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 Spring 2019

Customer Engagement Marketing

Colleen M. Harmeling, Assistant Professor of Marketing, Florida State University 

This seminar will focus on academic research related to customer engagement marketing—a firm’s deliberate effort to motivate, empower, and measure customer contributions to marketing functions.  The objective of this seminar is to provide a foundation for doctoral students interested in examining customer engagement marketing from both a theoretical and practical perspective.

Complete Course Details and Registration

Structural Equation Modeling for B2B Research

Hans Baumgartner, Professor of Marketing & Department Head, The Pennsylvania State University

The purpose of this seminar is to provide students with a solid foundation for using structural equation modeling in B-to-B research. Topics covered in the seminar include confirmatory factor analysis, measurement models for modeling sources or random and systematic error, structural equation modeling of integrated measurement and latent variable conceptualizations of B-to-B problems, and multi-sample structural equation models with mean structures.

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, and provide the information requested below.

Applicant must provide:
  • Submit application for each course interested in taking (register online).
  • 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)
  • 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  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).


There is a per course fee of $750.  The fees are due only after admission decisions have been made and not at the time of registration; a separate invoice will be sent upon acceptance to the course.

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 be given an “incomplete” and will not be admitted to future courses. 

For More Information

Academic Director:  J. Andrew Petersen

Administrative Director:  Lori Nicolini