Extensive B2B Resources
ISBM HAS AN EXTENSIVE B2B CONTENT LIBRARY FOR THE LATEST, MOST RELEVANT INFORMATION IN B2B MARKETS. AS A MEMBER, YOU HAVE ACCESS NOT ONLY TO THIS SEARCHABLE, AI-ENABLED LIBRARY, BUT ALSO OUR WORLD-WIDE EXPERTS COVERING ALL ASPECTS OF B2B MARKETING.
Articles
B2B marketing in technical markets continues to evolve in measured ways. Change reflects adjustments in how organizations
Artificial intelligence now affects how industrial marketers analyze data, engage buyers, and support long buying cycles. But
Retention remains a central driver of profitable B2B growth. Effective retention strategies depend on understanding buyer behavior,
Featured Presentations
Urgent Pricing Crisis and Surcharges Caused by Iran War
AI Transformation of Understanding Customer Needs
Essential Questions About Growth That Leaders Must Answer – That AI Shouldn’t
Urgent Pricing Crisis and Surcharges Caused by Iran War
AI Transformation of Understanding Customer Needs
Essential Questions About Growth That Leaders Must Answer – That AI Shouldn’t
Webinars
Six Steps To Future Proof B2B Marketing ROI (Michael Brenner)
Creating the Organization of the Future, Part 2: Culture and Values
Creating the Organization of the Future, Part 1: Setting the Direction, Mission, Vision and Purpose
Six Steps To Future Proof B2B Marketing ROI (Michael Brenner)
Creating the Organization of the Future, Part 2: Culture and Values
Creating the Organization of the Future, Part 1: Setting the Direction, Mission, Vision and Purpose
Podcast
Podcast 1
PlayISBM Funded Research
ISBM has been funding B2B Research since 1984. Below is a list of the past funded research.
| ISBM Funded Research | |
|---|---|
| Anderson, James C. and James A. Narus (2003), "Selectively Pursuing More of your Customer's Business," Sloan Management Review, 44 (3), 42-52. | |
| Anderson, James C., James B. L. Thomson, and Finn Wynstra (2000), "Combining Value and Price to Make Purchase Decisions in Business Markets," International Journal of Research in Marketing, 17 (4), 307-29. | |
| Bello, Daniel C., Shirish P. Dant, and Ritu Lohtia (1997), "Hybrid Governance: The Role of Transaction Costs, Production Costs and Strategic Considerations," The Journal of Business & Industrial Marketing, 12 (2), 118-33. | |
| Bhargava, Hermant K. and Vidyanand Choudhary (2004), "Economics of Electronic Intermediaries With Aggregation Benefits," Information Systems Research 15 (1), 22-47. | |
| Bon, Joel Le and Dwight Merunka (1999), "Explaining and Managing Salespeople's Effort towards Competitive Intelligence: Evidences from the C.I.A. Salesperson Scale," in AMA Summer Educator's Conference Proceedings. San Francisco, CA. | |
| Cannon, Joseph, P. and Christian Homburg (2001), "Buyers-Supplier Relationships and Customer Firm Costs," Journal of Marketing, 65 (1), 29-44. | |
| Chandrashekaran, Murali and Rajiv K. Sinha (1995), "Isolating the Determinants of Innovativeness: A Split-Population Tobit (SPOT) Duration Model of Timing and Volume of First and Repeat Purchase," Journal of Marketing Research, 32 (4), 444-57. | |
| Chandy, Rajesh K. and Gerard J. Tellis (1998), "Organizing for Radical Product Innovation: The Overlooked Role of Willingness to Cannibalize," Journal of Marketing Research, 35 (4), 474-88. | |
| Chen, Jiyao, Richard R. Reilly, and Gary S. Lynn (2005), "The Impacts of Speed-to-Market on New Product Success: The Moderating Effects of Uncertainty," IEEE Transactions on Engineering Management, 52 (2), 199-212. | |
| Corey, Robert J. and David T. Wilson (1994), "Using Motivation as a Basis for Understanding and Improving Direct Marketing Relationships," Journal of Direct Marketing, 8 (4), 28-40. | |
