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ISBM Pulse: Curated B2B Research

Revolution or Evolution: A Study of the Adoption of AI in New-Product Development

A recent survey of ISBM member firms revealed that AI adoption is poised to grow.

November 19, 2023

Multichannel Discount Spillover in B2B Markets (Crecelius et al. 2023)

Although B2B sellers frequently offer discounts to targeted buyers, they may unknowingly be sacrificing profit from other buyers.

October 29, 2023

Long Lags and Large Returns: Experimental Evidence from Advertising to Businesses (Thomas, Goic, and Kalyanam 2023)

In business markets, the impact of advertising can have a long-run impact on the purchasing of new products.

September 10, 2023

Outlook for B2B Marketing: A Market in Transformation

Although B2B marketing expenditures are expected to continue to grow over the next five years, the ways in which firms intend to spend their budgets vary significantly.

August 27, 2023

Leading Practices: Iterative Cycles Enable Rapid Delivery of Complex, Innovative Products

Leading companies producing complex and innovative cyber-physical products follow a three-phased process.

August 13, 2023

The Design of B2B Customer References: A Signaling Theory Perspective (Boyd, Sese, and Tillmanns 2023)

Although most firms strive to receive positive customer references, the elements within each reference can drastically change their impact on firm value.

July 30, 2023

Customer Journey Management Capability in Business-to-Business Markets: Its Bright and Dark Sides and the Overall Impact on Firm Performance (Homburg and Tischer 2023)

Although effective customer journey management can increase firm performance, how it is achieved can be costly.

June 25, 2023

Horizontal Referrals in B2B Markets (Hada, De Bruyn, and Lilien 2023)

Although horizontal referrals are common in B2B industries, managers must consider several different factors to increase their chances of receiving the best possible referral from a supplier.

May 8, 2023

Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets (Kumar et al. 2023)

With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.

February 19, 2023

The Impact of Corporate Social Responsibility on Brand Sales: An Accountability Perspective (Nickerson et al. 2022)

Following socially irresponsible behaviors, firms must carefully select what type of CSR efforts to engage in.

January 15, 2023

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ISBM Pulse: Curated B2B Research

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