學術產出-Theses
Article View/Open
Publication Export
-
題名 B2B 公司的 EWoM：Hiroia Communications PTE Ltd 案例研究及其實施的社交媒體策略
EWoM for B2B Companies: Case Study of Hiroia Communications PTE Ltd and its implemented Social Media Strategies作者 蘇恩婍
Sobrevega, Elmaz Fernandez貢獻者 林日璇
Lin, Tammy Jih-Hsuan
蘇恩婍
Sobrevega, Elmaz Fernandez關鍵詞 社交媒体
社交媒体营销
大流行
eWOM
social media
social media marketing
UGC
B2B
Covid
Pandemic日期 2023 上傳時間 1-Sep-2023 15:18:23 (UTC+8) 摘要 虽然企业对企业（B2B）公司一直在努力顺利过渡到数字手段，将营销策略转向更具创新性和成本效益的方法，但世界却受到了一场意想不到的全球危机的冲击，这场危机改变了业务和营销的运作方式。 Covid-19大流行向商业部门提出了挑战，要求他们改变所有的营销努力，使其"在线优先"，因为全球范围内的限制和预防措施都适用于控制病毒。 除了数字化运营的直接问题外，在大流行时代，传统B2B营销策略的不切实际性和有效性下降进一步突出，营销人员面临着利用可操作社交媒体的营销策略来继续开展业务的挑战。 根据Burby、Atchison和Sterne（2007年）的社会反馈周期，分析和展示用户生成内容（UGC）内容和在线反馈如何在Covid-19大流行期间为企业改进和生成电子口碑（eWOM），这项研究通过对facebook和instagram帖子的上下文分析以及对咖啡技术B2B公司Hiroia的销售团队进行半结构化访谈，审查和评估了实施的社交媒体策略。 这项研究的重点是像Hiroia这样的B2B公司如何通过研究人员提出和实施的社交媒体运动和策略，将社交媒体作为一种商业工具来解决品牌的三个关键问题：内容，一致性和可见性。 通过从2022年1月到2022年7月的社交媒体活动，研究人员回顾了Hiroia获得的结果和见解，发现通过最大化平台功能，发布有目的的内容，并在商业关键时期拥抱"合作竞争"而不是竞争，eWOM已被证明是有益的，有效的和实用的公司在新常态中茁壮成长。
While Business to Business (B2B) companies have been trying to transition smoothly into digital means to shift their marketing strategies towards more innovative and cost-efficient approach, the world was hit by an unexpected global crisis that shifted the way business and marketing will be operationalized. The Covid-19 pandemic challenged the business sector to change all their marketing efforts to be "online-first" due to the worldwide restrictions and preventive measures applied to contain the virus. Aside from the immediate problem of digitizing operations, the impracticality and decreasing effectiveness of traditional B2B marketing strategies was further highlighted during the pandemic era and marketers was challenged to utilize a marketing strategy that operationalizes social media in order to continue doing business. Following the Social Feedback Cycle by Burby, Atchison, and Sterne (2007) to breakdown and demonstrate how User Generated Content (UGC) content and online feedback improved and generated electronic Word of Mouth (eWOM) for a business during the Covid-19 pandemic, this research reviewed and evaluated implemented social media strategies through a single case study approach using contextual analysis of Facebook and Instagram posts and semi-structured interviews with the sales team of a coffee technology B2B company, Hiroia. This research focused on how a B2B company like Hiroia, through the social media campaign and strategies proposed and implemented by the researcher, has operationalized social media as a business tool to solve three key problems of the brand: content, consistency, and visibility. Through the social media campaign that ran from January 2022 to July 2022, the researcher reviewed the results and insights gained by Hiroia and found that by maximizing platform features, posting purposeful content, and embracing "coopetition" than competition during this pivotal time in business, eWOM has proved to be beneficial, effective, and practical for the company to thrive in the new normal.參考文獻 Accenture. (2020, April 28). COVID-19: Impact on Consumer Behavior Trends. Accenture. Retrieved May 8, 2023, from https://www.accenture.com/us-en/insights/consumer-goods- services/coronavirus-consumer-behavior-researchAlboqami, H., Al-Karaghouli, W., Baeshen, Y., Erkan, I., Evans, C., & Ghoneim, A. (2015). Electronic word of mouth in social media: the common characteristics of retweeted and favourited marketer-generated content posted on Twitter. International Journal of Internet Marketing and Advertising, 9(4), 338-358.Andzulis, J., Panagopoulos, N. G., & Rapp, A. (2012). A Review of Social Media and Implications for the Sales Process. Journal of Personal Selling & Sales Management, 32(3), 305 - 316. https://doi.org/10.2753/PSS0885-3134320302Ashley, C., & Tuten, T. (2015). Creative strategies in social media marketing: An exploratory study of branded social content and consumer engagement. Psychology & marketing, 32(1), 