University of Bamberg
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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. Team
  9. Former Assistants
  10. Dr. Leonore Peters

Dr. Leonore Peters

Dr. Leonore Peters

Contact

E-Mail: leonore.peters(at)uni-bamberg.de

Phone: +49 (0)951 - 863 2613

Room: F21/02.28a

Consulting Hours: by appointment

Contact person for

  • Study organisation
  • Virtuelle Hochschule Bayern (vhb)
  • Pre-/post-correction
  • Chair´s modules in module manual (Modulhandbuch) and subject examination regulations (Fachprüfungsordnung)
  • Seminar: Current topics in sales and marketing
  • Research seminar international marketing
  • vhb course: Business-to-Business-Markets

Research interests

  • Key account management (KAM)
  • The key account manager as actor in KAM
  • Identity and identification research in sales and marketing
  • Consumer psychology
  • Perceived technostress in the context of e-commerce
  • Technostress & coping in the context of sustainable consumer decisions

Publications in international peer-reviewed journals and conference proceedings

  • Peters, L. (2025): Unlocking the Key Account Manager Black Box: Exploring the Identities of Key Account Managers through Conceptual Considerations and Empirical Analyses, Bamberg: Otto-Friedrich-Universität, doi: 10.20378/irb-105833.
  • Peters, L. (2024), “The more we share, the more we have”? Analyses of knowledge sharing by key account managers,” Industrial Marketing Management, 120, 100–114.
  • Messer, U., Pape, D., Lukas, N., & Peters, L. (2024). “From Cute to Incompetent: The Impact of Anthropomorphic Design on Responsibility Attribution in Autonomous Driving,” Proceedings of the 57th Hawaii International Conference on System Sciences, Hawaii.
  • Peters, L. & Feste, J. (2023). "All Together Now: Fuzzy-set Qualitative Comparative Analysis of Personality Profiles and their Coping with Technostress," Proceedings of the 29th Americas Conference on Information Systems, Panama City, Panama.
  • Peters, L. & Wieland, D. (2023). "I Tell You What You Want, What You Really Really Want: Digital Information Nudging as a Bridge towards a Sustainable Purchase Decision," Proceedings of the 29th Americas Conference on Information Systems, Panama City, Panama.
  • Feste, J., Peters, L. & Henkel, D. (2023). "Fighting Fire with Fire: Use of Technology and Emerging Technostress during the Covid-19 Pandemic in an Academic Context," Proceedings of the 29th Americas Conference on Information Systems, Panama City, Panama.
  • Feste, J., Baumann, C. & Peters, L. (2023). "The Big Five Under Pressure in E-Commerce: Exploring the Role of Coping Strategy and Technostress," Proceedings of the 29th Americas Conference on Information Systems, Panama City, Panama.
  • Peters, L. (2023), "Knowledge sharing is caring vs. knowledge is power? An exploratory analysis of knowledge management by key account managers,"6th Industrial Marketing Management Summit, Bamberg, Germany.
  • Feste, J., Peters, L. & Schirmer, M. (2023) "An Avatar a Day Keeps the Stress Away: The Implementation of Avatars as Technostress Relievers on Online Shopping Websites," Proceedings of the 56th Hawaii International Conference on System Sciences, Hawaii.
  • Peters, L., Ivens, B. & Pardo, C. (2022), "Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis," Industrial Marketing Management, 107, 253–265.
  • Peters, L., Ivens, B. & Pardo, C. (2022), "Key Account Managers' identification patterns: Mix and match identification foci,"5th Industrial Marketing Management Summit, Philadelphia, USA.
  • Peters, L., Feste, J. & Schumacher, K. (2022) "Coping with IT! Antecedents and Consequences of Technostress in E-Commerce," Proceedings of the 55th Hawaii International Conference on System Sciences, Hawaii.
  • Schumacher, K., Peters, L. & Feste, J. (2022) "Please Mind the Stress: The Influence of Technostress on Mindset-Driven Sustainable Consumption in an Online Shopping Context," Proceedings of the 55th Hawaii International Conference on System Sciences, Hawaii.
  • Peters, L., Ivens, B. & Pardo, C. (2020), "Identification as a challenge in key account management:Conceptual foundations and a qualitative study," Industrial Marketing Management, 90, 300–313.
  • Peters, L., Ivens, B. & Pardo, C. (2020), "Identification as a challenge in key account management:Conceptual foundations and a qualitative empirical study,"3rd Industrial Marketing Management Summit, Philadelphia, USA.
  • Wölfl, S., Feste, J., & Peters, L. (2019). "Is Somebody There? Anthropomorphic Website Design and Intention to Purchase from Online Stores," Proceedings of the 25th Americas Conference on Information Systems, Cancun, Mexico.
  • Wölfl, S., Feste, J., & Peters, L. (2019). "The Perfect Match: Nonhuman-Type Avatar-Online Store Fit and Intention to Purchase," Proceedings of the 25th Americas Conference on Information Systems, Cancun, Mexico.