ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
B2B companies must consider whether volume discounts are necessarily for all buyers.
Several marketing trends are worth following in 2021 in the B2B domain.
Midsize B2B firms must address key challenges to be able to compete with larger organizations.
The COVID-19 pandemic has necessitated the creation of B2B e-commerce platforms.
The COVID-19 pandemic has accelerated a shift from analog processes to automated and digital-first engagements with customers, a process outlined
CEOs can impact sales in B2B settings, but their roles in the sales process must be carefully managed.
The B2B companies that focus on providing effective digital customer experiences will reap the rewards of an increasingly online B2B buying process.
While B2B suppliers often feel that they must compete on price alone, they have an ability to extract a higher price from their B2B customers and provide greater customer value by focusing on all of the offerings that they provide.
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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