9796_Digital marketing in the Irish construction industry

1

Digital Marketing in the Irish
Construction Industry

Dissertation submitted in part fulfilment of the requirements
for the degree of

Masters of Business (MBA)
At Dublin Business School

Michael Kelly
10154832

Dublin Business School

August 2016
2

Declaration:

I, Michael Kelly, declare that this research is my original work and that it has
never been presented to any institution or university for the award of Degree
or Diploma. In addition, I have referenced correctly all literature and sources
used in this work and this work is fully compliant with the Dublin Business
School’s academic honesty policy.

Signed:

Date:

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Acknowledgements:

I would like to thank my supervisor, Dr. Chantal Ladias for her patience and her guidance
throughout this dissertation process. She was always available and her comments and
suggestions were invaluable.

I would like to thank all the industry professionals from the Irish construction industry for
their input and time with this research. Without their insight and expert knowledge this
research would not have been possible.

Finally, I would like to thank my wife Hilary for all her help. To my family and friends, thank
you for your support throughout this process. I would like to thank all my classmates for
their support and backup. This network has been invaluable and vital in the process of this
research

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Abstract:

The Irish construction industry has long been recognised as one of the main driving forces
behind the Irish economy. The modern construction business is challenged with competing
in this sometimes harsh, fragmented sector. The Irish construction industry adopts more
traditional business approaches, therefore is often viewed as being cynical in nature and
reluctant to change. The uncertainty that has clouded the construction industry in
particular since the Irish economic crisis seems to be diminishing and recent forecasts
tentatively suggest the future is now looking promising.

This research aims to provide an insight into the Irish construction industry and the role
digital marketing can play within that industry. The digital marketing industry in Ireland has
grown over the last number of years in conjunction with continued advancements in
technology and infrastructure. This study will investigate the attitudes of construction
industry professionals towards digital marketing and will also analyse what benefits digital
marketing can bring to the industry.

This research will also examine how the consumer views the Irish construction industry’s
current digital presence. Irish digital consumers’ use of the existing digital and social media
platforms will be explored. As the target end user group for the Irish construction industry
the Irish consumer can offer valuable insight the wants and needs of the potential buyer as
regards any future digital marketing campaigns by the Irish construction industry. This
research aims to highlight if there is a niche for digital marketing within the Irish
construction industry to facilitate future growth of this recovering sector.

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Abbreviations:
B2B
Business to Business
B2C
Business to Consumer
BIM
Building Information Modelling
C2C
Consumer To Consumer
CIF
Construction Industry Federation
CSO
Central Statistics Office
DBS
Dublin Business School
GNP
Gross National Product
PPC
Pay per Click
SCSI
Society of Chartered Surveyors Ireland
SEO
Search Engine Optimisation

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CONTENTS

CHAPTER 1: INTRODUCTION
………………………………………………………………. 1
1.1.
Introduction…………………………………………………………………………………………………..
1
1.2.
Research Aims ……………………………………………………………………………………………….
2
1.3.
Motivation for the research …………………………………………………………………………….
3
1.4.
Theoretical justification for this topic of research
………………………………………………
4
1.5.
Novelty of research ………………………………………………………………………………………..
5
1.6.
Dissertation roadmap
……………………………………………………………………………………..
6
CHAPTER 2: LITERATURE REVIEW ……………………………………………………….. 8
2.1.
Introduction…………………………………………………………………………………………………..
8
2.2.
Irish construction industry ………………………………………………………………………………
8
2.3.
Digital marketing ……………………………………………………………………………………………
9
2.4.
Digital Strategies ………………………………………………………………………………………….
13
2.5.
Irish Digital Consumers
…………………………………………………………………………………
15
CHAPTER 3: RESEARCH METHODOLOGY & METHODS …………………………… 18
3.1.
Introduction…………………………………………………………………………………………………
18
3.2.
Research Philosophy …………………………………………………………………………………….
18
3.3.
Research Approach ………………………………………………………………………………………
19
3.4.
Research Strategy
…………………………………………………………………………………………
21
3.5.
Time Horizon ……………………………………………………………………………………………….
21
3.6.
Data Collection …………………………………………………………………………………………….
22
3.6.1.
Secondary Data collection……………………………………………………………………….
23
3.6.2.
Primary Qualitative Data Collection …………………………………………………………
26
3.6.3.
Primary Quantitative Data Collection
……………………………………………………….
27
3.6.4.
Data Analysis…………………………………………………………………………………………
31
3.7.
Population and Sample …………………………………………………………………………………
32
3.8.
Ethical Issues ……………………………………………………………………………………………….
33
3.10. Limitations to the research ……………………………………………………………………………
34
CHAPTER 4: DATA ANALYSIS / FINDINGS ……………………………………………. 35
4.1.
Introduction…………………………………………………………………………………………………
35
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4.2.
Analysis of quantitative data obtained from industry professionals
……………………
35
4.2.1.
Response rates by industry professionals ………………………………………………….
35
4.2.2.
Importance of digital marketing and promotion activities to business
………….
35
4.2.3.
Communication channels currently employed
……………………………………………
36
4.2.4.
Existing use of digital marketing to grow business……………………………………..
37
4.2.5.
Presence of a designated marketing department ………………………………………
38
4.2.6.
Company level of digital marketing interaction …………………………………………
38
4.2.7.
Company’s Social media Presence ……………………………………………………………
39
4.2.8.
Influence of a digital marketing presence on decisions to deal with a company

