COSTA: Contribution Optimizing Sales Territory Alignment
Skiera, Bernd / Albers, Sönke (1998); Marketing Science, 18, 196-213 The alignment of sales territories has a considerable impact on profit and represents a major problem in salesforce management....
View ArticleThe Ability to Compensate for Suboptimal Capacity Decisions by Optimal...
Skiera, Bernd / Spann, Martin (1999); European Journal of Operational Research, 118, 450-463 Keywords: Marketing, pricing, capacity, peak-load pricing, flat maximum principle Certain companies have...
View ArticleThe Benefits of Bundling Strategies
Olderog, Torsten / Skiera, Bernd (2000); Schmalenbach Business Review, Vol. 1, S. 137-160 This paper analyzes the effects of three bundling strategies – unbundling, mixed bundling, and pure bundling –...
View ArticleMeasuring Consumer Willingness to Pay at the Point of Purchase
Wertenbroch, Klaus / Skiera, Bernd (2002); Journal of Marketing Research, 39, S. 228-241 Economists, psychologists, and marketing researchers rely on measures of consumers' willingness to pay (WTP) in...
View ArticleInternet-Based Virtual Stock Markets for Business Forecasting
Spann, Martin / Skiera, Bernd (2003); Management Science,49, 1310-1326Keywords: Internet, Forecasting, Virtual Stock Market, Design of Virtual Stock Markets, Movies, Virtual Markets The application of...
View ArticleMeasuring Individual Frictional Costs and Willingness-to-Pay via...
Spann, Martin / Skiera, Bernd / Schäfers, Björn (2004); Journal of Interactive Marketing, 18(4), 22-36 Name-your-own-price is a pricing mechanism where the buyer instead of the seller determines the...
View ArticlePaying Too Much and Being Happy About It: Existence, Causes and Consequences...
Lambrecht, Anja / Skiera, Bernd (2006); Journal of Marketing Research, Vol. 18, No. 2, May 2006.Keywords: Nonlinear Pricing, Flat-Rate Bias, Pay-per-Use Bias, Consumer Behavior, Internet A common...
View ArticleDoes Uncertainty Matter? Consumer Behavior under Three-Part Tariffs
Lambrecht, Anja / Seim, Katja / Skiera, Bernd (2007); Marketing Science, Vol. 26(5), p. 698-710Keywords: pricing, nonlinear pricing discrete/continuous choice model, Internet access, three-part...
View ArticleEvaluating channel performance in multi-channel environments
Gensler, Sonja / Dekimpe, Marnik / Skiera, Bernd (2007); Journal of Retailing and Consumer Services, Vol. 14, Iss. 1, 17-23Keywords: Multi-channel management, loyalty, Colombo and Morrison model,...
View ArticleCustomer Equity – An Integral Part of Financial Reporting
Wiesel, Thorsten / Skiera, Bernd / Villanueva, Julián (2008); Journal of Marketing, Vol. 72(March), 1-14. Keywords: customer equity, decomposition, financial reporting, customer lifetime value Recent...
View ArticleDashboards as a Service: Why, What, How, and What Research Is Needed?
Pauwels, Koen / Ambler, Tim / Clark, Bruce / LaPointe, Pat / Reibstein, David / Skiera, Bernd / Wierenga, Berend / Wiesel, Thorsten (2009); Journal of Service Research, Vol. 12, Issue 2,...
View ArticleSports Forecasting: A Comparison of the Forecast Accuracy of Prediction...
Spann, M. / Skiera, B. (2009); Journal of Forecasting, Vol. 28, 55-72 Keywords: Forecasting, prediction markets; combined forecasts, rule-based forecasts This article compares the forecast accuracy of...
View ArticleIdentification of Lead Users for Consumer Products via Virtual Stock Markets
Spann, Martin / Ernst, Holger / Skiera, Bernd / Soll, Jan Henrik (2009); Journal of Product Innovation Management 26(3), S. 322-335Keywords: Virtual Stock Markets, lead user, innovation, expert...
View ArticleVickrey vs. eBay: Why Second-Price Sealed-Bid Auctions Lead to More Realistic...
Barrott, Christian / Albers, Sönke / Skiera, Bernd / Schäfers, Björn (2010); International Journal of Electronic Commerce, 14 (4), 7–38.Keywords: Market research, on-line auctions, pricing, Vickrey...
View ArticleDifferences in the Ability of Structural and Reduced-Form Models to Improve...
Skiera, Bernd (2010); Journal of Research and Management, forthcoming. Although structural modeling as a means to improve pricing decisions often appears in prestigious academic journals, its...
View ArticleTariff-Specific Preferences and Their Influence on Price Sensitivity
Wolk, Agnieszka / Skiera, Bernd (2010); Business Research, Vol. 3, Issue 1, 70-80Keywords: Pricing, nonlinear pricing, tariff choice, tariff-specific preferences, price elasticity, flat rate,...
View ArticleOptimization and Analysis of the Profitability of Tariff Structures with...
Schlereth, Christian / Stepanchuk, Tanja / Skiera, Bernd (2010); European Journal of Operational Research (EJOR), 206 (3), 691-701.Keywords: Marketing, pricing, two-part tariffs, mixed integer...
View ArticleReferral Programs and Customer Value
Schmitt, Philipp / Skiera, Bernd / Van den Bulte, Christophe (2011); Journal of Marketing, Vol. 75 (January 2011), 46-59.Keywords: customer referral programs, customer loyalty, customer value,...
View ArticleDrivers of the Long Tail Phenomenon: An Empirical Analysis
Hinz, Oliver / Eckert, Jochen / Bernd Skiera (2011); Journal of Management Information Systems Vol. 27. No. 4. pp. 43-69.Keywords: electronic commerce, long tail, recommendation systems, search...
View ArticleCustomer Equity Sustainability Ratio: A New Metric for Assessing a Firm’s...
Skiera, Bernd / Bermes, Manuel / Horn, Lutz (2011); Journal of Marketing, Vol. 75 (May), 118-131.Keywords: customer equity, financial reporting, sustainability, securitization, financial crisis,...
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