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Robert Wilken is Professor of International Marketing at ESCP Europe Berlin campus. Currently, he teaches Marketing, Pricing, Quantitative Methods and Research Methods in graduate programmes and PhD programmes.

Between 1997 and 2003, he studied Mathematics and Business Administration at the University of Muenster (Germany). Thereafter, he became a research assistant at the Institute of Business-to-Business Marketing (Prof. Dr. Dr. h.c. Klaus Backhaus) at the same university. He received the doctoral degree in 2007. Since summer 2007, he is with ESCP Europe.

Robert Wilken is member of different academic institutions and does research in collaboration with colleagues from different universities, e.g. Bremen, Muenster, and Trier (Germany), Birmingham and London (United Kingdom), and Seattle (USA).

Quantitative Methods
Research Methods

Conference Proceedings

WILKEN, R. and K. BACKHAUS (2006), Dynamische Effizienzmessung im Vertriebscontrolling, in: BAUER, H.H. .; STAAT, M. ; HAMMERSCHMIDT, M. (Eds.), Marketingeffizienz, Franz Vahlen, S. 139-155 16 S.
WILKEN, R., BACKHAUS, K., VAN DOORN, J., VOETH, M. and U. HERBST (2006), Preisverhandlungen im B2B-Marketing, in: DILLER, H. (Ed.), Pricing-Forschung in Deutschland, 8, Gesellschaft für Innovatives Marketing, S. 1-15 14 S.
BROEKER, O., WILKEN, R. and K. BACKHAUS (2011), Produktivitätsmessung von Dienstleistungen mit Hilfe von Varianten der DEA, in: BRUHN, M., HADWICH, K., GEORGI, D. (eds), Dienstleistungsproduktivität, Gabler, pp. 225-245 21 p.
WILKEN, R. and F. DOST (2014), Verhaltensorientierter Ansatz zur Erklärung von Preisreaktionen bei Commodities und Empfehlungen für die Preissetzung auf Commodity-Märkten, in: ENKE M., GEIGENMÜLLER, A. (eds), Commodity Marketing, Gabler, pp. 119-134 15 p.
BACKHAUS, K., GEIGER, I. and R. WILKEN (2005), Effizienzorientierte Technologiebewertung mit Data Envelopment Analysis (DEA), in: AMELINGMEYER, J., HARLAND, P. E. (Eds.), Technologiemanagement und Marketing: Herausforderungen eines integrierten Innovationsmanagements, Deutscher Universitäts / Gabler, S. 289-306 17 S.
BACKHAUS, K. and R. WILKEN (2009), Internationale Preiskoordination, in: SCHMID, Stefan (ed.), Management der Internationalisierung, Gabler, pp. 289-306.
BACKHAUS, K., BECKER, J., BEVERUNGEN, D., BREUKER, D., BRÔKER, O., BRÜNE, P., DIETRICH, H. A., KNACKSTEDT, R., RAUER, H., REICHLE, F. and R. WILKEN (2014), Effizienzmessung industrieller Dienstleistung mittels Data envelopment Analysis, in: MOLLER K., SCHULTZE W. (eds), Produktivität von Dienstleistungen, Springer Gabler, pp. 53-134.
WILKEN, R. and F. JACOB (2015), Vom Produkt- zum Lösungsanbieter, in: BACKHAUS K., VOETH M. (eds), Handbuch Business-to-Business Marketing, Springer Gabler, 2nd ed., 147-164.
GEIGER, I. and R. WILKEN (2015), How Ongoing Relationships Facilitate Buyer-Seller Negotiation Processes and Outcomes, in: FIESS S., HAASE M., JACOB F., EHRET M. (Eds.), Kundenintegration und Leistungslehre : Integrative Wertschöpfung in Dienstleistungen, Solutions und Entrepreneurship, Springer Gabler, pp. 369-390 (21 p.).


