Prof. Dr. Ingmar Geiger. Schriftenverzeichnis (Stand: 18. Juni 2015) Referierte Zeitschriftenbeiträge

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1 Prof. Dr. Ingmar Geiger Schriftenverzeichnis (Stand: 18. Juni 2015) Referierte Zeitschriftenbeiträge 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 , DOI: /j.indmarman Parlamis, Jennifer; Geiger, Ingmar (2015): Mind the Medium: A Qualitative Analysis of Negotiation, in: Group Decision & Negotiation, Vol. 24, No. 2, pp , DOI: /s 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 , DOI: /s 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 , DOI: /s Geiger, Ingmar; Parlamis, Jennifer (2014): Is there more to negotiation than ? The role of affinity, in: Computers in Human Behavior, Vol. 32, No. 1, pp , DOI: /j.chb Geiger, Ingmar (2013): Greife ich zum Hörer, schreibe ich eine oder sollte ich mich besser treffen? Die Rolle des Kommunikationsmediums in Verhandlungen, in: Das In-Mind Magazin, 2/ 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 , DOI: /j.indmarman 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: / Monographie Geiger, Ingmar: Industrieller Verhandlungen Empirische Untersuchung von Verhandlungsmacht und -interaktion in Einzeltransaktion und Geschäftsbeziehung, Wiesbaden 2007 Herausgeberwerke Kleinaltenkamp, Michael; Plinke, Wulff; Wilkinson, Ian; Geiger, Ingmar (Eds.): Fundamentals of Business-to-Business Marketing Mastering Business Markets, Heidelberg Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Eds.): Business Relationship Management and Marketing Mastering Business Markets, Heidelberg 2015.

2 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, 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 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 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 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 Geiger, Ingmar: Verhandlungsmanagement, in: Kleinaltenkamp, Michael; Plinke, Wulff; Geiger, Ingmar (Hrsg.): Auftrags- und Projektmanagement Mastering Business Markets, 2. vollst. überarb. Aufl., Wiesbaden 2013, S 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 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 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 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 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 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

3 Referierte Konferenzbeiträge Großmann, Tobias; Kleinaltenkamp, Michael; Geiger, Ingmar: Exploring Fairness in Business-to- Business Negotiation and Contract Implementation, IACM 2015 Clearwater Beach Conference Laubert, Christoph; Geiger, Ingmar: Understanding and Managing Issue Complexity in Businessto-Business Negotiations: An Exploratory Field Study, IACM 2015 Clearwater Beach Conference 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 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 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 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 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 13 th EURAM conference, Istanbul Bode, Christian; Geiger, Ingmar: How do market research departments influence the use of market research information?, in: Proceedings of the 42nd EMAC conference, Istanbul 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 Geiger, Ingmar: Issue Management and Agenda Setting in Business-to-Business Sales Negotiations, in: Proceedings of the 42nd EMAC conference, Istanbul Schönhoff, Alejandro; Geiger, Ingmar; Kleinaltenkamp, Michael: Does multi-stage marketing pay?, in: Proceedings of the 42nd EMAC conference, Istanbul 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: Parlamis, Jennifer; Geiger, Ingmar: Success in negotiations a phase analysis, IACM 2012 Stellenbosch Conference Rouhi, Kaveh; Geiger, Ingmar: Marketing efficiency and the CPV-CLV framework, in: Proceedings of the 41st EMAC conference, Lisbon Geiger, Ingmar; Parlamis, Jennifer: Is There More to Negotiation than ? Exploring Facets of Affinity, IACM 2011 Istanbul Conference Paper, available at SSRN: 3

4 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 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 , Tampere/Finnland Geiger, Ingmar: Negotiator Satisfaction in Face-to-Face and Electronically Mediated Negotiations, IACM 2010 Boston Conference Paper, available at SSRN: 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 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 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 Nicht referierte Konferenzbeiträge Grossmann, Tobias; Kleinaltenkamp, Michael; Geiger, Ingmar: The Effects of Fairness on Industrial Buyer-Seller Negotiations and Contract Implementation, 4 th 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, 4 th Conference on Enhancing Salesforce Productivity, Münster 2013 Wilken, Robert; Geiger, Ingmar; Backhaus, Klaus: Do Relationships Protect from Weak Alternatives in Business Negotiations?, 4 th 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

5 Rouhi, Kaveh; Geiger, Ingmar: Customer Value and Marketing Efficiency, Tagung Handelsforschung, Berlin Geiger, Ingmar; Kleinaltenkamp, Michael; Lee, Yeonhee; Saab, Samy: Commitment in Industrial Buyer-seller relationships, ISBM Academic Conference, Boston