Büschken, Joachim, Thomas Otter, and Greg Allenby (2013), “The Dimensionality of Customer Satisfaction Survey Reponses and Implications for Driver Analysis”, forthcoming at Marketing Science.
Wachtel Stephan, Otter Thomas (2013) 'Successive sample selection and its relevance for management decisions', Marketing Science, Vol. 32, 170-185.
Skiera, Bernd / Abou Nabout, Nadia (2012): "PROSAD: A Bidding Decision Support System for PRofit Optimizing Search Engine ADvertising", Marketing Science, Vol. 32 (2), 213-220, Finalist in the 2011-12 ISMS-MSI Practice Prize Competition.
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 .
Hinz, Oliver / Skiera, Bernd / Barrot, Christian / Becker, Jan (2011), "Seeding Strategies for Viral Marketing: An Empirical Comparison", Journal of Marketing, 75 (November), 55-71.
Schmitt, Philipp / Skiera, Bernd / Van den Bulte, Christophe (2011): "Referral Programs and Customer Value", Journal of Marketing, Vol. 75 (January 2011), 46-59. [Link]
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. [Online Präsentation]
Otter, Thomas, Timothy J. Gilbride, and Greg Allenby (2011), “Testing Models of Strategic Behavior Characterized by Conditional Likelihoods”, Marketing Science, Vol. 30, 686-701.
Landwehr, Jan R./Labroo, Aparna A./Herrmann, Andreas (2011): "Gut Liking for the Ordinary: Incorporating Design Fluency Improves Automobile Sales Forecasts", in: Marketing Science, 30 (3), S. 416-429.
Landwehr, Jan R./McGill, Ann L./Herrmann, Andreas (2011): "It's Got the Look: The Effect of Friendly and Aggressive "Facial" Expressions on Product Liking and Sales", in: Journal of Marketing, 75 (3), S. 132-146.
Draganska, M. & Klapper, D. (2010), "Choice Set Heterogeneity and the Role of Advetising: An Analsis with Micro and Macro Data", Journal of Marketing Research, Vol. 48, August, 653-669.
Ozimec, Ana-Marija / Natter, Martin / Reutterer, Thomas (2010): “GIS-Based Marketing Decisions: Effects of Alternative Visualizations on Decision Quality”, Journal of Marketing, 94-110.
Draganska, Michaela / Klapper, Daniel / Villas-Boas, Sofia (2010): "A Larger Slice or a Larger Pie: An Empirical Investigation of Bargaining Power in the Distribution Channel", Marketing Science, Vol. 29 (1), 57-74 [Link]
Kim, Ju-Young / Natter, Martin / Spann, Martin (2009): "Pay-What-You-Want - A New Participative Pricing Mechanism", Journal of Marketing, Vol. 73 (1), 44-58.
Natter, Martin / Mild, Andreas / Wagner, Udo / Taudes, Alfred (2008): "Planning new tariffs at tele.ring – the application and impact of an integrated segmentation, targeting and positioning tool", Marketing Science, Vol. 27, (July-August), 600-609.
Otter, Thomas / Greg Allenby / Trish van Zandt (2008), "An Integrated Model of Choice and Response Time", Journal of Marketing Research, Vol.45(5), 593 - 607. [Link]
Wiesel, Thorsten / Skiera, Bernd / Villanueva, Julián (2008): "Customer Equity – An Integral Part of Financial Reporting", Journal of Marketing, Vol. 72(March), 1-14. (Finalist for the Journal of Marketing's 2008 MSI/H. Paul Root Award)
Qing, Liu / Otter, Thomas / Allenby, Greg (2007): "Investigating Endogeneity Bias in Marketing", Marketing Science, Vol. 26(5), 642-650
Lambrecht, Anja / Seim, Katja / Skiera, Bernd (2007): "Does Uncertainty Matter? Consumer Behavior under Three-Part Tariffs", Marketing Science, Vol. 26(5), p. 698-710 [Link]
Natter, Martin / Reutterer, Thomas / Mild, Andreas / Taudes, Alfred (2007) "An Assortment-Wide Decision-Support System for Dynamic Pricing and Promotion Planning in DIY Retailing", Marketing Science, Vol 26, Nr. 4, 576-583, 2007.
