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Logo mit Text "Marketing Intelligence"
Fakultät Wirtschaftswissenschaften
Grafik: Zeichnungen eines Kopfes, eines Rades und einer Pipette in Regenbogenfarben © Andrew Ostrovsky

Publikationen der Professur

Wir möchten einen Überblick über ausgewählte publizierte Beiträge geben, die bei uns entstanden sind. Weitere Veröffentlichungen der einzelnen Beschäftigten können auf den Teamseiten den jeweiligen Webprofilen entnommen werden.

2026

  • Vomberg, A., Friess, M., Alavi, S., Maag, V., & Wieseke, J. (2026). The Different Effects of Mass-Media Marketing and Personal Sales Budgets Across the Life Cycle of B2B High-Tech Start-Ups. Journal of Marketing Research, 63(1), 47–70.

2025

  • Alavi, S., Weiss, M., Backmann, J., Vomberg, A., & Desernot, C. (2025). The Impact of Transparency-Inducing Management Information System Use on Employees’ Daily Work Performance. Information Systems Research, forthcoming.
  • Eravci, S., Kramer, V., & Kowalkowski, C. (2025). So gelingt der erfolgreiche Wandel der Vertriebsfunktion. Sales Excellence, 34(10-11), 42–45.
  • Kassemeier, R., Alavi, S., & Habel, J. (2025). Implementing E-Commerce Channels in Business-to-Business Selling. International Journal of Research in Marketing, forthcoming.
  • Kowalkowski, C., Kramer, V., Eravci, S., Salonen, A., & Ulaga, W. (2025). Selling and Sales Management for Successful Servitization: A Systematic Review and Research Agenda. Journal of Personal Selling & Sales Management, 45(4), 319–345.
  • Schmidt, J., Alavi, S., Springer, S., & Guba, J.H. (2025). Individual Perceptions of Leadership Emergence in the B2B Sector and Its Impact on Perceived Team Sales Performance. Journal of Personal Selling & Sales Management, 45(2), 135–153.
  • Uysal, E., Finken, D., Krämer, M., Alavi, S., Jun, Y., & Schendzielarz, D. (2025). Virtually Mine: Understanding Consumer Responses to Virtual Reality Product Presentations. Journal of Retailing, forthcoming.
  • Wiseman, P., Alavi, S., Habel, J., & Ehlig, P.A. (2025). Customer-Centric Contract Changes. Journal of Marketing Research, 62(3), 504–525.

2024

  • Alavi, S., Habel, J., & Vomberg, A. (2024). Salesperson Lifecycle Management: Challenges and Research Priorities. Journal of Personal Selling & Sales Management, 44(3), 209–218.
  • Friess, M., Alavi, S., Habel, J., & Richter, B. (2024). When Sales Leaders Induce Competition Among Sales Employees: A Source of Motivation or Exhaustion?. Journal of Personal Selling & Sales Management, 44(4), 355–373.
  • Friess, M., Haumann, T., Alavi, S., Oproiescu, A.I., Schmitz, C., & Wieseke, J. (2024). The Contingent Effects of Innovative Digital Sales Technologies on B2B Firms’ Financial Performance. International Journal of Research in Marketing, 41(4), 703–723.
  • Habel, J., Alavi, S., & Heinitz, N. (2024). Effective Implementation of Predictive Sales Analytics. Journal of Marketing Research, 61(4), 718–741.

2023

  • Cron, W.L., Alavi, S., & Habel, J. (2023). Adaptive Selling in Business-to-Business Markets: Contextual Boundary of a Selling Strategy from Retailing. Journal of Personal Selling & Sales Management, 43(2), 117–127.
  • Habel, J., Alavi, S., & Heinitz, N. (2023). A Theory of Predictive Sales Analytics Adoption. AMS Review, 13(1-2), 34–54.
  • Hoffmann, C., Alavi, S., & Schmitz, C. (2023). Sales Manager Encouragement Behavior in Value-Centered Business Models. European Journal of Marketing, 57(3), 771–793.
  • Kassemeier, R., Alavi, S., Habel, J., Schmitz, C., & Wieseke, J. (2023). Guest Editorial: Value-Creating Sales and Digital Technologies. European Journal of Marketing, 57(3), 653–658.

