Faculty of Economics and Business Administration Publications Database

Department

Marketing

With four chairs and two junior professorships, the Department of Marketing is the largest of its kind in Germany. The Bachelor and Master programs provide students with a broad and sound education in Marketing. Research and teaching focus on the measurement of the effect of marketing decisions, aiming at determining the “Return on Marketing Investment”. The department maintains research cooperations with numerous internationally acknowledged universities, including Stanford University, Penn State, Ohio State, and the University of Alberta, as well as the Erasmus University of Rotterdam, the Universities of Groningen and Leuven and the Spanish IESE Business School. The Department’s partner organizations in business include Accenture, Bearing Point, Deutsche Bank, IBM, Microsoft, Postbank, SAP, Siemens, and T-Systems.

 

For more information, please refer to the Website of the DEPARTMENT OF MARKETING.


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Department Publications

A Probit Model with Structured Covariance for Similarity Effects and Source of Volume Calculations
Journal of Marketing Research
Selected
2017 Dotson, Jeffrey P.
Howell, John R.
Brazell, Jeff D.
Otter, Thomas
Lenk, Peter J.
MacEachern, Steven
Allenby, Greg M.
Time Preferences and the Pricing of Complementary Durables and Consumables
International Journal of Research in Marketing
Selected
2017 Ahmadi, Iman
Skiera, Bernd
Lambrecht, Anja
Heubrandner, Florian
How Customer Referral Programs Turn Social Capital into Economic Capital
Journal of Marketing Research
Selected
2017 van den Bulte, Christophe
Bayer, Emanuel
Skiera, Bernd
Schmitt, Philipp
Two New Features in Discrete Choice Experiments to Improve Willingness to Pay Estimation that Result in New Methods: Separated (Adaptive) Dual Response
Management Science
Selected
2017 Schlereth, Christian
Skiera, Bernd
Do Disclosures of Customer Metrics Lower Investors' and Analysts' Uncertainty, But Hurt Firm Performance?
Journal of Marketing Research
Selected
2017 Bayer, Emanuel
Tuli, Kapil
Skiera, Bernd
What Should Be The Dependent Variable In Marketing-Related Event Studies?
International Journal of Research in Marketing
Selected
2017
Skiera, Bernd
Bayer, Emanuel
Schöler, Lisa
Advancing Non-compensatory Choice Models in Marketing
Customer Needs and Solutions
2017 Ariberg, Anoche
Otter, Thomas
Zantedeschi, Daniel
Allenby, Greg M.
Bentley, Taylor
Curry, David J.
Dotson, Marc
Henderson, Ty
Honka, Elisabeth
Kohli, Rajeev
Jedidi, Kamel
Seiler, Stephan
Wang, Xin Shane
How to Set Up Profitable Deal-of-the-Day Promotions
Interfaces
2017
Skiera, Bernd
Reiner, Jochen
Aesthetic Pleasure versus Aesthetic Interest: The Two Routes to Aesthetic Liking
Frontiers in Psychology
2017 Graf, Laura
Landwehr, Jan R.
Processing Fluency: An Inevitable Side Effect of Evaluative Conditioning
Journal of Experimental Social Psychology
2017
Landwehr, Jan R.
Golla, Benedikt
Reber, Rolf
The effectiveness of different forms of online advertising for purchase conversion in a multiple-channel attribution framework
International Journal of Research in Marketing
Selected
2016
de Haan, Evert
Wiesel, Thorsten
Pauwels, Koen
Visualizing Asymmetric Competition among More than 1,000 Products Using Big Search Data
Marketing Science
Selected
2016 Ringel, Daniel
Skiera, Bernd
Objective measures of design typicality that predict aesthetic liking, fluency, and car sales
Advances in Consumer Research
2016 Mayer, Stefan
Landwehr, Jan R.
Data, Data and even more Data: Harvesting Insights from the Data Jungle
GFK Marketing Intelligence Review
2016
Skiera, Bernd
Processing Fluency of Product Design: Cognitive and Affective Routes to Aesthetic Preferences
Routledge
2016
Landwehr, Jan R.
The predictive ability of different customer feedback metrics for retention
International Journal of Research in Marketing
Selected
2015
de Haan, Evert
Verhoef, Peter C.
Wiesel, Thorsten
Advance Payment Systems: Paying Too Much Today and Being Satisfied Tomorrow
International Journal of Research in Marketing
Selected
2015 Schulz, Fabian
Schlereth, Christian
Mazar, Nina
Skiera, Bernd
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
Selected
2015 Eisenbeiß, Maik
Wilken, Robert
Skiera, Bernd
Cornelissen, Markus
Going Public: How Stock Market Listing Changes Firm Innovation Behavior
Journal of Marketing Research
Selected
2015
Wies, Simone
Moorman, Christine
Decomposing the effects of online customer reviews on brand, price, and product attributes
International Journal of Research in Marketing
Selected
2015 Kostyra, Daniel
Reiner, Jochen
Natter, Martin
Klapper, Daniel
The Measurement of Visual Antecedents of Processing Fluency and Aesthetic Liking
Perception
2015 Mayer, Stefan
Landwehr, Jan R.
Customizing Social Media Marketing
Sloan Management Review
2015 Schulze, Christian
Schöler, Lisa
Skiera, Bernd
Social Media and Academic Performance: Does the Intensity of Facebook Activity Relate to Good Grades?
Schmalenbach Business Review
2015
Skiera, Bernd
Hinz, Oliver
Spann, Martin
The Effect of Brand Design on Brand Gender Perceptions and Brand Preference
European Journal of Marketing
2015 Lieven, Theo
Grohmann, Bianca
Herrmann, Andreas
Landwehr, Jan R.
van Tilburg, Miriam
A Dual-Process Perspective on Fluency-Based Aesthetics: The Pleasure-Interest Model of Aesthetic Liking
Personality and Social Psychology Review
2015 Graf, Laura
Landwehr, Jan R.
