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Faculty & Research
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Faculty member
Frank JACOB
Doctor in Business Administration
Habilitation (German Academic Qualification for Ph.D. Supervisor)
Professor
Marketing
Campus : Berlin
Tel : +49-(0)30-32007-146
Research Interest
Topics
Consumer BehaviourMarketing
Marketing Communication & Advertising
Marketing Control
Marketing Models
Marketing Research
Marketing Strategy
New Product Development
One-to-one Marketing
Pricing
Product Customizing
Sales Force Management
Industries
Consumer goodsManufacturing Industry
Geographical area
EuropeBiography
Professor Frank Jacob is a faculty member of ESCP Europe Berlin campus. He studied business administration at the Universität des Saarlandes where he graduated in 1989 with the degree of Diplom-Kaufmann. During his studies he was an exchange student at the University of Michigan in Ann Arbor (USA) from 1985 to 1986. In 1989 he began work on his Ph.D. while working as an assistant lecturer at Freie Universität Berlin. From this time on he specialized on business-to-business marketing issues. Professor Jacob earned his doctorate in 1994 with a dissertation on product customization in the industrial sector. He continued his academic career with a Habilitation (post-doctoral qualification to supervise research) at the same university. He completed his Habilitation in 2001 with research on industrial business relationships. In the academic year 1997/1998 he reinforced his international orientation as a visiting professor at the University of Western Sydney in Australia. Professor Jacob has held the position of professor of Marketing at ESCP Europe Berlin campus since January 2002. He has extensive teaching experience in marketing on the undergraduate level as well as on the graduate level. He is also involved in continuing education and consulting.
Current research
Current research interests center on service buying behavior and service marketing approaches in consumer and industrial markets.
Publications
Books
JACOB F., (2009), Marketing : Eine Einführung in das Master-Studium, Marketing, Kohlhammer, Stuttgart, 224 p.
KLEINALTENKAMP M., PLINKE W., JACOB F., SÖLLNER A. (eds), (2006), Markt- und Produktmanagement, Gabler, Wiesbaden, 2nd ed., 812 p.
JACOB F., (2002), Geschäftsbeziehungen und die Institutionen des marktlichen Austauschs, Business-to-Business-Marketing, Deutscher Universitäts-Verlag, Wiesbaden, 226 p.
JACOB F., (1996), Einzelkundenbezogene Produktgestaltung - Ergebnisse einer empirischen Erhehung, Arbeitspapier der Berliner Reihe 'Business-to-Business Marketing', Umboldt-Universität, Berlin.
JACOB F., (1995), Produktindividualisierung : Ein Ansatz zur innovativen Leistungsgestaltung im Business-to-Business-Bereich, Gabler, Wiesbaden.
Book chapters
JACOB F., SIEVERT J., (2011), "Die Kundenmitwirkung als Instrument des Commodity Marketing", in ENKE M., GEIGENMÜLLER A. (Hrsg.), , Commodity Marketing : Grundlagen, Besonderheiten, Erfahrungen, 2. überarb. Aufl.., Gabler, pp 237-260, 24 p.
JACOB F., (2011), "Wiederverhalten in Geschäftsbeziehungen", in KLEINALTENKAMP , M. ; PLINKE, W. ; GEIGER, I. ; JACOB, F. ; SÖLLNER, A., , Geschäftsbeziehungsmanagement : Konzepte, Methoden, Instrumente, Gabler, 2. Aufl., pp 81-112, 32 p.
JACOB F., OGUACHUBA J., (2009), "Verhaltensimplikationen der Kundenintegration : Hebelwirkung für die Einstellung zur Marke", in BRUHN, M. , STAUSS, B. (Eds), , Kundenintegration, Gabler, pp 91-110, 20 p.
JACOB F., OGUACHUBA J., (2008), "Das Transaktionsbezogene Marketing für Gründungsunternehmen", in FREILING J., KOLLMANN T., WELLING M. (eds), , Entrepreneurial Marketing, Gabler, pp 443-463, 21 p.
JACOB F., PLÖTNER O., (2007), "Adjusting Corporate Customer Communication", in PLÖTNER O., SPEKMAN R. (eds), , Bringing Technology to Market, John Wiley & Sons-VCH, pp 105-118, 14 p.
JACOB F., OETTING M., (2007), "Comment susciter un bouche à oreille favorable", in ESCP-EAP, Bain & Company (eds), , L'art de la croissance, Éditions Village Mondial, Les Échos, Pearson Education, pp 180-186, 7 p.
JACOB F., (2007), "Zukünftige Entwicklungslinien der Kundenintegrationsforschung im Zuliefergeschäft", in BÜSCHKEN J., VOETH M., WEIBER R. (eds), , Innovationen für das Industriegütermarketing, Schäffer-Poeschel Verlag, pp 459-477, 19 p.
