Top Publications


VHB Ranking A+

Yan, Shunyao / Miller, Klaus / Skiera, Bernd (2022), „ How Does the Adoption of Ad Blockers Impact News Consumption”, Journal of Marketing Research, forthcoming

Blaseg, Daniel / Schulze, Christian / Skiera, Bernd (2019), ”Consumer Protection on Kickstarter”, Marketing Science, Vol. 39, Issue 1, 211-233, https://doi.org/10.1287/mksc.2019.1203

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 (also published  as MSI Report No. 15-102; Harvard Business Review also summarized the results )

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

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

Ringel, Daniel / Skiera, Bernd (2016), "Visualizing Asymmetric Competition among More than 1,000 Products Using Big Search Data", Marketing Science, Vol. 35, Issue 3, 511-534

Alavi, Sascha / Bornemann, Torsten / Wieseke, Jan (2015), “Gambled Price Discounts – A Remedy to the Negative Side-Effects of Regular Price Discounts”, Journal of Marketing, 79 (2), 62-78

Vomberg, Arnd / Homburg, Christian / Bornemann, Torsten (2015), "Talented People and Strong Brands: The Contribution of Human Capital and Brand Equity to Firm Value", Strategic Management Journal, 36 (13), 2122-2131

Wies, Simone / Moorman, Christine (2015), "Going Public: How Stock Market Listing Changes Firm Innovation Behavior", Journal of Marketing Research, October 2015, Vol. 52 (5), S. 694-709

Homburg, Christian / Hahn, Alexander / Bornemann, Torsten / Sandner, Philipp (2014), “The Role of CMOs for Venture Capital Funding – Endowing New Ventures with Marketing Legitimacy”, Journal of Marketing Research, 51 (5), 625-644

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)

Homburg, Christian / Stierl, Marcel / Bornemann, Torsten (2013), “Corporate Social Responsibility in Business-to-Business Markets – How Organizational Customers Account for Supplier CSR Engagement”, Journal of Marketing, 77 (6), 54-72

Landwehr, Jan R./Wentzel, Daniel/Herrmann, Andreas (2013): “Product Design for the Long Run: Consumer Responses to Typical and Atypical Designs at Different Stages of Exposure”, in: Journal of Marketing, 77 (5), S. 92-107.

Hildebrand, Christian/Häubl, Gerald/Herrmann, Andreas/Landwehr, Jan R. (2013): “When Social Media Can Be Bad For You: Community Feedback Stifles Consumer Creativity and Reduces Satisfaction with Self-Designed Products”, in: Information Systems Research, 24 (1), S. 14-29.

Büschken, Joachim, Thomas Otter, and Greg Allenby (2013), “The Dimensionality of Customer Satisfaction Survey Reponses and Implications for Driver Analysis”, forthcoming at Marketing Science.

Skiera, Bernd / Abou Nabout, Nadia (2013): "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.

Wachtel Stephan, Otter Thomas (2013) "Successive sample selection and its relevance for management decisions", Marketing Science, Vol. 32, 170-185.

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)

Bornemann, Torsten / Homburg, Christian (2011), “Psychological Distance and the Dual Role of Price”, Journal of Consumer Research, 38 (3), 490-504

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 for the 2011 MSI/H. Paul Root Award MSI/H. Paul Root Award of the Marketing Science Institute and the American Marketing Association).

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). 

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.

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.

Miller, K. / Hofstetter, R. / Krohmer, H. / Zhang, J. (2011): How Should We Measure Consumers? Willingness to Pay? An Empirical Comparison of State-of-the-Art Approaches, Journal of Marketing Research, 48(1), 172-184. ((Link: http://journals.ama.org/doi/abs/10.1509/jmkr.48.1.172)), Appendix: JMR Web Appendix ((Link: https://www.ama.org/Documents/how_should_we_measure_consumers.pdf))

Homburg, Christian / Wieseke, Jan / Bornemann, Torsten (2009), “Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge”, Journal of Marketing, 73 (4), 64-81

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.

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.

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

Spann, Martin / Skiera, Bernd (2003): "Internet-Based Virtual Stock Markets for Business Forecasting", Management Science,49, 1310-1326.

