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Exploring the Mediating Role of Interactivity Between Content Engagement and Business Performance in a Mobile-Marketing Strategy: A Quantitative Research in a Business-to-Business Context

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Book cover Strategic Innovative Marketing and Tourism

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Abstract

M-commerce escalates at exponential rates, worldwide. Through a mobile device, i.e., smartphone/iPhone/android/tablet/iPad, we may buy almost everything at any time and any place. Companies may perform 360° marketing, integrating communication messages in a network context, through social media and interactive virtual stores, on a 24/7/360 basis. Network, interactive communication becomes an asset, on this one, providing add-value and new market expansion opportunities for its business users. In this paper we focus on content engagement and interactivity that, according to marketing literature, when involved properly in m-commerce strategies, may provide competitive advantage. To this end, we based upon extensive literature review and, especially, the UTAUT model of new ITs’ adoption. The preliminary research resulted in the formation of a quantitative research instrument, which was disseminated through the LinkedIn, used as the research field. The convenience sample comprised 181 social media and Internet/Mobile marketing managers working at respective Greek companies, that volunteer to participate, yielding 26.3% response. Research hypotheses were tested using SEM analysis. The findings imply that interactivity may have moderating effects in the relationship between content engagement in mobile b-to-b strategy and company performance, in terms of competitiveness, profitability and market expansion. Implications, limitations and future research are also discussed.

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Author information

Authors and Affiliations

  1. University of Patras, Patras, Greece

    Gerasimos Ntarlas & Despina A. Karayanni

Authors
  1. Gerasimos Ntarlas
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  2. Despina A. Karayanni
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Editor information

Editors and Affiliations

  1. Department of Business Administration, University of West Attica, Aigaleo, Greece

    Androniki Kavoura

  2. Department of Business Administration, State University of New York at Oswego, Oswego, NY, USA

    Efstathios Kefallonitis

  3. Department of Business Administration of Food and Agricultural Enterprises, University of Patras, Agrinio, Greece

    Prokopios Theodoridis

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Ntarlas, G., Karayanni, D.A. (2020). Exploring the Mediating Role of Interactivity Between Content Engagement and Business Performance in a Mobile-Marketing Strategy: A Quantitative Research in a Business-to-Business Context. In: Kavoura, A., Kefallonitis, E., Theodoridis, P. (eds) Strategic Innovative Marketing and Tourism. Springer Proceedings in Business and Economics. Springer, Cham. https://doi.org/10.1007/978-3-030-36126-6_90

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