B2B Sales in the Digital Era

By | May 19th, 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 of Business (ISB-CBM) “What’s interesting about Digitization is that the [...]

Opportunities and Challenges for India in the new world order of the Post-COVID-19 world

By | May 16th, 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 Chief Secretary of the Government of Telangana. He is one [...]

Excerpts of the Talk: ‘Future of Work, Jobs and Careers after COVID-19’

By | April 21st, 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 talk on how markets could change after the COVID 19 [...]

Impact of COVID-19 on Indian Businesses

By | April 6th, 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 half of the economies in the world, to prevent the [...]

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

By | January 13th, 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 that country of origin elicits powerful consumer reactions; the reactions [...]

Top 5 Benefits to Businesses from Key Account Management

By | December 10th, 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 to about 20% of P&G’s business. Similarly, Tetra Pak earns [...]

The B2B Elements of Value

By | November 14th, 2019|Business-to-Business Marketing|

Value as a cornerstone in B2B is a familiar idea. And the value is arrived at through the various value elements. Traditionally, these value elements were all understood to be equally important. New research by Almquist, Cleghorn, and Sherer (2018) finds that there is a hierarchy of elements, which have probably emerged through the evolution [...]

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