List of Publications
(only Publications in English are listed here, for additional puiblications in
German see German website)
Marketing:
Bücher:
 | Albers, Sönke (Hrsg.):
Cross-Functional Innovation Management. Perspectives from Different Disciplines, Gabler, Wiesbaden 2004, Festschrift für Klaus Brockhoff zum 65. Geburtstag.
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Albers, Sönke (Hrsg.):
Sales Force Management, Special Edition, 1990, Doppel-Sonderheft der Zeitschrift "International Journal of Research in Marketing".
Kübler, Raoul V. und Sönke Albers:
Communication Behavior of Companies in Product Recalls Without Customer Identification Information, Marketing - Journal of Research and Management, Vol. 6 (2010) No. 1, 59-70.
Barrot, Christian und Sönke Albers:
Did They Tell Their Friends? Using Social Network Analysis to Detect Social Contagion Processes, in: Engilbertsson, Halldór Örn (ed.): Flexible Marketing in an Unpredictable World, Proceedings of the 36th EMAC Conference, 22th – 25th May 2007, Reykjavik University,
on CD-Rom, 2007.
Kaya, Maria, Paul Steffens, Sönke Albers und Marc Fischer:
Drivers of Replacement and Additional Purchases Timing for Durables: The Overlooked Role of Consumer Innovativenes, in: Engilbertsson, Halldór Örn (ed.): Flexible Marketing in an Unpredictable World, Proceedings of the 36th EMAC Conference, 22th – 25th May 2007, Reykjavik University,
erschienen auf CD-Rom, 2007.
Fischer, Marc, Venkatesh Shankar und Michel Clement:
Can a Late Mover Use International Market Entry Strategy to Challenge the Pioneer?, MSI Report No. 05-118, Marketing Science Institute, 2005.
Albers, Sönke:
Forecasting the Diffusion of an Innovation Prior to Launch, in: Albers, Sönke (Hrsg.): Cross-functional Innovation Management. Perspectives from Different Disciplines, Gabler, Wiesbaden 2004, 243-258.
Marks, Ulf Gerold und Sönke Albers:
Experiments in Competitive Product Positioning - Actual Behavior versus Nash Solutions, Schmalenbach Business Review, Vol. 53 (2001), 150-174.
Albers, Sönke:
Optimal Positioning of Political Parties, in: B. Fleischmann et al. (Hrsg.): Operations Research Proceedings 1981, Springer, Berlin-Heidelberg-New York 1982, 322-328.
Albers, Sönke:
PROPOPP: A Program Package for optimal Positioning of a New Product in an Attribute Space, Journal of Marketing Research, Vol. 19 (1982), 606-608.
Albers, Sönke und Klaus Brockhoff:
Optimal Product Attributes in Single Choice Models, The Journal of the Operational Research Society, Vol. 31 (1980), 647-655.
Albers, Sönke:
An extended algorithm for optimal product positioning, European Journal of Operations Research, Vol. 3 (1979), 222-231.
Albers, Sönke und Klaus Brockhoff:
A Comparison of two Approaches to the Optimal Positioning of a New Product in an Attribute Space, Zeitschrift für Operations Research, 23. Jg. (1979), 127-142.
Albers, Sönke:
A Mixed Integer Nonlinear Programming Procedure for Simultanously Locating Multiple Products in an Attribute Space, in: R. Henn et al. (Hrsg.): Operations Research Verfahren XXVI, Verlag Anton Hain, Meisenheim am Glan 1977, 899-909.
Albers, Sönke und Klaus Brockhoff:
A procedure for new product positioning in an attribute space, European Journal of Operations Research, Vol. 1 (1977), 230-238.
Barrot, Christian, Sönke Albers, Bernd Skiera und Björn Schäfers:
Vickrey vs. eBay: Why Second-price Sealed-bid Auctions Lead to More Realistic Price-demand Functions, forthcoming in International Journal of Electronic Commerce, 2010.
Becker, Jan U., Michel Clement und Ute Schaedel:
Investigating the Impact of Network Externalities on the Adoption and Participation in New Online Communities, Journal of Media Economics, 2010 forthcoming.
