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Sönke Albers

Personal Details

First Name:Sönke
Middle Name:
Last Name:Albers
Suffix:
RePEc Short-ID:pal311
https://www.the-klu.org/faculty-research/resident-faculty/soenke-albers/

Affiliation

(50%) Institut für Betriebwirtschaftslehre
Christian-Albrechts-Universität Kiel

Kiel, Germany
http://www.bwl.uni-kiel.de/bwl_inst.shtml

:


RePEc:edi:ibkiede (more details at EDIRC)

(50%) Kühne Logistics University

Hamburg, Germany
http://www.the-klu.org/

:


RePEc:edi:kluhhde (more details at EDIRC)

Research output

as
Jump to: Working papers Articles

Working papers

  1. Goerke, Björn & Albers, Sönke, 2016. "Long-term effects of subsidies on firm growth: introducing the concept of outcome additionality," EconStor Preprints 142164, ZBW - German National Library of Economics.
  2. Bielecki, Andre & Albers, Sönke & Mantrala, Murali, 2012. "Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart?," EconStor Preprints 57427, ZBW - German National Library of Economics.
  3. Bielecki, Andre & Albers, Sönke, 2012. "Eine Analyse der Forschungseffizienz deutscher betriebswirtschaftlicher Fachbereiche basierend auf den Daten des Centrums für Hochschulentwicklung (CHE)," EconStor Preprints 57429, ZBW - German National Library of Economics.
  4. Albers, Sönke & Bielecki, Andre, 2012. "Wovon hängt die Leistung in Forschung und Lehre ab? Eine Analyse deutscher betriebswirtschaftlicher Fachbereiche basierend auf den Daten des Centrums für Hochschulentwicklung," EconStor Preprints 57428, ZBW - German National Library of Economics.
  5. Reimer, Kerstin & Albers, Sönke, 2011. "Modeling Repeat Purchases in the Internet when RFM Captures Past Influence of Marketing," EconStor Preprints 50730, ZBW - German National Library of Economics.
  6. Albers, Sönke, 2009. "Discriminating Rankings of Research in Business," EconStor Preprints 24827, ZBW - German National Library of Economics.
  7. Peters, Kay & Albers, Sönke & Kumar, V., 2008. "Is there more to international Diffusion than Culture? An investigation on the Role of Marketing and Industry Variables," EconStor Preprints 27678, ZBW - German National Library of Economics.
  8. Albers, Sönke, 2008. "Three Failed Attempts of Joint Rankings of Research in Economics and Business," MPRA Paper 12868, University Library of Munich, Germany, revised 16 Jan 2009.
  9. Peters, Kay & Albers, Sönke & Schäfers, Björn, 2008. "Die Wertschöpfungskette des Handels im Zeitalter des Electronic Commerce - Was eingetreten ist und was dem Handel noch bevorsteht," EconStor Preprints 27677, ZBW - German National Library of Economics.
  10. Albers, Sönke & Peters, Kay, 1997. "Die Wertschöpfungskette des Handels im Zeitalter des Electronic Commerce," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 429, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  11. Skiera, Bernd & Albers, Sönke, 1996. "COSTA: Contribution optimizing sales territory alignment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 408, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  12. Albers, Sönke, 1996. "Regeln für die Allokation eines Marketing-Budgets auf Produkte oder Marktsegmente," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 413, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  13. Albers, Sönke, 1995. "Dezentralisierte Führung von Unternehmen mit Hilfe eines internen Beteiligungsmarktes," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 377, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  14. Albers, Sönke & Krafft, Manfred, 1995. "Zur relativen Aussagekraft und Eignung von Ansätzen der neuen Institutionenlehre für die Absatzformwahl sowie die Entlohnung von Verkaufsaußendienstmitarbeitern," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 375, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  15. Marks, Ulf G. & Albers, Sönke, 1995. "Experiments in competitive product positioning: An equilibrium analysis," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 364, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  16. Albers, Sönke & Bielert, Wilhelm, 1994. "Kostenminimale Gestaltung von finanziellen Nebenleistungen für Führungskräfte," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 347, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  17. Albers, Sönke, 1993. "Analysis of profit contribution variance between actual and plan," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 332, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  18. Skiera, Bernd & Albers, Sönke, 1993. "COSTA: ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 324, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  19. Albers, Sönke, 1993. "Optimales Verhältnis zwischen Festgehalt und erfolgsabhängiger Entlohnung bei Verkaufsaußendienstmitarbeitern," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 336, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  20. Albers, Sönke & Krafft, Manfred, 1992. "Steuerungssysteme für den Verkaufsaußendienst," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 306, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  21. Albers, Sönke & Gedenk, Karen, 1992. "Strategie-orientierte Anreizsysteme," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 287, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  22. Gedenk, Karen & Albers, Sönke, 1991. "Innovationsanreize für Geschäftsführer," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 268, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  23. Albers, Sönke, 1990. "Ursachenanalyse von marketingbedingten IST-SOLL-Deckungsbeitragsabweichungen," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 254, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

