From August 2 to August 9, 2022, Professor Manfred Krafft and Michael Gerke visited Professor Anne Coughlan in San Francisco to work with her on a joint research project. In the research project, the three co-authors focus on performance factors in direct selling.
From June 24th to June 25th, the Chair of Marketing and Dialogue Marketing represented by Prof. Kay Peters from the University of Hamburg, invited to this year’s Siegfried Vögele Institute (SVI) doctoral colloquium. The colloquium is a yearly get-together of selected marketing chairs aiming to offer doctoral students the opportunity to present and discuss their research. Due to COVID-19 it had been two years since the colloquium was held in presence.
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.
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.
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.
On June 22, the Chair of Marketing Management hosted the meeting of the BDD working group " Vertriebspartnergewinnung und Weiterbildung ".
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.
As part of a multinational research team around Vijay Viswanathan, Tammo Bijmolt and Javier Sese, Professor Manfred Krafft and Dr.
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.