AI, digitalization, and information technology

AI Has Come To Disrupt B2B Sales Expectations

The use of artificial intelligence in B2B sales can bring new agility to decision-making.

May 14, 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

When Does Acquiring an International Marketing Joint Venture Create Shareholder Value for an Emerging Marketing Firm?

This presentation is from Kiran Pedada, Assistant Professor of Marketing and a BAT Research Fellow at the Indian School of Business (ISB).

February 25, 2021

Marketing the Future: How Data Analytics Is Changing

As consumers become more aware of data gathering efforts by firms, companies have been forced to evolve in their data analytics efforts. The article highlights current developments in the data analytics domain.

February 22, 2021

The 2020 State of Digital Marketing

As digital marketing trends continue to evolve, Altimeter provides an overview of results following a survey of senior digital marketers. The findings outline current and future areas of focus for digital marketers.

February 16, 2021

Image_B2B Research Webinar Series_05Nov20

B2B Research Webinar Series – Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

This presentation is from a former ISBM Doctoral Support Competition Winner, Yael Karlinsky Shichor. Yael is currently an Assistant Professor of Marketing at Northeastern University.

During this 1 hour webinar, Yael presents her research “Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach” for about 30 minutes, followed by comments and feedback from the discussant, Olivier Rubel from the University of California Davis. The remainder of the time is spent on Q&A between the attendees and the presenter.

November 23, 2020

Modern Business Models

This article, focusing on AI, platforms, and network effects, distinguishes between products that are “like air” (that one needs continuously and is critical for survival) versus “like hair cuts” (that one needs only once in a while and can do without). The authors describe the notion of a ‘modern business model’, and demonstrates how these companies are more resilient.

August 31, 2020

The Digital Transformation of Buyer/Supplier Dynamics

Our own Stefan Wuyts – Director of the ISBM and Full Professor of Marketing – was recently interviewed by PYMNTS.com on digitalization. The interview covers online platforms, buying groups, and the future (if any) of tradeshows. Whatever the future holds – the B2B buying process will be very different in the future.

August 28, 2020

Which Problems to Solve With Blockchain Technology

Knowing how blockchain technology can support organizations’ strategies is important to avoid making costly investments – and to avoid missing out on valuable opportunities. In this article, Toppo Felin and Karim Lakhani describe the basic distributed digital ledger technology underlying blockchain. Next, the authors describe which types of problems can be solved with blockchain technology. Examples include payment for intellectual property rights, the establishment of historical ownership of tangible products, and the tracing of raw materials and components across the supply chain.

July 22, 2020

Data Wrapping: A New Way to Increase a Product’s Value Proposition

Data wrapping is the practice of giving data and analytics to customers as product features and customer experiences, with the goal of increasing a product’s value proposition. The users of these data wrapping functionalities are the company’s customers – not the employees. And as this is a customer oriented feature being a part of the product offering, the product road map is lead by product owners – not IT. It is an interesting strategy to monetize data – in a way that extends the product value proposition.

July 3, 2020

ISBM Pulse: AI, digitalization, and information technology

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