CENTER FOR BUSINESS & INDUSTRIAL MARKETING
Established over 25 years ago, the Center for Business & Industrial Marketing provides a forum for researching and exploring the world of business-to-business marketing and industrial sales. Business-to- business (B2B) commercial relationships involve transactions between one or more companies, such as a manufacturer and wholesaler. These transactions tend to happen in the supply chain, where one company will purchase raw materials, equipment and other products to be used in the manufacturing process. The center uses its research to link marketing theory and business practice, provide marketing education for current and future industry leaders, and develop new ways to create more profitable marketing and sales practices on a global scale. The Journal of Business and Industrial Marketing, an Emerald Publishing Limited journal, is edited by the director of the center.
Wesley Johnston
CBIM Roundtable Professor of Marketing, J. Mack Robinson College of Business, Georgia State University
Our Faculty & Staff
Wesley J. Johnston
executive director, Center for Business & Industrial Marketing
CBIM Roundtable Professor of Marketing, J. Mack Robinson College of Business, Georgia State University
[email protected]
Carolyn F. Curasi
associate director, Center for Business and Industrial Marketing
Associate Professor, J. Mack Robinson College of Business, Georgia State University
[email protected]
Enuma Edmund
assistant, Center for Business and Industrial Marketing
Graduate Research Assistant, Center for Business and Industrial Marketing
Research Associates
Kofi Q. Dadzie
Associate Professor, Robinson College of Business
Bruce Pilling
Associate Professor, Robinson College of Business
Alok R. Saboo
Associate Professor, Robinson College of Business
Yi Zhao
Associate Professor, Robinson Colllege of Business
Recent Visiting Scholars
Amr Kheir El Din
Fulbright Scholar
Professor, Ain Shams University, Cairo Egypt
Mingsung (Julian) Cheng
Fulbright Scholar
Professor, National Central University, Taiwan
Thomas O'Toole
Fulbright Scholar
Professor and Dean, Waterford Institute of Technology, Ireland
Michael Kleinaltenkamp
Professor and Dean of Business School, Free University of Berlin, Germany
President, EMAC B2B special interest group
Ian Wilkinson
Professor, University of Sydney, Australia
Christopher Campagna
Visiting Lecturer, Georgia State University
Executives in Residence
Craig Apatov
President, Marketing Roundtable, Georgia State University
Managing Director, Ascension Strategies, Atlanta GA
Carry Blackstone
Retired Financial Executive
DBA student Robinson College of Business
Scott Crumpton
Customer Success Executive Manager
Director of Customer Experience, Pivotree, Toronto CA
Chris Edwards
Plant Manager, Vulcan Materials Company, Atlanta GA
International Research Partners
Roberto Mora Cortez
Associate Professor, University of Southern Denmark
Senior Associate editor, Journal of Business and Industrial Marketing
Michael Ehret
Professor, University of Graz, Austria
Senior Associate editor, Journal of Business and Industrial Marketing
Our Services
Sales Force Impact Analysis
The sales force impact analysis enables you to diagnose your sales force, and to develop strategies for leveraging its strengths and addressing its challenges. Research has shown that implementing just one of our best practices for as little as three hours per salesperson per month increases performance by 15%.
Relationship Assessment Process
The relationship assessment process enables you to diagnose the exact nature of your relationship with each customer and develop strategies for improving it.
Pipeline Analysis
The pipeline analysis facilitates this critical aspect of developmental coaching by asking salespeople to evaluate a sample of their prospects on 19 dimensions. The pipeline analysis results help the sales manager guide and support their staff’s work.
Opportunity Plan
The Opportunity Plan is useful in planning strategies for large, one time, marketing/sales opportunities. The steps in the opportunity plan include political mapping, SWOT analysis for your company and competitors, value proposition development and other useful tools to better understand how to approach the opportunity and increase the probability of closing the sale while shortening the sales cycle time.
Customized Executive Seminars and Marketing Research
The center creates in-house seminars for companies for specific needs. Often these seminars are preceded by marketing research studies to collect insight into the specific areas of training.
Company Seminars and Research Projects
- Accenture
- Advanced Energy
- Aeroquip Corporation
- Agilent Technologies
- Air Products and Chemicals
- Alcan Aluminum
- Allegheny Energy
- AT&T
- Bayer
- BP
- Ciba Specialty Chemicals
- Coming Incorporated
- Corporate Express
- Delphi Automotive
- Dow Chemical Company
- Dow Coming
- DuPont Company
- Eastman Chemical Company
- Eastman Kodak Company
- EDS
- Eli Lilly
- Exelon Corporation
- ExxonMobil Chemical
- Ferro Corporation
- Foamex
- FreeMarkets
- Gartner
- *Georgia-Pacific
- GlaxoSmithKline
- Harte Hanks
- Hercules Inc.
- The Hewlett-Packard Company
- Highmark Inc.
- Honeywell
- Huntsman Polyurethanes
- IBM Corporation
- Indium Corporation
- Infineon
- Ingersoll Rand Company
- Intel Corporation
- International Specialty Products
- Kennametal
- Lyondell
- Monitor Group
- National Analysts Inc.
- NIST/MEP
- Nokia
- *Omnexus
- PPG Industries, Inc.
- Positra Infrastructure Ltd.
- Rohm and Haas Company
- Sabre Inc.
- SAP America
- *Scientific Atlanta
- Shell Chemical Company
- *Southern Mills Inc.
- Sprint
- Sullair
- Teleflex
- 3M Company
- Ticona LLC
- The Timken Company
- Tredegar Film Products
- Unisys Corporation
- *United Parcel Service
- United States Postal Service
- Uponor Aldyl Company
- VerticalNet
- W.L. Gore & Associates Inc.
- W.R. Grace & Co.
- Xerox Corporation
*denotes an Atlanta-based organization
Affiliated Units
- Institute for the Study of Business Markets
Pennsylvania State University - IMI B2B Instituto de Marketing Industrial
Santiago, Chile
Recent International Conferences
The aim of the CBIM International Conferences is to gather academics, professionals and others from around the world to promote a rigorous, candid and friendly discussion of current and potential future topics in B2B marketing and sales. More than 1.000 academics from around the world have participated in the conferences. Recent meetings have been hosted in Atlanta, San Juan (Puerto Rico), Changsha (China), Bilbao, Stockholm. Madrid and Berlin.
2023 Conference (June 12 - 14, 2023) "Looking beyond the crises: B2B marketers fostering growth, ecosystem innovation, and digital journeys"
2022 Conference “Reimagining innovation in b2b marketing and sales: turbulent ecosystems, empowered buyers and runaway inflation”
2021 Conference “Challenges and opportunities for increasingly turbulent times in business markets”