ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Having highly involved organizational buyers can impact financial outcomes for B2B firms.
CEOs with prior marketing experience can prove particularly effective at enhancing corporate social performance.
Although trust in marketing relationships is imperative, it can also give rise to boundary spanner corruption that is detrimental to both parties.
Buyer-seller relationships have changed in two key ways: information asymmetry and face-to-face communications have both decreased. The future of buyer-seller relationships will depend on addressing these challenges.
Managing multichannel sales system requires careful consideration of design and governance decisions.
Investments into artificial intelligence (AI) by firms can contribute to improved sales performance via help from increasingly sophisticated AI coaches.
Although variable compensation share plans may incentivize salespeople to work harder, they could have deleterious effects on their wellbeing.
Salespeople who act as advocates for both buyers and sellers can achieve better financial outcomes for their firms.
In B2B markets, firms entering licensing agreements should consider licensing experience as a key factor when making monitoring decisions.
In sales negotiations, building trust at the beginning of an interaction can lead to significantly higher back end revenue.
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