In Facebook we trust
: a case study of consumer relationship & Facebook

  • Amanda Oxwall
  • Tove Zander

    Student thesis: Bachelor



    Facebook is the most frequent and most used Social Media of our time. Facebook shapes new opportunities in communication and collaboration between companies and consumers that have not been possible before. Facebook is a marketing channel that gives companies an easy and free way of sharing fast information and communication online. However, Facebook’s main purpose is to maintain and create relationships online. Researchers say that in order to have a long-term relationship with loyal consumers, trust is needed. Therefore, it is interesting for companies to know the important variables that can create trust on Facebook. Trust generates loyalty and long-lasting relationship that in turn guarantee an income over time. The strengthening the relationship over Facebook is a free and fast way of creating these benefits to a company.


    This study investigates important variables in the trust building process between companies and consumers on Facebook. We also explore how trust can be created in the relationship trough the companies Facebook activities. The thesis contains a case study of three different companies that use Facebook as a marketing channel. The reason behind the case study was to explore how these companies work to create trust.


    The study is qualitative research and is based on three existent cases. In-depth interviews and observations of Swedish companies were the two methodologies used.


    The Facebook-Trust model was developed and represent how trust can be created through over Facebook. Companies can use the Facebook-Trust model in order to create trust in the relationship with the consumer. The case study revealed that the companies did not work according to the model. Companies are not aware of that they can create trust on Facebook. Therefore, the Facebook-Trust model is useful for the companies in this study.

    Date of Award2012-Aug-28
    Original languageEnglish
    SupervisorLisa Källström (Supervisor) & Christer Ekelund (Examiner)

    Educational program

    • Degree of Bachelor of Science in Business and Economics

    University credits

    • 15 HE credits

    Swedish Standard Keywords

    • Business Administration (50202)


    • trust
    • facebook
    • relationship marketing
    • online trust
    • social crm

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