I takt med att digitala medier har utvecklats under de senaste åren har köpresan för-ändrats till att kunder idag i ett mycket senare skede släpper in leverantörer i dialogen. Marketing Automation adresserar den problembilden och har växt fram som en brygga mellan sälj- och marknadsprocessen. Systemet ger möjlighet att effektivt och automatiserat utveckla leads (potentiell kund). Syftet med denna studie är att undersöka hur Marketing Automation påverkar sälj- och marknadsprocesserna. Vilka förutsättningar krävs för en implementation? Ökar lönsamheten? Vi har därför valt att i det teoretiska ramverket beskriva Marketing Automation och bland annat undersöka om ett införande av Marketing Automation medför att sälj- och marknadsorganisationerna slås samman till en organisatorisk enhet. I studien har vi dessutom kartlagt och beskrivit den moderna köpresan och det som ibland kallas intäktsorganisationen. Vi har funnit att Marketing Automation är relativt outforskat i en svensk kontext. För att utröna om teorin, som i stor utsträckning bygger på internationell litteratur och internationella undersökningar, går att överföra till en svensk kontext har vi valt att genomföra en kvalitativ studie i form av en fallstudie av leverantörer av produkter och tjänster inom området samt företag, med den gemensamma nämnaren att de re-presenterar ett kunskapsintensivt erbjudande och har implementerat lösningar för Marketing Automation. I vår analys finns en samsyn mellan leverantörer och kunder i förutsättningar för ett införande, men vi kan även se hur resultaten divergerar och pekar på implikationer, inte minst avseende måluppfyllnad och samverkan mellan sälj- och marknadsorgani-sationerna. Vår slutsats visar bland annat att Marketing Automation kan leda till uppfyllnad av mjuka värden i företaget men har inte bevisats leda till ökad lönsamhet per automatik. Vi ser lönsamhet och Return on Investment (ROI) som ett område som bör utforskas vidare. / Parallel to the evolution of digital media in recent years, the buyer’s journey has changed. B2B-customers today let suppliers in at the end of the process rather than from the beginning. Marketing Automation addresses that problem and has emerged as a bridge between the sales and marketing processes as it support efficient and au-tomated lead development. The purpose of this study is to examine how marketing automation affects the sales and marketing processes. What conditions are needed for an implementation? Will it increase profitability? We have therefore chosen to describe Marketing Automation, and in particular con-sider whether the introduction of marketing automation means that sales and market-ing organizations merges into one organizational unit? In the study, we have identi-fied and described the modern buyer’s journey and what sometimes is called the rev-enue department. We have found that Marketing Automation is relatively unexplored in a Swedish con-text. To explore if the theory, which is largely based on international literature and research, can be transferred to a Swedish context, we have chosen to conduct a quali-tative study and case study of suppliers of products and services in the area as well as companies, representing a knowledge based offering, which has implemented solu-tions for marketing automation. In our analysis, there is a general consensus between suppliers and customers of the conditions for implementation, but we can also see how the results diverge, not least regarding aspects such as increase of revenue, ROI and collaboration between sales and marketing organizations. Our conclusion shows that marketing automation can lead to fulfillment of the core values of the company but has not been proven to lead to increased profitability au-tomatically. We see profitability and ROI as potential areas of further exploration.

