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ISBM PhD Seminar Series (IPSS)


The objective of the ISBM PhD Seminar Series (IPSS) is to provide a range of short, PhD level seminars in Business-to-Business (B2B) Marketing. These seminars, delivered electronically by some of the world's leading scholars, provide access to leading developments and methods necessary to doctoral students worldwide who are considering research careers in B2B Marketing.

Admission Procedure, Participation and Requirements

Admission Procedure and Application materials

Apply to an IPSS course

Course Offerings for Spring 2015

IPSS offers electronic participation in substantive and methodological courses essential for PhD students with research interests in business markets. Substantive topics include theory development in business markets, sales management, marketing channel management, and new product development and marketing, among others. Methodological topics include qualitative research methods, social network analysis, and structural equation modeling, among others. Courses are repeated in a 2 - 3 year cycle.

Personal Selling and Sales Management

Michael Ahearne, C.T. Bauer Professor of Marketing & Executive Director of the Sales Excellence Institute, University of Houston

This seminar 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.

Complete Sales Course Description & Start Dates


Structural Equation Modeling for B-to-B Research

Hans Baumgartner, Department Chair, Smeal Professor of Marketing, The Pennsylvania State University

The purpose of this seminar is to provide students with a solid foundation for using structural equation modeling in B-to-B research. Topics covered in the seminar include confirmatory factor analysis, measurement models for modeling sources or random and systematic error, structural equation modeling of integrated measurement and latent variable conceptualizations of B-to-B problems, and multi-sample structural equation models with mean structures. After taking this course, participants should be able to (1) better understand the methodological aspects of other people’s research and (2) conduct methodologically sound research of their own.

Complete Structural Equation Modeling Course Description & Start Dates

Academic Membership

Stay connected to the ISBM B2B academic community where research is directly applied to business marketing strategies and practices. Learn More

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