Articles

  1. Jan U. Becker & Sönke Albers, 2016. "The limits of analyzing service quality data in public transport," Transportation, Springer, vol. 43(5), pages 823-842, September.
  2. Fischer Marc & Albers Sönke & Wagner Nils & Frie Monika, 2012. "Dynamically Allocating the Marketing Budget. How to Leverage Profits across Markets, Products and Marketing Activities," GfK Marketing Intelligence Review, De Gruyter Open, vol. 4(1), pages 50-59, May.
  3. Soenke Albers, 2011. "Discussion of “Quantitative and Qualitative Rankings of Scholars”: Esteem Indicators: Membership in Editorial Boards or Honorary Doctorates," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 63(1), pages 92-98, January.
  4. Marc Fischer & Sönke Albers & Nils Wagner & Monika Frie, 2011. "Practice Prize Winner --Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities," Marketing Science, INFORMS, vol. 30(4), pages 568-585, July.
  5. Becker Jan U. & Greve Goetz & Albers Sönke, 2010. "Left Behind Expectations - How to Prevent CRM Implementations from Failing," GfK Marketing Intelligence Review, De Gruyter Open, vol. 2(2), pages 34-41, November.
  6. Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
  7. Sönke Albers, 2009. "Misleading Rankings of Research in Business," German Economic Review, Verein für Socialpolitik, vol. 10, pages 352-363, August.
  8. Ulf G. Marks & Sönke Albers, 2001. "Experiments In Competitive Product Positioning : Actual Behavior Compared To Nash Solutions," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 53(3), pages 150-174, July.
  9. Bernd Skiera & Sönke Albers, 1998. "COSTA: Contribution Optimizing Sales Territory Alignment," Marketing Science, INFORMS, pages 196-213.
  10. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
  11. Albers, Sonke, 1979. "An extended algorithm for optimal product positioning," European Journal of Operational Research, Elsevier, vol. 3(3), pages 222-231, May.
  12. Albers, Sonke & Brockhoff, Klaus, 1977. "A procedure for new product positioning in an attribute space," European Journal of Operational Research, Elsevier, vol. 1(4), pages 230-238, July.

Citations

Many of the citations below have been collected in an experimental project, CitEc, where a more detailed citation analysis can be found. These are citations from works listed in RePEc that could be analyzed mechanically. So far, only a minority of all works could be analyzed. See under "Corrections" how you can help improve the citation analysis.

Working papers

  1. Bielecki, Andre & Albers, Sönke, 2012. "Eine Analyse der Forschungseffizienz deutscher betriebswirtschaftlicher Fachbereiche basierend auf den Daten des Centrums für Hochschulentwicklung (CHE)," EconStor Preprints 57429, ZBW - German National Library of Economics.

    Cited by:

    1. Marcel Clermont & Alexander Dirksen & Barbara Scheidt & Dirk Tunger, 2017. "Citation metrics as an additional indicator for evaluating research performance? An analysis of their correlations and validity," Business Research, Springer;German Academic Association for Business Research, vol. 10(2), pages 249-279, October.