Thies, Silvia und Sönke Albers:
Applications of PLS in Marketing: Content Strategies on the Internet, in: Vincenzo Esposito Vinzi, Wynn W. Chin, Jörg Henseler und Huiwen Wang (eds.): Handbook of Partial Least Squares - Concepts, Methods and Applications, Springer, Berlin et al. 2010, 589-604.
Peters, Kay, Sönke Albers, Daniel Asselmann und Björn Schäfers:
eCommerce Revisited: The Impact of an Uncoupled Consumer Buying Process on Retailing, Marketing - Journal of Research and Management, Vol. 5 (2009) , No. 2, 85-104.
Reimer, Kerstin und Sönke Albers:
Forecasting individual customer purchasing behaviour for digital hedonic products, Keith J. Perks and Paurav Shukla (eds.): Marketing Landscapes: A Pause for Thought, Brighton 2008, Proceedings of the 37th EMAC Conference, 27th – 30th May, on CD-Rom.
Albers, Sönke und Michel Clement:
Analyzing the Success Drivers of e-Business Companies, IEEE Transactions on Engineering Management, 54 (2007) 2, 301-314.
Schneider, Holger und Sönke Albers:
Retailer Competition in Shopbots: do Retailers Pursue a Store Positioning Strategy, in: Engilbertsson, Halldór Örn (ed.): Flexible Marketing in an Unpredictable World, Proceedings of the 36th EMAC Conference, 22th – 25th May 2007, Reykjavik University, on CD-Rom
, 2007.
Albers, Sönke und Silvia Thies:
Content Strategies in the Internet, in: Tomas Aluja, Josep Casanovas, Vincenzo Esposito Vinzi, Alain Morineau, Michel Tenenhaus (eds.): PLS and Related Methods, Proceedings of the PLS `05 International Symposion, SPAD, Barcelona 2005, 211-218.
Barrot, Christian und Sönke Albers:
Diffusion of Internet Services: Does Spatial Proximity of Adopters Still Matter?, in: Gabriele Troilo (ed.): Rejuvenation marketing: contamination, innovation, integration, Proceedings of the 34 th EMAC Conference, 24 th - 27 th May 2005, Università Bocconi, Milan 2005, on CD-Rom.
Albers, Sönke, Christian Barrot, Björn Schäfers und Bernd Skiera:
Vickrey Auction and its Ability to Estimate Consumers Willingness-to-pay, in: José L. Munuera-Alemán (ed.): Worldwide Marketing? Proceedings of the 33rd EMAC Conference, 2004, on CD-Rom.
Albers, Sönke und Gregor Panten:
Virtual Communities - Beyond the Satisfaction-Loyality-Relationship, in: José L. Munuera-Alemán (ed.): Worldwide Marketing? Proceedings of the 33rd EMAC Conference, 2004, on CD-Rom.
Albers, Sönke:
Relative Advantages of E-Commerce Start-ups Versus Integrated Units of Bricks-and-Mortar Companies, in: Fandel, G. (Hrsg.): Managing Enterprises of the New Economy by Modern Concepts of the Theory of the Firm, Springer, Berlin 2003, 33-57.
Albers, Sönke und Kay Peters:
The Value Chain of Retailing in the Times of Electronic Commerce, in: Lutz Hildebrandt et al. (eds.): Marketing and Competition in the Information Age, Proceedings of the 28th EMAC Conference, 1999, on CD-Rom.
Marketing
Albers, Sönke, Murali K. Mantrala und Shrihari Sridhar:
A Meta-Analysis of Personal Selling Elasticities, to appear in Journal of Marketing Research, 2010.
Bielecki, André und Sönke Albers:
DEA with econometrically estimated individual coefficients: A pharmaceutical sales force application, Marketing Science Institute Special Report 10-???, February, 2010.
Fischer, Marc und Sönke Albers:
Patient- or Physician-Oriented Marketing: What Drives Primary Demand for Prescription Drugs?, Journal of Marketing Research, Vol. 47 (2010), 103-121.