40
4.2.9.
Reasons for company use of social media …………………………………………………
40
4.2.10. Effect of social media campaign on business growth
………………………………….
41
4.2.11. Likelihood of future digital marketing campaign ……………………………………….
42
4.2.12. Employees in company
……………………………………………………………………………
42
4.2.13. Additional feedback from industry professionals ……………………………………….
43
4.3.
Analysis of quantitative data obtained from consumers
……………………………………
44
4.3.1.
Response rates by consumers ………………………………………………………………….
44
4.3.2.
Occurrence of renovations or a building project in the preceding year………….
44
4.3.3.
Expenditure on recent building or renovation project …………………………………
45
4.3.4.
Consumer view on the use of the internet in a recent renovation or building
project 45
4.3.5.
Consumer attitude to direct contact from companies following website visit ..
47
4.3.6.
Consumer concerns regarding online shopping for construction products …….
47
4.3.7.
Consumer choice regarding purchase of construction materials ………………….
48
4.3.8.
Most visited websites relating to building or construction Products……………..
49
4.3.9.
Consumer rating of the Irish construction industry’s digital presence …………..
50
4.3.10. Age profile of consumer respondents ……………………………………………………….
50
4.3.11. Gender of consumer respondents …………………………………………………………….
51
4.4.
Analysis of qualitative data obtained from industry professionals ……………………..
51
CHAPTER 5: DISCUSSION …………………………………………………………………. 52
5.1.
Introduction…………………………………………………………………………………………………
52
5.2.
Current industry attitudes to digital marketing ………………………………………………..
52
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5.3.
The Digital Marketing Awakening within the Construction Industry …………………..
54
5.3.
Motivation to implement digital marketing strategies
………………………………………
58
5.4.
Barriers to implementation of digital marketing strategies ……………………………….
59
5.5.
Consumer attitudes and behaviour ………………………………………………………………..
61
CHAPTER 6: CONCLUSIONS & RECOMMENDATIONS …………………………….. 66
6.1.
Conclusions………………………………………………………………………………………………….
66
6.2.
The Irish construction industry has not embraced digital marketing
…………………..
66
6.3.
Potential benefits from implementation of digital marketing…………………………….
68
6.4.
Potential barriers which prevent implementation of digital marketing strategies ..
68
6.5.
Consumer attitudes towards the Irish construction industry’s digital presence……
70
6.7.
Recommendations for further research …………………………………………………………
71
Chapter 7: Reflection ……………………………………………………………………… 72
7.1.
Introduction…………………………………………………………………………………………………
72
7.2.
MBA ……………………………………………………………………………………………………………
72
7.3.
Dissertation process: …………………………………………………………………………………….
73
7.4.
Self reflection ………………………………………………………………………………………………
75
7.4.1.
Introduction…………………………………………………………………………………………..
75
7.4.2.
Self Appraisal ………………………………………………………………………………………..
75
7.4.3.
Problem Solving …………………………………………………………………………………….
76
7.4.4.
Added value…………………………………………………………………………………………..
77
7.5.
Conclusion …………………………………………………………………………………………………..
78
BIBLIOGRAPHY
………………………………………………………………………………. 79
APPENDIX 1 ………………………………………………………………………………….. 86
APPENDIX 2 ………………………………………………………………………………….. 89
APPENDIX 3 ………………………………………………………………………………….. 92

