Prof. Dr. Ingmar Geiger Schriftenverzeichnis (Stand: 4. April 2016) Referierte Zeitschriftenbeiträge Geiger, Ingmar, Kluckert, Manuel; Kleinaltenkamp, Michael (2016). Customer acceptance of tradable service contracts, in: Journal of Business Economics. Published online March 31, 2016. DOI:10.1007/s11573-016-0817-5 Geiger, Ingmar; Dost, Florian; Schönhoff, Alejandro; Kleinaltenkamp, Michael (2015): Which types of multi-stage marketing increase direct customers’ willingness-to-pay? Evidence from a scenariobased experiment in a B2B setting, in: Industrial Marketing Management, Vol. 47, No. 3, pp. 175 – 189, DOI: 10.1016/j.indmarman.2015.02.042 Parlamis, Jennifer; Geiger, Ingmar (2015): Mind the Medium: A Qualitative Analysis of Email Negotiation, in: Group Decision & Negotiation, Vol. 24, No. 2, pp. 359-381, DOI: 10.1007/s10726-0149393-7 Lügger, Kai; Geiger, Ingmar; Neun, Harald; Backhaus, Klaus (2015): When East meets West at the bargaining table: Adaptation, behavior and outcomes in intra- and intercultural German-Chinese business negotiations, in: Journal of Business Economics, Vol. 85, No. 1, pp. 15-43, DOI: 10.1007/s11573-013-0703-3 Geiger, Ingmar (2014): Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations, in: Group Decision & Negotiation, Vol. 23, No. 4, p. 735-763, DOI: 10.1007/s10726-012-9317-3 Geiger, Ingmar; Parlamis, Jennifer (2014): Is there more to email negotiation than email? The role of email affinity, in: Computers in Human Behavior, Vol. 32, No. 1, pp. 67-78., DOI: 10.1016/j.chb.2013.11.016 Geiger, Ingmar (2013): Greife ich zum Hörer, schreibe ich eine Email oder sollte ich mich besser treffen? Die Rolle des Kommunikationsmediums in Verhandlungen, in: Das In-Mind Magazin, 2/2013. http://de.in-mind.org/content/greife-ich-zum-h%C3%B6rer-schreibe-ich-eine-email-odersollte-ich-mich-besser-treffen Geiger, Ingmar; Durand, Aurélia; Saab, Samy; Kleinaltenkamp, Michael; Baxter, Roger; Lee, Yeonhee (2012): The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: an investigation into role differences, in: Industrial Marketing Management, Vol. 41, No. 1, p. 82-93, DOI: 10.1016/j.indmarman.2011.11.013 Schilling, Martin S.; Mulford, Matthew A.; Geiger, Ingmar R. (2006): Collective bargaining as a twolevel game: Direct learner-expert interactions, in: Simulation & Gaming, Vol. 37, No. 3, p. 1-13, DOI: 10.1177/1046878106289969 Monographie Geiger, Ingmar: Industrieller Verhandlungen – Empirische Untersuchung von Verhandlungsmacht und -interaktion in Einzeltransaktion und Geschäftsbeziehung, Wiesbaden 2007 Herausgeberwerke Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Project Management and Marketing– Mastering Business Markets, Heidelberg 2016 Kleinaltenkamp, Michael; Plinke, Wulff; Wilkinson, Ian; Geiger, Ingmar (Eds.): Fundamentals of Business-to-Business Marketing – Mastering Business Markets, Heidelberg 2015. Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Relationship Management and Marketing – Mastering Business Markets, Heidelberg 2015. Kleinaltenkamp, Michael; Plinke, Wulf; Geiger, Ingmar (Hrsg.): Auftrags- und Projektmanagement – Mastering Business Markets, 2. vollst. überarb. Aufl., Wiesbaden 2013 Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar; Jacob, Frank; Söllner, Albrecht (Hrsg.): Geschäftsbeziehungsmanagement – Konzepte, Methoden, Instrumente, 2. völlig überarb. u. erw. Aufl., Wiesbaden 2011 Beiträge in Sammelwerken Geiger, Ingmar (2016). Negotiation management. In Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Project Management and Marketing– Mastering Business Markets, Heidelberg pp. 207-275. Geiger, Ingmar; Krüger, Sarah (2016). Inquiry evaluation and proposal preparation. Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Project Management and Marketing– Mastering Business Markets, Heidelberg, pp. 55-81. Geiger, Ingmar, Wilken, Robert; Backhaus, Klaus: How ongoing relationships facilitate buyer-seller negotiation processes and outcomes, in: Fließ, Sabine;Haase, Michaele; Jacob, Frank; Ehret, Michael (Hrsg.), Kundenintegration und Leistungslehre. Wiesbaden 2015, S. 369-389. Geiger, Ingmar: Strategies of Business Relationship Management, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Relationship Management and Marketing – Mastering Business Markets, Heidelberg 2015, pp. 109 – 152. Geiger, Ingmar; Kleinaltenkamp, Michael: Instruments of Business Relationship Management, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Relationship Management and Marketing – Mastering Business Markets, Heidelberg 2015, pp. 195 – 244. Geiger, Ingmar; Kleinaltenkamp, Michael: Internal Implementation of Business Relationship Management, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Relationship Management and Marketing – Mastering Business Markets, Heidelberg 2015, pp. 245 – 288. Geiger, Ingmar: Verhandlungsmanagement, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Hrsg.): Auftrags- und Projektmanagement – Mastering Business Markets, 2. vollst. überarb. Aufl., Wiesbaden 2013, S. 223-299 Geiger, Ingmar; Krüger, Sarah: Anfragenbewertung und Angebotserstellung, in: Kleinaltenkamp, Michael; Plinke, Wulf; Geiger, Ingmar (Hrsg.): Auftrags- und Projektmanagement – Mastering Business Markets, 2. vollst. überarb. Aufl., Wiesbaden 2013, S. 59-89 Geiger, Ingmar; Bode, Christian; Frese, Tobias; Posdorf, Dorit: Werte- und verhaltensbasierte Marktsegmentierung und Markenpositionierung mit dem RB Profiler, in: Keuper, Frank; Bald, Torsten (Hrsg.): Innovative Markenführung und Markenimplementierung, Berlin 2011, S.193-214. 2 Geiger, Ingmar: Strategien des Geschäftsbeziehungsmanagements, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar; Jacob, Frank; Söllner, Albrecht (Hrsg.): Geschäftsbeziehungsmanagement, 2. völlig überarb. u. erw. Aufl., Wiesbaden 2011, S. 141-191 Geiger, Ingmar; Kleinaltenkamp, Michael: Instrumente des Geschäftsbeziehungsmanagements, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar; Jacob, Frank; Söllner, Albrecht (Hrsg.): Geschäftsbeziehungsmanagement, 2. völlig überarb. u. erw. Aufl., Wiesbaden 2011, S. 195-253 Geiger, Ingmar; Kleinaltenkamp, Michael: Interne Umsetzung des Geschäftsbeziehungsmanagements, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar; Jacob, Frank; Söllner, Albrecht (Hrsg.): Geschäftsbeziehungsmanagement, 2. völlig überarb. u. erw. Aufl., Wiesbaden 2011, S.255-307 Backhaus, Klaus; Geiger, Ingmar; Wilken, Robert: Effizienzorientierte Technologiebewertung mit Data Envelopment Analysis (DEA), in: Amelingmeyer J., Harland P. E. (Hrsg.), Technologiemanagement und Marketing: Herausforderungen eines integrierten Innovationsmanagements, Wiesbaden 2005, S. 289-306. Referierte Konferenzbeiträge Großmann, Tobias; Kleinaltenkamp, Michael; Geiger, Ingmar: Exploring Fairness in Business-toBusiness Negotiation and Contract Implementation, IACM 2015 Clearwater Beach Conference Paper. Laubert, Christoph; Geiger, Ingmar: Understanding and Managing Issue Complexity in Businessto-Business Negotiations: An Exploratory Field Study, IACM 2015 Clearwater Beach Conference Paper. Zhang, Hong; Geiger, Ingmar: “Do Good Things Come in Small Packages”? Issue Packages in Negotiation and Their Effect on Dyadic Economic Outcomes, IACM 2015 Clearwater Beach Conference Paper. Geiger, Ingmar; Hüffmeyer, Joachim: “The more the merrier” or “less is more”? The number of issues in negotiation and their effect on dyadic economic outcomes, IACM 2014 Leiden Conference Paper. Geiger, Ingmar; Laubert, Christoph; Parlamis, Jennifer: Taking a fresh look at the communication medium in negotiation: A test of media synchronicity theory, IACM 2014 Leiden Conference Paper. Zhu, Miaomiao; Kleinaltenkamp, Michael; Geiger, Ingmar: Where Should Fairness Judgment Be Anchored? Fairness as a Decision Heuristic for Achieving Inter-Firm Compliance, in: Proceedings of the 43rd EMAC conference, Valencia 2014. Frese, Tobias; Geiger, Ingmar: Antecedents of effectual and predictive decision logics and their impact on the degree of business model innovation, in: Proceedings of the 13th EURAM conference, Istanbul 2013. Bode, Christian; Geiger, Ingmar: How do market research departments influence the use of market research information?, in: Proceedings of the 42nd EMAC conference, Istanbul 2013. Frese, Tobias; Geiger, Ingmar: Effectual vs. Predictive Decision Logics: Antecedents and Impact on Product and Business Model Innovation, in: Proceedings of the 42nd EMAC conference, Istanbul 2013. Geiger, Ingmar: Issue Management and Agenda Setting in Business-to-Business Sales Negotiations, in: Proceedings of the 42nd EMAC conference, Istanbul 2013. 