  2. Albers, Sönke, 2008. "Three Failed Attempts of Joint Rankings of Research in Economics and Business," MPRA Paper 12868, University Library of Munich, Germany, revised 16 Jan 2009.

    Cited by:

    1. Pontille, David & Torny, Didier, 2010. "Revues qui comptent, revues qu’on compte :produire des classements en économie et gestion," Revue de la Régulation - Capitalisme, institutions, pouvoirs, Association Recherche et Régulation, vol. 8.

  3. Skiera, Bernd & Albers, Sönke, 1996. "COSTA: Contribution optimizing sales territory alignment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 408, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Cited by:

    1. Guenzi, Paolo & Sajtos, Laszlo & Troilo, Gabriele, 2016. "The dual mechanism of sales capabilities in influencing organizational performance," Journal of Business Research, Elsevier, vol. 69(9), pages 3707-3713.
    2. Sprecher, Arno, 1999. "Sales force deployment by genetic concepts," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 514, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    3. Haugland, Dag & Ho, Sin C. & Laporte, Gilbert, 2007. "Designing delivery districts for the vehicle routing problem with stochastic demands," European Journal of Operational Research, Elsevier, vol. 180(3), pages 997-1010, August.
    4. Andris A. Zoltners & Prabhakant Sinha, 2005. "The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation," Marketing Science, INFORMS, vol. 24(3), pages 313-331, September.
    5. Haase, Knut & Müller, Sven, 2014. "Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints," European Journal of Operational Research, Elsevier, vol. 237(2), pages 677-689.
    6. M Blais & S D Lapierre & G Laporte, 2003. "Solving a home-care districting problem in an urban setting," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 54(11), pages 1141-1147, November.
    7. Darmon, Rene Y., 2002. "Salespeople's management of customer information: Impact on optimal territory and sales force sizes," European Journal of Operational Research, Elsevier, vol. 137(1), pages 162-176, February.
    8. Clark, Derek J. & Nilssen, Tore, 2018. "Beating the Matthew Effect: Head Starts and Catching Up in a Dynamic All-Pay Auction," Memorandum 2/2018, Oslo University, Department of Economics.
    9. Fabio Caldieraro & Anne T. Coughlan, 2009. "Optimal Sales Force Diversification and Group Incentive Payments," Marketing Science, INFORMS, vol. 28(6), pages 1009-1026, 11-12.
    10. Haase, Knut, 1999. "Sales force deployment by mathematical programming," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 508, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    11. Bielecki, Andre & Albers, Sönke & Mantrala, Murali, 2012. "Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart?," EconStor Preprints 57427, ZBW - German National Library of Economics.
    12. Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
    13. Clark, Derek J. & Nilssen , Tore & Sand, Jan Yngve, 2014. "Keep on Fighting: Dynamic Win Effects in an All-Pay Auction," Memorandum 23/2014, Oslo University, Department of Economics.
    14. Marc Fischer & Sönke Albers & Nils Wagner & Monika Frie, 2011. "Practice Prize Winner --Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities," Marketing Science, INFORMS, vol. 30(4), pages 568-585, July.

  4. Albers, Sönke, 1996. "Regeln für die Allokation eines Marketing-Budgets auf Produkte oder Marktsegmente," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 413, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Cited by:

    1. Gahler, Daniel & Hruschka, Harald, 2016. "Resource Allocation Heuristics for Unknown Sales Response Functions with Additive Disturbances," University of Regensburg Working Papers in Business, Economics and Management Information Systems 488, University of Regensburg, Department of Economics.
    2. Hans Buhl & Martin Gneiser & Julia Heidemann, 2009. "Ein modelltheoretischer Ansatz zur Planung von Investitionen in Kundenbeziehungen," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 20(2), pages 175-195, October.
    3. Uwe Götze & Constanze Linke, 2008. "Interne Unternehmensrechnung als Instrument des marktorientierten Zielkostenmanagements – ausgewählte Probleme und Lösungsansätze," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 19(1), pages 107-132, May.
    4. Wolfgang Polasek, 2011. "Marketing Response Models for Shrinking Beer Sales in Germany," Working Paper series 50_11, Rimini Centre for Economic Analysis.
    5. Cathérine Grisar & Matthias Meyer, 2016. "Use of simulation in controlling research: a systematic literature review for German-speaking countries," Management Review Quarterly, Springer;Vienna University of Economics and Business, vol. 66(2), pages 117-157, April.
    6. Marc Fischer & Sönke Albers & Nils Wagner & Monika Frie, 2011. "Practice Prize Winner --Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities," Marketing Science, INFORMS, vol. 30(4), pages 568-585, July.

