Buying and procurement – Page 7

The Organizational Buying Center: Innovation, Knowledge Management and Brand

Management of the organizational buying center (OBC) is among the fastest-changing aspects of contemporary business and marketing. Driven largely by rapid technological innovation and the dispersion of global management teams, OBC management has evolved in many ways since its inception more than 40 years ago in the marketing literature. The purpose of this chapter is to review existing OBC knowledge and to identify the most critical practice and research issues facing OBC managers and theorists alike.

March 4, 2020

From Intelligence to Insights in a Competitive B2B Market (Mark Little)

Mark has spent a career as a leader of Insights organizations. Learn from his successes and challenges in how to obtain strategic insights from Market Intelligence in a hyper globally competitive world.

September 26, 2019

Reimagine B2B Marketing & Building Your Own Action Agenda (Jerry Wind)

In this presentation, Jerry Wind reimagines B2B marketing by challenging the mental models of the industry and academia, and our collective values.

September 19, 2017

The Challenges Online Supply Management Tools Pose for B2B Marketers (James Narus & Michelle Steward)

This presentation reports on the results from a series of over 75 personal interviews and from over 1500 completed electronic questionnaires gathered from purchasing and supply managers in a variety of industries across the US. Based on the findings, the most commonly used tools and related analyses customer managers employ in major stages of the buying process are identified and discussed in detail.

September 19, 2017

Marketing and Procurement (Amy Haney)

In this presentation, the role of strategic sourcing and category management at Abbott Labs is presented. The 5-points of purpose have a special role in Abbott Labs’ procurement strategy.

September 19, 2017

ISBM Pulse: Buying and procurement

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The Organizational Buying Center: Innovation, Knowledge Management and Brand

From Intelligence to Insights in a Competitive B2B Market (Mark Little)

Reimagine B2B Marketing & Building Your Own Action Agenda (Jerry Wind)

The Challenges Online Supply Management Tools Pose for B2B Marketers (James Narus & Michelle Steward)

Marketing and Procurement (Amy Haney)

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