| Danneels, Erwin and Elko J. Kleinschmidt (2001), "Product Innovativeness from the Firm's Perspective: Its Dimensions and their Relation with Project Selection and Performance," The Journal of Product Innovation Management, 18 (6), 357-73. | |
| Danneels, Erwin and Gary L. Lilien (1998), "Doctoral Programs in Business-to-Business Marketing: Status and Prospects," Journal of Business to Business Marketing, 5 (1,2), 7-34. | |
| Dawes, Philip L., Don Y. Lee, and Grahame R. Dowling (1999), "Informal Information Control in Complex Technological Purchase Situations," Journal of High Technology Management Research, 10 (2), 377-402. | |
| Dawes, Philip L., Don Y. Lee, and Grahame R. Dowling (1999), "Informal Information Control in Complex Technological Purchase Situations," Journal of High Technology Management Research, 10 (2), 377-402. | |
| Dearden, James A., Gary L. Lilien, and Eunsang Yoon (1999), "Marketing and Production Capacity Strategy for Non-differentiated Products: Winning and Losing at the Capacity Cycle Game," International Journal of Research in Marketing, 16 (1), 57-75. | |
| Dekimpe, Marnik G. , Pierre Francois, Srinath Gopalakrishna, Gary L. Lilien, and Christophe Van den Bulte (1997), "Generalizing About Trade Show Effectiveness: A Cross-National Comparison," Journal of Marketing, 61 (4), 55-65. | |
| DeSarbo, Wayne S. , Kamel Jedidi, and Indrajit Sinha (2001), "Customer Value Analysis in a Heterogeneous Market," Strategic Management Journal, 22 (9), 845-57. | |
| Donath, Bob (2001), "Creating your Next Breakthrough: Harness ‘Discontinuous Thinking’ to Shatter Conventional Thinking in Processes, Products, Services, and eBusiness.," Institute of the Study of Business Markets Report 13-2001, 1-86. | |
| Eggert, Andreas, Wolfgang Ulaga, and Franziska Schultz (2006), "Value Creation in the Relationship Life Cycle: A Quasi-longitudinal Analysis," Industrial Marketing Management, 35 (1), 20-27. | |
| Fein, Adam J. and Sandy D. Jap (1999), "Manage Consolidation in the Distribution Channel," Sloan Management Review, 41 (Fall), 61-72. | |
| Fontenot, Renee J., Richard P. Vlosky, Elizabeth J. Wilson, and David T. Wilson (1998), "A Model of Buyer-Seller Relationship Structure Effects on Firm Performance," in AMA Winter Educators' Conference Proceedings Vol. 9. Austin, Texas. | |
| Frambach, Ruud T. and Niels Schillewaert (2002), "Organizational Innovation Adoption: A Multi-level Framework of Determinants and Opportunities for Future Research," Journal of Business Research, 55 (2), 163-76. | |
| Gaski, John F. and Nina M. Ray (2004), "Alienation in the Distribution Channel: Conceptual, Measurement, and Initial Theory Testing," International Journal of Physical Distribution & Logistics Management, 34 (1/2), 158-200. | |
| Gauvin, Stephane and Rajiv K. Sinha (1993), "Innovativeness in Industrial Organizations: A Two-stage Model of Adoption," International Journal of Research in Marketing, 10 (2), 165-84. Grewal, Rajdeep and Ravi Dharwadkar (2002), "The Role of the Institutional Environment in Marketing Channels," Journal of Marketing, 66 (3), 82-97. | |
| Griffin, Abbie (1997), "Modeling and Measuring Product Development Cycle Time across Industries," Journal of Engineering and Technology Management, 14 (1), 1-24. | |
| Griffin, Abbie and Albert L. Page (1996), "PDMA Success Measurement Project: Recommended Measures for Product Development Success and Failure," The Journal of Product Innovation Management, 13 (6), 478-97. | |
| Griffin, Abbie and John R. Hauser (1996), "Integrating R&D and Marketing: A Review and Analysis of the Literature," The Journal of Product Innovation Management, 13 (3), 191-216. | |
