Publications



The publications are divided into the following categories:

The publication database of the department can be found here.


Articles in Journals

 

 

 

2024

Ahmadi, Iman / Abou Nabout, Nadia / Skiera, Bernd / Maleki, Elham / Fladenhofer, Johannes (2024), “Overwhelming Targeting Options: Selecting Audience Segments for Online Advertising”, International Journal of Research in Marketing, forthcoming

 

2023

Tamaddoni, Ali / Seenivasan, Satheesh / Pallant, Jason / Skiera, Bernd (2023), “Investigating the Effect of Status Changes in Review Platforms”, International Journal of Research in Marketing, 40 (1), 189-209, https://doi.org/10.1016/j.ijresmar.2022.07.001

Matthe, Maximillian / Ringel, Daniel / Skiera, Bernd (2023), “Mapping Market Structure Evolution”, Marketing Science, 42 (3), 589–613, https://doi.org/10.1287/mksc.2022.1385

 

2022

Yan, Shunyao / Miller, Klaus / Skiera, Bernd (2022), “How Does the Adoption of Ad Blockers Impact News Consumption”, Journal of Marketing Research, 59 (5), 1002-1018, https://doi.org/10.1177/00222437221076160

Skiera, Bernd / Yan, Shunyao / Daxenberger, Johannes / Dombois, Marcus / Gurevych, Iryna (2022), “Information-Seeking Argument Mining: A Step Towards Identifying Reasons in Textual Analysis to Improve Services”, Journal of Service Research, 25 (4), 537-548, https://doi.org/10.1177/10946705221110845

Jin, Yuxi / Skiera, Bernd (2022), “How do Privacy Laws Impact the Value for Actors in the Online Advertising Market? A comparison of the EU, US, and China”, Journal of Creating Value, Special Issue “Defining and Measuring Value”, 8 (2), 306-327, https://doi.org/10.1177/23949643221117676

 

2021

El Kihal, Siham / Nurullayev, Namig / Schulze, Christian / Skiera, Bernd (2020), ”A Comparison of Product Return Rate Calculation Methods: Evidence from 16 Retailers”, Journal of Retailing, 97(4), 676-696, https://doi.org/10.1016/j.jretai.2021.04.001

Han, Simeng / Reinartz, Werner / Skiera, Bernd (2021), ”Capturing Retailers’ Brand and Customer Focus”, Journal of Retailing, 97(4), 582-596, https://doi.org/10.1016/j.jretai.2021.01.001

Wieringa,Jaap P. / Kannan, P.K. / Ma, Xiao / Reutterer, Thomas / Risselada, Hans / Skiera, Bernd (2021), ”Data Analytics in a Privacy Concerned World", Journal of Business Research, Vol. 122 (January), 915-925, https://doi.org/10.1016/j.jbusres.2019.05.005

 

2020

Moozhipurath, Rahul Kalippurayil / Kraft, Lenart / Skiera, Bernd (2020), “Evidence of Protective Role of Ultraviolet-B (UVB) Radiation in Reducing COVID-19 Deaths”, Scientific Reports, 10:17705, https://doi.org/10.1038/s41598-020-74825-z

Spann, Martin / Skiera, Bernd (2020), ”Dynamische Preisgestaltung in der digitalisierten Welt”, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 72, 321-342 [Link zum Beitrag]

Bayer, Emanuel / Srinivasan, Shuba / Riedl, Eddie / Skiera, Bernd (2020), "The Impact of Online Display Advertising and Paid Search Advertising Relative to Offline Advertising on Firm Performance and Value", International Journal of Research in Marketing, Vol. 37, Issue 4, 789-804, https://doi.org/10.1016/j.ijresmar.2020.02.002

Hinz, Oliver / Otter, Thomas / Skiera, Bernd (2020), "Measuring Network Effects in Two-Sided Markets", Journal of Management Information Systems, Vol. 37, Issue 1, 12–38, https://doi.org/10.1080/07421222.2019.1705509

https://www.tandfonline.com/eprint/UPMJBXQVBWEPJRFAT2T9/full?target=10.1080%2F07421222.2019.1705509&

Skiera, Bernd / Schlereth, Christian / Oetzel, Sebastian (2020), "Minimum Increments and Billing Increments in Tariffs: The Tiny, Little Numbers that Really Matter", Journal of Service Research,Vol. 23, Issue 3, 321-336, https://doi.org/10.1177/1094670519895581

Blaseg, Daniel / Schulze, Christian / Skiera, Bernd (2020), ”Consumer Protection on Kickstarter”, Marketing Science, Vol. 39, Issue 1, 211-233, doi.org/10.1287/mksc.2019.1203

 

2019

Brünner, Tobias / Reiner, Jochen / Natter, Martin / Skiera, Bernd (2019), "Prospect Theory in Dynamic Games: Theory and Evidence from Online Pay-per-Bid Auctions", Journal of Economic Behavior and Organization, Vol. 164, 215-234 [Link to Article]

 

2018

Schlereth, Christian / Skiera,  Bernd / Schulz, Fabian (2018), "Why do Consumers Prefer Static instead of Dynamic Pricing Plans? An Empirical Study for a better Understanding of the Low Preferences for Time-Variant Pricing Plans", European Journal of Operational Research, Vol. 269, Issue 3, 1165-1179

Van den Bulte, Christophe / Bayer, Emanuel / Skiera,  Bernd / Schmitt, Philipp (2018), "How Customer Referral Programs Turn Social Capital into Economic Capital", Journal of Marketing Research, Vol. 55, Issue 1, 132-146 [Harvard Business Review] [Link to Article]

Reiner, Jochen / Skiera, Bernd (2018), "Helping Merchants to Assess the Profitability of Deal-of-the-Day Promotions", Interfaces, 48(3), 247-259 [Link tp Article]

Spann, Martin / Zeithammer, Robert / Bertini, Marco / Haruvy, Ernan / Jap, Sandy D. / Koenigsberg, Oded / Mak, Vincent / Popkowski Leszczyc, Peter / Skiera, Bernd / Thomas, Manoj (2018), ”Beyond Posted Prices: The Past, Present, and Future of Participative Pricing Mechanisms”, Customer Needs and Solutions, Vol. 5, Issue 1-2, 121-136 [Link to Article]

