ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Chatbots are not only increasingly used in B2B industries to generate leads, but also have been associated with improved conversion rates.
Just as agile decision-making kept many B2B technology providers afloat during the pandemic, it may also propel them during uncertain economic conditions in the near future.
With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.
In determining areas of focus for 2023, B2B marketers should emphasize increased digitization of processes.
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.
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