Buying and procurement

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

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

Supply Chain: Managing the Dilemma (Brent Moritz)

Watch Joanne Smith (Price to Profits Consulting), Andrew Petersen (ISBM, Penn State), Liam Fahey (Leadership Forum, Inc.), and Becky Williams (ISBM) who are joined with our world expert, Dr. Brent Moritz, during a special JAM Session on the Supply Chain Dilemma and Marketing’s Role in Easing the Pain of the Supply Chain Dilemma.

Learn the latest information on supply chain disruptions and what is likely to continue for 2022.

January 31, 2022

B2B Research Webinar Series – 1. Branding in B2B Firms & 2. B2B E-Commerce

This presentation is on two B2B Handbook Chapters: Branding in B2B Firms (Kevin Lane Keller & Philip Kotler) and B2B E-Commerce (Venkatesh Shankar) on November 19, 2021.

January 31, 2022

Revenue Era 2.0 – Why B2B Purchasing Looks More Like B2C Post Pandemic

For B2B firms, the importance of customer convenience considerations will continue to grow post-pandemic.

November 5, 2021

B2B Customers Expect More Than Ever. Demand Centers Can Help.

Demand centers can provide a valuable service for B2B marketers, but their adoption often requires a redefinition of sales and marketing team roles within organizations.

October 5, 2021

Three Ways to Sell Value in B2B Markets

Instead of opting for a one-size-fits-all approach to value-based selling, firms may be better served by adopting product-, customer process-, or performance-centric approaches.

September 21, 2021

The Impact of Platform Protection Insurance on Buyers and Sellers in the Sharing Economy: A Natural Experiment (Luo et al. 2021)

Platform-level buyer protection insurance can not only increase purchases from buyers, but also, accelerate customer acquisition for sellers.

September 10, 2021

Defying Cost Volatility: A Strategic Pricing Response

While raising prices may be a necessity for firms facing supply-side pressures, taking four key steps prior to price increase decisions may be prudent.

September 7, 2021

ISBM Pulse: Buying and procurement

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