  5. Albers, Sönke, 1993. "Analysis of profit contribution variance between actual and plan," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 332, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Cited by:

    1. Suresh Divakar & Brian T. Ratchford & Venkatesh Shankar, 2005. "Practice Prize Article—: A Multichannel, Multiregion Sales Forecasting Model and Decision Support System for Consumer Packaged Goods," Marketing Science, INFORMS, vol. 24(3), pages 334-350, July.

  6. Skiera, Bernd & Albers, Sönke, 1993. "COSTA: ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 324, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Cited by:

    1. Sprecher, Arno, 1999. "Sales force deployment by genetic concepts," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 514, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    2. Andreas Drexl & Knut Haase, 1999. "Fast Approximation Methods for Sales Force Deployment," Management Science, INFORMS, vol. 45(10), pages 1307-1323, October.
    3. Drexl, Andreas & Haase, Knut, 1996. "Fast approximation methods for sales force deployment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 411, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    4. Haase, Knut, 1996. "Deckungsbeitragsorientierte Verkaufsgebietseinteilung und Standortplanung für Außendienstmitarbeiter," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 410, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    5. Jörg Kalcsics & Stefan Nickel & Michael Schröder, 2005. "Towards a unified territorial design approach — Applications, algorithms and GIS integration," TOP: An Official Journal of the Spanish Society of Statistics and Operations Research, Springer;Sociedad de Estadística e Investigación Operativa, vol. 13(1), pages 1-56, June.

  7. Albers, Sönke, 1993. "Optimales Verhältnis zwischen Festgehalt und erfolgsabhängiger Entlohnung bei Verkaufsaußendienstmitarbeitern," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 336, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Cited by:

    1. Maximilian Jung & Christian Riegler, 1999. "Accounting information, salesforce compensation and acquisition of new customers," European Accounting Review, Taylor & Francis Journals, vol. 8(3), pages 421-441.
    2. Julia Heidemann & Marcus Kaiser & Mathias Klier & Florian Probst, 2012. "Customer lifetime value-based sales force control in the financial services industry— an incentive-compatible remuneration model," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 23(1), pages 27-51, September.

  8. Albers, Sönke & Krafft, Manfred, 1992. "Steuerungssysteme für den Verkaufsaußendienst," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 306, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Cited by:

    1. Drexl, Andreas & Haase, Knut, 1996. "Fast approximation methods for sales force deployment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 411, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    2. Skiera, Bernd & Albers, Sönke, 1993. "COSTA: ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 324, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

  9. Albers, Sönke, 1990. "Ursachenanalyse von marketingbedingten IST-SOLL-Deckungsbeitragsabweichungen," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 254, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Cited by:

    1. Vetschera, Rudolf, 1993. "Zur Konsistenz von Abweichungsanalysen in hierarchischen Kennzahlensystemen," Discussion Papers, Series I 269, University of Konstanz, Department of Economics.

Articles

  1. Jan U. Becker & Sönke Albers, 2016. "The limits of analyzing service quality data in public transport," Transportation, Springer, vol. 43(5), pages 823-842, September.

    Cited by:

    1. Ghosh, Piyali & Ojha, Mohit Kr. & Geetika,, 2017. "Determining passenger satisfaction out of platform-based amenities: A study of Kanpur Central Railway Station," Transport Policy, Elsevier, vol. 60(C), pages 108-118.

