Pricing – ISBM

Next-Gen B2B Sales: How Three Game Changers Grabbed the Opportunity

In a new generation of B2B selling, successful companies effectively employ three key tactics.

March 18, 2024

What Separates B2B GTM Outperformers in Tech and Telecom

B2B outperformers in tech and telecom industries go to market more effectively than their competitors by focusing on four key areas.

October 22, 2023

Forrester Unveils Customer-Obsessed Growth Engine at its B2B Summit

The three key components of a customer-obsessed growth engine are creating buyer value, aligning marketing, sales, and product teams, and leveraging technology.

July 16, 2023

Leveraging Growth Analytics for B2B Sales

In both favorable and unfavorable market conditions, B2B firms that embrace growth analytics are better poised for success.

July 9, 2023

Horizontal Referrals in B2B Markets (Hada, De Bruyn, and Lilien 2023)

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.

May 8, 2023

Defying Cost Volatility: A Strategic Pricing Response

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.

September 7, 2021

How B2B Firms Can Price with Confidence as Inflation Rises

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.

August 19, 2021

When Does Acquiring an International Marketing Joint Venture Create Shareholder Value for an Emerging Marketing Firm?

This presentation is from Kiran Pedada, Assistant Professor of Marketing and a BAT Research Fellow at the Indian School of Business (ISB).

February 25, 2021

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B2B Research Webinar Series – Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

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.

November 23, 2020

Book: Pricing in a Crisis Playbook

We are heading towards a recession that may be worse than the Great Recession following the 9/11 attacks. Depending on scientific progress, we may be in a downturn for many months to come. Price pressure is inevitable in a downturn. Joanne Smith, who lead the corporate pricing organization of Dupont in the five years before and during the 2009 recession, has written a very timely book on how to price in a recession: “Pricing in a Crisis Playbook: A Practical B2B Guide for Pricing with Confidence in a Crisis or Recession”.

May 3, 2020

ISBM Pulse: Pricing

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