Within the last few years, the use of technology has become an indispensable factor in sales. At the same time, the level of complexity in the selling environment is constantly increasing, as customers become more demanding, and new business models in sales focus on the creation of value for customers by providing individualized offerings.
How does technology orientation affect salespeople in increasingly complex sales environments? New publication by Victoria Kramer and Manfred Krafft in the European Journal of Marketing
Smart Business and the Social Value of AI
Digital technologies are rapidly changing the way businesses operate. There is an increasing demand for partially or fully digital products and services; companies interact with customers and supply chain partners through digital channels; internal processes and operations such as production or manufacturing or office management also rely on digital technologies.
MCM student Saskia Fath is awarded the " Preis der Deutschen Marktforschung 2022"
On June 20, the award ceremony for the "Preis der Deutschen Marktforschung" took place in Frankfurt am Main as part of the congress of German market research.
Bundesverband Direktvertrieb Deutschland working group as guest at MCM
On June 22, the Chair of Marketing Management hosted the meeting of the BDD working group " Vertriebspartnergewinnung und Weiterbildung ".
Michael Gerke and Tim Kalwey Win the "Best Doctoral Paper" Award at the GSSI Conference
From June 8 to 11, Michael Gerke and Tim Kalwey (both doctoral students at the Chair of Marketing Management) attended the Global Sales Science Institute (GSSI) conference in Frankfurt am Main.
The role of status in a multi-tier B2B customer loyalty program - a new publication from MCM scholars
As part of a multinational research team around Vijay Viswanathan, Tammo Bijmolt and Javier Sese, Professor Manfred Krafft and Dr.
Customers in the solutions business: What role do they play and what makes solutions more effective for them?
Due to increased international competitive pressure, supplier companies in the B2B sector are transforming from product providers to solution providers. In the solutions business, suppliers provide their customers with individual offerings with the aim of improving customer processes by solving strategically important customer problems. However, solutions can only be successful if customers actively participate in the different phases of the solutions process, namely the definition of requirements, the implementation as well as the review of the offering.
Highly attended special session on “The Future of Solution Selling” during the AMA Winter Academic Conference 2022
The AMA Winter Academic Conference is one of the most important academic conferences in the marketing discipline, bringing together scholars and practitioners from around the globe. During this year’s conference, which was split into an online part on February 10-11 on the Whova platform and an in-person part on February 18-20 in Las Vegas, USA, Professor Dr.
Contemporary Loyalty Programs – Professor Krafft Interviewed in the PIA DYMATRIX Science|Talk
Professor Krafft, head of the Chair of Marketing Management, spoke with Sebastian Fischer as part of the Science|Talk organized by PIA DYMATRIX and shared current research findings on contemporary customer loyalty management. PIA DYMATRIX is one of the leading German software, solution and service providers for data-driven marketing automation in the DACH region.