Mantrala, Murali K., S. Albers, Fabio Caldieraro, Ove Jensen, Kissan Joseph, Manfred Krafft, Chakravarthi Narasimhan, Srinath Gopalakrishna, Andris Zoltners, Rajiv Lal, and Leonard Lodish:
Sales Force Modeling: State of the Field and Research Agenda, to appear in Marketing Letters, 2010.
Söhnchen, Florian und Sönke Albers:
Pipeline management for the acquisition of industrial projects, to appear in Industrial Marketing Management, 2010.
Albers, Sönke, Murali Mantrala und Shrihari Sridhar:
Personal selling Impact, in: Dominique M. Hanssens (ed.): Empirical Generalizations about Marketing Impact. What we have learned from academic research, Marketing Science Institute: Cambridge (MA), 2009, 77.
Barrot, Christian, Jan U. Becker und Lukas Bremer:
Personal vs. relational characteristics: What are the drivers of customer referrals? in: Jean-Pierre Helfer and Jean-Louis Nicolas (eds.), Marketing & the Core Disciplines: Rediscovering References?, Proceedings of the 38th EMAC Conference, 26th - 29th May 2009, Nantes, on CD-Rom, 2009.
Becker, Jan U., Goetz Greve und Sönke Albers:
The Impact of Technological and Organizational Implementation of CRM on Customer Acquisition, Maintenance, and Retention, International Journal of Research in Marketing, Vol. 26, Nr. 3, 2009, 207-215.
Bielecki, André und Sönke Albers:
DEA with statistically estimated individual coefficients: A pharmaceutical sales force application, Proceedings of the 38th EMAC Conference, 26th - 29th May 2009, Nantes, on CD-Rom, 2009.
Henningsen, Sina, Sönke Albers und Tammo Bijmolt:
Optimizing the Allocation of Marketing Resources. Employing Spatial Methods to Account for Social Multiplier Effects between Physicans, in: Marketing & the Core Disciplines: Rediscovering References?, Proceedings of the 38th EMAC Conference, 26th - 29th May 2009, Nantes, on CD-Rom, 2009.
Albers, Sönke und Murali Mantrala:
Models for Sales Management Decisions, in: Berend Wierenga (ed.): Handbook of Marketing Decision Models, Springer, Berlin et al. 2008, 163-210.
Albers, Sönke, Murali K. Mantrala und Shrihari Sridhar:
A Meta-Analysis of Personal Selling Elasticities, Report 08-100 des Marketing Science Institute, April, 2008.
Bielecki, André und Sönke Albers:
Measuring the Efficiency of Pharmaceutical Sales Representatives using Stochastic Frontier Analysis, 2008, Proceedings of the 37th EMAC Conference, 27th – 30th May 2008, Brighton, on CD-Rom.
Henningsen, Sina und Sönke Albers:
Physicians in spatial proximity: or the question whether they behave like they did yesterday or take experiences of peers into account, Keith J. Perks and Paurav Shukla (eds.): Marketing Landscapes: A Pause for Thought, Brighton 2008, Proceedings of the 37th EMAC Conference, 27th – 30th May, on CD-Rom.
Mantrala, Murali K., Sönke Albers, Srinath Gopalakrishna und Kissan Joseph:
Introduction: Special Issue on Enhancing Sales Force Productivity, Journal of Personal Selling and Sales Management, Vol. 28, No. 2 (2008), 109-113.
Skiera, Bernd und Sönke Albers:
Prioritizing Salesforce Decision Areas for Productivity Improvements Using a Core Sales Response Function, Journal of Personal Selling and Sales Management, Vol. 28, No. 2 (2008), 145-154.
Fischer, Marc und Sönke Albers:
Patient- or Physician-Oriented Marketing: What Drives Primary Demand for Prescription Drugs?, Report 07-117 des Marketing Science Institute, June, 2007.
Greve, Goetz und Soenke Albers:
Determinants of Performance in Customer Relationship Management - Assessing the Technology Usage - Performance Link, in: Proceedings of the 39th International Conference on System Sciences (HICSS-39), IEEE Computer Society, Athen 2006, on CD-Rom.
Greve, Goetz und Sönke Albers:
Performance Impacts of Customer Relationship Management - The Role of Technology Usage, Proceedings of the IFSAM VIIIth World Congress, Berlin 2006, September 2006.