15-27.Bages-Amat, A., Harrison, L., Spillecke, D., & Stanley, J. (2020, October). These eight charts show how COVID-19 has changed B2B sales forever. Global management consulting | McKinsey & Company. Retrieved March 15, 2023, from https://www.mckinsey.com/~/media/McKinsey/Business%20Functions/Marketing%20an d%20Sales/Our%20Insights/These%20eight%20charts%20show%20how%20COVID%2 019%20has%20changed%20B2B%20sales%20forever/These-eight-charts-show-how- COVID-19-has-changed-B2B-sales-foreverBarnhart, B. (2022). The Ultimate Guide to Navigating Instagram`s Algorithm Changes. Statusphere Blog. https://brands.joinstatus.com/instagram-algorithm-changesBerelson, B. (1952). Content analysis in communication research. Free Press.Brooks, G., Heffner, A., & Henderson, D. (2014). A SWOT analysis of competitive knowledge from social media for a small start-up business. Review of Business Information Systems (RBIS), 18(1), 23-34.Bodnar, K., & Cohen, J. L. (2011). The B2B social media book: Become a marketing superstar by generating leads with Blogging, LinkedIn, Twitter, Facebook, Email, and more. John Wiley & Sons.Bump, P. (2023). Which Social Networks Should You Focus on for Marketing? HubSpot Blog. https://blog.hubspot.com/marketing/which-social-networks-should-you-focus-onBurby, J., Atchison, S., & Sterne, J. (2007). Actionable Web Analytics: Using Data to Make Smart Business Decisions (1st ed.). Sybex.Burke-Garcia, A., & Scally, G. (2014, January 26). Trending now: future directions in digital media for the public health sector. Journal of Public Health, 36(4), 527-534. doi:10.1093/pubmed/fdt125Chaffey, D. (2014). Digital Business and E-Commerce Management 6th Edn PDF EBook. Pearson Education. https://pdfuni.com/sample/Management/MG201- 300/MG243/sample%EF%BC%8DDigital%20Business%20and%20E- Commerce%20Management%206th%206E.pdfChakraborti, T. (2020). Electronic Word of Mouth (e-WoM) – Most Powerful Advertisement for Quality Products. - International Journal for Scientific Research & Development|, 8(1), 155-156. https://www.researchgate.net/profile/Drtapas- Chakraborti/publication/348687015_Electronic_Word_of_Mouth_e-WoM_- Most_Powerful_Advertisement_for_Quality_Products/links/600ae21a92851c13fe2b26b6 /Electronic-Word-of-Mouth-e-WoM-Most-Powerful-Advertisement-for-QuChoffray, J.-M., & Lilien, G. (1980, October). Industrial market segmentation by the structure of the purchasing process. Industrial Marketing Management, 9(4), 331 - 342. https://doi.org/10.1016/0019-8501(80)90049-8Chu, S.-C., & Kim, Y. (2015, January). Determinants of Consumer Engagement in Electronic Word of Mouth (eWOM) in Social Networking Sites. International Journal of Advertising, 30(1), 47 - 75. https://doi.org/10.2501/IJA-30-1-047-075Cota, S., & Ramos, A. (2008). Search Engine Marketing. McGraw-Hill Education. https://dl.acm.org/doi/abs/10.5555/1502026#sec-commentsCourt, D., Elzinga, D., Mulder, S., & Vetvik, O. J. (2009, June 1). The consumer decision journey. McKinsey. Retrieved May 9, 2023, from https://www.mckinsey.com/capabilities/growth- marketing-and-sales/our-insights/the-consumer-decision-journeyCulnan, M. J., McHugh, P. J., & Zubillaga, J. I. (2010, December). How Large U.S. Companies Can Use Twitter and Other Social Media to Gain Business Value. MIS Quarterly Executive, 9(4), 243-259. https://www.researchgate.net/profile/Mary-Culnan- 2/publication/279893388_How_Large_US_Companies_Can_Use_Twitter_and_Other_So cial_Media_to_Gain_Business_Value/links/56548c4f08aefe619b19f3c6/How-Large-US- Companies-Can-Use-Twitter-and-Other-Social-Media-to-GaDeloitte. (n.d.). Embracing digital: from survival to thriving in the post-COVID-19 world. Deloitte. Retrieved March 8, 2023, from https://www2.deloitte.com/nl/nl/pages/consumer/articles/the-post- covid-19-world-is-digital.htmlErkan, I., & Evans, C. (2016). The influence of eWOM in social media on consumers’ purchase intentions: An extended approach to information adoption. Computers in human behavior, 61, 47- 55.Evans, D. (2008). Social Media Marketing: An Hour a Day. Wiley.Fong, N. H., & Yazdanifard, R. (2014, Mar-April). The impacts of social media marketing, perceived risks and domain specific innovativeness on online consumer behavior. Global Journal of Commerce & Management Perspective, 3(2), 22-26.Gregorio, J. (2017). 