Enriching Cooking Workflows with Multimedia Data from a High Security Cloud Storage
Proceedings of the ICCBR 2015 Workshops
2015
Bedué, Patrick
Han, Wenxia
Hauschild, Mathias
Pötz, Maximilian
Minor, Mirjam
Measurement of preferences with self-explicated approaches: A classification and merge of trade-off- and non-trade-off-based evaluation types
European Journal of Operational Research EJOR
Selected
2014 Schlereth, Christian
Eckert, Christine
Schaaf, René
Skiera, Bernd
On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges
Journal of Retailing
Selected
2014 Dost, Florian
Wilken, Robert
Eisenbeiß, Maik
Skiera, Bernd
Empirical Generalizations in Search Engine Advertising
Journal of Retailing
Selected
2014 Abou Nabout, Nadia
Lilienthal, Markus
Skiera, Bernd
Not All Fun and Games: Viral Marketing for Utilitarian Products
Journal of Marketing
Selected
2014 Schulze, Christian
Schöler, Lisa
Skiera, Bernd
A Comparison of Different Pay-per-Bid Auction Formats
International Journal of Research in Marketing
Selected
2014 Kim, Ju-Young
Brünner, Tobias
Skiera, Bernd
Natter, Martin
Measurement of Preferences with Self-Explicated Approaches: A Classification and Merge of Trade-off- and Non-trade-off-based Evaluation Types
European Journal of Operational Research EJOR
Selected
2014 Schlereth, Christian
Eckert, Christine
Schaaf, René
Skiera, Bernd
The Effect of Time Preferences on the Profitability of Advance Selling
Customer Needs and Solutions
2014 Schaaf, René
Skiera, Bernd
Stock Market Returns to Financial Innovations Before and During the Financial Crisis in US and Europe
Journal of Product Innovation Management
2014 Schöler, Lisa
Skiera, Bernd
Tellis, Gerard
When Complexity is Symmetric: The Interplay of Two Core Determinants of Visual Aesthetics
Advances in Consumer Research
2014 Mayer, Stefan
Landwehr, Jan R.
The Effect of Brand Gender on Brand Equity
Psychology & Marketing
2014 Lieven, Theo
Grohmann, Bianca
Herrmann, Andreas
Landwehr, Jan R.
van Tilburg, Miriam
The Impact of Buy-Now Features in Pay-per-Bid Auctions
Journal of Management Information Systems
2014
Reiner, Jochen
Natter, Martin
Skiera, Bernd
Bayesian estimation of the random coefficients logit from aggregate count data
Quantitative Marketing and Economics
2014 Zenetti, German
Otter, Thomas
Extending Process Virtualization Theory: Development of a Research Model and Pre-test
Proceedings of the Multikonferenz Wirtschaftsinformatik
2014
Balci, Bilal
Franzmann, Daniel
Bedué, Patrick
Kuharic, Marina
Rosenkranz, Christoph
When Social Media Can Be Bad for You: Community Feedback Stifles Consumer Creativity and Reduces Satisfaction with Self-Designed Products
Information Systems Research
Selected
2013 Hildebrand, Christian
Häubl, Gerald
Herrmann, Andreas
Landwehr, Jan R.
Successive Sample Selection and its Relevance for Management Decisions
Marketing Science
Selected
2013 Wachtel, Stephan
Otter, Thomas
Product Design for the Long Run: Consumer Responses to Typical and Atypical Designs at Different Stages of Exposure
Journal of Marketing
Selected
2013
Landwehr, Jan R.
Wentzel, Daniel
Herrmann, Andreas
Practice Prize Paper - PROSAD: A Bidding Decision Support System for Profit Optimizing Search Engine Advertising
Marketing Science
Selected
2013
Skiera, Bernd
Abou Nabout, Nadia
The Dimensionality of Customer Satisfaction Survey Responses and Implications for Driver Analysis
Marketing Science
Selected
2013 Büschken, Joachim
Otter, Thomas
Allenby, Greg M.
How Do Consumer Characteristics Affect the Bias in Measuring Willingness to Pay for Innovative Products
Journal of Product Innovation Management
2013 Hofstetter, Reto
Miller, Klaus
Krohmer, Harley
Zhang, John Zhong
Managing Customer Relationships in the Social Media Era: Introducing hte Social CRM House
Journal of Interactive Marketing
2013 Malthouse, Edward C.
Haenlein, Michael
Skiera, Bernd
Wege, Egbert
Zhang, Michael
“Online or Offline, What Do You Prefer?” Pre-test of Measurement Scales for Empirical Analysis
Proceedings of the Special Interest Group on Adoption and Diffusion of Information Technology (DIGIT)
2013
Balci, Bilal
Franzmann, Daniel
Bedué, Patrick
Optimal Product Sampling Strategies in Social Networks: How Many and Whom to Target?
International Journal of Electronic Commerce (IJEC)
2013 Schlereth, Christian
Barrot, Christian
Skiera, Bernd
Takac, Carsten
Comparing methods to separate treatment from self-selection effects in an online banking setting
Journal of Business Research
2013 Gensler, Sonja
Leeflang, Peter
Skiera, Bernd
Data-Driven Services Marketing in a Connected World
Journal of Service Management
2013 Kumar, V.
Chattaraman, Veena
Neghina, Carmen
Skiera, Bernd
Aksoy, Lerzan
Buoye, Alexander
Henseleer, Joerg
The Value of Financial Innovations
Journal of Product Innovation Management
2013 Schöler, Lisa
Skiera, Bernd
Tellis, Gerald
Do Referral Programs Increase Profits?
