ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Although buyers increasingly report prioritizing sustainable products and services, they are often underwhelmed by seller offerings.
B2B brand investments can attract purchasers and lower customer churn.
Firms can evaluate the state of their B2B relationships by measuring customer health.
In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.
While garnering favorable customer reactions following offerings is critical, the role of human or AI agents as the deliverers of offering information could prove to be a deciding factor.
Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.
Building confidence and communicating clear expectations to buyers are cornerstones to creating trust for B2B firms.
To weather economic downturns, B2B sales leaders must focus on several key strategic areas.
The growth of online B2B selling will necessitate firms that firms adopt even more data-driven selling techniques in the near future.
Although B2B and B2C customers increasingly expect personalized service interactions, firms must balance this preference with data privacy concerns.
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