10 reasons to diversify your digital marketing efforts. Digital marketing Philippines. at https://digitalmarketingphilippines.com/10-reasons-to-diversify-your-digital-marketing- efforts//Gottlieb, J. (2022, May 1). How COVID-19 Changed Coffee Shop Geography. New Ground Magazine. https://newgroundmag.com/2022/05/how-covid-19-changed-coffee-shop-geography/Hadjikhani, A., & LaPlaca, P. (2013, April). Development of B2B marketing theory. Industrial Marketing Management, 42(3), 294 - 305. https://doi.org/10.1016/j.indmarman.2013.03.011Hassan, S., Nadzim, S. Z. A., & Shiratuddin, N. (2015). Strategic use of social media for small business based on the AIDA model. Procedia-Social and Behavioral Sciences, 172, 262-269.Haven, B. (2007, August 8). Marketing`s New Key Metric: Engagement. Retrieved April 15, 2023, from http://snproject.pbworks.com/f/NewMetric_Engagement.pdfHövener, M. (2015, November 5). Corporate Reputational Risk Management: The Power of Social Media. IBA Bachelor Thesis Conference, 6.http://essay.utwente.nl/68528/1/hovener_BA_IBA.pdfKoivisto, V. (2017, May). Utilization of Social Media in Sales Lead Generation [Master`s Thesis]. LUT School of Business and Management, International Marketing Management.Lee, S., Song, H., Lee, C.-K., & Petrick, J. F. (2017, May 11). An Integrated Model of Pop Culture Fans’ Travel Decision-Making Processes. Journal of Travel Research, 57(5), 687–701. https://doi.org/10.1177/00472875177086LinkedIn Learning. (2020). Building the agile future. Workplace Learning Report 2020. Retrieved March 20, 2023, from https://learning.linkedin.com/resources/workplace-learning-report-2020Makau, G. M. (2021). Influence of digital marketing strategies on the competitive advantage of commercial banks in Kenya (Doctoral dissertation, Strathmore University).Munson, T. (2022). Top 10 Social Platforms for Business. Tribute Media Blog. https://www.tributemedia.com/blog/top-10-social-platforms-for-businessNational Coffee Association. (2021, July 28). U.S. Coffee Consumers Now Expect an Elevated Coffee Experience at and Away from Home. NPD Group. https://www.npd.com/news/press- releases/2021/u-s-coffee-consumers-now-expect-an-elevated-coffee-experience-at-and-away- from-home/Newberry, C. (2023). 39 Social Media Metrics You Need to Know (And How to Track Them). Hootsuite Blog. https://blog.hootsuite.com/social-media-metrics/Paris, C. M., Seery, P., & Lee, W. (2010, February). The Role of Social Media in Promoting Special Events: Acceptance of Facebook ‘Events`. Information and Communication Technologies in Tourism, 1(1), 531 - 541. https://doi.org/10.1007/978-3-211-99407-8_44Patterson, L. (2007, August 1). Marketing and sales alignment for improved effectiveness. Journal of Digital Asset Management volume, 3, 185-189. https://doi.org/10.1057/palgrave.dam.3650089Pulizzi, J., & Handley, A. (2016, March 9). B2B content marketing: 2017 benchmarks, budgets, and trends—North America. Content Marketing Institute. Retrieved March 9, 2023, from https://contentmarketinginstitute.com/wp- content/uploads/2016/09/2017_B2B_Research_FINAL.pdfQuesenberry, K. A. (2020). Social Media Strategy: Marketing, Advertising, and Public Relations in the Consumer Revolution. Rowman & Littlefield Publishers.Rani, A., & Shivaprasad, H. N. (2021). Revisiting the antecedent of electronic word-of-mouth (eWOM) during COVID-19 Pandemic. Decision, 48(4), 419-432.Rėklaitis, K., & Pilelienė, L. (2019, October 30). Principle Differences between B2B and B2C Marketing Communication Processes. Management of Organizations: Systematic Research, 81(1), 73-86. https://doi.org/10.1515/mosr-2019-0005Sánchez Zaragozá, P. (2022). Louis Vuitton’s digital strategy on Instagram. Proposal of an online campaign to promote the 2022 Men Fall-Winter collection on Instagram (Unpublished end of degree project). Universitat