JACOB F., KLEINALTENKAMP M., (2006), "Grundlagen der Gestaltung des Leistungsprogramms", in KLEINALTENKAMP M., PLINKE W., JACOB F., SÖLLNER A. (eds), , Markt- und Produktmanagement, Gabler Verlag, 2. Aufl., pp 3-82, 80 p.
JACOB F., KLEINALTENKAMP M., (2004), "Deutschsprachige Ansätze für eine Industriegütermarketing-Theorie", in BACKHAUS K., VOETH M. (eds), , Handbuch Industriegütermarketing, Gabler Verlag, pp 214-229, 16 p.
JACOB F., KLEINALTENKAMP M., (2004), "Herausforderungen bei der internationalen Vermarktung von Service-to-Business-Leistungen", in GARDINI M.A., DAHLHOFF H.D. (eds), , Management internationaler Dienstleistungen, Gabler Verlag, pp 136-158, 23 p.
JACOB F., KLEINALTENKAMP M., (2004), "Leistungsindividualisierung und 'standardisierung", in BACKHAUS K., VOETH M. (eds), , Handbuch Industriegütermarketing, Gabler Verlag, pp 602-623, 22 p.
JACOB F., WEIBER R., (2000), "Kundenbezogene Informationsgewinnung", in KLEINALTEMKAMP M., PLINKE W. (eds), , Technischer Vertrieb, Springer Verlag, 2. Aufl., pp 523-612, 90 p.
JACOB F., LOW B., (2000), "The Development of Distance Learning Curriculum in Malaysia vs. Germany", in OGUNMOKUN G., GABBAY R. (eds), , Issues in Marketing Management and Strategies, Nedlands University Press, pp 164-176, 13 p.
JACOB F., KLEINALTENKAMP M., (1999), "Grundlagen der Gestaltung des Leistungsprogramms", in KLEINALTENKAMP M., PLINKE W. (eds), , Markt- und Produktmanagement, Springer Verlag, 2. Aufl.
JACOB F., (1998), "Auftragsmanagement", in KLEINALTENKAMP M., PLINKE W. (Eds), , Auftrags- und Projektmanagement, Springer, pp 1-67, 67 p.
JACOB F., KLEINALTENKAMP M., (1998), "Marktdynamik und Marketingforschung im Business-to-Business-Bereich", in ERICHSON B., HILDEBRANDT L. (Eds.), , Probleme und Trends in der Marketingforschung, Schäffer Pöschel, pp 235-259, 25 p.
JACOB F., PLÖTNER O., (1998), "Prozessorientiertes Kommunikationsmanagement", in KLEINALTENKAMP M., EHRET M. (Eds.), , Prozessorientierung im Technischen Vertrieb, Springer, pp 121-145, 25 p.
JACOB F., (1996), "Business Reengineering und Customer Integration", in KLEINALTENKAMP M., FLIESS S., JACOB F. (Eds), , Customer Integration - Von der Kundenorientierung zur Kundenintegration, Gabler, pp 193-201, 9 p.
JACOB F., FLIESS S., (1996), "Customer Integration - Was ändert sich im Marketing", in KLEINALTENKAMP M., FLIESS S., JACOB F. (Eds), , Customer Integration - Von der Kundenorientierung zur Kundenintegration, Gabler, pp 25-37, 13 p.
JACOB F., PLÖTNER O., (1996), "Customer Integration und Kundenvertrauen", in KLEINALTENKAMP M., FLIESS S., JACOB F. (Eds), , Customer Integration - Von der Kundenorientierung zur Kundenintegration, Gabler, pp 105-119, 15 p.
JACOB F., (1996), "Produktindividualisierung als spezielle Form des Dienstleistungsmarketing im Business-to-Business-Bereich", in KLEINALTENKAMP M. (ed.), , Dienstleistungsmarketing - Konzeptionen und Anwendungen, Gabler, pp 193-223, 31 p.
JACOB F., KLEINALTENKAMP M., (1995), "Gestaltung des Leistungsprogramms", in KLEINALTENKAMP M., PLINKE W. (Eds.), , Technischer Vertrieb - Grundlagen, Springer, pp 703-744, 42 p.
JACOB F., WEIBER R., (1995), "Kundenbezogene Informationsgewinnung", in KLEINALTENKAMP M., PLINKE W. (Eds.), , Technischer Vertrieb - Grundlagen, Springer, pp 509-596, 88 p.
Published articles
FLIESS S., JACOB F., FANDEL G., (2011), "Von der Kundenintegration 1.0 zur Kunderintegration 2.0 - Implikationen für Praxis und Forschung", ZEITSCHRIFT FÜR BETRIEBSWIRTSCHAFT, Special Issue No. 5, pp 5-20, 16 p.
