Publikationen des EN KAM

Publikationen zum Key Account Management

  • Peters, L., Ivens, B.S., Pardo, C. (2022), Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis, Industrial Marketing Management, forthcoming. doi.2020.07.020
  • Feste, J., Ivens, B.S., Pardo, C. (2022), Key Account Management Formalization and Effectiveness:  A Fuzzy-Set Qualitative Comparative Analysis, Industrial Marketing Management, forthcoming
  • Kadam, N., Niersbach, B., Ivens, B.S. (2022). The Cultural Factors in Global Account Management: The Case of Indian Buyers and German Suppliers. Journal of Business & Industrial Marketing, forthcoming.
  • Herhausen, D.B., Ivens, B.S., Spencer, R., Weiber, M. (2022), Key account management configurations and their effectiveness: A quasi-replication and extension, Industrial Marketing Management, 101, 98-112doi.org/10.1016/j.indmarman.2021.12.002
  • Feste, J., Ivens, B.S., Pardo, C. (2020), Key account selection as a political process: Conceptual foundation and exploratory investigation, Industrial Marketing Management, 90, 417-434. doi.org/10.1016/j.indmarman.2020.07.024
  • Peters, L., Ivens, B.S., Pardo, C. (2020), Identification as a challenge in key account management: Conceptual foundations and a qualitative empirical study, Industrial Marketing Management, 90, 300-313. doi.org/10.1016/j.indmarman.2020.07.020
  • Pardo, C., Ivens, B.S., Niersbach, B. (2019), An Identity Perspective on Key Account Managers as Paradoxical Relationship Managers, Industrial Marketing Management, https://doi.org/10.1016/j.indmarman.2019.10.008.
  • Ivens, B.S., Pardo, C., Leischnig, A., Niersbach, B. (2018), Key account management as a firm capability: A two-level theoretical foundation, Industrial Marketing Management.
  • Ivens, B.S. (2018): The Current State of Key Account Management Research and Avenues for Future Research, 34th Annual Conference of the Industrial Marketing and Purchasing Group (IMP), Marseille (F), September 5th-7th, 2018, Université d’Aix-Marseille. 
  • Ivens, B.S.; Uhl, F.; Niersbach, B.; Pardo, C. (2018): Governance Structures in Business Relationships: The Role of Corporate Compliance Programs Between Relationship-Level and Higher-Level Governance Mechanisms, 34th Annual Conference of the Industrial Marketing and Purchasing Group (IMP), Marseille (F), September 5th-7th, 2018, Université d’Aix-Marseille. 
  • Leischnig, A., Ivens, B.S., Niersbach, B., Pardo, C. (2017), Mind the Gap: A Process Model for Diagnosing Barriers to Key Account Management Implementation, Industrial Marketing Management.    
  • Ivens, B.S., Pardo, C., Niersbach, B., Leischnig, A. (2016), Firm-internal key account management networks: Framework, case study, avenues for future research, Industrial Marketing Management.
  • Ivens, B.S.; Pardo, C. (2016), Managerial Implications of Research on Inter-organizational Interfaces: The Case of Key Account Management, The IMP Journal – Industrial Marketing & Purchasing.
  • Ivens, B.S., Pardo, C., Schmidt-Vogt, A. (2016): Global account management implementation: A case study of structural dimensions, configurational dimensions, and their impact on performance, Proceedings of the 2016 Oxford Conference on Professional Service Firms, Merton College / Said Business School, Oxford, July 11th & 12th 2016.    
  • Ivens, B.S.; Niersbach, B.; Pardo, C. (2015), Key Account Management: Selling? Or Providing Services? … Or Both?, Marketing Review St. Gallen.
  • Lacoste, S., Niersbach, B., Ivens, B.S. (2015): Leading Key Account Management Teams, Proceedings of the 7th BMM Conference, London (UK), July 2-4, 2015.    
  • Pardo, C, Ivens, B.S., Wilson, K. (2014), Differentiation and alignment in key account management implementation, Industrial Marketing Management.
  • Ivens, B.S., Pardo, C. (2014), The role of key account management in marketing and sales intelligence, Marketing Review St. Gallen.
  • Ivens, B.S., Van de Vijver, M., Vos, B. (2013), Managing key supplier relationships on business markets, Industrial Marketing Management.
  • Pardo, C., Ivens, B.S. (2013), Project Management and Key Account Management, Proceedings of the 6th International Conference on Business Market Management, Bamberg, June 20-22 2013.    
  • Bussmann, W.; Ivens, B.S. (2011): Entlohnungssysteme im Key Account Management: Ergebnisse einer empirischen Studie, Bamberg / Düsseldorf : Universit?t Bamberg / Mercuri International / European Foundation for KAM. 
  • Ivens, B.S., Eggert, A. (2011): Key Account Management, in: Homburg, C, Wiesecke, J. (Hrsg.): Handbuch Vertriebsmanagement: Strategie - Führung - Informationsmanagement – CRM, Wiesbaden : Gabler.
  • Ivens, B.S. (2009): Wertsch?pfungs- und Werteinforderungsnormen im Rahmen der ?Plural Form Governance“: Ein empirischer Test in Key-Account- und Nicht-Key-Account-Dyaden, Zeitschrift für Betriebswirtschaft.
  • Ivens, B.S., Pardo, C., Salle, R., Cova, B. (2009), Relationship Keyness: The Underlying Concept for Different Forms of Key Relationship Management, Industrial Marketing Management.
  • Ivens, B.S., Pardo, C. (2008): Key Account Management in Business Markets: An Empirical Test of Common Assumptions, Journal of Business & Industrial Marketing.
  • Ivens, B.S., Pardo, C. (2007): Are Key Account Relationships Different? Empirical Results on Supplier Strategies and Customer Reactions, Industrial Marketing Management.
  • Ivens, B.S. (2005): Key Account Management Programme durch prozessorientiertes Benchmarking evaluieren, Zupancic, D.; Belz, C.; Bu?mann, W.F. (Hrsg.): Best Practice im Key Account Management, Frankfurt am Main : Redline Wirtschaft, 42-57.
  • Ivens, B.S. (2003): Key-Account-Management: Empirische Ergebnisse zu Kundenpriorisierung und Kundenreaktionen, Die Unternehmung - Schweizerische Zeitschrift für Betriebswirtschaft, 57 (3), 217-235.
  • Ivens, B.S. (2003): Key-Account-Management, absatzwirtschaft - Zeitschrift für Marketing, 2, 46-49.
  • Ivens, B.S. (2003): Prozessorientiertes Benchmarking im Key-Account-Manage?ment: Das Konzept und beispielhafte Ergebnisse einer empirischen Anwendung, Der Markt - Zeitschrift für Absatzwirtschaft und Marketing , 42 (165), 67-79.