Inledning: I inledningen redogörs för hur digitala sociala nätverk har växt fram och tagit en allt större plats i konsumenters vardag vilket har gjort dem till utmärkta marknadsföringskanaler. Därefter förklaras det nyaste stjärnskottet bland sociala medier, TikTok, och dess potentiella roll inom marknadsföring.  Syfte: Studiens syfte är att undersöka hur marknadsföring genom sociala medier påverkar unga svenska konsumenters attityder.  Frågeställningar: Utifrån studiens syfte har två frågeställningar formulerats:  1. Vilken påverkan har marknadsföring genom TikTok på unga konsumenters kognitiva och affektiva attitydkomponent samt beteendekomponent?  2. Vad har bakgrundsvariabler (demografiska och användning) för effekt på unga konsumenters attityder till marknadsföring genom TikTok?  Teori: I studiens teoriavsnitt presenteras sociala medier som marknadsföringsverktyg mer utförligt. Därefter förklaras det komplexa begreppet attityd som delas in i tre olika attitydkomponenter. Vidare beskrivs teori runt word-of-mouth, content marketing, Generation Z, skillnader mellan könen samt skillnader mellan olika typer av användare Metod: Studien är grundad i en kvantitativ metod och en tvärsnittsdesign har tillämpats. Empirin har samlats in genom enkäter online. Data har sedan analyserats i det statistiska programmet SPSS med T-tester, korrelationsanalyser och ANOVA-analyser.  Slutsats: Studien har visat att marknadsföring genom TikTok inte har en positiv påverkan på konsumenters attityder. Dock är detta den första studien av sitt slag och det krävs därför mer forskning för att stärka eller förkasta resultatet. Word-of-mouth och content marketing hade ett starkt positivt samband med konsumenternas attityder. Det fanns inga skillnader mellan könen. En liten skillnad upptäcktes mellan olika användare där de som någon gång publicerat något på TikTok hade positivare kognitiv attityd än de som aldrig publicerat något. / Introduction: The introduction consist of how the digital world of social networking has evolved and been given more room in the individuals everyday life which has made it possible for the platforms to become excellent marketing channels. Then the study presents the new sensation TikTok and their potential part in marketing. Purpose: This paper aims to investigate the influence of TikTok marketing communications on young consumers’ cognitive, affective and behavioral attitude components in Sweden.  Research questions: Based on the study’s purpose the following research questions where phrased:  1. What influence do TikTok marketing communications have on young consumers’ cognitive, affective and behavioral attitude components?  2. What influence do background variables have on young consumers’ attitudes towards marketing through TikTok?  Theory: The theoretical part of the study provides more in-depth explanations about social media as a marketing tool, the complex concept of an attitude which can be divided into three different components. Furthermore, the theories of word-of-mouth, content marketing, Generation Z, differences in genders attitudinal responses, and differences among various types of users, are described. Method: The study is based on a quantitative method and a cross-sectional design was applied. An online survey was used via self-administered questionnaires that where distributed through a snowball sampling. Data was analyzed through the statistical tool SPSS by using T-tests, bivariate correlation analysis and ANOVA analysis. Conclusion: The study discovered that young consumers displayed unfavorable attitudes towards marketing communications through TikTok. However, both word-of-mouth and content marketing was positively correlated to attitudes. No significant differences were found between genders. Individuals who had at least posted content sometime on TikTok displayed more favorable cognitive attitudes than those who had never posted on TikTok.

This diploma thesis describes and analyzes the ethical dimension of content marketing practice on social networks. The rapid pace of technological progress, shaping the birth of participatory Web 2.0 and social networks, has led to an ever-increasing gap between the everyday online experience and the discourse of applied ethics. Three main goals of this thesis are met. First, current academical knowledge (and its limits) in the field of marketing and information ethics is described. Secondly, with the help of Luciano Floridi's Information Ethics, a unified ethical framework for assessing specific moral dilemmas on social networks is constructed. Lastly, this framework is verified in an extensive Reddit case study, where each of the six pillars of the constructed ethical framework (which affects fundamental parameters and manifestations indicating unethical activity) are tested on manifestations of unacknowledged marketing activity. At the same time, the existence and emergence of the so-called ethical vacuum are illustrated, indicating that there is a need to update the theoretical approaches of applied ethics for the specifics of social networks and the infosphere in general.

There has been a lot of research and studies done about the positive effects of inbound marketing and previous research clearly states that engaging customers is crucial when developing a successful inbound marketing strategy. However, a gap in connecting inbound marketing to a B2B-perspective is evident. Little information can be found about this specific field of practice when using inbound marketing strategy. Therefore, the aim of this study is to increase the understanding of in what way business to business companies use inbound marketing and the reasons they have for applying this strategy. This study was constructed by a qualitative method with an abductive approach where six companies were interviewed. The interviews were then compared with each other and the collected data from the Frame of Reference in order to gain a deeper understanding of the companies work with inbound marketing. The result of the study gives an insight into how companies can implement inbound marketing in their marketing strategy and the benefits it will lead to if executed correctly. Furthermore, a model has been created to help companies implement inbound marketing and shows which inbound marketing tools that can be used in the different stages of the sales and marketing process.

As digitalization has evolved over the years, the need for automating procedures for faster results has become stronger. Marketing automation is a software that automates an organization’s marketing activities. Its purpose is to deliver a firm’s personalized messages to the existing and potential customers. Consequently, marketing automation is closely related to content marketing which’s main attribute is to raise brand awareness, and having a higher brand awareness can ultimately affect the buying decision. It has been discovered that there is a lack of research in the existing literature about marketing automation and more specifically in how marketing automation can affect the buying decision by raising brand awareness. Therefore, this thesis aims to examine how marketing automation affects the buying decision through brand awareness and external branding. The theory was outlined by six concepts which were marketing automation, external branding, brand communication, brand awareness, and buying decisions. These concepts led the authors to create six different hypotheses in order to find a link between them.  The data were collected through a self-completion questionnaire, therefore a quantitative study with an exploratory purpose was conducted. The results from the 118 respondents of the questionnaire suggest that marketing automation influences the organizational buying decision by enhancing brand awareness. Moreover, marketing automation has a positive impact on external branding which also has a positive effect on the buying decision. Concludingly, this suggests that marketing automation does positively affect the B2B buying decision through brand awareness and external branding.

