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Article
The Untapped Potential of B2B Advertising: A Literature Review and Future Agenda
Industrial Marketing Management
  • Kunal Swani, Wright State University - Main Campus
  • Brian P Brown
  • Dusan M Mudambi
Document Type
Article
Publication Date
5-1-2019
Abstract

Academic research has not kept pace with the growth of and investment in B2B advertising. Important topics need to be addressed and critical questions remain unanswered. This review systematically analyzes, consolidates and identifies knowledge gaps in prior research related to B2B advertising in order to motivate dedicated future study. Based on a methodical, concept-centric approach, B2B advertising literature is categorized by: 1) type of article; 2) theories applied; 3) message appeals, content, and strategies used; 4) media selected; 5) effectiveness and performance measurement; and 6) budgeting approaches. The review indicates limited and outdated research on several topics including message strategies and appeals, advertising budgets, advertising effective measures related to buyer and financial outcomes, and media usage. Furthermore, research on overall B2B integrated marketing communications strategies is lacking. The review highlights research opportunities and questions with the potential to provide guidance to B2B marketing managers.

DOI
10.1016/j.indmarman.2019.05.010
Citation Information
Kunal Swani, Brian P Brown and Dusan M Mudambi. "The Untapped Potential of B2B Advertising: A Literature Review and Future Agenda" Industrial Marketing Management (2019) ISSN: 0019-8501
Available at: http://works.bepress.com/kunal_swani/22/