Man holding magazines

Publications from the BTM center and its network

Research that generates insights and value
Have a look at our most recent publications and ongoing research.

Academic articles (published)

  • What Does it Take to Successfully Implement a Hybrid Offering Strategy?

    A Contingency Perspective.

    Journal of Service Management Research 4(2-3): 100-120.

    Dannenbaum, J., Edinger-Schons, L. M., Rese, M., Plötner, O., and Wieseke, J. (2020).

  • Mastering the Digital Transformation of Sales

    California Management Review, 62 (4), 57-85.

    Guenzi, P. and Habel, J. (2020).

  • Industrial Buying during the Coronavirus Pandemic

     A cross-cultural study.

    Industrial Marketing Management, 88 (July), 195-205.

    Habel, J., Jarotschkin, V., Schmitz, B., Eggert, A., and Plötner, O. (2020).

  • Understanding the Impact of Relationship Disruptions

    Journal of Marketing, 84 (1), 66-87.

    Schmitz, C., Friess, M., Alavi, S., and Habel, J. (2020).

  • Price Negotiating for Services

    Elucidating the Ambivalent Effects on Customers’ Negotiation Aspirations.

    Journal of the Academy of Marketing Science, 48 (2), 165-185.

    Alavi, S., Habel, J., Schwenke, M., and Schmitz, C. (2020).

     

     

  • When Do Customers Perceive Customer Centricity?

    The role of a firm’s and salespeople’s customer orientation.

    Journal of Personal Selling & Sales Management, 40 (1), 25-42.

    Habel, J., Kassemeier, R., Alavi, S., Haaf, P., Schmitz, C., and Wieseke, J. (2020).

  • What Does Adaptive Selling Mean to Salespeople?

    An exploratory analysis of practitioners’ responses to generic adaptive selling scales.

    Journal of Personal Selling & Sales Management, 39 (3), 254-263.

    Alavi, S., Habel, J., and Linsenmayer, K. (2019).

    Winner of the 2020 Marvin Jolson Award for the best contribution to selling and sales management practice, Journal of Personal Selling & Sales Management.

  • Sales Profession and Professionals in the Age of Digitization and Artificial Intelligence Technologies

    Concepts, priorities, and questions.

    Journal of Personal Selling & Sales Management, 39 (1), 2-22.

    Singh, J., Flaherty, K., Sohi, R., Deeter-Schmelz, D., Habel, J., Le Meunier-FitzHugh, K., Malshe, A., Mullins, R., and Onyemah, V. (2019).

    Winner of a 2020 James M. Comer Honorable Mention Award for the best contribution to selling and sales management theory, Journal of Personal Selling & Sales Management.

  • When Do Family Firms Consider Issuing External Equity?

    Understanding the contingent role of families’ need for control.

    Journal of Family Business Management, 9 (3), 271-296.

    Kupp, M., Schmitz, B., and Habel, J. (2019).

  • Exerting Pressure or Leveraging Power?

    The Extended Chain of CSR Enforcement in B2B Supply Chains.

    Journal of Public Policy & Marketing, 36 (2), 331-347.

    Müller, U., Habel, J., and Stierl, M. (2017).

  • The Development of Consulting in Goods-based Companies

    Industrial Marketing Management 37 (3): 329–338.

    Plötner, O. (2008).

     

  • ESCRA

    Journal of Business and Industrial Marketing 21 (3): 189–194.

    Plötner, O. (2006).

  • From Relationships to Partnerships: New Forms of Cooperation between Buyer and Seller

    Industrial Marketing Management 35 (1): 4–9.

    Plötner, O., and Ehret, M. (2006).

  • NEGBI: Introducing New Systems in the Telecom Market

    Journal of Business and Industrial Marketing 19 (5): 344–350.

    Plötner, Olaf (2004).

     

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Conference presentations (presenter highlighted in bold)

  • When Does Reducing Sales Force Incentives Help or Harm?

    Understanding the trade-off between quantity and quality of salespeople’s performance.

    AMA Winter Academic Conference, American Marketing Association, San Diego.

    Krämer, M., Alavi, S., Habel, J., and Ahearne, M. (2020).

  • The Digital Transformation of Sales

    JAMS Thought Leaders’ Conference on Innovating in the Digital Economy, Milano.

    Guenzi, P., and Habel, J. (2019).

  • Selling Digital Offerings in Industrial Markets

    Why do sales reps not live up to expectations?

    JAMS Thought Leaders’ Conference on Innovating in the Digital Economy, Milano.

    Jarotschkin, V., Schmitz, B., Plötner, O., Habel, J., and Eggert, A. (2019).

  • Variable Compensation and Salespeople’s Health

    Thought Leadership on the Sales Profession Conference, Palo Alto.

    Habel, J., Alavi, S., and Linsenmayer, K. (2019).

  • Goods versus Services in Price Negotiations

    An Examination of Customers’ Psychological and Behavioral Responses.

    AMA Winter Academic Conference, American Marketing Association, Austin.

    Schwenke, M., Habel, J., Alavi, S., and Schmitz, C. (2019).

     

  • The Role of Salespeople’s Customer Orientation in Price Negotiations

    AMA Winter Academic Conference, American Marketing Association, Austin; EMAC 2019, Hamburg.

    Kassemeier, R., Alavi, S., Habel, J., and Schmitz, C. (2019).

  • The Role of Salespeople’s Customer Orientation in Business-to-Business Price Negotiations

    ISBM Academic Conference, Boston.

    Kassemeier, R., Alavi, S., Habel, J., and Wieseke, J. (2018).

