect the social media value chain. We find that social media has a controversial effect on businesses’ objectives depending on the context of studies. We also find that social media’s objectives could be classified into …

Accelerated Modernity: What Are The Social Media Stories Undergraduate Students Engage With?, Pericles A. Rospigliosi, Sebastian Raza-Mejia

University of South Florida (USF) M3 Publishing

This paper aims to show how current undergraduate students use social media in their daily lives, taking the first ten minutes of the day as a concentrated insight into their priorities of practice. The work draws on primary data from four focus groups of UK business students in higher education. Through the application of Rosa’s construct of social acceleration, initial findings indicate a hierarchy of priorities, shaped by economic, cultural and structural drivers in what social media is engaged with, in what sequence, and for what purpose. These choices reflect acceleration in the changes to the technology, the pace of …

Marketing A Destination On Social Media: Case Of Three Municipalities Of Izmir, Huseyin O. Altin, Ige Pirnar

University of South Florida (USF) M3 Publishing

Social media, which emerged as a result of rapid developments in information and communication technologies, is known all over the world. Social media and Web 2.0 systems provide huge benefits to its users when compared with conventional media tools such as newspapers, televisions and radio. Destinations from all over the world utilize social media liberally to compete with each other to grab bigger market shares in an overly-saturated market. Aware of the benefits it provides, municipalities use social media for various reasons such as mass announcements, information dissemination and self-promotion. Within this context, main aim of this study is to …

Social Media Marketing The African Door Of Return Experience In Badagry-Nigeria, Huseyin Arasli, Maryam Abdullahi, Tugrul Gunay

University of South Florida (USF) M3 Publishing

This study examines the role of social media in promoting the standard of return festivals and revisiting intentions in Badagry, Lagos, Nigeria. The festival, also known as the Door of Return festival, is a cultural event commemorating 400 years of African ancestors who were forcibly taken away as slaves and are now back to their mother land as queens and kings. The African ‘door of experience’, which took place in Lagos Nigeria is the 3rd door of return ceremony reflecting the significance of the slave trade activities that took place in the ancient town of Badagary. Data was collected in …

Visual Representation Of Black Students And Its Effect On Enrollment At Predominantly White, Faith-Based Universities, Namon Pope

McNair Scholars Research

As higher education institutions diversify their student body, they employ tactics specifically aimed at reaching prospective students from minority groups. This study examined marketing tactics used by universities through a content analysis of photographs posted to the Instagram accounts of three faith-based universities in the United States. Photographed individuals were classified into different ethnic groups to understand how frequently members of those groups were visually represented. A Pearson Correlation using data gathered from the content analysis and each university’s enrollment and retention data for Black students did not find statistical significance. Limitations of the study and future research are discussed.

Digital Marketing For Small Businesses During Covid-19 And Beyond, Emily Lenore Guyer

Theses

The directed project has two parts: the Prospectus for AMC 60000 Thesis/Directed Project I, and the website https://eguyer123.wixsite.com/directedproject2 for AMC 61000 Thesis/Directed Project II. The website takes this information and puts it into resources, namely infographics and videos. My goal is to help small businesses, whether they are established and transitioning from traditional to digital marketing, or brand new and are starting their marketing strategies from scratch. Throughout this project, they’ll learn the importance of navigating social media marketing, content marketing, search engine optimization, and digital marketing through the COVID-19 pandemic and beyond.

Virtually (Im)Possible: Transitioning To A Virtual Marketing And Outreach Program, Laura Wilson, Corinne Gabriele, Alex Mcconnon, Susan Skoog, Nicole Tantum, Lisa Villa

Staff publications

This article outlines the challenges and successes of a library outreach team at a small New England college campus during the COVID-19 pandemic. In March of 2020, the highly residential College of the Holy Cross in Worcester, Massachusetts, sent almost all students home to continue their classes online—yet no online classes had ever been taught at the college before. For the first time ever, the college’s libraries were in the position to rebuild all promotional communications and activities from scratch—pivoting from a largely in-person setting to an entirely virtual setting. The team quickly created and launched social media campaigns and …

The Oversharenting Paradox: When Frequent Parental Sharing Negatively Affects Observers’ Desire To Affiliate With Parents, Sona Klucarova, Jonathan Hasford

Marketing & Entrepreneurship Faculty Publications

Modern-day parents increasingly engage in sharing of their children’s information and photos on social media. However, when parents post about their children on social media with high frequency, the phenomenon of “oversharenting” occurs. This research explores the impact of oversharenting on others’ desire to affiliate with parents. While parents post about their children to socialize with others, three experimental studies conducted with U.S. residents recruited via Amazon Mechanical Turk demonstrate that parents who oversharent are viewed as less desirable acquaintances than parents who do not. This effect is mediated by observers’ perception that oversharenting constitutes a social norm violation (Study …

A Guide To Digital Marketing For New Creators, Lexi Gerbino

Backstage Pass

This is a guidebook and primer in the use of social media for marketing music, arts or any product or service using freely available online resources. The author explains the basic approaches to building up an online audience and following, emphasizing do-it-yourself (DIY) organic, cost-effective outreach tactics. Paid strategies are also discussed. The author has been involved in various grass roots social media marketing campaigns and draws on their own experience, as well as that of other marketing practitioners who were interviewed as part of the project to inform the recommendations found in this guidebook.