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TABLE OF FIGURES

Figure 1.1: Employees within the Construction Industry (1000s) from 2000-2013
…………… 2
Figure 2.1: Mobile Web Use ……………………………………………………………………………….. 10
Figure 2.2: Customer decision journey …………………………………………………………………. 15
Figure 2.3: AIDA model ………………………………………………………………………………………. 16
Figure 3.1: Research Onion …………………………………………………………………………………. 19
Figure 4.1: Consumer perception of the importance of digital marketing ……………………. 36
Figure 4.2: Communication channels employed for promotions
………………………………… 37
Figure 4.3: Utilisation of digital market to expand business ……………………………………… 37
Figure 4.4: Employment of a designated marketing department ……………………………….. 38
Figure 4.5: Digital marketing interaction ……………………………………………………………….. 38
Figure 4.6: Social media platform usage ………………………………………………………………… 39
Figure 4.7: Importance of digital marketing presence ……………………………………………… 40
Figure 4.8: Reasons for social media usage…………………………………………………………….. 41
Figure 4.9: Perception of social media impact ………………………………………………………… 41
Figure 4.10: Likeliness of future digital campaigns ………………………………………………….. 42
Figure 4.11: Employment Figures …………………………………………………………………………. 43
Figure 4.12: Recent Renovations ………………………………………………………………………….. 44
Figure 4.13: Expenditure on renovation projects
…………………………………………………….. 45
Figure 4.14: Consumer attitudes ………………………………………………………………………….. 46
Figure 4.15: Follow-up from company …………………………………………………………………… 47
Figure 4.16: Consumer concerns regarding online transactions …………………………………. 47
Figure 4.17: Construction materials purchase habits ……………………………………………….. 48
Figure 4.18: Age profile of participants …………………………………………………………………. 50
Figure 4.19: Gender of participants ………………………………………………………………………. 51
Figure 5.2: Irish Registered Social Media Accounts ………………………………………………. 64
Figure 5.3: Daily usage of social media accounts
………………………………………………….. 64
Figure 5.4: Ireland versus Global mobile usage ……………………………………………………. 65
Figure 7.1: The evolution of the dissertation ………………………………………………………….. 73
Figure 7.2: Perceived Career Value
……………………………………………………………………….. 77

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TABLE OF TABLES

Table 4.1: Industry professionals’ personal responses.
………… Error! Bookmark not defined.
Table 4.2: Consumer attitudes ………………………………………… Error! Bookmark not defined.
Table 4.3: Concerns associated with online shopping ………….. Error! Bookmark not defined.
Table 4.4: Recently visited construction associated websites .. Error! Bookmark not defined.

Chapter 1

Introduction
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CHAPTER 1: INTRODUCTION
1.1.
Introduction
Digital marketing can be defined as “the use of digital channels to promote or market
products and services to consumers and businesses”(Digital Marketing 2016) In essence, the
key objective is the promotion of brands through the various forms of digital media. Digital
marketing encompasses the extensive selection of service, product and brand marketing
tactics, employing the internet as the core promotional media, in conjunction with mobile
and traditional TV and radio. The digital marketing industry has grown substantially over
the last number of years, aided by the huge advancements in technology, and recently the
digital landscape has advanced at a lightening pace. Many industries, including the Irish
fashion industry, have successfully embraced these digital advances, employing social media
platforms in a move which has made these particular industries as a whole more accessible.

However, despite the documented advances in the digital marketing field, digital marketing
within the Irish construction industry trails well behind other industries in Ireland. Billions
of Euro are spent annually on Irish construction projects encompassing both public and
private sector spending. The construction industry in Ireland is very conservative and there
is a huge lack of trust between stakeholders (Gunnigan 1999). This mistrust is underpinned
by the tendering process through which many large projects are awarded, whereby in
essence the lowest bidder secures the contract. The tender process is very secretive and
sometimes means the contract is awarded to the lowest price rather than to the best overall
package put forward.

Currently, there are approximately 40,000 different registered businesses in the Irish
construction industry, employing approximately 280,000 people. The construction industry
is a major driver on the Irish economy, with the performance of the economy and the
construction industry very closely linked. During the height of the “Celtic tiger” era, figures
from 2006 indicate that construction output represented 24% of total Gross National
Product (GNP) (Mac An Bhaird 2010). By late 2008 the Irish banking crisis arose, and the
Chapter 1

Introduction
2

associated collapse of the construction industry was apparent, with the subsequent decline
in construction employment directly accounting for approximately two thirds of the jump in
the Irish unemployment rate after 2007 (Figure 1.1) (Mac An Bhaird 2010). Indeed, the
collapse of the construction industry has been proposed as one of the major contributing
factors to the recent Irish recession, with studies suggesting that Ireland would have been
able to offset fiscal action had it not been for the collapse in construction-related tax
revenues (Honohan 2009). Therefore the performance of the construction industry and its
continued sustained growth will be directly linked to the recovery of Ireland’s economy.