Politècnica de València, Faculty of Business Administration and Management.Schwartzman, E., & Gillin, P. (2010). Social Marketing to the Business Customer: Listen to Your B2B Market, Generate Major Account Leads, and Build Client Relationships. Wiley.Sellers, A. (2022). Content for Every Funnel Stage. HubSpot Blog. https://blog.hubspot.com/marketing/content-for-every-funnel-stageShareef, M. A., Mukerji, B., Alryalat, M. A. A., Wright, A., & Dwivedi, Y. K. (2018, July). Advertisements on Facebook: Identifying the persuasive elements in the development of positive attitudes in consumers. Journal of Retailing and Consumer Services, 43, 258-268. https://doi.org/10.1016/j.jretconser.2018.04.006Smith, T., Coyle, J., Lightfoot, E., & Scott, A. (2007). Reconsidering Models of Influence: The Relationship between Consumer Social Networks and Word-of-Mouth Effectiveness. Journal of Advertising Research, 47(4), 387 - 397.Sobal, A. (2017). 30 statistics about B2B social media usage. https://www.weidert.com/blog/statistics- about-b2b-social-media-usageSocial, W. A. (2021). Digital 2021 global overview report. We Are Social.Social, W. A. (2022). Hootsuite: Digital 2022 Global Overview Report (2022). We Are Social.Taiwan Ministry of Health and Welfare. (n.d.). Timeline COVID-19. Ministry of Health and Welfare. https://covid19.mohw.gov.tw/en/sp-timeline0-206.htmlTaiwan Ministry of Health and Welfare. (n.d.). Taiwan businesses COVID relief 4.0. Start a Business in Taiwan. https://startabusinessintaiwan.tw/blog/taiwan-businesses-covid-relief-4-0/UBM TECH’s SOCIAL MEDIA. (2013). The 4 C’s of Social Media: How tech buyers are using social media. Retrieved from Createyournextcustomer.comWang, W. L., Malthouse, E., & Uzunoglu, E. (2018). The Effects of Engaging with Content Marketing on Business Outcomes for B2B Service Providers. Advances in Advertising Research, 9(1), 57 - 70. http://dx.doi.org/10.1007/978-3-658-22681-7_5Wittman, S. (2020, October 14). How COVID-19 has changed B2B sales forever. McKinsey. Retrieved March 8, 2023, from https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/these-eight-charts-show-how-covid-19-has-changed- b2b-sales-foreverYaghtin, S. (2021, March). Sustainable B2B marketing during a pandemic crisis: An overview of sustainable solutions and marketing practices. Retrieved March, 2023, from https://www.researchgate.net/publication/350121441_Sustainable_B2B_marketing_durin g_a_pandemic_crisis_An_overview_of_sustainable_solutions_and_marketing_practicesYin, R. K., & Davis, D. (2007). Adding new dimensions to case study evaluations: The case of evaluating comprehensive reforms. New directions for evaluation, 2007(113), 75-93. 描述 碩士
國立政治大學
國際傳播英語碩士學位學程(IMICS)
108461017資料來源 http://thesis.lib.nccu.edu.tw/record/#G0108461017 資料類型 thesis dc.contributor.advisor 林日璇 zh_TW dc.contributor.advisor Lin, Tammy Jih-Hsuan en_US dc.contributor.author (Authors) 蘇恩婍 zh_TW dc.contributor.author (Authors) Sobrevega, Elmaz Fernandez en_US dc.creator (作者) 蘇恩婍 zh_TW dc.creator (作者) Sobrevega, Elmaz Fernandez en_US dc.date (日期) 2023 en_US dc.date.accessioned 1-Sep-2023 15:18:23 (UTC+8) - dc.date.available 1-Sep-2023 15:18:23 (UTC+8) - dc.date.issued (上傳時間) 1-Sep-2023 15:18:23 (UTC+8) - dc.identifier (Other Identifiers) G0108461017 en_US dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/147005 - dc.description (描述) 碩士 zh_TW dc.description (描述) 國立政治大學 zh_TW dc.description (描述) 國際傳播英語碩士學位學程(IMICS) zh_TW dc.description (描述) 108461017 zh_TW dc.description.abstract (摘要) 虽然企业对企业（B2B）公司一直在努力顺利过渡到数字手段，将营销策略转向更具创新性和成本效益的方法，但世界却受到了一场意想不到的全球危机的冲击，这场危机改变了业务和营销的运作方式。 Covid-19大流行向商业部门提出了挑战，要求他们改变所有的营销努力，使其"在线优先"，因为全球范围内的限制和预防措施都适用于控制病毒。 除了数字化运营的直接问题外，在大流行时代，传统B2B营销策略的不切实际性和有效性下降进一步突出，营销人员面临着利用可操作社交媒体的营销策略来继续开展业务的挑战。 根据Burby、Atchison和Sterne（2007年）的社会反馈周期，分析和展示用户生成内容（UGC）内容和在线反馈如何在Covid-19大流行期间为企业改进和生成电子口碑（eWOM），这项研究通过对facebook和instagram帖子的上下文分析以及对咖啡技术B2B公司Hiroia的销售团队进行半结构化访谈，审查和评估了实施的社交媒体策略。 这项研究的重点是像Hiroia这样的B2B公司如何通过研究人员提出和实施的社交媒体运动和策略，将社交媒体作为一种商业工具来解决品牌的三个关键问题：内容，一致性和可见性。 