Socialis Series in Social Science

ISSN 2583-1585

Mohammadi & Seetharaman, 2023

Volume 5, pp. 17-32
Received: 17th April 2023
Revised: 31st July 2023, 4th August 2023, 14th August 2023
Accepted: 16th August 2023
Date of Publication: 07th November 2023
This paper can be cited as: Mohammadi, A. A. & Seetharaman, A. (2023). The Influence of Content
Marketing, Technology Innovation and Customer Engagement on SME’s. Socialis Series in Social Science,
5, 17-32.
This work is licensed under the Creative Commons Attribution-NonCommercial 4.0 International License.
To view a copy of this license, visit http://creativecommons.org/licenses/by-nc/4.0/ or send a letter to
Creative Commons, PO Box 1866, Mountain View, CA 94042, USA.

THE INFLUENCE OF CONTENT MARKETING,

TECHNOLOGY INNOVATION AND CUSTOMER
ENGAGEMENT ON SME’S

Anchala Ameena Mohammadi

M.Tech, Research Scholar, SP Jain School of Global Management, Sydney, Australia,
[email protected]

A. Seetharaman
M.Com., MBA, FCA, DMA, CA(M), PhD, Dean Research, SP Jain School of Global
Management, Singapore
[email protected]

Abstract
The purpose of this study is to understand how social media characteristics, such as content
marketing, technology innovation, and customer engagement, influence small and medium-sized
firms (SME) in the Middle East and North Africa (MENA) region. The main objective is to give
SME owners a way to increase their business revenue. SME's were chosen as the dependent
variable, while content marketing, technology innovation, and customer engagement were chosen
as three independent variables based on a thorough evaluation of the literature related to business.
Secondary data were employed in this study. The findings show that content marketing, technology
innovation, and customer engagement all have a positive significant impact on SME's in the
Middle East and North Africa region. SME owners and members of the business management team
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are highly urged to have a very strong online presence with the aid of various digital technologies
in order to increase the firm's sustainability, sales improvement, business success, SME's
performance, and purchase intention.
Keywords
SME’s, Social Media, Content Marketing, Technological Innovation, Customer Engagement

1. Introduction
Small and medium-sized businesses (SME) have emerged as a thriving and dynamic
segment of the global economy. SME's face intense competition and are compelled to use new
technologies to keep up. Due to the simplicity of use and capacity to communicate with customers
anywhere in the world, social media is increasingly being adopted by businesses of all sizes. Social
media has been seen as a key strategy (Ali Qalati et al., 2020). Social media was extremely
important to SME's during the COVID-19 period for contacting customers, offering flexibility,
and sustaining customer connections (Trawnih et al., 2021).
Small and medium-sized businesses, however, are preferring social media due to the
ease of connecting with end users, the clarity of communications, the ability to correctly grasp
client demands, and the accuracy of customer responses (Ali Qalati et al., 2020).
Although there are very few research on the use of social media by SMEs in various industries in
both developed and developing countries.Existing publications have called for more research on
this subject of "social media adoption" in the future (Ndiege, 2019). Current study shows how
various variables, including technology, the environment, and organizational structure, have an
impact on SMEs, but there are still many areas that need more exploration (Ali Qalati et al., 2020).
The incorporation of social media by a multinational SME's recruiting strategy was suggested by
the author as a social recruitment approach. Employers' brands have a significant positive influence
on hiring decisions. Social media platforms are created in a way that makes it easier and faster for
employers to locate new employees. As the majority of candidates utilize the LinkedIn platform
to search for jobs, recruiters must use social media to engage with potential candidates. LinkedIn
is a more appropriate platform than other social media sites like Facebook, Snap Chat, and Twitter
since it creates a more professional environment and displays candidates' backgrounds (Tran,
2019).

