ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
Although they are less widespread than B2C platforms, B2B platforms can succeed by focusing on three key considerations.
Although horizontal referrals are common in B2B industries, managers must consider several different factors to increase their chances of receiving the best possible referral from a supplier.
In a recent study, B2B customers expressed strong preferences in self-service and collaboration with sellers.
Just as agile decision-making kept many B2B technology providers afloat during the pandemic, it may also propel them during uncertain economic conditions in the near future.
With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.
In interfirm relationships, the identity orientation of each party can impact what type of governance is the most effective.
Although trust in marketing relationships is imperative, it can also give rise to boundary spanner corruption that is detrimental to both parties.
Managing multichannel sales system requires careful consideration of design and governance decisions.
In B2B markets, firms entering licensing agreements should consider licensing experience as a key factor when making monitoring decisions.
This presentation is on two B2B Handbook Chapters: The Complexity of Trust in B2B Relationships (Scheer) and Control and Coordination in B2B Networks (Wuyts & Van den Bulte) on October 22, 2021.
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