ISBM - Institute for the Study of Business Markets
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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.

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.

Admission Procedure, Participation and Requirements

Admission Procedure and Application materials

Apply to an IPSS course

Course Offerings for Fall 2016

Distribution Channel Relationships

Kersi Antia, Associate Professor of Marketing, Western University

This seminar is designed to provide an introduction to the area of distribution channel relationships. As such, it will identify, review, evaluate and critique a variety of topics in the field of channel relationships. The major objectives are to help you (1) understand the methods and perspectives employed in the area, (2) become a more sophisticated consumer of channels research, and (3) identify areas for future research activity.

Complete Channels Course Description & Start Dates


Personal Selling and Sales Management

Shankar Ganesan, Professor of Business, University of Notre Dame and
Murali Mantrala, Professor of Marketing, University of Missouri

This seminar will focus on academic research related to improving sales force performance. The objectives of this course are to:  (A) increase students' understanding of the role, importance and process of personal selling in different marketing situations; (B) enhance students' knowledge of diverse problems and questions that arise in developing and implementing a firm's sales strategy within the context of its overall go-to-market/channels strategy; (C) expose students to variety of approaches including behavioral and economic models, surveys and lab/field experiments useful for investigating problems in sales management.

Complete Sales Course Description & Start Dates

Course Offerings for Spring 2017


Gerard J. Tellis, Director of Center for Global Innovation, Neely Chair of American Enterprise, and Professor of Marketing, Management & Organization, University of Southern California

Innovation—the use of new technology to create new business models, products, and services—is a powerful force in world economies. Innovation is responsible for the steady improvement in consumers’ standard of living throughout history. Researchers need to understand the causes, dynamics, and impact of innovation in order to advise mangers and policy makers how to harness this powerful force in today’s highly competitive markets.

This seminar will give students an appreciation of the issues, competing viewpoints, research methods, major findings, and unresolved problems in the are of innovation strategy.

Complete Innovation Course Description & Start Dates

Social Networks

Stefan Wuyts, Associate Professor of Marketing, Koc University & Tilburg University

This IPSS seminar introduces doctoral students into the fascinating world of social networks. As humans, social beings, and consumers, we are emerged in social networks and experience its consequences on a daily basis. Similarly, firms and inter-firm exchange are embedded in social networks—an important layer of business markets and key focus of this seminar.

Complete Social Networks Course Description & Start Dates

Academic Membership

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

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