Buying and procurement

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

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

ISBM Pulse: Buying and procurement

Category

Topics

All Archives by Month

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

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

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

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

Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets (Homburg, Vomberg , and Muehlhaeuser 2020)

Supply Chain: Managing the Dilemma (Brent Moritz)

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

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

Three Ways to Sell Value in B2B Markets

B2B Pulse Login

New User Registration