GFK Marketing Intelligence Review
2013 Schmitt, Philipp
Skiera, Bernd
van den Bulte, Christoph
Prediction Market Performance and Market Liquidity: A Comparison of Automated Market Makers
IEEE Transactions on Engineering Management
2013 Slamka, Christian
Skiera, Bernd
Spann, Martin
Superspreader - Welche Kunden sich für virale Marketing-Kampagnen eignen
Planung & Analyse
2013 Barrot, Christian
Becker, Jan
Hinz, Oliver
Skiera, Bernd
Institutional Diversity and Innovation. Continuing and Emerging Patterns in Japan and China
Routledge Taylor & Francis Group
2013
Storz, Cornelia
Schäfer, Sebastian
Gewinnmaximales Suchmaschinenmarketing
marketing-BÖRSE GmbH
2013
Skiera, Bernd
Abou Nabout, Nadia
Anzeigentexte im Suchmaschinenmarketing richtig gestalten
marketing-BÖRSE GmbH
2013 Marini, Manuel
Skiera, Bernd
An analysis of the profitability of fee-based compensation plans for search engine marketing
International Journal of Research in Marketing
Selected
2012 Abou Nabout, Nadia
Skiera, Bernd
Stepanchuk, Tanja
Gerstmeier, Eva
Firm Innovation and the Ratchet Effect Among Consumer Packaged Goods Firms
Marketing Science
Selected
2012 Moorman, Christine
Wies, Simone
The Influence of Reference Frame and Population Density on the Effectiveness of Social Normative Feedback on Electricity Consumption
Proceedings of the International Conference on Information Systems (ICIS)
Selected
2012 Loock, Claire-Michelle
Landwehr, Jan R.
Staake, Thorsten
Fleisch, Elgar
Pentland, Alexander Sandy
Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation
Journal of Marketing
Selected
2012 Schulze, Christian
Skiera, Bernd
Wiesel, Thorsten
Willingness-to-Pay Estimation with Choice-Based Conjoint Analysis: Addressing Extreme Response Behavior with Individually Adapted Designs
European Journal of Operational Research EJOR
Selected
2012 Gensler, Sonja
Hinz, Oliver
Skiera, Bernd
Theysohn, Sven
Influence of Online Use on Product Usage Behavior and Consequences for Customer Channel Migration Strategies
International Journal of Research in Marketing
Selected
2012 Gensler, Sonja
Leeflang, Peter
Skiera, Bernd
Impact of Online Channel Use on Customer Revenues and Costs to Serve: Considering Product Portfolios and Self-selection
International Journal of Research in Marketing
Selected
2012 Gensler, Sonja
Leeflang, Peter
Skiera, Bernd
An Analysis of the Profitability of Fee-Based Compensation Plans for Search Engine Marketing
International Journal of Research in Marketing
Selected
2012 Nabout, Nadia Abou
Skiera, Bernd
Stepanchuk, Tanja
Gerstmeier, Eva
Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing
Journal of Retailing
Selected
2012 Spann, Martin
Häubl, Gerald
Skiera, Bernd
Bernhardt, Martin
Measurement of Consumer Preferences for Bucket Pricing Plans with different Service Attributes
International Journal of Research in Marketing
Selected
2012 Schlereth, Christian
Skiera, Bernd
Measuring Consumers' Willingness to Pay: Which Method Fits Best?
GFK Marketing Intelligence Review
2012
Miller, Klaus
Hofstetter, Reto
Krohmer, Harley
Zhang, John Zhong
You Might not Get what You Ask for: Evidence for and Im-pact of Non-WTP Reporting in Willingness-to-Pay Surveys
Advances in Consumer Research
2012 Hofstetter, Reto
Blatter, David
Miller, Klaus
Taking the Complexity Out of Complex Product Customization Decisions
Advances in Consumer Research
2012 Hildebrand, Christian
Landwehr, Jan R.
Herrmann, Andreas
Häubl, Gerald
Retailers'' Use of Shipping Cost Strategies: Free Shipping or Partitioned Prices?
International Journal of Electronic Commerce (IJEC)
2012 Frischmann, Tanja
Hinz, Oliver
Skiera, Bernd
Elektronische Kreditmarktplätze: Funktionsweise, Gestaltung und Erkenntnisstand bei dieser Form der ´Peer-to-Peer Lending´
Kredit und Kapital
2012 Berger, Sven
Skiera, Bernd
Second-Generation Prediction Markets for Information Aggregation: A Comparison of Payoff Mechanisms
Journal of Forecasting
2012 Slamka, Christian
Jank, Wolfgang
Skiera, Bernd
Price Comparison for Infrastructure-as-a-Service
Proceedings of the European Conference on Information Systems (ECIS)
2012 El Kihal, Siham
Schlereth, Christian
Skiera, Bernd
Sourcing, Filtering, and Evaluating New Product Ideas: An Empirical Exploration of the Performance of Idea Markets
Journal of Product Innovation Management
2012 Soukhoroukova, Ariana
Spann, Martin
Skiera, Bernd
Return on Quality Improvements in Search Engine Marketing
Journal of Interactive Marketing
2012 Abou Nabout, Nadia
Skiera, Bernd
Using Discrete Choice Experiments to Estimate Willingness-to-Pay Intervals
Marketing Letters
2012 Schlereth, Christian
Eckert, Christine
Skiera, Bernd
How Retailers Exploit Consumer''s Biased Perceptions of Shipping Costs
International Journal of Electronic Commerce (IJEC)
2012 Frischmann, Tanja
Hinz, Oliver
Skiera, Bernd
The Tipping Point of Design: How Product Design and Brands Interact to Affect Consumer''s Preferences
Psychology & Marketing
2012
Landwehr, Jan R.
Wentzel, Daniel
Herrmann, Andreas
It''s All in the Mix: The Interactive Effect of Music Tempo and Mode on In-Store-Sales
Marketing Letters
2012 Knoeferle, Klemens M.
Spangenberg, Eric R.