Wertenbroch, Klaus / Skiera, Bernd (2002): "Measuring Consumer Willingness to Pay at the Point of Purchase", Journal of Marketing Research, 39, S. 228-241.

Skiera, Bernd / Albers, Sönke (1998): "COSTA: Contribution Optimizing Sales Territory Alignment", Marketing Science, 18, 196-2


VHB Ranking A

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, forthcoming

El Kihal, Siham / Nurullayev, Namig / Schulze, Christian / Skiera, Bernd (2021), “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

Borah, Abhishek / Skiera, Bernd (2021), “Marketing and Investor Behavior: Insights, Introspections, and Indications”, International Journal of Research in Marketing, 38(4), 811-816, https://doi.org/10.1016/j.ijresmar.2021.09.011

Srinivasan, Shuba / Bayer, Emanuel /Riedl, Eddie / Skiera, Bernd (2020), "How Do Online Display and Paid Search Advertising Impact Firm Performance and Firm Value", International Journal of Research in Marketing, 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

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

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 & Organization, Vol. 164, 215–234

Schelerth, 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, 1165-1179

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

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

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

Kostyra, D./Reiner, J./Natter, M./Klapper, D. (2016) “Decomposing the Effects of Online Customer Reviews on Brand, Price, and Product Attributes”, International Journal of Research in Marketing, Vol. 32 (1)

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

Schulz, Fabian / Schlereth, Christian / Mazar, Nina / Skiera, Bernd (2015), "Advance Payment Systems: Paying Too Much Today and Being Satisfied Tomorrow", International Journal of Research in Marketing, Vol. 32, Issue 3, 238-250 (Winner of the Best Paper Award of IJRM's Special Issue on "Marketing and Innovation") 

Vomberg, Arnd / Homburg, Christian / Bornemann, Torsten (2015), “Talented People and Strong Brands: The Contribution of Human Capital and Brand Equity to Firm Value”, Strategic Management Journal, 36 (13), 2122–2131

Bornemann, Torsten / Schöler, Lisa / Homburg, Christian (2015), “In the Eye of the Beholder? Effects of Product Appearance on Shareholder Value”, Journal of Product Innovation Management, 32 (5), 704-715

About Nabout, Nadia / Lilienthal, Markus / Skiera, Bernd (2014), "Empirical Generalizations in Search Engine Advertising", Journal of Retailing, Vol. 90, Issue 2, 206–216

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

Schlereth, Christian / Eckert, Christine / Schaaf, René / Skiera, Bernd (2014): "Measurement of Preferences with Self-Explicated Approaches: A Classification and Merge of Trade-off- and Non-trade-off-based Evaluation Types", European Journal of Operational Research,Vol. 238, Issue 1, 185-198

Schöler, Lisa / Skiera, Bernd / Tellis, Gerard (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

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, Vol. 90, Issue 3, 393–407

Homburg, Christian / Bornemann, Torsten / Kretzer, Max (2014), “Delusive Perceptions – Antecedents and Consequences of Salespeople’s Misperception of Customer Commitment”, Journal of the Academy of Marketing Science, 42 (2), 137-153

Hofstetter, R. / Miller, K. / Krohmer, H. / Zhang, J. (2013): How Do Consumer Characteristics Affect the Bias in Measuring Willingness to Pay for Innovative Products?, Journal of Product Innovation Management, 30(5), 1042-53. ((Link: http://onlinelibrary.wiley.com/doi/10.1111/jpim.12040/full))

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 (2), 77-104

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, Winner of the IJRM Best Paper Award 2012.

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

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.

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

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. 

Schlereth, Christian / Skiera, Bernd / Wolk, Agnieszka (2011): "Measuring Consumer Preferences for Metered Pricing of Services", Journal of Service Research, 14(4), 443-459.

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

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).

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.

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.

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.

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

Homburg, Christian / Bornemann, Torsten / Totzek, Dirk (2009), “Preannouncing Pioneering versus Follower Products: What Should the Message Be?”, Journal of the Academy of Marketing Science, 37 (3), 310-327

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).

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

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

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.


 

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