2022

  • Alavi, S., Böhm, E., Habel, J., Wieseke, J., Schmitz, C., & Brüggemann, F. (2022). The Ambivalent Role of Monetary Sales Incentives in Service Innovation Selling. Journal of Product Innovation Management, 39(3), 445–463.
  • Alavi, S., Ehlig, P.A., & Habel, J. (2022). Transformational and Transactional Sales Leadership During a Global Pandemic. Journal of Personal Selling & Sales Management, 42(4), 324–338.
  • Kassemeier, R., Alavi, S., Habel, J., & Schmitz, C. (2022). Customer-Oriented Salespeople’s Value Creation and Claiming in Price Negotiations. Journal of the Academy of Marketing Science, 50(4), 689–712.
  • Krämer, M., Desernot, C., Alavi, S., Schmitz, C., Brüggemann, F., & Wieseke, J. (2022). The Role of Salespeople in Industrial Servitization: How to Manage Diminishing Profit Returns from Salespeople’s Increasing Industrial Service Shares. International Journal of Research in Marketing, 39(4), 1235–1252.
  • Schendzielarz, D., Alavi, S., & Guba, J.H. (2022). The Impact of Salespeople’s Social Media Adoption on Customer Acquisition Performance – A Contextual Perspective. Journal of Personal Selling & Sales Management, 42(2), 139–157.
  • Sipilä, J., Alavi, S., Edinger-Schons, L.M., Müller, U., & Habel, J. (2022). Corporate Social Responsibility and Perceived Fairness of Price Increases. Psychology & Marketing, 39(7), 1370–1384.
  • Uysal, E., Alavi, S., & Bezençon, V. (2022). Trojan Horse or Useful Helper? A Relationship Perspective on Artificial Intelligence Assistants with Humanlike Features. Journal of the Academy of Marketing Science, 50(6), 1153–1175.

2021

  • Alavi, S. ​​​​​(​20​21)​. Variable Vergütung und die versteckten Kosten der Leistung.​ Sales Excellence, 30(5)​, 30–31.​
  • Alavi, S., & Habel, J. (2021). The Human Side of Digital Transformation in Sales: Review & Future Paths. Journal of Personal Selling & Sales Management, 41(2), 83–86.
  • Alavi, S., Kocher, B., Dörfer, S., & Habel, J. (2021). The Role of Salesperson Communication in Luxury Selling. Journal of Personal Selling & Sales Management, 41(4), 301–315.
  • Cron, W.L., Alavi, S., Habel, J., Wieseke, J., & Ryari, H. (2021). No Conversion, No Conversation: Consequences of Retail Salespeople Disengaging from Unpromising Prospects. Journal of the Academy of Marketing Science, 49(3), 502–520.
  • Habel, J., Alavi, S., & Linsenmayer, K. (2021). Variable Compensation and Salesperson Health. Journal of Marketing, 85(3), 130–149.
  • Habel, J., Alavi, S., & Linsenmayer, K. (2021). From Personal to Online Selling: How Relational Selling Shapes Salespeople’s Promotion of E-Commerce Channels. Journal of Business Research, 132, 373–382.
  • Mikolon, S., Alavi, S., & Reynders, A. (2021). The Catch-22 of Countering a Moral Occupational Stigma in Employee-Customer Interactions. Academy of Management Journal, 64(6), 1714–1739.
  • Ryari, H., Alavi, S., Wieseke, J. (2021). Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople’s Performance and Customer–Salesperson Relationships. Journal Retailing, 97(2), 217–237.
  • Schneider, J.V., Alavi, S., Guba, J.H., Wieseke, J., & Schmitz, C. (2021). When Do Forecasts Fail and When not? Contingencies Affecting the Accuracy of Sales Managers’ Forecast Regarding the Future Business Situation. Journal of Personal Selling & Sales Management, 41(3), 218–232.
  • Sipilä, J., Alavi, S., Edinger-Schons, L.M., Dörfer, S., & Schmitz, C. (2021). Corporate Social Responsibility in Luxury Contexts: Potential Pitfalls and How to Overcome Them. Journal of the Academy of Marketing Science, 49(2), 280–303.

