Contact

All Stories

  1. Dynamische Preisgestaltung in der digitalisierten Welt

    Article • Schmalenbach Journal of Business Research, June 2020, Springer Science + Business Media

    Full Professor Bernd Skiera

  2. The impact of online display advertising and paid search advertising relative to offline advertising on firm performance and firm value

    Article • International Journal of Research in Marketing, February 2020, Elsevier

    Full Professor Bernd Skiera

  3. Consumer Protection on Kickstarter

    Article • Marketing Science, January 2020, INFORMS

    Full Professor Bernd Skiera, Daniel Blaseg

  4. Estimating Network Effects in Two-Sided Markets

    Article • Journal of Management Information Systems, January 2020, Taylor & Francis

    Full Professor Bernd Skiera

  5. Pricing Metrics and the Importance of Minimum and Billing Increments

    Article • Journal of Service Research, December 2019, SAGE Publications

    Full Professor Bernd Skiera

  6. Prospect theory in a dynamic game: Theory and evidence from online pay-per-bid auctions

    Article • Journal of Economic Behavior & Organization, August 2019, Elsevier

    Full Professor Bernd Skiera

  7. Data analytics in a privacy-concerned world

    Article • Journal of Business Research, May 2019, Elsevier

    Full Professor Bernd Skiera

  8. 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

    Article • European Journal of Operational Research, September 2018, Elsevier

    Full Professor Bernd Skiera

  9. Helping Merchants to Assess the Profitability of Deal-of-the-Day Promotions

    Article • INFORMS Journal on Applied Analytics, June 2018, INFORMS

    Full Professor Bernd Skiera

  10. How Customer Referral Programs Turn Social Capital into Economic Capital

    Article • Journal of Marketing Research, February 2018, SAGE Publications

    Christophe Van den bulte, Full Professor Bernd Skiera

  11. Time preferences and the pricing of complementary durables and consumables

    Article • International Journal of Research in Marketing, December 2017, Elsevier

    Full Professor Bernd Skiera

  12. Beyond Posted Prices: the Past, Present, and Future of Participative Pricing Mechanisms

    Article • Customer Needs and Solutions, November 2017, Springer Science + Business Media

    Full Professor Bernd Skiera

  13. What should be the dependent variable in marketing-related event studies?

    Article • International Journal of Research in Marketing, September 2017, Elsevier

    Full Professor Bernd Skiera

  14. Firms and Investors benefit from disclosing customer metrics

    Article • Journal of Marketing Research, April 2017, American Marketing Association (AMA)

    Full Professor Bernd Skiera

  15. Using Big Search Data to Map Your Market: Marketing in a Digital Age

    Article • IESE Insight, March 2017, Universidad de Navarra

    Full Professor Bernd Skiera

  16. Two New Features in Discrete Choice Experiments to Improve Willingness-to-Pay Estimation That Result in SDR and SADR: Separated (Adaptive) Dual Response

    Article • Management Science, March 2017, INFORMS

    Christian Schlereth, Full Professor Bernd Skiera

  17. Data, Data and Even More Data: Harvesting Insights From the Data Jungle

    Article • GfK Marketing Intelligence Review, October 2016, De Gruyter

    Full Professor Bernd Skiera

  18. Data Analysis Trumps Specialist Advice: How Direct Banks Function

    Article • NIM Marketing Intelligence Review, October 2016, De Gruyter

    Full Professor Bernd Skiera

  19. Editorial

    Article • NIM Marketing Intelligence Review, October 2016, De Gruyter

    Full Professor Bernd Skiera

  20. Visualizing Asymmetric Competition Among More Than 1,000 Products Using Big Search Data

    Article • Marketing Science, May 2016, INFORMS

    Full Professor Bernd Skiera

  21. What makes deal-of-the-day promotions really effective? The interplay of discount and time constraint with product type

    Article • International Journal of Research in Marketing, December 2015, Elsevier

