International Marketing

Monographs

Allgemeine Betriebswirtschaftslehre - Koordination betrieblicher Entscheidungen. 4th edition, Springer-Verlag, Berlin and Heidelberg 2010.
[with Klaus Backhaus, Uta Herbst, and Markus Voeth]

Dynamisches Benchmarking. Ein Verfahren auf Basis der Data Envelopment Analysis. Deutscher Universitätsverlag, Wiesbaden 2007.

Articles in peer-reviewed journals

Was bedeutet Internationalität in der Managementausbildung? Eine nachfrageorientierte Studie auf Basis von Latent-Class-Conjoint-Analysen. Accepted for publication in: Zeitschrift für betriebswirtschaftliche Forschung.
[with Stefan Schmid and Monika Dammer-Henselmann]

Measuring Willingness to Pay as a Range, Revisited: When Should We Care? Accepted for publication in: International Journal of Research in Marketing.
[with Florian Dost]

Estimating Willingness-to-Pay with Choice-Based Conjoint Analysis - Can Consumer Characteristics Explain Variations in Accuracy?, in: British Journal of Management, Vol. 22, No. 4, 2011, pp. 628-645.
[with Christina Sichtmann and Adamantios Diamantopoulos]

Der Einfluss von Stimmungen auf die Zahlungsbereitschaft, in: Marketing ZFP, Vol. 33, No. 1, 2011, pp. 32-45.
[with Helmut Schneider]

Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior, in: International Journal of Research in Marketing, Vol. 27, No. 1, 2010, pp. 69-82.
[with Markus Cornelissen, Klaus Backhaus, and Christian Schmitz]

Methoden zur Lösung grundlegender Probleme der Datenqualität in DEA-basierten Effizienzanalysen, in: Die Betriebswirtschaft, Vol. 69, No. 2, 2009, pp. 291-312.
[with Maik Hammerschmidt and Matthias Staat]

The Impact of Team Characteristics on the Course and Outcome of Intergroup Price Negotiations, in: Journal of Business-to-Business Marketing, Vol. 15, No. 4, 2008, pp. 365-396.
[with Klaus Backhaus and Jenny van Doorn]

Predicting purchase decisions with different conjoint analysis methods: A Monte Carlo simulation, in: International Journal of Market Research, Vol. 49, No. 3, 2007, pp. 341-364.
[with Klaus Backhaus and Thomas Hillig]

******nominated for the IJMR Collaborative Research Award******

Conjoint-Analyse versus Direkte Preisabfrage zur Erhebung von Zahlungsbereitschaften, in: Die Betriebswirtschaft, Vol. 65, No. 5, 2005, pp. 439-457.
[with Klaus Backhaus, Markus Voeth, and Christina Sichtmann]

An empirical comparison of methods to measure willingness to pay by examining the hypothetical bias, in: International Journal of Market Research, Vol. 47, No. 5, 2005, pp. 543-562.
[with Klaus Backhaus, Markus Voeth, and Christina Sichtmann]

******nominated for the Silver Medal of the Market Research Society******

Contributions to edited volumes

Produktivitätsmessung von Dienstleistungen mit Hilfe von Varianten der DEA, in: Bruhn, M./Hadwich/K., Georgi, D. (Eds.): Dienstleistungsproduktivität, Gabler Verlag, Wiesbaden 2011, pp. 225-245.
[with Klaus Backhaus and Ole Bröker]

Verhaltensorientierter Ansatz zur Erklärung von Preisreaktionen bei Commodities und Empfehlungen für die Preissetzung auf Commodity-Märkten, in: Enke, M./Geigenmüller, A. (Eds.): Commodity Marketing, 2nd edition, Gabler Verlag, Wiesbaden 2010, pp. 133-147.
[with Florian Dost]

Internationale Preiskoordination: Auswirkungen der Parametrisierung von Arbitrageneigungsfunktionen, in: Schmid, S. (Ed.): Management der Internationalisierung, Gabler Verlag, Wiesbaden 2009, pp. 289-306.
[with Klaus Backhaus]

Dynamische Effizienzmessung im Vertriebscontrolling: Eine empirische Anwendung der Window Analysis, in: Bauer, H.H./Staat, M./Hammerschmidt, M. (Eds.): Marketingeffizienz, Vahlen Verlag, München 2006, pp. 139-155.
[with Klaus Backhaus]

Preisverhandlungen im B2B-Marketing, in: Diller, H. (Ed.): Pricing-Forschung in Deutschland, Vol. 8 of "Marketingforschung aktuell", Wissenschaftliche Gesellschaft für Innovatives Marketing, Nürnberg 2006, pp. 1-15.
[with Klaus Backhaus, Jenny van Doorn, Markus Voeth, and Uta Herbst]

Effizienzorientierte Technologiebewertung mit Data Envelopment Analysis (DEA), in: Amelingmeyer, Jenny/Harland, Peter E. (Eds.): Technologiemanagement & Marketing - Herausforderungen eines integrierten Innovationsmanagements, Dt. Univ.-Verlag/Gabler Edition Wissenschaft, Wiesbaden 2005, pp. 289-306.
[with Klaus Backhaus and Ingmar Geiger]