Nonprofit Social Media Internships: A Handbook, Allison Laroy

College of Arts & Sciences Senior Theses

This thesis examines how nonprofits can best prepare their interns and how interns can best prepare themselves for a role in engaging audiences through social media. Through a literature review on nonprofit social media and internships, a series of qualitative interviews with interns and supervisors, and my own lived experiences as a social media intern, I develop a handbook for nonprofit social media internships. This guide is relevant to the specific experiences of nonprofit social media internships, includes advice on training, mentorship, and best practices, and finally, it incorporates further resources on nonprofit social media that interns and supervisors can …

Kobe Influencer Marketing: Using Social Media To Promote A Herbal Tea Brand, Patricia Lui, Lipika Bhattacharya

Asian Management Insights

In July 2019, Evangeline Leong, co-founder and CEO of Kobe, a Singapore-based start-up providing influencer marketing services, had a challenging task ahead of her.

Do Students Buy Attention-Grabbing Stocks? A Field Experiment, George Psaradakis

Business and Economics Honors Papers

In this paper, we look to find out whether or not student investors are drawn to “attention-grabbing” stocks. We define “attention-grabbing” stocks as those that are issued by companies with either large numbers of Twitter followers, large general marketing budgets, or both. Our theory is that the more followers that a publicly traded company has on Twitter and/or the more money the company spends on marketing and advertising, the more likely a student would be to invest in its stock.

A field experiment was conducted in which undergraduate students constructed their own virtual stock portfolios. A treatment group was given …

The New Wbgu: A Social Media Marketing Strategy, Brittany Line

Honors Projects

This project looks to find the most effective ways of growing and engaging a social media audience for WBGU-FM. Included in this is strategy used to interact with more people, an analysis of what elements were effective, and ways to increase content. Social media holds growing importance in promoting and connecting with an audience. This project is needed because recently, WBGU-FM has not been frequently or effectively using their social media platforms to connect with the community. As the shift of WBGU-FM’s purpose takes effect to focus on more community aspects of radio, it is important to have multiple ways …

The Evolution Of Women's Opportunities In The Workplace: A Look At The Past To Interpret The Present, Emily Milich

Senior Honors Projects

No abstract provided.

Social Media & Hr: A Bibliometric Analysis, Divyanshu Pawaskar Mr., Priya Sharma Ms., Sanjay Bhattacharya Mr., Monica Kunte Dr., Netra Neelam Dr., Preeti Mulay Dr.

Library Philosophy and Practice (e-journal)

From an HRM standpoint, the better an organisation is able to manage their workforce, the better their performance will be. In doing so, social media nowadays play a major role to this end. Be it talent acquisition, employee engagement, talent management or enhancing employer value proposition, social media profiles are playing a big role for organisations. The onus of which lies to a large extent on the shoulders of the HR department. Merely having pages on social media platforms do not suffice. Proper management and audience engagement become the key for HR. It is not sufficient to just have a …

Advertising During The Covid-19 Global Pandemic: The Rise Of Influencer Marketing Strategies In A Recession, Bre Tenhulzen

Honors Program: Senior Projects (Public)

The COVID-19 pandemic reached the United States in January of 2020 and has since impacted nearly all industries, including advertising. Consumers, the guiding factors for all advertising strategies, faced drastic lifestyle changes and behavior shifts which sent current strategies askew. The virus has created insurmountable unknowns, thus advertising and marketing experts must rely on historical and recent data to develop strategies for brands forging ahead. COVID-19 is the first global crisis in the age of social media which has both helped and hindered communication during the crisis. Additionally, emerging influencer marketing strategies are proving more effective than ever as brands …

Content Analysis Of Hospital Reviews From Differing Sources: Does Review Source Matter?, Sayeedul Islam, Sara Mir, Caroline Defina, Carolina Silva

Journal of Excellence in Nursing and Healthcare Practice

Social media has had an impact on how patients find and evaluate medical professionals and their experiences of modern healthcare. Qualitative research in healthcare has increased its focus on social media. The present study examined 497 reviews of hospitals in the Pittsburgh area across three websites: Google, Yelp, and Healthgrades. Using computerized content analysis tools (CATA), we analyzed positive and negative comments to identify key themes. Key themes and words included “doctor,” “hospital,” “staff,” and “time.” These findings highlight the importance of medical staff to patient experience. Results indicated that Yelp had the lowest average rating. CATA also revealed that …

Communication During A Crisis: Keeping Our Patrons Informed During The Covid-19 Pandemic, John P. Delooper, Michelle Ehrenpreis

Publications and Research

This article discusses the Leonard Lief Library’s communications strategy to keep its patrons informed during the COVID-19 crisis. The Leonard Lief Library at Lehman College (CUNY) made use of its website, social media, and research guides to effectively convey timely information about service changes, library resources, and to improve outreach activities to our patron community while the library’s physical building was closed to its students, faculty, and staff.

Bridging The Gap Between Customer Value And Firm Performance: Strategic Implications Of Social Media Marketing Relationships, Manisha Mathur

AMTP Proceedings 2021

No abstract provided.

Turn The Other Cheek Or An Eye For Eye: Exploring Brand-To-Brand Dialogue On Social Media, Veronica Thomas, Kendra Fowler

AMTP Proceedings 2021

While popular press articles frequently highlight humorous, snarky exchanges between brands on social media, academically, this behavior is relatively unexplored. As consumers’ perceptions of the use of humor in brand-to-brand dialogue may have meaningful managerial and theoretical implications, this research examines consumers’ perceptions of brands that engage in dialogue with one another on social media. To understand the dyadic relationship between two brands who engage with one another on social media, we explore two different types of humorous comments (low aggression and high aggression) and how the type of humor employed affects consumers’ perceptions of both the brand initiating the …