Submitted by Marlene Aparecida de Souza Cardozo (mcardozo@pucsp.br) on 2016-08-01T16:11:59Z No. of bitstreams: 1 Alfredo Guimaraes Motta.pdf: 744795 bytes, checksum: 43634ec8c9eace2663e88dc0ed3e943e (MD5) / Made available in DSpace on 2016-08-01T16:12:00Z (GMT). No. of bitstreams: 1 Alfredo Guimaraes Motta.pdf: 744795 bytes, checksum: 43634ec8c9eace2663e88dc0ed3e943e (MD5) Previous issue date: 2016-03-14 / This study has aimed to develop a framework to support the implementation of content marketing and storytelling for the construction of solid brands in a postmodern world. The motivation behind it has been primarily the importance that brands have for both organizations and individuals, considering its economic role and the satisfaction of objective and subjective needs. Secondly, the size of the investment in brand communication exceeded R$ 120 billion in 2014 in Brazil, recquiring its effective use. Finally, this research is justified by the simultaneous occurrence of two key vectors of change in society: the emergence of a new generation of consumers and the ubiquitous adoption of the internet and mobile telephones by the population that has set a new media paradigm, which demand a review of marketing strategies and tactics for branding. In this context, content marketing and storytelling are marketing tools that have grown in use and in share of the marketing budgets. Assuming that the two techniques can benefit from a more robust set of concepts, parameters and processes to guide their use, an exploratory research was conducted, consisting of fifteen interviews with specialists in brand communications and storytelling, from distinct segments, occupying managerial positions, and in charge of annual marketing budgets equal or superior to R$ 1.000.000. The result of this work is an objective framework to guide the use of content marketing and storytelling for branding, comprehending twelve steps, supported by the experience of industry leaders with significant experience in the disciplines / Esta pesquisa teve como objetivo desenvolver um framework para guiar a utilização do marketing de conteúdo e do storytelling para a construção de marcas na pósmodernidade. A sua motivação foi primeiramente a importância que as marcas têm nesta sociedade para indivíduos e empresas, tanto pelo papel econômico que exercem, como pelas necessidades objetivas e subjetivas que satisfazem. Um segundo fator importante para a realização deste estudo é o tamanho do investimento publicitário no Brasil, superior a R$ 120 bilhões no Brasil em 2014, que requer eficácia na sua utilização. Finalmente, justifica-se este trabalho pela ocorrência de dois vetores de mudança com grande repercussão na comunicação mercadológica: a emergência de uma nova geração de consumidores e a adoção maciça da internet e da telefonia móvel pela população que estabeleceu um novo paradigma de mídia, e demandam uma revisão das estratégias e táticas para construção de marcas. Neste contexto, o marketing de conteúdo e o storytelling são duas ferramentas que têm crescido em utilização e enquanto fatias do orçamento de marketing. A partir da premissa que elas podem se beneficiar de conceitos, parâmetros e processos que norteiem a sua utilização, foi conduzida uma pesquisa exploratória, em que foram entrevistados em profundidade quinze especialistas em comunicação de marcas e contação de histórias, de segmentos de atuação distintos, ocupando cargos de liderança em empresas com orçamentos anuais de marketing superiores a R$ 1.000.000. O resultado deste trabalho é o oferecimento de um modelo objetivo para a aplicação destas técnicas para a construção de marcas poderosas, constituído de doze passos sequenciados, respaldado pela experiência de profissionais com grande vivência na disciplina

The purpose of this study is to highlight the opportunities of using social media as a communicative tool to attract and engage customers on different social media platforms. In recent years social media has become an important way for business to communicate with people both national and global. The idea behind this thesis was found when we saw different approaches of how companies used social media as a marketing tool. Through a qualitative approach we did eight interviews with six different companies and two social media consults which have given us a basis of what companies really want to achieve with social media. With these interviews we were able to analyze and discuss the abilities to interact with people and how companies distribute content that engage users and increase their credibility to the company.

