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
When responding to a Request for Proposal (RFP) in both the public and the private sector, suppliers’ access to buyers is often restricted due to law and informal rules of engagement. The authors term these buyers ‘barricaded buyers’. Despite having limited access to these individuals, suppliers can still increase their competitiveness and selection likelihood when selling to barricaded buyers.
McKinsey has published about how COVID-19 is affecting consumer behavior in five main ways. Review their findings across 45 countries.
The unexpected nature showed how many firms were not ready for supply chain disruptions. B2B marketplaces may offer solutions in the reassessment and reconfiguration of supply chains. B2B marketplaces are often building tailored workflow software, which offers the potential for streamlining procurement processes. This article, published on Medium, discusses tailored workflows on three marketplaces: Laserhub, Faire, and Zageno.
The influence of the COVID-19 pandemic on the electronics industry is far reaching – and especially significant on the semiconductor industry. Deloitte covers the pandemic and describes how COVID-19 might become a black swan event – an unpredictable evens with potentially severe consequences. The report describes how the current crisis might drive the semiconductor industry to transform its global supply chain.
One of the research institutes at the Smeal College of Business at Penn State is the Center for Supply Chain Research (CSCR). The CSCR website offers a wealth of COVID-19 resources focused on supply chain management, including weekly presentations and recordings, as well as a curated collection of websites, research, and recordings.
Due to the ever increasingly global supply chains, the impact of the disruption caused by the coronavirus contagion is felt worldwide. Industrial industries are particularly affected. Now is the time to rethink the complex interdependencies in our supply chains. In the MIT Sloan Management Review, Professor Willy Shih of the Harvard Business School covers the rationale for global supply chains, and offers managers a number of actions to reassess supply chain risk.
Management of the organizational buying center (OBC) is among the fastest-changing aspects of contemporary business and marketing. Driven largely by rapid technological innovation and the dispersion of global management teams, OBC management has evolved in many ways since its inception more than 40 years ago in the marketing literature. The purpose of this chapter is to review existing OBC knowledge and to identify the most critical practice and research issues facing OBC managers and theorists alike.
Mark has spent a career as a leader of Insights organizations. Learn from his successes and challenges in how to obtain strategic insights from Market Intelligence in a hyper globally competitive world.
In this presentation, Jerry Wind reimagines B2B marketing by challenging the mental models of the industry and academia, and our collective values.
This presentation reports on the results from a series of over 75 personal interviews and from over 1500 completed electronic questionnaires gathered from purchasing and supply managers in a variety of industries across the US. Based on the findings, the most commonly used tools and related analyses customer managers employ in major stages of the buying process are identified and discussed in detail.
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