  2. Soenke Albers, 2011. "Discussion of “Quantitative and Qualitative Rankings of Scholars”: Esteem Indicators: Membership in Editorial Boards or Honorary Doctorates," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 63(1), pages 92-98, January.

    Cited by:

    1. Matthias Meyer & Rüdiger W. Waldkirch & Michael A. Zaggl, 2012. "Relative Performance Measurement of Researchers: The Impact of Data Source Selection," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 64(4), pages 308-330, October.

  3. Marc Fischer & Sönke Albers & Nils Wagner & Monika Frie, 2011. "Practice Prize Winner --Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities," Marketing Science, INFORMS, vol. 30(4), pages 568-585, July.

    Cited by:

    1. Yuichi Takano & Nobuaki Ishii & Masaaki Muraki, 2017. "Multi-period resource allocation for estimating project costs in competitive bidding," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 25(2), pages 303-323, June.
    2. Pun, Hubert & Heese, H. Sebastian, 2015. "A note on budget allocation for market research and advertising," International Journal of Production Economics, Elsevier, vol. 166(C), pages 85-89.

  4. Becker Jan U. & Greve Goetz & Albers Sönke, 2010. "Left Behind Expectations - How to Prevent CRM Implementations from Failing," GfK Marketing Intelligence Review, De Gruyter Open, vol. 2(2), pages 34-41, November.

    Cited by:

    1. Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre (Ed.), 2011. "Jahresbericht 2010," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 654, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

  5. Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.

    Cited by:

    1. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    2. Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre (Ed.), 2011. "Jahresbericht 2010," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 654, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    3. Haase, Knut & Müller, Sven, 2014. "Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints," European Journal of Operational Research, Elsevier, vol. 237(2), pages 677-689.

  6. Sönke Albers, 2009. "Misleading Rankings of Research in Business," German Economic Review, Verein für Socialpolitik, vol. 10, pages 352-363, August.

    Cited by:

    1. Müller, Harry, 2012. "Die Zitationshäufigkeit als Qualitätsindikator im Rahmen der Forschungsleistungsmessung," Discussion Papers of the Institute for Organisational Economics 1/2012, University of Münster, Institute for Organisational Economics.
    2. Bielecki, Andre & Albers, Sönke, 2012. "Eine Analyse der Forschungseffizienz deutscher betriebswirtschaftlicher Fachbereiche basierend auf den Daten des Centrums für Hochschulentwicklung (CHE)," EconStor Preprints 57429, ZBW - German National Library of Economics.
    3. Margit Osterloh & Bruno S. Frey, 2009. "Research governance in academia: are there alternatives to academic rankings?," IEW - Working Papers 423, Institute for Empirical Research in Economics - University of Zurich.
    4. Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre (Ed.), 2010. "Jahresbericht 2009," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 650, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    5. Margit Osterloh & Bruno S. Frey, 2010. "Academic Rankings and Research Governance," CREMA Working Paper Series 2010-04, Center for Research in Economics, Management and the Arts (CREMA).
    6. Oliver Fabel & Miriam Hein & Robert Hofmeister, 2009. "Research Productivity in Business Economics: A Second Reply," German Economic Review, Verein für Socialpolitik, vol. 10, pages 372-374, August.
    7. Bruno S. Frey & Margit Osterloh, 2011. "Rankings games," ECON - Working Papers 039, Department of Economics - University of Zurich.
    8. Dilger, Alexander & Müller, Harry, 2011. "Ein Forschungsleistungsranking auf der Grundlage von Google Scholar," Discussion Papers of the Institute for Organisational Economics 12/2011, University of Münster, Institute for Organisational Economics.
    9. Haucap, Justus & Muck, Johannes, 2013. "What drives the relevance and reputation of economics journals? An update from a survey among economists," DICE Discussion Papers 103, University of Düsseldorf, Düsseldorf Institute for Competition Economics (DICE).
    10. Matthias Meyer & Rüdiger W. Waldkirch & Michael A. Zaggl, 2012. "Relative Performance Measurement of Researchers: The Impact of Data Source Selection," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 64(4), pages 308-330, October.
    11. Günther G. Schulze & Susanne Warning, 2009. "Misleading Rankings of Research in Business: A Reply," German Economic Review, Verein für Socialpolitik, vol. 10, pages 368-371, August.
    12. Müller, Harry & Dilger, Alexander, 2013. "Der Einfluss des Forschungsschwerpunkts auf den Zitationserfolg: Eine empirische Untersuchung anhand der Gesamtpublikationen deutschsprachiger Hochschullehrer für BWL," Discussion Papers of the Institute for Organisational Economics 1/2013, University of Münster, Institute for Organisational Economics.
    13. Albers, Sönke & Bielecki, Andre, 2012. "Wovon hängt die Leistung in Forschung und Lehre ab? Eine Analyse deutscher betriebswirtschaftlicher Fachbereiche basierend auf den Daten des Centrums für Hochschulentwicklung," EconStor Preprints 57428, ZBW - German National Library of Economics.
    14. Tüselmann, Heinz & Sinkovics, Rudolf R. & Pishchulov, Grigory, 2015. "Towards a consolidation of worldwide journal rankings – A classification using random forests and aggregate rating via data envelopment analysis," Omega, Elsevier, vol. 51(C), pages 11-23.
    15. Klaus Ritzberger, 2009. "Misleading Rankings of Research in Business: A Reply -super-," German Economic Review, Verein für Socialpolitik, vol. 10, pages 364-367, August.

