ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
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.
As firms face disruptive events in the marketplace, they must be prepared to adapt. Oftentimes, adapting necessitates a “pivot” in how firms operate across multiple dimensions.
As leaders of organizations face unprecedented turbulence in the market, Day and Schoemaker provide a roadmap for how digital advances can be managed most effectively when important decisions must be made.
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.
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