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
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.
Instead of opting for a one-size-fits-all approach to value-based selling, firms may be better served by adopting product-, customer process-, or performance-centric approaches.
Platform-level buyer protection insurance can not only increase purchases from buyers, but also, accelerate customer acquisition for sellers.
While raising prices may be a necessity for firms facing supply-side pressures, taking four key steps prior to price increase decisions may be prudent.
Improving the B2B buying experience can reap significant rewards for digitally savvy firms.
B2B companies must consider whether volume discounts are necessarily for all buyers.
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