Digital marketing for B2B organizations: structured literature review and future research directions

• Published in: The Journal of business & industrial marketing Vol. 35; no. 7; pp. 1191 - 1204
• Main Authors: Pandey, Neeraj, Nayal, Preeti, Rathore, Abhijeet Singh
• Format: Journal Article
• Language: English
• Published: Santa Barbara Emerald Publishing Limited 19.06.2020; Emerald Group Publishing Limited
• Subjects: Business to business commerce; Communication; Customer relationship management; Customers; Developing countries; Digital broadcasting; Digital marketing; Electronic commerce; Executives; Industrial markets; Internet; Keywords; LDCs; Literature reviews; Marketing; Social networks; Studies; Literature review; Insights; Digital marketing; B2B marketing; Martech
• ISSN: 0885-8624; 2052-1189
• DOI: 10.1108/JBIM-06-2019-0283

Purpose This study aims to analyze the available literature on the use of digital marketing in a business-to-business (B2B) context. It identifies gaps in the current research knowledge and proposes a research agenda for scholars and practitioners. Design/methodology/approach A systematic literature review has been conducted on B2B digital marketing. The various themes have been identified on the basis of the comprehensive analysis of extant literature. Also, semi-structured interviews with B2B marketing experts were also conducted to further refine the emerged digital marketing themes. Findings Although some B2B firms use digital marketing, most are unable to leverage its full benefits because of the dearth of comprehensive research on the subject. This review provides an insight into the emerging themes by developing a collaborative conceptual framework. The review highlights that few areas such as digital marketing communication and sales management have witnessed steady development while decision support systems, critical success factors, electronic marketing orientation (EMO), etc., were lesser explored. Furthermore, it identifies research gaps and highlights the emerging research themes for future researchers. Practical implications The collaborative framework will help organizations to align their digital marketing activities as per the changing market dynamics such as the focus on building social media capability, EMO and value co-creation. Originality/value Research on the use of digital marketing by B2B firms is still at the embryonic stage. This study is a pioneering effort to review the use of digital marketing in B2B organizations and identify research priorities for scholars and practitioners.