Herrmann, Andreas
Landwehr, Jan R.
The Eyes Have It: How a Car’s Face Influences Consumer Categorization and Evaluation of Product Line Extensions
Psychology & Marketing
2012 Keaveney, Susan M.
Herrmann, Andreas
Befurt, Rene
Landwehr, Jan R.
Prediction Markets. Fundamentals, Designs, and Applications
Gabler Verlag
2012 Luckner, Stefan
Schröder, Jan
Slamka, Christian
Franke, Markus
Geyer-Schulz, Andreas
Skiera, Bernd
Spann, Martin
Weinhardt, Christof
Implications of Linear versus Dummy Coding for Pooling of Information in Hierarchical Models
Gabler Verlag / Springer Fachmedien
2012
Otter, Thomas
Kosyakova, Tetyana
DISE: Dynamic Intelligent Survey Engine
Gabler Verlag
2012 Schlereth, Christian
Skiera, Bernd
How Should Consumers' Willingness to Pay Be Measured? An Empirical Comparison of State-of-the-Art Approaches
Journal of Marketing Research
Selected
2011
Miller, Klaus
Hofstetter, Reto
Krohmer, Harley
Zhang, John Zhong
When Artificial Feedback Hurts - Empirical Evidence from Community-Based Configurations Systems
Proceedings of the International Conference on Information Systems (ICIS)
Selected
2011 Hildebrand, Christian
Landwehr, Jan R.
Herrmann, Andreas
Green IS Design and Energy Conservation: An Empirical Investigation of Social Normative Feedback
Proceedings of the International Conference on Information Systems (ICIS)
Selected
2011 Loock, Claire-Michelle
Staake, Thorsten
Landwehr, Jan R.
Testing Models of Strategic Behavior Characterized by Conditional Likelihoods
Marketing Science
Selected
2011
Otter, Thomas
Gilbride, Timothy J.
Allenby, Greg M.
Seeding Strategies for Viral Marketing: An Empirical Comparison
Journal of Marketing
Selected
2011 Hinz, Oliver
Skiera, Bernd
Barrot, Christian
Becker, Jan
It´s Got the Look: The Effect of Friendly and Agressive "Facial" Expressions on Product Liking and Sales
Journal of Marketing
Selected
2011
Landwehr, Jan R.
McGill, Ann L.
Herrmann, Andreas
Referral Programs and Customer Value
Journal of Marketing
Selected
2011 Schmitt, Philipp
Skiera, Bernd
van den Bulte, Christophe
Customer Equity Sustainability Ratio: A New Metric for Assessing a Firm´s Future Orientation
Journal of Marketing
Selected
2011
Skiera, Bernd
Bermes, Manuel
Horn, Lutz
Gut Liking for the Ordinary: Incorporating Design Improves Automobile Sales Forecasts
Marketing Science
Selected
2011
Landwehr, Jan R.
Labroo, Aparna A.
Herrmann, Andreas
Relationship marketing's role in managing the firm–investor dyad
Journal of Business Research
2011 Hoffmann, Arvid O.I.
Pennings, Joost M.E.
Wies, Simone
Emotional Anthropomorphism: What Kind of Face Sits Well on a Car's Frontal Appearance?
Advances in Consumer Research
2011
Landwehr, Jan R.
Weber, Bernd
Herrmann, Andreas
Sex Matters: The Effect of Brand Gender on Brand Equity
Advances in Consumer Research
2011 Lieven, Theo
Herrmann, Andreas
Landwehr, Jan R.
van Tilburg, Miriam
The Eyes Have It: Eye Tracking Analysis of Anthropomorphic Car Fronts Using Spatiotemporal Scan Statistics
Advances in Consumer Research
2011 Purucker, Christian
Landwehr, Jan R.
Sprott, David E.
Herrmann, Andreas
Customer Lifetime and Customer Equity Models for External Using Company-Reported Summary Data
Journal of Interactive Marketing
2011 Wiesel, Thorsten
Skiera, Bernd
Villanueva, Julian
Why Customer Referrals Can Drive Stunning Profits
Harvard Business Review
2011 Schmitt, Philipp
Skiera, Bernd
van den Bulte, Christophe
A Cross-National Investigation into the Marketing Department’s Influence within the Firm: Towards Initial Empirical Generalizations
Journal of International Marketing
2011 Verhoef, Peter C.
Leeflang, Peter
Reiner, Jochen
Natter, Martin
Baker, William
Grinstein, Amir
Gustafsson, Anders
Morrison, Pamela
Drivers of the Long Tail Phenomenon: An Empirical Analysis
Journal of Management Information Systems
2011 Hinz, Oliver
Eckert, Jochen
Skiera, Bernd
Measuring Consumers' Preferences for Metered Pricing of Services
Journal of Service Research
2011 Schlereth, Christian
Skiera, Bernd
Wolk, Agnieszka
Using Prediction Markets in New Product Development
Routledge
2011
Skiera, Bernd
Spann, Martin
Exciting Commerce
Rijksuniversiteit Groningen
2011
Reiner, Jochen
Natter, Martin
Skiera, Bernd
Erfolgsstrategien für den Online-Handel: Empfehlungen für das Suchmaschinenmarketing
Nomos Verlag
2011
Skiera, Bernd
Computer-Generated Cars you have to Love: How Image Morphing and Warping help Designers to Optimize their Design Sketches
Proceedings of the International Conference on Information Systems (ICIS)
Selected
2010
Landwehr, Jan R.
