ISBM B2B Research Webinar Series

2020 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.

These 1 hour webinars will offer an opportunities for doctoral students or academic scholars who are new to the field the opportunity to present their research for about 30 minutes.  Then a more senior scholar or expert in the domain will be a discussant for approximately 10-15 minutes and will provide feedback on the research.  The remainder of the hour will be held for Q&A between the attendees and the presenter. 

If you have interest in presenting your research or in being a discussant for a future B2B Research Webinar, please contact Andrew Petersen or Lori Nicolini directly at ISBM.

Andrew Petersen, Associate Research Director (

Lori Nicolini, Program Coordinator (

Upcoming Webinars:

Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

Presented By:  Yael Karlinsky Shichor, Assistant Professor of Marketing at Northeastern University

Webinar Date:  Thr, November 5, 2020

Time:  Noon – 1:00PM ET

About the Presenter:  Yael Karlinsky Shichor is an Assistant Professor of Marketing at the D’Amore-McKim School of Business at Northeastern University. Yael holds a PhD in Marketing from Columbia Business School, an M.Sc. in Information Management from Tel Aviv University, and a B.Sc. in Information Systems from the Technion Institute of Technology, Israel. Prior to joining Northeastern University Yael was a Visiting Postdoctoral Research Fellow at Stern School of Business at New York University.

Yael’s research bridges marketing science and behavioral decision theory. She uses statistical modeling and machine learning to study topics in Business to Business (B2B) marketing, digital marketing and the intersection between information technologies and marketing. Specifically, her research focuses on automation of decision making and its application to marketing (e.g. B2B pricing), as well as on the psychological aspects of using automation and artificial intelligence (AI) models. 

Yael’s work has won multiple awards including the Institute for the Study of Business Markets Doctoral award and the ISMS Doctoral Dissertation Award, and was a finalist in the ISMS/MSI/EMAC Marketing Science Practice Prize. Yael has taught Managing Information in Organizations, an information systems graduate class, and is now teaching Marketing Research.


Past Webinars:


Customer Concentration and Firm Performance: Insights From A Cross-Disciplinary Meta-Analysis

Presented By:  

Ljubomir Pupovac, Lecturer, UNSW Business School

Play Video

A Structural Model of a Multitasking Salesforce: Multidimensional Incentives and Job Design

Presented By:  

Minkyung Kim, Assistant Professor of Marketing, UNC Chapel Hill

B2B Research Webinar September 17 2020
Play Video

Implementing Marketing Strategy Changes: Minimizing Channel Partners Negative Responses

Presented By:  

Divya Anand, Doctoral Candidate, University of Missouri

B2B Research Webinar August 13 2020
Play Video

Alliance Portfolio Distance and Its Influence on IPO Performance

Presented By:  

Shilpa Somraj, Doctoral Candidate, University of Nebraska-Lincoln

isbm b2b research webinar series
Play Video