{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,12,29]],"date-time":"2025-12-29T13:44:17Z","timestamp":1767015857445,"version":"3.48.0"},"reference-count":77,"publisher":"Emerald Publishing Limited","isbn-type":[{"type":"print","value":"9781787563261"},{"type":"electronic","value":"9781787563254"},{"type":"electronic","value":"9781787563278"}],"license":[{"start":{"date-parts":[[2018,11,16]],"date-time":"2018-11-16T00:00:00Z","timestamp":1542326400000},"content-version":"tdm","delay-in-days":0,"URL":"http:\/\/www.emeraldinsight.com\/page\/tdm"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2018,11,16]]},"abstract":"<jats:title>Abstract<\/jats:title>\n                  <jats:p>Contemporary businesses face rapidly evolving changes and complexities that challenge their respective managerial responses and capabilities. The natures of information and communication systems, ways of doing business, knowledge-transfer methods, diffusion channels of innovation, and industrial habitus are shifting. Additionally, methods, concepts, and frameworks to study these challenges need to be in accordance.<\/jats:p>\n                  <jats:p>Many of these features characterizing the new business environment influence not only the consumer business, but also the business-to-business (B2B) sectors and their ways of functioning. Interestingly, the influence also connects domestic with international business through the global connectedness. This is particularly visible in marketing communication, as the difference between domestic and international business communication has further diminished due to digital and virtual dimensions and applications. In this new age, it is assumed that new ventures and small- and medium-sized enterprises can turn their vulnerabilities and size constraints into competitive advantages by addressing these challenges with efficient social media usage. To address this technology-enabled dimension of B2B relations, the authors present a case study illustrating how a firm advances its relationship management and communication by introducing social media instruments. The study contributes to relationship management and international marketing communication and provides new insights into the workings of social media within the B2B context.<\/jats:p>","DOI":"10.1108\/s1745-886220180000013010","type":"book-chapter","created":{"date-parts":[[2018,11,2]],"date-time":"2018-11-02T11:07:52Z","timestamp":1541156872000},"page":"217-241","source":"Crossref","is-referenced-by-count":1,"title":["New Digital Layers of Business Relationships \u2013 Experiences From Business-To-Business Social Media"],"prefix":"10.1108","author":[{"given":"Susana","family":"Costa e Silva","sequence":"first","affiliation":[]},{"given":"Maria","family":"Elo","sequence":"additional","affiliation":[]}],"member":"140","reference":[{"issue":"3","key":"2025122908393897600_s1745-886220180000013010_3.bib9-1","doi-asserted-by":"crossref","first-page":"333","DOI":"10.2753\/PSS0885-3134320304","article-title":"Bringing \u201csocial\u201d into sales: The impact of salespeople\u2019s social media use on service behaviors and value creation","volume":"32","author":"Agnihotri,","year":"2012","journal-title":"Journal of Personal Selling & Sales Management"},{"issue":"5","key":"2025122908393897600_s1745-886220180000013010_3.bib9-2","doi-asserted-by":"publisher","first-page":"499","DOI":"10.1057\/jibs.2016.22","article-title":"Internationalization in the information age: A new era for places, firms, and international business networks?","volume":"47","author":"Alc\u00e1cer,","year":"2016","journal-title":"Journal of International Business Studies"},{"issue":"2","key":"2025122908393897600_s1745-886220180000013010_3.bib9-4","doi-asserted-by":"publisher","first-page":"295","DOI":"10.1177\/026327690007002017","article-title":"Disjuncture and difference in the global cultural economy","volume":"7","author":"Appadurai,","year":"1990","journal-title":"Theory, Culture & Society"},{"issue":"3","key":"2025122908393897600_s1745-886220180000013010_3.bib9-5","doi-asserted-by":"publisher","first-page":"319","DOI":"10.5755\/j01.ee.22.3.522","article-title":"Changes in marketing channels formation","volume":"22","author":"Banyte,","year":"2011","journal-title":"Engineering Economics"},{"issue":"1","key":"2025122908393897600_s1745-886220180000013010_3.bib9-6","doi-asserted-by":"publisher","first-page":"61","DOI":"10.1111\/j.1467-8691.2011.00622.x","article-title":"Managing distributed innovation: Strategic utilization of open and user innovation","volume":"21","author":"Bogers,","year":"2012","journal-title":"Creativity and Innovation Management"},{"key":"2025122908393897600_s1745-886220180000013010_3.bib9-7","doi-asserted-by":"publisher","first-page":"361","DOI":"10.1007\/978-3-8349-4176-3","volume-title":"Effektives Customer Relationship Management","author":"Bollers,","year":"2013"},{"issue":"5","key":"2025122908393897600_s1745-886220180000013010_3.bib9-8","doi-asserted-by":"publisher","first-page":"513","DOI":"10.1057\/jibs.2015.20","article-title":"Explaining the internationalization of ibusiness firms","volume":"47","author":"Brouthers,","year":"2016","journal-title":"Journal of International Business Studies"},{"issue":"1","key":"2025122908393897600_s1745-886220180000013010_3.bib9-9","doi-asserted-by":"publisher","first-page":"164","DOI":"10.1016\/j.indmarman.2013.08.008","article-title":"Antecedents and consequences of the quality of e-customer-to-customer interactions in B2B brand communities","volume":"43","author":"Bruhn,","year":"2014","journal-title":"Industrial Marketing Management"},{"issue":"2","key":"2025122908393897600_s1745-886220180000013010_3.bib9-10","doi-asserted-by":"publisher","first-page":"321","DOI":"10.1016\/j.compag.2009.08.014","article-title":"The role of trust in the transition from traditional to electronic B2B relationships in agri-food chains","volume":"70","author":"Canavari,","year":"2010","journal-title":"Computers and Electronics in Agriculture"},{"issue":"6","key":"2025122908393897600_s1745-886220180000013010_3.bib9-11","doi-asserted-by":"publisher","first-page":"12","DOI":"10.1108\/10878570710833714","article-title":"Business model innovation: It\u2019s not just about technology anymore","volume":"35","author":"Chesbrough,","year":"2007","journal-title":"Strategy & Leadership"},{"key":"2025122908393897600_s1745-886220180000013010_3.bib9-11a","doi-asserted-by":"crossref","first-page":"354","DOI":"10.1016\/j.lrp.2009.07.010","article-title":"Business Model Innovation: Opportunities and Barriers","volume":"43","author":"Chesbrough","year":"2010","journal-title":"Long Range Planning"},{"issue":"4","key":"2025122908393897600_s1745-886220180000013010_3.bib9-12","doi-asserted-by":"crossref","first-page":"458","DOI":"10.1108\/OIR-06-2015-0176","article-title":"Does social media matter for post typology? 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