Bakgrund: Traditionell marknadskommunikation anses ha gått från att vara en envägskommunikation från företag till konsumenter, till en tvåvägskommunikation där konsumenter kan interagera med företag. Visuell kommunikation är ett verktyg inom markndskommunikation, där ett fokus kan ligga på värdeskapande. Det stora användandet av sociala medier har lett till att företag bör anpassa deras marknadskommunikation som kommunikationsstrategi till värdeskapande innehåll. Syfte: Syftet med studien är att undersöka vad mottagarna anser är ett värdeskapande innehåll i ett företags visuella kommunikation på Instagram. Metod: I denna studie har en kvalitativ fallstudie applicerats, där fem semistrukturerade intervjuer har utförts. Studien grundar sig i en deduktiv ansats med inslag av induktiv ansats. Slutsats: Mottagarna anser att ett värdefullt innehåll från företag på Instagram ska bestå av varierande bilder med nytänkande innehåll, och som reflekterar företagets personlighet. Den största del av bilder som publiceras av inredningsföretag ska inspirera mottagarna och det genom att företag placerar deras inredningsprodukter i en miljö. De bildelement som tycks påverka hur en bild uppfattas är färg, ljussättning samt om produkten är placerad i en inredningsmiljö. Dessa delar påverkar sedan om det leder till att mottagarna skapar en tolkning av en bild samt om en emotion skapas. Bildelementen kan ses som delar i en bilds helhet, och om en del fattas kan det påverka hur bilden uppfattas. / Background: Traditional marketing communications has gone from a one-way communication from organizations to consumers, to a two-way communication where the consumers can interact with organizations. Within marketing communication an visual marketing can be used as a tool to create value-adding content. The large consumption of social networks is a reason why organizations need to adapt their strategy regarding marketing communication towards value adding for the consumers. Purpose: The purpose of this study is to investigate what the reciever believes is valueadding content in a company’s visual communication on Instagram. Method: In this study a qualitative case-study have been applied, where five semistructured interviews have been conducted. The study is based on a deductive approach, with elements of inductive approach. Conclusion: The recievers thinks that value-added content from companies on Instagram should contain a diversity of images with content that is new thinking, and that reflects the company’s personality. The biggest part of images that is published by interior-companies should inspire the recievers, this by posting pictures where the company have placed their interior-products in an environment. The element areas that seem to influence how a image is recieved are through colours, lightning and the placement of interior-products in an environment. These parts affect how the respondents interpretate the picture and if an emotion is created. The element areas can be seen as parts of a wholeness in an picture, and if one part is missing it can influence how the picture is percieved.

Background: Companies have lately been engaging their business activities onto social mediaand its platforms. They are taking advantage of the opportunities provided by social media and they are starting to realize the importance of content marketing. Problem Discussion: Content marketing has been researched previously research. However, the research regarding B2B content marketing and the differences between B2B and B2C content is still rather limited. The question lingers whether the same principles apply to firms working with B2B as well. Moreover, a clear framework or guide regarding the way that content should be created does not yet exist – a guide including the aspects may be taken into account when creating content and implementing content marketing. Purpose: The purpose of this study is to understand and describe how companies deal with the content creation process, within content marketing through social media. Research Question: How do companies handle content creation for content marketing through social media? Methodology: This thesis has taken a qualitative and abductive approach on the study. It hasbeen based on a multiple-case study, where semi-structured interviews took place with sevenfirms working with content marketing and content creation - in a B2B context. Conclusion: All seven firms have a uniform understanding of content marketing, aligned withprevious research. The study concludes that there are similarities between the ways that companies handle content marketing. Furthermore, the study concludes that there are general traits that needs to always be taken into consideration when creating content s.a. long term planning, providing value to the customer, well thought out message and choosing the right channels for content distribution.

In the thesis I focus on selected instruments of internet marketing which are suitable for small size companies. The terms internet advertising and internet sales promotion instruments are explained in the first chapter. Sufficient part of the thesis is dedicated to the rules of webpage creation and the means of their optimization for search engines (SEO) as well as to the options of their attendance measuring (Google Analytics).The second chapter is focused on the concept of content marketing and in particular on its practical use in business for the improvement of business performance of the company. I will present the social networks that are appropriate for the broadcast of created content. The last chapter is the outcome of previous two chapters. The theoretical findings are applied in the present case on specific company-drevozesveta,s.r.o. All the recommendations arising from the analysis of present marketing communication of the company are consequently applied to the creation of the webpages of the new brand of the company drevozesveta, s.r.o.-Nábytek ze světa.In the conclusion of the chapter I compare the success rate of both mentioned web pages based on selected parameters.