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Social spending: Managing the social media mix


  • Weinberg, Bruce D.
  • Pehlivan, Ekin


There is incessant demand for 'proof' of return on investment (ROI) for social media spending, and a significant degree of uncertainty among marketers with respect to allocating effort and budget to social media. In this article, we address these issues by identifying different ways that organizations use social media, highlighting important distinctions in these approaches and describing how to frame the spending decision for social media. Additionally, we identify dimensions that can be used to differentiate important types of social media in a social media mix, and relate this to tactical marketing execution. We also highlight the different nature of social objectives, the 'backward' process for meeting them, and the importance of establishing a social media 'mission control' as part of that process.

Suggested Citation

  • Weinberg, Bruce D. & Pehlivan, Ekin, 2011. "Social spending: Managing the social media mix," Business Horizons, Elsevier, vol. 54(3), pages 275-282, May.
  • Handle: RePEc:eee:bushor:v:54:y:2011:i:3:p:275-282

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    References listed on IDEAS

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    2. Singh, Tanuja & Veron-Jackson, Liza & Cullinane, Joe, 2008. "Blogging: A new play in your marketing game plan," Business Horizons, Elsevier, vol. 51(4), pages 281-292.
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    Cited by:

    1. repec:eee:touman:v:53:y:2016:i:c:p:74-85 is not listed on IDEAS
    2. Kristine KIRAKOSYAN, 2014. "Managerial Perspective on Social Media Implementation in Banking Industry. Comparative Study on Romanian and Mexican Banks," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 15(3), pages 297-311, July.
    3. Paniagua, Jordi & Sapena, Juan, 2014. "Business performance and social media: Love or hate?," Business Horizons, Elsevier, vol. 57(6), pages 719-728.
    4. Nicolai Pogrebnyakov, 2017. "A Cost-Based Explanation of Gradual, Regional Internationalization of Multinationals on Social Networking Sites," Management International Review, Springer, vol. 57(1), pages 37-64, February.
    5. Olaf Maecker & Christian Barrot & Jan U. Becker, 2016. "The effect of social media interactions on customer relationship management," Business Research, Springer;German Academic Association for Business Research, vol. 9(1), pages 133-155, April.
    6. Wu He & Feng-Kwei Wang & Yong Chen & Shenghua Zha, 0. "An exploratory investigation of social media adoption by small businesses," Information Technology and Management, Springer, vol. 0, pages 1-12.
    7. Thomas Wozniak & Brigitte Stangl & Roland Schegg & Andreas Liebrich, 0. "The return on tourism organizations’ social media investments: preliminary evidence from Belgium, France, and Switzerland," Information Technology & Tourism, Springer, vol. 0, pages 1-26.
    8. Tiago, Maria Teresa Pinheiro Melo Borges & Veríssimo, José Manuel Cristóvão, 2014. "Digital marketing and social media: Why bother?," Business Horizons, Elsevier, vol. 57(6), pages 703-708.
    9. Chen, Peng-Ting & Kuo, Shu-Chen, 2017. "Innovation resistance and strategic implications of enterprise social media websites in Taiwan through knowledge sharing perspective," Technological Forecasting and Social Change, Elsevier, vol. 118(C), pages 55-69.
    10. Antonio Iazzi & Oronzo Trio & Monica Fait & Lea Iaia, 2013. "Social web communication and CRM in the marketing strategies of wine enterprises," The International Journal of Economic Behavior - IJEB, Faculty of Business and Administration, University of Bucharest, vol. 3(1), pages 103-116, December.
    11. Lee, Yung-Kil & Park, Jin-Woo, 2016. "Impact of a sustainable brand on improving business performance of airport enterprises: The case of Incheon International Airport," Journal of Air Transport Management, Elsevier, vol. 53(C), pages 46-53.
    12. repec:eee:touman:v:47:y:2015:i:c:p:58-67 is not listed on IDEAS
    13. Caner Dincer, 2016. "The Use of Social Media by B2B companies in an Emerging Country: Evidence from Turkey," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 6(10), pages 252-261, October.
    14. Zhu, Yu-Qian & Chen, Houn-Gee, 2015. "Social media and human need satisfaction: Implications for social media marketing," Business Horizons, Elsevier, vol. 58(3), pages 335-345.
    15. repec:spr:infotm:v:18:y:2017:i:2:d:10.1007_s10799-015-0243-3 is not listed on IDEAS
    16. Gamboa, Ana Margarida & Gonçalves, Helena Martins, 2014. "Customer loyalty through social networks: Lessons from Zara on Facebook," Business Horizons, Elsevier, vol. 57(6), pages 709-717.
    17. repec:spr:infott:v:17:y:2017:i:1:d:10.1007_s40558-017-0077-4 is not listed on IDEAS
    18. Mangold, W. Glynn & Smith, Katherine Taken, 2012. "Selling to Millennials with online reviews," Business Horizons, Elsevier, vol. 55(2), pages 141-153.
    19. Lashgari, Maryam, 2014. "Social Media Technology Deployment in B2B: A Case Study," INDEK Working Paper Series 2014/9, Royal Institute of Technology, Department of Industrial Economics and Management.
    20. repec:eee:tefoso:v:124:y:2017:i:c:p:26-40 is not listed on IDEAS
    21. Rutter, Richard & Roper, Stuart & Lettice, Fiona, 2016. "Social media interaction, the university brand and recruitment performance," Journal of Business Research, Elsevier, vol. 69(8), pages 3096-3104.
    22. Maria Kamargianni & Moshe Ben-Akiva & Amalia Polydoropoulou, 2014. "Incorporating social interaction into hybrid choice models," Transportation, Springer, vol. 41(6), pages 1263-1285, November.
    23. repec:eee:tefoso:v:120:y:2017:i:c:p:184-194 is not listed on IDEAS


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