通过从2022年1月到2022年7月的社交媒体活动，研究人员回顾了Hiroia获得的结果和见解，发现通过最大化平台功能，发布有目的的内容，并在商业关键时期拥抱"合作竞争"而不是竞争，eWOM已被证明是有益的，有效的和实用的公司在新常态中茁壮成长。 zh_TW dc.description.abstract (摘要) While Business to Business (B2B) companies have been trying to transition smoothly into digital means to shift their marketing strategies towards more innovative and cost-efficient approach, the world was hit by an unexpected global crisis that shifted the way business and marketing will be operationalized. The Covid-19 pandemic challenged the business sector to change all their marketing efforts to be "online-first" due to the worldwide restrictions and preventive measures applied to contain the virus. Aside from the immediate problem of digitizing operations, the impracticality and decreasing effectiveness of traditional B2B marketing strategies was further highlighted during the pandemic era and marketers was challenged to utilize a marketing strategy that operationalizes social media in order to continue doing business. Following the Social Feedback Cycle by Burby, Atchison, and Sterne (2007) to breakdown and demonstrate how User Generated Content (UGC) content and online feedback improved and generated electronic Word of Mouth (eWOM) for a business during the Covid-19 pandemic, this research reviewed and evaluated implemented social media strategies through a single case study approach using contextual analysis of Facebook and Instagram posts and semi-structured interviews with the sales team of a coffee technology B2B company, Hiroia. This research focused on how a B2B company like Hiroia, through the social media campaign and strategies proposed and implemented by the researcher, has operationalized social media as a business tool to solve three key problems of the brand: content, consistency, and visibility. Through the social media campaign that ran from January 2022 to July 2022, the researcher reviewed the results and insights gained by Hiroia and found that by maximizing platform features, posting purposeful content, and embracing "coopetition" than competition during this pivotal time in business, eWOM has proved to be beneficial, effective, and practical for the company to thrive in the new normal. en_US dc.description.tableofcontents ABSTRACT ITABLE OF CONTENTS IIILIST OF FIGURES VLIST OF TABLES VIINTRODUCTION 11.1 Foreword 11.2 Business to Business Marketing 11.3 B2B Marketing during the Covid-19 Pandemic 31.4 Research Aims and Objectives 5Aim and Objectives of the Study 6Significance of the Study 72. REVIEW OF RELATED LITERATURE 82.1 Social Media as Business Tool 82.2 The Traditional Purchase Funnel 92.4 Challenges of B2B Social Media Marketing 133. RESEARCH METHOD AND APPROACH 153.1 Social Media Campaign 15Strategy and Tactics 16Social Media Campaign Performance Metrics 163.1 Social Feedback Cycle 173.3 Research Approach and Method 203.4 Data Collection and Content Analysis 213.5 Scope and Limitations 224. CASE STUDY: HIROIA 234.1 About Hiroia 234.2 Pre-Campaign (Nov 2021 – Dec 2021) 25Preparations 25SWOT Analysis 26Performance (7 months prior) 28Post Categories and Strategies (before) 284.3 #BrewSmarter Campaign 30Campaign brief 30Strategy and Tactics 314.4 Campaign Proper 32Awareness Stage 32Consideration Stage 34Purchase Stage 35Use Stage 36Form Opinion Stage 38Talk Stage (eWOM Loop-ing) 394.5 Challenges during #BrewSmarter campaign 405. RESULTS AND DISCUSSION 415.1 Campaign Performance Evaluation 42Hiroia’s Social Media Growth 42Post Categories and Strategies (campaign period) 43Marketing Metrics 465.2 Strategy and Tactics 48Content Strategies 49Conversation Strategies 52Community and Collaboration strategies 525.3 Hiroia’s Social Feedback Cycle 54Messages and UGC 54Website Insights 566. CONCLUSION AND RECOMMENDATIONS 58Future research 61REFERENCES 62APPENDIX 67 zh_TW dc.format.extent 3357117 bytes - dc.format.mimetype application/pdf - dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0108461017 en_US dc.subject (關鍵詞) 社交媒体 zh_TW dc.subject (關鍵詞) 社交媒体营销 zh_TW dc.subject (關鍵詞) 大流行 zh_TW dc.subject (關鍵詞) eWOM en_US dc.subject (關鍵詞) social media en_US