| Homburg, Christian, Janna Schneider, and Martin Fassnacht (2003), "Opposites Attract, but Similarity Works: A Study of Interorganizational Similarity in Marketing Channels," Journal of Business to Business Marketing, 10 (1), 31-54. | |
| Homburg, Christian, Martin Fassnacht, and Christof Guenther (2003), "The Role of Soft Factors in Implementing a Service-oriented Strategy in Industrial Marketing Companies," Journal of Business to Business Marketing, 10 (2), 23-49. | |
| Homburg, Cristian and Bernd Garbe (1999), "Towards an Improved Understanding of Industrial Services: Quality Dimensions and their Impact on Buyer-Seller Relationships," Journal of Business to Business Marketing, 6 (2), 39-72. | |
| Hultink, Erik Jan, Abbie Griffin, Susan Hart, and Henry S. J. Robben (1997), "Industrial New Product Launch Strategies and Product Development Performance," The Journal of Product Innovation Management, 14 (4), 243-58. | |
| Hwang, P. and J. David Lichtenthal (2000), "Anatomy of Organizational Crises," Journal of Contingencies and Crisis Management, 8, 129-40. | |
| Ingenbleek, Paul, Marion Debruyne, Ruud T. Frambach, and Theo M. M. Verhallen (2004), "On Cost-Informed Pricing and Customer Value: A Resource-Advantage Perspective on Industrial Innovation Pricing Practices," Research Policy, 33 (2), 351-62. | |
| Ingenbleek, Paul, Marion Debryune, Ruud T. Frambach, and Theo M. M. Verhallen (2003), "Successful New Product Pricing Practices: A Contingency Approach," Marketing Letters, 14 (4), 289-305. | |
| Kim, Jane J. and Opdyke, Jeff D. (2006), "Individual Investors Shift Assets to Stocks; Brokers Report Near-Record Trading Activity, Investment Flows; Moving Out of Real Estate," Wall Street Journal (Feb 23), D.1. | |
| Klemz, Bruce R. and Thomas S. Grucia (2001), "Managerial Assessment of Potential Entrants: Processes and Pitfalls," International Journal of Research in Marketing, 18 (1,2), 37-51. | |
| Klemz, Bruce R. and Thomas S. Grucia (2001), "Managerial Assessment of Potential Entrants: Processes and Pitfalls," International Journal of Research in Marketing, 18 (1,2), 37-51. | |
| Kohli, Chiranjeevi and Douglas W. LaBahn (1997), "Observations: Creating Effective Brand Names: A Study of Naming Process," Journal of Advertising Research, 37 (1), 67-76. | |
| Kothandaraman, Prabakar and David T. Wilson (2000), "Implementing Relationship Strategy," Industrial Marketing Management, 29 (4), 339-49. | |
| Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E. M. Steenkamp (1995), "The Effects of Supplier Fairness on Vulnerable Resellers," Journal of Marketing Research, 32 (1), 54-66. | |
| Kumar, Nirmalya, Louis W. Stern, and James C. Anderson (1993), "Conducting Interorganizational Research using Key Informants," Academy of Management Journal, 36 (6), 1633-52. | |
| Kumar, Piyush (2002), "The Impact of Performance, Cost, and Competitive Considerations on the Relationship between Satisfaction and Repurchase Intent in Business Markets," Journal of Service Research, 5 (1), 55-69. | |
| Kumar, Piyush, Manohar U. Kalwani, and Maqbool Dada (1997), "The Impact of Waiting Time Guarantees on Customers' Waiting Experiences," Marketing Science, 16 (4), 295-315. | |
| LaBahn, Douglas W. (1996), "Advertiser Perceptions of Fair Compensation, Confidentiality, and Rapport," Journal of Advertising Research, 36 (2), 28-39. | |
| LaBahn, Douglas W. and Katrin R. Harich (1997), "Sensitivity to National Business Culture: Effects on U.S.-Mexican Channel Relationship Performance," Journal of International Marketing, 5 (4), 29-52. | |
