Channels and distribution

The Future of B2B Sales is Hybrid

Harnessing the full potential of an omnichannel approach requires the consideration of four key strategies.

May 12, 2022

Supply Chain: Managing the Dilemma (Brent Moritz)

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.

January 31, 2022

B2B sales: Omnichannel everywhere, every time

The utilization of omnichannel approaches post-pandemic continues to grow and change the B2B buying landscape.

January 14, 2022

Creating strong digital B2B channels at industrial companies

B2B firms must consider several key factors before investing into the digital self-service channels that buyers are increasingly demanding.

December 3, 2021

How industrial companies can put e-commerce at the heart of their growth strategy

Industrial companies increasingly see the benefit in having robust e-commerce platforms, but several key questions must be asked as they begin advancing into a more digital domain.

October 18, 2021

B2B Customers Expect More Than Ever. Demand Centers Can Help.

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.

October 5, 2021

Omnichannel in B2B sales: The new normal in a year that has been anything but

An omnichannel approach is the way of the future and the way of the present in B2B industries.

May 25, 2021

Digitalization of B2B Purchasing Takes Center Stage Amid Shortages

The COVID-19 pandemic has necessitated the creation of B2B e-commerce platforms.

May 11, 2021

The Effect of Review Writing on Learning Engagement in Channel Partner Relationship Management (Aguirre et al. 2018)

Channel partners play a critical role in the financial performance of suppliers. One way in which suppliers can provide useful information to their channel partners is through partner relationship management strategies. Aguirre et al. 2018 provide recommendations for how these strategies can generate the most engagement amongst channel partners.

December 21, 2020

Social Comparison in Retailer–Supplier Relationships: Referent Discrepancy Effects (Lee and Griffith 2019)

While maintaining relationships between different parties proves imperative across business contexts, the task often becomes challenging in the business-to-business (B2B) domain. Perceptions of fairness in retailer-supplier relationships are a key issue in B2B relationships. Due to multiple suppliers often having active relationships with the same retailer, these perceptions can lead to conflicts. Recent research by Lee and Griffith (2019) studied the social comparisons that occurs, and focus on distributive fairness, reference discrepancies, and tie strength.

November 7, 2020

ISBM Pulse: Channels and distribution

Category

Topics

All Archives by Month