ISBM PhD Seminar Series (IPSS)
The objective of the ISBM PhD Seminar Series (IPSS) is to provide a range of short, PhD level seminars in Business-to-Business (B2B) Marketing. These seminars, delivered electronically by some of the world’s leading scholars, provide access to leading developments and methods necessary to doctoral students worldwide who are considering research careers in B2B Marketing. IPSS offers electronic participation in substantive and methodological courses essential for PhD students with research interests in business markets. Substantive topics include theory development in business markets, sales management, marketing channel management, and new product development and marketing, among others. Methodological topics include qualitative research methods, social network analysis, and structural equation modeling, among others. Courses are repeated in a 2 – 3 year cycle.
Course Offerings for Fall 2018
Qualitative Research Methods
Abbie Griffin, Royal L. Garff Presidential Chair in Marketing, The University of Utah
The objectives of this seminar are to help students understand and apply the methods of qualitative research to investigate business problems. The course will combine substantive materials on various topics (see below) with analysis of published research using these various qualitative research methods in business settings. As the course is designed to be a primer on these methods, it will start from the very basics. By the end of the 10 sessions, which are taught over 12 weeks, students are expected to develop a research proposal for a project using qualitative research methods in a B2B context that could be submitted to ISBM for funding consideration.
Selling and Sales Management
Michael Ahearne, C.T. Bauer Professor of Marketing & Research Director, Sales Excellence Institute, University of Houston
This seminar will focus on academic research related to improving sales force performance. We will examine research using a variety of approaches including analytical models, empirical models, surveys, and lab/field experiments. We will investigate both published research as well as working papers by top scholars in the field. Many of these top scholars will join our sessions to discuss their work and ideas with the class.
IPSS Admission Procedure, Participation and Requirements
- Application for each course interested in taking
- Statement of purpose indicating interest in B2B Marketing
- One recommendation letter from a faculty member or advisor
- Relevant transcripts
- Any relevant research papers if available (for more advanced students)
- Proof of completion of prerequisites for methods courses
- Former IPSS students need only submit applications, and indicate which course and year of previous participation
Course Delivery and Participation
Fees and Scholarships
Academic Requirements and Integrity