    Full Professor Bernd Skiera

  22. Advance payment systems: Paying too much today and being satisfied tomorrow

    Article • International Journal of Research in Marketing, September 2015, Elsevier

    Full Professor Bernd Skiera

  23. A comparison of different pay-per-bid auction formats

    Article • International Journal of Research in Marketing, December 2014, Elsevier

    Ju-Young Kim, Full Professor Bernd Skiera

  24. The Impact of Buy-Now Features in Pay-per-Bid Auctions

    Article • Journal of Management Information Systems, October 2014, Taylor & Francis

    Full Professor Bernd Skiera

  25. Measurement of preferences with self-explicated approaches: A classification and merge of trade-off- and non-trade-off-based evaluation types

    Article • European Journal of Operational Research, October 2014, Elsevier

    Full Professor Bernd Skiera

  26. On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges

    Article • Journal of Retailing, September 2014, Elsevier

    Full Professor Bernd Skiera

  27. Empirical Generalizations in Search Engine Advertising

    Article • Journal of Retailing, June 2014, Elsevier

    Full Professor Bernd Skiera

  28. Effect of Time Preferences on Optimal Prices and Profitability of Advance Selling

    Article • Customer Needs and Solutions, March 2014, Springer Science + Business Media

    Full Professor Bernd Skiera

  29. Not All Fun and Games: Viral Marketing for Utilitarian Products

    Article • Journal of Marketing, January 2014, American Marketing Association (AMA)

    Full Professor Bernd Skiera

  30. Stock Market Returns to Financial Innovations Before and During the Financial Crisis in the United States and Europe

    Article • Journal of Product Innovation Management, November 2013, Wiley

    Full Professor Bernd Skiera

  31. Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House

    Article • Journal of Interactive Marketing, November 2013, Elsevier

    Full Professor Bernd Skiera

  32. Optimal Product-Sampling Strategies in Social Networks: How Many and Whom to Target?

    Article • International Journal of Electronic Commerce, September 2013, Taylor & Francis

    Full Professor Bernd Skiera

  33. Comparing methods to separate treatment from self-selection effects in an online banking setting

    Article • Journal of Business Research, September 2013, Elsevier

    Full Professor Bernd Skiera

  34. Utilizing customer metrics in the digital age

    Article • Journal of Service Management, June 2013, Emerald

    Lerzan Aksoy, Full Professor Bernd Skiera

  35. Practice Prize Paper—PROSAD: A Bidding Decision Support System for Profit Optimizing Search Engine Advertising

    Article • Marketing Science, March 2013, INFORMS

    Full Professor Bernd Skiera

  36. Sönke Albers zum 65. Geburtstag

    Article • Schmalenbach Journal of Business Research, February 2013, Springer Science + Business Media

    Full Professor Bernd Skiera

  37. Prediction Market Performance and Market Liquidity: A Comparison of Automated Market Makers

    Article • IEEE Transactions on Engineering Management, February 2013, Institute of Electrical & Electronics Engineers (IEEE)

    Full Professor Bernd Skiera

  38. Stock Market Returns to Financial Innovations Before and During the Financial Crisis in US and Europe

    Article • SSRN Electronic Journal, January 2013, Elsevier

    Full Professor Bernd Skiera

  39. Etude du lien entre I'intention de recommander une entreprise et la valeur a vie de ses clients

    Article • Recherche et Applications en Marketing (French Edition), December 2012, SAGE Publications

    Full Professor Bernd Skiera

  40. An Analysis of the Link between Customers' Intention to Recommend a Firm and the Lifetime Value of its Customers

    Article • Recherche et Applications en Marketing (English Edition), December 2012, SAGE Publications

    Full Professor Bernd Skiera

  41. Return on Quality Improvements in Search Engine Marketing

    Article • Journal of Interactive Marketing, August 2012, Elsevier

    Full Professor Bernd Skiera

  42. Elektronische Kreditmarktplätze: Funktionsweise, Gestaltung und Erkenntnisstand bei dieser Form des „Peer-to-Peer Lending“