Wentzel, Daniel
Herrmann, Andreas
Optimization and analysis of the profitability of tariff structures with two-part tariffs
European Journal of Operational Research EJOR
Selected
2010 Schlereth, Christian
Stepanchuk, Tanja
Skiera, Bernd
My Customers are Better than Yours! On Customer Equity Reporting
GFK Marketing Intelligence Review
2010 Wiesel, Thorsten
Skiera, Bernd
Villanueva, Julian
The Influence of Tariff-Specific Preferences on Tariff Choice and Usage
Business Research
2010 Wolk, Agnieszka
Skiera, Bernd
Überprüfung des Zusammenhangs zwischen Weiterempfehlungsbereitschaft und Kundenwert
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2010 Schmitt, Philipp
Meyer, Steffen
Skiera, Bernd
Differences in the Ability of Structural and Reduced-Form Models to Improve Pricing Decisions
Marketing - Zeitschrift für Forschung und Praxis
2010
Skiera, Bernd
Vickrey vs. eBay: Why Second-price Sealed-bid Auctions Lead to More Realistic Price-Demand Functions
International Journal of Electronic Commerce (IJEC)
2010 Barrot, Christian
Albers, Sönke
Skiera, Bernd
Schäfers, Björn
Prediction Markets as Institutional Forecasting Support Systems
Decision Support Systems
2010 van Bruggen, Gerrit
Spann, Martin
Lilien, Gary L.
Skiera, Bernd
Time Preference and the Welfare Effects of Tie-in Sales
Economics Letters
2010 Heubrandner, Florian
Skiera, Bernd
An Analysis of the Importance of the Long Tail in Search Engine Marketing
Electronic Commerce Research and Applications
2010
Skiera, Bernd
Eckert, Jochen
Hinz, Oliver
Taktung von Tarifen für Dienstleistungen
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2010
Skiera, Bernd
Oetzel, Sebastian
Consumer and Product Face-to-Face: Antecedents and Consequences of Spontaneous Face-Schema Activation
Advances in Consumer Research
2010 Miesler, Linda
Landwehr, Jan R.
Herrmann, Andreas
McGill, Ann L.
The Impact of New Media on Customer Relationships
Journal of Service Research
2010 Hennig-Thurau, Thorsten
Malthouse, Edward C.
Friege, Christian
Gensler, Sonja
Lobschat, Lara
Rangaswamy, Arvind
Skiera, Bernd
The Influence of Prototypicality and Level of Exposure on Consumers´ Responses to Product Design: Field Evidence from German Car Buyers
Advances in Consumer Research
2010
Landwehr, Jan R.
Wentzel, Daniel
Herrmann, Andreas
Decision Making in Virtual Worlds: An Experimental Test of Altruism, Fairness and Presence
Proceedings of the European Conference on Information Systems (ECIS)
2010 Spann, Martin
Hinz, Oliver
Hann, Il-Horn
Skiera, Bernd
Web 2.0 im Retail Banking: Einsatzmöglichkeiten, Praxisbeispiele und empirische Nutzeranalyse
Gabler Verlag
2010 Messerschmidt, Christian M.
Berger, Sven
Skiera, Bernd
Prognosemärkte als Managementinstrument beim Dienstleistungsexport
Josef Eul Verlag
2010 Geyer-Schulz, Andreas
Kratzer, Felix
Luckner, Stefan
Schröder, Jan
Seifert, Stefan
Skiera, Bernd
Slamka, Christian
Spann, Martin
Weinhardt, Christof
Improved Pricing Decisions Through Valid Measurement of Consumers’ Willingness to Pay [Bessere Preisentscheidungen durch valide Messung der Zahlungsbereitschaft von Konsumenten]
Marketing Review St. Gallen
2009 Hofstetter, Reto
Miller, Klaus
Long Tail
Die Betriebswirtschaft (DBW)
2009 Eckert, Jochen
Hinz, Oliver
Skiera, Bernd
Schätzung von Zahlungsbereitschaftsintervallen mit der Choice-Based Conjoint-Analyse
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2009 Schlereth, Christian
Skiera, Bernd
Sports Forecasting: A Comparison of the Forecast Accuracy of Prediction Markets, Betting Odds and Tipsters
Journal of Forecasting
2009 Spann, Martin
Skiera, Bernd
Managing Your Customer’s Tariff Choice: What to Do When Your Customers Pay too Much
GFK Marketing Intelligence Review
2009 Lambrecht, Anja
Skiera, Bernd
Antecedents and Consequences of the Online Channel Performance
Journal of Retailing and Consumer Services
2009 Wolk, Agnieszka
Skiera, Bernd
Dashboards & Marketing: Why, What, How and Which Research is Needed?
Journal of Service Research
2009 Pauwels, Koen
Ambler, Tim
Clark, Bruce H.
LaPointe, Pat
Reibstein, David
Skiera, Bernd
Wierenga, Bernd
Wiesel, Thorsten
Identification of Lead Users for Consumer Products via Virtual Stock Markets
Journal of Product Innovation Management
2009 Spann, Martin
Ernst, Holger
Skiera, Bernd
Soll, Jan Henrik
Robuste Regression - Ein marktforschungsansatz zur Analyse von Datensätzen mit Ausreißern
Marketing - Zeitschrift für Forschung und Praxis
2009 Jensen, Tim
Landwehr, Jan R.
Herrmann, Andreas
The Pervasive Effect of Aesthetics on Choice: Evidence from a Field Study
Advances in Consumer Research
2009
Landwehr, Jan R.
Labroo, Aparna A.
Herrmann, Andreas
Grid Computing in der Finanzindustrie
Books on Demand
2009
Skiera, Bernd
Hinz, Oliver
Beck, Roman
König, Wolfgang
Measurement of Self- and Cross-Price Effects
Edward Elgar Publishing Ltd
2009 Qing, Liu
Otter, Thomas
Allenby, Greg M.