 

2017

Ahmadi, Iman / Skiera, Bernd / Lambrecht, Anja / Heubrandner, Florian (2017), "Time Preferences and the Pricing of Complementary Durables and Consumables", International Journal of Research in Marketing, Vol. 34, Issue 3, 813–828 [Link to Article]

Skiera, Bernd / Bayer, Emanuel / Schöler, Lisa (2017), "What Should Be the Dependent Variable in Marketing-Related Event Studies?", International Journal of Research in Marketing, Vol. 34, Issue 3, 641-659 [Link to Article]

Bayer, Emanuel / Tuli, Kapil / Skiera, Bernd (2017), "Do Disclosures of Customer Metrics Lower Investors’ and Analysts’ Uncertainty, But Hurt Firm Performance?", Journal of Marketing Research, 54 (2), 239-259 [Link to Article]

Schlereth, Christian / Skiera (2017), "Two New Features in Discrete Choice Experiments to Improve Willingness to Pay Estimation that Result in New Methods: Separated (Adaptive) Dual Response", Management Science, Vol. 63, Issue 3, 829-842 [Link to Article] [Download Presentation]

 

2016

Ringel, Daniel / Skiera, Bernd (2016), "Visualizing Asymmetric Competition among More than 1,000 Products Using Big Search Data", Marketing Science, Special Issue on "Big Data: Integrating Marketing, Statistics, and Computer Science", Vol. 35, Issue 3, 511-534 [Link to Article] [Supplement to Article]

Skiera, Bernd (2016), ”Data, Data and even more Data: Harvesting Insights from the Data Jungle”, Marketing Intelligence Review, Vol. 6, Issue 2, 10-17; [Link to Article]

 

2015

Schulz, Fabian / Schlereth, Christian / Skiera, Bernd / Mazar, Nina (2015), "Advance Payment Systems: Paying Too Much Today and Being Satisfied Tomorrow", International Journal of Research in Marketing, Vol. 32, Issue 3, 238-250 [Link to Article] [Download Presentation]

Eisenbeiß, Maik / Wilken, Robert / Skiera, Bernd / Cornelissen, Markus (2015), "Understanding and Investigating the Effectiveness of Deal-of-the-Day Promotions", International Journal of Research in Marketing, Vol. 32, Issue 4, 387-397; [Link to Article]

Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2015), "Customizing Social Media Media Marketing", Sloan Management Review, Vol. 56, Issue 2, 8-10 [Link to Article]

Skiera, Bernd / Hinz, Oliver / Spann, Martin (2015), "Social Media and Academic Performance: Does Facebook Activity Relate to Good Grades?", Schmalenbach Business Review, Vol. 67, Issue 1, 54-72; [Link to Article] [Download Presentation]

 

2014

Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2014), "Not All Fun and Games: Viral Marketing for Utilitarian Products", Journal of Marketing, Vol. 78, Issue 1, 1-19 (finalist for the MSI/H. Paul Root Award of the Marketing Science Institute and the American Marketing Association) [Link to Article]

About  Nabout,  Nadia  /  Lilienthal,  Markus  /  Skiera,  Bernd  (2014),  "Empirical Generalizations in Search Engine Advertising", Journal of Retailing, Vol. 90, Issue 2, 206–216 [Video - low resolution]  [Video - high resolution] [Link to Article]

Kim, Ju-Young / Brünner, Tobias / Skiera, Bernd / Natter, Martin (2014), "A Comparison of Different Pay-per-Bid Auction Formats", International Journal of Research in Marketing, Vol. 31, Issue 4, 368-379 [Link to Article]

Reiner, Jochen / Natter, Martin / Skiera, Bernd (2014), "The Impact of Buy-Now Features in Pay-Per-Bid Auctions", Journal of Management Information Systems, Vol. 31, Issue 2, 77-104 [Link to Article]

Wilken, Robert / Dost, Florian / Eisenbeiß, Maik / Skiera, Bernd (2014), "On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges", Journal of Retailing, Journal of Retailing, Vol. 90, Issue 3, 393–407 [Link to Article]

Schöler, Lisa / Skiera, Bernd / Tellis, Gerald (2014), "Stock Market Returns to Financial Innovations Before and During the Financial Crisis in the United States and Europe", Journal of Product Innovation Management, Vol. 31, Issue 5, 973-986 [Link to Article (SSRN)]

Schlereth, Christian / Eckert, Christine / Schaaf, René / Skiera, Bernd (2014), "A Comparison of Six Self-Explicated Approaches", European Journal of Operational Research, Vol. 238, Issue 1, 185-198 [Link to Article]

Schaaf, Rene / Skiera, Bernd (2014), "The Effect of Time Preferences on the Profitability of Advance Selling", Customer Needs and Solutions, Vol. 1, Issue 2, 131-142 [Link to Article]

 

2013

Skiera, Bernd / About Nabout, Nadia (2013), "PROSAD: A Bidding Decision Support System for Profitable Search Engine Marketing", Marketing Science, Vol. 32, Issue 2, 213-220 (ebenfalls Finalist beim "The Gary L. Lilien ISMS-MSI Practice Prize") [Download Presentation]
[Video Presentation][Link to Article]

Schlereth, Christian / Barrot, Christian / Skiera, Bernd / Takac, Carsten (2013), ”Optimal Sampling Strategies in Social Networks: How Many and Whom to Target?”, International Journal of Electronic Commerce, Vol. 18, Issue 1, 45–72. [Link to Article]

Kumar, V. / Chattaraman, Veena / Neghina, Carmen / Skiera, Bernd / Aksoy, Lerzan / Buoye, Alexander / Henseler, Joerg (2013), "Data-Driven Services Marketing in a Connected World", Journal of Service Management, Vol. 24, Issue 3, 330-352 [Link to Article]

