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So far ISB - Centre for Business Markets has created 25 blog entries.

Knowledge Creation Seminar on “Do Activity Based Incentives Plan Work? Evidence from a Large-Scale Field Experiment”
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By | September 7, 2020|Uncategorized|

Panelists: Prof. Madhu Viswanathan, Assistant Professor, Indian School of Business, Mr. Satya Mahesh Kallakuru, Head of Business Excellence, Emcure Pharmaceuticals, Mr. Ajay Kumar Mishra, Chief Marketing, Tata Steel Limited and Prof. Raghuram Bommaraju, Assistant Professor, Indian School of Business [Moderator] Date: September 03, 2020 Compiled [...]

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Panel discussion on “Marketing and Selling Strategy in Turbulent Times”
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By | August 11, 2020|Uncategorized|

Panelists: Prof. S. Arunachalam, Assistant Professor, Indian School of Business, Ms. Anindita Banik, Founder, and CEO at SmartWinnr and Mr. Shiladitya Mallik, Chief Business Officer at SmartWinnr Date: August 7, 2020 Compiled by Minal Agarwal, Manager, ISB-Centre for Business Markets COVID-19 pandemic has adversely affected [...]

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Customer Engagement
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By | August 4, 2020|B2B Customer Engagement, Business-to-Business Marketing, Businesses|

Masterclass by Prof. D.V.R.Seshadri, Clinical Professor in Marketing Area at Indian School of Business, Mr. Rajesh Pandit, Management Consultant, and Prof. Philip C. Zerrillo, Deputy Dean, Corporate Relations and Professor in Marketing Area (Practise) at ISB Date: Thursday July 30, 2020 Compiled by [...]

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Panel discussion on Sales Incentives: Best Practices for Improving Business Results
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By | July 27, 2020|Uncategorized|

Panelists: Prof. Raghuram Bommaraju, Senior Assistant Professor, Indian School of Business [Moderator], Ms. Aarti Chandra, Associate Director, India Total Reward Leads, Pepsico and Mr. Varun Gupta, Chief Executive Officer, Atmax Technologies Date: July 24, 2020 Compiled by: Minal Agarwal, Manager, ISB-Centre for Business Markets Sales [...]

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Business Storytelling for Establishing Trust
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By | July 15, 2020|Uncategorized|

Masterclass By Phil Zerrillo, Deputy Dean and Practice Professor of Marketing Strategy, Indian School of Business; D.V.R. Seshadri, Clinical Professor of Business in the Marketing Area & Director ISB-CBM, Indian School of Business; and Rajesh Pandit, Management Consultant Date: July 10, 2020 Compiled by: Minal [...]

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B2B2C: The Collision of B2B and B2C Markets and the Implication for Marketers
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By | July 6, 2020|Uncategorized|

Fireside Chat By Professor Prakash Bagri, Associate Dean - Corporate Engagement, Indian School of Business, Professor Ashish Sinha, Professor of Marketing at UTS Business School and Senior Research Fellow at Indian School of Business, Mr. Rahul Kohli, Advisor Higher Education, and Mr. Santosh Nema, Founder [...]

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Value Articulation
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By | June 29, 2020|Uncategorized|

Webinar by: D.V.R. Seshadri, Clinical Professor in Marketing Area, ISB and Rajesh Pandit, Management Consultant Date: June 25, 2020 Compiled by: Minal Agarwal, Manager, ISB- Centre for Business Markets With a plethora of products available through online platforms and all kinds of information available on [...]

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The Imperative for Marketing Excellence
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By | June 14, 2020|B2B Customer Engagement, Business-to-Business Marketing|

[Based on the article: "Marketing Excellence: Nature, Measurement, and Investor Valuations," by Christian Homburg, Marcus Theel, and Sebastian Hohenberg, published in the Journal of Marketing (Online version, dated: June 3, 2020.)] By Astha Sharma, ISB-Centre for Business Markets According to Christian Homburg, Marcus Theel, and [...]

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Building Firewall of Customer Loyalty
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By | June 14, 2020|Uncategorized|

Webinar by Mr. Rajesh Pandit, Management Consultant Date: June 11, 2020 Compiled by: Minal Agarwal, Manger, ISB-Centre for Business Markets Tia, who turned ten yesterday, had many plans for her birthday. She wanted her tenth birthday to be a memorable one. Her parents were planning [...]

