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Exploring antecedents of social media usage in B2B: a systematic review

Author

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  • Federica Pascucci
  • Chiara Ancillai
  • Silvio Cardinali

Abstract

Purpose - This paper aims to review the state-of-the-art literature on social media adoption in business-to-business (B2B) contexts to propose an inclusive and theoretical viewpoint to understand the antecedents of this phenomenon. Design/methodology/approach - This paper presents the results of a systematic literature review. For this purpose, 29 studies published in academic journals, books and conference papers in the field of marketing and management from 2001 to 2017 were analysed. Findings - The results show that the number of studies has increased in the past five years. Three different groups of antecedents are identified by considering the nature of these factors (personal, organisational and external) and analysed at two different levels of adoption: individual and firm/function. Managerial implications and future research insights are provided. Research limitations/implications - This research area deserves much more attention, both theoretical and empirical, to analyse the existing classifications and develop new categories of antecedents of social media adoption in B2B. Further studies are needed on the individual level of adoption, on new skills and capabilities required to use social media as well as on the social factors influencing usage. Practical implications - The literature review allows to understand the role of personal, organisational and social antecedents and suggest ways to improve the level and quality of adoption. Originality/value - Despite a considerable interest in research on social media, this paper provides the first complete framework in the new field of study concerning social media adoption in B2B.

Suggested Citation

  • Federica Pascucci & Chiara Ancillai & Silvio Cardinali, 2018. "Exploring antecedents of social media usage in B2B: a systematic review," Management Research Review, Emerald Group Publishing Limited, vol. 41(6), pages 629-656, March.
  • Handle: RePEc:eme:mrrpps:mrr-07-2017-0212
    DOI: 10.1108/MRR-07-2017-0212
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    Citations

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    Cited by:

    1. Yogesh K. Dwivedi & Elvira Ismagilova & Nripendra P. Rana & Ramakrishnan Raman, 2023. "Social Media Adoption, Usage And Impact In Business-To-Business (B2B) Context: A State-Of-The-Art Literature Review," Information Systems Frontiers, Springer, vol. 25(3), pages 971-993, June.
    2. Drummond, Conor & McGrath, Helen & O'Toole, Thomas, 2023. "Beyond the platform: Social media as a multi-faceted resource in value creation for entrepreneurial firms in a collaborative network," Journal of Business Research, Elsevier, vol. 158(C).

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