Gensler, Sonja / Leeflang, Peter S.H. / Skiera, Bernd (2013), "A Comparison of Methods to Separate Treatment from Self-Selection Effects in an Online Banking Setting", Journal of Business Research, Vol. 66, Issue 9, 1272–1278 [Link to Article]

Malthouse, Edward / Haenlein, Michael / Skiera, Bernd / Wege, Egbert / Zhang, Michael (2013), "Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House", Journal of Interactive Marketing, Vol. 27, Issue 4, 270-280 [Link to Article]

Slamka, Christian / Skiera, Bernd / Spann, Martin (2013), "Prediction Market Performance and Market Liquidity: A Comparison of Automated Market Makers", IEEE Transactions on Engineering Management, Vol. 60, Issue 1, 169-185 [Link to Article]

Schmitt, Philipp / Skiera, Bernd / Van den Bulte, Christoph (2013), “Do Referral Programs Increase Profits?”, Marketing Intelligence Review, Vol. 5, Issue 1, 8-11 [Link to Article]

 

2012

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 the 2012 MSI/H. Paul Root Award of the Marketing Science Institute and the American Marketing Association) [Executve Summary as PDF][Link to Article]

Slamka, Christian / Jank, Wolfgang / Skiera, Bernd (2012), "Second-Generation Prediction Markets for Information Aggregation: A Comparison of Payoff Mechanisms", Journal of Forecasting, Vol. 31, Issue 6, 469-489 [Link to Article]

Schlereth, Christian / Eckert, Christine / Skiera, Bernd (2012), "Using Discrete Choice Experiments to Estimate Willingness-to-Pay Intervals", Marketing Letters, Vol. 23, Issue 3, 761-776 [Link to Article]

About Nabout, Nadia / Skiera, Bernd (2012), "Return on Quality Improvements in Search Engine Marketing", Journal of Interactive Marketing, Vol. 26, Issue 3, 141–154 [Link to Article]

Gensler, Sonja / Leeflang, Peter S.H. / Skiera, Bernd (2012), "Impact of Online Channel Use on Customer Revenues and Costs to Serve: Considering Product Portfolios and Self-Selection", International Journal of Research in Marketing, Vol. 29, Issue 2, 192-201 [Link to Article]

Frischmann, Tanja / Hinz, Oliver / Skiera, Bernd (2012), "Retailers’ Use of Shipping Cost Strategies: Free Shipping or Partitioned Prices?", International Journal of Electronic Commerce, Vol. 16, Issue 3, 65-87 [Link to Article]

Abou Nabout, Nadia / Skiera, Bernd / Stepanchuk, Tanja / Gerstmeier, Eva (2012), "An Analysis of the Profitability of Fee-Based Compensation Plans for Search Engine Marketing", International Journal of Research of Marketing, Vol. 29, 68-80 (Winner of the 2012 Best Paper Award of the International Journal of Research in Marketing) [Link to Article (SSRN)]

Spann, Martin / Häubl, Gerald / Skiera, Bernd Bernhardt, Martin (2012), "Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing", Journal of Retailing, Vol. 88, Issue 1, 131-144 [Link to Article]

Gensler, Sonja / Hinz, Oliver / Skiera, Bernd / Theysohn, Sven (2012), "Willingness-to-Pay Estimation with Choice-Based Conjoint Analysis: Addressing Extreme Response Behavior with Individually Adapted Designs", European Journal of Operational Research, Vol. 219, 368-378
[Link to Article]

Soukhoroukova, Arina / Spann, Martin / Skiera, Bernd (2012), "Sourcing, Filtering, and Evaluating New Product Ideas: An Empirical Exploration of the Performance of Idea Markets", Journal of Product Innovation Management, Vol. 29, Issue 1, 100-112 [Link to Article]

Schlereth, Christian / Skiera, Bernd (2012), "Measurement of Consumer Preferences for Bucket Pricing Plans with Different Service Attributes", International Journal of Research in Marketing, Vol. 29, Issue 2, 167-180 [Link to Article (ScienceDirect)][Link to Article (SSRN)]

Berger, Sven / Skiera, Bernd (2012): "Elektronische Kreditmarktplätze: Funktionsweise, Gestaltung und Erkenntnisstand bei dieser Form des 'Peer-to-Peer Lending", Kredit und Kapital, 45. Jg., Heft 3, 289-311

 

2011

Skiera, Bernd / Bermes, Manuel / Horn, Lutz (2011), "Customer Equity Sustainability Ratio: A New Metric for Assessing a Firm’s Future Orientation", Journal of Marketing, Vol. 75 (May), 118-131 [Executive Summary as PDF][Download Presentation][Link to Article]

Schmitt, Philipp / Skiera, Bernd / Van den Bulte, Christophe (2011), "Referral Programs and Customer Value", Journal of Marketing, Vol. 75, Issue 1, 46-59 (winner of the MSI/H. Paul Root Award MSI/H. Paul Root Award of the Marketing Science Institute and the American Marketing Association) [Executive Summary as PDF][Link to Article]

Hinz, Oliver / Skiera, Bernd / Barrot, Christian / Becker, Jan (2011), "An Empirical Comparison of Seeding Strategies for Viral Marketing", Journal of Marketing, 75 (November), 55-71 (finalist of the Journal of Marketing’s 2011 MSI/H. Paul Root Award) [Download Presentation] [Link to Article]

Schlereth, Christian / Skiera, Bernd / Wolk, Agnieszka (2011), "Measuring Consumers’ Preferences for Metered Pricing of Services", Journal of Service Research, Vol. 14, Issue 4, 443-459
[Link to Article]

Hinz, Oliver / Eckert, Jochen / Skiera, Bernd (2011), "Drivers of the Long Tail Phenomenon: An Empirical Analysis", Journal of Management Information Systems, Vol. 27, Issue 4, 43-69 (zudem ausgewählt für "Virtual Issue: "Celebrating 30 Years of the Journal of Management Information Systems", insgesamt 12 Beiträge aus 30 Jahrgängen des Journal of Management Information Systems) [Link to Article]