    Article • Kredit und Kapital, July 2012, Duncker & Humblot GmbH

    Full Professor Bernd Skiera

  43. Measurement of consumer preferences for bucket pricing plans with different service attributes

    Article • International Journal of Research in Marketing, June 2012, Elsevier

    Full Professor Bernd Skiera

  44. Willingness-to-pay estimation with choice-based conjoint analysis: Addressing extreme response behavior with individually adapted designs

    Article • European Journal of Operational Research, June 2012, Elsevier

    Full Professor Bernd Skiera

  45. Impact of online channel use on customer revenues and costs to serve: Considering product portfolios and self-selection

    Article • International Journal of Research in Marketing, June 2012, Elsevier

    Full Professor Bernd Skiera

  46. Using discrete choice experiments to estimate willingness-to-pay intervals

    Article • Marketing Letters, May 2012, Springer Science + Business Media

    Full Professor Bernd Skiera

  47. Retailers' Use of Shipping Cost Strategies: Free Shipping or Partitioned Prices?

    Article • International Journal of Electronic Commerce, March 2012, Taylor & Francis

    Full Professor Bernd Skiera

  48. Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation

    Article • Journal of Marketing, March 2012, American Marketing Association (AMA)

    Full Professor Bernd Skiera

  49. Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing

    Article • Journal of Retailing, March 2012, Elsevier

    Full Professor Bernd Skiera

  50. An analysis of the profitability of fee-based compensation plans for search engine marketing

    Article • International Journal of Research in Marketing, March 2012, Elsevier

    Full Professor Bernd Skiera

  51. DISE: Dynamic Intelligent Survey Engine

    Article • January 2012, Springer Science + Business Media

    Full Professor Bernd Skiera

  52. Fundamentals of Prediction Markets

    Article • January 2012, Springer Science + Business Media

    Full Professor Bernd Skiera

  53. Applications of Prediction Markets

    Article • January 2012, Springer Science + Business Media

    Full Professor Bernd Skiera

  54. Key Design Elements of Prediction Markets

    Article • January 2012, Springer Science + Business Media

    Full Professor Bernd Skiera

  55. Introduction

    Article • January 2012, Springer Science + Business Media

    Full Professor Bernd Skiera

  56. Seeding Strategies for Viral Marketing: An Empirical Comparison

    Article • Journal of Marketing, November 2011, American Marketing Association (AMA)

    Jan Becker, Full Professor Bernd Skiera

  57. Measuring Consumers' Preferences for Metered Pricing of Services

    Article • Journal of Service Research, November 2011, SAGE Publications

    Full Professor Bernd Skiera

  58. Sourcing, Filtering, and Evaluating New Product Ideas: An Empirical Exploration of the Performance of Idea Markets

    Article • Journal of Product Innovation Management, October 2011, Wiley

    Full Professor Bernd Skiera

  59. Customer Equity Sustainability Ratio: A New Metric for Assessing a Firm's Future Orientation

    Article • Journal of Marketing, May 2011, American Marketing Association (AMA)

    Full Professor Bernd Skiera

  60. Drivers of the Long Tail Phenomenon: An Empirical Analysis

    Article • Journal of Management Information Systems, April 2011, Taylor & Francis

    Full Professor Bernd Skiera

  61. Second-Generation Prediction Markets for Information Aggregation: A Comparison of Payoff Mechanisms

    Article • Journal of Forecasting, February 2011, Wiley

    Full Professor Bernd Skiera

  62. Customer Lifetime Value and Customer Equity Models Using Company-reported Summary Data

    Article • Journal of Interactive Marketing, February 2011, Elsevier

    Full Professor Bernd Skiera

  63. Referral Programs and Customer Value

    Article • Journal of Marketing, January 2011, American Marketing Association (AMA)