  • Tough Love for the Customer

    Understanding the Ambivalent Effects of Need-Driven versus Need-Driving Customer Orientation in Personal Selling.

    EMAC 2018, Glasgow.

    Alavi, S., Habel, J., and Richer, B. (2018).

    AMA Winter Academic Conference, American Marketing Association, New Orleans.

    Richer, B.,  Alavi, S., Habel, J., and Wieseke, J. (2018).

  • Is There a Good Side of Divorce?

    The Effect of Customer Relationship Disruptions on New Business Development,” AMA Winter Academic Conference, American Marketing Association, New Orleans.

    Friess, M., Schmitz, C., Alavi, S., Habel, J., and Wieseke, J. (2018).

  • Qualifying Leads Using Sales Analytics

    Thought Leadership on the Sales Profession Conference, Paris.

    Habel, J. (2017).

  • The Role of Sales in Hybrid Offerings

    EMAC 2016, Oslo.

    Wieseke, J., Alavi, S., Habel, J., Schmitz, C., and Brüggemann, F. (2016).

  • The Ambivalent Role of Variable Compensation in Industrial Servitization

    EMAC 2016, Oslo.

    Wieseke, J., Alavi, S., Habel, J., Schmitz, C., and Brüggemann, F. (2016).

  • "No Emperor Has the Power to Dictate to the Heart"

    Increasing a Supplier’s CSR Engagement in B2B Supply Chains Without Exerting Explicit Pressure and Force.

    Society for Business Ethics Meeting 2015, Vancouver.

    Habel, J., Müller, U., and Stierl, M. (2015).

    EBEN Annual Conference, European Business Ethics Network, Istanbul.

    Habel, J., Müller, U., and Stierl, M. (2015).

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Books

  • Solid growth. Strategies of industrial champions in global markets

    Singapore: World Scientific

    Olaf Plötner, Bianca Schmitz, Johannes Habel (2023)

  • Counter Strategies im globalen Wettbewerb

    Berlin: Springer Gabler.

    Plötner, O. (2012).

  • Counter Strategies in Global Markets

    Basingstoke: Palgrave Macmillan.

    Plötner, O. (2011).

  • 应用成本效益分析-理论、方法 和习题 [Counter Strategies in Global Markets]

    Shanghai: Shanghai University of Finance and Economics Press.

    Plötner, O., Sieben, B. Kummer, T.-F., Wang, X., and Shi, W. (2011).

  • Kosten- und Erlösrechnung

    2 ed. Berlin: Springer.

    Plötner, O., Sieben, B., and Kummer, T.-F. (2010).

  • Bringing Technology to Market: Trends, Cases, Solutions

    Weinheim: Wiley-VCH.

    Plötner, O. and Spekman, R. (Eds.) (2007).

  • Das Vertrauen des Kunden: Relevanz, Aufbau und Steuerung auf industriellen Märkten

    Wiesbaden: Gabler.

    Plötner, O. (Ed.) (1995).

Managerial articles

  • The Current Rrontier in Industrial Manufacturing: Bringing Software Systems to Market

    The European Business Review, January-February, 26-29.

    Schmitz, B., Ploetner, O., Jarotschkin, V., and Habel, J. (2020).

    Read the publication

     

  • Six Ways AI is Taking Over Sales

    Core Insights.

    Habel, J. (2019).

    Read the publication

  • Hidden Champions: Champions of the Digital Transformation?

    HCI Report.

    Freimark, A. J., Habel, J., Hülsbömer, S., Schmitz, B., and Teichmann, M. (2018).

    Download the publication

  • The Big Misunderstandings with Digital Talent

    Global Network Perspectives, 08/07/2018.

    Read the article

  • Digitale Transformation durch digitale Talente – das große Missverständnis

    Stiftung Familienunternehmen

    Habel, J. and Schmitz, B. (2018).

    Download the article

  • We Can't Always Be "Smart"

    ESMT Update, December, 9.

    Habel, J. (2017).

  • From Products to Solutions: Mastering Sales Force Incentives

    The European Business Review, September-October, 33-35.

    Habel, J. and Ploetner, O. (2017).

    Read the article

  • Fehler im System [Error in the system]

    Harvard Business Manager 10: 82–86.

    Hagen, J., and Plötner, O. (2014).

    Read the article

     

  • Differentiating Market Offerings Using Complexity and Co-Creation

    Implications for customer decision-making uncertainty.

    European Business Review 25 (1): 65–85.

    Plötner, O., Lakotta, J., and Jacob, F. (2013).

  • A Framework for Monitoring Relational Quality in B2B Technology Partnerships

    Business Management Review 1 (1): 34–43.

    Bidault, F., Lüth, M., and Plötner, O. (2011).

     

  • High-tech for Low-frills Markets

    New challenges for German high tech companies.

    Innovative Marketing 6 (2): 77–81.

    Plötner, O. and Kupp, M. (2010).

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Teaching case studies

Non-peer reviewed journal articles

  • Differentiating Market Offerings Using Complexity and Co-creation

    Implications for customer decision-making uncertainty.

    ESCP Europe Working Paper No. 53.

    Plötner, O., Lakotta, J., and Jacob, F. (2010).

  • A Framework for Monitoring Relational Quality in B2B Technology Partnerships

    ESMT Working Paper, ESMT No. 09–008.

    Bidault, F., Lüth, M., and Plötner, O. (2009).

     

  • Competence Commercialization von Industrieunternehmen

    Phänomen, Einordnung und Forschungsfragen.

    ESCP Working Paper, ESCP–EAP Nr. 17.

    Plötner, O., Jacob, F., and Zedler, C. (2006).

Other