Externe Doktoranden

• Roman Gaida, MBA (Bürkert GmbH)
• Holger Jentsch, M.Sc. (Wilo Group)
• Heinrich Rusche, M.Sc. (Building Radar)
• Lukas Haxter, M.Sc. (Twomynds)
• Nico B. Nauen, Dipl.-Kfm. (UPS)

Ehemalige Habilitanden

• Prof. Dr. Martin Krämer
• Prof. Dr. Sabrina Scheidler
• Prof. Dr. Sascha Alavi
• Dr. Judith Gesing
• Assist. Prof. Dr. Pascal Güntürkün
• Assist. Prof. Dr. Sven Mikolon
• Prof. Dr. Till Haumann
• Prof. Dr. Laura Marie Schons
• Dr. Maximilian Frieß
• Dr. Jan Altenscheidt

Ehemalige Doktoranden

• Prof. Dr. Martin Krämer 
  Supporting Strategic Shifts in the Sales Force with Innovative Incentives – Field Experimental Approaches
• Dr. Clara Hoffmann
  Enabling Value-Centered Business Models in B2B Sales Contexts⎯A Multiperspective Investigation on Salesperson and Customer Management Drivers
• Dr. Jan Altenscheidt
  Preventing Sales Representatives’ Resignations – An Empirical Examination of Contingent Managerial Detection and Countersteering Strategies
• Dr. Petrik Dauer
  Determinants of Salesperson Performance in Business-to-Business Customer
  Relationship Contexts
• Dr. Berenika Hengstebeck
  In Search of the Gold Standard of Sales – An Empirical Investigation of Micro- and Macro-Factors Shaping the Success of Salespeople
• Dr. Sebastian Springer
  Managing the Industrial Sales Force from Product to Solution Selling: A Theoretical and Empirical Investigation of Leadership, Rewards, and Abilities.
• Dr. Jacqueline Baudach
  The Multi-Faceted Leadership Role – An Empirical Investigation of the Challenges of Leadership and Strategic Management and the Impact on Sales & Marketing Teams, Organizations and Society
• Dr. Marvin Brundtke
  Firms’ Transformation to Complex Solution Selling: Theoretical and Empirical Perspectives on Managing the Industrial Sales Force
• Dr. Verena Maag
  Start-up Evolution – Disentangling the Effects of Marketing versus Sales on Start-up Success
• Dr. Dennis Schendzielarz
  New Technologies as Game Changers in Sales and Marketing – A Multi-Faceted Investigation of Disruptive Events and their Impact on Firms’ Value Creation
• Dr. Christina Desernot
  Transforming the Frontlines – An Empirical Investigation of the Effects of Digitization-Driven Strategic Initiatives on Salespeople’s Work Life and Performance
• Dr. Britta Schäfer
  Realizing the True Potential: Understanding and Managing Critical Performance Drivers in Selling Organizations 
• Dr. Kevin Knoess
  Identifying Winning Sales Strategies – A Theoretical and Empirical Investigation of Managing Sales in Challenging Market Environments
• Dr. Alexandru Oproiescu
  Digital Disruption in Business-to-Business Sales – An Empirical Investigation of Sales Technology Implementation and Its Contingent Effects on Firm Performance
• Dr. Janina-Vanessa Schneider
  Embracing the Future – Towards a Better Understanding of the Role of Sales in the Context of Forecasting on a Micro and Macro Level
• Dr. Lukas Isenberg
  Managing Internal and External Relationships in B2B Sales Organizations
• Dr. Maximilian Dax
  Facing the New Realities of B2B Sales: Understanding Advances in Organizational Buying Behavior and Their Implications for Sales Management
• Dr. Marcel Kleifeld
  Selling in a Complex World: Managing Complexity in Salesperson-Customer Relationships and Sales Organizations
• Dr. Hanaa Ryari
  Efficiently Serving Customers – A Theoretical and Empirical Investigation of the Role of Time and Question Asking in Customer-Salesperson Interactions
  
• Dr. Christina Riegermann
  Challenges in Handling Complex Customized Products – An Empirical Perspective of Sales Representatives and Customers
• Dr. Roland Kassemeier
  Disentangling the complexity of customer needs: Toward a deeper understanding of how salespeople and companies effectively and efficiently meet customer needs
• Dr. Maximilian Frieß
  When what seems to hamper Individuals’ and Organizational Performance can in Reality boost it – Towards Resolving Performance Paradoxes in Management
• Dr. Philipp Haaf
  Salespeople-Customer Interactions-A Theoretical and Empirical Investigation of the Effects of Salespeople’s Attitudes towards Customers
• Dr. Kim Linsenmeyer
  Theoretische und empirische Untersuchung von Erfolgsfaktoren im Vertriebsmanagement und im persönlichen Verkauf
  