  7. Ulf G. Marks & Sönke Albers, 2001. "Experiments In Competitive Product Positioning : Actual Behavior Compared To Nash Solutions," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 53(3), pages 150-174, July.

    Cited by:

    1. Kesten C. Green & J. Scott Armstrong, 2005. "Competitor-oriented Objectives: The Myth of Market Share," Monash Econometrics and Business Statistics Working Papers 17/05, Monash University, Department of Econometrics and Business Statistics.
    2. S. Phineas Upham & Lori Rosenkopf & Lyle H. Ungar, 2010. "Positioning knowledge: schools of thought and new knowledge creation," Scientometrics, Springer;Akadémiai Kiadó, vol. 83(2), pages 555-581, May.

  8. Bernd Skiera & Sönke Albers, 1998. "COSTA: Contribution Optimizing Sales Territory Alignment," Marketing Science, INFORMS, pages 196-213.
    See citations under working paper version above.
  9. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.

    Cited by:

    1. Sprecher, Arno, 1999. "Sales force deployment by genetic concepts," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 514, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    2. Haase, Knut & Müller, Sven, 2014. "Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints," European Journal of Operational Research, Elsevier, vol. 237(2), pages 677-689.
    3. Skiera, Bernd & Albers, Sönke, 1996. "COSTA: Contribution optimizing sales territory alignment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 408, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    4. Maximilian Jung & Christian Riegler, 1999. "Accounting information, salesforce compensation and acquisition of new customers," European Accounting Review, Taylor & Francis Journals, vol. 8(3), pages 421-441.
    5. Lee, Chung-Yee & Yang, Ruina, 2013. "Compensation plan for competing salespersons under asymmetric information," European Journal of Operational Research, Elsevier, vol. 227(3), pages 570-580.
    6. Krafft, Manfred, 1997. "An empirical investigation of the antecedents of salesforce control systems," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 454, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

  10. Albers, Sonke, 1979. "An extended algorithm for optimal product positioning," European Journal of Operational Research, Elsevier, vol. 3(3), pages 222-231, May.