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Efficient marketing is crucial for all businesses because it aids SME's in achieving their
objectives and expanding their prospective clientele. SME's can utilize the free tools of digital
marketing with a minimal use of resources because marketing campaigns can be a little expensive.
Many marketing techniques exist, including email marketing, pay-per-click (PPC), social media
marketing, mobile marketing, search engine optimization, internet advertising, and more. SME's
must grasp the rapidly evolving marketing strategies used throughout the world and implement or
adopt the appropriate strategy to grow the firm. The COVID-19 pandemic has rapidly increased
use of social media (Alqasa & Afaneh, 2022). Social media offers a platform for interaction with
stakeholders and consumers, boosts brand recognition, attracts new clients, promotes exposure to
a wider audience, and drives more traffic to business websites (Beck et al., 2021).
1.1. Research Problem and Question
With the help of the keywords such as SME's and social media adoption/characteristics,
a thorough literature study was carried out to identify the research gaps from the existing research
articles and derived the following research problems.
 What impact does content marketing have on SME's?
 How does technological innovation influence SME's?
 Does customer engagement have an effect on SME’s businesses?
1.2. Research Objectives
To address the research issues, the following research objectives have been developed
and to identify the various aspects of factors affecting the SME's.
 To access the impact of content marketing on SME's.
 To examine how the technology innovation influence SME's.
 To investigate the impact of customer engagement on SME's.

2. Literature Review
2.1. Social Media and SMEs
Social media, also known as Web 2.0, is a significant tool for SME's in order to grow
their business. Several studies have shown how social media benefits businesses in a variety of
ways (Chatterjee & Kumar, 2020). Social media assists Businesses in both strengthening their
relationships with current clients and attracting new ones. Also, social networking builds trust and
helps in the search for new business partners. The benefits of a solid client connection include a

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rise in customer loyalty, stability, security, profit, and a reduction in marketing expenses (Sedalo
et al., 2022). The effectiveness of SME businesses is strongly influenced by social media (Luthen
& Soelaiman, 2022). Many actions are being taken to examine the possibilities of this social media
platform in order to improve supply chain management. Customer-to-customer email, word-of-
mouth, social networking sites, websites, and blogs are all examples of social media. To boost
business growth, several SME's in Saudi Arabia are using e-commerce with the use of social
media. SME's have a variety of features, including their industry, size, location, top management
support, IT infrastructure, employees' use of the most recent technology, and more which has
impact on customer relationship management (Chatterjee & Kumar, 2020). Social media aids in
brand expansion and increases its visibility to consumers. Customer acquisition is positively
impacted by brand awareness, relationships (maintaining strong bonds with customers), and
sharing ability - able to exchange business related facts in real time without any delay (Sedalo et
al., 2022). SME's use social media platforms, particularly TIKTOK, to advertise their products and
services. SME's may directly reach customers and advertise via videos on the TikTok platform
(Luthen & Soelaiman, 2022). Social media technology provide SMEs new advantages to
strategically position them (Ndiege, 2019). In manufacturing trading and service sectors, SME's
are more likely to use social media marketing when several factors, such as perceived ease of use,
perceived utility, compatibility, and enabling conditions, are favourable. However the expense
makes it difficult for SME's to implement social media marketing. In Indian region, social media
marketing has a positive impact on business. Social media marketing helps to strengthen customer
relationships, attract new clients, boost revenues, develop staff innovation, get favourable reviews,
and generate more inquiries (Chatterjee & Kumar, 2020). Using social media, SMEs can easily
acquire the direct feedback from clients and maintain a strong link with them (Sedalo et al., 2022).
2.2. Social Media Adoption and Business Performance
The adoption of social media is positively impacted by technology, environment, and
organization. The SME's investment in adopting social media technology is not in vain as it
ultimately improves the performance of SMEs. The technological components that improve SME
performance overall, such as interaction, interoperability, cost effectiveness, and visibility.
Environment construct includes performance of environmental SME's both internally and
externally, vendor support, consumer pressure, competitive enforcement, and consumer pressure
(Ali Qalati et al., 2020).