Wiesel, Thorsten / Skiera, Bernd / Villanueva, Julian (2011), “Customer Lifetime and Customer Equity Models for External Using Company-Reported Summary Data”, Journal of Interactive Marketing, Vol. 25, Issue 1, 20-22 [Link to Article]

Schmitt, Philipp / Skiera, Bernd / Van den Bulte, Christophe (2011), "Why Customer Referrals Can Drive Stunning Profits", Harvard Business Review, June, 30 [Link to Article]

 

2010

Heubrandner, Florian / Skiera, Bernd (2010), "Time Preference and the Welfare Effects of Tie-in Sales", Economics Letters, Vol. 108, Issue 3, 314-317 [Link to Article]

Schlereth, Christian / Stepanchuk, Tanja / Skiera, Bernd (2010), "Optimization and Analysis of the Profitability of Tariff Structures with Two-Part Tariffs", European Journal of Operational Research, Vol. 206, Issue 3, 691-701 [Link to Article]

Hennig-Thurau, Thorsten / Malthouse, Ed / Friege, Christian / Gensler, Sonja / Lobschat, Lara / Rangaswamy, Arvind / Skiera, Bernd (2010), "The Impact of New Media on Customer Relationships: From Bowling to Pinball", Journal of Service Research, Vol. 13, Issue 3, 311-330 (Award Finalist for the "Best Article" in Journal of Service Research 2010) [Link to Article]

van Bruggen, Gerrit H. / Spann, Martin / Lilien, Gary L. / Skiera, Bernd (2010), "Prediction Markets as Institutional Forecasting Support Systems", Decision Support Systems, Vol. 49, 404-416
[Link to Article]

Barrott, Christian / Albers, Sönke / Skiera, Bernd / Schäfers, Björn (2010), "Vickrey vs. eBay: Why Second-price Sealed-bid Auctions Lead to More Realistic Price-Demand Functions", International Journal of Electronic Commerce, Vol. 14, No. 4, 7–38 [Link to Article]

Skiera, Bernd (2010), "Differences in the Ability of Structural and Reduced-Form Models to Improve Pricing Decisions", Zeitschrift Marketing – Journal of Research and Management, Vol. 6, Issue 1, 91-99 [Download Presentation][Article as PDF]

Skiera, Bernd / Eckert, Jochen / Hinz, Oliver (2010), "An Analysis of the Importance of the Long Tail in Search Engine Marketing", Electronic Commerce Research and Applications, Vol. 9, 488-494, auch ausgewählt für das "Tenth Anniversary Virtual Special Issue" der Zeitschrift Electronic Commerce Research and Applications [Link to Article]

Wiesel, Thorsten / Skiera, Bernd / Villanueva, Julian (2010), “My Customers are Better than Yours! On Customer Equity Reporting”, Marketing Intelligence Review, Vol.2, Issue 1, 43-53
[Article as PDF]

Wolk, Agnieszka / Skiera, Bernd (2010), "The Influence of Tariff-Specific Preferences on Tariff Choice and Usage", Business Research, Vol. 3, Issue 1, 70-80 [Link to Article (SSRN)]

Skiera, Bernd / Oetzel, Sebastian (2010), "Taktung von Tarifen für Dienstleistungen", Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, 62. Jg., Dezember, 860-882

 

2009

Pauwels, Koen / Ambler, Tim / Clark, Bruce / LaPointe, Pat / Reibstein, David / Skiera, Bernd / Wierenga, Berend / Wiesel, Thorsten (2009), "Dashboards & Marketing: Why, What, How and Which Research is Needed?", Journal of Service Research, Vol. 12, Issue 2, 175-189 [Link to Article]

Spann, Martin / Ernst, Holger / Skiera, Bernd / Soll, Jan Henrik (2009), "Identification of Lead Users for Consumer Products via Virtual Stock Markets", Journal of Product Innovation Management, Vol. 26, 322-335

Spann, Martin / Skiera, Bernd (2009), "Sports Forecasting: A Comparison of the Forecast Accuracy of Prediction Markets, Betting Odds and Tipsters", Journal of Forecasting, Vol. 28, Issue1, 55-72 [Linkto Article]

Lambrecht, Anja / Skiera, Bernd (2009), “Managing Your Customer’s Tariff Choice: What to Do When Your Customers Pay too Much”, Marketing Intelligence Review, Vol.1, Issue 1, 17-23
[Link to Article]

Wolk, Agnieszka / Skiera, Bernd (2009), "Antecedents and Consequences of the Online Channel Performance", Journal of Retailing and Consumer Services, Vol. 16, Issue 3, 163-173
[Link to Article]

Schlereth, Christian / Skiera, Bernd (2009), "Schätzung von Zahlungsbereitschaftsintervallen mit der Choice-Based Conjoint-Analyse", Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 61, 838-865 [Link to Article]

Eckert, Jochen / Hinz, Oliver / Skiera, Bernd (2009), “Long Tail”, Die Betriebswirtschaft, Vol. 69, 761-765
Spann, Martin / Ernst, Holger / Skiera, Bernd / Soll, Jan Henrik (2009), "Identification of Lead Users for Consumer Products via Virtual Stock Markets", Journal of Product Innovation Management, Vol. 26, 322-335 [Link to Article]

 

2008

Wiesel, Thorsten / Skiera, Bernd / Villanueva, Julian (2008), "Customer Equity – An Integral Part of Financial Reporting", Journal of Marketing, Vol. 72(March), 1-14 (finalist of the Journal of Marketing’s 2008 MSI/H. Paul Root Award) [Executive Summary as PDF][Link to Article]

Skiera, Bernd / Albers, Sönke (2008), "Prioritizing Salesforce Decision Areas for Productivity Improvements Using a Core Sales Response Function", Journal of Personal Selling and Sales Management, Vol. 28, Issue 2, 145-154 [Link to Article]

Pauwels, Koen / Ambler, Tim / Clark, Bruce / LaPointe, Pat / Reibstein, David / Skiera, Bernd / Wierenga, Berend / Wiesel, Thorsten (2008), "Dashboards & Marketing: Why, What, How and Which Research is Needed?", MSI Working Paper

