Prof. Dr. Christian Schulze June 2015 1 CURRICULUM VITAE Contact Information Address: Phone: Email: Web: Prof. Dr. Christian Schulze Frankfurt School of Finance & Management Sonnemannstr. 9-11 60314 Frankfurt am Main Germany +49 (69) 154 008-735 [email protected] http://fs.de/schulze Work Experience Since 2015 Frankfurt School of Finance & Management – Frankfurt, Germany Associate Professor of Marketing (tenured) 2012 - 2015 Frankfurt School of Finance & Management – Frankfurt, Germany Assistant Professor of Marketing 01-03/2012 University of Texas at Austin – Austin, TX (USA) Visiting Researcher 2009 - 2012 Retail Banking Competence Center – Frankfurt, Germany Research Assistant 2007 - 2012 E-Finance Lab – Frankfurt, Germany Research Assistant 2004 - 2007 The Boston Consulting Group – Frankfurt, Germany Consultant 2 Education 2007 - 2011 Goethe University Frankfurt – Frankfurt, Germany Ph.D. in Marketing (Dr. rer. pol.), “summa cum laude” Dissertation title “Customer Acquisition and Value Management” 1999 - 2005 Technical University Carolo-Wilhelmina Braunschweig – Braunschweig, Germany Master in Information Systems (Diplom- Wirtschaftsinformatiker) 2003 - 2004 Babson College, F. W. Olin Graduate School of Business – Wellesley, MA (USA) Visiting MBA Student Publications Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2015): “Customizing Social Media Marketing”, MIT Sloan Management Review, Vol. 56(2), 8-10 Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2014): “Not All Fun and Games: Viral Marketing for Utilitarian Products”, Journal of Marketing, Vol. 78 (January), 1-19 (Finalist for MSI/H. Paul Root Award) Hinz, Oliver / Schulze, Christian / Takac, Carsten (2013), “New Product Adoption in Social Networks: Why Direction Matters”, Journal of Business Research, Vol. 67 (1), 2836– 2844 Skiera, Bernd / Schulze, Christian (2014), “Customer-Based Valuation: Similarities and Differences to Traditional Discounted Cash Flow Models”, in: Rust, Roland T. / Huang, Ming-Hui (eds.), Handbook of Service Marketing Research, Cheltenham, U.K.: Edward Elgar Schulze, Christian / Skiera, Bernd / Wiesel, Thorsten (2012), “Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation”, Journal of Marketing, Vol. 76 (March), 17-32. (Finalist for MSI/H. Paul Root Award and Harold H. Maynard Award) Schulze, Christian (2012), “Customer Acquisition and Value Management”, Hamburg, Germany: Dr. Kovač Hinz, Oliver / Gottschlich, Jörg / Schulze, Christian (2011), “Wie aus Ratgebern Käufer werden”, Harvard Business Manager (Dezember 2011), 10-11. 3 Conferences Wolters, Heike / Schulze, Christian / Gedenk, Karen (2014): “The design of customer referral programs”, 37th INFORMS Marketing Science Conference, Baltimore, USA El Kihal, Siham / Erdem, Tulin / Schulze, Christian/ Skiera, Bernd (2015): “Is it how you Start how you Finish?Customer Return Rate Evolution over Time”, 37th INFORMS Marketing Science Conference, Baltimore, USA Dyshko, Irina / Schulze, Christian (2015): “Winback, Winmore, Winover? How price promotions affect the value of ex-, new and current customers?”, 37th INFORMS Marketing Science Conference, Baltimore, USA Schulze, Christian / McAlister, Leigh (2015): “Do promotional acquisition channels increase or decrease customers’ future purchases?”, 37th INFORMS Marketing Science Conference, Baltimore, USA Wolters, Heike / Schulze, Christian / Gedenk, Karen (2014): “The design of customer referral programs”, 5th Theory & Practice in Marketing (TPM) Conference @ Georgia State University, Atlanta, USA Schulze, Christian / McAlister, Leigh (2015): “Do promotional acquisition channels increase or decrease customers’ future purchases?”, 5th Theory & Practice in Marketing (TPM) Conference @ Georgia State University, Atlanta, USA Dyshko, Irina / Schulze, Christian (2015): “Winback, Winmore, Winover? How price promotions affect the value of ex-, new and current customers?”, 44th Conference of the European Marketing Academy (EMAC), Leuven, Belgium Wolters, Heike / Schulze, Christian / Gedenk, Karen (2014): “The design of customer referral programs”, 16. Jahrestagung “Quantitatives Marketing”, Hamburg, Deutschland Schulze, Christian / McAlister, Leigh (2014): “Acquiring customers through nontargeted price promotions: The effect of promotion type and product category on customer value”, 36th INFORMS Marketing Science Conference, Atlanta, USA El Kihal, Siham / Schulze, Christian / Skiera, Bernd (2014): “When