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. 18, No. 2, May 2006. - „Best Paper Award 2007“ des Verbands der Hochschullehrer für Betriebswirtschaft [Link]
Spann, Martin / Skiera, Bernd (2003): "Internet-Based Virtual Stock Markets for Business Forecasting", Management Science,49, 1310-1326 [Link]
Wertenbroch, Klaus / Skiera, Bernd (2002): "Measuring Consumer Willingness to Pay at the Point of Purchase", Journal of Marketing Research, 39, S. 228-241[Link]
Natter, Martin / Mild, Andreas / Feurstein, Markus / Dorffner, Georg / Taudes, Alfred (2001):"The Effect of Incentive Schemes and Organizational Arrangements on the New Product Development Process, Management Science, Vol. 47 (8), 1029-1045.
Skiera, Bernd / Albers, Sönke (1998): "COSTA: Contribution Optimizing Sales Territory Alignment", COSTA: Contribution Optimizing Sales Territory Alignment", Marketing Science, 18, 196-213 [Link]
Cooper, Lee G. / Klapper, Daniel / Inoue, Akihiro (1996): "Competitive-Component Analysis: A New Approach to Calibrating Asymmetric Market-Share Models", Journal of Marketing Research, Vol. 33, May, 224-238
Schlereth, Christian / Skiera, Bernd (2012): "Measurement of Consumer Preferences for Bucket Pricing Plans with Different Service Attributes", International Journal of Research in Marketing, 29(2), 167-180. [Download via SSRN][Link]
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 (2), 192-201
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, 219, 368-378
Spann, Martin / Häubl, Gerald / Skiera, Bernd / Bernhardt, Martin (2012), "Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing”, Journal of Retailing, 88 (1), 131-144 [Link]
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 in Marketing, Vol. 29, 68-80. [Download]
Schlereth, Christian / Skiera, Bernd / Wolk, Agnieszka (2011): "Measuring Consumer Preferences for Metered Pricing of Services", Journal of Service Research, 14(4), 443-459.[Link] [Download]
Drechsler, Wenzel / Natter, Martin / Leeflang, Peter S.H. (2013): "Improving Marketing’s Contribution to New Product Development", Journal of Product Innovation Management, 30 (2), 298-315.
Soukhoroukova, Arina / Spann, Martin / Skiera, Bernd (2012): Generating and Evaluating New Product Ideas with Idea Markets, Journal of Product Innovation Management, Vol. 29 (1), 100-112. [Link]
Gensler, Sonja / Leeflang, Peter S.H. / Skiera, Bernd (2011), "Influence of Online Use on Product Usage Behavior and Consequences for Customer Channel Migration Strategies", International Journal of Research in Marketing, conditionally accepted
Hildebrand, Christian/Landwehr, Jan R./Herrmann, Andreas (2011): "When Artificial Feedback Hurts – Empirical Evidence from Community-Based Configuration Systems", in: Proceedings of the International Conference on Information Systems (ICIS), Shanghai.
Loock, Claire/Staake, Thorsten/Landwehr, Jan R. (2011): "Green IS Design and Energy Conservation: An Empirical Investigation of Social Normative Feedback", in: Proceedings of the International Conference on Information Systems (ICIS), Shanghai.
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]
Hinz, Oliver / Eckert, Jochen / Bernd Skiera (2011): "Drivers of the Long Tail Phenomenon: An Empirical Analysis", Journal of Management Information Systems Vol. 27. No. 4. pp. 43-69.[Link]
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, 206 (3), 691-701. [Link] [Download]
Nies, Salome / Natter, Martin (2010): "Are Private Label Users Attractive Targets for Retailer Coupons?", International Journal of Research in Marketing, Vol. 27 (3), 281-291.