Figure 1.1: Employees within the Construction Industry (1000s) from 2000-2013

1.2.
Research Aims
The aim of this research is to ascertain how digital marketing is currently employed within
the Irish construction industry. The research will examine the digital marketing platforms
being currently used and will look at their effectiveness. In order to show this the following
objectives/aims were established:
 Firstly, the research will investigate the current digital landscape for the construction
industry in Ireland.
 Secondly, the research will analyse business behaviour online in Irish construction
industry.
 Following on from this, this study aims to analyse the attitudes towards the online
digital strategies currently employed by the Irish construction industry.
Chapter 1

Introduction
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 The attitude of the consumer or end user towards the Irish construction industry and
the digital presence of that industry will be assessed.
 The final objective will be to identify the main barriers to effective implementation
of a digital marketing presence in the Irish construction industry.

1.3.
Motivation for the research
The Irish construction industry is a huge contributor to the performance of the Irish
economy, as well as the European economy as a whole. Having personally worked in the
industry for many years it is clear the sector needs to be adaptable and open to new ideas.
The Irish construction industry bases its very foundations on the low cost model, yet
frequently numerous contracts overrun both on time and cost. The use of effective digital
media channels may help, minimising disputes between all the different parties involved.
Due to the fragmented nature of the Irish construction industry, an integrated approach is
required. On a typical construction project in Ireland there could be up to 30 different
stakeholders involved, inevitably resulting in disputes, disruptions and high levels of
inefficiency which are totally unsustainable.

The number of Internet users in 2011 exceeded 225 million in North America (Business
Monitor Intelligence July 2012). These usage levels, coupled with over one billion active
users on Facebook (Fisch 2010), indicates how both internet and social media have
massively impacted on the daily lives of the world’s citizens. Research conducted by
Leeflang et al states that potential customers will carry out at least four online reviews
before purchasing a product of service (Leeflang et al. 2014). Additionally, mobile media is
driving a second internet revolution (Husson et al. 2013). A study by Shyu has attributed the
surge in digital activity to the improved bandwidth wireless networks and improved mobile
signal (Shyu 2015). These advances endow modern consumers with more decision making
power and access to more information when making pre-purchase decisions. Digital media
has expanded the possible markets for the Irish construction industry. This is an area that
can offer competitive advantage so is of particular interest to businesses that work within
the Irish construction industry.
Chapter 1

Introduction
4

The consumer market in Ireland has changed dramatically. Changes in consumer behaviour
have forced firms to rethink their marketing strategies in the digital domain. Modern
consumers can now gain expert knowledge from participation in popular social networks. In
order to continue to expand and grow the Irish construction industry needs to be able to
survive and remain relevant to the every changing marketplace. The online marketplace
allows the consumer to browse without being disturbed. The businesses need to ensure
they have a presence online in order to be able to communicate with potential customers.
This research will investigate the ever changing landscape and interpret the positioning of
the Irish construction industry.

1.4.
Theoretical justification for this topic of research
Digital marketing has become more main stream in the last number of years. This type
marketing has become the most important strategy in the current business landscape.
Changes in consumer behaviour require firms to rethink their marketing strategies in the
digital domain (Tiago et al. 2014). Digital marketing is promotion of products or services
using all forms of digital advertising platforms to reach the target audience. This medium
includes radio, mobile, television, social media marketing and other smaller less forms of
digital media. Mobile marketing has become the most popular platform to engage and
reach out to the target market. The digital advertising phenomenon began in October 1994
when the web magazine, Hotwired, sold the first “banner advertising” to AT&T, laying the
foundations for the “banner advertising” approach evident today (Oberoi 2013). This
movement to online advertising changed marketing approaches forever. The focus of
business had to change in order to keep up with this fast pace environment.

