ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
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.
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.
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