Faure, Corinne / Natter, Martin (2010): “New metrics for evaluating preference maps”, International Journal of Research in Marketing, Vol. 27 (3), 261-270.
Landwehr, Jan R./Wentzel, Daniel/Herrmann, Andreas (2010): "Computer-Generated Cars you have to Love: How Image Morphing and Warping help Designers to Optimize their Design Sketches", in: Proceedings of the International Conference on Information Systems (ICIS), St. Louis.
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]
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 26(3), S. 322-335
Otter, Thomas / Johnson, Joe / Rieskamp, Jörg / Allenby, Greg / Brazell, Jeff / Adele, Diedrich / Hutchinson, Wes / MacEachern, Steven / Shiling, Ruan / Townsend, Jim (2008): "Sequential Sampling Models of Choice: Some Recent Advances", Marketing Letters 19(3-4) [Link]
Draganska, Michaela / Klapper, Daniel (2007): "Retail Enviroment and Manufacturer Competitive Intensity", Journal of Retailing, Vol. 83 (2), 183-198
Reiner, Gerald / Natter, Martin (2007): "An encompassing view on markdown pricing strategies: an analysis of the Austrian mobile phone market", In: OR Spectrum , Special Issue Revenue Management, Vol. 29(1), 173-192.
Allenby, Greg / Fennell, Geraldine / Huber, Joel / Eagle, Thomas / Gilbride, Tim / Horsky, Dan / Kim, Jaehwan / Lenk, Peter / Johnson, Rich / Ofek, Elie / Orme, Brian / Otter, Thomas / Walker, Joan (2005): "Adjusting Choice Models to Better Predict Market Behavior", Marketing Letters, 16, 197-208
Klapper, Daniel (2005): "An Econometric Analysis of Product Variety Impact on Competitive Market Conduct in Consumer Goods Markets", OR Spectrum, Vol. 27 (4), 583-601
Klapper, Daniel / Ebling, Christine / Temme, Jarg (2005): "Another Look at Loss Aversion in Brand Choice Data: Can we Characterize the Loss Averse Consumer", International Journal of Research in Marketing, No. 22, 239-254
Otter, Thomas / Frühwirth-Schnatter, Sylvia / Tüchler, Regina (2004): "Capturing consumer heterogeneity in metric conjoint analysis using Bayesian mixture models", International Journal of Research in Marketing, 21, 285-297
Natter, Martin / Feurstein, Markus (2002): "Real World Performance of Choice-Based Conjoint Models", European Journal of Operational Research, Vol. 137 (2002), 448-458.
Hildebrandt, Lutz / Klapper, Daniel (2001): "The Analysis of Price Competition Between Corporate Brands", International Journal of Research in Marketing, Vol. 18 (1/2), 139-159
Feurstein, Markus / Natter, Martin (2000): "Fast high precision decision rules for valuing manfacturing flexibility", European Journal of Operational Research (EJOR), Vol. 120 (1), 108-117.
Klapper, Daniel (2000): "Einflußgrößen von regulären Preiselastizitäten, Preisaktionselastizitäten und Kreuzpreiselastizitäten", OR Spectrum, Vol. 22 (1), 135-157
Hruschka, Harald / Natter, Martin (1999): "Comparing performance of feedforward neural nets and K-means for cluster-based market segmentation", European Journal of Operational Research (EJOR), Vol. 114, (2), 346-358.
Skiera, Bernd / Spann, Martin (1999): "The Ability to Compensate for Suboptimal Capacity Decisions by Optimal Pricing Decisions", European Journal of Operational Research, 118, 450-463
Natter, Martin / Hruschka, Harald (1998): "Evaluation of Aggressive Competitive Pricing Strategies", Marketing Letters, Vol. 9 (4), 337-347