Measuring Weight Flexibility in Data Envelopment Analysis Using Cluster Analysis Results, in: Emrouznejad, A./Podinovski, V. (Eds.): Data Envelopment Analysis And Performance Management, 2004, pp. 254-260.
[with Klaus Backhaus]

******best PhD discussion paper******

Working papers

In How Far Does the Cultural Context Explain Behavior In And Outcomes Of Intercultural Business Negotiations? SSRN Working Paper, 2010.
[with Simone Fucks, Frank Jacob, and Nathalie Prime]

Consumer-related determinants in product bundling – an empirical study. ESCP Europe Working Paper No. 49, Berlin 2009.
[with Julia Alexander]

Steering Sales Reps Through Cost Information: An Investigation into the Black Box of Cognitive References and Negotiation Behavior. SSRN Working Paper, 2009.
[with Markus Cornelissen, Klaus Backhaus, and Christian Schmitz]

Standardisierung von Werbung in Printanzeigen – Der Vergleich von Studenten und Nicht-Studenten am Beispiel von Norwegen. ESCP-EAP Working Paper No. 37, Berlin 2008.
[with Lena Krol]

Estimating Willingness-to-pay With Different Utility Functions – A Comparison of Individual and Cluster Solutions. ESCP-EAP Working Paper No. 33, Berlin 2007.
[with Christina Sichtmann]

Effizienzorientierte Rankings wirtschaftswissenschaftlicher Fakultäten - eine dynamische Analyse. Arbeitspapier Nr. 42 des Betriebswirtschaftlichen Instituts für Anlagen und Systemtechnologien, Münster 2006.
[with Klaus Backhaus and Sandra Ruthemann]

Erfolgsdeterminanten in der Verhandlungsanalyse - eine systematisierende und kritische Übersicht. Arbeitspapier Nr. 41 des Betriebswirtschaftlichen Instituts für Anlagen und Systemtechnologien, Münster 2005.
[with Klaus Backhaus and Markus Hummelsberger]

The Dynamic Perspective of Salesperson Performance - A DEA-based Window Analysis Approach. MCM Scientific Discussion Paper Series No. 4, Münster 2005.
[with Klaus Backhaus and Tobias Streffer]

Dynamische Effizienzmessung als Instrument im Rahmen des Marketing-Controlling - eine empirische Anwendung der Window Analyse. Arbeitspapier Nr. 40 des Betriebswirtschaftlichen Instituts für Anlagen und Systemtechnologien, Münster 2005.
[with Klaus Backhaus and Tobias Streffer]

Effizienzmessung im Marketing mit Data Envelopment Analysis - Eine methodische Bestandsaufnahme. Arbeitspapier Nr. 34 des Betriebswirtschaftlichen Instituts für Anlagen und Systemtechnologien, Münster 2003.
[with Klaus Backhaus]

Conference papers

The deal is on: Understanding and managing deal-of-the-day promotions. 41st EMAC Conference, May 22-25, 2012, Lisbon/Portugal.
[with Maik Eisenbeiß, Bernd Skiera, and Markus Cornelißen]

Power asymmetry in intercultural business negotiations and its impact on negotiation strategies. 41st EMAC Conference, May 22-25, 2012, Lisbon/Portugal.
[with Tayfun Aykaç and Frank Jacob]

 

Measuring Efficiency of Negotiated Exchanges. An Evaluation, Refinement, and Extension. INFORMS Marketing Science Conference, June 9-11, 2011, Houston/TX, USA.
[with P.V. (Sundar) Balakrishnan and Charles Patton]

The Role of Team Composition in Cross-Cultural Business Negotiations. INFORMS Marketing Science Conference, June 9-11, 2011, Houston/TX, USA.
[with Frank Jacob and Nathalie Prime]

Exciting the customer: Whether and how "Deal-of-the-day" promotions increase consumers' willingness to buy. 40th EMAC Conference, May 24-27, 2011, Ljubljana/Slovenia.
[with Maik Eisenbeiß and Markus Cornelißen]

Produktivitätsbenchmarking als Bestandteil eines integrierten Ansatzes zur Vermarktung hybrider Leistungsbündel. 40. Jahrestagung der Gesellschasft für Informatik e.V. (GI), September 27-October 2, 2010, Leipzig/Germany.
[with Klaus Backhaus, Jörg Becker, Daniel Beverungen, Ralf Knackstedt, and Anna Nikula]

The role of team composition in intercultural business negotiations. 4th German-French-Austrian Conference on Quantitative Marketing, September 16-18, 2010, Vienna/Austria.
[with Nathalie Prime, Frank Jacob, Simone Fucks, and Marion Festing]

In how far does the cultural context explain behavior in and outcomes of intercultural business negotiations? IACM 23rd Annual Conference, June 24-27, 2010, Boston/MA, USA.
[with Simone Fucks, Frank Jacob, and Nathalie Prime]

Separating WTP elicitation from Choice-based Conjoint Analysis. INFORMS Marketing Science Conference, June 17-19, 2010, Cologne/Germany.
[with Florian Dost]