    Christophe Van den bulte, Full Professor Bernd Skiera

  64. Optimization and analysis of the profitability of tariff structures with two-part tariffs

    Article • European Journal of Operational Research, November 2010, Elsevier

    Full Professor Bernd Skiera

  65. Prediction Markets as institutional forecasting support systems

    Article • Decision Support Systems, November 2010, Elsevier

    Full Professor Bernd Skiera

  66. An analysis of the importance of the long tail in search engine marketing

    Article • Electronic Commerce Research and Applications, November 2010, Elsevier

    Full Professor Bernd Skiera

  67. Time preference and the welfare effects of tie-in sales

    Article • Economics Letters, September 2010, Elsevier

    Full Professor Bernd Skiera

  68. The Impact of New Media on Customer Relationships

    Article • Journal of Service Research, August 2010, SAGE Publications

    Full Professor Bernd Skiera

  69. Vickrey vs. eBay: Why Second-Price Sealed-Bid Auctions Lead to More Realistic Price-Demand Functions

    Article • International Journal of Electronic Commerce, July 2010, Taylor & Francis

    Full Professor Bernd Skiera

  70. Tariff-Specific Preferences and Their Influence on Price Sensitivity

    Article • BuR - Business Research, May 2010, Springer Science + Business Media

    Full Professor Bernd Skiera

  71. Überprüfung des Zusammenhangs zwischen Weiterempfehlungsbereitschaft und Kundenwert

    Article • Schmalenbach Journal of Business Research, February 2010, Springer Science + Business Media

    Full Professor Bernd Skiera

  72. Web 2.0 im Retail Banking

    Article • January 2010, Springer Science + Business Media

    Full Professor Bernd Skiera

  73. Differences in the Ability of Structural and Reduced-Form Models to Improve Pricing Decisions

    Article • Marketing ZFP, January 2010, Verlag Franz Vahlen GmbH

    Full Professor Bernd Skiera

  74. Schätzung von Zahlungsbereitschaftsintervallen mit der Choice-Based Conjoint-Analyse

    Article • Schmalenbach Journal of Business Research, December 2009, Springer Science + Business Media

    Full Professor Bernd Skiera

  75. Dashboards as a Service

    Article • Journal of Service Research, August 2009, SAGE Publications

    Full Professor Bernd Skiera

  76. Antecedents and consequences of Internet channel performance

    Article • Journal of Retailing and Consumer Services, May 2009, Elsevier

    Full Professor Bernd Skiera

  77. Identification of Lead Users for Consumer Products via Virtual Stock Markets

    Article • Journal of Product Innovation Management, May 2009, Wiley

    Full Professor Bernd Skiera

  78. Sports forecasting: a comparison of the forecast accuracy of prediction markets, betting odds and tipsters

    Article • Journal of Forecasting, January 2009, Wiley

    Full Professor Bernd Skiera

  79. Second-Generation Prediction Markets for Information Aggregation: A Comparison of Payoff Mechanisms

    Article • SSRN Electronic Journal, January 2009, Elsevier

    Full Professor Bernd Skiera

  80. Customer Equity: An Integral Part of Financial Reporting

    Article • Journal of Marketing, March 2008, American Marketing Association (AMA)

    Full Professor Bernd Skiera

  81. Prioritizing Sales Force Decision Areas for Productivity Improvements using a Core Sales Response Function

    Article • Journal of Personal Selling and Sales Management, March 2008, Taylor & Francis

    Full Professor Bernd Skiera

  82. Modellierung des Gebotsverhaltens im Reverse Pricing

    Article • January 2008, Springer Science + Business Media

    Full Professor Bernd Skiera

  83. Does Uncertainty Matter? Consumer Behavior Under Three-Part Tariffs

    Article • Marketing Science, September 2007, INFORMS

    Full Professor Bernd Skiera

  84. Unternehmensbewertung auf der Basis von Kundenlebenswerten

    Article • Schmalenbach Journal of Business Research, September 2007, Springer Science + Business Media

    Full Professor Bernd Skiera

  85. Einfluss der Nutzung des Online-Bankings auf das Produktnutzungsverhalten und die Profitabilität von Bankkunden

    Article • Journal of Business Economics, June 2007, Springer Science + Business Media

