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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. Prof. Ivens

Prof. Dr. Björn Ivens

Email:  bjoern.ivens(at)uni-bamberg.de

Phone: +49 951 863 2566

Office: F21/02.26

Office hours: By appointment

The academic career of Prof. Dr. Björn Ivens began with a degree in Business Administration at Friedrich-Alexander University Erlangen-Nuremberg, complemented by studies in Political Science at the Université Robert Schuman in Strasbourg. He completed his doctoral studies at Friedrich-Alexander University Erlangen-Nuremberg from 1997 to 2002, followed by his habilitation at the same institution from 2002 to 2006.

Following his habilitation, Prof. Ivens held a full professorship in Marketing at the University of Lausanne from 2006 to 2009. In addition to teaching and research, he assumed key administrative responsibilities, serving as Vice-Dean of the Faculty of Business and Economics and as Co-Director of the Executive MBA programme in collaboration with the École Polytechnique Fédérale de Lausanne (EPFL).

Since his appointment to Otto-Friedrich University Bamberg in 2009, Prof. Ivens has combined research, teaching, and academic service within a broadly conceived profile. His teaching spans undergraduate and postgraduate programmes, doctoral programmes and Doctoral Schools, as well as international MBA and Executive MBA formats. He also supervises numerous internal and external doctoral projects.

In parallel with his work in Bamberg, he has maintained an active international presence for many years. His teaching and research have taken him as a visiting professor to the Universities of Geneva and Lugano, the Vienna University of Economics and Business, and EM Strasbourg, EM Lyon, and ESC Clermont-Ferrand. This has been complemented by several extended research stays at Queen Mary University of London and the Université de Toulon. Moreover, he regularly serves as an external examiner in doctoral and habilitation processes at institutions including Aix-Marseille, Tilburg, St. Gallen, and Manchester.

In addition to teaching and research, Prof. Ivens is consistently engaged in academic exchange and governance. He is a member of the University Executive Board’s Sustainability Working Group, contributes to the international publication process as a member of the editorial boards of Industrial Marketing Management and Review of Managerial Science, is a founding member of the European Foundation for Key Account Management (EFKAM), and serves as an ad hoc reviewer for numerous national and international journals. His engagement is further complemented by a leadership role in the Competence Centre for Business Models in the Digital World, a joint research initiative of Otto-Friedrich University Bamberg and the Fraunhofer Society.

  • Sales and Customer Management (e.g., key account management, relationship marketing, customer satisfaction and loyalty, sales management, governance structures)

  • Digitalization of Business Models and Processes (e.g., digital CRM, the role of social networks, smart glasses and applications)

  • Marketing Organization (e.g., delineation between marketing and sales, development of new marketing units, process organization in marketing and sales)

  • Pricing Management (e.g., questions of the organizational implementation of pricing, consumers’ price behavior, pricing strategy)

  • Sustainability and Corporate Social Responsibility (e.g., collaborative sustainability management, open sustainability, food waste management, ethical issues in the use of marketing instruments)

Prof. Dr. Björn Ivens is ranked among the top 25 scholars in the MKTBig15-ranking, which evaluates more than 1,500 academic authors in the field of sales and marketing.

 

Antoniuk, D., Ivens, B. S., & Kolyada, O. (2025). How is artificial intelligence changing HR? Adaptive management for the new environment. Baltic Journal of Economic Studies, 11(2), 13–26.

Ivens, B. S. (2025). Exzellenz im key account management: Der KAM-Canvas für effektive und effiziente Umsetzung. Springer Gabler.

Wieland, D., & Ivens, B. S. (2025). Not quite alike: Supplier relationship management in B2B marketing and supply chain literature. Industrial Marketing Management, 126, 30–43.

Ivens, B. S., Di Benedetto, T., & Lindgreen, A. (2024). IMM 2023 summit best papers. Industrial Marketing Management (Special issue).