3 Schönhoff, Alejandro; Geiger, Ingmar; Kleinaltenkamp, Michael: Does multi-stage marketing pay?, in: Proceedings of the 42nd EMAC conference, Istanbul 2013. Neun, Harald; Geiger, Ingmar; Lügger, Kai; Backhaus, Klaus: Group and individual level cultural influences in intra-cultural and intercultural negotiation between German and Chinese negotiators, IACM 2012 Stellenbosch Conference Paper, available at SSRN: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2084764 Parlamis, Jennifer; Geiger, Ingmar: Success in email negotiations – a phase analysis, IACM 2012 Stellenbosch Conference Paper. Rouhi, Kaveh; Geiger, Ingmar: Marketing efficiency and the CPV-CLV framework, in: Proceedings of the 41st EMAC conference, Lisbon 2012. Geiger, Ingmar; Parlamis, Jennifer: Is There More to Email Negotiation than Email? Exploring Facets of Email Affinity, IACM 2011 Istanbul Conference Paper, available at SSRN: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1866506 Geiger, Ingmar; Lefaix-Durand, Aurélia; Saab, Samy; Kleinaltenkamp, Michael; Baxter,Roger; Lee, Yeonhee: The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: an investigation into role differences, in: Proceedings of the 40th EMAC conference, Ljubljana 2011 Kluckert, Manuel; Geiger, Ingmar; Kleinaltenkamp, Michael: Acceptance of Standardized Service Contracts, in: Proceedings of the 40th EMAC conference, Ljubljana 2011 Kleinaltenkamp, Michael; Geiger, Ingmar: The impact of customer experiences on re-buy behavior in business-to-business markets, in: Proceedings of the 40th EMAC conference, Ljubljana 2011. Geiger, Ingmar; Lefaix-Durand, Aurélia; Saab, Samy; Kleinaltenkamp, Michael; Baxter, Roger; Lee, Yeonhee: The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: An investigation into role differences, in: Tommi Mahlamäki, Olavi Uusitalo & Doris Jansson (Eds.): Proceedings of the 5th International Conference on Business Market Management, p. 22-44, Tampere/Finnland Geiger, Ingmar: Negotiator Satisfaction in Face-to-Face and Electronically Mediated Negotiations, IACM 2010 Boston Conference Paper, available at SSRN: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1612524 Geiger, Ingmar; Wilken, Robert; Backhaus, Klaus: Enhancing negotiation success through a good BATNA and buyer-seller relationships – An investigation into the “black box” of negotiations, in: Proceedings of the 39th EMAC Conference, Copenhagen 2010. Backhaus, Klaus; Geiger, Ingmar; Wilken, Robert: Success Factors in Business-to-Business Marketing Negotiations: Empirical Evidence and a Comprehensive Framework, in: Proceedings of the 1st conference on Business Market Management, Berlin 2006. Schilling, Martin S.; Mulford, Matthew A.; Geiger, Ingmar R. (2005): Zug um Zug 2015: Collective bargaining as a two-level game, in: Proceedings of the ABSEL National Conference, Orlando 2005. Nicht referierte Konferenzbeiträge 4 Grossmann, Tobias; Kleinaltenkamp, Michael; Geiger, Ingmar: The Effects of Fairness on Industrial Buyer-Seller Negotiations and Contract Implementation, 4th Conference on Enhancing Salesforce Productivity, Münster 2013 Lügger, Kai; Geiger, Ingmar; Neun, Harald; Backhaus, Klaus: When Europe and Asia Meet at the Bargaining Table: Negotiation Behavior and Adaptation in Intra- and Intercultural German-Chinese Business Negotiations, 4th Conference on Enhancing Salesforce Productivity, Münster 2013 Wilken, Robert; Geiger, Ingmar; Backhaus, Klaus: Do Relationships Protect from Weak Alternatives in Business Negotiations?, 4th Conference on Enhancing Salesforce Productivity, Münster 2013 Geiger, Ingmar: “What do we need to talk about?” - Agenda Setting, Issue Management and Issue Based Tactics in Business-to-Business Sales Negotiations, BMM conference, Bamberg 2013 Geiger, Ingmar: Issue Management & Agenda Setting in B-to-B Sales Negotiations, ISBM Academic Conference, Chicago 2012. Rouhi, Kaveh; Geiger, Ingmar: Customer Value and Marketing Efficiency, Tagung Handelsforschung, Berlin 2010. Geiger, Ingmar; Kleinaltenkamp, Michael; Lee, Yeonhee; Saab, Samy: Commitment in Industrial Buyer-seller relationships, ISBM Academic Conference, Boston 2010. 5
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