ISBM Ph.D. Seminar Series (IPSS)
The ISBM PhD Seminar Series (IPSS) provides a range of short, PhD level seminars in Business-to-Business (B-to-B) Marketing.
Application Deadline For Spring 2010 Courses - Extended to January 6, 2010
Objective
The objective of the ISBM PhD Seminar Series (IPSS) is to
provide a range of short, Ph.D. level seminars in Business-to-Business
(B-to-B) Marketing. These seminars, delivered electronically by some of
the world's leading scholars, provide access to leading developments
and methods necessary for doctoral students worldwide who are
considering research careers in B-to-B Marketing.
Course Offerings for spring 2010
IPSS offers electronic participation in substantive and methodological courses essential for Ph.D. 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.
Download an IPSS Brochure (.pdf 271Kb) *Acrobat
Innovation Strategy
Gerard J. Tellis, Jerry and Nancy Neely Chair in American Enterprise Professor , 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. Radical innovation creates entirely new markets and improves the quality of products while also reducing prices. It can propel small outsiders into leadership positions and bring down mighty incumbents that fail to innovate. Firms at the leading edge of innovation tend to dominate world markets and promote the international competitiveness of their home economy. Innovation also enables the creation of rent generating patents that can enrich corporations and entire nations. Thus, innovation simultaneously drives firms’ success, economic growth, and consumer welfare. 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. A tentative list of topics is:
- Technological evolution & innovation
- Incumbent strategy
- Organizing for innovation
- Market entry strategy
- Diffusion of innovations
- Global innovation
- Payoff from innovation
This course will be offered on Wednesdays at 12:00PM ET during March and April 2010. This course will consist of eight sessions of 90-120 minutes each, meeting as scheduled by the instructor. If needed, a technology session will be scheduled before the course begins.
Channel Management
Mark E. Bergen, Professor of Marketing, University of Minnesota and George John, Professor and Chair of Marketing, University of Minnesota
This course is designed to provide a foundation for doctoral students interested in examining channels issues (designing and/or managing channels). It will identify, review and critique a variety of theoretical topics in the channels field. The major objectives are:
- to help you understand the scope, methods and perspectives employed in the area,
- to help you become more sophisticated consumers of channels research, and
- to help you clarify your own research interests.
We will look at channels comprised of inter-dependent institutions involved in the task of moving goods and services from the point of production to point of consumption. We will examine the structures and processes that characterize these channels and study their causes and consequences. It should be clear from the outset that channels is a very broad field of study, and that it is impossible to cover every relevant topic and perspective. We will draw on a number of different streams of work including work on vertical integration, inter-firm contracting, intra-firm and hybrid contracting, relational contracting and channel relationships. This course is not intended to be a comprehensive review of the literature. We have purposely restricted our reading list to a very limited number of papers in order to dig deeply into each paper.
A set of required readings will be scheduled, and it is vital that you come prepared to discuss these in class. Our style is to combine some lecture time with discussion time. Usually, we will ask one or more students to take the lead on specific papers. The final assignment will be a written research proposal for a topic in channels of distribution that will be presented and discussed in the last class session.
This course will be offered on Tuesdays at 11:00AM ET beginning on February 16, 2010. This course consists of eight sessions of 90-120 minutes each, meeting as scheduled by the instructor. If needed, a technology session will be scheduled before the course begins.
Other Planned Course Offerings
- Theory Construction - Ajay Kohli
- Social Network Analysis - Christophe Van den Bulte
- Organizational Buying Behavior and Market Design - Wesley Johnston and Sandy Jap
- IPSS Pro-Seminar - various instructors
- Sales Management - Bart Weitz
- Methodological Challenges in Business Research - Srinath Gopalakrishna and Gerrit van Bruggen
- Marketing Metrics - Raji Srinivasan
- Qualitative Research Methods - Abbie Griffin
Admissions Procedure
Students must first apply to the IPSS program to determine eligibility.
Apply to IPSS (.pdf 52Kb)*Acrobat
Applicants must provide:
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Application for course. IPSS application. (.pdf 52Kb)*Acrobat
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Statement of purpose indicating interest in B-to-B Marketing,
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One recommendation letter
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Relevant transcripts
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Any relevant research papers if available (for more advanced students)
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Proof of completion of prerequisites for methods courses.
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Former IPSS students need only submit application along with course name(s) and year(s) of course participation.
Course Delivery and Participation
Each course consists of six to ten sessions of 90-120 minutes each, meeting weekly or biweekly. Class time will be determined by the instructor in consultation with the Instructional Delivery Committee. The courses will be taught via Microsoft Live Meeting. To learn more about Microsoft Live Meeting, please visit www.livemeeting.com. Students must have a computer with a broadband Internet connection and a phone line. During each session, each student must log in to the Live Meeting Site and be connected to the conference line for the duration of the class.
