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ISBM Pulse: Channels and distribution

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Network Governance

This chapter provides an overview of various network governance mechanisms in business markets, by discussing the control and coordination benefits as well as the constraints that result from firms and dyads being embedded in social networks. First, network control mechanisms are discussed that help firms monitor and steer the behaviors of their exchange partners. Second, the chapter covers how social networks can stimulate positive behavior and help align different parties for the sake of mutual gain. Third, a dark side of social networks is discussed.

March 5, 2020

Overcoming Manufacturer-Distributor Barriers in Today’s Internet-Enabled Market (Rick Wilson)

Last year, our membership expressed interest in improving practices in channel distribution.  And so we partnered with Rick Wilson, visiting scholar and former professor at Kellogg School of Management, and the National Association of Wholesalers-Distributors to conduct groundbreaking research.  The goal of the research was to identify fresh perspectives and best practices so these stakeholders can strengthen their relationship and drive incremental growth.

We are proud to announce that the research is complete and the results are fascinating! One such finding is that commoditization is an internal, versus an external force, which means you have the power to end it. In this one-hour webinar, researcher Rick Wilson shares three of the more compelling findings, and provides you with some tips and tools on how you can apply the learnings in your organization.

April 4, 2017

Building The B2B Omni-Channel Commerce Platform Of The Future (Dean Afzal and John Fisher)

Driven by their online buying experiences, savvy business to business (B2B) buyers are demanding omni-channel capabilities when making work-related purchases. But for B2B sellers, in today’s rapidly changing world, building an effective omni-channel experience for buyers is not easy. It requires integrating world-class technology and transforming legacy organization structures and process, all at the same time. Join two experts from SAP Hybris as they walk you through the digital transformation landscape – from what the new digitally enabled customers are expecting to what current B2B companies are providing.  Dean Afzal is the Global Marketing Director for B2B and John Fisher is the Global Head of Industry Marketing.  They will share insights from their co-sponsored Forrest research to their experience with a wide array of existing customers on how, and why, they transformed their organizations.

December 1, 2016

ISBM Academic Newsletter, Volume 9, Issue 1

In this Issue (March 2016): 
– Feature: ISBM-CAP Project – Making Free Business-to-Business Manufacturing Apps Pay Off: The Case of Kennametal’s NOVO (Hari Sridhar)
– From the Membership: Big Talk: The Stakeholder Value Chain (Suzanne Lavin) 
– PhD Research Camp Announcement
– Academic Conference Announcement
– IPSS Update: Fall Lineup (Hari Sridhar) 
– 2015 Dissertation Support Award Competition…Winners Announced 
– Last Call: Nominations for ISBM-David T. Wilson-Sheth Foundation Award 

March 1, 2016
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Phone: 814-863-2782
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Email: ISBM@psu.edu

© 2020 ISBM – Institute for the Study of Business Markets