Buying and procurement

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

The State of Chatbots in B2B Demand Generation

Chatbots are not only increasingly used in B2B industries to generate leads, but also have been associated with improved conversion rates.

March 7, 2023

Changing times for small- to mid-sized B2B technology providers: Rethinking the path forward

Just as agile decision-making kept many B2B technology providers afloat during the pandemic, it may also propel them during uncertain economic conditions in the near future.

February 28, 2023

Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets (Kumar et al. 2023)

With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.

February 19, 2023

5 Predictions for B2B Marketing in 2023

In determining areas of focus for 2023, B2B marketers should emphasize increased digitization of processes.

January 1, 2023

Here’s What Really Builds Customer Loyalty in the B2B Industry

In B2B industries, reducing customer purchasing effort can be a key contributor to future growth.

December 25, 2022

Why B2B Companies Can’t Ignore the 5th P of Marketing — Payments

Accommodating the differing payment method preferences of B2B and B2C buyers can create value for B2B sellers.

October 23, 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

The Opportunities and Costs of Highly Involved Organizational Buyers (McClure et al. 2022)

Having highly involved organizational buyers can impact financial outcomes for B2B firms.

June 17, 2022

The future of buyer–seller interactions: a conceptual framework and research agenda (Ahearne et al. 2022)

Buyer-seller relationships have changed in two key ways: information asymmetry and face-to-face communications have both decreased. The future of buyer-seller relationships will depend on addressing these challenges.

April 6, 2022

ISBM Pulse: Buying and procurement

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