Publikationen zum Vertrieb / Sales Management

  • Diller, H.; Haas, A.; Ivens, B.S. (2005): Verkauf und Kundenmanagement – Eine prozessorientierte Konzeption, Stuttgart : Kohlhammer Verlag (Text book). 
  • Leischnig, A., Ivens, B.S., Henneberg, S. (2015), When Stress Frustrates & When It Does Not: Configural Models of Frustrated versus Mellow Salespeople, Psychology & Marketing, 32 (11), 1098-1114. 
  • Ivens, B.S., Pardo, C. (2015), Fragmentierung von Marketing- und Vertriebseinheiten: Sicherung von Effektivit?t und Effizienz durch Alignment, Marketing Review St. Gallen, 32 (5), 52-59. 
  • Ivens, B.S., Leischnig, A. (2015), Verkaufscontrolling: Analyse der Wirkungen der pers?nlichen Kommunikation, in: Esch, F.-R., Langner, T., Bruhn, M., (eds.), Handbuch der Kommunikation, Berlin : Springer, 539-553. 
  • Burkert, M., Ivens, B.S., Shan, J. (2012), Governance mechanisms in domestic and international buyer-supplier relationships: An empirical study, Industrial Marketing Management, 41 (3), 544-556. 
  • Helm, R., Ivens, B.S., Gehrer, M., M?ller, M. (2010), Information processing in personal selling interactions: Moderating effects depending on the capability of information assessment, International Journal of Business Research, 10 (4), 63-79.
  • Ivens, B.S., Mayrhofer, U. (2009), Les déterminants de la flexibilité dans la relation client-fournisseur, Revue Fran?aise de Gestion, 192, 45-58. 
  • Ivens, B.S. (2007): Sollten Marketing und Vertrieb prozessorientiert geführt werden?, Thexis – Fachzeitschrift für Marketing, 24 (1), 22-27. 
  • Identifying Differences in Foreign Customers’ Relational Behavior: An Exploratory Study Using Multidimensional Scaling, Advances in International Marketing, 16 (10), 251-274. 
  • Diller, H.; Ivens, B.S. (2004): Beziehungsstile im Buiness-to-Business-Gesch?ft: Konzeptionelle ?berlegungen und empirische Ergebnisse zur Differenzierung des Beziehungsmarketing, ZfB - Zeitschrift für Betriebswirtschaft, 74 (3), 249-271. 
  • Drivers and Effects of Customer-Directed Communication in Business Relationships: Theoretical Foundations and an Empirical Study, DBW - Die Betriebswirtschaft, 64 (2), 195-210.
  • Anbieterflexibilit?t in Dienstleistungsbeziehungen: Konstrukt - Erfolgswirkungen - Determinanten, Marketing ZFP, 26 (3), 215-227.
  • Ivens, B.S. (2004): Industrial Sellers' Relational Behavior: Relational Styles and their Impact on Relationship Quality, Journal of Relationship Marketing, 3 (4), 27-43. 
  • Ivens, B.S. (2002): Gesch?ftsbeziehungen mit Franzosen, Auslandskurier - Magazin für die exportierende Wirtschaft , 9, September, 28-29.
  • Ivens, B.S. (2002): Business-to-Business-Gesch?ftsbeziehungen in China, Brenner, H.; Granier, B. (Hrsg.) : Business-Guide China: Absatz, Einkauf, Kooperation, K?ln : Verlag Deutscher Wirtschaftsdienst 2002, 105-123.
  • Ivens, B.S. (2002): Kultur als Barriere in internationalen Gesch?ftsbeziehungen, Brenner, H.; Würth, R. (Hrsg.): Erfolgreiche Gesch?fte in Europa , K?ln : Verlag Deutscher Wirtschaftsdienst 2002, 497-505. 

