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Faculty of Social Sciences, Economics, and Business Administration

Chair of Sales & Marketing

  1.  University of bamberg
  2. Faculties
  3. Social Sciences, Economics and Business Administration
  4. Subjects and Institutes
  5. Business Administration
  6. Chairs
  7. Chair of Sales & Marketing
  8. Research
  9. Doctorates and Habilitation

Doctorates and Habilitation

The Chair generally offers opportunities for both internal and external doctorates as well as habilitation projects. In both cases, the requirements* include a relevant degree (e.g. Business Administration, International Business Administration, Economics and Business Studies, Industrial Engineering and Management, and possibly Psychology, Sociology, etc.), an interest in empirical research (as a rule, this requires sound knowledge of multivariate analysis methods), and the ability to conduct independent academic work. Further information is available from the Doctoral Degree Committee of the Faculty of Social Sciences, Economics, and Business Administration.

Professor Ivens provides information on current supervision capacities for doctorates and habilitation projects upon request. Since sound supervision of each individual doctoral project requires sufficient supervision capacity on the part of the first supervisor, capacity is limited.

Doctoral Projects in Progress (Working Titles)

  • Auer, Kathrin: Food Waste Management.
  • Baumann, Carolin: Marketing Performance Measurement and Management.
  • Henkel, Dominik: Digitale Technologien in B2B-Beziehungen.
  • Kirchner, Patrick: Managementkontrollsysteme im Pricing.
  • Schein, Lisa: Further information to follow.
  • Smetana, Ann-Katrin: Langzeitprognosen.
  • Wieland, Désirée: Digitale Touchpoints in Kundenbeziehungen.

Completed Dissertations (First Reviewer Prof. Ivens)