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SME's in Jordan using both the TAM (technology acceptance model) and TOE
(technological organizational environmental) models. The adoption of social media is highly
influenced by all of the elements, according to the data. Adoption of social media is affected by
both the perceived usefulness and the perceived ease of use. Adoption of social media is positively
impacted by the technological context factor, which consists of relative advantage, compatibility,
and complexity. Social media adoption is positively impacted by the variable known as
organizational context, which comprises of employee expertise, top management support,
and perception of cost. Government support, competitive pressure, and environmental uncertainty
are elements of the environmental context that positively affect the adoption of social media
(Trawnih et al., 2021).
SME's in Kenya are selecting new inventive strategies to position themselves
strategically. SME's are selecting less complex, more affordable technologies that provide
significant potential rewards (Ndiege, 2019). Like with Facebook, Tiktok, and other platforms that
offer business performance analytics for business accounts, these tools assist SME owners in
assessing their companies' success. Several free tools and solutions are available on social media
to enhance business success. The continuous interaction with customers in real time, which covers
time zones and numerous regions, is what is meant by the term "interactivity factor". A cost-
effective element is an organization's budget that is set aside to boost performance at a reasonable
or cheap cost. SME's may interact with their customers through social media at a reasonable cost.
High compatibility for SME adoption of innovations is referred to as the compatibility factor for
innovations. The three factors such as interactivity, cost effective and compatibility have a positive
influence on social media (Luthen & Soelaiman, 2022).
A case study with ten SME business owners from the Ghana region about their
experiences in diverse sectors. All of the businesses have been quite successful at leveraging social
media. All of the participants came to the same conclusion: social media helps SMEs closely
monitor consumer behaviors and efficiently keep their customers engaged (Sedalo et al., 2022). A
case study conducted in Saudi Arabia revealed that perceived usefulness, perceived ease of use,
and e-marketing orientation all had a positive significant impact on the performance of small and
medium-sized enterprises (SME) during COVID-19. This relationship was mediated by social
media marketing (Alqasa & Afaneh, 2022). Understanding what consumers really think about a
business is crucial. SME's may better understand their clients' expectations through social media,

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which affects customer happiness and impacts business performance, by getting information from
beyond the company's walls. The performance of SME’s innovation is positively and significantly
impacted by social media use. The informational trust factor mediates this relationship (Al Halbusi
et al., 2021).
2.3. Content Marketing
Visual content engagement is the use of videos, photos, and other attractive visual
material, such as info graphics as a post, to connect with social media audiences. Several successful
businesses are implementing visual content marketing, producing material in a most attractive,
genuine, and relevant manner (Ikeni & Tonye, 2022). The optimized website pages are find largely
in Google. Search engine optimization techniques have an impact on the gain visibility and ranking
in search engines (Lewandowski et al., 2021).
By offering business products and services as well as company brand identity, content
marketers want to engage consumers and attract potential customers while also retaining existing
ones (Charmaine, 2022). Paid search marketing and search engine optimization are the two
methods that fall under the category of search engine marketing. Paid search marketing is the
practice by which content providers pay search engines to display their website at the top of the
search results page. On the other hand, search engine optimization refers to the process of
enhancing a website through the natural use of popular keywords. One of the tools used to help
search engine optimization measures is the yeast SEO plugin (Lewandowski et al., 2021).
Marketers must take the lead in creating content and manage customer attention and
behavioral metrics. Businesses utilize content marketing as one of their primary channels to
promote deals, educate customers about new items, entertain current customers while upselling
other products, and encourage profitable behaviors that will boost sales (Ho et al., 2020).
2.4. Technology Innovation
Strategic planning is the process of choosing the best product for the proper market,
introducing unique products into the market, and managing the leadership, all of which are stated
to have innovative capabilities. This has a significant impact on enhancing entrepreneurial
performance. Enterprises must recognize the value of technological innovation, which maintains
the firm sustainability and accelerates business development while paving the way for innovations
that dominating the market. Technology adoption and innovation have a significant influence on
the success of SME's (Jalil et al., 2022). On-page optimization is the process of the website owner

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managing factors such the meta description, content, headings, and pictures. Off-page
optimization is dependent on outside factors that affect Google ranking. It is extremely reliable
and of a high caliber, which raises the website's ranking position (Milla & Oliver, 2021). The live-
stock industry is a rapid change sector that requires excellent business strategies and it has to be
restructured with more efficiency and adopting latest technologies. The latest technology sensors
are utilized in the live-stock sectors to monitor daily activities and health-related concerns. Other
technologies, such radio frequency identification (RFID), global positioning system (GPS),
biometric sensors, controlled traffic farming, drones, big data for data management, the internet of
things (IOT) for decision-making, forecasting artificial intelligence, and robots for automated
milking, all benefit company growth, sustainability, and productivity (Md Sin et al., 2021).
2.5. Customer Engagement
Customer engagement is nothing more than the emotional, behavioural, and
psychological condition of involvement from customer's end. All kind of business must prioritize
customer engagement since it affects word-of-mouth (WOM), assessment, loyalty, and co-creation
which has impact on sales. The generation z group are increasingly attracted to digital platforms
and influenced by purchase intentions (Kaihatu, 2020). The value will gain only after providing
clients with services. Customer value is always the foundation of market offerings. In business,
customer value which is nothing more than the manner in which a supplier delivers services to a
client is always plays a crucial role. Three levels make up a valuable interaction: the connection
layer, which offers relationship value; the matching layer, which offers matching value; and the
service layer, which offers service value. Value interactions affect perceived relationship quality
(Manuel, Franziska, & Susanne, 2021). Videos attract viewers more than standard plain-image
postings and plain-text posts. Interactive websites drive greater website traffic, which has an effect
on lead generation, purchasing, frequent website visits, favourite websites, electronic word of
mouth (eWOM), and brand perception. The followership is impacted by consumer engagement
(Clement Addo et al., 2021).

