naa a22 4500 51076004X CHVBK 20180411083136.0 cr unu---uuuuu 180411e20130601xx s 000 0 eng 10.1007/s12525-013-0123-9 doi (NATIONALLICENCE)springer-10.1007/s12525-013-0123-9 New business client acquisition using social networking sites [Elektronische Daten] [Przemyslaw Kazienko, Natalia Szozda, Tomasz Filipowski, Wieslaw Blysz] The rapid development and expansion of the social services and social networking sites (SNSs) on the Internet has boosted interdisciplinary research on online communities as a part of social network analysis. Social networking creates a unique opportunity to establish new business contacts with people from unexplored markets to gain new customers or contractors. The goal of the paper is to present a new idea for acquisition of new customers in the business-to-business market using individual human relationships existing SNSs. In order to find an appropriate solution, the SCAN method (System for Client Acquisition via Social Network) has been proposed. This method is a B2B application to support new markets gaining process. It makes use of paths over human relationships that lead in the shortest and steadfast way from the searching company members to the potential clients represented by their selected employees. The Author(s), 2013 Client acquisition nationallicence Online social system nationallicence Social networking site nationallicence Business hubs nationallicence Marketing nationallicence Business market nationallicence Industrial market nationallicence B2B nationallicence Social networks nationallicence Kazienko Przemyslaw Institute of Informatics, Wroclaw University of Technology, Wyb. Wyspianskiego 27, 50-370, Wroclaw, Poland aut Szozda Natalia Wroclaw University of Economics and Research & Engineering Center Sp. z o.o., ul. Komandorska 118-120, 53-345, Wroclaw, Poland aut Filipowski Tomasz Wroclaw University of Technology and Research & Engineering Center Sp. z o.o., Wyb. Wyspianskiego 27, 50-370, Wroclaw, Poland aut Blysz Wieslaw Research & Engineering Center Sp. z o.o., ul. Strzegomska 46B, 53-611, Wroclaw, Poland aut Electronic Markets Springer-Verlag 23/2(2013-06-01), 93-103 1019-6781 23:2<93 2013 23 12525 https://doi.org/10.1007/s12525-013-0123-9 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/s12525-013-0123-9 text/html Onlinezugriff via DOI NATIONALLICENCE 700 1- Kazienko Przemyslaw Institute of Informatics, Wroclaw University of Technology, Wyb. Wyspianskiego 27, 50-370, Wroclaw, Poland aut NATIONALLICENCE 700 1- Szozda Natalia Wroclaw University of Economics and Research & Engineering Center Sp. z o.o., ul. Komandorska 118-120, 53-345, Wroclaw, Poland aut NATIONALLICENCE 700 1- Filipowski Tomasz Wroclaw University of Technology and Research & Engineering Center Sp. z o.o., Wyb. Wyspianskiego 27, 50-370, Wroclaw, Poland aut NATIONALLICENCE 700 1- Blysz Wieslaw Research & Engineering Center Sp. z o.o., ul. Strzegomska 46B, 53-611, Wroclaw, Poland aut NATIONALLICENCE 773 0- Electronic Markets Springer-Verlag 23/2(2013-06-01), 93-103 1019-6781 23:2<93 2013 23 12525 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer