ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
In B2B industries, reducing customer purchasing effort can be a key contributor to future growth.
Accommodating the differing payment method preferences of B2B and B2C buyers can create value for B2B sellers.
Although trade credits are commonplace, recent research suggests that their impact may be asymmetric for those who receive as opposed to provide them.
Having highly involved organizational buyers can impact financial outcomes for B2B firms.
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.
Managing multichannel sales system requires careful consideration of design and governance decisions.
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.
This presentation is on two B2B Handbook Chapters: Branding in B2B Firms (Kevin Lane Keller & Philip Kotler) and B2B E-Commerce (Venkatesh Shankar) on November 19, 2021.
For B2B firms, the importance of customer convenience considerations will continue to grow post-pandemic.
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.
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