„Vertriebsmanagement“ vermittelt anspruchsvoll und zugleich praxisnah, wie Außendienste professionell geführt und gesteuert werden können. Dabei greifen Sönke Albers und Manfred Krafft auf aktuellste Ergebnisse der internationalen Forschung zurück, verwenden Beispiele und Fallstudien...

Artificial Intelligence (AI) and 5G connectivity have been identified as drivers of the so-called Fourth Industrial Revolution (FIR). AI and 5G, through emerging technologies such as blockchain, gene editing, Internet of Things sensors, nanotechnology, or 3D printing accelerate a blurring of...

In this paper, we evaluate growth stocks by modeling a company´ s customer equity. We start with the observation that the number of customers in successful start-ups increases very quickly (exponentially) in the first few years. Then the customer base converges towards an industry average. On...

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

We introduce Dynamic Multilevel Modeling (DMLM) to a multicatalog-brand environment to determine the optimal frequency, size, and customer segmentation of direct marketing activities. This optimization method leverages multicatalog-brand effects including the utilization of prior customer...