Submit to the 2020 Doctoral Awards Competition, Register for a PhD Seminar, or enjoy the next Research Webinar from Penn State's Institute for the Study of Business Markets


Author: Lori Nicolini

ISBM 2020 Doctoral Awards Competition Deadline Extended until Thursday, October 15, 2020

Penn State’s Institute for the Study of Business Markets (ISBM) is now holding its 30th annual Business Marketing Doctoral Support Award Competition.  We have extended this year’s deadline to October 15, 2020.

Up to three candidates in accredited doctoral programs will receive dissertation support awards. Dissertations in any area of business-to-business (industrial) marketing or in any of the methodological areas that support advances in business marketing will be considered.  The Award consists of:

  • Up to $5,000 in financial assistance to be used for travel, conference attendance, data collection, and other expenses of conducting and presenting the results of the research.
  • Assistance, as needed, in gaining the cooperation of both ISBM member firms and non-member firms for data, interview, etc.

PhD candidates interested in the competition should submit an abstract of their research not to exceed five double-spaced pages, along with a current vita and a vita of their dissertation advisor. The abstract should address the potential importance of their work to business marketing practice, its theoretical contributions, the research methodology, and the amount and kind of support requested.

For complete competition details and electronic submission procedures visit


ISBM PhD Seminar Series (IPSS) Course Fall 2020 Registration Deadline September 30, 2020

If there is enough interest, ISBM will offer one course this Fall semester.  Rajkumar Venkatesan (University of Virginia) and Sarang Sunder (Texas Christian University) will teach the course Metrics and Statistical Models in B2B CRM.  The course is to serve as a guide to the metrics and models in the CRM literature.  They will do this by first identifying a way to measure the net presenter value of a customer to the firms, Customer Lifetime Value (CLV), and a set of metrics by which customers can be managed.  Then, they will follow the lifetime of a customer with the firm by analyzing empirical models that allow us to better understand how managers can improve at each stage of the customer’s relationship with the firm:  acquisition, retention, growth, churn, and win-back.  Finally, they will discuss how to implement CRM models with firms and to design and implement field experiments with firms to enhance the contributions of research.

For complete course details and to register visit


ISBM B2B Research Webinar Series – Next Webinar:  October 22, 2020

Register for the next webinar in our ISBM B2B Research Webinar Series, hosted by The Institute for the Study of Business Markets (ISBM).

During these 1 hour webinars, the presenter will discuss their research for about 30 minutes. Then, a discussant will spend 10-15 minutes providing feedback on the research. The remainder of the time will be open for Q&A between the attendees and the presenter.

This webinar series is to provide a venue for B2B marketing doctoral students and researchers to present their research and receive valuable feedback from ISBM’s global network of renowned B2B researchers and experts.  Based on interest, ISBM will offer these “webinar” opportunities once a month.

Our next webinar will be held on October 22, 2020, presentation by Ljubomir Pupovac who is currently a lecturer at the University of New South Wales, where he teaches Marketing Research and Marketing Analytics.  He was a former ISBM Doctoral Support award winner and he will present some of his current research.

For complete details on this webinar and other and to register visit

For questions on these ISBM programs or others please reach out to ISBM directly or visit :

Stefan Wuyts (, Research Director
Andrew Petersen (, Associate Research Director
Lori Nicolini (, Program Coordinator & Event Manager