
What Do Your B2B Customers Really Want?
In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to
In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.
In an increasingly customer-driven world, firms must effectively engage in lifecycle revenue marketing.
To effectively use marketing technologies, a close collaboration must be formed between marketing and information technology groups within an organization.
Avoiding the pitfalls of herd mentality requires firms to be willing to explore potential reactions from multiple stakeholders.
As firms increasingly focus on more sustainable business models, an increased focus on the concept of B4B (business-for-business) may prove impactful.
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.
The COVID-19 pandemic has accelerated a shift from analog processes to automated and digital-first engagements with customers, a process outlined
Collaborations between academics and practitioners in the B2B domain can yield critical insights for both groups.
Collaborative actions between peer firms can ultimately contribute to industry growth in a three stage process.
Channel partners play a critical role in the financial performance of suppliers. One way in which suppliers can provide useful information to their channel partners is through partner relationship management strategies. Aguirre et al. 2018 provide recommendations for how these strategies can generate the most engagement amongst channel partners.
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