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Will India really gain from the Covid-19 crisis?
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By | June 10, 2020|Indian Businesses|

The Indian government is trying hard to woo the companies, who are contemplating or have received directives from their corporate headquarters, to move their operations out of China as part of the response to the Covid-19 crisis. Industry pundits and observers in India are eagerly [...]

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Account Management Strategies
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By | June 8, 2020|Uncategorized|

Webinar by Professor Kiran Pedada, Assistant Professor Marketing, ISB Date: June 5, 2020 Compiled by: Minal Agarwal, Manager, ISB-Centre for Business Markets “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” The quote from Abraham [...]

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Creativity vs. Corona: How Innovative Minds Enlist to Save Humanity
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By | May 27, 2020|Impact of COVID-19|

Prof. Shlomo Maital – Samuel Neaman Institute For National Policy Research Technion-Israel Institute of Technology Webcast: May 26/2020 Abstract Flexibility; agility; resilience. These three essential qualities of innovators have come to the fore, during the current pandemic. I will recount how Israeli scientists and engineers [...]

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B2B Sales in the Digital Era
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By | May 19, 2020|Uncategorized|

Webinar by Professor George John, Professor of Marketing, Carlson School of Management, University of Minnesota and Professor Madhu Viswanathan, Assistant Professor, Indian School of Business (ISB) Date of Webinar: May 14, 2020 Compiled by: Ms. Minal Agarwal, Manager, Centre for Business Markets at Indian School [...]

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Opportunities and Challenges for India in the new world order of the Post-COVID-19 world
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By | May 16, 2020|Uncategorized|

Prof. D.V.R. Seshadri in discussion with Dr. Shailendra Kumar Joshi, IAS (Retd.), Advisor, Government of Telangana, and Chief Secretary (Retd.), Government of Telangana on Wednesday, April 29, 2020 Introduction about the Speaker by D.V.R. Seshadri: Dr. Shailendra Joshi is an IAS (Retd.) officer and former [...]

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Excerpts of the Talk: ‘Future of Work, Jobs and Careers after COVID-19’
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By | April 21, 2020|Business-to-Business Marketing|

Excerpts of the Talk: ‘Future of Work, Jobs and Careers after COVID-19,’ Talk by Mr. Sanjiv Mehta, Chairman & MD, Hindustan Unilever, Moderated by Mr. Ronnie Screwvala, first-generation Indian entrepreneur and philanthropist Dated: April 8, 2020 This is a summary of a very insightful recent [...]

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Impact of COVID-19 on Indian Businesses
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By | April 6, 2020|Businesses, Digital Transformation, Impact of COVID-19, Indian Businesses, Indian Economy|

The world is currently facing its greatest crisis, the COVID-19, which is referred to as ‘Third World War.’ The pandemic has impacted significantly the economic and financial well-being of millions of people and organisations globally. There is a complete or partial lockdown in more than [...]

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Daring Brands in demanding, discriminating developed markets: How developing market brands need to work smarter, not just harder to become premium global brands.
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By | January 13, 2020|Uncategorized|

There are several studies that show that developing market brands suffer from country of origin disadvantage or “liabilities of origin,” and these perceptions are very difficult to change quickly because of heuristics or mental shortcuts people take to make decisions. “Marketing research has conclusively demonstrated [...]

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Top 5 Benefits to Businesses from Key Account Management
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By | December 10, 2019|B2B Customer Engagement|

According to a recent Harvard Business Review article, depending on the industry, acquiring a new customer is 5 to 25 times more expensive than retaining an existing one. Moreover, in business markets, key customers account for greater amounts of suppliers’ business. For example, Walmart contributes [...]

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Breaking New Ground with Binet and Field’s latest B2B Research
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By | November 25, 2019|Business-to-Business Marketing|

B2B is estimated to be a $1 trillion global market opportunity. A recent study by NetApp and Zinnov shows that between 2014 and 2018, the number of B2B startups in India more than tripled from 900 to 3,200. B2B startups grew from 26% in 2014 [...]

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