| Laing, Angus W. and Paul C.S. Lian (2005), "Inter-Organisational Relationships in Professional Services: Towards a Typology of Service Relationships," The Journal of Services Marketing, 19 (2), 114-28. | |
| Li, Julie Juan, Kevin Zheng Zhou, Simon S. K. Lam, and David K. Tse (2006), "Active Trust Development of Local Senior Managers in International Subsidiaries," Journal of Business Research, 59 (1), 73-80. | |
| Lichtenthal, J. David and David Shani (2000), "Fostering Client-Agency Relationships: A Business Buying Behavior Perspective," Journal of Business Research, 49 (3), 213-28. | |
| Lichtenthal, J. David , Vivek Yadav, and Naveen Donthu (2006), "Outdoor Advertising for Business Markets," Industrial Marketing Management, 35 (2), 236-47. | |
| Lichtenthal, J. David (2004), "Business Buyer Relationship Management Through Seamless Internet Integration," Journal of Relationship Marketing, 2 (3,4), 67-83. | |
| Lichtenthal, J. David and Shay Eliaz (2003), "Internet Integration in Business Marketing tactics," Industrial Marketing Management, 32 (1), 3-13. | |
| Lichtenthal, J. David and Thomas Tellefsen (2001), "Toward a Theory of Business Buyer-Seller Similarity," The Journal of Personal Selling & Sales Management, 21 (1), 1-14. | |
| Lilien, Gary L., Arvind Rangaswamy, Gerrit H. Van Bruggen, and Katrin Starke (2004), "DSS Effectiveness in Marketing Resource Allocation Decisions: Reality vs. Perception," Information Systems Research, 15 (3), 216-36. | |
| Lilien, Gary L., Pamela D. Morrison, Kathleen Searls, Mary Sonnack, and Eric von Hippel (2002a), "Performance Assessment of the Lead User Idea-Generation Process for New Product Development," Management Science, 48 (8), 1042-60. | |
| Lilien, Gary, L. and Arvind Rangaswamy (2000), "Modeled to Bits: Decision Models for the Digital, Networked Economy," International Journal of Research in Marketing, 17 (2,3), 227-35. | |
| Liu, Annie H. , Mark P. Leach, and Kenneth L. Bernhardt (2005), "Examining Customer Value Perceptions of Organizational Buyers when Sourcing from Multiple Vendors," Journal of Business Research, 58 (5), 559-68. | |
| Lynn, Gary S. and Richard R. Reilly (2000), "Measuring Team Performance," Research Technology Management, 43 (2), 48-57. | |
| Lynn, Gary, S., Ali E. Akgun, and Jalit Keskin (2003), "Accelerated Learning in New Product Development Teams," European Journal of Innovation Management, 6 (4), 201-13. | |
| Madhavan, Ravindranath and Rajiv Grover (1998), "From Embedded Knowledge to Embodied Knowledge: New Product Development as Knowledge Management," Journal of Marketing, 62 (4), 1-12. | |
| Mizik, Natalie and Robert Jacobson (2004), "Are Physicians "Easy Marks"? Quantifying the Effects of Detailing and Sampling on New Prescriptions," Management Science, 50 (12), 1704-16. | |
| Morrison, Pamela D. , John H. Roberts, and David F. Midgley (2004), "The Nature of Lead Users and Measurement of Leading Edge Status," Research Policy, 33 (2), 351-67. | |
| Morrison, Pamela D., John H. Roberts, and Eric von Hippel (2000), "Determinants of User Innovation and Innovation Sharing in a Local Market," Management Science, 46 (12), 1513-27. | |
| Narus, James A. and James C. Anderson (1996), "Rethinking Distribution: Adaptive Channels," Harvard Business Review, 74 (4), 112-21. | |
| Noble, Peter M. and Thomas S. Gruca (1999), "Industrial Pricing: Theory and Managerial Practice," Marketing Science, 18 (3), 435-55. | |
| Osmonbekov, Talai and Daniel C. Bello (2004), "e-Business Infusion in Manufacturer-Reseller Relationships: Impact on Channel Effectiveness," in AMA Summer Educators' Conference Proceedings Vol. 15. Boston, MA. | |
| Peter, Anil (1998), "Customer Database Harvesting and its Relationship to Selling Performance," PhD Dissertation, University of Southern California. | |
