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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. Publications
  10. Book Publications

Book Publications

On this page, you will find a selection of relevant book publications from the academic environment of the Chair of Sales and Marketing.

Pricing: Prinzipien und Prozesse der betrieblichen Preispolitik

Markus Beinert, Hermann Diller, Björn Sven Ivens & Steffen Müller (2020)

This standard work examines pricing processes and pricing instruments from a management-oriented perspective. Against the background of e-commerce and digital marketing, the book shows how the importance of pricing for market and business success has continued to grow. It presents both theoretical and methodological foundations as well as practically applicable pricing tools. Topics include the development of pricing know-how, the effective and efficient use of pricing instruments including behavioral pricing, price controlling, and the establishment of an effective pricing infrastructure.

ISBN: 978-3-17-034892-9

Geschäftsmodelle in der digitalen Welt: Strategien, Prozesse und Praxiserfahrungen

Wolfgang Becker, Brigitte Eierle, Alexander Fliaster, Björn Sven Ivens, Alexander Leischnig, Alexander Pflaum & Eric Sucky (2019)

This edited volume examines the digital transformation of business models from both academic and practice-oriented perspectives. It focuses on strategies, processes, and practical experiences across different business areas, including platform economics, big data, IoT solutions, financial reporting, and digital decision-making processes.

ISBN: 978-3-658-22128-7

Grundprinzipien des Marketing

Hermann Diller, Andreas Fürst & Björn Sven Ivens (2011)

This textbook provides a concise overview of key principles of modern marketing management. The third, revised and expanded edition covers topics such as market and customer orientation, marketing intelligence, strategic and operational marketing, and process management in marketing.

ISBN: 978-3-933286-97-0

Prozessorientiertes Marketing

Björn Sven Ivens (2010)

This book examines process-oriented marketing as an approach to the cross-functional coordination of marketing activities. It addresses key drivers, basic principles, and ways of measuring process orientation in marketing. Based on an empirical study in consumer goods, industrial goods, and service industries, the study shows that process-oriented marketing can have positive effects on both efficiency and effectiveness.

ISBN: 978-3-933286-19-2

Innovatives Marketing: Entscheidungsfelder - Management - Instrumente

Alexander Haas & Björn Sven Ivens (2005)

This volume provides an overview of current developments, trends, and new approaches in various areas of marketing. Contributions by experts from academia and practice address, among other topics, fundamental aspects of marketing, consumer behavior, marketing processes, marketing instruments, management issues, and institutional perspectives.

ISBN: 978-3409034180

Verkauf und Kundenmanagement: Eine prozessorientierte Konzeption

Herrmann Diller, Alexander Haas & Björn Sven Ivens (2005)

This textbook examines sales and customer management from a process-oriented perspective. It focuses on how companies can acquire new customers, manage existing customer relationships, and systematically improve sales processes. With its clear structure, numerous case studies, illustrations, and review questions, the book is suitable for both students and practitioners.

ISBN: 978-3170184039

Beziehungsstile im Business-to-Business-Geschäft

Björn Sven Ivens (2002)

This doctoral dissertation examines strategies for managing customer relationships in a business-to-business context. Particular emphasis is placed on so-called “soft factors” such as flexibility, trust, reliability, and reciprocity. Based on Relational Contracting Theory and an empirical study involving 297 professional buyers, the study shows that such governance elements have a significant influence on customer satisfaction and customer retention. In addition, four typical relationship styles are identified and compared with regard to their impact on success.

ISBN: 3933286085