Customer Equity - An Integral Part of Financial Reporting
Journal of Marketing
Selected
2008 Wiesel, Thorsten
Skiera, Bernd
Villanueva, Julian
An Integrated Model of Choice and Response Time
Journal of Marketing Research
Selected
2008
Otter, Thomas
Allenby, Greg M.
van Zandt, Trish
Suchmaschinenmarketing
Die Betriebswirtschaft (DBW)
2008
Skiera, Bernd
Gerstmeier, Eva
Stepanchuk, Tanja
Prioritizing Salesforce Decision Areas for Productivity Improvements Using a Core Sales Response Function
Journal of Personal Selling and Sales Management
2008
Skiera, Bernd
Albers, Sönke
Dependent Poisson Race Models and Modeling Dependence in Conjoint Choice Experiments
Psychometrika
2008 Ruan, Shiling
MacEachern, Steven
Otter, Thomas
Dean, Angela M.
Choice Models in Marketing: Economic Assumptions, Challenges and Trends
Foundations and Trends in Marketing
2008 Chandukala, Sandeep R.
Kim, Jaehwan
Otter, Thomas
Rossi, Peter E.
Allenby, Greg M.
Linear Mixed Models - Grundidee, Methodik und Anwendung
Marketing - Zeitschrift für Forschung und Praxis
2008
Landwehr, Jan R.
Herrmann, Andreas
Heitmann, Mark
Sequential Sampling Models of Choice: Some Recent Advances
Marketing Letters
2008
Otter, Thomas
Johnson, Joe
Rieskamp, Jörg
Allenby, Greg M.
Brazell, Jeff D.
Diederich, Adele
Hutchinson, Wesley J.
MacEachern, Steven
Shiling, Ruan
Townsend, Jim
Modellierung des Gebotsverhaltens im Reverse Pricing
Vieweg+Teubner Verlag
2008 Hinz, Oliver
Skiera, Bernd
Varianzanalyse
Gabler Verlag
2008 Herrmann, Andreas
Landwehr, Jan R.
Investigating Endogeneity Bias in Marketing
Marketing Science
Selected
2007 Qing, Liu
Otter, Thomas
Allenby, Greg M.
Does Uncertainty Matter? Consumer Behavior under Three-Part Tariffs
Marketing Science
Selected
2007 Lambrecht, Anja
Seim, Katja
Skiera, Bernd
Optimale Verteilung eines Budgets auf Aktivitäten zur Kundenakquisition, Kundenbindung und Add-on-Selling
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
2007 Heiligenthal, Jeanette
Skiera, Bernd
Unternehmensbewertung auf der Basis von Kundenlebenswerten
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2007 Wiesel, Thorsten
Skiera, Bernd
Evaluating Channel Performance in Multi-Channel Environments
Journal of Retailing and Consumer Services
2007 Gensler, Sonja
Dekimpe, Marnik G.
Skiera, Bernd
Einfluss der Nutzung des Online-Bankings auf das Produktnutzungsverhalten und die Profitabilität von Bankkunden
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
2007 Gensler, Sonja
Skiera, Bernd
Böhm, Martin
Heterogeneity Distributions of Willingness-to-Pay in Choice Models
Quantitative Marketing and Economics
2007 Sonnier, Garrett
Ainslie, Andrew
Otter, Thomas
Suchmaschinenmarketing
Vahlen Verlag
2007
Skiera, Bernd
Gerstmeier, Eva
Stepanchuk, Tanja
Optimale Positionierung von Suchwortanzeigen
Marketing Börse GmbH
2007
Skiera, Bernd
Gerstmeier, Eva
Stepanchuk, Tanja
Regressionsanalyse
Springer Gabler
2007
Skiera, Bernd
Albers, Sönke
Prognose von Marktentwicklungen anhand virtueller Börsen
Springer Gabler
2007 Spann, Martin
Soukhoroukova, Ariana
Skiera, Bernd
Paying Too Much and Being Happy About It: Existence, Causes and Consequences of Tariff-Choice Biases
Journal of Marketing Research
Selected
2006 Lambrecht, Anja
Skiera, Bernd
Analyse der Ursachen einer systematischen Präferenz von Pauschaltarifen bei der Wahl von Internetzugangstarifen
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2006 Lambrecht, Anja
Skiera, Bernd
PREMIUM: Preis- und Erlösmodelle im Internet – Umsetzung und Marktchancen
it - Information Technology
2006
Skiera, Bernd
Ursachen eines Flatrate-Bias - Systematisierung und Messung der Einflussfaktoren
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2006 Lambrecht, Anja
Skiera, Bernd
Flatrate versus Pay-per-Use Pricing
Springer-Verlag
2006
Skiera, Bernd
Lambrecht, Anja
Einsatzmöglichkeit der Matching-Methode zur Berücksichtigung von Selbstselektion
Journal für Betriebswirtschaft
2005 Gensler, Sonja
Skiera, Bernd
Böhm, Martin
Reverse Pricing
Die Betriebswirtschaft (DBW)
2005 Bernhardt, Martin
Spann, Martin
Skiera, Bernd
Reverse-Pricing-Verfahren und deren Möglichkeiten zur Messung von individuellen Suchkosten und Zahlungsbereitschaften
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2005 Spann, Martin
Skiera, Bernd
Schäfers, Björn
Segmentspezifische Schätzung von Zahlungsbereitschaftsfunktionen
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
2005 Schulze, Timo
Gedenk, Karen
Skiera, Bernd
Modeling Consumer Choice among Three-Part Tariffs
Finanza Marketing e Produzione
2005 Lambrecht, Anja
Seim, Katja
Skiera, Bernd
Adjusting Choice Models to Better Predict Market Behavior
Marketing Letters
2005 Allenby, Greg M.
Fennel, Geraldine
Huber, Joel
Eagle, Thomas
Gilbride, Timothy J.
Horsky, Dan
Kim, Jaehwan
Lenk, Peter J.