    Cited by:

    1. Plastria, Frank, 2001. "Static competitive facility location: An overview of optimisation approaches," European Journal of Operational Research, Elsevier, vol. 129(3), pages 461-470, March.
    2. Gruca, Thomas S. & Klemz, Bruce R., 2003. "Optimal new product positioning: A genetic algorithm approach," European Journal of Operational Research, Elsevier, vol. 146(3), pages 621-633, May.
    3. Krieger, Abba M. & Green, P. E., 2002. "A decision support model for selecting product/service benefit positionings," European Journal of Operational Research, Elsevier, vol. 142(1), pages 187-202, October.
    4. Kwong, C.K. & Luo, X.G. & Tang, J.F., 2011. "A methodology for optimal product positioning with engineering constraints consideration," International Journal of Production Economics, Elsevier, vol. 132(1), pages 93-100, July.
    5. HANSEN, Pierre & JAUMARD, Brigitte & MEYER, Christophe & THISSE, Jacques-François, 1998. "New algorithms for product positioning," CORE Discussion Papers RP 1377, Université catholique de Louvain, Center for Operations Research and Econometrics (CORE).
    6. Sudharshan, D. & Ravi Kumar, K. & Gruca, Thomas S., 1995. "NICHER: An approach to identifying defensible product positions," European Journal of Operational Research, Elsevier, vol. 84(2), pages 292-309, July.

  11. Albers, Sonke & Brockhoff, Klaus, 1977. "A procedure for new product positioning in an attribute space," European Journal of Operational Research, Elsevier, vol. 1(4), pages 230-238, July.

    Cited by:

    1. Hadjinicola, George C. & Kumar, K. Ravi, 2002. "Modeling manufacturing and marketing options in international operations," International Journal of Production Economics, Elsevier, vol. 75(3), pages 287-304, February.
    2. Emmanuel Fragnière & Angela Lombardi & Francesco Moresino, 2012. "Designing and Pricing Services Based on Customer-Perceived Value: An Airline Company Feasibility Study," Service Science, INFORMS, vol. 4(4), pages 320-330, December.
    3. Plastria, Frank, 2001. "Static competitive facility location: An overview of optimisation approaches," European Journal of Operational Research, Elsevier, vol. 129(3), pages 461-470, March.
    4. Gruca, Thomas S. & Klemz, Bruce R., 2003. "Optimal new product positioning: A genetic algorithm approach," European Journal of Operational Research, Elsevier, vol. 146(3), pages 621-633, May.
    5. Krieger, Abba M. & Green, P. E., 2002. "A decision support model for selecting product/service benefit positionings," European Journal of Operational Research, Elsevier, vol. 142(1), pages 187-202, October.
    6. Gensler, Sonja & Hinz, Oliver & Skiera, Bernd & Theysohn, Sven, 2012. "Willingness-to-pay estimation with choice-based conjoint analysis: Addressing extreme response behavior with individually adapted designs," European Journal of Operational Research, Elsevier, vol. 219(2), pages 368-378.
    7. HANSEN, Pierre & JAUMARD, Brigitte & MEYER, Christophe & THISSE, Jacques-François, 1998. "New algorithms for product positioning," CORE Discussion Papers RP 1377, Université catholique de Louvain, Center for Operations Research and Econometrics (CORE).

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Co-authorship network on CollEc

NEP Fields

NEP is an announcement service for new working papers, with a weekly report in each of many fields. This author has had 6 papers announced in NEP. These are the fields, ordered by number of announcements, along with their dates. If the author is listed in the directory of specialists for this field, a link is also provided.
  1. NEP-GER: German Papers (2) 2012-05-02 2012-05-02
  2. NEP-SOG: Sociology of Economics (2) 2009-01-24 2012-05-02
  3. NEP-CSE: Economics of Strategic Management (1) 2016-06-25
  4. NEP-EDU: Education (1) 2009-01-24
  5. NEP-EFF: Efficiency & Productivity (1) 2012-05-02
  6. NEP-ENT: Entrepreneurship (1) 2016-06-25
  7. NEP-FOR: Forecasting (1) 2011-11-07
  8. NEP-HPE: History & Philosophy of Economics (1) 2009-01-24
  9. NEP-HRM: Human Capital & Human Resource Management (1) 2012-05-02
  10. NEP-INO: Innovation (1) 2016-06-25
  11. NEP-MKT: Marketing (1) 2011-11-07
  12. NEP-NET: Network Economics (1) 2016-06-25
  13. NEP-SBM: Small Business Management (1) 2016-06-25
  14. NEP-TID: Technology & Industrial Dynamics (1) 2016-06-25

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