|
IFM

Guest Lecture on the Role of Emotional Intelligence and Individual Traits in Sales Management

Professor Richard McFarland

When being responsible for sales management, one crucial task is the identification and selection of potentially successful sales employees. The importance of the recruitment process results from the assumption, that a substantial part of what characterizes high-performers lies in his or her given aptitude. In this vein, Richard McFarland, Professor at ESSEC Business School in Paris, started his lecture last Friday by saying “You can’t teach smart”. In addition, he emphasized the risk of hiring the wrong salesperson by stating that costs of an employee’s bad sales performance could make up to two annual salaries – depending on how much it has taken to detect it at all.

Read more about Guest Lecture on the Role of Emotional Intelligence and Individual Traits in Sales Management
|
MCM

Conference | Münsteraner Marketing Symposium 2018

Friday, 9. November 2018 (All day)

Am Freitag, den 09. November 2018, veranstaltet der Alumni-Verein des Marketing Center Münster sein alljährliches Symposium.

Zum Thema „KI und Marketing Analytics - living by numbers?“ diskutieren hochrangige Manager und Experten die zahlreichen Facetten dieser hochaktuellen Fragestellung.

Read more about Conference | Münsteraner Marketing Symposium 2018
|
IFM

Research “expedition” to Chicago, New York, and Washington

From October 15 to 27, Manfred Krafft visited research partners in Chicago, New York City, and Washington, DC. He first met Anne Coughlan, a marketing professor at Northwestern University, to continue his research on top performing direct selling distributors. Both professors discussed research results, conducted additional analyses, and drafted a presentation of their findings. Professor Krafft also met with Vijay Viswanathan from Northwestern’s IMC group and discussed future research initiatives.

Read more about Research “expedition” to Chicago, New York, and Washington
|
MCM

Münsteraner Marketing Symposium 2018 | Jetzt anmelden!

Am Freitag, den 09. November 2018, veranstaltet der Alumni-Verein des Marketing Center Münster sein alljährliches Symposium.

Melde Sie sich jetzt hier an und seien Sie dabei, wenn im Schloss Münster hochrangige Manager und Experten die zahlreichen Facetten des Themas „KI und Marketing Analytics - living by numbers?“ diskutieren.

Read more about Münsteraner Marketing Symposium 2018 | Jetzt anmelden!
|
IFM

Institut für Marketing als Talentschmiede 2018 ausgezeichnet

Das Institut für Marketing ist erneuet als Talentschmiede 2018 ausgezeichnet worden. Die Auszeichnung ist Teil des WiWi-Talents Hochbegabtenprogramms, mit dem die WiWi-Media AG Lehrstühle und Professuren auszeichnet, die ihren Nachwuchs besonders fördern. Mit dem Programm werden zweimal jährlich in Zusammenarbeit mit namhaften Partnern aus Wissenschaft und Wirtschaft die begabtesten Management-Nachwuchskräfte gefördert.

Read more about Institut für Marketing als Talentschmiede 2018 ausgezeichnet
|
IFM

Vijay Viswanathan, Sebastian Tillmanns, Manfred Krafft and Daniel Asselmann’s Research on Customer Referrals Published by Journal of the Academy of Marketing Science

The article “Understanding the quality–quantity conundrum of customer referral programs: effects of contribution margin, extraversion, and opinion leadership” which Manfred Krafft has co-authored with Vijay Viswanathan, Sebastian Tillmanns and Daniel Asselmann has been published by the Journal of the Academy of Marketing Science.

Read more about Vijay Viswanathan, Sebastian Tillmanns, Manfred Krafft and Daniel Asselmann’s Research on Customer Referrals Published by Journal of the Academy of Marketing Science
|
IFM

Manfred Krafft zu Gast and der BI Norwegian Business School in Oslo

Prof. Dr. Manfred Krafft ist vom 27. August bis zum 08. September zu Gast an der BI Norwegian Business School in Oslo. Professor Krafft folgt damit einer Einladung des Marketing Departments des BI. Während seines Aufenthalts führt er ein Seminar für Doktoranden des BI durch und präsentiert zudem im Rahmen eines Forschungsvortrags aktuelle Befunde zu Erfolgsfaktoren im Direktvertrieb.

Read more about Manfred Krafft zu Gast and der BI Norwegian Business School in Oslo
|
IFM

AMA TechSIG Lazaridis Award Presented to Manfred Krafft

At the Summer AMA conference in Boston, Manfred Krafft was awarded the Lazaridis prize for the best paper in the area of “Innovation, Technology and Interactivity” presented by Maria Rouziou (Wilfried Laurier University). The respective publication honored is the paper “Permission Marketing and Privacy Concerns – Why Do Customers (Not) Grant Permissions?”, co-authored with former IfM-PhD Christine M. Arden and Peter C. Verhoef of Groningen. The article was published in the Journal of Interactive Marketing.

Read more about AMA TechSIG Lazaridis Award Presented to Manfred Krafft
|
IFM

MCM researchers at the AMA Sheth Foundation Doctoral Consortium in Leeds/UK

Thought leaders and emerging scholars from around the world gathered at the University of Leeds for an enriching four days of collaborative learning, innovation and networking. Among them were Professor Manfred Krafft and Julian Allendorf from the Marketing Center Muenster.

Read more about MCM researchers at the AMA Sheth Foundation Doctoral Consortium in Leeds/UK
|
IFM

Best Paper Award | TechSIG Lazaridis Prize for Manfred Krafft, Christine M. Arden and Peter C. Verhoef

The article “Permission Marketing and Privacy Concerns – Why Do Customers (Not) Grant Permissions?” by Manfred Krafft, Christine M. Arden and Peter C. Verhoef has been awarded as "Best Paper for Research on the Practice of Marketing as it relates to Innovation, Technology and Interactivity" in the Journal of Interactive Marketing.

Read more about Best Paper Award | TechSIG Lazaridis Prize for Manfred Krafft, Christine M. Arden and Peter C. Verhoef

Pages