Each year, students are encouraged to attend the ISBM
Ph.D. Camp, normally held just before the summer American Marketing
Association (AMA) meeting, for organizational and socialization
meetings.
Fees and scholarships
Full and partial scholarships are available to defray the per course fee of $500. No qualified student will be excluded from any IPSS course on the basis of need. The fees are due only after admission and scholarship decision have been made and not at the time of application.
Academic Requirements and Integrity
Students
registered for seminars will receive grades of A, B, C, or F depending
on their performance. A grade of C or better entitles the student to a
course completion certificate. Students who do not receive a C or above will not be enrolled in future courses. Also, students who do not complete a course or drop without an exception granted from the Academic Director will not be admitted to future courses. Students are required to sign an
academic integrity agreement to obtain a grade or certificate.
Committees
| Advisory Board | ||
|---|---|---|
| Name | Title | Company |
| Hans Baumgartner | Professor of Marketing and Charles and Lillian Binder Faculty Fellow and Marketing Department Chair |
The Pennsylvania State University |
| Mark E. Bergen | Carolyn I. Anderson Professor of Business Education Excellence and Chair of the Department of Marketing and Logistics Management |
University of Minnesota |
| Anne Coughlan | Associate Professor of Marketing | Northwestern University |
| Robert Dwyer | Joseph S. Stern Professor of Marketing | University of Cincinnati |
| Srinath Gopalakrishna |
Associate Professor of Marketing |
University of Missouri-Columbia |
| Rajdeep Grewal |
Professor of Marketing and Dean's Faculty Fellow |
The Pennsylvania State University |
| Abbie Griffin | Royal L. Garff Endowed Chair in Marketing | University of Utah |
| Thomas Gruca | Associate Professor of Marketing and Lloyd J. and Thelma W. Palmer Research Fellow | University of Iowa |
| Jan B. Heide | Irwin Maier Chair in Marketing | University of Wisconsin |
| Sandy Jap |
Caldwell Research Fellow Associate Professor of Marketing |
Emory University |
| George John | Pillsbury–Gerot Chair in Marketing | University of Minnesota |
| Wesley J. Johnston | CBIM Roundtable Professor of Marketing | Georgia State University |
| Ajay K. Kohli | Professor |
Georgia Institute of Technology |
| V. Kumar (VK) |
Lenny Distinguished Chair in Marketing |
Georgia State University |
| Donald Lehman | George E. Warren Professor of Business | Columbia University |
| Gary L. Lilien |
Distinguished Research Professor of Management Science |
The Pennsylvania State University |
| James A. Narus | Professor of Business Marketing | Wake Forest University |
| Ralph A. Oliva | Professor of Marketing and ISBM Executive Director | The Pennsylvania State University |
| Robert W. Palmatier |
Assistant Professor of Marketing, Evert McCabe Faculty Fellow |
University of Washington |
| David J. Reibstein | William S. Woodside Professor and Professor of Marketing | University of Pennsylvania |
| Aric P. Rindfleisch |
Professor of Marketing |
University of Wisconsin-Madison |
| Venkatesh Shankar |
Professor of Marketing and Coleman Chair in Marketing |
Texas A&M University |
| Raji Srinivasan |
Assistant Professor |
University of Texas, Austin |
| Rajendra Srivastava | Robert C. Goizueta Chair in e-Commerce and Marketing and Executive Director, Zyman Institute of Brand Science | Emory University |
| Richard Staelin | Edward and Rose Donnell Professor of Business Administration | Duke University |
| Jan-Benedict E.M. Steenkamp | C. Knox Massey Professor of Marketing and Marketing Area Chair |
University of North Carolina |
| Gerard J. Tellis | Director of the Center for Global Innovation, Neely Chair of American Enterprise and Professor of Marketing | University of Southern California |
| Gerrit van Bruggen |
Professor of Marketing |
Erasmus University |
| Christophe Van den Bulte |
Associate Professor of Marketing |
University of Pennsylvania |
| P. Rajan Varadarajan |
Jenna & Calvin R. Gruest Professor of Business Administration |
Texax A&M University |
| Barton A. Weitz | J.C. Penney Eminent Scholar Chair and Executive Director, Center for Retailing Education and Research | University of Florida |
Admissions Committee
- Professor Rajdeep Grewal, The Pennsylvania State University
- Professor Gary Lilien, The Pennsylvania State University
Instructional Delivery Committee
- Professor Mark E. Bergen, University of Minnesota
- Professor Rajdeep Grewal, The Pennsylvania State University
- Professor George John, University of Minnesota
- Professor Gary Lilien, The Pennsylvania State University
- Professor Gerard J. Tellis, University of Southern California
For more information
Academic Director: Rajdeep Grewal
E-mail: rgrewal@psu.edu
Administrative Director: Lori Nicolini
E-mail: LNicolini@psu.edu
