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An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms

Frese, Tobias; Geiger, Ingmar; Dost, Florian - In: Small business economics : an international journal 54 (2020) 3, pp. 641-664

Persistent link: https://www.econbiz.de/10012236354

Not just another internal service provider : how a firm’s marketing research function influences uses of market research information

Bode, Christian; Geiger, Ingmar - In: European Journal of Marketing 55 (2020) 2, pp. 385-419

Purpose: This paper aims to better understand a firm’s market research function’s (MRF) roles and influences on the different uses of market research information (MRI) (instrumental, conceptual and symbolic) in the firm. Design/methodology/approach: This study uses a mixed-methods design:...

Persistent link: https://www.econbiz.de/10012411454

A model of negotiation issue-based tactics in business-to-business sales negotiations

Geiger, Ingmar - In: Industrial marketing management : the international … 64 (2017), pp. 91-106

Persistent link: https://www.econbiz.de/10011738392

From letter to Twitter : a systematic review of communication media in negotiation

Geiger, Ingmar - In: Group decision and negotiation 29 (2020) 2, pp. 207-250

Persistent link: https://www.econbiz.de/10012225126

Management von Marketing-Effektivität und -Effizienz im Einzelhandel : ein kombiniertes Modell des wahrgenommenen Kundenwerts und des Customer Lifetime Value

Rouhi, Kaveh; Geiger, Ingmar - In: Marketing und Innovation in disruptiven Zeiten, (pp. 203-227). 2023

Persistent link: https://www.econbiz.de/10013555060

Disentangling complexity : how negotiators identify and handle issue-based complexity in business-to-business negotiation

Laubert, Christoph; Geiger, Ingmar - In: Journal of business economics : JBE 88 (2018) 9, pp. 1061-1103

Persistent link: https://www.econbiz.de/10011928850

Value-based pricing in competitive situations with the help of multi-product price response maps

Dost, Florian; Geiger, Ingmar - In: Journal of business research : JBR 76 (2017), pp. 219-236

Persistent link: https://www.econbiz.de/10011713628

Customer acceptance of tradable service contracts

Geiger, Ingmar; Kluckert, Manuel; Kleinaltenkamp, Michael - In: Journal of business economics : JBE 87 (2017) 2, pp. 155-183

Persistent link: https://www.econbiz.de/10011707316

"The more, the merrier" or "less is more"? : how the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes

Geiger, Ingmar; Hüffmeier, Joachim - In: Industrial marketing management : the international … 87 (2020), pp. 90-105

Persistent link: https://www.econbiz.de/10012285137

Business Project Management and Marketing : Mastering Business Markets

Kleinaltenkamp, Michael (ed.); Plinke, Wulff (ed.); … - 2016 - 1st ed. 2016

Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial...

Persistent link: https://www.econbiz.de/10012396309