Currently there are a number of digital marketing frameworks in existence. This research
will investigate the available platforms and their implementation within the Irish
construction industry. According to John O’Regan, AECOM’s Head of Programme, Cost and
Consultancy in Ireland, the Irish construction industry is presently experiencing an upturn in
business, with figures for 2015 showing a 14% increase compared to 2014 and the AECOM
predicts double-digit growth for 2016 (AECOM Ireland Annual review 2016). Many of the
Chapter 1

Introduction
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companies involved in the Irish construction industry would have very satisfactory offline
marketing campaigns, however, there needs to be a link between online and offline
campaigns. This research will investigate how this integration can be used to increase
business visibility. In this digital age, potential consumers will automatically search online
for information they require, therefore the digital marketing platforms create great
opportunities for business. However, with so many messages and communications being
sent and received through these platforms, the company need to ensure they are reaching
their target audience.

The Irish construction industry is beginning to take an interest in digital marketing. Upon
observing current trends in other industries, it is obvious that all types of companies and
traders are utilising digital marketing to attract and secure new business. The Construction
Industry Federation (CIF), the representative body for the Irish construction industry, has
now entered into partnership with a digital marketing firm, Aspire Digital, to enhance the
digital presence of its members. All aspects of digital marketing will be addressed with a
specific emphasis on the social media aspect of digital marketing. This service will be
provided free of charge to CIF members, offering them a substantial advantage in an
increasingly busy marketplace. This move signifies a culture shift within the construction
industry and demonstrates the willingness of the industry to change the old traditional
methods which are rapidly becoming outdated.

1.5.
Novelty of research
Very little research has been carried out to date within the Irish construction industry, in
part due to the closed nature and culture within the industry. However, as a direct result of
AECOM’s predicted growth for this year, research into mechanisms of sustaining this growth
is a priority. Therefore, this research will provide some insight as to the positive impact
digital media could have on the future of the construction industry. The results of this
research will be very interesting for both the Irish Construction Industry and the marketing
departments of all businesses associated with construction. The information will relevant to
all stakeholders from the builders to the end users and all the intermediaries in between
Chapter 1

Introduction
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and will propose new avenues for current construction businesses to pursue in order to
facilitate expansion and increased sustained profits.

1.6.
Dissertation roadmap
Chapter 1: Introduction
This chapter provides a background to the Irish construction industry and the current
standards of operation. The importance of the construction industry to the Irish economy is
discussed. This chapter also gives an understanding of digital marketing and its need in the
modern marketplace. The objectives which form the basis of this research are detailed.
Additionally the justification for the research topic is explored in this chapter.

Chapter 2: Literature review
This chapter defines digital marketing and presents the different models and theories that
exist within this field. Additionally, this chapter will demonstrate the application of these
different models in the marketplace, critically reviewing the impact of each approach.
Furthermore, the chapter compares digital and traditional marketing channels and
strategies.

Chapter 3: Research Methodology and Methods
In this chapter, research methodology and methods will be outlined and discussed. From
here, qualitative and quantitative research will be defined and the reasons for choosing
each research method will be explained. The aims of this research will be presented. For this
research both questionnaires and interviews will used to gather information. The reasoning
for this will explained. The use of both quantitative and qualitative will allow for a better
researched topic and ensure that the research is accurate and relevant. The time horizon
and the process of data collection will be presented. The limitations to the research will be
put forward and the process in which these overcome.
Chapter 1

Introduction
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Chapter 4: Data Analysis and Findings
In this chapter the information gathered from interviews and questionnaires will be
presented. The research gathered from the quantitative process will be presented in the
form of graphs, making it easier for the reader to understand. The feedback from the
interviews with participants from both the Irish construction and Irish digital marketing
sector will also be presented. This deductive research approach will allow the facts to be
presented in an unbiased fashion.

Chapter 5: Discussion
This chapter aims to explain all the data collected during the research process. The details
from the interviews will be explained, the results from the questionnaires will be discussed
and the data obtained from the literature review will be presented. All of the above will
then be examined and how it relates to the Irish construction industry.

Chapter 6: Conclusions and Recommendations
In this chapter, recommendations will be made based on the primary and secondary
research gathered. The aims and the objectives of the research will be applied to the
findings. This will then allow for conclusions and recommendations to be made. The results
from this chapter will be of particular interest to the Irish construction industry.

Chapter 7: Self-Reflection
This chapter will summarise the whole experience of the dissertation research process. This
will depict the journey of the research process and how the experience has impacted on the
researcher. This will give an insight to the challenges and rewards associated with the
research dissertation process.