JACOB F., OETTING M., (2010), "Empowered Involvement and Word of Mouth", JOURNAL OF MARKET ING TRENDS, septembre, Vol. 1, N°3, pp 25-33, 9 p.
JACOB F., SIEVERT J., (2010), "Kundenintegration - Der Vertrieb als Strategisches Instrument", MARKETING REVIEW ST GALLEN, Jg. 27, Nr. 1, pp 26-31, 6 p.
JACOB F., OETTING M., (2010), "Marktbearbeitung im Business-to-Business-Bereich", JOURNAL OF MARKET ING TRENDS, septembre, Vol. 1, N°3, pp 25-33, 9 p.
ANCARANI F., JACOB F., JALLAT F., (2009), "Cross-Country Analysis of Price Levels and Dispersion in Online and Offline Environments", JOURNAL OF PRODUCT AND BRAND MANAGEMENT, Vol.18, Issue 7, pp 497-505, 9 p.
JACOB F., ULAGA W., (2008), "The transition from product to service in business markets: An agenda for academic inquiry", INDUSTRIAL MARKETING MANAGEMENT, may, Vol. 37, issue 3, pp 247-253, 7 p.
ANCARANI F., JACOB F., JALLAT F., (2006), "Livello e dispersione dei prezzi nella competizione online : Un confronto tra differenti tipologie di retailer in differenti paesi europei", MERCATI E COMPETITIVITÀ, pp 37-60, 24 p, Rivista della società italiana di marketing.
JACOB F., (2006), "Preparing Industrial Suppliers for Customer Integration", INDUSTRIAL MARKETING MANAGEMENT, vol. 35, issue 1, pp 45-56, 12 p.
EHRET M., JACOB F., (2006), "Self Protection vs. Opportunity Seeking in Business Buying Behaviour - an empirical study", JOURNAL OF BUSINESS & INDUSTRIAL MARKETING, pp 106-117, 12 p.
JACOB F., SCHNURBEIN M.-T., (2004), "Kultursponsoring und gesellschaftliche Verantwortung von Unternehmen", STIFTUNG & SPPNSORING, Jg. 6, Nr 4, pp 31-34, 5 p.
JACOB F., (2003), "Kundenintegrations-Kompetenz. Konzeptualisierung, Operationalisierung und Erfolgswirkung", MARKETING ZFP, pp 83-98, 16 p.
JACOB F., KLEINALTENKAMP M., (2002), "German approaches to business-to-business marketing theory. Origins and structure", JOURNAL OF BUSINESS RESEARCH, February, vol 55, issue 2, pp 149-155, 7 p.
JACOB F., BOGAJEWSKAJA J., (2000), "Prozesskostenrechnung im Projektgeschäft", CONTROLLING, Jg.12, pp 585-592, 8 p.
JACOB F., PLÖTNER O., (1999), "Auf dem Weg zur Hyper-Kommunikation", ABSATZWIRTSCHAFT, Jg.6, pp 100-103, 4 p.
JACOB F., KLEINALTENKAMP M., SCHMAH M., (1999), "Beschaffung optimieren", DER ZULIEFERMARKT, Jg.1, pp 8-11, 4 p.
JACOB F., PLÖTNER O., (1999), "ProKom - Marketingkommunikation für den Business-to-Business-Bereich", TECHNISCHER VERTRIEB, Jg.1, pp 48-51, 5 p.
JACOB F., KLEINALTENKAMP M., LEIB R., (1997), "Outsourcing kaufmännischer Dienstleistungen", BESCHAFFUNG AKTUELL, Jg.10, pp 34-36, 3 p.
JACOB F., PLÖTNER O., (1996), "DIN ISO 9000-9004 und die Auswirkungen für das Marketing im Business-to-Business-Sektor", IO MANAGEMENT, Vol. 9, pp 59-64, 6 p.
JACOB F., KLEINALTENKAMP M., (1996), "Marktbearbeitung im Business-to-Business-Bereich", THEXIS, Vol. 3, pp 30-37, 8 p.
Conference proceedings
BICK M., BRUNS K., SIEVERT J., JACOB F., (2012), "Value-in-Use of Mobile Technologies", Proceedings of Mobile und ubiquitäre Informationssysteme MMS, 2012, Febrary 29 - March 3, Braunschweig, Germany.
JACOB F., RETTINGER B., (2011), "The role of customer co-production in value creation", Proceedings of the Naples Forum on Service, 2011, June 14-17, Capri, Italy.
JACOB F., BRUNS K., SIEVERT J., (2011), "Value-in-Context : a dynamic situation analysis", Proceeding of the 15th DLM Workshop, 2011, April 7-9, Duisburg.
WILKEN R., FUCKS S., JACOB F., PRIME N., (2010), "Decoding the black box of intercultural negotiations", Proceedings of the 32nd Conference INFORMS Marketing Science, 2010, June 17-19, Köln, Germany.