Johnson, Rich
Ofek, Elie
Orme, Bryan
Otter, Thomas
Walker, Joan
Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet
Wirtschaftsinformatik (WI)
2005
Skiera, Bernd
Spann, Martin
Walz, Uwe
Der Paid-Content-Markt - Eine Bestandsaufnahme und Analyse von Preisstrategien
Medienwirtschaft
2005 Theysohn, Sven
Prokopowicz, Agnieszka
Skiera, Bernd
Die Optimierung der Performance im Credit Management
Economica Verlag
2005 Schneider-Maessen, Jan
Schumann, Matthias
Skiera, Bernd
Weiß, Bernd
Wertorientierte Kundenanalyse innerhalb der Financial Supply Chain
Economica in Medhochzwei
2005
Skiera, Bernd
Wiesel, Thorsten
Pfaff, Donovan
Einsatz einer erweiterten Form der Conjoint-Analyse zur empirischen Schätzung von Zahlungsbereitschaftsfunktionen für die mengen- und zeitbezogene Preisdifferenzierung
Duncker & Humblot
2005 Albers, Sönke
Skiera, Bernd
Capturing Consumer Heterogeneity Using the Bayesian Heterogeneity Model
Springer Vienna
2005
Otter, Thomas
Frühwirth-Schnatter, Sylvia
Tüchler, Regina
Capturing consumer heterogeneity in metric conjoint analysis using Bayesian mixture models
International Journal of Research in Marketing
Selected
2004
Otter, Thomas
Tüchler, Regina
Frühwirth-Schnatter, Sylvia
Bayesian Analysis of the Heterogeneity Model
Journal of Business & Economic Statistics
Selected
2004 Frühwirth-Schnatter, Sylvia
Tüchler, Regina
Otter, Thomas
Einsatzmöglichkeiten virtueller Börsen in der Marktforschung
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
2004 Spann, Martin
Skiera, Bernd
Financial-Chain-Management: Ein generisches Modell zur Identifizierung von Verbesserungspotenzialen
Wirtschaftsinformatik (WI)
2004 Pfaff, Donovan
Skiera, Bernd
Weitzel, Tim
Measuring Individual Frictional Costs and Willingness-to-Pay via Name-Your-Own-Price Mechanisms
Journal of Interactive Marketing
2004 Spann, Martin
Skiera, Bernd
Schäfers, Björn
Financial Supply Chain Management
Galileo Verlag
2004 Pfaff, Donovan
Skiera, Bernd
Weiss, Jürgen
Financial Chain Management: Prozessanalyse, Effizienzpotenziale und Outsourcing
Books on Demand
2004
Skiera, Bernd
König, Wolfgang
Gensler, Sonja
Weitzel, Tim
Beimborn, Daniel
Blumenberg, Stefan
Franke, Jochen
Pfaff, Donovan
Gestaltung von Auktionen
Gabler Verlag
2004
Skiera, Bernd
Spann, Martin
Einsatz des Colombo/Morrison-Modells zur Analyse der Loyalität in verschiedenen Absatzkanälen
Vahlen Verlag
2004 Gensler, Sonja
Skiera, Bernd
Opportunities of Virtual Stock Markets to Support New Product Development
Gabler Verlag
2004
Skiera, Bernd
Spann, Martin
Internet-Based Virtual Stock Markets for Business Forecasting
Management Science
Selected
2003 Spann, Martin
Skiera, Bernd
Taking Stock of Virtual Markets. How can Internet-Based Virtual Stock Markets be Applied for Business Forecasting and Other Forecasting Issues
OR/MS Today
2003 Spann, Martin
Skiera, Bernd
E-Business-Konzepte für den Mittelstand
Hessisches Ministerium für Wirtschaft, Verkehr und Landesent
2003 Hummel, Sebastian
Koch, Wolfram
Skiera, Bernd
Auktionen
Gabler Verlag
2003
Skiera, Bernd
Spann, Martin
Multi-Channel Management and its Impact on Customers'' Purchase Behavior
Springer
2003
Skiera, Bernd
Gensler, Sonja
Betriebswirtschaftliche Grundlagen des Electronic Business
C.H. Beck Verlag
2003
Skiera, Bernd
Measuring Consumer Willingness to Pay at the Point of Purchase
Journal of Marketing Research
Selected
2002 Wertenbroch, Klaus
Skiera, Bernd
An Exploratory Investigation of Vienna''s Competence of Production for Selected Products
transfer - Werbeforschung & Praxis
2002 Menches, Barbara
Otter, Thomas
Schweiger, Günter
Marktsimulationen und Berechnung von Nutzenfunktionen mit Hilfe der Conjoint-Analyse, Teil 2
Wirtschaftswissenschaftliches Studium
2002
Skiera, Bernd
Gensler, Sonja
Marktsimulationen und Berechnung von Nutzenfunktionen mit Hilfe der Conjoint-Analyse, Teil 1
Wirtschaftswissenschaftliches Studium
2002
Skiera, Bernd
Gensler, Sonja
Einsatzplanung eines Verkaufsaußendienstes auf der Basis einer Umsatzreaktionsfunktion
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
2002 Albers, Sönke
Skiera, Bernd
Preisdifferenzierung im Internet
Mi Wirtschaftsbuch
2002
Skiera, Bernd
Spann, Martin
Wettbewerbsvorteile in der Distributionspolitik
Galileo Press
2002
Skiera, Bernd
Pfaff, Donovan
Spann, Martin
Individualisierte Preisbildung bei individualisierten Produkten
Symposion Publishing Gmbh
2002
Skiera, Bernd
Empfehlungssysteme als Grundlage zur Personalisierung im Electronic Retailing
Deutscher Fachverlag
2002 Gensler, Sonja
Skiera, Bernd
Die Verkaufsgebietseinteilung
Symposion Publishing
2002 Gensler, Sonja
Skiera, Bernd
Measuring and Explaining Brand Equity by Conjoint Analysis
Service Fachverlag
2001
Otter, Thomas
