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The 2016 Doctoral Support Awards Competition Winners

Winners have been named in the twenty-sixth annual Institute for the Study of Business Markets Doctoral Support Award Competition. The Institute's competition provides financial support for Ph.D. dissertation for candidates in accredited doctoral programs. This year there were three winners, named Institute Business Marketing Doctoral Fellows. Each will receive $5,000 to support their research.

Award Winners

Yael Karlinsky of Columbia University
"Salesperson vs. Model of the Salesperson: A B2B Pricing Application"
Ph.D. Advisor: Oded Netzer

Minkyung Kim of Yale University
"Customer Adverse Selection and Moral Hazard as Outcomes of Sales Incentives in CRM Settings"
Ph.D. Advisor: K. Sudhir

Wanqing Zhang of Purdue University
"An Organizational Learning Model of Contract Renewal Decisions"
Ph.D. Advisor: Manohar U. Kalwani


This year there were thirty-one entrants from which ten finalists were selected. Dissertation entries are judged on the rigor of the proposed work and the relevance of that work to business-to-business marketing practice. For information about the competition, email the ISBM at ISBM@psu.edu or visit our Web site for Current Competition Information.

Headquartered in the Smeal College of Business at Penn State, the Institute has been supporting business-to-business marketing research and practice since 1983.  Funding for this competition comes from the generous support of our corporate members.

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