 

2007

Lambrecht, A. / Seim, K. / Skiera, B. (2007), "Does Uncertainty Matter? Consumer Behavior under Three-Part Tariffs", Marketing Science, Vol. 26, 698-710 [Link to Article]

Skiera, Bernd / Gerstmeier, Eva / Stepanchuk, Tetyana (2008), "Suchmaschinenmarketing", Die Betriebswirtschaft, Vol. 68, S. 113-117

Gensler, Sonja / Skiera, Bernd / Böhm, Martin (2007), "Einfluss der Nutzung des Online-Bankings auf das Produktnutzungsverhalten und die Profitabilität von Bankkunden", Zeitschrift für Betriebswirtschaft, Vol. 77, 675-698. [Link to Article]

Gensler, Sonja / Dekimpe, Marnik G. / Skiera, Bernd (2007), "Evaluating Channel Performance in Multi-Channel Environments", Journal of Retailing and Consumer Services, Vol. 14, Issue 1 ,17-23 [Link to Article]

Wiesel, Thorsten / Skiera, Bernd (2007), "Unternehmensbewertung auf der Basis von Kundenlebenswerten", Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, 59, 706-731 [Link to Article]

Heiligenthal, Jeanette / Skiera, Bernd (2007), "Optimale Verteilung eines Budgets auf Aktivitäten zur Kundenakquisition, Kundenbindung und Add-on-Selling", Zeitschrift für Betriebswirtschaft, Vol. 77, Ergänzungsheft 3, 117-141 [Link to Article]

 

2006

Lambrecht, Anja / Skiera, Bernd (2006), "Paying Too Much and Being Happy About It: Existence, Causes and Consequences of Tariff-Choice Biases", Journal of Marketing Research, Vol. 43, 212-223 (Ausgezeichnet mit dem „Best Paper Award 2007“ des Verbands der Hochschullehrer für Betriebswirtschaft) [Link to Article (SSRN)]

Lambrecht, A. / Skiera, B. (2006), "Analyse der Ursachen einer systematischen Präferenz von Pauschaltarifen bei der Wahl von Internetzugangstarifen", Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 58, 460-489

Skiera, Bernd (2006), “PREMIUM: Preis- und Erlösmodelle im Internet – Umsetzung und Marktchancen“, it-information technology, Vol. 48, 200-209 [Link to Article]

 

2005

Lambrecht, A. / Seim, K. / Skiera, B. (2005), "Modeling Consumer Choice among Three-Part Tariffs", Finanza Marketing Produzione, Vol. 3, 131-137 [Link to Article]

Schulze, Timo / Gedenk, Karen / Skiera, Bernd (2005), "Segmentspezifische Schätzung von Zahlungsbereitschaftsfunktionen", Schmalenbachs Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 57, S. 401-422

Skiera, Bernd / Spann, Martin / Walz, Uwe (2005), "Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet", Wirtschaftsinformatik, Vol. 47, S. 285-294
[Link to Article]

Spann, Martin / Skiera, Bernd / Schäfers, Björn (2005), "Reverse-Pricing-Verfahren und deren Möglichkeiten zur Messung von individuellen Suchkosten und Zahlungsbereitschaften", Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 57, S.107-128 [Link to Article]

Bernhardt, Martin / Spann, Martin / Skiera, Bernd (2005), "Reverse Pricing", Die Betriebswirtschaft, Vol. 65, 104-107 [Link to Article]

Gensler, Sonja / Skiera, Bernd / Böhm, Martin (2005), "Einsatzmöglichkeit der Matching-Methode zur Berücksichtigung von Selbstselektion", Journal für Betriebswirtschaft, Vol. 55, 37-62.
[Link to Article]

 

2004

Spann, Martin / Skiera, Bernd / Schäfers, Björn (2004), "Measuring Individual Frictional Costs and Willingness-to-Pay via Name-Your-Own-Price Mechanisms", Journal of Interactive Marketing, Vol. 18, Issue 4, 22-36. [Link to Article]

Spann, Martin / Skiera, Bernd (2004), "Einsatzmöglichkeiten virtueller Börsen in der Marktforschung", Zeitschrift für Betriebswirtschaft, 74, 25-48 [Link to Article]

Pfaff, Donovan / Skiera, Bernd / Weitzel, Tim (2004), "Financial-Chain-Management: Ein generisches Modell zur Identifizierung von Verbesserungspotenzialen", Wirtschaftsinformatik, Vol. 46, 107-117 [Link to Article]

 

2003

Spann, Martin / Skiera, Bernd (2003), "Internet-Based Virtual Stock Markets for Business Forecasting", Management Science, 49, 1310-1326 [Link to Article]

Spann, Martin / Skiera, Bernd (2003), "Taking Stock of Virtual Markets. How can Internet-Based Virtual Stock Markets be Applied for Business Forecasting and Other Forecasting Issues", Operations Research and the Management Sciences Today, 30, Issue 5, 20-24. [Link to Article]

 

2002

Wertenbroch, Klaus / Skiera, Bernd (2002), "Measuring Consumer Willingness to Pay at the Point of Purchase", Journal of Marketing Research, Vol. 39, Issue 2, S. 228-241 [Link to Article]

Albers, Sönke / Skiera, Bernd (2002), "Einsatzplanung eines Verkaufsaußendienstes auf der Basis einer Umsatzreaktionsfunktion", Zeitschrift für Betriebswirtschaft, Vol. 72, November, S. 1105-1131 [Link to Article]

Skiera, Bernd / Gensler, Sonja (2002), "Marktsimulationen und Berechnung von Nutzenfunktionen mit Hilfe der Conjoint-Analyse, Teil 1", Wirtschaftswissenschaftliches Studium, Vol. 31, Heft 4, S. 200-206

Skiera, Bernd / Gensler, Sonja (2002), "Marktsimulationen und Berechnung von Nutzenfunktionen mit Hilfe der Conjoint-Analyse, Teil 2", Wirtschaftswissenschaftliches Studium, Vol. 31, Heft 5, S. 258-263 [Link to Article]

 

