Organizational Buying Behavior
All Types
-
Reports
Dynamic Effects of Service Transition Strategies on B2B Firm Value: Tradeoffs in Sales, Profits, and Cash Flow
May 4, 2016 Mehdi Nezami, Stefan Worm, and Robert W. Palmatier, 2016, 16-108Many B2B manufacturers are transitioning to services, but do they understand the performance effects of adding more service offerings? Using data on 525 manufacturers, this study looks at how service transitions affect sales growth, profitability, and cash flow volatility.
-
Articles
2016 Best Paper Looks at Consequences of Customer Engagement
Apr 16, 2016MSI's 2016 Best Paper investigates how customer engagement can alter—not simply augment—existing customer–company bonds. Conor Henderson, Lena Steinhoff, and Rob Palmatier examine how customer engagement initiatives interact with customer loyalty mechanisms that underlie ongoing business exchanges.
-
Videos
Partnering with the Frenemy
Feb 12, 2016Webinar featuring Sandy Jap, Emory University
Partnering holds the promise of all things good, so why do business partnerships and alliances fail so often?
-
Videos
Modern Marketing Is Business-to-Person Marketing
Jul 24, 2015Video featuring Jon C. Iwata, Senior Vice President, Marketing and Communications, IBM Corporation
From MSI Board of Trustees Meeting, "A Celebration of Breakthrough Marketing," in Boston, April 23-24, 2015. (Edited)
-
Articles
Connecting Inter-firm Teams for Better Customer Solutions
Jun 12, 2015Novel insights based on social network theory
3 WAYS to GET CONNECTED
Business
Employees of MSI Member Companies enjoy the benefits of complete online access to content, member conferences and networking with the MSI community.
Academic
Qualified academics benefit from a relationship with MSI through access to msi.org, conferences and research opportunities.
Public
The public is invited to enjoy partial access to msi.org content, a free e-newsletter, selected reports and more.