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IFM

Selling and Sales Management for Successful Servitization: New Publication by Dr. Victoria Kramer and Sertan Eravci in JPSSM

As businesses increasingly shift from selling products to offering integrated services and solutions—a transformation known as servitization—the question of how to adapt sales strategies accordingly has become ever more pressing. A new study co-authored by Dr.

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IFM

Prof. Krafft: Publications in Journal of Marketing & Journal of Retailing - and Best Paper Award

Prof. Manfred Krafft, Chair of Marketing Management (IfM) at the MCM, has recently had two papers published in leading academic journals: the prestigious Journal of Marketing and the Journal of Retailing. He has also been honoured with the Best Paper Award.

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LMM

Introducing Spatial Word of Mouth: New Article Co-authored by MCM Prof. Hennig-Thurau on Electronic WOM for the Metaverse Age

In a new article published in the Journal of Retailing (rated “A” by VHB), Professor Thorsten Hennig-Thurau from the Chair of Marketing & Media together with former MCM professor Raoul Kübler (now ESSEC Business School, France) investigate how users of the metaverse communicate with and in immersive digital environments. In their article, they introduce the concept of Spatial Word of Mouth (WOM) as an extension and 3D evolution of traditional electronic WOM alias eWOM for the metaverse age.

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LMM

Can Public Broadcasting News Save Democracy in Digital Times? New Study by Dr. Kai Manke & Prof. Thorsten Hennig-Thurau

In our increasingly chaotic political arena, Public Broadcasting News (think: Germany’s 'Tagesschau') drive people's political participation and civic engagement -- in ways that commercial news media do not. Public Broadcasting News (PBN) also contribute to people's political knowledge and their support for democratic values, two key foundations of any (truly) democratic society.

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LMM

Mapping the Dynamic System of Political Marketing - New study attracts widespread media coverage

In the run-up of the 2024 US presidential election, candidates have spent more than 12 billion dollars on marketing. Whether these investments have been effective and how different elements (e.g., candidates own statements, advertising) interact to shape voter behavior, however, has long been a key under-researched area. For eight years, an international team of researchers has investigated the dynamics of political marketing alongside other factors like polls, media coverage and disinformation. In their study recently published in the Journal of Business Research, MCM scholar Dr.

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LMM

New Study in the Journal of Retailing by MCM-Professor Hennig-Thurau and MCM Alumni Kupfer and Marchand: What Drives Store Closures in the Digital Age?

Journal of Retailing Article

A new article co-authored by Prof. Thorsten Hennig-Thurau from the MCM’s Chair of Marketing and Media and Prof. Ann-Kristin Kupfer (KIT) and Prof. Andre Marchand (Leipzig University), both former faculty members of the Marketing Center, has been published by the prestigious Journal of Retailing. The article explores the reasons behind the widespread closures of physical retail stores, focusing on the apparel and media sectors between 2015 and 2020.

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Sonja Gensler

JAMS Publication of the Chair of Value-based Marketing - Now Published!

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.

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IFM

Publication on Drivers of Direct Selling Performance – Now Available for Free!

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.

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Sonja Gensler

IJRM Publication of the Chair of Value-based Marketing - Now Published!

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.

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IFM

New IJRM Publication of the Chair of Marketing Management - Now Available in Print

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.

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