Dear Students,
We are thrilled to announce an upcoming event that marks a significant step towards shaping the future of sales education. As part of the CUSTMAS project (https://www.custmas.eu/), we are hosting a two-day event in Athens on Oct 2 and 3, 2024, dedicated to the development of a cutting-edge MSc Program focused on Selling and Sales Management in Digitalized B2B Markets.
The innovative store concept P41, which resided as a pop-up store at Prinzipalmarket for 6 weeks in winter 2023, has won the Marketing Award 2024 of the Marketing Club Münster-Osnabrück e.V. The successful project, which attracted 26,000 visitors, was supported by Tobias Viehoff. He said that the project has encouraged him to try something new in the city center and to counteract the dying stores.
Home sharing platforms have experienced a rapid growth over the last decade. Following negative publicity, many cities have started regulating the short-term rental market. Regulations often involve a cap on the number of days a property can be rented out on a short-term basis. We draw on rich data for short-term rentals on Airbnb and for the long-term rental market to examine the impact of short-term rental regulations with a day cap on various stakeholders: hosts, guests, the platform provider, and residents.
Firms using a direct selling (DS) distribution channel delegate selling and sales management responsibilities to an independent-contractor distributor force. The DS firm’s inability to directly control distributors’ efforts, and the fact that most active distributors choose to work part-time rather than full-time at their DS business, makes an examination of the drivers of DS performance outcomes important for academic study and managerial insight.
A new article by MCM scholars Prof. Dr. Thorsten Hennig-Thurau, Alina Herting, and Dr. David Jütte has been accepted for publication in the renowned 𝗝𝗼𝘂𝗿𝗻𝗮𝗹 𝗼𝗳 𝗜𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝘃𝗲 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴.
The rise of digitalization has brought remote meetings via Zoom, and the rise of virtualization has added the enterprise metaverse as another remote meeting format. When, and for whom, do meetings in the virtual spaces make more sense than assembling a team via Zoom or even physically?
In the 1970s, French sociologist Pierre Bourdieu offered an influential answer to this question: our status is shaped by the economic, social, and cultural capital we accumulate. His theory, cited nearly 200k times, remains a cornerstone in social science.
In light of scarce resources, firms strategically weigh off between investments in value creation and value appropriation. They do so by placing more emphasis on one of the two strategic orientations which defines their strategic emphasis. So far, literature has relied on accounting data – specifically on reported investments in R&D and advertising – to operationalize reported strategic emphasis and studied its association with a firm’s financial performance. Previous studies suggest that firms benefit from emphasizing value appropriation.
Knowledge of a customer's willingness to pay (WTP) at early stages of product development is key to the success of innovations. However, since innovative products do not exist yet, only the hypothetical WTP can be surveyed, inducing a measurement bias. Unfortunately, little is known about the factors that induce this bias and how it differs depending on the method utilized in measuring WTP.