ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
With the rise of group purchasing organizations, determining the optimal relationship between buyers and sellers has become an even greater challenge.
As economic conditions worsen, B2B firms must consciously reallocate resources to high-performing areas.
As B2B marketers forecast how they will spend their allotted resources in 2023, a recent survey revealed similarities and areas of divergence.
A survey of 50 global B2B leaders revealed five key strategies that can ensure a successful sales future.
Investments in firstline sales managers, sales transformation initiatives, and e-commerce are three critical areas of emphasis for B2B firms.
Accommodating the differing payment method preferences of B2B and B2C buyers can create value for B2B sellers.
The course, taught by Dr. Michael Ahearne will focus on academic research related to improving sales force performance. We will examine research using a variety of approaches including analytic models, empirical models, surveys, and lab/field experiments. We will investigate both published research as well as working papers by top scholars in the field. Many of these top scholars will join our sessions to discuss their working papers with the class.
It will consist of ten sessions of 120 minutes each beginning on October 24, 2022, from 11:00AM – 1:00PM ET
Please follow the Admission Procedure (https://isbm.org/admission-procedure/) when registering for this Course.
If you have been stressed by the supply chains that were stretched or broken over the past 2 years and/or your customers who have been whip-lashed by their customers, this next webinar is for you.
Presented by: Tracy Daly, Senior Optimization Consultant Demand Management and Top Line Growth, OpExecs
Building confidence and communicating clear expectations to buyers are cornerstones to creating trust for B2B firms.
To weather economic downturns, B2B sales leaders must focus on several key strategic areas.
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