product returns become an “unnecessary evil”: Can online retailers avoid firing unprofitable customers?”, 36th INFORMS Marketing Science Conference, Atlanta, USA El Kihal, Siham / Schulze, Christian / Skiera, Bernd (2014): “When product returns become an “unnecessary evil”: Can online retailers avoid firing unprofitable customers?”, 43rd Conference of the European Marketing Academy (EMAC), Valencia, Spain 4 Schulze, Christian / El Kihal, Siham / Skiera, Bernd (2013): “Product Return Management for Online Retailers”, 35th INFORMS Marketing Science Conference, Istanbul, Turkey Schulze, Christian / El Kihal, Siham / Skiera, Bernd (2013): “Product Return Management for Online Retailers”, 42nd Conference of the European Marketing Academy (EMAC), Istanbul, Turkey Schulze, Christian / El Kihal, Siham / Skiera, Bernd (2013): “Product Return Management for Online Retailers”, 3rd Theory & Practice in Marketing (TPM) Conference @ London Business School, London, United Kingdom Schulze, Christian / El Kihal, Siham / Skiera, Bernd (2013): “Product Return Management for Online Retailers”, 15th General Online Research Conference / SymanO, Mannheim, Deutschland Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2012): “Viral Marketing: Influence of Sharing Mechanism Characteristics in Facebook Apps”, 14. Jahrestagung “Quantitatives Marketing”, Hamburg, Deutschland Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2012): “Viral Marketing: Influence of Sharing Mechanism Characteristics in Facebook Apps”, 34th INFORMS Marketing Science Conference, Boston, USA Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2012): “Surprising Results on the Share of Customer Business” 2nd Theory & Practice in Marketing (TPM) Conference @ Harvard Business School, Boston, USA Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2011): “Surprising Results on the Share of Customer Business”, 33rd INFORMS Marketing Science Conference, Houston, USA Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2011): “Surprising Results on the Share of Customer Business”, 40th Conference of the European Marketing Academy (EMAC), Ljubljana, Slovenia Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2011): “Surprising Results on the Share of Customer Business”, 2nd Marketing Meets Wall Street Conference, Boston, USA Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2010): “Customer-Centric Reporting: An Analysis of Banks to Outline the Composition of Customer Business and Non-Customer Business”, ANZMAC Annual Conference 2010, Christchurch, New Zealand Schulze, Christian (2010): “Affiliate Marketing: Setting Optimal Commissions”, 32nd INFORMS Marketing Science Conference, Cologne, Germany 5 Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2010): “Walking a Fine Line: Analyzing the Effects of (In)Appropriate Viral Marketing Designs”, 32nd INFORMS Marketing Science Conference, Cologne, Germany Schulze, Christian (2010): “Affiliate Marketing: Setting Optimal Commissions”, 39th Conference of the European Marketing Academy (EMAC), Copenhagen, Denmark Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2010): “Walking a Fine Line: Analyzing the Effects of (In)Appropriate Viral Marketing Designs”, 39th Conference of the European Marketing Academy (EMAC), Copenhagen, Denmark Schulze, Christian / Skiera, Bernd / Wiesel, Thorsten (2009): “Customer-Based Firm Valuation”, 31st INFORMS Marketing Science Conference, Ann Arbor, USA Schulze, Christian / Skiera, Bernd / Wiesel, Thorsten (2009): “Customer-Based Firm Valuation”, Doctoral Colloquium at the 38th Conference of the European Marketing Academy (EMAC), Nantes, France. Schulze, Christian / Skiera, Bernd / Wiesel, Thorsten (2009): “Customer-Based Firm Valuation”, in: Proceedings of the Campus for Finance Research Conference 2009, Vallendar, Germany (awarded “Best Paper”, 2nd runner up) 6 Awards and Scholarships 2015 Finalist for MSI/H. Paul Root Award by the American Marketing Association (AMA) for the article “Not all Fun and Games: Viral Marketing for Utilitarian Products” 2014 Teaching Award (1st runner up) by the Frankfurt School of Finance & Management, based on excellent student evaluations 2013 1st runner up for MSI/H. Paul Root Award by the American Marketing Association (AMA) for the article “Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation” 2013 Finalist for Harold H. Maynard Award by the American Marketing Association (AMA) for the article “Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation” 2013 Finance research award (1st runner up) by the German Stock Institute (Deutsches Aktieninstitut, DAI) for dissertation “Customer Acquisition and Value Management” 2013 Teaching Award (1st runner up) by the Frankfurt School of Finance & Management, based on excellent student evaluations 2012 Erich Gutenberg Young Researcher Award 2012 by the Erich-GutenbergArbeitsgemeinschaft Köln e.V. 2012 Alfred Gerardi Commemoration Award by the German Direct Marketing Association (Deutscher Dialogmarketing Verband e.V., DDV) for best Marketing dissertation 2012 BÜROPA Young Researcher Award 2012 by BÜROPA Foundation for dissertation “Customer Acquisition and Value Management” 2012 Teaching Award (1st runner up) by the Frankfurt School of Finance & Management, based on excellent student evaluations 2011 American Marketing Association (AMA) / Sheth Foundation Doctoral Consortium Fellow 2009 Campus for Finance Conference, “Best Paper Award” (2nd runner up) for “Customer-Based Firm Valuation” with Bernd Skiera and Thorsten Wiesel 7 2005 Award “Marketing Pyramid” from Marketing Club Braunschweig for Master thesis 1999 - 2005 Fellow of the German National Merit Foundation (“Studienstiftung des deutschen Volkes”) 2003 - 2004 Fulbright Fellow 2003 TU Braunschweig President’s Award of Excellence, awarded annually to institute’s best student Press coverage (selection) TV • ARD (01/10/2014): “Tagesthemen: Zalando IPO” • SAT1 (19/12/2013): “Frühstücksfernsehen: Rückschick-Wahn” • HR (16/12/2013): “Hessenschau: Wieder Streik bei Amazon” • ZDF (21/10/2013): “WISO-Duell: Amazon gegen Otto” • ARD (05/05/2012): “Rategeber Geld - Facebook-Börsengang: Lohnt sich der Kauf von Internet-Aktien?” Radio • Deutschlandfunk (30/01/2015): “Internetriesen” • SWR (14/08/2014): “Unternehmenswährungen” • ARD-Börsenstudio Radio (15/11/2013): “Was vom Twitter-Hype übrig blieb” • Deutschlandradio Kultur (15/05/2013): “Expansion bis zum Umfallen – die Unternehmensstrategie von Amazon und Co.” • NDR Info (23/05/2012): “Facebook-Aktie: Ernüchterung statt Euphorie” • Deutschlandfunk (18/05/2012): “Börsenspektakel um Facebook” • Deutschlandfunk (18/05/2012): “Facebook ist sicherlich alles andere als eine sichere Investition” • Deutschlandfunk (17/05/2012): “Aus dem Netz an die Börse” 8 Magazines • Sonnemann (16/07/2014): “Lasst uns in Ruhe!” • Marketing Insights (USA, 02/05/2014): “Vying for Viral” • The Economist (International, 21/12/2013): “Return to Santa” Newspapers • Frankfurter Allgemeine Zeitung (01/06/2014): “Versuchsobjekt Rücksendekosten” • Frankfurter Rundschau & Berliner Zeitung (10/05/2014): “Zalando sieht rot” • Frankfurter Rundschau & Berliner Zeitung (15/02/2014): “Der Börse entgegen” • Frankfurter Rundschau & Berliner Zeitung (03/02/2014): “Zurück an den Absender: Künftig können Online-Händler ihre Kunden an den Rücksendekosten beteiligen” • People’s Daily (China, 13/12/2013): “虚拟银行,存钱新体验” • Frankfurter Allgemeine Zeitung (28/10/2013): “Haarscharf am Verbraucher vorbei entwickelt: Blackberry und Nokia scheiterten an Managementfehlern” • Jyllands-Postens (Dänemark, 26/06/2013): “Netgigant lægger Europa for sine fødder” Online • Der Bank Blog (16/07/2014): “Lasst uns in Ruhe!” • heute.de (13/06/2014): “EU-Richtlinie Onlineshopping: Neue Regeln gegen den Retouren-Rausch” • Yahoo News (USA, 22/01/2014): “Why copying successful social media strategies does not work” • PaulWallbank.com (USA, 28/12/2013): “Managing customer returns in ecommerce” • heute.de (28/12/2013): “Online Shoppen: Zurückschicken kostet bald” • WDR.de (28/12/2013): “E-Commerce-Trends 2014: Mittel gegen die ShoppingBulimie” • Express.be (Belgien, 28/12/2013): “ 1% van alle klanten roomt de helft van de winst van online retailers af” • operationsroom.wordpress.com (USA, 23/12/2013): “Managing customer returns in e-commerce” 9 • Handelsblatt.de (18/12/2013): “Warum Zalando noch nicht reif für die Börse ist” • WirtschaftsWoche Online (12/12/2013): “Online-Handel: Experte empfiehlt Sanktionen gegen Retouren-Sünder” • Manager Magazin Online (30/08/2013): “Börsenhype um Facebook: Die 100Milliarden-Dollar-Wette” • Bloomberg (USA, 13/08/2013): “Billionaire Holch Povlsen Adds Zalando to Fashion Portfolio” • Businessweek.com (USA, 28/06/2013): “Zalando Tech Team Plans for Boom as Banks Said to Pitch IPO” • Manager Magazin Online (22/05/2012): “Die Mär von Mr. Zockerberg”
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