ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
This presentation is on two B2B Handbook Chapters: Branding in B2B Firms (Kevin Lane Keller & Philip Kotler) and B2B E-Commerce (Venkatesh Shankar) on November 19, 2021.
This presentation is on two B2B Handbook Chapters: The Complexity of Trust in B2B Relationships (Scheer) and Control and Coordination in B2B Networks (Wuyts & Van den Bulte) on October 22, 2021.
This presentation is on two B2B Handbook Chapters: Marketing Metrics (Srinivasan & Hasan) for B2B Firms and Empirical Approaches for Addressing Endogeneity in B2B Research (Saboo & Anand), on October 8, 2021.
This presentation is from Professor Sebastian Hohenberg. Sebastian an assistant professor of marketing at the University of Texas at Austin.
This presentation is from Professor Elham Ghazimatin. Elham is a PhD graduate in marketing from the University of Melbourne, Australia and an assistant professor of marketing at the University of Stavanger (UiS).
This presentation is from Kiran Pedada, Assistant Professor of Marketing and a BAT Research Fellow at the Indian School of Business (ISB).
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.
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.
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.
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.
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