Social media's opportunities in business-to-business customer interaction in innovation process

International Journal of Technology Marketing

Volumn 7, Issue 2, 2012, Pages 191-208

  Jussila, Jari J ^a   Kärkkäinen, Hannu ^a   Leino, Maija ^a  

^a TAMPERE UNIVERSITY OF TECHNOLOGY   (Finland)

Author keywords

Business to business; Co creation; Customer interaction; Customer knowledge management; Customer understanding; Innovation; Innovation process; Open innovation; Social media

Indexed keywords

EID: 84867072241     PISSN: 1741878X     EISSN: 17418798     Source Type: Journal    
DOI: 10.1504/IJTMKT.2012.046905     Document Type: Article

References (67)

1. Ahonen, M., Antikainen, M. and Mäkipää, M. (2007) 'Supporting collective creativity within open innovation', in European Academy of Management (EURAM) Conference Paris, European Academy of Management. p.18.
2. Barclay, I. (1992) 'The new product development process: past evidence and future practical application, part 1', R&D Management, Vol. 22, No. 3, pp.255-264.
3. Barker, P. (2008) 'How social media is transforming employee communications at Sun Microsystems', Global Business and Organizational Excellence, Vol. 27, No. 4, pp.6-14.
4. Barlow, M. and Thomas, D.B. (2011) The Executive's Guide to Enterprise Social Media Strategy: How Social Networks Are Radically Transforming Your Business, John Wiley and Sons, New Jersey.
5. Bartl, M., Jawecki, G. and Wiegandt, P. (2010) 'Co-creation in new product development: conceptual framework and application in the automotive industry', in Conference Proceedings R&D Management Conference - Information, Imagination and Intelligence, Manchester.
6. Bernoff, J. and Li, C. (2008) 'Harnessing the power of the oh-so-social web', MIT Sloan Management Review, Vol. 49, No. 3, p.36.
7. Cachia, R., Compano, R. and Dacosta, O. (2007) 'Grasping the potential of online social networks for foresight ☆', Technological Forecasting and Social Change, Vol. 74, No. 8, pp.1179-1203.
8. Chan, T.Y. and Lee, J.F. (2004) 'A comparative study of online user communities involvement in product innovation and development', in 13th International Conference on Management of Technology IAMOT, Washington DC, April, p.29.
9. Chesbrough, H.W. (2003) Open Innovation: The New Imperative for Creating and Profiting from Technology, Harvard Business Press, Boston.
10. Constantinides, E. and Fountain, S.J. (2008) 'Web 2.0: conceptual foundations and marketing issues', Journal of Direct, Data and Digital Marketing Practice, Vol. 9, No. 3, pp.231-244.
11. Cooke, M. and Buckley, N. (2008) 'Web 2.0, social networks and the future of market research', International Journal of Market Research, Vol. 50, No. 2, p.27.
12. Cooper, R.G. (1993) Winning at New Products: Accelerating the Process from Idea to Launch, Addison-Wesley, Cambridge.
13. Dahan, E. and Hauser, J.R. (2002) 'The virtual customer', Journal of Product Innovation Management, Vol. 19, No. 5, pp.332-353.
14. Dahan, E. and Srinivasan, V. (2000) 'The predictive power of internet-based product concept testing using visual depiction and animation', Journal of Product Innovation Management, Vol. 17, No. 2, pp.99-109.
15. Desouza, K.C. et al. (2008) 'Customer-driven innovation', Research-Technology Management, Vol. 51, No. 3, pp.35-44.
16. Dewing, M. (2010) 'Social media 1. An introduction', 3 February 2010, Library of Parliament, Background paper, Publication No. 2010-03-E.
17. Eskelinen, M. (2009) 'Sosiaalinen media business to business-markkinoinnissa', Bachelor's thesis, Metropolia Ammattikorkeakoulu.
18. Everett, C. (2010) 'Social media: opportunity or risk?', Computer Fraud & Security, No. 6, pp.8-10.
19. Finch, B.J. (1999) 'Internet discussions as a source for consumer product customer involvement and quality information: an exploratory study', Journal of Operations Management, Vol. 17, No. 5, pp.535-556.
