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.
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.
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.
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.
This paper by Sonja Gensler and Arvind Rangaswamy (Penn State, USA) highlights key developments in digital marketing since 1990, emphasizing the shift from static interactions to dynamic, data-driven ecosystems. While significant research on digital marketing has focused on the promotion and distribution aspects, the “Product” component of the 4P framework remains underexplored.
Established in 2010, the Marketing Center’s Brown Bag Seminar serves as a platform for intellectual and social exchange: leading scholars from around the world present and discuss their current and ongoing research projects with the MCM research community.
At the end of a successful year, we would like to highlight one final milestone. This December, three MCM scholars participated in two major conferences that allowed us to share our research and engage in productive academic exchanges.
Prof. Manfred Krafft and his team from the Chair of Marketing Management (IfM) at the University of Münster recently participated in a doctoral colloquium hosted by the Faculty of Economics and Business at the University of Zaragoza.
The Marketing Center Münster (MCM) recently had the pleasure of hosting Professor Anett Erdmann from ESIC University in Madrid for an insightful three-day visit. During her stay, Prof. Erdmann shared her expertise and perspectives on teaching and research with the MCM community.
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.