    Full Professor Bernd Skiera

  86. Erlösmodelle im Internet

    Article • January 2007, Springer Science + Business Media

    Full Professor Bernd Skiera

  87. Evaluating channel performance in multi-channel environments

    Article • Journal of Retailing and Consumer Services, January 2007, Elsevier

    Full Professor Bernd Skiera

  88. Incentive-Compatible Measurement of Willingness-to-Pay Using Real-Life Transactions: An Application for Vickrey Auctions in Commercial Settings

    Article • SSRN Electronic Journal, January 2007, Elsevier

    Full Professor Bernd Skiera

  89. Ursachen eines Flatrate-Bias — Systematisierung und Messung der Einflussfaktoren

    Article • Schmalenbach Journal of Business Research, August 2006, Springer Science + Business Media

    Full Professor Bernd Skiera

  90. Paying Too Much and Being Happy About It: Existence, Causes, and Consequences of Tariff-Choice Biases

    Article • Journal of Marketing Research, May 2006, American Marketing Association (AMA)

    Full Professor Bernd Skiera

  91. PREMIUM: Preis- und Erlösmodelle im Internet – Umsetzung und Marktchancen (PREMIUM: Price and Revenue Model on the Internet)

    Article • it - Information Technology, January 2006, De Gruyter

    Full Professor Bernd Skiera

  92. Interview with Hemant Bhargava on “Pricing on the Internet”

    Article • WIRTSCHAFTSINFORMATIK, January 2006, Springer Science + Business Media

    Full Professor Bernd Skiera

  93. Internetökonomie

    Article • WIRTSCHAFTSINFORMATIK, January 2006, Springer Science + Business Media

    Full Professor Bernd Skiera

  94. Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet

    Article • WIRTSCHAFTSINFORMATIK, August 2005, Springer Science + Business Media

    Full Professor Bernd Skiera

  95. Einsatzm�glichkeiten der Matching Methode zur Ber�cksichtigung von Selbstselektion

    Article • Journal für Betriebswirtschaft, March 2005, Springer Science + Business Media

    Full Professor Bernd Skiera

  96. Reverse-Pricing-Verfahren und deren Möglichkeiten zur Messung von individuellen Suchkosten und Zahlungsbereitschaften

    Article • Schmalenbach Journal of Business Research, March 2005, Springer Science + Business Media

    Full Professor Bernd Skiera

  97. Financial-Chain-Management

    Article • WIRTSCHAFTSINFORMATIK, April 2004, Springer Science + Business Media

    Full Professor Bernd Skiera

  98. Gestaltung von Auktionen

    Article • January 2004, Springer Science + Business Media

    Full Professor Bernd Skiera

  99. Measuring individual frictional costs and willingness-to-pay via name-your-own-price mechanisms

    Article • Journal of Interactive Marketing, January 2004, Elsevier

    Full Professor Bernd Skiera

  100. Internet-Based Virtual Stock Markets for Business Forecasting

    Article • Management Science, October 2003, INFORMS

    Full Professor Bernd Skiera

  101. Auktionen

    Article • January 2003, Springer Science + Business Media

    Full Professor Bernd Skiera

  102. Measuring Consumers’ Willingness to Pay at the Point of Purchase

    Article • Journal of Marketing Research, May 2002, American Marketing Association (AMA)

    Full Professor Bernd Skiera

  103. Erlösmodelle im Internet

    Article • January 2002, Springer Science + Business Media

    Full Professor Bernd Skiera

  104. Flexible Preisgestaltung im Electronic Business

    Article • January 2002, Springer Science + Business Media

    Full Professor Bernd Skiera

  105. Berechnung von Nutzenfunktionen und Marktsimulationen mit Hilfe der Conjoint-Analyse (Teil I)

    Article • WiSt - Wirtschaftswissenschaftliches Studium, January 2002, Verlag Franz Vahlen GmbH