Chapter 2

Literature Review
8

CHAPTER 2: LITERATURE REVIEW

2.1.
Introduction
Digital marketing is relatively misunderstood concept amongst the professional from the
Irish construction industry. Indeed, the perception of digital marketing in the Irish
construction industry from a worldwide viewpoint would indicate that this industry lags
behind the same industry in other countries, when it comes to implementing digital
marketing strategies. The leaders at the forefront of the digital marketing revolution in
Ireland include the fashion and food industries, with the Irish construction industry very
slow to embrace digital marketing. The aim of the literature review is to:
1. Provide an understanding of the current situation in the Irish construction industry
2. Review digital marketing and its benefits
3. Gain an understanding of how to implement a digital marketing strategy
4. Review the activity of the Irish digital consumer

2.2.
Irish construction industry
The Irish construction industry is very traditional, with very little willingness to adapt to new
ways of thinking or technology. Very significant inefficiencies and problems still exist in both
paper transactions and non-integrated electronic solutions. The subsequent decline in the
industry following the collapse of the “Celtic tiger” economy has hindered the assimilation
of new innovations or strategies into the industry. The industry is plagued with conflict as a
result of multiple stakeholders and the fragmented nature of the sector which means many
different companies must attempt to work together in harmony. The tendering process for
awarding contracts, often very lucrative, has bred secrecy and distrust as companies
compete to outbid each other to secure projects. This has led to the development of a
stifling atmosphere within the sector, with very little information or knowledge sharing
among competitors and even between partners. With fixed price government contracts in
the pipeline the industry now has to look towards its outdated marketing strategies in an
effort to boost profits and business growth to pre-recession levels.
Chapter 2

Literature Review
9

Recent years have heralded a shift in attitude towards digital marketing platforms and
strategies. The construction industry has taken note of the successful implementation of
digital marketing strategies in other industries, and buoyed by the hard proof of soaring
profits and sales figures, the Irish construction industry is beginning to take its first hesitant
steps into the digital marketing world. The backing of digital marketing participation by the
Construction Industry Federation (CIF), the representative body for the Irish construction
industry, has in essence acted as a starter’s gun in the race to beat the competitors in an
industry which is known to prefer evidence based strategies. With the emergence of the
Irish construction industry from the recession inflicted slowdown, CIF have teamed up with
an Irish digital marketing company, Aspire, in a partnership focused on helping its members
develop and expand their digital marketing presence (Construction Industry Federation
2014). This endeavour on behalf of CIF is strategic, the birth of digital marketing occurred at
the precise time the Irish construction industry collapsed, meaning that CIF’s members are
years behind other sectors when it comes to digital marketing knowledge. Recognisant of
the advantages of a digital presence, CIF are willing to invest in digital marketing, in an effort
to drive the continued recovery and growth of the crippled sector.

The Irish construction industry is also embracing other technological advances during this
recovery period. The Building Information Modelling (BIM) program was developed in the
United States and is gaining traction in the European market and most recently Ireland. BIM
is a radical new software program used in the design process, is gaining in popularity among
members of the construction industry. BIM is a computer aided modelling system producing
a three dimensional representation of a building expected aesthetics upon completion. With
international construction companies now including BIM in their tender applications
worldwide the Irish construction industry must embrace these modern methods to retain
competitiveness in an ever improving marketplace.

2.3.
Digital marketing
Since its initial inception the field of marketing has changed dramatically. This marketing
evolution can be linked to growing internet usage and technological advances which mean
Chapter 2

Literature Review
10

consumers can now browse the web from smart devices on the go instead of from the
confines of a pc desk (Figure 2.1). The 1990’s saw the emergence of social commerce, with
new online retail models or marketing strategies incorporating established social networks,
sometimes in combination with peer-to-peer communication, to drive sales (Fader et al.
2012; Indvik 2013). This social commerce approach has now evolved into the current field of
digital marketing. The use of the internet and other digital media and technology in the
support of modern marketing has given rise to a bewildering range of labels and jargon.

Figure 2.1: Mobile Web Use (Weckler 2015)

In the beginning marketing professionals in this new field were faced with four extreme
challenges; large quantities of data, social media, proliferation of communication channels
and the ever changing consumer demographics. The internet has revolutionised the way
business is conducted globally. By the mid-2000s digital behaviour altered the power
dynamic between buyer and seller dramatically, with consumers researching products
online to arrive at their own decision before ever interacting with a salesperson. Social
media was still in its infancy during this period, with marketers unprepared for social to
emerge as one of the leading marketing outlets of the 21st century. During the latter half of
Chapter 2

Literature Review
11

the 2000’s social networking hit its stride, with a raft of platforms launching into the
unknown digital waters, aiming to reunite classmates, share photos with family globally or
keep in touch with professionals working in your field. The world adopted social media
platforms with open arms and today social networking has become a huge component of
people’s lifestyles, firmly engrained into the fabric of everyday life (McClure 2009).