20. Fuller, J. and Matzler, K. (2007) 'Virtual product experience and customer participation - a chance for customer-centred, really new products', Technovation, Vol. 27, Nos. 6-7, pp.378-387.
21. Gersuny, C. and Rosengren, W.I. (1973) The Service Society, Schenkman Pub. Co., Cambridge, Massachusetts.
22. Gillin, P. and Schwartzman, E. (2011) Social Marketing to the Business Customer: Listen to Your B2B Market, Generate Major Account Leads, and Build Client Relationships, Wiley, Hoboken.
23. Haller, J.B.., Bullinger, A.C. and Möslein, K.M. (2011) 'Innovation contests', Business & Information Systems Engineering, Vol. 3, No. 2, pp.103-106.
24. Hanna, N. et al. (1995) 'New product development practices in consumer versus business products organizations', Journal of Product & Brand Management, Vol. 4, No. 1, pp.33-55.
25. Hart, S., Tzokas, N. and Saren, M. (1999) 'The effectiveness of market information in enhancing new product success rates', European Journal of Innovation Management, Vol. 2, No. 1, pp.20-35.
26. Hemetsberger, A. and Godula, G. (2007) 'Integrating expert customers in new product development in industrial business: virtual routes to success', Innovative Marketing, Vol. 3, No. 3, pp.28-39.
27. Holt, K., Geschka, H. and Peterlongo, G. (1984) Need Assessment: A Key to User-Oriented Product Innovation, Wiley, Chichester [Sussex], New York.
28. Howe, J. (2011) 'The rise of crowdsourcing', Crowdsourcing, available at http://www.crowdsourcing.com/ (accessed on April 2011).
29. Isokangas, A. and Kankkunen, P. (2011) 'Suora yhteys - näin sosiaalinen media muuttaa yritykset', Finnish Business and Policy Forum EVA, available at http://www.eva.fi/julkaisut/eva-raporttisuora-yhteys-n%C3%A4in-sosiaalinen-media-muuttaa-yritykset/3572/ (accessed on 6 May).
30. Kaplan, A. and Haenlain, M. (2011) 'The early bird catches the news: nine things you should know about micro-blogging', Business Horizons, Vol. 54, No. 2, pp.105-113.
31. Kaplan, A.M. and Haenlein, M. (2010) 'Users of the world, unite! The challenges and opportunities of social media', Business Horizons, Vol. 53, No. 1, pp.59-68.
32. Kaulio, M.A. (1998) 'Customer, consumer and user involvement in product development: a framework and a review of selected methods', Total Quality Management & Business Excellence, Vol. 9, No. 1, pp.141-149.
33. Kho, N.D. (2008) 'B2B gets social media', EContent, Vol. 31, No. 3, pp.26-30.
34. Kohler, T., Matzler, K. and Füller, J. (2009) 'Avatar-based innovation: using virtual worlds for real-world innovation', Technovation, Vol. 29, Nos. 6-7, pp.395-407.
35. Kotler, P. (1996) Marketing Management: Analysis, Planning, Implementation and Control, 9th ed., Prentice Hall, Englewood Cliffs, NJ, available at http://www.decitre.fr/pdf/feuilletage/9782744073458.pdf (accessed on April 2004).
36. Langheinrich, M. and Karjoth, G. (2010) 'Social networking and the risk to companies and institutions', Information Security Technical Report, No. 15, pp.51-56.
37. Latusek, W.P. (2010) 'B2B relationship marketing analytical support with GBC modeling', Journal of Business & Industrial Marketing, Vol. 25, No. 3, pp.209-219.
38. Lehtimäki, T. et al. (2009) 'Harnessing web 2.0 for business to business marketing - literature review and an empirical perspective from Finland', Faculty of Economics and Business Administration, No. 29, p.76.
39. Lengnick-Hall, C.A. (1996) 'Customer contributions to quality: a different view of the customer-oriented firm', The Academy of Management Review, Vol. 21, No. 3, pp.791-824.
40. Lietsala, K. and Sirkkunen, E. (2008) Social Media: Introduction to the Tools and Processes of Participatory Economy, 1st ed., University of Tampere, Tampere, Finland available at https://files.pbworks.com/download/oAMA8heevw/socialmediaclub/17044189/social%20media%20intro.pdf (accessed on 26 May 2011).
41. Michaelidou, N., Siamagka, N.T. and 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, No. 7, pp.1153-1159.
