The impact of digitalization on marketing communications measurement process : case of global B2B industrial companies

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dc.contributor.author Järvinen, Joel
dc.date.accessioned 2011-11-01T12:20:25Z
dc.date.available 2011-11-01T12:20:25Z
dc.date.issued 2011
dc.identifier.uri http://urn.fi/URN:NBN:fi:jyu-2011110111617 en
dc.identifier.uri http://hdl.handle.net/123456789/36885
dc.description.abstract The stature of marketing communications function is under a threat within the firms. As the board of management tends to demand the profitability of all business activities, marketing practitioners have for a long time been unable to credibly show the link between marketing communications actions and financial value. Fortunately, the digitalization has offered new insights and opportunities to make the marketing communications actions more measureable. “Everything can be tracked” is an often heard slogan when speaking of monitoring web users’ online behavior facilitated by web analytics software. However, it is questionable how well this slogan fits the marketing communications of Business-to-business (B2B) industrial companies that tend to stress the role of personal selling in their marketing communications activities. This study investigates how B2B industrial companies measure the impacts of marketing communications actions in the digital age. In particular, it aims at describing the current marketing communications measurement process and examining if the digitalization has reformed the measurement practices in a way or another. As it is often argued that the marketing practitioners are required to show the results of their activities, this study examines also the reporting and feedback processes between the marketing communications function and the top management. The main findings of this study reveal that the case companies do not measure their marketing communications results systematically, nor report them regularly to the top management. In particular, the measurement is not widely based on strategic marketing communications goals, there is no explicit metrics system in use and the top management has not set clear criteria to guide the measurement and reporting practices. However, it is found that the digitalization has facilitated the measurement practices in terms of evaluating the visibility and attractiveness of online marketing communications actions. Nevertheless, the results suggest that the digitalization has not yet revolutionized the marketing communications measurement process of B2B industrial companies, even though the future might be different.
dc.format.extent 135 s.
dc.language.iso eng
dc.rights This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited. en
dc.rights Julkaisu on tekijänoikeussäännösten alainen. Teosta voi lukea ja tulostaa henkilökohtaista käyttöä varten. Käyttö kaupallisiin tarkoituksiin on kielletty. fi
dc.subject.other Marketing communications
dc.subject.other Measurement
dc.subject.other Digitalization
dc.subject.other Goals
dc.subject.other Strategies
dc.subject.other Tactics
dc.subject.other Reporting
dc.subject.other Business-to-business industrial companies
dc.title The impact of digitalization on marketing communications measurement process : case of global B2B industrial companies
dc.type Book en
dc.identifier.urn URN:NBN:fi:jyu-2011110111617
dc.subject.ysa markkinointiviestintä
dc.subject.ysa yritysmarkkinointi
dc.subject.ysa digitalisoituminen
dc.subject.ysa tavoitteet
dc.subject.ysa strategia
dc.type.dcmitype Text en
dc.type.ontasot Pro gradu fi
dc.type.ontasot Master’s thesis en
dc.contributor.tiedekunta Jyväskylän yliopiston kauppakorkeakoulu fi
dc.contributor.tiedekunta Jyväskylä University School of Business and Economics en
dc.contributor.yliopisto University of Jyväskylä en
dc.contributor.yliopisto Jyväskylän yliopisto fi
dc.contributor.oppiaine markkinointi fi
dc.date.updated 2011-11-01T12:20:25Z

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