    Full Professor Bernd Skiera

  106. Berechnung von Nutzenfunktionen und Marktsimulationen mit Hilfe der Conjoint-Analyse (Teil 2)

    Article • WiSt - Wirtschaftswissenschaftliches Studium, January 2002, Verlag Franz Vahlen GmbH

    Full Professor Bernd Skiera

  107. Regressionsanalyse

    Article • January 2000, Springer Science + Business Media

    Full Professor Bernd Skiera

  108. Umsatzvorgaben für Außendienstmitarbeiter

    Article • January 2000, Springer Science + Business Media

    Full Professor Bernd Skiera

  109. Flexible Preisgestaltung im Electronic Business

    Article • January 2000, Springer Science + Business Media

    Full Professor Bernd Skiera

  110. Erlösmodelle im Internet

    Article • January 2000, Springer Science + Business Media

    Full Professor Bernd Skiera

  111. Werbeerfolgskontrolle im Internet

    Article • Controlling, January 2000, Verlag Franz Vahlen GmbH

    Full Professor Bernd Skiera

  112. The ability to compensate for suboptimal capacity decisions by optimal pricing decisions

    Article • European Journal of Operational Research, November 1999, Elsevier

    Full Professor Bernd Skiera

  113. Auktionen als Instrument zur Erhebung von Zahlungsbereitschaften

    Article • Schmalenbach Journal of Business Research, March 1999, Springer Science + Business Media

    Full Professor Bernd Skiera

  114. Regressionsanalyse

    Article • January 1999, Springer Science + Business Media

    Full Professor Bernd Skiera

  115. Umsatzvorgaben für Außendienstmitarbeiter

    Article • January 1999, Springer Science + Business Media

    Full Professor Bernd Skiera

  116. COSTA: Verkaufsgebietseinteilung zur Maximierung des Deckungsbeitrags

    Article • January 1999, Springer Science + Business Media

    Full Professor Bernd Skiera

  117. TACO: Eine neue Möglichkeit zum Vergleich von Mobilfunktarifen

    Article • Schmalenbach Journal of Business Research, November 1998, Springer Science + Business Media

    Full Professor Bernd Skiera

  118. COSTA: Contribution Optimizing Sales Territory Alignment

    Article • Marketing Science, August 1998, INFORMS

    Full Professor Bernd Skiera

  119. COSTA: Verkaufsgebietseinteilung zur Maximierung des Deckungsbeitrags

    Article • January 1998, Springer Science + Business Media

    Full Professor Bernd Skiera

  120. Schlußfolgerungen

    Article • January 1996, Springer Science + Business Media

    Full Professor Bernd Skiera

  121. Deckungsbeitragsmaximale Verkaufsgebietseinteilung

    Article • January 1996, Springer Science + Business Media

    Full Professor Bernd Skiera

  122. Anwendung des Entscheidungsmodells COSTA zur deckungsbeitragsmaximalen Verkaufsgebietseinteilung

    Article • January 1996, Springer Science + Business Media

    Full Professor Bernd Skiera

  123. Eine Simulationsstudie zur Gütebeurteilung der gegenwärtigen Vorgehensweise

    Article • January 1996, Springer Science + Business Media

    Full Professor Bernd Skiera

  124. Verkaufsgebietseinteilung zur Maximierung des Deckungsbeitrags

    Article • January 1996, Springer Science + Business Media

    Full Professor Bernd Skiera

  125. Customer-based valuation: similarities and differences to traditional discounted cash flow models

    Article • Edward Elgar Publishing

    Full Professor Bernd Skiera

  126. Time Preferences and the Pricing of Complementary Durables and Consumables

    Article • SSRN Electronic Journal, Elsevier

    Full Professor Bernd Skiera

  127. It's All in How You Ask: Effects of Bid-Elicitation Format on Bidding Behavior in Reverse-Pricing Markets

    Article • American Psychological Association (APA)

    Full Professor Bernd Skiera

  128. Customer equity reporting*

    Article • Edward Elgar Publishing

    Full Professor Bernd Skiera