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 Fall 2010 Courses - September 10, 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 Fall 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

Relationship Marketing Theory & Research

Lisa K. Scheer, Professor of Marketing , University of Missouri and Robert W. Palmatier, Associate Professor of Marketing, University of Washington

This course is designed to provide a foundation for doctoral students and others interested in examining relationship marketing issues from both a theoretical and a practical research implementation perspective. It will identify, review and critique a variety of topics in relationship marketing. The major objectives are to help you:

understand the theories, research streams, and methods employed in relationship marketing research;
become more sophisticated consumers of relationship marketing research; and
be better prepared to conceptualize, design and implement your own research ideas.

We will examine relationship marketing issues, focusing on business-to-business relationships. Many types of relationships cross organizational boundaries, from interpersonal interactions between individuals such as salespeople and buyers to interfirm relationships between corporations. We will examine the theoretical foundations of relationship marketing research and discuss examples of research drawing on these foundations. Insights regarding theory-building will be offered and methodological issues relevant to relationship marketing research will be discussed. 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 read and digest these selections prior to class. Our style is to combine lecture and discussion. Usually, we will ask you to prepare a small, targeted, specific assignment which you will share in advance of the class session; this may be an answer to a specific question we pose or perhaps a visual diagram conveying your thoughts on a specific issue addressed in a assigned reading. In some cases, we may ask you to share your insights in writing with all students before class. In other cases, we may ask you to take 3 to 5 minutes during class to discuss your points with the class. The final assignment will be a written research proposal addressing a topic in relationship marketing that will be presented and discussed in the last class session.

This course will be offered on Wednesdays at noon ET beginning on September 22, 2010 and ending November 10, 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.

Marketing Strategy

Sundar Bharadwaj, Professor of Marketing, Emory University

This course is a doctoral seminar that focuses on marketing strategy formulation and implementation. Marketing strategy is a broad term with many meanings, and while scope and domain issues for the field continue to be debated, at a fundamental level has to do with how marketing concepts, tools, and processes can be used to help an organization develop a sustainable competitive advantage through the creation of superior customer value. While marketing strategy is a comparatively young field of study, substantive and sustained contributions by many of the discipline’s leading scholars over the last 30 years have helped create a rich and diverse literature base. This course will introduce the participants to classic and contemporary research in the areas of short-term and long-term marketing performance and metrics, marketing organizational orientations and structure, marketing capabilities, cross-functional issues among others.

This course will be offered on Mondays at 11:00AM ET beginning on September 20, 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 for students 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
Sales Management - Bart Weitz
Methodological Challenges in Business Research - Srinath Gopalakrishna and Gerrit van Bruggen
Marketing Metrics - Raji Srinivasan
Qualitative Research Methods - Abbie Griffin
Innovation Strategy - Gerard Tellis
Channel Management - Mark Bergen and George John

Admissions Procedure

Students must first apply to the IPSS program to determine eligibility.

Apply to IPSS (.pdf 52Kb)*Acrobat

Applicants must provide:

Application for course. IPSS application. (.pdf 52Kb)*Acrobat
Statement of purpose indicating interest in B-to-B Marketing,
One recommendation letter
Relevant transcripts
Any relevant research papers if available (for more advanced students)
Proof of completion of prerequisites for methods courses.

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