ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
In this presentation, Jerry Wind reimagines B2B marketing by challenging the mental models of the industry and academia, and our collective values.
This presentation reports on the results from a series of over 75 personal interviews and from over 1500 completed electronic questionnaires gathered from purchasing and supply managers in a variety of industries across the US. Based on the findings, the most commonly used tools and related analyses customer managers employ in major stages of the buying process are identified and discussed in detail.
The digital age has made it necessary for sales team members to use social media as part of the sales
Data-driven marketers report higher levels of customer engagement and market growth. Effective data-driven marketing is accompanied by listening and engaging with customers, in other words data-driven marketing is customer-centric marketing. The Cisco Customer Insights team will share its transformational journey as their marketing organization evolves to become more data-driven. The presentation covers how to go from the delivery of analytical models, research and insights, to success and demonstrating impact on business results – while being dependent on facilitating tight integration between organizations.
In this presentation, the role of strategic sourcing and category management at Abbott Labs is presented. The 5-points of purpose have a special role in Abbott Labs’ procurement strategy.
At least since the industrial revolution, the basic model of a market and how companies create value has been the same. Companies buy, make, and sell stuff. Value is created at every stage of the value chain and at the end of the pipeline pops out a product or service that customers value. That fundamental basic structure is shaken up by technology. This presentation covers how a revolution is coming in how business marketers create value across industries and markets.
This presentation covers the research findings of Strategic Insights on the role of the Thriving Marketer.
This presentation deals with about the marketing function as a strategic partner. In this presentation, the role of marketing is discussed in a environment constantly changing as a result of technological developments. Specific examples – among others, the role of brand ambassadors, social media, and thought leadership – are covered.
Jeff Schmitz is Chief Marketing Officer at Zebra.
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