value creation

Predictions 2023: Winning B2B Organizations Refocus Around The Customer

With uncertainty surrounding future economic conditions, forward-looking B2B firms may need to become even more customer-focused.

November 24, 2022

High-Growth B2B Businesses Invest In Brand When Facing Economic Uncertainty

Although many firms are inclined to decrease investments during economic downturns, investing in brand purpose may be a more prudent strategy.

October 9, 2022

Hybrid B2B Sales will be the Norm by 2024. How to Embrace the Future of Sales Now.

Although the COVID-19 pandemic accelerated the rate at which B2B companies adopted hybrid selling approaches, the effectiveness of these methods suggests that they are here to say.

September 25, 2022

Differential Effects of Received Trade Credit and Provided Trade Credit on Firm Value (Astvansh and Jindal, 2022)

Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.

August 19, 2022

Despite Efficiencies, Mergers and Acquisitions Reduce Firm Value by Hurting Customer Satisfaction (Umashankar, Bahadir, and Bharadwaj, 2022)

Although mergers and acquisitions can create value for firms, their potentially negative impact on customer satisfaction requires attention.

July 21, 2022

B2B Growth is Where it’s Green

As B2B firms continue to explore ways to grow, investing in green products may become an increasingly viable strategy.

May 30, 2022

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

What the Metaverse Means for B2B Companies

Although many applications of the metaverse have been provided in B2C contexts, the potential impact of an engaging virtual environment can also be significant for B2B companies.

April 25, 2022

Unlocking “Pipeline Gridlock:” Effective Portfolio Management is the Key

Firms must devote resources to managing new product portfolios and make decisions to cut their losses on once-promising initiatives.

December 7, 2021

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

ISBM Pulse: value creation

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