dc.subject (關鍵詞) social media marketing en_US dc.subject (關鍵詞) UGC en_US dc.subject (關鍵詞) B2B en_US dc.subject (關鍵詞) Covid en_US dc.subject (關鍵詞) Pandemic en_US dc.title (題名) B2B 公司的 EWoM：Hiroia Communications PTE Ltd 案例研究及其實施的社交媒體策略 zh_TW dc.title (題名) EWoM for B2B Companies: Case Study of Hiroia Communications PTE Ltd and its implemented Social Media Strategies en_US dc.type (資料類型) thesis en_US dc.relation.reference (參考文獻) Accenture. (2020, April 28). COVID-19: Impact on Consumer Behavior Trends. Accenture. Retrieved May 8, 2023, from https://www.accenture.com/us-en/insights/consumer-goods- services/coronavirus-consumer-behavior-researchAlboqami, H., Al-Karaghouli, W., Baeshen, Y., Erkan, I., Evans, C., & Ghoneim, A. (2015). Electronic word of mouth in social media: the common characteristics of retweeted and favourited marketer-generated content posted on Twitter. International Journal of Internet Marketing and Advertising, 9(4), 338-358.Andzulis, J., Panagopoulos, N. G., & Rapp, A. (2012). A Review of Social Media and Implications for the Sales Process. Journal of Personal Selling & Sales Management, 32(3), 305 - 316. https://doi.org/10.2753/PSS0885-3134320302Ashley, C., & Tuten, T. (2015). Creative strategies in social media marketing: An exploratory study of branded social content and consumer engagement. Psychology & marketing, 32(1), 15-27.Bages-Amat, A., Harrison, L., Spillecke, D., & Stanley, J. (2020, October). These eight charts show how COVID-19 has changed B2B sales forever. Global management consulting | McKinsey & Company. Retrieved March 15, 2023, from https://www.mckinsey.com/~/media/McKinsey/Business%20Functions/Marketing%20an d%20Sales/Our%20Insights/These%20eight%20charts%20show%20how%20COVID%2 019%20has%20changed%20B2B%20sales%20forever/These-eight-charts-show-how- COVID-19-has-changed-B2B-sales-foreverBarnhart, B. (2022). The Ultimate Guide to Navigating Instagram`s Algorithm Changes. Statusphere Blog. https://brands.joinstatus.com/instagram-algorithm-changesBerelson, B. (1952). Content analysis in communication research. Free Press.Brooks, G., Heffner, A., & Henderson, D. (2014). A SWOT analysis of competitive knowledge from social media for a small start-up business. Review of Business Information Systems (RBIS), 18(1), 23-34.Bodnar, K., & Cohen, J. L. (2011). The B2B social media book: Become a marketing superstar by generating leads with Blogging, LinkedIn, Twitter, Facebook, Email, and more. John Wiley & Sons.Bump, P. (2023). Which Social Networks Should You Focus on for Marketing? HubSpot Blog. https://blog.hubspot.com/marketing/which-social-networks-should-you-focus-onBurby, J., Atchison, S., & Sterne, J. (2007). Actionable Web Analytics: Using Data to Make Smart Business Decisions (1st ed.). Sybex.Burke-Garcia, A., & Scally, G. (2014, January 26). Trending now: future directions in digital media for the public health sector. Journal of Public Health, 36(4), 527-534. doi:10.1093/pubmed/fdt125Chaffey, D. (2014). Digital Business and E-Commerce Management 6th Edn PDF EBook. Pearson Education. https://pdfuni.com/sample/Management/MG201- 300/MG243/sample%EF%BC%8DDigital%20Business%20and%20E- Commerce%20Management%206th%206E.pdfChakraborti, T. (2020). Electronic Word of Mouth (e-WoM) – Most Powerful Advertisement for Quality Products. - International Journal for Scientific Research & Development|, 8(1), 155-156. https://www.researchgate.net/profile/Drtapas- Chakraborti/publication/348687015_Electronic_Word_of_Mouth_e-WoM_- Most_Powerful_Advertisement_for_Quality_Products/links/600ae21a92851c13fe2b26b6 /Electronic-Word-of-Mouth-e-WoM-Most-Powerful-Advertisement-for-QuChoffray, J.-M., & Lilien, G. (1980, October). Industrial market segmentation by the structure of the purchasing process. Industrial Marketing Management, 9(4), 331 - 342. https://doi.org/10.1016/0019-8501(80)90049-8Chu, S.