Professoren
Sekretariat
Habilitanden/innen
Wissenschaftliche Mitarbeiter*innen
Studentische und wissenschaftliche Hilfskräfte
- Externe Doktoranden
- 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