WILKEN R., FUCKS S., JACOB F., PRIME N., (2010), "In how far does the cultural context explain behaviour in and outcomes of intercultural business negotiation?", Proceedings of the 23rd International Association for Conflict Management (IACM) Annual Meeting, 2010, June 24-27th, Boston, Massachussets, 29 p.
OETTING M., JACOB F., (2008), "Empowered involvement and word of mouth: conceptual model and first empirical evidence", Proceedings of the 7th International Congress Marketing Trends, Università Ca' Foscari/Venedig, 2008, Venedig, Italia.
ANCARANI F., JACOB F., JALLAT F., (2007), "Cross-Country Analysis of Price Levels and Dispersion among Retailer Types: an Empirical Analysis in France, Germany and Italy", Proceedings of the 2007 Fordham Pricing Conference, 2007, September 28-29, New York, USA.
JACOB F., JALLAT F., ANCARANI F., SHANKAR V., (2005), "Cross-country analysis of price levels and dispersion among retailer types", Proceedings of the 2005 Marketing Science Conference, Emory University, 2005, Atlanta.
MANCEAU D., HALLIBURTON C., TISSIER-DESBORDES E., JACOB F., CARU A., COVA B., (2005), "From Ownership to Renting: a Multi-cultural Approach", Proceedings of the Annual Conference, European Marketing Academy (EMAC), 2005, May, Bocconi, Milan.
JACOB F., (2004), "Perspektiven wirtschaftlicher Entwicklung in den Adalbertländern unter Marketing-Gesichtspunkten", Proceedings of the 14th Internationalen Leutherheider Forum, 2004, Bratislava, Krefeld, pp 51-55, 5 p.
JACOB F., EHRET M., (2003), "Entrepreneurial Motivation for Customer Relationships", Proceedings of the 7th International Research Conference on Customer Relationship Marketing Management, 2003, June 22-25, Berlin, pp 163-178, 16 p.
JACOB F., GUTH G., (2002), "Customer Integration Competence - Conceptualization, Operationalization, and Impact", Proceedings of ICRM 2002, Universität Kaiserslautern, 2002, Germany, pp 557-582, 26 p.
JACOB F., KLEINALTENKAMP M., (1997), "Customer Integration in Business-to-Business-Marketing", Proceedings of the IMP-OZ conference, Sydney, 1997, Sydney, Australia.
Research reports - Working papers
PLÖTNER O., LAKOTTA J., JACOB F., (2010), "Differentiating Market Offerings Using Complexity and Co-Creation", ESCP Europe Working Paper, ESCP Europe Berlin, Berlin, n° 53.
LAKOTTA J., JACOB F., (2008), "Customer confusion in service-to-business markets : Foundations and first empirical results", ESCP-EAP Working Paper, ESCP-EAP Berlin, Berlin, n° 34, 21 p.
JACOB F., OGUACHUBA J., (2008), "Kategorisierung produktbegleitender Dienstleistungen in der Automobilindustrie", ESCP-EAP Working Paper, ESCP-EAP Berlin, Berlin, September, n° 39, 38 p.
OETTING M., JACOB F., (2007), "Empowered involvement and word of mouth : An agenda for academic inquiry", ESCP-EAP Working Paper, ESCP-EAP Berlin, Berlin, n° 28, 23 p.
JACOB F., PLÖTNER O., ZEDLER C., (2006), "Competence Commercialization von Industrieunternehmen : Phänomen, Einordnung und Forschungsfragen", ESCP-EAP Working Paper, ESCP-EAP Berlin, Berlin, n° 17, 24 p.
JACOB F., (2002), "Industrial Services ' Von der Pflichtübung zum Erlösträger", Forschungsbericht, IMT Berlin Project GmbH, 15 p.
JACOB F., (2002), "Kundenintegrations-Kompetenz : Konzeptionalisierung, Operationalisierung und Erfolgswirkung", ESCP-EAP Working Paper, ESCP-EAP Berlin, Berlin, n° 1, 24 p.
JACOB F., BOGAJEWSKAJA J., MICHAELIS K., (1998), "Prozesskostenrechnung im Projektgeschäft - Ein Instrument zum Controlling der Kundenintegration", Working Paper, FU Berlin, n°98-12.
JACOB F., (1996), "Relationship Marketing and Market Segmentation", SHETH J., SÖLLNER A. (Eds), , Development, Management and Governance of Relationships.
Case studies & Pedagogical tools
JACOB F., KERGASSNER R., KLEINALTENKAMP M., (1999), "Industrial Selling : Attila Siefert Pharma GmbH".
Dissertations
JACOB F., (2001), "Geschäftsbeziehungen und die Institutionen des marktlichen Austauschs", Habilitationsschrift für Betriebswirtschaftslehre , Freie Universität Berlin.