2020

  • Alavi, S., Habel, J., Schwenke, M., & Schmitz, C. (2020). Price Negotiating for Services: Elucidating the Ambivalent Effects on Customers’ Negotiation Aspirations. Journal of the Academy of Marketing Science, 48(2), 165–185.
  • Habel, J., Kassemeier, R., Alavi, S., Haaf, P., Schmitz, C., & Wieseke, J. (2020). When Do Customers Perceive Customer Centricity? The Role of a Firm’s and Salespeople’s Customer Orientation. Journal of Personal Selling & Sales Management, 40(1), 25–42.
  • Schmitz, C., Friess, M., Alavi, S., & Habel, J. (2020). Understanding the Impact of Relationship Disruptions. Journal of Marketing, 84(1), 66–87.

2019

  • Alavi, S., Habel, J., & Linsenmayer, K. (2019). What Does Adaptive Selling Mean to Salespeople? An Exploratory Analysis of Practitioners’ Responses to Generic Adaptive Selling Scales. Journal of Personal Selling & Sales Management, 39(3), 254–263.

2018

  • Alavi, S., Habel, J., Guenzi, P., & Wieseke, J. (2018). The Role of Leadership in Salespeople’s Price Negotiation Behavior. Journal of the Academy of Marketing Science, 46(4), 703–724.
  • Alavi, S., Habel, J., Schmitz, C., Richter, B., & Wieseke, J. (2018). The Risky Side of Inspirational Appeals in Personal Selling: When Do Customers Infer Ulterior Salesperson Motives?, Journal of Personal Selling & Sales Management, 38(3), 323–343.

2017

  • Habel, J., Alavi, S., & Pick, D. (2017). When Serving Customers Includes Correcting Them: Understanding the Ambivalent Effects of Enforcing Service Rules. International Journal of Research in Marketing, 34(4), 919–941.
  • Homburg, C., Alavi, S., Rajab, T., & Wieseke, J.​​ (​20​17)​. The Contingent Roles of R&D–Sales Versus R&D–Marketing Cooperation in New-Product Development of Business-to-Business Firms.​ International Journal of Research in Marketing, 34(1)​, 212–230.​

2016

  • Alavi, ​S.​, Homburg, ​​C​., Wieseke, ​​J​., & Rajab, ​​T​. (​​20​​16​​). Erfolgsfaktoren für die Produktentwicklung. Sales Management Review, 25(5), 12–21.
  • Alavi, ​​S​., Wieseke, ​​J​., & Guba, ​​J.H​. (​​20​​16​​). Saving on Discounts through Accurate Sensing – Salespeople’s Estimations of Customer Price Importance and Their Effects on Negotiation Success. Journal of Retailing, 92(1), 40–55.
  • Habel, ​J.​, Alavi, ​S.​, Schmitz, ​C.​, Schneider, J.-V., & Wieseke, ​J. ​​(​20​16)​. When Do Customers Get What They Expect? Understanding the Ambivalent Effects of Customers’ Service Expectations on Satisfaction​. Journal of Service Research, 19(4)​, 361–379.
  • Habel, ​J​., Schons, ​​L.M​., Alavi, ​​S​., & Wieseke, ​​J​. (​​20​​16​​). Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility Activities on Customers’ Perceived Price Fairness. Journal of Marketing, 80(1), 84–105.

2015

  • Alavi, ​​S​., Bornemann, T‌., & Wieseke, ‌J‌. (​​20​​15​​). Gambled Price Discounts: A Remedy to the Negative Side Effects of Regular Price Discounts. Journal of Marketing, 79(2), 62–78.

2014

  • Wieseke, ‌J‌., Alavi, ‌S‌., & Habel, ‌J‌. (​​20​​14​​). Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations. Journal of Marketing, 78(6), 17–37.

2013

  • Wieseke, J.‌, Alavi, ‌S.‌, Habel, ‌J.‌, & Dörfer, ‌S‌. (2013) Erfolgsstrategien im persönlichen Verkauf von Luxusmarken. Marketing ZFP - Journal of Research & Management, 35(2), 131–143.

2011

  • Wieseke, J.‍‍‍‍‍‍‍‍‍‍, Kraus, F., ‍‍Alavi, S., & Kessler-Thönes, T‍‍‍‍. (20 11). How Leaders’ Motivation Transfers to Customer Service Representatives. Journal of Service Research, 14(2), 214–233.

2010

  • Totzek, D., & Alavi, S. (20 10). Professionalisierung des Preismanagements auf Business-to-Business-Märkten: Die Rolle der Marktorientierung und der Unternehmenskultur. Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, 62(5), 533–562.