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
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Ruhr-Universität Bochum