Greve, Goetz und Soenke Albers:
Customer Relationship Management and the Customer Lifecycle - Measurement and Performance Outcomes, in: Gabriele Troilo (ed.): Rejuvenation marketing: contamination, innovation, integration, Proceedings of the 34 th EMAC Conference, 24 th - 27 th May 2005, Università Bocconi, Milan 2005, on CD-Rom.
Greve, Goetz und Soenke Albers:
Technology Usage in Customer Relationship Management - An Examination of Performance Impacts, in: Proceedings of the 2005 International Workshop on Customer Relationship Management: Data Mining meets Marketing, NYU Stern School of Business, New York City 2005, on CD-ROM.
Krafft, Manfred, Sönke Albers und Rajiv Lal:
Relative explanatory power of agency theory and transaction cost analysis in German salesforces, International Journal of Research in Marketing, Vol. 21 (2004), 265-283. Erhielt den IJRM Best Article Award 2004.
Albers, Sönke:
Salesforce Management – Compensation, Motivation, Selection and Training, in: Barton Weitz und Robin Wensley (eds.): Handbook of Marketing, Thousand Oaks, London 2002, 248-266.
Albers, Sönke:
Optimal allocation of profit across companies operating with a joint salesforce, OR Spektrum, Vol. 22 (2000), 13-33.
Albers, Sönke:
Sales-force Management, in: Keith Blois (ed.): The Oxford Textbook of Marketing, Oxford University Press, Oxford 2000, 292-317.
Albers, Sönke:
The Choice between Employed Salespersons and Independent Manufacturer Representatives, in: H. Albach, K. Brockhoff, E. Eymann, P. Jungen, M. Steven und A. Luhmer (eds.): Theory of the Firm., Springer, Berlin/Heidelberg/New York 2000, 169-184.
Albers, Sönke, Manfred Krafft und Wilhelm Bielert:
Global Salesforce Management: Comparing German and U.S. Practices, in: Gerald J. Bauer, Mark S. Baunchalk, Thomas N. Ingram, Raymond W. LaForge (eds.): Emerging Trends in Sales Thought and Practice, Quorum Books, London 1998, 193-211.
Albers, Sönke:
CAPPLAN: A Decision Support System for Planning the Pricing and Sales Effort Policy of a Salesforce, European Journal of Marketing, Vol. 30 (1996) 7, 68-82.
Albers, Sönke:
Optimization Models for Salesforce Compensation, European Journal of Operational Research, Vol. 89 (1996), 1-17.
Albers, Sönke:
Introduction to the special issue on salesforce management (Editorial), International Journal of Research in Marketing, Vol. 7 (1990), 77-80.
Albers, Sönke:
Controlling Independent Manufacturer Representatives by Using Commission Rate Functions Depending on Achieved Sales Volume, in: K. Backhaus, D.T. Wilson (Hrsg.): Industrial Marketing, A German-American Perspective, Springer-Verlag, Berlin - Heidelberg - New York - Tokyo 1986, 88-112.
Albers, Sönke:
CAPPLAN: A Decision Support System for PLanning the Pricing and Sales Effort Police of a Salesforce, Proceedings ot the Annual Conference 1985 of the European Marketing Academy, Bielefeld, West Germany, April 10-12 1985, 490-499.
Fischer, Marc, Sönke Albers, Nils Wagner und Monika Frie:
Dynamic Marketing Budget Allocation across Countries, Products and Marketing Activities, Conditionally accepted as winner of the ISMS MSI Prize Competition by Marketing Science, forthcoming, 2011.
Fischer, Marc und Sönke Albers:
Patient- or Physician-Oriented Marketing: What Drives Primary Demand for Prescription Drugs?, Journal of Marketing Research, Vol. 47 (2010), 103-121.
Kübler, Raoul V. und Sönke Albers:
Communication behavior of companies in case of product recalls without customer identification information, Marketing - Journal of Research and Management, Vol. 6 (2010) , No. 1, 59-70.
Proppe, Dennis und Sönke Albers:
Choosing Response Models for Budget Allocation in Heterogeneous and Dynamic Markets: Why Simple Sometimes Does Better, Marketing Science Institute Special Report 09-202, April, 2009.
