Publications and Conference Proceedings

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 . [Download]

Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2011): "Surprising Results on the Share of Customer Business", in Proceedings of the 33rd INFORMS Marketing Science Conference, Houston, USA

Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2011): "Surprising Results on the Share of Customer Business", in Proceedings of the 40th Conference of the European Marketing Academy (EMAC), Ljubljana, Slovenia

Schulze, Christian / Bermes, Manuel / Skiera, Bernd (2011): "Surprising Results on the Share of Customer Business", in Proceedings of the 2nd Marketing Meets Wall Street Conference, Boston, USA

Schulze, Christian / Bermes, Manuesl / Skiera, Bernd (2010): "Customer-Centric Reporting: An Analysis of Banks to Outline the Composition of Customer Business and Non-Customer Business", in Proceedings of the ANZMAC Annual Conference 2010, Christchurch, New Zealand

Schulze, Christian (2010): "Affiliate Marketing: Setting Optimal Commissions", in Dialogmarketing Workshop des Siegfried Vögele Instituts, Königstein/Taunus, Germany

Schulze, Christian (2010): "Affiliate Marketing: Setting Optimal Commissions", in Proceedings of the 32nd INFORMS Marketing Science Conference, Cologne, Germany

Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2010): "Walking a Fine Line: Analyzing the Effects of (In)Appropriate Viral Marketing Designs", in Proceedings of the 32nd INFORMS Marketing Science Conference, Cologne, Germany

Schulze, Christian (2010): "Affiliate Marketing: Setting Optimal Commissions", in Proceedings of the 39th Conference of the European Marketing Academy (EMAC), Copenhagen, Denmark

Schulze, Christian / Schöler, Lisa / Skiera, Bernd (2010): "Walking a Fine Line: Analyzing the Effects of (In)Appropriate Viral Marketing Designs", in Proceedings of the 39th Conference of the European Marketing Academy (EMAC), Copenhagen, Denmark

Schulze, Christian / Skiera, Bernd / Wiesel, Thorsten (2009): "Customer-Based Firm Valuation", in: Proceedings of the 31st INFORMS Marketing Science Conference, Ann Arbor, USA

Schulze, Christian / Skiera, Bernd / Wiesel, Thorsten (2009): "Customer-Based Firm Valuation", in: Doctoral Colloquium at the 38th Conference of the European Marketing Academy (EMAC), Nantes, France.

Schulze, Christian (2009): "Optimierung von Provisionen in Affiliate Programmen zur Maximierung des Verkäufergewinns" in: Deutscher Dialogmarketing Verband e.V. (Hrsg.), "Dialogmarketing Perspektiven 2008/2009", S. 67-76; Gabler, Wiesbaden, Germany

Schulze, Christian / Skiera, Bernd / Wiesel, Thorsten (2009): "Customer-Based Firm Valuation", in: Proceedings of the Campus for Finance Research Conference 2009, Vallendar, Germany (awarded "Best Paper", 3rd price)