The last decade has wrought dramatic changes on the marketing landscape. The time of
traditional marketing, where marketers were pushing out messages towards consumers via
one-way communication channels has passed (Parker 2011). Previously, there was no direct
link between the worlds of the company and consumer (Jaffe 2010). Through the
emergence of Social media platforms such as Facebook, Twitter and LinkedIn, companies
began to identify opportunities to exploit this unexplored marketing environment, taking
advantage of the ever increasing usage to reach a larger target audience and build their
brand (Ahlberg 2010). These platforms enabled the creation of a two way social
communication channel facilitating interaction and feedback between the consumer and
the brand; thus enabling greater flexibility and instant feedback (Hoyer et al. 2010; Kaplan
et al. 2010). Given the abrupt rise in mobile computing, it is perhaps unsurprising that the
popularity of social media platforms over the past several years has hinged on the
capabilities of smartphones and mobile devices.

Online commerce is going from strength to strength. Statistics from Amazon for sales on the
26 November 2012 indicate that consumers ordered more than 26.5 million items globally,
equating to a record 360 items per second (Cheredar 2012). Digital music sales outsold
physical sales in the USA for the first time in 2011, suggesting a change in consumer
attitudes and an appetite for online commerce (Fisch 2010). With global online populations
in excess of 2.1 billion in 2011 the allure of digital marketing is now irresistible. Internet
advertising is now seen as more of a ‘sure thing’ than most traditional media (Ryan et al.
2012). Major investment by industry, in particular the Irish construction industry, is required
in both digital marketing and social media. 2011 saw worldwide spending of $4.3 billion on
marketing in social media platforms alone (Williamson 2011). Technology and marketing are
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inseparable, with technological advances underpinning each major milestone in the history
of marketing since its inception.

There are many pros and cons as regards investing in a digital marketing campaign.
Advantages include (1) lower costs in comparison to traditional offline campaigns, (2)
effective customer targeting allowing a company to address a specific audience which can
really make a difference to sales and growth, (3) real time direct interaction with your
audience which can help to build a strong customer- supplier relationship for the company
and (4) the ability to publish what you want, when you want without being constrained by
strict marketing riles. Disadvantages include (1) banner blindness whereby customers have
become immune or indifferent to the large volumes of ads displayed on social platforms and
(2) risk of the company not been taken serious if attempts at digital marketing appear
unprofessional to the target audience. Correctly designed digital marketing campaigns have
the potential to greatly increase website footfall and increase sales. When it comes to digital
marketing business owners are extremely sceptical, perceiving this approach as a risky
investment, requiring a steep initial outlay and extensive time investments. However, as the
world becomes more digitally-focused, companies must be adaptable and since it is likely
that the competition has already invested in digital marketing it can be proposed that the
initial start up costs of a digital marketing campaign is actually more cost-effective than
advertising through traditional means alone. A well maintained website with quality content
targeting the needs and adding value to your target audience can provide significant value,
lead generation opportunities and increased sales conversions.

The business world has now entered a new era and this has lead to many challenges for the
implementation of digital marketing. Studies suggest developing brand and customer
relationships are imperative for success with digital marketing efforts (Leeflang et al. 2014).
Porter says the key question is not whether to deploy internet technology – companies have
no choice if they want to stay competitive – but how to deploy it (Porter 2001).

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2.4.
Digital Strategies
The digital marketing strategy refers to the definition of approach by which applying digital
technology platforms will support marketing and business objectives (Chaffey et al. 2016).
An effective digital marketing strategy will help a company make the right decisions to be
successful online. Within the Irish construction industry many businesses may need to
integrate with partners such as suppliers and distributors (Sultan et al. 2004). Wilkinson
states collaboration through technology is the key to the evolution of partnering
arrangements in construction (Wilkinson 2005), as a mechanism for overcoming the
industry’s fragmented nature. The employment of this integration should ensure meaningful
engagement with the target audience. Focusing on the future, any digital marketing strategy
must have the capability to integrate with multiple devices including mobile devices
(Strauss et al. 2013) to facilitate a more geographically mobile, time strapped consumer.

