Can buzzing bring business? Social interactions, network centrality and sales performance: An empirical study on business-to-business communities

Zhang, Yin; Lu, Baozhou; Zheng, Haidong

doi:10.1016/j.jbusres.2020.02.034

Cited by 45 publications

(33 citation statements)

References 83 publications

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“…Likewise, when retirees face financial difficulties because they did not adequately prepare their finances, they were still productive. Financial literacy is an issue where individuals' cognitive is an important social capital for economic (Zhang, Lu, & Zheng, 2020). Humans are viewed as the creators of objective social reality through an externalization process, just as objective reality influences people through the internalization process (Berger & Luckmann, 1991).…”

Section: Introductionmentioning

confidence: 99%

Exploring the Relationship Between Locus of Control and Financial Behavior of Accounting Student from The Social Construction Theory Approach

Radianto

Kristama²,

Salim³

2021

Acad. J. Interdiscip. Stud.

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This research examines the effect of locus control on financial literacy, including financial attitude, financial behavior, and financial self-efficacy. This study used a survey method by sending a questionnaire to the respondent through an enumerator. This study uses a sample, namely students of the accounting study program in Surabaya, Indonesia. A total of 159 questionnaires were processed from distributing 250 questionnaires randomly. This study uses the Partial Least Square data analysis. The result shows that locus of control affects financial attitude, financial behavior, and financial self-efficacy. Financial behavior increases when the respondents show excellent financial knowledge behavior and believe that they can manage for their finances. This investigation confirms that locus of control affects financial behavior. Meaning the role of locus of control is very important to increase financial behavior. This study also found that locus of control can contribute to the theory of social construction. Moreover, social construction theory can predict how individuals act to improve their financial behavior. Received: 15 October 2020 / Accepted: 19 December 2020/ Published: 5 March 2021

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Section: Introductionmentioning

confidence: 99%

Exploring the Relationship Between Locus of Control and Financial Behavior of Accounting Student from The Social Construction Theory Approach

Radianto

Kristama²,

Salim³

2021

Acad. J. Interdiscip. Stud.

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“…The cluster “centrality” has 15 cluster members and a silhouette score of 0.757 since the year 2014. Zhang et al (2020) used an empirical study to illustrate that higher social interactions and network centrality could improve the sales performance of companies.…”

Section: Results Analysismentioning

confidence: 99%

Comparison between social media and social networks in marketing research: a bibliometric view

Hong

Huang

Wang

2021

NBRI

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Purpose This paper aims to systematically find the main research differences and similarities between social media and social networks in marketing research using the bibliometric perspective and provides suggestions for firms to improve their marketing strategies effectively. Design/methodology/approach The methods of co-word analysis and network analysis have been used to analyze the two research fields of social media and social networks. Specifically, this study selects 2,424 articles from 27 marketing academic journals present in the database Web of Science, ranging from January 1, 1996 to August 8, 2020. Findings The results show that social networks and social media are both research hotspots within the discipline of marketing research. The different intimacy nodes of social networks are more complex than social media. Additionally, the research scope of social networks is broader than social media in marketing research as shown by the keyword co-occurrence analysis. The overlap between social media and social networks in marketing research is reflected in the strong focus on their mixed mutual effects. Originality/value This paper explores the differences and similarities between social networks and social media in marketing research from the bibliometric perspective and provides a developing trend of their research hotspots in social media and social networks marketing research by keyword co-occurrence analysis and cluster analysis. Additionally, this paper provides some suggestions for firms looking to improve the efficiency of their marketing strategies from social and economic perspectives.

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“…The social exchange theory proposes that people engage in exchange relationships with the expectation of deriving various economic and social benefits (Zhang et al, 2020). The idea of social exchange pertinent to human behavior was introduced by Homans (1958) and was employed subsequently in the organizational context by Blau (1964) on social and economic dimensions and Emerson (1962) on power-dependence relationships.…”

Section: Literature Review 21 Social Exchange Theorymentioning

confidence: 99%

Online banking and privacy: redesigning sales strategy through social exchange

Liyanaarachchi

Deshpande

Weaven

2021

IJBM

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PurposeThis paper advocates for banks to understand customers' online privacy concerns, use those insights to segment consumers and design tailored sales strategies to build a mutual relationship through a social exchange that produces a competitive advantage.Design/methodology/approachA qualitative study involving 30 in-depth interviews with Australian and Asian millennials residing in Australia was conducted using a grounded theory approach to explore privacy concerns of online banking and determine the efficacy of their banks' existing sales strategy and practice.FindingsThe study revealed differences in customer perceptions of trust, confidence, responsibility and exchange. Adopting a power-dependency paradigm within a social exchange theoretical framework and power distance belief of national culture theory, the authors identified four consumer segments: exemplar, empiric, elevator and exponent. The authors propose a tailored consumer-centered sales strategy of communication, control, consolidation and collaboration.Originality/valueThe paper contributes to the research in services marketing, sales strategy and banking in three ways: first, the authors demonstrate the importance of the social exchange theory and national culture as a premise to develop a competitive advantage; second, the authors propose an innovative set of consumer segments in regards to online privacy concerns; and, third, the authors introduce four sales strategies tailored to each of the four segments.

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Can buzzing bring business? Social interactions, network centrality and sales performance: An empirical study on business-to-business communities

Cited by 45 publications

References 83 publications

Exploring the Relationship Between Locus of Control and Financial Behavior of Accounting Student from The Social Construction Theory Approach

Exploring the Relationship Between Locus of Control and Financial Behavior of Accounting Student from The Social Construction Theory Approach

Comparison between social media and social networks in marketing research: a bibliometric view

Online banking and privacy: redesigning sales strategy through social exchange

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