Referierte Zeitschriftenbeiträge Geiger, Ingmar, Kluckert

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.
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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.
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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
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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.
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