42. Muffatto, M. and Panizzolo, R. (1996) 'Innovation and product development strategies in the Italian motorcycle industry', Journal of Product Innovation Management, Vol. 13, No. 4, pp.348-361.
43. Näkki, P. and Antikainen, M. (2008) 'Online tools for co-design: User involvement through the innovation process', New Approaches to Requirements Elicitation in the NordiCHI 2008 Workshop: How can HCI Improve Social Media Development?, Tapir akademisk forlag, Trondheim, pp.92-97.
44. Nambisan, S. (2002) 'Designing virtual customer environments for new product development: toward a theory', The Academy of Management Review, Vol. 27, No. 3, pp.392-413.
45. Nordlund, H., Lempiälä, T. and Holopainen, M. (2011) 'Openness of innovation and new roles of customers and users in business-to-business context', International Journal of Entrepreneurship and Innovation Management, Vol. 14, No. 4, pp.282-297.
46. Ogrinz, M. (2009) Mashup Patterns: Designs and Examples for the Modern Enterprise, Addison-Wesley Professional, Boston.
47. Ondrejka, C. (2005) 'Social science network: changing realities: user creation, communication, and innovation in digital worlds', available at SSRN: http://ssrn.com/abstract=799468 (accessed on April 2011).
48. Pergolino, M. (2010) The Definitive Guide to B2B Social Media - A Marketo Workbook, 1 ed., 48pp, ISBN: 978-0615356556, Marketo, Inc.
49. Piller, F.T. and Walcher, D. (2006) 'Toolkits for idea competitions: a novel method to integrate users in new product development', R&D Management, Vol. 36, No. 3, pp.307-318.
50. Prandelli, E., Verona, G. and Raccagni, D. (2006) 'Diffusion of web-based product innovation', California Management Review, Vol. 48, No. 4, pp.109-135.
51. Read, A. (2000) 'Determinants of successful organisational innovation: a review of current research', Journal of Management, Vol. 3, No. 1, pp.95-119.
52. Rollins, M., Bellenger, D.N. and Johnston, W.J. (2011) 'Customer information utilization in business-to-business markets: muddling through process?', Journal of Business Research, p.7.
53. Rothwell, R. et al. (1974) 'SAPPHO updated-project SAPPHO phase II', Research Policy, Vol. 3, No. 3, pp.258-291.
54. Salz, P. (2009) Talkin' bout a (B2B) revolution', EC blog, available at http://www.econtentmag.com/Articles/Column/Agile-Minds/Talkin-bout-a-%28B2B%29-Revolution-56126.htm (accessed on April 2004.).
55. Sawhney, M. and Prandelli, E. (2000) 'Managing distributed innovation in turbulent markets', California Management Review, Vol. 42, No. 4, p.31.
56. Sawhney, M., Verona, G. and Prandelli, E. (2005) 'Collaborating to create: the internet as a platform for customer engagement in product innovation', Journal of Interactive Marketing, Vol. 19, No. 4, pp.4-17.
57. Singh, T., Veron-Jackson, L. and Cullinane, J. (2008) 'Blogging: a new play in your marketing game plan', Business Horizons, Vol. 51, No. 4, pp.281-292.
58. Srinivasan, R. and Lilien, G. (1999) 'Leveraging customer information for competitive advantage', ISBM Report, Vol. 17, p.42.
59. Standing, C. and Kiniti, S. (2011) 'How can organizations use wikis for innovation?'. Technovation, Vol. 31, No. 7, pp.287-295.
60. Tredinnick, L. (2006) 'Web 2.0 and business', Business Information Review, Vol. 23, No. 4, pp.228-234.
61. Urban, G.L. and Hauser, J.R. (1993) Design and Marketing of New Products, 2nd ed., Prentice Hall, Englewood Cliffs.
62. Von Hippel, E. (1988) The Sources of Innovation, Oxford University Press New York, New York.
63. Von Hippel, E. (2001) 'Innovation by user communities: learning from open-source software', MIT Sloan Management Review, Vol. 42, No. 4, p.5.
64. Von Hippel, E. (2005) Democratizing Innovation, The MIT Press, London.
65. Von Hippel, E. and Katz, R. (2002) 'Shifting innovation to users via toolkits', Management Science, Vol. 48, No. 7, pp.821-833.
66. Warr, W.A. (2008) 'Social software: fun and games, or business tools?', Journal of Information Science, Vol. 34, No. 4, p.14.
67. Webster, F.E. (1995) Industrial Marketing Strategy, John Wiley & Sons Inc., New York.