3. Research Methodology
In this research study, a qualitative methodology was used for the data collection and
analysis. The most recent publications published between year 2019 and 2023 were used to
complete the literature review. These articles were found in databases such as Google Scholar,

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EBSCO, Proquest, and others. carefully studied and identified the gap variables from each article
and formulated three independent variables such as content marketing, technological innovation,
and customer engagement. The proposed conceptual framework for social media's characteristics
influence on SMEs in the MENA area is shown below.

Independent variables Dependent Variable

Content Marketing

SME's in MENA
Technology Innovation
region

Customer Engagement

Figure 1: Conceptual Framework

(Source: Authors’ Own Illustration)
4. Analysis, Outcome and Proposition
4.1. Effects of Content Marketing on Business Success and Sales
Technology advancements enabled marketing simple. The growing rate of consumer
interest in making purchases is influenced by the content marketing strategy. The author proved
that in north sumatra, the content marketing strategies have a positive impact on maximize product
sales SME's (Sembiring et al., 2022). The six factors such as search engine optimization (SEO),
pay per click, mobile marketing, email marketing, social media marketing, website traffic, all the
factors have a positive significant impact on the business performance, online sales and after sales
(Anju, 2021). Social media strategy and SEO techniques has a positive impact on sales, which
boost sales in retail business. Social media attracts new clients and has a significant impact on
purchases, businesses must improve traffic to their websites (Mohammad Waliul Hasanat et al.,
2020).
The findings of this study clearly demonstrate that the using content marketing strategies
in the SME's has a major positive impact on Business success and Sales improvement.

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4.1.1. Outcome
Digital Content Marketing factors such as perceived enjoyment and perceived
convenience, had an impact on customer attitudes, which in turn impacts customer intention and
customer behavior in tourism industry specifically located in Middle East and North Africa region
(Mathew & Soliman, 2021). The author conducted a detailed study from twenty-one different
countries and stated that content marketing activities have an impact on online consumer behavior
(Charmaine, 2022). The visual content engagement (marketing tool) have a positive significant
relationship on sales growth and market share which means to achieve cost effectiveness and
business success. This relationship is mediated through the marketing performance (Ikeni &
Tonye, 2022).
4.1.2. Proposition
Content marketing has a positive impact on SME’s, which leads to an increase in sales,
customer purchase intentions and cost effectiveness, all of which lead to an improvement in
Business performances, success and sales growth.

4.2. Effect of Technology Innovation on SME's Performance and Sustainability

Author (Qalati et al., 2022) conducted a detailed quantitative research in the developing
countries such as SME's in Pakistan and highlighted the results that social media adoption (SMA),
entrepreneurial orientation (EO), customer relationship management capabilities (CRMC) and
Innovation capabilities (IC) all have a positive significant effect on SME performance (SMEP).
SME performance (SMEP) consists of seven sub variables such as increase in number of
customers, increase in customer loyalty and retention, improved customer services and
relationships, increase in sales volume and transactions, decrease in cost of communication with
stakeholders, decrease in cost of marketing activities, increased information accessibility. This
research also proved that if the SME's increases their Innovation capabilities then social media
adoption will give greater effect on SME performance (SMEP). The findings clearly indicate that
technology innovation has a direct significant impact on SME's performance. The indicator (social
contribution value per share (SCVPS)) of stock exchange have a positive impact on stock price
synchronicity and firm performance. The firm performance consists of firm profitability and firm
value (Zhang et al., 2021). The adoption of digitalization by businesses would enhance the value
activities, according to the author who studied 93 multinational organizations and obtained