| Peter, Anil (1998), "Customer Database Harvesting and its Relationship to Selling Performance," PhD Dissertation, University of Southern California. | |
| Phillips, Joan M. (1996), "How Informants Report about Interorganizational Relationships," PhD Dissertation, University of Illinois at Urbana-Champaigne. | |
| Phillips, Joan M. (1996), "How Informants Report about Interorganizational Relationships," PhD Dissertation, University of Illinois at Urbana-Champaigne. | |
| Rangaswamy, Arvind and Richard G. Shell (1997), "Using Computers to Realize Joint Gains in Negotiations: Toward an "Electronic Bargaining Table"," Management Science, 43 (8), 1147-64. | |
| Rangaswamy, Arvind and Richard G. Shell (1997), "Using Computers to Realize Joint Gains in Negotiations: Toward an "Electronic Bargaining Table"," Management Science, 43 (8), 1147-64. | |
| Richard, Pierre J. and Timothy M. Devinney (2005), "Modular Strategies: B2B Technology and Architectural Knowledge," California Management Review, 47 (4), 86-115. | |
| Richard, Pierre J. and Timothy M. Devinney (2005), "Modular Strategies: B2B Technology and Architectural Knowledge," California Management Review, 47 (4), 86-115. | |
| Richard, Pierre J. and Timothy M. Devinney (2005), "Modular Strategies: B2B Technology and Architectural Knowledge," California Management Review, 47 (4), 86-115. | |
| Rindfleisch, Aric (2000), "Organizational Trust and Interfirm Cooperation: An Examination of Horizontal versus Vertical Alliances," Marketing Letters, 11 (1), 81-95. | |
| Rodriguez, Carlos M. and David T. Wilson (2002), "Relationship Bonding and Trust as a Foundation for Commitment in U.S.-Mexican Strategic Alliances: A Structural Equation Modeling Approach," Journal of International Marketing, 10 (4), 53-78. | |
| Ross Brennan, D. , Peter W. Turnbull, and David T. Wilson (2003), "Dyadic Adaptation in Business-to-Business Markets," European Journal of Marketing, 37 (11/12), 1636-38. | |
| Roy, Subroto and K. Sivakumar (2000), "Innovation Generation in Business-to-Business Markets: A Conceptual Model and Research Propositions," in AMA Winter Educators' Conference Proceedings Vol. 11. San Antonio, Texas. | |
| Roy, Subroto, K. Sivakumar, and Ian Wilkinson (2004), "Innovation Generation in Supply Chain Relationships: A Conceptual Model and Research Proposition," Journal of the Academy of Marketing Science, 32 (1), 61-79. | |
| Sawhney, Celly Kirti and Gary L. Frazier (1996), "Outcome-based and Behavior-based Coordination Efforts in Channel Relationships," Journal of Marketing Research, 33 (2), 200-11. | |
| Schillewaert, Niels, Michael J. Ahearne, Ruud T. Frambach, and Rudy K. Moenaert (2005), "The Adoption of Information Technology in the Sales Force," Industrial Marketing Management, 34 (4), 323-36. | |
| Smith, Timothy M. and Paul M. Smith (1999), "Distributor and End-user Trade Show Attendance Objectives: An Opportunity for Adaptive Selling," Forest Products Journal, 49 (1), 23-30. | |
| Smith, Timothy M., Srinath Gopalakrishna, and Paul M. Smith (2004), "The Complementary Effect of Trade Shows on Personal Selling," International Journal of Research in Marketing, 21 (1), 61-76. | |
| Srinivasan, Raji, Arvind Rangaswamy, and Gary L. Lilien (2005), "Turning Adversity into Advantage: Does Proactive Marketing during a Recession Pay Off?," International Journal of Research in Marketing, 22 (2), 109-25. | |
| Srinivasan, Raji, Gary L. Lilien, and Arvind Rangaswamy (2002), "Technological Opportunism and Radical Technology Adoption: An Application to e-Business," Journal of Marketing, 66 (3), 47-61. | |
