ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
An emphasis on leadership, distinctiveness, and functional benefits can help B2B brands achieve pricing power.
In a new generation of B2B selling, successful companies effectively employ three key tactics.
B2B outperformers in tech and telecom industries go to market more effectively than their competitors by focusing on four key areas.
The three key components of a customer-obsessed growth engine are creating buyer value, aligning marketing, sales, and product teams, and leveraging technology.
In both favorable and unfavorable market conditions, B2B firms that embrace growth analytics are better poised for success.
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.
While raising prices may be a necessity for firms facing supply-side pressures, taking four key steps prior to price increase decisions may be prudent.
With inflation on the rise, B2B companies can follow five strategies to increase prices following a period of time in which many cut prices for their customers.
This presentation is from Kiran Pedada, Assistant Professor of Marketing and a BAT Research Fellow at the Indian School of Business (ISB).
This presentation is from a former ISBM Doctoral Support Competition Winner, Yael Karlinsky Shichor. Yael is currently an Assistant Professor of Marketing at Northeastern University.
During this 1 hour webinar, Yael presents her research “Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach” for about 30 minutes, followed by comments and feedback from the discussant, Olivier Rubel from the University of California Davis. The remainder of the time is spent on Q&A between the attendees and the presenter.
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