• Dr. Lars Lengler-Graiff
  Creating Successful CSR Communication Strategies: The Decisive Role of Employee Training, Top Management Support, and Customer Involvement
• Prof. Dr. Marco Schwenke
  Price Negotiations Between Salespeople and Customers – A Theoretical and Empirical Investigation of Key Success Factors for Price Enforcement
• Dr. Bianca Richter
  Tightrope Walks in Sales – A Theoretical and Empirical Investigation of Promising and Risky Sales Strategies in Managing Sales Force Interfaces
• Dr. Sabrina Dörfer
  Effective Communication in Luxury and Non-Luxury Contexts – A Theoretical and Empirical Investigation of Marketing and Sales Strategies
• Dr. Felix Brüggemann
  Selling Complex Customer Solutions in Industrial Markets – An Empirical Investigation of Success Factors in Sales Force Management and Customer Interactions
• Dr. Gina Mende
  Managing Corporate Sustainability in the Customer-Company Interface
• Dr. Giselmar Hemmert
  Stressing the Bond – An Empirical Investigation into Threats to Customer-Company-Relationships
• Dr. Jan Helge Guba
  Uncertainty Phenomena in Marketing and Sales Management – An Empirical Investigation of Decision Uncertainty at the Macro and Micro Level
• Dr. Anika Kolberg
  Marketing and Sales in an Increasingly Complex World – Approaching Current Challenges from Three Different Perspectives
• Prof. Dr. Sabrina Scheidler
  Building and Burning Bridges – A Marketing-Based Approach to Manage Stakeholder Perceptions of Corporate Social (Ir-) Responsibility
• Dr. Tobias Weiß
  Social Perception Phenomena in Sales and Marketing – An Examination of Three Perspectives
• Dr. Pascal Güntürkün
  Seeing the World through the Customer’s Eyes: Understanding and Managing Customer Perceptions to Build Successful Customer Relationships
• Dr. Julian Everhartz
  A Holistic View on Selling Complex Customer Solutions: Analyses of the Customer and the Supplier Perspective
• Dr. Kira Maiwald
  Selling Complex Customer Solutions
• Prof. Dr. Sascha Alavi
  Leadership and Pricing Phenomena in Sales Management – A Theoretical and Empirical Investigation of Internal and External Price Enforcement
• Dr. Judith Gesing
  Neue Formen des Innovations- und Technologiemanagements – Erfolgsfaktoren von innovativen Kundenlösungen und Open Innovation als Differenzierungsansätze zur Sicherung der Wettbewerbsfähigkeit von Unternehmen
• Prof. Dr. Johannes Habel
  Challenging Sales Encounters – A Theoretical and Empirical Investigation of Effective Salesperson Behaviors towards Demanding Customers
• Prof. Dr. Till Haumann
  Multilevel Phenomena in Personal Selling & Sales Management – An Identity-Based Perspective
• Prof. Dr. Laura Marie Schons
  Der Homo Oeconomicus unter Druck – Eine experimentelle Untersuchung des Einflusses von ökonomischem Druck auf das Verhandlungsverhalten im Ultimatum Spiel
• Dr. Sven Mikolon
  The Dark Side of Identity in Organizations – Theoretical Contribution and Empirical Evidence of Sales Representatives‘ Negative Stereotypes
• Dr. Benjamin Quaiser
  Marketing Accountability at the Customer Level – Longitudinal Drivers of Company’s Profit
• Dr. Alexander Krebs
  Ökonomik des Regelbruchs – Determinanten regelwidrigen Verhaltens beim wirtschaftlichen Leistungsaustausch
• Dr. Daniel Weber
  Studies about Preferences and Preference Changes in the Context of Marketing
• Dr. Wiebke Rasmussen
  I care that you’re fair – The big picture off airness in economic exchange
• Dr. Sarah Meyer-Dietrich
  Konformität als soziale Rationalität – Wie das Bedürfnis nach sozialer Akzeptanz das Verhalten rationaler Konsumenten bestimmt
• Dr. Wolf-Christian Strotmann 
  Stabilisierung von Kundenpräferenzen für Really New Products durch Informationsgaben am Beispiel Hybrider Leistungsbündel
• Dr. Markus Karger
  Zahlungsbereitschaftsmessung für industrielle Hybride Leistungsbündel – Ein empirischer Vergleich des Customer Perceived Value Accountings mit der Conjoint Analyse
• Dr. Heiko Schimmelpfennig
  Empirische Theorienvergleiche in der Marketingforschung auf Basis von Strukturgleichungsmodellen – Am Beispiel einer ökonomischen und verhaltenswissenschaftlichen Erklärung der beabsichtigten Einkaufsstättenwahl
• Prof. Dr. Valerie Wulfhorst
  Marketing Assets & finanzieller Erfolg – eine Analyse am Beispiel von Kundenzufriedenheit und Economic Value Added
• Dr. Annika Wilke
  Informationsintermediäre als Informationsquellen für Nachfrager?
  Eine informationsökonomische Analyse und empirische Überprüfung auf dem MBA Markt
• Prof. Dr. Heike Papenhoff
  Cross Buying Extended in Multi Partner Bonusprogrammen
• Dr. Gernot Gräfe
  Informationsqualität bei Transaktionen im Internet
  Eine informationsökonomische Analyse der Bereitstellung und Verwendung von Informationen im Internet
• Dr. Ellen Römer
  Flexibility in Buyer-Seller Relationships
  A Transaction Cost Economics Extension based on Real Options Analysis
• Dr. Thomas Rajab
  The interface between research-and-development and sales – Integration, cooperation, and innovation adoption