ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
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.
A recent survey of B2B buyers revealed their preferences for content type, delivery, and timing.
B2B companies that are thriving are more likely to be on the cutting edge of five key trends.
Although growth can come from securing new contracts and partnerships, reinforcing existing customer relationships is imperative.
By becoming “customer-obsessed,” B2B firms can be better oriented for future growth and value creation.
For B2B firms to thrive in disruptive environments, there must be a synergy between online and offline channels.
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