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Industrial SMEs in B2B Relationships: Perceptions of Familiarity With and Use of LinkedIn as an Effective Tool for Internationalization
Abstract
This study Spanish SMEs that manufacture intermediate goods, focusing on their familiarity with and use of 4.0 technologies in the internationalization process. The research centers on the Business-to-Business (B2B) market and explores the perception, familiarity, and use of LinkedIn as a professional tool. Currently, LinkedIn is recognized as an efficient platform for enhancing visibility and credibility among potential international clients. It also serves as a key instrument for digitizing client relationship management. The study adopts the Technology-Organization-Environment (TOE) Framework proposed by Tornatzky and Fleischer (1990) A qualitative research approach was employed to determine the framework's applicability to the industrial B2B sector. The research sample consisted of 10 CEOs and executives from industrial SMEs, and data was collected through in-depth interviews and analyzed statistically. The results reveal significant gaps in managers' knowledge of the benefits of adopting digital technologies, particularly LinkedIn, for accessing international clients.
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