collaboration

What Do Your B2B Customers Really Want?

In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.

March 25, 2023

How B2B Organizations Can Triumph in a Customer-Driven World

In an increasingly customer-driven world, firms must effectively engage in lifecycle revenue marketing.

March 15, 2023

How A Strong Collaboration Between CMO And CIO Accelerates Businesses’ Success

To effectively use marketing technologies, a close collaboration must be formed between marketing and information technology groups within an organization.

October 30, 2022

Bias Busters: When the crowd isn’t necessarily wise

Avoiding the pitfalls of herd mentality requires firms to be willing to explore potential reactions from multiple stakeholders.

June 6, 2022

Shifting From B2B to B4B Can Build a More Sustainable Business

As firms increasingly focus on more sustainable business models, an increased focus on the concept of B4B (business-for-business) may prove impactful.

April 11, 2022

Mobilizing the Temporary Organization: The Governance Roles of Selection and Pricing (Ghazimatin, Mooi, and Heide 2021)

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.

August 27, 2021

The Future Of The B2B Sales Profession: Adapt, Integrate And Collaborate

The COVID-19 pandemic has accelerated a shift from analog processes to automated and digital-first engagements with customers, a process outlined

April 30, 2021

Connect, engage, transform: how B2B researchers can engage in impactful industry collaboration (Mooi et al. 2020)

Collaborations between academics and practitioners in the B2B domain can yield critical insights for both groups.

April 26, 2021

Collaborative Market Driving: How Peer Firms Can Develop Markets Through Collective Action (Maciel and Fischer 2020)

Collaborative actions between peer firms can ultimately contribute to industry growth in a three stage process.

April 14, 2021

The Effect of Review Writing on Learning Engagement in Channel Partner Relationship Management (Aguirre et al. 2018)

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.

December 21, 2020

ISBM Pulse: collaboration

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