governance – ISBM

Marketing Experience of CEOs and Corporate Social Performance (Janani et al. 2022)

CEOs with prior marketing experience can prove particularly effective at enhancing corporate social performance.

May 24, 2022

Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets (Homburg, Vomberg , and Muehlhaeuser 2020)

Managing multichannel sales system requires careful consideration of design and governance decisions.

February 16, 2022

Value from technology licensing – The role of monitoring and licensing experience (Mooi and Wuyts 2021)

In B2B markets, firms entering licensing agreements should consider licensing experience as a key factor when making monitoring decisions.

November 23, 2021

2021 ISBM B2B Trends Study

The goals of the 2021 ISBM B2B Trend Study© are (1) to identify research priorities for the academic B2B marketing community and (2) to guide course content and other offerings for the corporate ISBM community.

October 1, 2021

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

Governance Implications of Modularity in Sourcing Relationships (Harmancıoğlu, Wuyts, and Ozturan 2021)

Although managers often do not consider the degree of system modularity when making their governance choices, recent work has found that they should.

August 16, 2021

Relationship Governance Dynamics: The Roles of Partner Selection Efforts and Mutual Investments (Wathne et al.) (open access)

Reseller selection efforts are costly, time consuming, and are sometimes questioned as effective governance mechanisms. Nevertheless, reseller selection efforts are justified as they lower suppliers’ ex post transaction costs amd weaken the likelihood of resellers’ possible exploitation of supplier-reseller relationship in the case of supplier’s investments in the relationship, and promote value creation. Analyzing two waves of surveys in a B2B supplier-reseller context, the authors of this study insights on relationship governance dynamics of reseller selection efforts.

May 24, 2020

Dynamic Governance Matching in Solution Development (Colm, Ordanini, and Bornemann)

B2B firms are increasingly shifting to offer service solutions as competitive and commoditization threats increase. However, much of these shifts to service-oriented offerings have generated mixed results. The authors investigate this problem as a governance problem and highlight that the different phases of solutions development (experimentation, integration, and evolution) expose actors to various governance tensions.

May 17, 2020

ISBM Pulse: governance

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