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INTEREST CATEGORY: INTERORGANIZATIONAL, DOCTORAL STUDENTS
POSTING TYPE: Events

Author: Lori Nicolini

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IPSS Course Registration Open for Fall 2023

The Institute for the Study of Business Markets Offers Online PhD Seminar

One course will be offered this semester: ÌýÌýThe B2B Knowledge GapÌý().

The B2B Knowledge GapÌýwill be taught by Professor Gary Lilien, Distinguished Research Professor of Management Science and Co-founder and Research Director Emeritus of ISBM, Smeal College of Business, The Pennsylvania State University.

This PhD course will provide a high-level overview of those B2B marketing issues that are both important and researchable. The first half of the course (in 2023) will set the foundation. The course will be based on two main sources. Lilien (2016) and Lilien, Petersen and Wuyts, eds. (2022). ÌýStudents registered and accepted to the course, will receive copies of both publications. The course will have two parts:

Sessions 1-3 (11 Oct, 25 Oct, and 8 Nov, 2023):ÌýÌýOverview of Key B2B issues. Sessions 1 and 2:Ìý Lecture and Discussion led by Lilien and Stefan Wuyts (who will discuss the ISBM B2B Trends Studies and implications). During Session 3, students will each select one topic to present at a session in 2024. Preferably, that topic will be a Chapter in the Handbook. During that session we will also select dates and times for sessions in 2024. Class will be held at 11:00AM ET on these three Wednesdays.

Sessions 4-??Ìý (Jan-Feb 2024):ÌýDuring each session in 2024, two students will take turns leading the class (1 hour each). (Example—if there are 8 students, we will have 4 classes in 2024.) ÌýEach student will lead a discussion of the Handbook Chapter and 2-3 supporting papers. The author(s) of the Handbook Chapter will be invited to attend that session and comment on the research opportunities identified.

Students will receive a grade (and feedback) based on their participation in class, especially in their presentation and workshop leadership.

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• Approx. seven sessions will be 120 minutes each
• 20-30 minutes:Ìý Instructor (and/or guest scholar) will introduce area
• 60 minutes: Critique/discussion of 2-3 readings lead by assigned students
• 20-30 minutes: Instructor will summarize key findings discuss future areas for research

This seminar will be held on Wednesdays from 11:00AM – 1:00PM ET beginning on October 11, 2023

Registrations and application materials should be received byÌýMonday, October 2, 2023. ÌýPlease follow the Admission Procedure at

Interested participants may register for this seminar at

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Any questions can be emailed toÌýLNicolini@psu.edu