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    Call for papers

    The 18th CBIM Academic Workshop scheduled for January 2012 will focus on “B2B Marketing: The Transformation Driver”. Each year the CBIM Workshop welcomes academics, professionals and doctoral students from around the world to a candid but friendly discussion of current topics in B2B marketing. A truly international workshop, in 2008, attendees from 10 countries presented their research, and insights in the area of B2B research. Please join us in 2012!

    Location – Atlanta, GA (USA), Renaissance Concourse Hotel, Atlanta Airport.


    • Friday Jan 13th, 2010 Greeting - 6:00-8:00 PM, Registration and refreshments

    • Saturday. Jan 14th, 2010, Sessions, 8:30 AM - 5:00 PM, continental breakfast, lunch, and a dinner.

    • Sunday, Jan. 15th, 2010, Sessions, 8:30 AM - 5:00 PM, continental breakfast and light lunch.

    • Monday, Jan. 16th, 2010, 8:30-12:00: conference sessions, continental breakfast included.

    Keynote speakers:

    Joe F. Hair, Professor of Marketing, Kennesaw State University, author of Multivariate Data Analysis, Prentice Hall, will speak about the use of Partial Least Squares (PLS) in B2B Research.

    Ajay Kohli, Gary T. and Elizabeth R. Jones Chair, Georgia Institute of Technology, outgoing Editor-in-Chief of the Journal of Marketing, will speak about Theory Development.

    Workshop fee: $595.00 Academics/Professionals; $375 PhD students. The fee is payable prior to or at the start of the CBIM Workshop. We will publish a non-copyrighted conference proceeding with the submitted abstracts, papers, case studies, and special session proposals that will be free to attendees.

    Workshop papers will be eligible for a special issue of the Journal of Business & Industrial Marketing. The Best Doctoral Student Paper will receive $250 and appear in the JBIM special issue.

    The event deadline for submitting ideas and content is November 15, 2012. Please let us know your interest in presenting either a paper or case study, participating in a special session of your choice, or volunteering to be a session moderator. Send an email to the Workshop Director:

    Suggested topics:

    • Quantifying Value Creation

    • Business Process Innovation

    • Sales Cycle Transformation

    • Key Account Performance Metrics

    • Solution vs Service vs Product Selling

    • Value-Based Selling and Risk Management

    • B2B Brand Engagement

    • B2B Sponsorship

    • B2B Health Care Re-engineering

    • Use of Mobile Internet in B2B

    • B2B Social Media

    • Marketing Automation

    • Marketing Intelligence

    • Automated and Industrial Vending

    If you have an interest in one of the following or any other B2B topics, please send by email by Dec. 1st, 2011 one of the following:

    1. Detailed abstract (minimum 3 pages double spaced typed),

    2. Paper or case study (maximum 20 pages double spaced typed),

    3. Special session proposal (3 pages double spaced typed), or

    4. Volunteers to be a session moderator to:

    Thomas Brashear Alejandro

    CBIM Workshop Director


    Isenberg School of Management

    University of Massachusetts Amherst

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