Digital marketing and social media provide opportunities for businesses to reach customers,
both existing and new, more efficiently (Taiminen et al. 20014). Numerous strategies can be
employed to reach the target audience. Search engine optimisation (SEO), a process of
affecting the visibility of a website in a search engines unpaid results, is one of the main
strategies employed to reach the potential customer (Ortiz-Cordova et al. 2012). Companies
who achieve a high rank in the search have more chance of being noticed by consumers.
Another strategy employed is pay per click (PPC) where the company pays a fee to the host
each time their advertisement is clicked, subsequently diverting traffic to the company’s
website. Another popular strategy involves the use of social media by companies as a
medium for interacting with their target audience. Social media marketing refers to tools
and practises used to identify and analyse conversations, as well as to participate and
initiate social interactions within communities and thus consumers. (Cavazza 2010). Social
media interaction is easily measured, providing instant results to allow a company
determine whether their strategies are effective.

Any digital marketing strategy employed will need to consider the consumer category they
wish to connect with, either business-to-business (B2B) or business-to-consumer (B2C).
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Despite the similarities between B2B and B2C marketing, there are some important
differences, especially on social media platforms. Marketing researchers currently use two
differing strategies for each market (Wind 2006). B2B marketing will need to show more
product specification as the audience can be more technically minded. Digital marketing will
create new opportunities for efficiency and value creation in B2B relationships (Prentice
2014). B2B marketing content should deliver the right content to the right audience of users
at exactly the right time to satisfy the users’ requirements (Swan 2014). The success of any
B2B marketing is grounded in acquiring a deep understanding of customer profiles,
behaviour and interaction preferences (Stone et al. 2014). B2C marketing needs to be
relevant to convert prospects. Consumers do not necessarily make purchases during
working hours so B2C digital strategies will need to consider this, ensuring accessibility of
the utilised platform on mobile devices (Maoz et al. 2014). Profile segmentation variables
can be used to group consumers together in a meaningful way so they can be reached by
suitable media communication (Jobber et al. 2013). This allows a focused campaign,
facilitating company communications to be seen by the desired target audience. These
demographics will give a better understanding of the current marketplace.

If the company’s digital marketing strategy is successful in reaching the target audience,
these visitors must be converted into customers or sales to ensure business growth. This can
be achieved by optimising the website or digital platform in question, ensuring the content
is engaging and the consumer has access to all the relevant information (Kaplan et al. 2010).
In order to maximise the success of the chosen marketing strategy, a company must develop
lead generation techniques. These techniques will enable the company to seek out and
attract leads that will be converted into customers. The final stage of a digital marketing
strategy is engagement. The engagement process, or pull marketing, aims to encourage
brand loyalty and repeat custom, and can be easily achieved through content marketing
involving the use of promotions or social media giveaways on platforms such as Facebook or
Instagram. An active social media presence and interaction with potential customers can
increase likes, shares and “e-word of mouth” which function to expand the target audience
and boost the brands profile. The customer has a tendency to be less trusting of company
advertisements (Neilsen 1997), therefore peer opinion is important in their decision to
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interact with a business. All of the above approaches form part of a long term strategy
which takes significant time, funds and effort. However by following these guidelines a
company’s digital marketing campaign can achieve success, optimising the online
experience for the company itself and the consumer, as well as resulting in increased
profits.

2.5.
Irish Digital Consumers
The Irish consumer has changed dramatically over the last decade, becoming more digitally
aware and price-focused. Figures indicate that 90% of consumers now research a product or
service online prior to purchase (Kee 2008). The digital landscape and the consumers view
and engagement with brands has evolved, with evidence showing the customers journey
does not begin or end with a purchase (Figure 2.2.) (Edelman 2010).

Figure 2.2: Customer decision journey (Edelman 2010)

An increasingly younger internet user age (Teo 2001), coupled with a growing mobile device
usage and the more discerning nature of the Irish consumer in comparison to their
international counterparts presents some novel challenges for an digital marketer hoping to
reach their selected target audience and foster brand loyalty in Ireland (Husson et al. 2013).
Earning brand loyalty is a time consuming exercise, particularly in markets saturated with
similar and sometimes cheaper competitors. Irish consumers will spend considerable time
investigating and evaluating a brand, relying on reviews and recommendations from trusted
sources before committing to a purchase. This loyalty loop is complete when the consumer
purchases the product and then shares their experiences via social media for other potential