Proppe, Dennis und Sönke Albers:
Accounting for Heterogeneity in Models for Budget Allocation Decisions – A Review of Estimation Procedures within a Simulation Framework, in: Engilbertsson, Halldór Örn (ed.): Flexible Marketing in an Unpredictable World,Proceedings of the 36th EMAC Conference, 22th – 25th May 2007, Reykjavik University, on CD-Rom, received bursary of EMAC (560 €) as one of the "Top ten paper based on a doctoral dissertation", 2007.
Albers, Sönke:
Impact of types of functional relationships, decisions, and solutions on the applicability of marketing models, International Journal of Research in Marketing, Vol. 17 (2000), 169-175.
Albers, Sönke und Wilhelm Bielert:
Spatial Decision Support Systems in Marketing: A Model for Print Media, in: GIS World (ed.): GIS in Business ´93 - Conference Proceedings of the Second Annual Conference & Exposition on GIS in Business & Commerce, GIS World, Fort Collins (Colorado) 1993, 27-33.
Bielecki, André und Sönke Albers:
DEA with econometrically estimated individual coefficients: A pharmaceutical sales force application, Marketing Science Institute Special Report 10-???, February, 2010.
Bielecki, André und Sönke Albers:
DEA with statistically estimated individual coefficients: A pharmaceutical sales force application, Proceedings of the 38th EMAC Conference, 26th - 29th May 2009, Nantes, on CD-Rom, 2009.
Bielecki, André und Sönke Albers:
Measuring the Efficiency of Pharmaceutical Sales Representatives using Stochastic Frontier Analysis, 2009, Proceedings of the 37th EMAC Conference, 27th – 30th May 2008, Brighton, on CD-Rom.
Albers, Sönke:
A Framework for Analysis of Profit Contribution Variance Between Actual and Plan, International Journal of Research in Marketing, Vol. 15 (1998), 109-122.
Albers, Sönke:
PLS and Success Factors Studies in Marketing, in: Vincenzo Esposito Vinzi, Wynn W. Chin, Jörg Henseler und Huiwen Wang (eds.): Handbook of Partial Least Squares - Concepts, Methods and Applications, Springer, Berlin et al. 2010, 409-425.
Söhnchen, Florian:
Common Method Variance und Single Source Bias, in: Albers, Sönke, Daniel Klapper, Udo Konradt, Achim Walter und Joachim Wolf (Hrsg.): Methodik der empirischen Forschung, 2. Auflage, Gabler, Wiesbaden 2007, 135-150.
Albers, Sönke:
Forecasting the Diffusion of an Innovation Prior to Launch, in: Avlonitis, George J., Nikolaos Papavassiliou und Paulina Papastathopoulou (ed.): Sustainable Marketing Leadership, Proceedings of the 35th EMAC Conference, 23th - 26th May 2006, Athens University of Economics and Business, 2006, erschienen auf CD-Rom.
Albers, Sönke:
PLS and Success Factor Studies in Marketing, in: Tomas Aluja, Josep Casanovas, Vincenzo Esposito Vinzi, Alain Morineau, Michel Tenenhaus (eds): PLS and Related Methods, Proceedings of the PLS'05 International Symposion, SPAD, Barcelona 2005, 13-22.
Albers, Sönke:
Fully Nonmetric Estimation of a Continuous Nonlinear Conjoint Utility Function, International Journal of Research in Marketing, Vol. 1 (1984), 311-319.
Produktpolitik, siehe Innovationsmanagement
Kübler, Raoul, V. und Dennis Proppe:
Are Fake Campaigns really needed for winning Creative Awards?, in: Jean-Pierre Helfer and Jean-Louis Nicolas (eds.): Marketing & the Core Disciplines: Rediscovering References?, Proceedings of the 38th EMAC Conference, 26th – 29th May 2009, Nantes, erschienen auf CD-Rom, 2009.
Barrot, Christian und Sönke Albers:
Did They Tell Their Friends? – Using Social Network Analysis to Detect Social Contagion Processes, in: Engilbertsson, Halldór Örn (ed.): Flexible Marketing in an Unpredictable World, Proceedings of the 36th EMAC Conference, 22th – 25th May 2007, Reykjavik University,
on CD-Rom, 2007.