2000

Olderog, Torsten / Skiera, Bernd (2000), "The Benefits of Bundling Strategies", Schmalenbach Business Review, Vol. 1, S. 137-159 [Link to Article (SSRN)]

Skiera, Bernd / Spann, Martin (2000): "Werbeerfolgskontrolle im Internet", Controlling, 12. Jg., Heft.8/9, S. 421-427 [Link to Article]

 

1999

Skiera, Bernd / Spann, Martin (1999): "The Ability to Compensate for Suboptimal Capacity Decisions by Optimal Pricing Decisions", European Journal of Operational Research, Vol. 118, S. 450-463 [Link to Article]

Skiera, Bernd / Revenstorff, Inken (1999): "Auktionen als Marktforschungsinstrument zur Erhebung von Zahlungsbereitschaften", Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 51, S. 224-242 [Link to Article]

 

1998

Skiera, Bernd / Albers, Sönke (1998), "COSTA: Contribution Optimizing Sales Territory Alignment", Marketing Science, Vol. 18, S. 196-213 (Ausgezeichnet mit dem „Best Paper Award 1999“ des Verbands der Hochschullehrer für Betriebswirtschaft) [Link to Article]

Haase, Knut / Salewski, Frank / Skiera, Bernd (1998), "Preisdifferenzierung bei Dienstleistungen am Beispiel von "Call-by-Call"-Tarifen", Zeitschrift für Betriebswirtschaft, Vol. 68, S. 1053-1072 [Link to Article]

Skiera, Bernd (1998), "TACO: Eine neue Möglichkeit zum Vergleich von Mobilfunktarifen", Zeitschrift für betriebswirtschaftliche Forschung, Vol. 50, S. 1029-1047 [Link to Article]

Skiera, Bernd / Spann, Martin (1998): "Gewinnmaximale zeitliche Preisdifferenzierung für Dienstleistungen", Zeitschrift für Betriebswirtschaft, Vol. 68, S. 703-717 [Link to Article]

 

1997

Skiera, Bernd (1997), "Das Prinzip des flachen Maximums", Die Betriebswirtschaft (DBW), Vol. 57, S. 864-867 [Link to Article]

Skiera, Bernd (1997), "Wieviel Deckungsbeitrag verschenkt eine gleichartige Einteilung der Verkaufsgebiete?", Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 49, S. 723-746 [Link to Article]

 

1996

Skiera, Bernd (1996), "Implikationen des allgemeinen Probit-Modells für die Marketingplanung", Zeitschrift für Betriebswirtschaft, Vol. 66, S. 191-198 [Link to Article]

 

1994

Skiera, Bernd / Albers, Sönke (1994), "COSTA: Ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten", Zeitschrift für Betriebswirtschaft, Vol. 64, S. 1261-1283 [Link to Article]

Gedenk, Karen / Skiera, Bernd (1994), "Marketing-Planung auf der Basis von Reaktionsfunktionen - Funktionsschätzung und Optimierung", Wirtschaftswissenschaftliches Studium, Vol. 23, Heft 5, S. 258-262 [Link to Article]

 

1993

Gedenk, Karen / Skiera, Bernd (1993), "Marketing-Planung auf der Basis von Reaktionsfunktionen - Elastizitäten und Absatzreaktionsfunktionen", Wirtschaftswissenschaftliches Studium, Vol. 22, Heft 12, S. 637-641 [Link to Article]


Books

Skiera, Bernd / Miller, Klaus / Jin, Yuxi / Kraft, Lennart / Laub, René / Schmitt, Julia (2022), “The Impact of the General Data Protection Regulation (GDPR) on the Online Advertising Market”, Self-Publishing, available on Amazon: https://www.amazon.de/dp/B09S185DRL, https://leanpub.com/gdpr-impact and www.gdpr-impact.com/


Luckner, Stefan / Schröder, Jan / Slamka, Christian / Franke, Markus / Geyer-Schulz, Andreas / Skiera, Bernd / Spann, Martin / Weinhardt, Christof (2012), "Prediction Markets - Fundamentals, Designs, and Applications", Gabler Verlag, Wiesbaden

 

Messerschmidt, Christian / Berger, Sven Christian / Skiera, Bernd (2010), "Web 2.0 im Retail Banking: Einsatzmöglichkeiten, Praxisbeispiele und empirische Nutzeranalyse", Wiesbaden, Gabler Verlag



Skiera, Bernd / König, Wolfgang / Gensler, Sonja / Weitzel, Tim / Beimborn, Daniel / Blumenberg, Stefan / Franke, Jochen / Pfaff, Donovan (2004), "Financial Chain Management. Prozessanalyse, Effizienzpotentiale und Outsourcing", Norderstedt, Books on Demand: http://dnb.ddb.de
Pfaff, Donovan / Skiera, Bernd / Weiss, Jürgen (2003), "Financial Supply Chain Management", Bonn, Galileo Verlag
Skiera, Bernd (1999), "Mengenbezogene Preisdifferenzierung bei Dienstleistungen", Habilitationsschrift an der Universität Kiel, DUV-Verlag, Beiträge zur betriebswirtschaftlichen Forschung 90 ("Braune Reihe"), Wiesbaden, zugleich Habilitationsschrift an der Universität Kiel, 1999
Skiera, Bernd (1996), "Verkaufsgebietseinteilung zur Maximierung des Deckungsbeitrags", Gabler Verlag, Beiträge zur betriebswirtschaftlichen Forschung 81 ("Braune Reihe"), Wiesbaden, zugleich Dissertation an der Universität Kiel, 1995 (Bewertung mit summa cum laude)

Edited Books

Hinz, Oliver / Beck, Roman / Skiera, Bernd / König, Wolfgang (2009), "Grid Computing in der Finanzindustrie", Norderstedt, Books on Demand: dnb.ddb.de

Verein für Credit Management e.V. / Schneider-Maessen, Jan / Schumann, Matthias / Skiera, Bernd / Weiß, Bernd (2005), “Die Optimierung der Performance im Credit Management”, Heidelberg (“Optimizing the Performance in Credit Management)

