ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Ambiguous contractual language between parties can lead to outcomes that benefit franchisors.
Corporate sociopolitical activism (CSA) is defined by Bhagwat and her co-authors as a firm’s public demonstration of support for or
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.
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