| Srinivasan, Raji, Gary L. Lilien, and Arvind Rangaswamy (2004), "First in, First out? The Effects of Network Externalities on Pioneer Survival," Journal of Marketing, 68 (1), 41-60. | |
| Srinivasan, Raji, Gary L. Lilien, and Arvind Rangaswamy (2006), "The Emergence of Dominant Designs," Journal of Marketing, 70 (2), 1-17. | |
| Ulaga, Wolfgang and Andreas Eggert (2005), "Relationship Value in Business Markets: The Construct and its Dimensions," Journal of Business to Business Marketing, 12 (1), 73-99. | |
| Van Bruggen, Gerrit H. , Manish Kacker, and Chantal Nieuwlaat (2005), "The Impact of Channel Function Performance on Buyer-Seller Relationships in Marketing Channels," International Journal of Research in Marketing, 22 (2), 141-58. | |
| Van Bruggen, Gerrit H. , Manish Kacker, and Chantal Nieuwlaat (2005), "The Impact of Channel Function Performance on Buyer-Seller Relationships in Marketing Channels," International Journal of Research in Marketing, 22 (2), 141-58. | |
| Van den Bulte, Christophe and Gary L. Lilien (2001a), "Two-Stage Partial Observability Models of Innovation Adoption," Working Paper. | |
| Van den Bulte, Christophe and Rudy K. Moenaert (1998), "The Effects of R&D Team Co-location on Communication Patterns among R&D, Marketing, and Manufacturing," Management Science, 44 (11), S1-S18. | |
| Van den Bulte, Cristophe and Gary L. Lilien (2001b), "Medical Innovation Revisited: Social Contagion versus Marketing Effort," The American Journal of Sociology, 106 (5), 1409-37. | |
| Van den Bulte, Cristophe and Gary Lilien, L. (1997), "Bias and Systemic Change in the Parametric Estimates of Macro-level Diffusion Models," Marketing Science (1986-1998), 16 (4), 338-54. | |
| Vlosky, Richard P. , Renee Fontenot, and Lydia Blalock (2000), "Extranets: Impacts on Business Practices and Relationships," The Journal of Business & Industrial Marketing, 15 (6), 438-57. | |
| Wilson, David T. (1995), "An Integrated Model of Buyer-Seller Relationships," Academy of Marketing Science. Journal, 23 (4), 335-46. | |
| Wilson, David T. (1995), "An Integrated Model of Buyer-Seller Relationships," Academy of Marketing Science. Journal, 23 (4), 335-46. | |
| Wilson, David T. (2000a), "Deep relationships: The Case of the Vanishing Salesperson," The Journal of Personal Selling & Sales Management, 20 (1), 53-62. | |
| Wilson, David T. (2000b), "Commentary: Thoughts on the future of business marketing," Journal of Business to Business Marketing, 7 (4), 33-44. | |
| Wilson, David T. and Richard P. Vlosky (1998), "Interorganizational Information System Technology and Buyer-Seller Relationships," The Journal of Business & Industrial Marketing, 13 (3), 215-34. | |
| Wouters, Marc, James C. Anderson, and Finn Wynstra (2005), "The Adoption of Total Cost of Ownership for Sourcing Decisions - A Structural Equations Analysis," Accounting, Organizations and Society, 30 (2), 167-91. | |
| Wuyts, Stefan, Shantanu Dutta, and Stefan Stremersch (2004), "Portfolios of Interfirm Agreements in Technology-Intensive Markets: Consequences for Innovation and Profitability," Journal of Marketing, 68 (2), 88-102. | |
| Wynstra, Finn, Mathieu Weggeman, and Arjan van Weele (2003), "Exploring Purchasing Integration in Product Development," Industrial Marketing Management, 32 (1), 69-83. | |
| Yoon, Eunsang, Hugh J. Guffey, and Valerie Kijewski (1993), "The Effects of Information and Company Reputation on Intentions to Buy a Business Service," Journal of Business Research, 27 (3), 215-29. | |
| Zhou, Kevin Zheng (2006), "Innovation, Imitation, and New Product Performance: The Case of China," Industrial Marketing Management, 35 (3), 394-402. | |