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findings using structural equation modeling. Business need to incorporate a digital organizational
culture, a best digital strategy in order to improve the firm performances (Martinez et al., 2020).
4.2.1. Outcome
Social media adoption (SMA) mediates the connection between entrepreneurial
orientation (EO) and SME performance (SMEP). Moreover, the relationship between the social
media adoption (SMA) and SME performance (SMEP) is moderated by the innovation capabilities
(IC) variable (Fang et al., 2022). In Saudi Arabia, Artificial intelligence-assisted social media
marketing (AISMM) has a direct positive impact on increasing SME's performance (SMEP) and
this relationship is mediated through effective business management factor (Basri, 2020).
4.2.2. Proposition
Technology innovation has a positive relationship on social media adoption by SME's.
This leads to an increase in business profit, customer relationship and overall SME's performance
and sustainability.

4.3. Effect of Customer Engagement on Purchase Intension

According to the results of the studies (“how to reach generation Z customers in the
target market”), digital marketing has a favorable effect on customer engagement. The consumer
engagement factor mediates the link between digital marketing and online purchase intention,
having a favorable influence on consumers' intentions to make purchases online (Kaihatu, 2020).
According to a case study the author conducted on the private university of Sarajevo, Search engine
optimization (SEO), search engine results pages have a positive impact on increase in user
engagement, average customer retention, number of new visitors to the website, which improves
annual sales revenue (Porturak et al., 2022). In live-streaming digital marketing, the customer
engagement factor which includes likes, visits, exposure time, and chats is positively significant
on the purchase intention variable. This relationship is mediated through followership. As a
customer becomes a follower, a moderator like price becomes insignificant on purchase intention
(Clement Addo et al., 2021). The findings of this study clearly show that customer engagement
has a significant positive impact on customer relationship, brand perceptions, purchase intentions
which had a direct impact on improve SME's business performance.
4.3.1. Outcome
By doing research on the interactions between consumers and brands, the author
concludes that the involvement, customer perception, and commitment factors that drive customer
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engagement have a positive, considerable impact on loyalty. Also, the author discovered that the
three sub-dimensions of consumer engagement such as emotional, behavioral, and cognitive have
a favorable, substantial impact on customer loyalty (Vinerean & Opreana, 2021). Studies (Jaitly
& Gautam, 2021) to analyze the connections between brand awareness, consumer engagement,
and social media influencers. According to the findings, the antecedents (social factors, user
attributes, marketing, and customer orientation) have an effect on the influencers (choice of social
media platform, influence of social influencer, user perceptions and behavior), which in turn have
an effect on the personal outcome (consumer perception, consumer engagement), which in turn
has a positive impact on the organizational outcome (customer relationship, brand perception).
4.3.2. Proposition
Customer engagement have a positive relationship on purchase intensions and customer
loyalty which leads to improvement on Business performance.

5. Theoretical and Practical Implications

This research examined the different factors that may affect SMEs and created an
environment that is conducive to incorporating content marketing, technology innovation and
customer engagement to improve business. This research provides valuable guidelines to assist
SME owners and management to adapt social media in business strategic plans successfully.
Finally, the results of this research encourage practitioners to include social media into their
business plans for SME's by giving them important insights.

6. Conclusion
This research contributes to the existing body of knowledge. This study explains how
social media affects SME businesses in the MENA region for the benefit and responses research
questions. This study provides a clear picture of how SME's are using social media effectively in
business growth. The findings of this study show that all the three independent variables such as
(content marketing, technology innovation, customer engagement) significantly impact on
purchase decision, improvement in sales, business success, business performance and business
sustainability. This research gives effective inputs to SME owners that they can achieve business
success by adopting social media and its characteristics in their business strategies. Although only
qualitative research methods were used in this study, additional investigation using quantitative

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research methods is recommended. Studies on the influence of social media on SMEs are limited,
especially when it comes to the Middle East and North Africa so further study is necessary to
increase awareness of SME usage of social media. The generalizability of the results is impacted
by the research's limited focus on the Middle East and Northern Africa. Future research can thus
use this information to apply to other developing countries with similar settings because different
countries will have distinct political, economic and environmental settings, thus future research
can be applied to other counties. Further research is advised to examine other variables such as
customer retention, customer re-purchase intention, purchase frequency, employee engagement,
quality of the product and many more variables that influence on SME businesses.

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