A1 Refereed original research article in a scientific journal

How B2B social media content strategies generate engagement across different social media platforms




AuthorsBourguignon, Benoit; Terho, Harri; Hajjem, Ahlem

PublisherElsevier

Publishing placeNEW YORK

Publication year2025

JournalIndustrial Marketing Management

Journal name in sourceIndustrial Marketing Management

Journal acronymIND MARKET MANAG

Volume125

First page 413

Last page430

Number of pages18

ISSN0019-8501

eISSN1873-2062

DOIhttps://doi.org/10.1016/j.indmarman.2025.01.019

Web address https://doi.org/10.1016/j.indmarman.2025.01.019

Self-archived copy’s web addresshttps://research.utu.fi/converis/portal/detail/Publication/485228471


Abstract

Social media (SM) has become an essential means of engaging key stakeholders for business-to-business (B2B) firms. As a result, academic research has paid increasing attention to the factors that drive SM engagement in business markets. Although studies have examined the types of SM content that generate higher engagement in B2B contexts, current research lacks deeper insight into message strategies across different social media platforms (SMPs). We address this knowledge gap by examining whether the use of SM content strategies by B2B firms varies across platforms and whether their effectiveness in generating engagement varies across SMPs. In doing so, we build a new SM content strategy framework focused on messaging functions that capture a broad set of message stakeholders. Using advanced Random Forest modeling, we analyze 1700 SM messages and related engagement data from 18 of the largest Canadian B2B companies based on their revenues. We advance current research knowledge by demonstrating how different message strategies across SMPs achieve higher engagement levels. The findings offer concrete insights for practitioners to effectively engage diverse stakeholders across different SMPs.


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Last updated on 2025-26-03 at 14:47