{"id":705,"date":"2022-03-31T09:57:00","date_gmt":"2022-03-31T07:57:00","guid":{"rendered":"https:\/\/insights.ieseg.fr\/?p=705"},"modified":"2024-03-26T11:34:59","modified_gmt":"2024-03-26T10:34:59","slug":"business-to-business-selling-in-the-post-covid-19-era","status":"publish","type":"post","link":"https:\/\/insights.ieseg.fr\/en\/resource-center\/business-to-business-selling-in-the-post-covid-19-era\/","title":{"rendered":"Business-to-business selling in the post Covid-19 era"},"content":{"rendered":"\n<p>In this video, Deva Rangarajan and Bert Paesbrugghe, Professors at <a href=\"https:\/\/insights.ieseg.fr\/en\/about-ieseg\/\">I\u00c9SEG<\/a>, give insights into their research on business-to-business selling post pandemic. They explain how firms have adapted to the changes that have occurred over the last years and how their findings can be used by sales managers.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"60 seconds: Inside Research - Business-to-business selling in the post-Covid-19 era\" width=\"1778\" height=\"1000\" src=\"https:\/\/www.youtube.com\/embed\/035D1G-5opw?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<p>The full research paper (Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force)  in Business Horizons can be viewed <a href=\"https:\/\/www.sciencedirect.com\/science\/article\/abs\/pii\/S000768132100032X\">here<\/a>.<\/p>\n\n\n\n<p><strong>Bert Paesbrugghe<\/strong> is an expert and author of numerous publications on the collaboration between buying and selling companies. He has a Ph.D. in business economics from Vlerick business school and works with companies to set up and follow-up tactical projects with external partners.<\/p>\n\n\n\n<p><strong>Deva Rangarajan<\/strong> has a Ph.D. in Marketing and Sales and he has taught for business schools in Europe, the US, South Africa and India. He has trained executives of over 30 companies on topics related to business-to-business marketing and sales. His research has featured in leading journals such as the Industrial Marketing Management, Journal of Service Research, California Management Review. Deva is also the Academic Director of a&nbsp;<a href=\"https:\/\/www.ieseg.fr\/programmes\/masters-specialises\/master-international-business-negotiation\/\" target=\"_blank\" rel=\"noreferrer noopener\">Master program at I\u00c9SEG School of Management dedicated to International Business Negotiation.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In this video, Deva Rangarajan and Bert Paesbrugghe, Professors at I\u00c9SEG, give insights into their research on business-to-business selling post pandemic. They explain how firms have adapted to the changes that have occurred over the last years and how their findings can be used by sales managers. The full research paper (Business-to-business selling in the <a href=\"https:\/\/insights.ieseg.fr\/en\/resource-center\/business-to-business-selling-in-the-post-covid-19-era\/\" class=\"more-link\">&#8230;<span class=\"screen-reader-text\">  Business-to-business selling in the post Covid-19 era<\/span><\/a><\/p>\n","protected":false},"author":3,"featured_media":2358,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[489],"tags":[246,292,449,455],"article-type":[13],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.5.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Business-to-business selling in the post Covid-19 era<\/title>\n<meta name=\"description\" content=\"Deva Rangarajan and Bert Paesbrugghe give insights into their research on business-to-business selling post pandemic.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/insights.ieseg.fr\/en\/resource-center\/business-to-business-selling-in-the-post-covid-19-era\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Business-to-business selling in the post Covid-19 era\" \/>\n<meta property=\"og:description\" content=\"Deva Rangarajan and Bert Paesbrugghe give insights into their research on business-to-business selling post pandemic.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/insights.ieseg.fr\/en\/resource-center\/business-to-business-selling-in-the-post-covid-19-era\/\" \/>\n<meta property=\"og:site_name\" content=\"I\u00c9SEG Insights\" \/>\n<meta property=\"article:published_time\" content=\"2022-03-31T07:57:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-03-26T10:34:59+00:00\" \/>\n<meta property=\"og:image\" 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