-C., & Kim, Y. (2015, January). Determinants of Consumer Engagement in Electronic Word of Mouth (eWOM) in Social Networking Sites. International Journal of Advertising, 30(1), 47 - 75. https://doi.org/10.2501/IJA-30-1-047-075Cota, S., & Ramos, A. (2008). Search Engine Marketing. McGraw-Hill Education. https://dl.acm.org/doi/abs/10.5555/1502026#sec-commentsCourt, D., Elzinga, D., Mulder, S., & Vetvik, O. J. (2009, June 1). The consumer decision journey. McKinsey. Retrieved May 9, 2023, from https://www.mckinsey.com/capabilities/growth- marketing-and-sales/our-insights/the-consumer-decision-journeyCulnan, M. J., McHugh, P. J., & Zubillaga, J. I. (2010, December). How Large U.S. Companies Can Use Twitter and Other Social Media to Gain Business Value. MIS Quarterly Executive, 9(4), 243-259. https://www.researchgate.net/profile/Mary-Culnan- 2/publication/279893388_How_Large_US_Companies_Can_Use_Twitter_and_Other_So cial_Media_to_Gain_Business_Value/links/56548c4f08aefe619b19f3c6/How-Large-US- Companies-Can-Use-Twitter-and-Other-Social-Media-to-GaDeloitte. (n.d.). Embracing digital: from survival to thriving in the post-COVID-19 world. Deloitte. Retrieved March 8, 2023, from https://www2.deloitte.com/nl/nl/pages/consumer/articles/the-post- covid-19-world-is-digital.htmlErkan, I., & Evans, C. (2016). The influence of eWOM in social media on consumers’ purchase intentions: An extended approach to information adoption. Computers in human behavior, 61, 47- 55.Evans, D. (2008). Social Media Marketing: An Hour a Day. Wiley.Fong, N. H., & Yazdanifard, R. (2014, Mar-April). The impacts of social media marketing, perceived risks and domain specific innovativeness on online consumer behavior. Global Journal of Commerce & Management Perspective, 3(2), 22-26.Gregorio, J. (2017). 10 reasons to diversify your digital marketing efforts. Digital marketing Philippines. at https://digitalmarketingphilippines.com/10-reasons-to-diversify-your-digital-marketing- efforts//Gottlieb, J. (2022, May 1). How COVID-19 Changed Coffee Shop Geography. New Ground Magazine. https://newgroundmag.com/2022/05/how-covid-19-changed-coffee-shop-geography/Hadjikhani, A., & LaPlaca, P. (2013, April). Development of B2B marketing theory. Industrial Marketing Management, 42(3), 294 - 305. https://doi.org/10.1016/j.indmarman.2013.03.011Hassan, S., Nadzim, S. Z. A., & Shiratuddin, N. (2015). Strategic use of social media for small business based on the AIDA model. Procedia-Social and Behavioral Sciences, 172, 262-269.Haven, B. (2007, August 8). Marketing`s New Key Metric: Engagement. Retrieved April 15, 2023, from http://snproject.pbworks.com/f/NewMetric_Engagement.pdfHövener, M. (2015, November 5). Corporate Reputational Risk Management: The Power of Social Media. IBA Bachelor Thesis Conference, 6.http://essay.utwente.nl/68528/1/hovener_BA_IBA.pdfKoivisto, V. (2017, May). Utilization of Social Media in Sales Lead Generation [Master`s Thesis]. LUT School of Business and Management, International Marketing Management.Lee, S., Song, H., Lee, C.-K., & Petrick, J. F. (2017, May 11). An Integrated Model of Pop Culture Fans’ Travel Decision-Making Processes. Journal of Travel Research, 57(5), 687–701. https://doi.org/10.1177/00472875177086LinkedIn Learning. (2020). Building the agile future. Workplace Learning Report 2020. Retrieved March 20, 2023, from https://learning.linkedin.com/resources/workplace-learning-report-2020Makau, G. M. (2021). Influence of digital marketing strategies on the competitive advantage of commercial banks in Kenya (Doctoral dissertation, Strathmore University).Munson, T. (2022). Top 10 Social Platforms for Business. Tribute Media Blog. https://www.tributemedia.com/blog/top-10-social-platforms-for-businessNational Coffee Association. (2021, July 28). U.S. Coffee Consumers Now Expect an Elevated Coffee Experience at and Away from Home. NPD Group. https://www.npd.com/news/press- releases/2021/u-s-coffee-consumers-now-expect-an-elevated-coffee-experience-at-and-away- from-home/Newberry, C. (2023). 