Our Research
Research Focus and Exemplary Topics
- Sales Management
- Networks and networking behavior
- Recruiting and women in sales
- Digital technologies in sales
- Customer Relationship Management
- Customer win-back management
- Customer engagement (value)
- Marketing-Finance Interface
- Marketing in financial market communication
- Marketing from a financial market perspective
Publications in Peer-Reviewed Journals (Selection)
- "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.