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首页> 外文期刊>Journal of Business Research >The social buyer: A framework for the dynamic role of social media in organizational buying
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The social buyer: A framework for the dynamic role of social media in organizational buying

机译：社会买家：社会媒体在组织购买中的动态作用的框架

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摘要

Social media plays a central role in information and knowledge management to support business-to-business (B2B) buying decisions. To date, research has yet to delineate the mechanisms through which social media information relates to B2B buying and subsequent organizational outcomes. To describe this process, we build on social media's ability to facilitate conveyance and convergence processes within the buying unit enabling knowledge discovery, knowledge sharing, and knowledge interpretation. Based on an organizational knowledge framework, we derive propositions about the role of social media in B2B buying and delineate boundary conditions for its influence within the B2B buying unit and the organization. This research sets the foundation for future empirical work at the intersection of B2B and social media.
机译：社交媒体在信息和知识管理中发挥着核心作用，以支持商业到商业（B2B）购买决策。迄今为止，研究尚未通过社交媒体信息与B2B购买和随后的组织成果有关的机制来解除机制。为了描述这一过程，我们建立了社交媒体的能力，促进购买单位内的运输和收敛过程，从而实现知识发现，知识共享和知识解释。基于组织知识框架，我们得到了关于社交媒体在B2B购买和描绘边境条件下的主张，以其在B2B购买单位和组织内的影响。本研究设定了B2B和社交媒体交叉口未来实证工作的基础。

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