ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.

ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to 

ISBM Pulse: Corporate strategy

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sales

When CEOs Make Sales Calls

CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.

To Cut Costs, Know Your Customer

Cost-cutting initiatives for B2B firms should focus on reorienting resources toward business practices that create customer value.

price

A Better Way to Price B2B Offerings

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.

experiment

Two Steps: A Primer on B2B Experiments

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.