Abstract:Purpose: This study describes the overall branding logic of an international industrial company operating in the renewable energy industry and responds to calls for empirical research on 1) how to build a B2B brand in the digital age, and 2) how digital media can be used for branding. A digital branding model is also developed.Design: A single case study of a company at the forefront of digital media usage is used to develop the model. The main data comes from semi-structured theme interviews and on content analysis of the channels used to create a brand on the Internet.
Findings:In the digital age, firms seem to benefit from having a strong market orientation and a holistic branding approach with robust integration of their different functions. Branding in the digital age requires strong internal communication as well as consistent external communication, but also positioning of the brand in topical conversations. For an industrial organization, becoming an opinion leader is a strategy well suited to branding and can be supported by creating relevant content subsequently delivered through various social media channels.
Research limitations:The results of this study are based on a single case study and hence are not generalizable.Originality: This study is among the first to respond to the calls for empirical research on industrial brand management in the digital age and contributes to the emerging B2B branding and branding on digital age literature.Keywords: Industrial brand, industrial branding, i-branding, digital media, social media Article Classification: Research paper Industrial branding in the digital age Introduction Digitization, globalization and so forth has increased competition, which in turn has forced B2B companies to find new ways to distinguish themselves in the market. Increasingly companies are focusing their efforts on specialized activities like manufacturing and branding to stay competitive (Hsiao and Chen, 2013). It has been suggested that B2B branding and brand management are now even more critical success factors for organizations than they were before (Helm and Jones, 2010;Kotler and Pfoertsch, 2007).A majority of the available B2B branding studies have focused on testing causal links between brand-related variables and their outcomes while several studies have emphasized the importance of B2B branding (see e.g. Aspara and Tikkanen 2008;Balmer and Greyser, 2006;Baumgarth, 2010;Kotler and Pfoertsch, 2007;Leek and Christodoulides, 2011). Despite the increased understanding about the importance of B2B branding, B2B branding literature has been described as embryonic (Roberts and Merrilees, 2007 p. 140). A recent literature review on B2B branding reveals the topic is still nascent and fragmented (Keränen et al., 2012). Specifically, firms seem to be neglecting key strategic and tactical issues in relation to building, managing and refreshing B2B brands (Lindgreen et al., 2010).The social revolution brought by digitization and its influence on the interaction between people and th...