Decoding the "black box" of intercultural negotiations. INFORMS Marketing Science Conference, June 17-19, 2010, Cologne/Germany.
[with Simone Fucks, Frank Jacob, and Nathalie Prime]

Traditional Willingness-to-Pay in the Light of Willingness-to-Pay-as-a-Range. INFORMS Marketing Science Conference, June 17-19, 2010, Cologne/Germany.
[with Florian Dost]

Enhancing negotiation success through a good BATNA and buyer-seller relationships – An investigation into the “black box” of negotiations. 39th EMAC Conference, June 1-4, 2010, Copenhagen/Denmark.
[with Ingmar Geiger and Klaus Backhaus]

"BDM-Range" – A Coherent Alternative to Measure Willingness to Pay as a Range. 39th EMAC Conference, June 1-4, 2010, Copenhagen/Denmark.
[with Florian Dost]

Intra- and inter-group negotiation behaviour in intercultural negotiations. Conference on International and intercultural negotiation, April 8-9, 2010, Copenhagen/Denmark.
[with Simone Fucks and Frank Jacob]

The Influence of Mood on Willingness-to-pay at the Point of Purchase. 2009 INFORMS Marketing Science Conference, June 4-6, 2009, Ann Arbor/MI, USA.
[with Helmut Schneider]

Improving the Accuracy of Price-response Functions Using the Willingness-to-pay-as-a-Range Concept. 2009 INFORMS Marketing Science Conference, June 4-6, 2009, Ann Arbor/MI, USA.
[with Florian Dost]

A DEA-based Panel Model. 2008 INFORMS Marketing Science Conference, June 12-14, 2008, Vancouver/Canada.

Factors Influencing the Validity of Measuring Willingness-to-Pay with Choice Based Conjoint Analysis. 2008 Annual Conference of the Academy of Marketing Science, May 28-31, 2008, Vancouver/Canada.
[with Christina Sichtmann]

******recognized as the best paper in the Marketing Research Methods track******

Cost information and economic outcome of decentralized price negotiations: a behavioral perspective. 2nd Conference on Enhancing Sales Force Productivity, Christian Albrechts-Universität Kiel, May 23-25, 2008, Kiel/Germany.
[with Klaus Backhaus, Markus Cornelissen, and Christian Schmitz]

How different kinds of cost information for salespeople affect negotiations and economic outcome: a behavioral perspective. 7th International Congress Marketing Trends, January 17-19, 2008, Venice/Italy.
[with Klaus Backhaus and Markus Cornelissen]

A DEA-based panel model illustrated by an application to advertising efficiency. 36th EMAC Conference, May 22-25, 2007, Reykjavík/Iceland.
[with Klaus Backhaus]

How do customer-specific characteristics influence the relationship between customer satisfaction and willingness to pay? 36th EMAC Conference, May 22-25, 2007, Reykjavík/Iceland.
[with Markus Cornelißen, Klaus Backhaus, and Maik Eisenbeiss]

Aggregating Individual Willingness-to-Pay by Different Utility Functions: Do Cluster Solutions Lose Essential Information? IFSAM VIIIth World Congress, September 28-30, 2006, Berlin/Germany.
[with Christina Sichtmann]

A DEA Model for Hierarchical Data. EURO XXI, 21st European Conference on Operational Research, July 2-5, 2006, Reykjavík/Iceland.

Estimating Willingness-to-pay by Different Utility Functions: A Comparison of Individual and Cluster Solutions, in: Spotts, H.E. (Ed.): Proceedings of the Annual Conference of the Academy of Marketing Science, May 24-27, 2006, San Antonio/TX, USA.
[with Christina Sichtmann]

Customer-oriented Selection and Pricing of Supplementary Services in Business Markets, in: Spotts, H.E. (Ed.): Proceedings of the Annual Conference of the Academy of Marketing Science, May 24-27, 2006, San Antonio/TX, USA.
[with Christina Sichtmann]

Success Factors in B-to-B Marketing Negotiations: Empirical Evidence and a Comprehensive Framework. Proceedings of the 1st International Conference on Business Market Management, March 12-14, 2006, ESMT, Berlin/Germany.
[with Klaus Backhaus and Ingmar Geiger]

A Variant of DEA-based Window Analysis with Pooled Data. IFORS 2005, July 11-15, 2005, Honolulu/HI, USA.

An Empirical Comparison of Methods to Measure Willingness to Pay by Examining the Hypothetical Bias. World Marketing Congress, July 6-9, 2005, Münster/Germany.
[with Klaus Backhaus, Markus Voeth, and Christina Sichtmann]

Determinants of Intergroup Price Negotiations in a Business-to-Business-Context, in: Troilo, Gabriele (Ed.): Proceedings of the 34th EMAC Conference, May 24-27, 2005, Università Commerciale Luigi Bocconi, Milan/Italy.
[with Klaus Backhaus and Jenny van Doorn]

Measuring Weight Flexibility in Data Envelopment Analysis Using Cluster Analysis Results. 4th International Symposium of DEA, September 5-6, 2004, Aston Business School, Birmingham/England.
[with Klaus Backhaus]

******best PhD discussion paper******