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).
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).
California Management Review, 62 (4), 57-85.
Guenzi, P. and Habel, J. (2020).
A cross-cultural study.
Industrial Marketing Management, 88 (July), 195-205.
Habel, J., Jarotschkin, V., Schmitz, B., Eggert, A., and Plötner, O. (2020).
Journal of Marketing, 84 (1), 66-87.
Schmitz, C., Friess, M., Alavi, S., and Habel, J. (2020).
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).
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).
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.
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.
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).
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).
Journal of Business and Industrial Marketing 21 (3): 189–194.
Plötner, O. (2006).
Industrial Marketing Management 35 (1): 4–9.
Plötner, O., and Ehret, M. (2006).
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).
JAMS Thought Leaders’ Conference on Innovating in the Digital Economy, Milano.
Guenzi, P., and Habel, J. (2019).
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).
Thought Leadership on the Sales Profession Conference, Palo Alto.
Habel, J., Alavi, S., and Linsenmayer, K. (2019).
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).
AMA Winter Academic Conference, American Marketing Association, Austin; EMAC 2019, Hamburg.
Kassemeier, R., Alavi, S., Habel, J., and Schmitz, C. (2019).
ISBM Academic Conference, Boston.
Kassemeier, R., Alavi, S., Habel, J., and Wieseke, J. (2018).
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).
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).
Thought Leadership on the Sales Profession Conference, Paris.
Habel, J. (2017).
EMAC 2016, Oslo.
Wieseke, J., Alavi, S., Habel, J., Schmitz, C., and Brüggemann, F. (2016).
EMAC 2016, Oslo.
Wieseke, J., Alavi, S., Habel, J., Schmitz, C., and Brüggemann, F. (2016).
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).
Berlin: Springer Gabler.
Plötner, O. (2012).
Basingstoke: Palgrave Macmillan.
Plötner, O. (2011).
Shanghai: Shanghai University of Finance and Economics Press.
Plötner, O., Sieben, B. Kummer, T.-F., Wang, X., and Shi, W. (2011).
2 ed. Berlin: Springer.
Plötner, O., Sieben, B., and Kummer, T.-F. (2010).
Weinheim: Wiley-VCH.
Plötner, O. and Spekman, R. (Eds.) (2007).
Wiesbaden: Gabler.
Plötner, O. (Ed.) (1995).
The European Business Review, January-February, 26-29.
Schmitz, B., Ploetner, O., Jarotschkin, V., and Habel, J. (2020).
HCI Report.
Freimark, A. J., Habel, J., Hülsbömer, S., Schmitz, B., and Teichmann, M. (2018).
Global Network Perspectives, 08/07/2018.
ESMT Update, December, 9.
Habel, J. (2017).
The European Business Review, September-October, 33-35.
Habel, J. and Ploetner, O. (2017).
Implications for customer decision-making uncertainty.
European Business Review 25 (1): 65–85.
Plötner, O., Lakotta, J., and Jacob, F. (2013).
New challenges for German high tech companies.
Innovative Marketing 6 (2): 77–81.
Plötner, O. and Kupp, M. (2010).
Müller, U. and Habel, J. (2015).
Plötner, O. and Gögdün, B. (2016).
Plötner, O., Utzig, P., Wang, X., and Zhang, Q. (2014).
ESMT Case Study. This case was withdrawn and is no longer available!
Plötner, O., and Pandit, S. (2014).
Kupp, M., Plötner, O., Liesener, C. (2011).
Darden School of Business Case Study.
Spekman, R., Plötner, O., and Gögdün, B. (2011).
ESMT Case Study.
Plötner, O. (2009).
ESMT publication.
Plötner, O., Habel, J., and Schmitz, B. (2020).
ESMT publication.
Plötner, O., Habel, J., and Schmitz, B. (2020).
ESMT publication.
Plötner, O., Habel, J., and Schmitz, B. (2020).
ESMT publication.
Plötner, O., Habel, J., and Schmitz, B. (2020).
Plötner, Olaf (2016).
Implications for customer decision-making uncertainty.
ESCP Europe Working Paper No. 53.
Plötner, O., Lakotta, J., and Jacob, F. (2010).
Phänomen, Einordnung und Forschungsfragen.
ESCP Working Paper, ESCP–EAP Nr. 17.
Plötner, O., Jacob, F., and Zedler, C. (2006).
Schmitz, B. (2020).