  1. Güse, Katharina (2011), Brand personalities and consumer-brand relationships as elements of successful brand management, University of Bamberg.
  2. Ott, Christoph (2011): The evolution of relational norms in business relationships, Université de Lausanne.
  3. Schradi, Philipp (2012): Die Organisation des Preismanagements, University of Bamberg.
  4. Kammerlander, Nadine (2012): Organizational Adaptation to Discontinuous Technological Change: The Effects of Family Influence and Organizational Identity: A Conceptual and Qualitative Empirical Study, University of Bamberg.
  5. Kaiser, Thomas (2013): Eine empirische Untersuchung der langfristigen Absatzwirkung von Direct-Mail-Coupons als Instrument der Verkaufsförderung im Lebensmitteleinzelhandel, University of Bamberg.
  6. Hustert, Frank (2013): Auswirkungen einer Vertriebswegeänderung aus Herstellersicht - Theoretische Grundlagen und eine quasi-experimentelle Studie, University of Bamberg.
  7. Hillebrandt, Isabelle (2013): Dimensions of Employer Brands, University of Bamberg.
  8. Göddertz, Silke (2014): Diversity Management und Employer Branding, University of Bamberg.
  9. Rauschnabel, Philipp (2014): Psychological Dimensions of Brands, University of Bamberg.
  10. Dangelmayer, Andreas (2015): Kundenerwartungen an diskontinuierliche Innovationen, University of Bamberg.
  11. Scholz, Stefanie (2015): When Customers Become Experts: A Multi-Method Analysis of Customer Empowerment in Healthcare with Respect to the Elderly, University of Bamberg.
  12. Horn, Christian (2015): Virtuelle Aktienmärkte in der betriebswirtschaftlichen Anwendung - Eine empirische Analyse, University of Bamberg.
  13. Agarwal, Nivedita (2015): Innovation Landscape in Developed and Developing Markets: A Conceptual and Empirical Study on Technology Convergence and Low Cost Innovations, University of Bamberg.
  14. Niersbach, Barbara (2016): The internal key account management activities of supplier firms: Conceptual considerations and empirical analyses, University of Bamberg.
  15. Vöster, Johannes (2016): Partitioned Pricing: Characteristics, Customer Perceptions, and Consequences, University of Bamberg.
  16. Kampfer, Kristina (2016): Haptics in Multisensory Marketing: Theoretical and Empirical Investigations of the Effect of Weight on Product Evaluation and Consumer Response, University of Bamberg.
  17. Hildebrand, Sarah (2017): Dimensions of Multichannel Marketing and Effects of Consumers' Channel Perceptions, University of Bamberg.
  18. El-Muhtaseb, Hanna (2018): The Implementation of Competitor Intelligence: Conceptual Foundations and Empirical Analysis, University of Bamberg.
  19. Böttner, Sibylle (2018): Advertising Directed at Children - An Empirical Investigation from Children's and Parents' Perspectives on TV Advertising and Advergames, University of Bamberg.
  20. Drahmann, Lisa (2018): Relationship Management und Face-to-Face-Interaktion im Key Account Management im interkulturellen Vergleich: Zeitnutzung in Deutschland, Frankreich, China und den USA, University of Bamberg.
  21. Hein, Daniel (2019): The Digitization of Customer Relationship Management, University of Bamberg.
  22. Dose, Lars (2019): Circular Economy in der Praxis: Eine organisationswissenschaftliche Betrachtung, University of Bamberg.
  23. Schunke, Martin (2019): Veränderungen des Key Account Managements durch die Digitalisierung: Konzeptionelle Überlegungen und empirische Untersuchungen, University of Bamberg.
  24. Ziemer, Michael (2019): Price range extension from a premium brand manufacturer of durables: theoretical model and experimental studies, University of Bamberg.
  25. Heerde, Manuel (2020): Ownership of Business relationships: Empirical Investigations in Business-to-Business Environments, University of Bamberg.
  26. Van Dyck, Peter (2020): Sponsorship and State-Owned Enterprises, University of Bamberg.
  27. Fleischmann, Martin (2021): Brand Trust and Blockchain Technology: A Consumer and User Centered Investigation, University of Bamberg.
  28. Eichner, F. Andreas (2021): Der Einfluss des wahrgenommenen Alterns auf die Akzeptanz von Smart Home-Technologien: Die Wirkung der Future Time Perspective auf das Technology Acceptance Model, University of Bamberg.
  29. Kurscheidt, Lisa (2021): Introducing a departmental branding model to improve the visibility and legitimacy of internal support functions, University of Bamberg.
  30. Ince, Cafer (2022): Strategien in Business-Ökosystemen, University of Bamberg.
  31. Vogel, Elisabeth (2023): Empirical investigations on organizational agility as dynamic capability, University of Bamberg.
  32. Schmid, Nikolaij Elias (2023): Identitätsarbeit im Key Account Management: die Auswirkungen der Identität und deren Einfluss auf den Key Account Manager, University of Bamberg.
  33. Peters, Leonore (2024): Unlocking the Key Account Manager Black Box: Exploring the Identities of Key Account Managers through Conceptual Considerations and Empirical Analyses, University of Bamberg.
  34. Hilgert, Hannah (2024): Voice Marketing: Voice Assistants as Tools for Marketing Communication, University of Bamberg.
  35. Kadam, Nayan Tukaram (2024): Cultural Dynamics in Global Account Management: Exploring India-Germany GAM Relationships Through Mixed Methods Research, University of Bamberg.
  36. Schäfer, Jasmin Maria (2025): Shedding light on Customer “Keyness”: Conceptual Considerations and Empirical Analyses on KAM Formalization and Key Account Selection as Levers for Effectiveness, University of Bamberg.
  37. Schaper, Katharina (2026): Perceived eco-friendliness and perceived quality of consumer products: A theoretical and empirical investigation, University of Bamberg.

Completed Habilitation Procedures (First Reviewer Prof. Ivens)

  1. Muskat, Birgit (2019), Knowledge Management, University of Bamberg.
  2. Rauschnabel, Philipp (2020), Digital Marketing, University of Bamberg.

Completed Dissertations and Habilitation Procedures (Second Reviewer/External Examiner/Jury President Prof. Ivens)

