POSITION: Professor of
Marketing, Fachhochschule für Wirtschaft Berlin (Berlin School of Economics)
CONTACT NUMBERS: Facsimile: +49-30-4849-88721
ACADEMIC QUALIFICATIONS:
Diplom-Kaufmann [MBA], Freie
Universitaet Berlin, Majors: Operations Research,
Computer Science, 1971
Dr. rer. pol. [PhD], Freie Universitaet Berlin,
Majors: Operations Research, Finance, 1976
Dissertation: "Optimale Baufinanzierung
mit linearer und gemischt-ganzzahliger Programmierung"
[Optimal solutions for home-loan-financing with linear and mixed-integer
programming]
MEMBERSHIP:
AFM (Association of German
Marketing Professors)
POSITIONS HELD
Since 11/2009 retired
2000 – 2009 Professor of
Marketing, Berlin School of Economics (Fachhochschule
für Wirtschaft), Berlin
2007 Visiting Lecturer, Università degli Studi, Bergamo, ItalyESDES Lyon, France
2004 Visiting Lecturer, ESSCA Angers, France
1998 Visiting Lecturer, IPAG Nice, France
1997 Research visit, San Diego State University, San Diego, CA, USA
1997 Visiting Lecturer, ESDES Lyon, France
1996 Visiting Lecturer, IPAG Nice, France
1993-2000: Professor of Marketing, Fachhochschule Ostfriesland (Graduate School of Business) Emden, Germany
1989-1993: Marketing-Manager, IBM Dealer Channel North Germany, Hamburg,
Germany
1985-1988: Marketing-Manager, IBM Academic Informations
Systems North Germany, Hamburg, Germany
1984: Manager, Scientific Relations, IBM Germany HQ, Stuttgart, Germany
1982-1983: Marketing Representative, IBM Academic Information Systems, Berlin,
Germany
1979-1981: Marketing Representative, IBM Branch Office Berlin, Germany
1977-1978: Consultant, IBM System Service, Project: Volkswagen AG, Wolfsburg,
Germany
1976-1977: Consultant, Ministry of Education and Science, Berlin, Germany
1972-1976: Research Assistant, Freie Universitaet Berlin, Business School, Dept. of Operations
Research
1969: internship, Market Research and Planning, IBM World Trade HQ, New York,
NY, USA
1968: internship, Market Research and Planning, IBM Europe HQ, Paris, France
1966-1968: apprentice (german professional education,
24 months), Delbrueck & Co., private Bank,
Berlin, Germany
FIELDS OF RESEARCH
- e-Learning in Marketing
- Customer Satisfaction and Service Marketing
- Sales Force Compensation
- Organizational Buying Behavior
- Perceived Value Pricing on Business Markets
- Education of engineers in Marketing and Sales Management
- Internet and Business-to-Business-Marketing
- Channel Conflicts on High-Tech-Business-Markets
RELEVANT PUBLICATIONS IN MARKETING
"Investitionsgütermarketing" [english: Business-to-Business-Marketing], Kiehl,
Ludwigshafen/Rhein, 1995, 380p.
"Business-to-Business-Marketing,
4th edition", coauthor: Waldemar Pfoertsch , Kiehl, Ludwigshafen/Rhein, 2009, 540p.
"Internationales Marketing-Lexikon"[International
Marketing Dictionary], German Edition (with H. J. Schmengler), Köln
1998 (Fortis-Verlag), 3-933430-50-X
"Perceived Value Pricing als Herausforderung
für das Business-Marketing"[Perceived Value
Pricing as a challenge to Business-Marketing], in: VDI Berichte Nr.
1305, S. 397-410, Düsseldorf, 1996, 3-18-091305-3
"Entscheidungskategorien im Buying Center",[Decision categories in a Buying Center] in: "Jahrbuch Marketing Praxis", Handelsblatt-Verlag, Düsseldorf 1998, 3-7754-0149-0
"Direktabsatz auf Business-to-Business-Märkten",[Direct Sales on Business-to-Business-Markets] in Sammelband "Absatzpolitik", hg. von Werner Pepels, Vahlen-Verlag, München 1998, 3-8006-2284-X
"Die herstellerfremden After-Sales-Service-Instrumente"[Third Party Maintenance] in Sammelband "Kundendienstpolitk", hg. von Werner Pepels, München 1999, Vahlen-Verlag, 3-8006-2398-6
"Verkaufsförderung auf Investitionsgütermärkten"[Sales Promotion in Business Marketing] in Sammelband "Verkaufsförderung", hg. von Werner Pepels, München 1999, Oldenbourg-Verlag, 3-486-24770-0
"Vertriebsmanagement" und "Vertriebssteuerung"[Sales Management and Sales Controlling] in "Handbuch Business-to-Business-Marketing", hg. von Werner Pepels, Luchterhand-Verlag 1999
"Marketing und Beschaffung"[Marketing and Purchasing] in "Betriebswirtschaftslehre für Nicht-BWLer", hg. von Werner Pepels, 1999
„Gewerbliches Beschaffungsverhalten“ [Organizational
Buying Behavior] im
Sammelband „Handbuch Vertrieb“, hg. von Werner Pepels, Hanser-Verlag, München 2002, 3-446-21968-4
„Der Einfluss des eCommerce auf das organisationale
Beschaffungsverhalten“ [The influence of e-Commerce on organizational buying behavior] in
„Strategisches Internet-Marketing“, hg. von Andrea Rumler und Uwe Manschwetus,
Gabler-Verlag, Wiesbaden 2002, 3-409-11992-2
„E‑Learning im Marketing ‑ was machen die Hochschulen?“ [E-Learning – what do the universities do?] in: Applied Marketing – Anwendungsorientierte Marketingwissenschaft, hg. von U. Kamenz, Springer-Verlag, Heidelberg/Berlin 2003, 3‑540‑01252‑4
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