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ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to 

B2B Pulse: Content Library

The ISBM Pulse content library contains archived copies of previous member meeting presentations, webinars, courses, articles/reports, and a multitude of other knowledge. This material is freely available for our ISBM members.

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Image_03_JAM9.20_Learning From the Future Before It Happens_Fahey

Learning from the Future Before it Happens: Marketing as if the Future Mattered (Liam Fahey)

Watch Liam Fahey’s presentation from the September 23rd ISBM JAM Session on Better Decision Making. Liam discusses how to make decisions based on scenario planning taken from the perspective of alternate futures. Liam details how to craft fast-cycle scenarios to address marketplace uncertainty and ambiguity and then how to use them to inform marketing decision making. Special emphasis is placed on shaping and structuring data to create interesting and plausible alternative depictions of how the future might unfold (e.g. alternative industry projections), assessing the implications of alternative futures for current and anticipated decisions, as well as critiquing personal and organizational risk proclivities.

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Image_02_JAM9.20_Practical Guidelines for Making Smarter Decisions_Keeney

Practical Guidelines for Making Smarter Decisions (Ralph Keeney)

Watch Ralph Keeney’s presentation from the September 23rd ISBM JAM Session on Better Decision Making. Decision making should be considered your primary management skill, because the only way you can purposefully improve your business is through the decisions you make. Everything else happens beyond your control, due to others’ decisions and happenstance. Your decisions empower you to enhance the quality of your life and to make contributions at work in businesses, organizations, and government. The timeliness and quality of your decisions directly affects others in your businesses, organization and families including resource balancing and allocation. Clearly, your decision-making skills are crucial. Ralph’s presentation describes and illustrates concepts and procedures to enhance the key skills necessary to make smart decisions and avoid the ever-present decision traps that degrade our choices.

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slides-emotional-decision-making

The Emotional Component of Decision Making: How to Manage Your Brain to Make More Optimal Decisions (Steven Howard)

Watch Steven Howard’s presentation from the September 23rd ISBM JAM Session on Better Decision Making. Steven discusses how stress and anxiety affect our brain and decision making. Steven shares: How Stress and Anxiety Impact Your Decision Making; The Biggest Mistakes We Make When Facing Hard Decisions; The Role of Unconscious Bias in Decision Making; How to Respond, Not React, When Making Decisions; How to go from Mind Full to Mindful Decision Making; Simple Mindfulness Techniques You Can Use at Work or Home; Why You Need to Start Today to Protect the Long-Term Health of Your Brain

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the-leadership-field

Book: The Interaction Field

In “The Interaction Field,” Vivaldi CEO and professor Erich Joachimsthaler explains that the only way to thrive in this environment is through the Interaction Field model. Companies who embrace this model generate, facilitate, and benefit from data exchanges among multiple people and groups–from customers and stakeholders, but also from those you wouldn’t expect to be in the mix, like suppliers, software developers, regulators, and even competitors. And everyone in the field works together to solve big, industry-wide, or complex and unpredictable societal problems.

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customer centricity

Book: Customer Centricity

In the book Customer Centricity, Peter Fader discusses how existing concepts like customer lifetime value (CLV) and customer relationship management (CRM) have changed over the last decade. Fader discusses how customer centricity can help companies increase profits by focusing on the right customers, using data-driven processes. 

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Business-to-Business E-Negotiations and Influence Tactics (Singh et al. 2020)

Sales negotiation over email exchanges between sellers and buyers (e-negotiation) is increasingly common in B2B sales. The use of influential tactics as textual cues in emails to manage buyers’ attention significantly affects sales outcomes. To test the effectiveness of influential tactics in e-negotiations, the authors of this study analyze seller-buyer emails over a two-year period part of 40 e-negotiations, along with other data sources and a controlled experiment. In an era where remote working is more prevalent than ever, e-negotiations are more important than ever. It underscores the relevance of this research. 

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Book: Grow the Pie

The book, ‘Grow the Pie, by London Business School Professor of Finance Alex Edmans, sets apart the concept of ‘growing the pie’ from the notion of ‘splitting the pie’. The latter suggests that anything a company gives to stakeholders such as increased wages, price reduction, or a better treatment of the environment lowers company profit. A ‘splitting the pie’ approach results in friction, and a trade-off focus. An alternative is the ‘grow the pie’ approach. The main idea is that if companies deliver value to stakeholders, this will actually benefit investors.

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wooden chair

Should a B2B Firm Have a Customer on the Board of Directors? (Bommaraju et al.)

One way to gain insight into their customers’ needs is to invite customers to have a seat on the board of directors. Based on a sample of 329 B2B firms in S&P 900 firms over nine-year period (2007-2015), Bommaraju et al. (2019) concluded that having a customer on the board of directors enhances customer orientation of firms and provides unique insights, especially when demand uncertainty is high.

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