Hummel, Sebastian / Koch, Wolfram / Skiera, Bernd (2003), “E-Business Konzepte für den Mittelstand”, Wiesbaden (“E-Business Concepts for Small and Medium-Sized Enterprises”)

Albers, Sönke / Clement, Michel / Peters, Kay / Skiera, Bernd (2001), “Marketing mit Interaktiven Medien”, F.A.Z.-Institut, Frankfurt am Main, Third Edition (“Marketing with Interactive Media”)

Albers, Sönke / Clement, Michel / Peters, Kay / Skiera, Bernd (2000), “eCommerce”, F.A.Z.-Institut, Frankfurt am Main, Second Edition


Book Sections

Skiera, Bernd / Reiner, Jochen/ Albers, Sönke (2018), “Regression Analysis”, in: Homburg, Christian / Klarmann, Martin / Vomberg, Andreas (editors): “Handbook of Market Research”, Springer Link, 1-29

Ringel, Daniel M. / Skiera, Bernd (2018), “Visualizing Asymmetric Competitive Market Structure in Large Markets”, in Mizik, Natalie / Hanssens, Dominique (editors), “Handbook of Marketing Analytics: Methods and Applications in Marketing Management, Public Policy, and Litigation Support”, Edward Elgar Publishing

Wiesel, Thorsten / Skiera, Bernd (2015), “Customer Equity Reporting”, in: Kumar, V. / Shah, D. H. (editors.), “Handbook of Research on Customer Equity in Marketing”, Cheltenham, UK: Edward Elgar, 466-482

Skiera, Bernd / Schulze, Christian (2014), “Customer-Based Valuation: Similarities and Differences to Traditional Discounted Cash Flow Models”, in: Rust, Roland T. / Ming-Hui Huang (editors.), “Handbook of Service Marketing Research”, Cheltenham, U.K.: Edward Elgar, 123-134

Skiera, Bernd (2013), “Managing Risk by Customer Equity Reporting”, in: Erben, Roland (Hrsg.), “Jahrbuch des Frankfurter Instituts für Risikomanagement und Regulierung (FIRM)”, Frankfurt, 52-54

Schlereth, Christian / Skiera, Bernd (2012), “DISE: Dynamic Intelligent Survey Engine”, in: Diamontopoulos, A. / Fritz, W. / Hildebrandt, L. (Hrsg.), “Quantitative Marketing and Marketing Management. Marketing Models and Methods in Theory and Practice”, Wiesbaden, 225-243
Reiner, Jochen / Natter, Martin / Skiera, Bernd (2011): “Exciting Commerce”, Wieringa, Jaap E. / Verhoef, Peter .C. / Hoekstra, Janny C. (Hrsg.): “Liber Amicorum in Honor of Peter S. H. Leeflang”, Groningen, 339-349
Skiera, Bernd / Spann, Martin (2011), “Using Prediction Markets in New Product Development”, in: Williams, Leighton Vaughan (Hrsg.), “‘Prediction Markets: Theory and Applications”, Routledge, London, S. 75-86

Skiera, Bernd / Spann, Martin (2004), “Opportunities of Virtual Stock Markets to Support New Product Development”, in: Albers, S. (Hrsg.), “Cross-Functional Innovation Management. Perspectives from Different Disciplines”, Wiesbaden, 227-242


National Journals

The journals “Zeitschrift für Betriebswirtschaft”, “Schmalenbach Zeitschrift für betriebswirtschaftliche Forschung” and “Die Betriebswirtschaft” are comparable to international “B-journals”

Spann, Martin / Skiera, Bernd (2020), “Dynamische Preisgestaltung in der digitalisierten Welt”, (Dynamic Pricing in a Digital World”), Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 72, Issue 3, 321-342

Schmitt, Philipp / Meyer, Steffen / Skiera, Bernd (2010), “Überprüfung des Zusammenhangs zwischen Weiterempfehlungsbereitschaft und Kundenwert”, (“An Analysis of the Relationship between Retention Intention and Customer Value”, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 62, 30-59

Eckert, Jochen / Hinz, Oliver / Skiera, Bernd (2009), “Long Tail”, Die Betriebswirtschaft, Vol. 69, 761-765

Schlereth, Christian / Skiera, Bernd (2009), “Auswirkungen unterschiedlicher Varianten der Choice-Based Conjoint-Analyse auf die Berechnung von Zahlungsbereitschaften”, (“A Comparison of Different Models for Calculating Willingness-to-Pay in Choice-Based Conjoint Analysis”), Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung

Skiera, Bernd / Gerstmeier, Eva / Stepanchuk, Tetyana (2008), “Suchmaschinenmarketing” (“Search Engine Marketing”), Die Betriebswirtschaft, Vol. 68, 113-118

Gensler, Sonja / Skiera, Bernd / Böhm, Martin (2007), “Einfluss der Nutzung des Online-Bankings auf das Produktnutzungsverhalten und die Profitabilität von Bankkunden “ (“Impact of Online-Banking Usage on Banking Customers' Usage Behavior and Profitability”), Zeitschrift für Betriebswirtschaft, Vol. 77, 675-698

Heiligenthal, Jeanette / Skiera, Bernd (2007), “Optimale Verteilung eines Budgets auf Aktivitäten zur Kundenakquisition, Kundenbindung und Add-on-Selling”, (“Optimal Allocation of Budgets for Customer Acquisition, Customer Retention and Add-On Selling”), Zeitschrift für Betriebswirtschaft, Vol. 77, Special Issue 3, 117-141

Wiesel, Thorsten / Skiera, Bernd (2007), “Ein Modell zur Unternehmensbewertung auf der Basis von Kundenwerten”, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, (“A Model for Enterprise Valuation on the Base of Customer Lifetime Values”), 59, 706-731

Gensler, Sonja / Skiera, Bernd / Böhm, Martin (2007), “Einfluss der Nutzung des Online-Bankings auf das Produktnutzungsverhalten und die Profitabilität von Bankkunden” (“Influence of Online Banking Usage on Product Usage and Profitability of Banking Customers”), Zeitschrift für Betriebswirtschaft, Vol. 77, 675-698

