ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
A new B2B selling environment in which buyers prefer remote interactions and self-service necessitates a new approach to lead generation.
The use of temporary organizations in B2B settings continues to be substantial, but the selection of suppliers and pricing strategies is a key challenge for firms employing diverse teams of specialists.
With inflation on the rise, B2B companies can follow five strategies to increase prices following a period of time in which many cut prices for their customers.
Although managers often do not consider the degree of system modularity when making their governance choices, recent work has found that they should.
Improving the B2B buying experience can reap significant rewards for digitally savvy firms.
Ambiguous contractual language between parties can lead to outcomes that benefit franchisors.
B2B companies must consider whether volume discounts are necessarily for all buyers.
Several marketing trends are worth following in 2021 in the B2B domain.
An omnichannel approach is the way of the future and the way of the present in B2B industries.
The COVID-19 pandemic has forced buyers and sellers to shift a significant amount of their interactions to online platforms, with
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