  • Perrinjaquet, Amandine (2007), The Value/Personality - Attitude - Behavior Hierarchy and its Impact on Individual Performance in the Context of Market Orientation, Université de Lausanne (CH).
  • Kocher, Bruno (2008), When Does a Change in Brand Name - Logo Consistency Affect Brand Attitudes? An Investigation of Moderating Effects, Université de Lausanne (CH).
  • Van der Vijver, Mark (2009), Collaboration in Buyer - Supplier Relationships, University of Tilburg (NL).
  • Jiang, Zhizhong (2009), Exploring the Roles of Trust, Reliance and Commitment in Business Relationships, Manchester Business School, University of Manchester (UK).
  • Lalos, Marco (2009), Consumer Attitudes Toward Personal Data Collection Practices Perceived To Be Insidious: The Intrusiveness – Privacy Dyad, Université de Lausanne (CH).
  • Durst, Sebastian (2010), Strategische Lieferantenentwicklung: Rahmenbedingungen, Optionen und Auswirkungen auf Abnehmer und Lieferant, University of Bamberg.
  • Moinat, Vivien (2011), Branding for tourist destinations, Université de Lausanne (CH).
  • Shan, Jialu (2012), Three essays on international business and accounting, Université de Lausanne (CH).
  • Stolze, Sophie (2013), The licensee's decision for or against contracts, Technische Universität Berlin.
  • Forkman, Sebastian (2013), Change in Business Relationships, Manchester Business School, University of Manchester (UK).
  • Walther, Matthias (2013), Careers upon repatriation: Comparing the re-entry into German and French Labor Markets based on Bourdieu's Theory of Practice, Université Lyon III & University of Bamberg (Co-tutelle, Président du Jury).
  • Zupancic, Dirk (2014), Vertriebs- und Key Account-Management, University of St.Gallen (CH), Habilitation procedure.
  • Francescucci, Anthony (2014), Understanding the role of inter-firm market orientation in the market orientation-performance relationship, Manchester Business School, University of Manchester (UK).
  • Messer, Uwe (2016), Social density and consumer response: Empirical investigations in online and offline environments, University of Bamberg.
  • Mitsch, Diana (2016), Das Design nachhaltiger Medizinprodukte, University of Bamberg.
  • Sperber, Sonja (2017), The Influence of Top Managers on Innovations: An Analysis within the Fashion and Lifestyle Industry, University of Bamberg.
  • Fajen, Annalena (2017), Führung in multikulturellen virtuellen Teams – Eine empirische Analyse, University of Bamberg.
  • Lacoste, Sylvie (2017), Key Account Management, Habilitation à diriger des recherches, Aix-Marseille Université, Institut d'Administration des Entreprises (I.A.E. Rapporteur) (F).
  • Weisheit, Jil (2018), International Relocation Mobility Readiness, University of Bamberg.
  • Wölfl, Steffen (2018), A Capability View on Organizational Information Processing: Theoretical Considerations and Empirical Investigations, University of Bamberg.
  • Shabir, Asim (2019), Supersizing - A financial saving or threat to consumer health: The moderating role of nutritional labels, Aix-Marseille Université, Institut d'Administration des Entreprises (I.A.E., Président du Jury) (F).
  • Czychon, Christoph (2020), Regional and Global Multinationals: An Examination of Theory and Empirical Evidence from European MNEs, Université Lyon III & University of Bamberg (Co-tutelle, Président du Jury).
  • Reck, Fabian (2021), Organizing for Business Digitalization and Innovation – Theoretical Perspectives and Empirical Evidence on the Role of Top Managers and Inter-organizational Networks, University of Bamberg.
  • Berger, Verena (2022), Gamification zur Förderung von nachhaltigem Konsum, Technische Universität Berlin.
  • Webb, Jonathan (2023), Boundary Spanner Corruption in Business Relationships, Queen Mary University of London (UK).
  • Konuk, Vivienne (2023), Strategic Change as a Process of Meaning Making: Empirical Studies on Sensemaking, Role Identity, and Accountability Enactment in Situations of Strategic Change, University of Bamberg.
  • Rochi, Martin (2024), Essays on Technology Paternalism: Paternalistic Effects of Smart Technologies on User Behavior, University of Bamberg.
  • Bühler, Lydia (2024), Smart Circular Economy in produzierenden Unternehmen: wie digitale Technologien und Daten die Umsetzung einer Circular Economy ermöglichen, University of Bamberg.
  • Karl, David (2024), Analyzing and Managing Consumer Returns: Data-Driven Approaches for Consumer Returns Management, University of Bamberg.
  • Brielmaier, Christoph (2025), Rethinking Participation in Strategy and Innovation: Attention- and Practice-Based Perspectives, University of Bamberg.
  • Laut, Philipp (2025), Adoption of digital innovations in organizations – a configurational perspective, University of Bamberg.
  • Ramkumar, Raghuveer (2025), Cities in Transition: Institutional Breaches and Governance Transformations, University of Bamberg.
  • Straubert, Christian (2025), On B2C E-commerce Logistics, Economies of Scale, Marketplace Platforms, and the Difficult Competitive Position of Smaller Retailers, University of Bamberg.

* Formally, the Doctoral Degree Regulations of the Faculty govern the requirements.