Research Focus and Exemplary Topics
- Sales Management
- Sales performance
- Cross- and up-selling
- Networks and networking behavior
- Salesperson recruiting and retention
- Augmented and virtual reality as sales instruments
- Retail and Customer Relationship Management
- Customer win-back management
- Customer engagement
- Digital and sustainable innovations in stationary retail and e-commerce
- Consumer perceptions of augmented and virtual reality
- Marketing-Finance Interface
- Marketing in financial market communication
- Stock market reactions to marketing information
Publications in Peer-Reviewed Journals (Selection)
- "Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations” (2024), Journal of Personal Selling & Sales Management [VHB Jourqual: B], DOI: 10.1080/08853134.2024.2386946. With Stefan Hartmann and Christian Homburg.
- "Increasing graduates’ interest in B2B sales: How to dispel lay beliefs, fight stigma, and create a profession of choice” (2024), Journal of Personal Selling & Sales Management [VHB Jourqual: B], DOI: 10.1080/08853134.2023.2289701. With Aline Lanzrath and Christian Homburg.
- “Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions” (2023), Journal of the Academy of Marketing Science [VHB Jourqual: A], DOI: 10.1007/s11747-023-00988-6. With Aline Lanzrath and Christian Homburg.
- “’Coopetition’ in the presence of team and individual incentives: Evidence from the advice network of a sales organization” (2023), Journal of the Academy of Marketing Science [VHB Jourqual: A], DOI: doi.org/10.1007/s11747-023-00939-1. With Christian Homburg, Theresa Schyma (née Morguet), Sebastian Hohenberg, and Yashar Atefi.