Marketing mit interaktiven Medien. Strategien zum Markterfolg
F.A.Z.-Institut
2001 Albers, Sönke
Clement, Michel
Peters, Kay
Skiera, Bernd
Messung der Werbewirkung im Internet
Frankfurter Allgemeine Buch
2001
Skiera, Bernd
Spann, Martin
Schultheiß, Michael
Online-Auktionen
Frankfurter Allgemeine Buch
2001
Skiera, Bernd
Schäfers, Björn
Tarifabhängige Nutzung
Frankfurter Allgemeine Buch
2001
Skiera, Bernd
Albers, Sönke
Preisdifferenzierung
Frankfurter Allgemeine Buch
2001
Skiera, Bernd
Conjoint-Analysis und Hemisphericity: The Effect of Presentation Format and Involvement on Predictive Validity
Marketing - Zeitschrift für Forschung und Praxis
2000 Strebinger, Andreas
Hoffmann, Sabine
Schweiger, Günter
Otter, Thomas
The Benefits of Bundling Strategies
Schmalenbach Business Review
2000 Olderog, Torsten
Skiera, Bernd
Werbeerfolgskontrolle im Internet
Controlling
2000
Skiera, Bernd
Spann, Martin
eCommerce. Einstieg, Strategie und Umsetzung im Unternehmen
Frankfurter Allgemeine Buch
2000 Albers, Sönke
Clement, Michel
Peters, Kay
Skiera, Bernd
Flexible Preisgestaltung im Electronic Business
Gabler Verlag
2000
Skiera, Bernd
Spann, Martin
Erlösmodelle im Internet
Gabler Verlag
2000
Skiera, Bernd
Lambrecht, Anja
Preispolitik und Electronic Commerce - Preisdifferenzierung im Internet
Vahlen Verlag
2000
Skiera, Bernd
Warum ins Internet? – Erlösmodelle für einen neuen Kommunikations- und Distributionskanal
F.A.Z.-Institut
2000 Albers, Sönke
Clement, Michel
Peters, Kay
Skiera, Bernd
Wie teuer sollen die Produkte sein ? - Preispolitik
F.A.Z.-Institut
2000
Skiera, Bernd
Wie sollen die Produkte vertrieben werden? - Distributionspolitik
F.A.Z.- Institut
2000 Albers, Sönke
Clement, Michel
Skiera, Bernd
The Ability to Compensate for Suboptimal Capacity Decisions by Optimal Pricing Decisions
European Journal of Operational Research EJOR
Selected
1999
Skiera, Bernd
Spann, Martin
Auktionen als Marktforschungsinstrument zur Erhebung von Zahlungsbereitschaften
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
1999
Skiera, Bernd
Revenstorff, Inken
Mengenbezogene Preisdifferenzierung bei Dienstleistungen
Deutscher Universitäts-Verlag
1999
Skiera, Bernd
Regressionsanalyse
Gabler Verlag
1999
Skiera, Bernd
Albers, Sönke
Auktionen
F.A.Z.-Institut
1999
Skiera, Bernd
Gestaltung von Umsatzvorgaben für Außendienstmitarbeiter
Gabler Verlag
1999 Albers, Sönke
Skiera, Bernd
COSTA: Von gleichen zu deckungsbeitragsmaximalen Verkaufsgebieten
Handelsblatt
1999 Albers, Sönke
Skiera, Bernd
COSTA: Contribution Optimizing Sales Territory Alignment
Marketing Science
Selected
1998
Skiera, Bernd
Albers, Sönke
Gewinnmaximale zeitliche Preisdifferenzierung für Dienstleistungen
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
1998
Skiera, Bernd
Spann, Martin
TACO: Eine neue Möglichkeit zum Vergleich von Mobilfunktarifen
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
1998
Skiera, Bernd
Preisdifferenzierung bei Dienstleistungen am Beispiel von "Call-by-Call"-Tarifen
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
1998 Haase, Knut
Salewski, Frank
Skiera, Bernd
Das optimale Verkaufsgebiet - ein Erfolgsfaktor
Harvard Business Manager
1998 Sönke, Albers
Skiera, Bernd
COSTA: Verkaufsgebietseinteilung zur Maximierung des Deckungsbeitrages
Vieweg+Teubner Verlag, Springer
1998
Skiera, Bernd
Albers, Sönke
The Influence of Country of Origin and Brand on Product Evaluation and the Implications thereof for Location Decisions
CEMS Business Review
1997 Schweiger, Günter
Otter, Thomas
Strebinger, Andreas
Wieviel Deckungsbeitrag verschenkt eine gleichartige Einteilung der Verkaufsgebiete?
zfbf Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung
1997
Skiera, Bernd
Das Prinzip des flachen Maximums
Die Betriebswirtschaft (DBW)
1997
Skiera, Bernd
Implikationen des allgemeinen Probit-Modells für die Marketingplanung
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
1996
Skiera, Bernd
Verkaufsgebietseinteilung zur Maximierung des Deckungsbeitrags
Gabler Verlag
1996
Skiera, Bernd
Made in Austria – An Asset for Austrian Brands
Series of the Austrian Economic Association
1995 Schweiger, Günter
Friederes, Gereon
Strebinger, Andreas
Rehrl, Ingrid
Otter, Thomas
COSTA: Ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten
Journal of Business Economics (formerly: Zeitschrift für Betriebswirtschaft ZfB)
1994
Skiera, Bernd
Albers, Sönke
Marketing-Planung auf der Basis von Reaktionsfunktionen - Funktionsschätzung und Optimierung
Wirtschaftswissenschaftliches Studium
1994 Gedenk, Karen
Skiera, Bernd
Marketing-Planung auf der Basis von Reaktionsfunktionen - Elastizitäten und Absatzreaktionsfunktionen
Wirtschaftswissenschaftliches Studium
1993 Gedenk, Karen
Skiera, Bernd