ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.

ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to

ISBM Pulse: Buying and procurement

revenue

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

sales

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

sales

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

insurance

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

price

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

buying

Five Digital Strategies For Improving The B2B Buying Experience

Improving the B2B buying experience can reap significant rewards for digitally savvy firms.

July 7, 2021

discount

What B2B Companies Get Wrong About Volume Discounts

B2B companies must consider whether volume discounts are necessarily for all buyers.

June 22, 2021

sales

Omnichannel in B2B sales: The new normal in a year that has been anything but

An omnichannel approach is the way of the future and the way of the present in B2B industries.

May 25, 2021

digital sale

These Eight Charts show how COVID-19 has Changed B2B Sales Forever

The COVID-19 pandemic has forced buyers and sellers to shift a significant amount of their interactions to online platforms, with

May 21, 2021

sales

Digitalization of B2B Purchasing Takes Center Stage Amid Shortages

The COVID-19 pandemic has necessitated the creation of B2B e-commerce platforms.

May 11, 2021

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Phone: 814-863-2782
Email: isbm@psu.edu

© 2021 ISBM – Institute for the Study of Business Markets

484 Business Building
University Park, PA 16802
Phone: 814-863-2782
Fax: 814-863-0413
Email: ISBM@psu.edu

© 2020 ISBM – Institute for the Study of Business Markets