Specialisms
- Kareem Ghanem is a Henley Business School DBA student in the Department of Leadership, Organisations, Behaviour and Reputation. Specialisms: B2B Marketing and Sales, Sales Negotiation, Organisational Behaviour, Social Exchange Theory, Digital Governance
DBA Research topic: Bridging the Gap between Sales Systems and Buying Committees in Digitally Mediated Negotiations
Kareem Ghanem is a B2B marketing and sales strategist specialising in helping organisations navigate complex buying journeys. His research investigates the coordination challenges in digitally mediated B2B negotiations, focusing on how large buying committees interpret sales signals when traditional face-to-face cues are absent.
Recognising that modern committees often face an inability to buy due to internal coordination friction, Kareem uses Social Exchange Theory and SenseMaking to explore how negotiation governance can stabilise these digital interactions. His work aims to move beyond simple dyadic (one-to-one) sales models to a deeper understanding of committee-level consensus. Ultimately, his research seeks to provide literature, and sales organisations with actionable frameworks to govern digital teams and facilitate trust in distributed decision-making environments
Supervisors: Dr. Liza Castro Christiansen and Dr. James Blackmore-Wright
Specialisms
- Kareem Ghanem is a Henley Business School DBA student in the Department of Leadership, Organisations, Behaviour and Reputation. Specialisms: B2B Marketing and Sales, Sales Negotiation, Organisational Behaviour, Social Exchange Theory, Digital Governance