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Utilizing Social Media For Lead Generation

Prakash, Adjitesh, Caton, Simon and Haas, Christian (2019) Utilizing Social Media For Lead Generation. In: Proceedings of the 52nd Hawaii International Conference on System Sciences 2019. University of Hawai'i at Manoa, pp. 2304-2313. ISBN 9780998133126

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Abstract

Social Media is the most prevalent platform for communication, forming and maintaining professional as well as social relationships. The growth of platforms and the exponential rise in the user base of social media websites like LinkedIn, Facebook and Twitter, is evidence of their widespread acceptance. They pose many opportunities for businesses to exploit this facet of digitally mediated relationships, for example spreading awareness about the business and engage with prospective customers. The focus of this research is on the use of social media to identify relevant profiles or ``leads'' for a business in sourcing new employees, or collaborators. The paper utilizes data from social networking sites Twitter and LinkedIn and presents an automated approach for the discovery of leads. For the considered business cases, Twitter was found to be irrelevant for lead generation due to its emphasis on personal vs. professional user positioning. The presented final approach utilizes only four attributes from LinkedIn users' profiles to generate high quality leads, and is tested for robustness to variations in input data, different business contexts and vulnerability to noise in the input data. The results show the robustness and consistency of the presented approach to generate leads despite utilizing a small subset of features.

Item Type: Book Section
Subjects: Q Science > QA Mathematics > Electronic computers. Computer science
T Technology > T Technology (General) > Information Technology > Electronic computers. Computer science

Z Bibliography. Library Science. Information Resources > ZA Information resources > ZA4150 Computer Network Resources > The Internet > World Wide Web > Websites > Online social networks
T Technology > TK Electrical engineering. Electronics. Nuclear engineering > Telecommunications > The Internet > World Wide Web > Websites > Online social networks
Divisions: School of Computing > Staff Research and Publications
Depositing User: CAOIMHE NI MHAICIN
Date Deposited: 11 Oct 2018 14:59
Last Modified: 04 Jan 2019 11:18
URI: http://trap.ncirl.ie/id/eprint/3261

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