PhD Courses


Two ISBM courses for Fall 2018; Qualitative Research Methods, and Selling and Sales Management

IPSS Course Registration Open

The Institute for the Study of Business Markets Offers Online PhD Seminars Fall 2018


Two courses will be offered this semester:  

  1. Qualitative Research Methods
  2. Selling and Sales Management

Qualitative Research Methods will be taught by Professor Abbie Griffin, Royal L. Garff Presidential Chair in Marketing, The University of Utah

The objectives of this seminar are to help students understand and apply the methods of qualitative research to investigate business problems. The course will combine substantive materials on various topics (see below) with analysis of published research using these various qualitative research methods in business settings. As the course is designed to be a primer on these methods, it will start from the very basics. By the end of the 10 sessions, which are taught over 12 weeks, students are expected to develop a research proposal for a project using qualitative research methods in a B2B context that could be submitted to ISBM for funding consideration.

This seminar will taught on Thursdays from 11:00AM – 1:00PM ET beginning on September 20, 2018.  Registrations should be received by Monday, September 17th.  
View Complete Course Description, Dates and Registration

Selling and Sales Management will be taught by Professor Michael Ahearne, C.T. Bauer Professor of Marketing & Research Director, Sales Excellence Institute, University of Houston.

This seminar will focus on academic research related to improving sales force performance.  We will examine research using a variety of approaches including analytical models, empirical models, surveys, and lab/field experiments.  We will investigate both published research as well as working papers by top scholars in the field.  Many of these top scholars will join our sessions to discuss their work and ideas with the class.

This seminar will taught on Mondays from 11:00AM – 1:00PM ET beginning on October 22, 2018.  Registrations should be received by Monday, October 15th.
View complete Course Description, Dates and Registration