Organizational Buying Behavior
Partnering with the FrenemyFeb 12, 2016
Webinar featuring Sandy Jap, Emory University
Partnering holds the promise of all things good, so why do business partnerships and alliances fail so often?
Modern Marketing Is Business-to-Person MarketingJul 24, 2015
Video featuring Jon C. Iwata, Senior Vice President, Marketing and Communications, IBM Corporation
From MSI Board of Trustees Meeting, "A Celebration of Breakthrough Marketing," in Boston, April 23-24, 2015. (Edited)
Connecting Inter-firm Teams for Better Customer SolutionsJun 12, 2015
Novel insights based on social network theory
Consequences of Customer Engagement: How Customer Engagement Alters the Effects of Habit-, Dependence-, and Relationship-Based Intrinsic LoyaltyDec 19, 2014 Conor M. Henderson, Lena Steinhoff, and Robert W. Palmatier, 2014, 14-121
Investigates the performance ramifications of customer engagement; uses a longitudinal field experiment with a service provider to identify how initiatives interact with intrinsic customer loyalty mechanisms (habit, dependence, and relationship).
Interlocking Networks: How and When Do Connections between Buying and Selling Teams Affect Customer Solutions?Dec 17, 2014 Brian R. Murtha, Sundar G. Bharadwaj, and Christophe Van den Bulte, 2014, 14-120
Investigates how and when the structure of interactions between buying and selling teams affects the development and deployment of effective solutions for business customers. Combines insights from the literatures on buying and selling teams, customer solutions, and social network theory, and tests hypotheses in a conjoint experiment with 281 purchasing professionals.
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