ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Midsize B2B firms must address key challenges to be able to compete with larger organizations.
An omnichannel approach is the way of the future and the way of the present in B2B industries.
The COVID-19 pandemic has forced buyers and sellers to shift a significant amount of their interactions to online platforms, with
CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.
Collaborations between academics and practitioners in the B2B domain can yield critical insights for both groups.
Incremental adjustments post-pandemic may ultimately prove less prudent than transformative initiatives that can re-orient business practices.
The B2B companies that focus on providing effective digital customer experiences will reap the rewards of an increasingly online B2B buying process.
Cost-cutting initiatives for B2B firms should focus on reorienting resources toward business practices that create customer value.
While B2B suppliers often feel that they must compete on price alone, they have an ability to extract a higher price from their B2B customers and provide greater customer value by focusing on all of the offerings that they provide.
Although business-to-business settings provide ample opportunity for research that uses experiments, they are seldom used. Approaches for integrating experimental insights into research is discussed.
© 2024 ISBM – Institute for the Study of Business Markets
484 Business Building
University Park, PA 16802
Phone: 814-863-2782
Fax: 814-863-0413
Email: ISBM@psu.edu
© 2020 ISBM – Institute for the Study of Business Markets