ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to
With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.
Following socially irresponsible behaviors, firms must carefully select what type of CSR efforts to engage in.
In interfirm relationships, the identity orientation of each party can impact what type of governance is the most effective.
While garnering favorable customer reactions following offerings is critical, the role of human or AI agents as the deliverers of offering information could prove to be a deciding factor.
Although short-term projects can generate crucial product and process innovations, their organization requires careful consideration by B2B firms.
For newly hired salespeople, decentralized onboarding programs may provide significant performance benefits over centralized programs.
Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.
Although mergers and acquisitions can create value for firms, their potentially negative impact on customer satisfaction requires attention.
Customer satisfaction is a key outcome in the B2B domain, and specifying the essential attributes that comprise it should be a priority for firms.
Having highly involved organizational buyers can impact financial outcomes for B2B firms.
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