B2B video for sales outreach general analysis and a model extension for product videos
- Due to the growing importance of videos for B2B sales outreach, this study proposes an extended model based on the Corporate-Video Model by Büsching and Meidel (2016) and a qualitative survey with high-ranking company representatives. The findings comprise seven complementary categories: structure, communication, product display, information content, unique selling proposition, value-based selling, and dramaturgy of product videos. The model extension aids practitioners in analyzing and conceptualizing compelling B2B product videos.
| Author of HS Reutlingen | Schmaeh, Marco; Zeiner, Max; Schlechter, Tobias; Wintermantel, Nathalie; Gottwald, Christian; Pfeil, Isabell; Werner, Hanna |
|---|---|
| URN: | urn:nbn:de:bsz:rt2-opus4-38785 |
| DOI: | https://doi.org/10.33642/ijbass.v8n11p4 |
| ISSN: | 2469-6501 |
| Erschienen in: | International journal of business and applied social science |
| Publisher: | Center for Promoting Education and Research |
| Place of publication: | New York |
| Document Type: | Journal article |
| Language: | English |
| Publication year: | 2022 |
| Tag: | B2B; product videos; sales |
| Volume: | 8 |
| Issue: | 11 |
| Page Number: | 7 |
| First Page: | 27 |
| Last Page: | 33 |
| DDC classes: | 300 Sozialwissenschaften |
| Open access?: | Ja |
| Licence (German): |  Creative Commons - CC BY - Namensnennung 4.0 International |