Clement, Michel, Dennis Proppe und Armin Rott:
Do Critics Make Bestsellers? Opinion Leaders and the Success of Books, Journal of Media Economics, Vol. 20 (2007) Nr. 2, 77-105.
Becker, Jan U. und Michel Clement:
Dynamics of Illegal Participation in Peer-to-Peer-Networks - Why do People Illegally Share Media Files?, in: Journal of Media Economics, 19. Jg. (2006) ,Nr. 1, 7-32.
Clement, Michel, Dennis Proppe und Frank Sambeth:
Der Einfluss von Meinungsführern auf den Erfolg von hedonischen Produkten – Eine empirische Analyse der Wirkung des Literarischen Quartetts auf den Bucherfolg, Zeitschrift für Betriebswirtschaft, Jg. 76 (2006) Nr. 7/8, 797-824.
Becker, Jan U., Clement, Michel:
The Economic Rationale of Offering Media Files in Peer-to-Peer Networks, Proceedings of the Hawai’i International Conference on System Sciences 2004, 2004.
Clement, Michel:
Digital Rights Management – Lessons from Content-for-Free Distribution Channels, in: Günnewig, Dirk, Eberhard Becker, Willms Buhse und Niels Rump (Eds.): Digital Rights Management - Technological, Economic, Legal and Political Aspects in the European Union, Berlin, Heidelberg, New York 2003, 321-333.
Clement, Michel, Marcel Engh und Bodo Thielmann:
Innovative Product and Customer Retention Strategies in the Music Business: An Analysis of Santana’s Enhanced Album „Shaman”, The International Journal on Media Management, Vol. 5 (2003) 3, 189-197.
Albers, Sönke:
Implicit Enumeration Algorithms for the Set-Partitioning Problem, Operations Research Spektrum, 2. Jg. (1980), 23-32.
No entry found.
Fischer, Marc, Sönke Albers, Nils Wagner und Monika Frie:
Dynamic Marketing Budget Allocation across Countries, Products and Marketing Activities, Conditionally accepted as winner of the ISMS MSI Prize Competition by Marketing Science, forthcoming, 2011.
Albers, Sönke, Murali K. Mantrala und Shrihari Sridhar:
A Meta-Analysis of Personal Selling Elasticities, to appear in Journal of Marketing Research, 2010.
Bielecki, André und Sönke Albers:
DEA with econometrically estimated individual coefficients: A pharmaceutical sales force application, Marketing Science Institute Special Report 10-???, February, 2010.
Fischer, Marc und Sönke Albers:
Patient- or Physician-Oriented Marketing: What Drives Primary Demand for Prescription Drugs?, Journal of Marketing Research, Vol. 47 (2010), 103-121.
Bielecki, André und Sönke Albers:
DEA with statistically estimated individual coefficients: A pharmaceutical sales force application, Proceedings of the 38th EMAC Conference, 26th - 29th May 2009, Nantes, on CD-Rom, 2009.
Bielecki, André und Sönke Albers:
Measuring the Efficiency of Pharmaceutical Sales Representatives using Stochastic Frontier Analysis, 2009, Proceedings of the 37th EMAC Conference, 27th – 30th May 2008, Brighton, on CD-Rom.
Henningsen, Sina und Sönke Albers:
Physicians in spatial proximity: or the question whether they behave like they did yesterday or take experiences of peers into account, Keith J. Perks and Paurav Shukla (eds.): Marketing Landscapes: A Pause for Thought, Brighton 2009, Proceedings of the 37th EMAC Conference, 27th – 30th May, on CD-Rom.
Albers, Sönke, Murali K. Mantrala und Shrihari Sridhar:
A Meta-Analysis of Personal Selling Elasticities, Report 08-100 des Marketing Science Institute, April, 2008.
Fischer, Marc und Albers Sönke:
Patient- or Physician-Oriented Marketing: What Drives Primary Demand for Prescription Drugs?, Report 07-117 des Marketing Science Institute, June, 2007.
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