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ISBM Pulse: Webinars

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Image_Customer-Centric_Approach webinar

A Customer-Centric Approach to Ramp Up Your Business (Laura Patterson)

This presentation is from Laura Patterson, President of VisionEdge Marketing and author of Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth.

For many business leaders growth is the number one mandate. But growth doesn’t just occur – it takes intent and deliberate action. It requires connecting Upstream and Downstream Marketing. Join the conversation with Lynn Yanyo and Laura Patterson as they walk through the Circle of Traction framework, a practical customer-centric framework for navigating and accelerating a sustainable path to organic growth. Catch the conversation as they walk through data-informed insights, operational excellence, and performance management to accelerate growth.

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B2B Research Webinar Series – Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

This presentation is from a former ISBM Doctoral Support Competition Winner, Yael Karlinsky Shichor. Yael is currently an Assistant Professor of Marketing at Northeastern University.

During this 1 hour webinar, Yael presents her research “Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach” for about 30 minutes, followed by comments and feedback from the discussant, Olivier Rubel from the University of California Davis. The remainder of the time is spent on Q&A between the attendees and the presenter.

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B2B Research Webinar Series – Customer Concentration and Firm Performance – Insights from a Cross-Disciplinary Meta-Analysis (Ljubomir Pupovac)

This presentation is from a former ISBM Doctoral Support Competition Winner, Ljubomir Pupovac. Ljubo is currently a Lecturer from UNSW Business School. His research work is titled “Customer Concentration and Firm Performance – Insights From A Cross-Disciplinary Meta-Analysis”. During this 1 hour webinar, the presenter discusses their research for about 30 minutes. Then, a discussant spends 10-15 minutes providing feedback on the research, followed by Q&A. The session discussant is Rajkumar Venkatesan from the University of Virginia.

B2B Research Webinar September 17 2020

B2B Research Webinar Series – A Structural Model of a Multitasking Salesforce: Multidimensional Incentives and Job Design (Minkyung Kim)

This presentation is from a former ISBM Doctoral Support Competition Winner, Minkyung Kim from UNC Chapel Hill. Her research work is titled “A Structural Model of a Multitasking Salesforce:  Multidimensional Incentives and Job Design”. During this 1 hour webinar, the presenter discusses their research for about 30 minutes. Then, a discussant spends 10-15 minutes providing feedback on the research, followed by Q&A. The session discussant is Murali Mantrala from the University of Kansas.

Marketing in Uncertain Times – Current Economic Times (Robert Fry)

Robert Fry, Chief Economist, Robert Fry Economics, LLC, returns to ISBM’s Marketing in Uncertain Times Town Hall series to share his current economic outlook since the onset of Covid-19.  Hear how things have changed within the economy since Robert’s last report in May, 2020. A replay of the event is available.

B2B Research Webinar August 13 2020

B2B Research Webinar Series – Implementing Marketing Strategy Changes: Minimizing Channel Partners’ Negative Responses (Divya Anand)

This presentation is from one of the ISBM 2019 Doctoral Support Competition Winners, Divya Anand from the University of Missouri. Her research work is titled “Implementing Marketing Strategy Changes:  Minimizing Channel Partners’ Negative Responses”. During this 1 hour webinar, the presenter discusses their research for about 30 minutes. Then, a discussant spends 10-15 minutes providing feedback on the research, followed by Q&A. The session discussant is Johanna Slot from Penn State University.

isbm b2b research webinar series

B2B Research Webinar Series – Alliance Portfolio Distance and Its Influence on IPO Performance (Shilpa Somraj )

Our first presentation will be from one of the ISBM 2019 Doctoral Support Competition Winners, Shilpa Somraj from the University of Nebraska-Lincoln. Her research work is titled Alliance Portfolio Distance and Its Influence on IPO Performance.

During this 1 hour webinar, the presenter will discuss their research for about 30 minutes. Then, a discussant will spend 10-15 minutes providing feedback on the research, followed by Q&A.  This session discussant is Guiyang Xiong from Syracuse University.