Lambrecht, Anja / Skiera, Bernd (2006), “Analyse der Ursachen einer systematischen Präferenz von Pauschaltarifen bei der Wahl von Internetzugangstarifen”, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung (“Analysing the causes of a systematic preference of consumers to choose flat-rate tariffs for getting access to the Internet”), Vol. 58, 460-489

Gensler, Sonja / Skiera, Bernd / Böhm, Martin (2005), “Einsatzmöglichkeit der Matching-Methode zur Berücksichtigung von Selbstselektion”, Journal für Betriebswirtschaft, Vol. 55, 37-62 (“Consideration of Self-Selection Effects via the Use of Matching Methods”)

Schulze, Timo / Gedenk, Karen / Skiera, Bernd (2005), “Segmentspezifische Schätzung von Zahlungsbereitschaftsfunktionen”, Schmalenbachs Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung (“Estimating Segment-specific Willingness-to-Pay Functions”), Vol. 57, 401-422

Bernhardt, Martin / Spann, Martin / Skiera, Bernd (2005), “Reverse Pricing”, Die Betriebswirtschaft, Vol. 65, 104-107

Spann, Martin / Skiera, Bernd / Schäfers, Björn (2005), “Reverse-Pricing-Verfahren und deren Möglichkeiten zur Messung von individuellen Suchkosten und Zahlungsbereitschaften”, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 57, Issue 2, 107-128

Skiera, Bernd / Spann, Martin / Walz, Uwe (2005), “Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet”, Wirtschaftsinformatik, Vol. 57, 401-422 (“Revenue Sources and Pricing Models for Business-to-Consumer Electronic Commerce”)

Pfaff, Donovan / Skiera, Bernd / Weitzel, Tim (2004), “Financial-Chain-Management: Ein generisches Modell zur Identifizierung von Verbesserungspotenzialen” (Financial Chain Managemennt: A Generic Model for Identifying Rooms for Improvement), Wirtschaftsinformatik, Vol. 46, Issue 2, 107-117

Spann, Martin / Skiera, Bernd (2004), “Einsatzmöglichkeiten virtueller Börsen in der Marktforschung”, Zeitschrift für Betriebswirtschaft, Vol. 74, 25-48 (“Using Virtual Stock Markets for Marketing Research”)

Albers, Sönke / Skiera, Bernd (2002), “Einsatzplanung eines Verkaufsaußendienstes auf der Basis einer Umsatzreaktionsfunktion”, Zeitschrift für Betriebswirtschaft, Vol. 72, November, 1105-1131 (“Using Sales Response Functions for the Management of a Sales Force”)
Skiera, Bernd / Spann, Martin (2000): “Werbeerfolgskontrolle im Internet”, Controlling, Vol. 12, 417-423 (“Advertising Success Measurement in the Internet”)

Skiera, Bernd / Revenstorff, Inken (1999): “Auktionen als Marktforschungsinstrument zur Erhebung von Zahlungsbereitschaften”, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 51, Issue 3, 224-242 (“Auctions as a Market Research Instrument to Measure Reservation Prices”)

Haase, Knut / Salewski, Frank / Skiera, Bernd (1998), “Preisdifferenzierung bei Dienstleistungen am Beispiel von “Call-by-Call”-Tarifen”, Zeitschrift für Betriebswirtschaft, Vol. 68, Issue 10, 1053-1072 (“A Model for Price Discrimination with Telecommunication Tariffs”)

Skiera, Bernd (1998), “TACO: Eine neue Möglichkeit zum Vergleich von Mobilfunktarifen”, Zeitschrift für betriebswirtschaftliche Forschung, Vol. 50, Issue 11, 1029-1047 (“A New Method to Compare Mobile Cellular Phone Tariffs”)

Skiera, Bernd / Spann, Martin (1998): “Gewinnmaximale zeitliche Preisdifferenzierung für Dienstleistungen”, Zeitschrift für Betriebswirtschaft, Vol. 68, Issue 7, 703-717 (“Peak-Load Pricing for Services”)

Skiera, Bernd (1997), “Das Prinzip des flachen Maximums”, Die Betriebswirtschaft (DBW), Vol. 57, Issue 6, 864-867 (“Flat Maximum Principles”)

Skiera, Bernd (1997), “Wieviel Deckungsbeitrag verschenkt eine gleichartige Einteilung der Verkaufsgebiete?”, Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 49, Issue 9, 723-746 (“How strongly deviate almost balanced sales territories from optimal territory alignments”)

Skiera, Bernd (1996), “Implikationen des allgemeinen Probit-Modells für die Marketingplanung”, Zeitschrift für Betriebswirtschaft, Vol. 66, Issue 2, 191-198 (“Implications of the general probit model for marketing decision making”)

Skiera, Bernd / Albers, Sönke (1994), “COSTA: Ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten”, Zeitschrift für Betriebswirtschaft, Vol. 64, Issue 10, 1261-1283 (“COSTA: A decision model for profit maximizing territory alignment”)


Special Issues

Special Issue „MarkTech and Sales Tech”, GfK Marketing Intelligence Review, (2022, forthcoming)

6BSpecial Section „New Developments in Marketing and Investor Behavior”, International Journal of Research in Marketing (2021, Volume 8, Issue 4), with Abhishek Borah

Special Issue „Marketing and Data Science”, GfK Marketing Intelligence Review, (2016, Vol. 8, Issue 2) (available as open access at www.degruyter.com/view/j/gfkmir.2016.8.issue-2/issue-files/gfkmir.2016.8.issue-2.xml”)


Management Oriented Journals

About 20 articles are published in edited books on topics such as “Revenue Models in the Internet”, “Pricing in the Internet”, “Distribution in the Internet”, “Market Research Techniques”, “Sales Quotas”, “Sales Force Management” and “Auctions in the Internet”.

Another 10 articles are published in management-oriented journals such as “Harvard Manager”, the German edition of the Harvard Business Review.

All articles in proceedings of conferences are not listed here.

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