SCHMID, S., WILKEN, R. and M. DAMMER-HENSELMANN (2013), Was bedeutet Internationalität in der Managementweiterbildung? Eine nachfrageorientierte Studie auf Basis von Latent-Class-Conjoint-Analysen, ZEITSCHRIFT FUR BETRIEBSWIRTSCHAFTLICHE FORSCHUNG, Vol. 65, No. 3, pp. 249-273.
WILKEN, R., PRIME, N. and F. JACOB (2013), The ambiguous role of cultural moderators in intercultural business negotiations, INTERNATIONAL BUSINESS REVIEW, 22(4), 736-753.
WILKEN, R., BACKHAUS, K., VOETH, M. and C. SICHTMANN (2005), Conjoint-Analyse versus Direkte Preisabfrage zur Erhebung von Zahlungsbereitschaften, BETRIEBSWIRTSCHAFT (DIE), 65. Jg., Nr. 5, S. 439-457 18 S.
WILKEN, R., CORNELISSEN, M., BACKHAUS, K. and C. SCHMIDT (2010), Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior, INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING, 27/1, 69-82.
WILKEN, R. and F. DOST (2012), Measuring Willingness to Pay as a Range, Revisited: When Should We Care?, INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING, 20/2, 148-166.
WILKEN, R., DIAMANTOPOULOS, A. and C. SICHTMANN (2011), Estimating Willingness-to-Pay with Choice-Based Conjoint Analysis ? Can Consumer Characteristics Explain Variations in Accuracy?, BRITISH JOURNAL OF MANAGEMENT, Vol. 22, Issue 4, pp. 628-645 18 p.
WILKEN, R. and H. SCHNEIDER (2011), Der Einfluss von Stimmungen auf die Zahlungsbereitschaft, MARKETING ZFP - JOURNAL OF RESEARCH AND MANAGEMENT, 33/1, 32– 45.
BACKHAUS, K., SICHTMANN, C., VOETH, M. and R. WILKEN (2005), An Empirical comparison of methods to measure willingness to pay by examining the hypothetical bias, INTERNATIONAL JOURNAL OF MARKET RESEARCH, 47/5, 543-562.
BACKHAUS, K., HILLIG, T. and R. WILKEN (2007), Predicting purchase decisions with different conjoint analysis methods : A Monte Carlo simulation, INTERNATIONAL JOURNAL OF MARKET RESEARCH, vol., 341-364.
BACKHAUS, K., VAN DOORN, J. and R. WILKEN (2008), The Impact of Team Characteristics on the Course and Outcome of Intergroup Price Negotiations, JOURNAL OF BUSINESS-TO-BUSINESS MARKETING, 15/4, in press.
HAMMERSCHMIDT, M., WILKEN, R. and M. STAAT (2009), Methoden zur Lösung grundlegender Probleme der Datenqualität in DEA-basierten Effizienzanalysen, BETRIEBSWIRTSCHAFT (DIE), S. 289-309 21 S.
MAIER, E., WILKEN, R., SCHNEIDER, H. and G. KELEMCI-SCHNEIDER (2012), In the Mood to Buy?: Understanding the Interplay of Mood Regulation and Congruence in an International Context, MARKETING LETTERS, 23/4, 1005-1018.
MAIER, E. and R. WILKEN (2014), The Impact of Stress on Consumers' Willingness to Pay, PSYCHOLOGY & MARKETING, 31/9, 774-785.
EISENBEISS, M., ROBERT WILKEN, R., SKIERA, B. and M. CORNELISSEN (2015), What Makes Deal-of-the-Day Promotions Really Effective? The Interplay of Discount and Time Constraint with Product Type, INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING, Vol. 32, Issue 4, pp. 387-397 (11 p.).
AYKAC, T., WILKEN, R., JACOB, F. and N. PRIME (2017), Why teams achieve higher negotiation profits than individuals: The mediating role of deceptive tactics, JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING, 32(4), 567-579.
BALAKRISHNAN, P., PATTON, C. and R. WILKEN (2016), Conceptualizing and Measuring the Efficiency of Negotiated Exchanges: A Data Envelopment Analysis Approach, THE DATA ENVELOPMENT ANALYSIS JOURNAL, 2(2), 1-34.
DINKEVYCH, E., WILKEN, R., AYKAÇ, T., JACOB, F. and N. PRIME (2017), Can outnumbered negotiators succeed? The case of intercultural business negotiations, INTERNATIONAL BUSINESS REVIEW, 26(3), pp. 592–603.
MAIER, E. and R. WILKEN (2017), Broad and Narrow Country-of-Origin Effects and Domestic Country Bias, JOURNAL OF GLOBAL MARKETING, 30(4), 256-274.
MAIER, E., WILKEN, R. and F. DOST (2015), The double benefits of consumer certainty: combining risk and range effects, MARKETING LETTERS, 26 (4), pp. 473-488.
DOST, F., WILKEN, R., EISENBEISS, M. and B. SKIERA (2014), On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges, JOURNAL OF RETAILING, 90 (3), 393-407.
DINKEVYCH, E. and R. WILKEN (2017), What do You Think, Darling? Revisiting Knowledge on Purchase Decisions of Couples within Households, MARKETING ZFP - JOURNAL OF RESEARCH AND MANAGEMENT, 39(4), pp. 47-56.
NAGLER, H., WILKEN, R., DE JONG, A. and C. SCHMITZ (2018), A multilevel approach to the process of concession-making in price negotiations, DIE UNTERNEHMUNG - SWISS JOURNAL OF BUSINESS RESEARCH AND PRACTICE, 72(1), 37-50.
CAUSSAT, P., PRIME, N. and R. WILKEN (2018), How Multinational Banks in India Gain Legitimacy: Organisational Practices and Resources Required for Implementation, MANAGEMENT INTERNATIONAL REVIEW, accepted.
AIGNER, A., WILKEN, R. and S. GEISENDORF (2019), Using Consumer Empowerment to Increase the Effectiveness of Price Discounts, MARKETING ZFP - JOURNAL OF RESEARCH AND MANAGEMENT, 41(2), 48-63.


WILKEN, R. (2007), Dynamisches Benchmarking: Ein Verfahren auf Basis der Data Envelopment Analysis, Wiesbaden, Deutscher Universitäts.
HERBST, U., VOETH, M., WILKEN, R. and K. BACKHAUS (2010), Allgemeine Betriebswirtschaftslehre - Koordination betrieblicher Entscheidungen, Paris, Springer, 4th ed.
BACKHAUS, K., VOETH, M. and R. ROBERT WILKEN (2015), Handbuch Business-to-Business-Marketing: Grundlagen, Geschäftsmodelle, Instrumente des Industriegütermarketing, Springer Gabler, 2ed.

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