ISBM B2B Research Webinar Series

B2B Research Webinar Series

A webinar venue for B2B marketing doctoral students and researchers to present their research and receive valuable feedback from ISBM’s global network of renowned B2B researchers and experts.

Based on interest, ISBM will offer these webinar opportunities once a month. In anticipation of the launch of the Second Edition of the Handbook of Business-to-Business Marketing, we will be highlighting the new and updated chapter content during the Fall of 2021 in this series.

These one hour seminars will feature two of the chapters from the handbook (30 minutes for each chapter). Each chapter author will have about 20 minutes to present. We hope this would include about half the time focused on an overview of the chapter and about half the time focused on proposing interesting research questions to inspire early-career B2B scholars (PhD students and junior faculty – our primary audience for the seminar). The remaining 10 minutes in each 30-minute block would be used for a moderated Q&A with the audience in attendance.

If you have interest in presenting your research, please contact Andrew Petersen or Lori Nicolini directly at ISBM.

Andrew Petersen, Associate Director (

Lori Nicolini, Program Coordinator (

Upcoming Webinars:  

November 19, 2021

Branding in B2B Firms (Kevin Lane Keller and Philip Kotler)

Business-to-Business (B2B) E-Commerce (Venkatesh Shankar)

Time:  Noon – 1:00PM ET

Past Webinars:

Past ISBM B2B Webinar Presentations can be viewed in ISBM’s B2B Pulse

  • The Impact of the Internet on B2B Sales Force Size and Structure (Murali K. Mantrala & Sonke Albers)
  • The Complexity of Trust in B2B Relationships (Lisa Scheer) & Control and Coordination in B2B Networks (Stefan Wuyts & Christophe Van den Bulte)
  • Marketing Metrics for B2B Firms (Raji Srinivasan and Tushmit M. Hasan) & Empirical Approaches for Addressing Endogeneity in B2B Research (Alok Saboo & Anti Anand)
  • Fractional CMO’s – What are they and when may they be best used?, Sebastian Hohenberg, Assistant Professor of Marketing, The University of Texas at Austin
  • Manufacturer-Retailer Relationships and the Distribution of New Products, Bowen, Luo, PhD Candidate, University of Rochester
  • Direct and Spillover Effects of Product Recalls in Secondary Business-to-Business Markets, Khimendra Singh, PhD Candidate, University of North Carolina
  • Organizing for Innovation:  B2B Projects, Task Configuration, and Outcomes, Elham Ghazimatin, Assistant Professor of Marketing, The University of Stavanger (UiS)
  • When Does Acquiring an International Marketing Joint Venture Create Shareholder Value for an Emerging Market Firm?, Kiran Pedada, Assistant Professor of Marketing, Indian School of Business
  • Automating the B2B Salesperson Pricing Decisions:  A Human-Machine Hybrid Approach, Yael Karlinsky Shichor, Assistant Professor of Marketing, Northeastern University
  • Customer Concentration and Firm Performance: Insights From A Cross-Disciplinary Meta-Analysis, Ljubomir Pupovac, Lecturer, UNSW Business School
  • A Structural Model of a Multitasking Salesforce: Multidimensional Incentives and Job Design, Minkyung Kim, Assistant Professor of Marketing, UNC Chapel Hill
  • Implementing Marketing Strategy Changes: Minimizing Channel Partners Negative Responses, Divya Anand, Doctoral Candidate, University of Missouri
  • Alliance Portfolio Distance and Its Influence on IPO Performance, Shilpa Somraj, Doctoral Candidate, University of Nebraska-Lincoln