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. 

Upcoming Webinars:

Title Forthcoming

Presented By:  Ljubomir Pupovac, Assistant Professor from UNSW Business School

Webinar Date:  Thr, October 22, 2020

Time:  3:00PM – 4:00PM ET

About the Presenter:  Ljubomir Pupovac is a lecturer in Marketing at University of New South Wales, where he teaches Marketing Research and Marketing Analytics at the undergraduate level. He received his PhD in Business Administration from University of Technology, Sydney in 2019, with a thesis entitled “Can Recalls Be Painless? Impact of Product Recalls on the Recalling Firm and its Suppliers: New Findings from the Automotive Industry.” This effort earned a doctoral award from the Institute for the Study of Business Markets (ISBM). To build on this early success, Ljubomir has pursued two main directions in his recent research. By studying crisis management, he seeks to determine how managers might mitigate the negative effects of a crisis on firm performance, as well as identify the impacts of crises on related firms (e.g., suppliers). In addition, in research into B2B marketing, Ljubomir tries to specify optimal customer portfolios for B2B firms by considering appropriate levels of customer concentration (a few large or many small customers?), the impact of customer reputations on a supplier firm’s own performance, and how other customer characteristics might determine suppliers’ performance.

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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.

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