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ISBM B2B Research Webinar Series - Nov 5
This is a presentation in the ISBM B2B Marketing Research Webinar Series. This is a webinar venue for B2B marketing doctoral students and researchers to present their research and receive valuable feedback from ISBM's global network of renowned B2B researchers and experts.

Based on interest, ISBM will offer these "webinar" opportunities once a month.

This presentation will be from a former ISBM Doctoral Support Competition Winner, Yael Karlinski Shichor. Yael is currently an Assistant Professor of Marketing at Northeastern University.

Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

This webinar will be held on Thr, November 5 from Noon-1:00PM ET.

During this 1 hour webinar, the presenter will discuss their research for about 30 minutes. Then, a discussant will spend 10-15 minutes providing feedback on the research. The remainder of the time will be open for Q&A between the attendees and the presenter.

For anyone interesting in watching, but unable to attend the "live" webinar, these sessions will be recorded and available on B2B Pulse (https://isbm.org/b2b-pulse/) which is free for practitioner members of ISBM and academics who register.

After registering, you will receive a confirmation email containing information about joining the webinar.

Nov 5, 2020 12:00 PM in Eastern Time (US and Canada)

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Yael Karlinsky Shichor
Assistant Professor, Marketing @Northeastern University
Yael Karlinsky Shichor is an Assistant Professor of Marketing at the D’Amore-McKim School of Business at Northeastern University. Yael holds a PhD in Marketing from Columbia Business School, an M.Sc. in Information Management from Tel Aviv University, and a B.Sc. in Information Systems from the Technion Institute of Technology, Israel. Prior to joining Northeastern University Yael was a Visiting Postdoctoral Research Fellow at Stern School of Business at New York University. Yael’s research bridges marketing science and behavioral decision theory. She uses statistical modeling and machine learning to study topics in Business to Business (B2B) marketing, digital marketing and the intersection between information technologies and marketing. Specifically, her research focuses on automation of decision making and its application to marketing (e.g. B2B pricing), as well as on the psychological aspects of using automation and artificial intelligence (AI) models.