B2B Research Online Seminar Series (BROSS)
The B2B online Research seminars are supported by ANZMAC and EMAC and aim to be a platform for presentations in the area of B2B Marketing and to bring the B2B community a little closer. The presentations are typically about 45 minutes and are followed by Q&A. Unless indicated differently, these seminars start at 9AM central European Time. To register for these seminars, please contact prof. Michael Kleinaltenkamp at michael.kleinaltenkamp@fu-berlin.de. Upon registration you will be sent a Webex or Zoom Link a few days before the seminar starts.
The organizers of this seminar series are:
Vishal Kashyap (U Graz)
Michael Kleinaltenkamp (Freie U Berlin)
Sudha Mani (Monash U)
Erik Mooi (U Melbourne)
If you like to attend or present, please do reach out!
Upcoming seminars:
2023
Session 24: March 9, 2023:
Areej Saad Alshamrani (Monash University and Taibah University), Sudha Mani (Monash University), Shanfei (Sophie) Feng (Monash University)
“Effective Franchise Contracts: The Role of Contractual Relational Norms”
Session 25: April 6, 2023, 6 am EST, 11 am CET, 8 pm AEDT, 11 pm NZDT
Vivek Astvansh (Indiana University)
"Marketing Investments Mitigate the Adverse Effect of a Firm’s Employee Unionization on its Received Trade Credit"
Session 26: May 4, 2023:
Markus Husemann-Kopetzky (Freie Universität Berlin), Andreas Eggert (Freie Universität Berlin), Wolfgang Ulaga (INSEAD) und Michael Steiner (Witten/Herdecke University)
"Understanding the role of (dual) entitlement effects on industrial customers’ willingness-to-pay for ancillary services"
Past seminars:
2023
Session 23: February 16, 2003:
Jordan Truong (Melbourne University), Erik Mooi (Melbourne University)
"Text analysis in B2B - a guide" (Note this is partly a paper presentation, partly a how-to)
2022
Session 22: November 3, 2022:
Vivian (Xu) Zheng, City University of Hong Kong
"’Epidemics’ of Failure: The Contagion Effect of Franchised Outlet Failure"
Session 21: October 20, 2022:
Arnd Vomberg, University of Mannheim
"Algorithm-Based CRM Technology: The Human Side of a Cold Start Problem?"
Session 20: September 15, 2022:
Maggie Dong, University of New South Wales (UNSW)
"Adjusting Value Chains in Countries with Politician Turnover: A Contingency Framework"
Session 19: May 12, 2022:
Khashayar Afshar Bakeshloo, Raj Agnihotri & Elizabeth Hoffman, Iowa State University
"Organizational Strategic Emphasis and Salespeople's Escalation of Commitment: Is Artificial Intelligence a Cure"
Session 18: April 7, 2022:
Ashwin Baliga, Indian Institute of Technology, Madras
"Thinking Highly of a B2B Service Provider Post Service Failure: Investigating Service Recovery Paradox and Relationship Constructs in an Emerging Market Context"
Session 17: March 17, 2022:
Elsa Dessaigne, Excelia Business School
"From Business Networks to Elias’ Business Figurations.
Expliciting the social ontology of the Industrial Network Literature through cross-disciplinary research"
Session 16: February 9, 2022:
Katharina Prohl-Schwenke (Freie Universität Berlin)
“Customer Success Management Implementation: Its Measurement from a Customer Perspective and Impact on Customers’ Behavioral Intentions”
2021
Session 15: November 4, 2021:
Michael Kleinaltenkamp (Freie Universität Berlin)
“Conceptualizing Customer Experience in B2B Settings”
Session 14: October 7, 2021
Jeff Wang (Monash University Melbourne)
“Manufacturer Tridadic Governance in Marketing Channel”
Session 13: September 16, 2021
Lisa Scheer (University of Missouri)
“The Importance of P2P Relationships in B2B Relationships”
Session 12: July 8, 2021
Victoria Kramer (University of Münster), Manfred Krafft (University of Münster), & Kaj Storbacka (Hanken School of Economics)
“Relationship Configurations for Selling Servitized Offerings: A fuzzy-set Qualitative Comparative Analysis”
Session 11: June 3, 2021
Jon Bingen Sande (City of Oslo), Kenneth Wathne (Norwegian Business School), Mrinal Ghosh (Eller College of Management), & Henrik Jensen
“The role of cross-understanding in complex problem solving in interorganizational relationships”
Session 10: May 6, 2021
Stephan Henneberg (Queen Mary University of London)
“It’s OK, Until it’s Not: A Conceptual Model of Boundary Spanner Corruption”
Session 9: April 1, 2021
Vivian Zheng (City University of Hong Kong)
“Locations and Beyond: Franchise Clustering and Contingent Effects of Governance Mechanisms”
Session 8: March 3, 2021
Raghu Bommaraju (Indian School of Business)
“Throwdown (A Novel Sales Contest) – Evidence from a Field Experiment on its Effectiveness vs. a Traditional Sales Contest”
2020
Session 7: December 3, 2020:
(1) Dave Gilliland (Colorado State University): Introducing the Journal of Inter-organizational Research
(2) Open discussion on the future of the B2B Research Online Seminar Series (BROSS) in 2021
Session 6: November 5, 2020:
Thomas Ritter (Copenhagen Business School):
“How Covid-19 impacts business marketing: experiences and research questions”
Session 5: October 8, 2020 (9am CEST, 5pm AEST, 7pm NZST)
Sudha Mani (Monash University Melbourne), Vivek Astvansh (Indiana University), and Kersi D. Antia (Ivey Business School):
“Buyer-Supplier Destructive Acts and Buyers’ Bankruptcy Outcomes”
Session 4: September 3, 2020
Alok Kumar (University of Nebraska-Lincoln), Huanhuan Shi (Texas A&M University), Jenifer Skiba Missouri State University, and Amit Saini (University of Nebraska-Lincoln:
“Buying Groups in the US Healthcare Market: A B2B Perspective”
Session 3: August 6, 2020
Mrinal Ghosh (Eller College of Management):
“Product-Form Strategy: Where Does a Firm Choose to Locate in the Value Chain and Why”
Session 2: July 9, 2020
Erik Mooi (University of Melbourne), Elham Ghazimatin (University of Stavanger) and Jan Heide (University of Wisconsin–Madison):
“Organizing for Innovation: B2B Projects, Task Configuration, and Outcomes”.
Session 1: June 4, 2020
Andreas Eggert (University of Paderborn), Michael Kleinaltenkamp (Freie Universität Berlin), Vishal Kashyap (University of Graz) and Wolfgang Ulaga (INSEAD):
“How Business Customers Perceive Value: An Integrated Model”