ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Although B2B sellers frequently offer discounts to targeted buyers, they may unknowingly be sacrificing profit from other buyers.
B2B outperformers in tech and telecom industries go to market more effectively than their competitors by focusing on four key areas.
To counter payment delays brought forth by challenging economic conditions, B2B firms are increasingly focusing on accounts receivable automation.
In B2B markets, marketing and sales efforts are often misaligned, leading to losses in revenue and greater customer churn.
In business markets, the impact of advertising can have a long-run impact on the purchasing of new products.
B2B buyer preferences continue to shift in favor of suppliers who practice societally “good” business.
The rise of eB2B retailers opens up an exciting opportunity for collaboration with CPG manufacturers.
Although most firms strive to receive positive customer references, the elements within each reference can drastically change their impact on firm value.
Although effective customer journey management can increase firm performance, how it is achieved can be costly.
Although the financial footprint of midsize B2B customers is large, making headway with them requires a revised approach.
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