Ivens, B. S., Kasper-Brauer, K., Leischnig, A., & Thornton, S. (2024). Implementing customer relationship management successfully: A configurational perspective. Technological Forecasting & Social Change, 199, Article 123083.

Ivens, B. S., Pardo, C., & Wei, R. (2024). Exclusion and inclusion on business markets: Impacts of the Internet of Things (IoT). Industrial Marketing Management, 123, 108–118.

Rochi, M., Rauschnabel, P. A., Renner, K. H., & Ivens, B. S. (2024). Technology paternalism: Development and validation of a measurement scale. Psychology & Marketing, 41(5), 1172–1188.

Wieland, D., Ivens, B. S., Kutschma, E., & Rauschnabel, P. A. (2024). Augmented and virtual reality in managing B2B customer experiences. Industrial Marketing Management, 119, 193–205.

Gibbert, M., Ivens, B. S., & Leischnig, A. (2023a). Toward a better understanding of value destruction: The case of food waste. Industrial Marketing Management, 110, A1–A3.

Gibbert, M., Ivens, B. S., & Leischnig, A. (2023b). Managing the worst of all types of waste: Food waste. Industrial Marketing Management (Special issue).

Ivens, B. S. (2023). Gender issues in key account management research: A systematic literature review and avenues for future research. Industrial Marketing Management, 111, 81–96.

Ivens, B. S., Rauschnabel, P. A., Leischnig, A., & Schubert, S. (2023). Social media auf B2B-Märkten: Einsatzpotenziale in Marketing und Vertrieb. In Digitalisierung im Vertrieb, 377–402. Springer Fachmedien Wiesbaden.

Kadam, N., Niersbach, B., & Ivens, B. S. (2023). The cultural factors in global account management: The case of Indian buyers and German suppliers. Journal of Business & Industrial Marketing, 38(2), 353–366.

Brysch, A., Decker, A., Ivens, B. S., Rauschnabel, P. A., & Rauscher, M. (2022). Grundlagen XR: Augmented und virtual reality in ausgewählten Kontexten. Virtuelle Hochschule Bayern.

Cova, B., Ivens, B. S., & Spencer, R. (2022). The ins and outs of market shaping: Exclusion as a dark side. Journal of Business Research, 124, 483–493.

Feste, J., Ivens, B. S., & Pardo, C. (2022). Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis. Industrial Marketing Management, 107, 450–465.

Hémonnet-Goujot, A., Ivens, B. S., & Pardo, C. (2022). Network creativity: A conceptual lens for inter- and intra-organizational creative processes. Industrial Marketing Management, 102, 503–513.

Herhausen, D., Ivens, B. S., Spencer, R., & Weibel, M. (2022). Key account management configurations and their effectiveness. Industrial Marketing Management, 101, 98–112.

Ivens, B. S., Müller, B., Wölfl, S., & Leischnig, A. (2022). On price roles and budget branding. In Commodity marketing, 141–152.

Ivens, B. S., Niersbach, B., & Ahmadi, A. (2022). Toward agile key account management. In Proceedings of the CBIM 2022 International Conference.

Ivens, B. S., Stemmermann, K., & Leischnig, A. (2022). Preiscontrolling in der Unternehmenspraxis. In Handbuch controlling, 311–327.

Kadam, N., Niersbach, B., & Ivens, B. S. (2022). The cultural factors in global account management. Journal of Business & Industrial Marketing, 38(5), 353–366.

Niersbach, B., Hohl, E., & Ivens, B. S. (2022). Complex and new market challenges call for sophisticated job specifications in key account management. In KAM generation next – Proceedings of the 21st IMT Conference.

Pardo, C., Wei, R., & Ivens, B. S. (2022). Integrating business networks and Internet of Things perspectives. Industrial Marketing Management, 104, 258–275.

