ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
As economic conditions worsen, B2B firms must consciously reallocate resources to high-performing areas.
Video advertising is a tool that savvy B2B firms should consider utilizing even more in 2023.
Following socially irresponsible behaviors, firms must carefully select what type of CSR efforts to engage in.
As B2B marketers forecast how they will spend their allotted resources in 2023, a recent survey revealed similarities and areas of divergence.
In B2B industries, reducing customer purchasing effort can be a key contributor to future growth.
Although the COVID-19 pandemic accelerated the rate at which B2B companies adopted hybrid selling approaches, the effectiveness of these methods suggests that they are here to say.
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.
For newly hired salespeople, decentralized onboarding programs may provide significant performance benefits over centralized programs.
Customer satisfaction is a key outcome in the B2B domain, and specifying the essential attributes that comprise it should be a priority for firms.
Oftentimes, buyer-seller relationships can exhibit signs of falling apart. Knowing from where concerning signals emerge is critical.
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