Research in Business-to-Business Markets, Atlanta, 2-3 Aug 2016; Deadline 15 Mar

ISBM Ph.D. Camp for Research in Business-to-Business Markets

Goizueta Business School, Emory University, Atlanta, GA
August 2-3, 2016

Camp Directors:

Lisa Scheer, University of Missouri & Abbie Griffin, University of Utah

Senior Camp Counselors:

Sandy Jap & Doug Bowman, Emory University
Gary Lilien & Hari Sridhar, Pennsylvania State University

Associated Events & Opportunities:

  • Writing Workshop: Gary Lilien – August 1, Morning
  • Theory Workshop: Ajay Kohli – August 1-2
  • ISBM Academic Research Conference – August 3-4
  • Home Depot Innovation Center Visit – August 5, Morning

Hotel & Receptions: Emory Conference Center Hotel

Penn State’s Institute for the Study of Business Markets (ISBM), with the support of the Marketing Science Institute (MSI), is sponsoring its 7th Ph.D. Camp for Research in Business-to-Business Markets.

The Camp, open to all doctoral students, but especially targeted to those in their first 3 years of study, is designed to:

  • Educate students about research opportunities in the area of BtoB marketing,
  • Introduce students to the network of BtoB students and scholars,
  • Identify areas of support, data sources, funding and research guidance in the BtoB domain, and
  • Provide feedback on student research projects.


The Camp is designed for students who have completed at least one year of doctoral studies and have interest in pursuing work in BtoB marketing or management. There are no geographic or field restrictions; students studying marketing, strategy, management, R&D management, information systems, business logistics/supply chain management and others will find the Camp attractive and beneficial.

A maximum of 35 students will be invited; each university can submit up to 2 student nominations.

E-mail nominations to Dr. Lisa Scheer ( by March 15, 2016. We anticipate students will be notified of acceptance by April 1. Attach a single file (Word, pdf) to the e-mail containing the required nomination materials:

1. Student’s Vita

2. Faculty Recommendation

From the faculty recommendation letter we will gauge the general motivation and ability of the student, along with the student’s interest in the domain of B2B.

3. Student’s Essay

The purpose of the essay is to judge the suitability of the student for the Camp. The student’s essay (1000 words maximum) should address the topic:

A business-to-business research issue that interests me is XXX. . . Why?

In developing the essay, the student may wish to anchor the research issue in an appropriate topic area, such as those listed among ISBM’s current highest Research Priorities ( or ISBM Traditional Research Priorities (



Monday, August 1, 8:30 a.m. – noon Optional Pre-Camp Writing Workshop Gary L. Lilien, Distinguished Professor of Management Science & Research Director of ISBM, Pennsylvania State University

The purpose of this seminar is to share strategies and tips regarding the construction and writing of academic publications.

Monday, August 1, 1:00 – 5:00 p.m. & Tuesday, August 2, 8:30 a.m. – noon
Optional Pre-Camp Theory Construction Workshop
Ajay Kohli, Gary T. and Elizabeth R. Jones Chair & Professor of Marketing, Georgia Institute of Technology

This purpose of this workshop is to help students understand the nature of a theory, the theory construction process, and to develop skills in building interesting and impactful new marketing theory. The focus of the workshop is on nuts and bolts of building new theory (and not on philosophy of science).


Tuesday, August 2, 1:00 – 6:00 p.m.

Ph.D. Camp Sessions

  • Fellow and Counselor Introductions
  • Support for Business-to-Business Research
    • o From ISBM
    • o From MSI
  • Research Tips & Strategies
    • Finding Research Ideas – Sandy Jap, Emory University
    • Acquiring Funding and Data – Kersi Antia, Western University
    • Strategic Collaboration – Shantanu Dutta, University of Southern California
  • Career Strategies
    • Getting a Strong Start (Or Not) – Son Lam, University of Georgia, & Alok Kumar, University of Nebraska
    • Dealing with a Career . . . and Life – Mark Houston, Texas A&M University

Tuesday, August 2, 6:00 – 8:30 p.m.

Reception & Bowling – Emory Conference Center Hotel

Wednesday, August 3, 8:00 a.m. – noon

Ph.D. Camp Sessions

  • Research Roundtables – Workshops with Feedback from Mentors on Students’ Research Projects/Ideas
  • Doing Impactful Research
    • Designing Publishable Research – Mike Ahearne, University of Houston
    • Combining Theory and Relevance – Rob Palmatier, University of Washington


Wednesday, August 3, 1:00 – 5:00 p.m. – Conference Sessions

Wednesday, August 3, 5:30 – 8:30 p.m. – Conference Welcome Reception

Thursday, August 4, 8:30 a.m. – 5:00 p.m. – Conference Sessions

Thursday, August 4, 5:30 – 8:30 p.m. – Closing Reception


Friday, August 5, 9:00 a.m. – noon – Home Depot Innovation Center Tour

See where and how Home Depot reviews new products from vendors and determines how to merchandise their offerings. The Home Depot Innovation Center became a key command center under CEO Bob Nardelli in 2004. It is a working laboratory, the largest of its kind in the world, where the company works with its suppliers to develop merchandising strategies for every 8 foot rack of its over 2200 store locations. This one hour tour will give you a peek "behind the fold" into the company’s collaboration efforts and merchandising strategies.