Peters, L., Ivens, B. S., & Pardo, C. (2022). Key account managers’ identification profiles and effectiveness. Industrial Marketing Management, 107, 253–265.

Diller, H., Beinert, M., Ivens, B. S., & Müller, S. (2021). Pricing: Prinzipien und Prozesse der betrieblichen Preispolitik. Kohlhammer.

Ivens, B. S., Niersbach, B., & Ahmadi, A. (2021). Challenges of implementing an effective key account management system. In Proceedings of the CBIM 2021 International Conference.

Ivens, B. S., Niersbach, B., & Kadam, N. (2021). Network creativity. Industrial Marketing Management, 102, 503–513.

Niersbach, B., Hohl, E., & Ivens, B. S. (2021). The KA manager as an intrapreneur. In Proceedings of the CBIM 2021 International Conference.

Niersbach, B., Ivens, B. S., & Pardo, C. (2021). Complex and new market challenges. In Proceedings of the 37th Annual IMP Conference.

Chakrabarti, R., Henneberg, S., & Ivens, B. S. (2020). Open sustainability. Industrial Marketing Management, 89(1), 528–534.

Cova, B., Ivens, B. S., & Spencer, R. (2020). The ins and outs of market shaping. Journal of Business Research, 124, 483–493.

Diller, H., Beinert, M., Ivens, B. S., & Müller, S. (2020). Pricing: Prinzipien und Prozesse der betrieblichen Preispolitik (5th ed.). Kohlhammer.

Feste, J., Ivens, B. S., & Pardo, C. (2020). Key account selection as a political process. Industrial Marketing Management, 90, 417–434.

Fleischmann, M., Ivens, B. S., & Krishnamachari, B. (2020). Blockchain technology as a means for brand trust repair. In Proceedings of the Hawaii International Conference on System Sciences, 6845–6854.

Ivens, B. S., Riedmüller, F., & van Dyck, P. (2020). Success factors in managing the sponsor–sponsee relationship. International Journal of Sports Marketing and Sponsorship, 21(4), 577–596.

Pardo, C., Ivens, B. S., & Niersbach, B. (2020). An identity perspective on key account managers. Industrial Marketing Management, 89, 355–372.

Pardo, C., Ivens, B. S., & Pagani, M. (2020). Are products striking back? Industrial Marketing Management, 90, 205–220.

Peters, L., Ivens, B. S., & Pardo, C. (2020). Identification as a challenge in key account management. Industrial Marketing Management.

Riedmüller, F., Ivens, B. S., & van Dyck, P. (2020). Sponsorship research over three decades. Academic Journal of International Economics and Management Research, 1(1), 24–32.

Fleischmann, M., & Ivens, B. S. (2019). Exploring the role of trust in blockchain adoption. In Proceedings of the Hawaii International Conference on System Sciences.

Schunke, M., Niersbach, B., Ivens, B. S., & Pardo, C. (2019). Key account management and digitalization. In Proceedings of the BMM-EMAC Conference.

Becker, W., Eierle, B., Fliaster, A., Ivens, B. S., Leischnig, A., Pflaum, A., & Sucky, E. (Eds.). (2018). Geschäftsmodelle in der digitalen Welt. Springer Gabler.

Haikel-Elsabeh, M., Zhao, Z., Ivens, B. S., & Brem, A. (2018). When is brand content shared on Facebook? International Journal of Market Research, 61(3), 287–301.

Hein, D., Rauschnabel, P., He, J., Richter, L., & Ivens, B. S. (2018). What drives the adoption of autonomous cars? In Proceedings of the ICIS Conference.

Ivens, B. S. (2018). The current state of key account management research. In Proceedings of the IMP Conference.

Ivens, B. S., Leischnig, A., Pardo, C., & Niersbach, B. (2018). Key account management as a firm capability. Industrial Marketing Management, 74, 39–49.
 

A complete overview of Prof. Ivens’ publications to date can be found in the current publication list(448.4 KB).