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.

Complete Course Details and Registration

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.

Complete Course Details and Registration

IPSS Admission Procedure, Participation and Requirements

Admission Procedure

Students must first apply to the IPSS program(s) to determine eligibility.

Applicant must provide:
  • 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
  • Supporting application materials should be emailed to Lori Nicolini 

Course Delivery and Participation

Each course consists of six to ten sessions of 90-120 minutes each, meeting weekly or biweekly. Class time will be determined by the instructor in consultation with the Instructional Delivery Committee. The course will be taught via AdobeConnect or Zoom. Students must have a computer with a broadband internet connection an a way to connect to a telephone conference bridge or computer audio (a headset connection to your computer is the preferred).  During each session, each student must log in to the online meeting and be connected for the duration of the of class (excused absences must be pre-approved by instructor and should be limited).

Fees and Scholarships

Full and partial scholarships are available to defray the per course fee of $500. No qualified student will be excluded from any IPSS course on the basic of need. The fees are due only after admission and scholarship decisions have been made and not at the time of application.

Academic Requirements and Integrity

Students registered for seminars will receive grades of A, B, C, or F depending on their performance. A grade of C or better entitles the student to a course completion certificate. Students who do no receive a C or above will not be enrolled in future courses. Also, students who do not complete a course or drop without an exception granted from the Academic Director will not be admitted to future courses. 

For More Information

Academic Director:  J. Andrew Petersen
Administrative Director:  Lori Nicolini