39 Social Media Metrics You Need to Know (And How to Track Them). Hootsuite Blog. https://blog.hootsuite.com/social-media-metrics/Paris, C. M., Seery, P., & Lee, W. (2010, February). The Role of Social Media in Promoting Special Events: Acceptance of Facebook ‘Events`. Information and Communication Technologies in Tourism, 1(1), 531 - 541. https://doi.org/10.1007/978-3-211-99407-8_44Patterson, L. (2007, August 1). Marketing and sales alignment for improved effectiveness. Journal of Digital Asset Management volume, 3, 185-189. https://doi.org/10.1057/palgrave.dam.3650089Pulizzi, J., & Handley, A. (2016, March 9). B2B content marketing: 2017 benchmarks, budgets, and trends—North America. Content Marketing Institute. Retrieved March 9, 2023, from https://contentmarketinginstitute.com/wp- content/uploads/2016/09/2017_B2B_Research_FINAL.pdfQuesenberry, K. A. (2020). Social Media Strategy: Marketing, Advertising, and Public Relations in the Consumer Revolution. Rowman & Littlefield Publishers.Rani, A., & Shivaprasad, H. N. (2021). Revisiting the antecedent of electronic word-of-mouth (eWOM) during COVID-19 Pandemic. Decision, 48(4), 419-432.Rėklaitis, K., & Pilelienė, L. (2019, October 30). Principle Differences between B2B and B2C Marketing Communication Processes. Management of Organizations: Systematic Research, 81(1), 73-86. https://doi.org/10.1515/mosr-2019-0005Sánchez Zaragozá, P. (2022). Louis Vuitton’s digital strategy on Instagram. Proposal of an online campaign to promote the 2022 Men Fall-Winter collection on Instagram (Unpublished end of degree project). Universitat Politècnica de València, Faculty of Business Administration and Management.Schwartzman, E., & Gillin, P. (2010). Social Marketing to the Business Customer: Listen to Your B2B Market, Generate Major Account Leads, and Build Client Relationships. Wiley.Sellers, A. (2022). Content for Every Funnel Stage. HubSpot Blog. https://blog.hubspot.com/marketing/content-for-every-funnel-stageShareef, M. A., Mukerji, B., Alryalat, M. A. A., Wright, A., & Dwivedi, Y. K. (2018, July). Advertisements on Facebook: Identifying the persuasive elements in the development of positive attitudes in consumers. Journal of Retailing and Consumer Services, 43, 258-268. https://doi.org/10.1016/j.jretconser.2018.04.006Smith, T., Coyle, J., Lightfoot, E., & Scott, A. (2007). Reconsidering Models of Influence: The Relationship between Consumer Social Networks and Word-of-Mouth Effectiveness. Journal of Advertising Research, 47(4), 387 - 397.Sobal, A. (2017). 30 statistics about B2B social media usage. https://www.weidert.com/blog/statistics- about-b2b-social-media-usageSocial, W. A. (2021). Digital 2021 global overview report. We Are Social.Social, W. A. (2022). Hootsuite: Digital 2022 Global Overview Report (2022). We Are Social.Taiwan Ministry of Health and Welfare. (n.d.). Timeline COVID-19. Ministry of Health and Welfare. https://covid19.mohw.gov.tw/en/sp-timeline0-206.htmlTaiwan Ministry of Health and Welfare. (n.d.). Taiwan businesses COVID relief 4.0. Start a Business in Taiwan. https://startabusinessintaiwan.tw/blog/taiwan-businesses-covid-relief-4-0/UBM TECH’s SOCIAL MEDIA. (2013). The 4 C’s of Social Media: How tech buyers are using social media. Retrieved from Createyournextcustomer.comWang, W. L., Malthouse, E., & Uzunoglu, E. (2018). The Effects of Engaging with Content Marketing on Business Outcomes for B2B Service Providers. Advances in Advertising Research, 9(1), 57 - 70. http://dx.doi.org/10.1007/978-3-658-22681-7_5Wittman, S. (2020, October 14). How COVID-19 has changed B2B sales forever. McKinsey. Retrieved March 8, 2023, from https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/these-eight-charts-show-how-covid-19-has-changed- b2b-sales-foreverYaghtin, S. (2021, March). Sustainable B2B marketing during a pandemic crisis: An overview of sustainable solutions and marketing practices. Retrieved March, 2023, from https://www.researchgate.net/publication/350121441_Sustainable_B2B_marketing_durin g_a_pandemic_crisis_An_overview_of_sustainable_solutions_and_marketing_practicesYin, R. K., & Davis, D. (2007). Adding new dimensions to case study evaluations: The case of evaluating comprehensive reforms. New directions for evaluation, 2007(113), 75-93. zh_TW