Publikationen zu Pricing / Price Management

  • Leischnig, A., Ivens, B.S., Thornton, S., Pardo, C. (2016), Price Assessment in Business Relationships: An Analysis of Net and Combinatory Effects, Global Marketing Conference - GAMMA, Hong Kong, July 21st – 24th 2016. 
  • V?ster, J., Ivens, B.S., Leischnig, A. (2016), Partitioned Pricing: Review of the Literature and Directions for Future Research, Review of Managerial Science.
  • Ivens, B.S., Burkert, M., Henneberg, S., Schradi, P. (2016), Organizing for Value Appropriation: Configurations and Performance Outcomes of Price Management, Industrial Marketing Management, 61, 194-209. 
  • Diller, H.; Ivens, B.S. (2016). Kundenbindung durch Preispolitik, in: Bruhn, M. & Homburg, C. (Hrsg.), Handbuch Kundenbindungsmanagement – Strategien und Instrumente für ein erfolgreiches CRM, Wiesbaden : Springer Gabler.
  • Ivens, B.S., Stemmermann, K., Leischnig, A. (2015), Preiscontrolling: Ans?tze zur St?rkung des Preismanagements, in: Becker, W., Ullrich, P. (eds.), Praxishandbuch Controlling, Berlin : Spinger, 181-197.
  • Ivens, Bj?rn Sven, Güse, Katharina, Pardo, Catherine (2010), “Governance mechanisms and price level: An empirical study in vertical business-to-business relationships,” ISBM Academic Workshop, August 11th-12th 2010, Harvard Business School, Cambridge MA:
  • Ivens, Bj?rn Sven, Pardo, Catherine (2009), “Professional buyers’ willingness-to-pay: Does relational governance have an impact?”, 18th IPSERA conference, Wiesbaden, April 5th – 8th.
  • Hillebrandt, Isabelle, Scholz, Stefanie, Ivens, Bj?rn Sven (2011), “Personality and Consumer Price Perceptions: An Exploratory Study”, 40th EMAC - European Marketing Academy Conference, Ljubljana, Slovenia, May 24-27 Mai 2011.    
  • Ivens, Bj?rn Sven, Müller, Brigitte, Güse, Katharina (2008), “Types of Price Behavior and Their Influence on the Purchase of Discount Product Lines: An Empirical Study in FMCG Retailing”, North American Association of Consumer Research Conference, San Francisco, October 21st – 24th.    
  • Brambach, G.; Ivens, B.S.; Walser-Luchesi, A. (2005): Führt die gemeinsame W?hrung Euro zu einer Konvergenz der Einzelhandelspreise in Europa?, Jahrbuch der Absatz- und Verbrauchsforschung , 51 (1), 71-93.
  • Michel, M.D.; Ivens, B.S. (2004): Konsequenzen der DRG's (Diagnosis Related Groups) für Marketing und Vertrieb der Medizintechnikunternehmen, Wirtz, D.C.; Michel, M.D.; Kollig, E.W. (Eds.): DRG's in Orthop?die und Unfallchirurgie. Spannungsfeld zwischen High-Tech und Low Cost, Heidelberg : Springer Medizin Verlag, 126-140.
  • Ivens, B.S. (2003): Internationales Preismanagement, Diller, H.; Herrmann, A. (Hrsg.): Handw?rterbuch der Preispolitik, Wiesbaden : Gabler Verlag, 155-176.
  • Ivens, B.S. (2003): Pricing-Entscheidungen für Exportm?rkte, G??l, M.; Brenner, H. (Hrsg.): Praxishandbuch für Exportmanager, K?ln : Verlag Deutscher Wirtschaftsdienst.
  • Ivens, B.S. (2000): Preisrisiken im Marketing, Jahrbuch der Absatz- und Verbrauchsforschung , 46 (3), 315-328.
  • Ivens, B.S. (1999) : Preispsychologische Effekte der Euro-Einführung, Forschungsbericht der Wirtschafts- und Sozialwissenschaftlichen Fakult?t, Universit?t Erlangen-Nürnberg.