Analysing the role of social media in dialogue marketing and management as a contemporary franchising local area marketing technique

Geoffrey B. Webster, Margee Hume

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Citation (Scopus)


The role of social media as a contemporary Local Area Marketing (LAM) technique in Dialogue Marketing is not clearly defined. Dialogue Marketing focuses on a structured approach of ongoing interactive communication to form relationships with people (Allan Steinmetz, 1997). According to Webster and Hume (2015) contemporary LAM techniques refer to using digital marketing to build relationships with local community. Problems facing franchise businesses include how to use Dialogue Marketing as a contemporary LAM technique to maximise local community connections as well as to build essential relationships. Advancing previous work in LAM, this study analyses social media's role as a contemporary LAM technique in Dialogue Marketing. It explores the use of Dialogue Management as a tool to enhance Dialogue Marketing for franchise businesses. It presents an integrated framework for the identification of social media adoption levels and how this can enhance franchise business success by providing an important contribution to the franchise industry sector. It concludes by offering a conceptual touchpoint channel model with a view to progressing discourse in the area and uniting current thinking.

Original languageEnglish
Title of host publicationCompetitive Social Media Marketing Strategies
PublisherIGI Global Publishing
Number of pages30
ISBN (Electronic)9781466697775
ISBN (Print)1466697768, 9781466697768
Publication statusPublished - 1 Jan 2016
Externally publishedYes


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