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The structure and evolution of business-to-business marketing: A citation and co-citation analysis
- K. Backhaus, Kai Lügger, Matthias Koch
- Business
- 1 August 2011
“The (Real) World is not Enough:” Motivational Drivers and User Behavior in Virtual Worlds
- Maik Eisenbeiss, Boris Blechschmidt, K. Backhaus, P. A. Freund
- Business
- 1 February 2012
Nonlinear and asymmetric returns on customer satisfaction: do they vary across situations and consumers?
- Maik Eisenbeiss, M. Cornelissen, K. Backhaus, Wayne D. Hoyer
- Business
- 23 January 2014
Customer satisfaction is generally acknowledged as a key determinant of the value a customer contributes to a firm. Following the widespread recognition that the relationship is nonlinear and…
Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations
- J. Hüffmeier, P. A. Freund, Alfred Zerres, K. Backhaus, G. Hertel
- Business
- 1 March 2014
A meta-analysis (34 studies) is reported on the impact of hard- and softline bargaining strategies on economic (135 effect sizes) and socioemotional negotiation outcomes (30 effect sizes) in…
To invest, or not to invest, in brands? Drivers of brand relevance in B2B markets
- K. Backhaus, M. Steiner, Kai Lügger
- Business
- 1 October 2011
Do customized service packages impede value capture in industrial markets?
- M. Steiner, Andreas Eggert, Wolfgang Ulaga, K. Backhaus
- Business
- 1 March 2016
Capturing the value of industrial services is an issue of growing concern as services increasingly define manufacturing companies’ competitive market positions. In business markets, suppliers often…
When East meets West at the bargaining table: adaptation, behavior and outcomes in intra- and intercultural German–Chinese business negotiations
- Kai Lügger, Ingmar Geiger, H. Neun, K. Backhaus
- Psychology
- 2015
This study analyzes how negotiators from Germany and China deal with a foreign opponent compared to a compatriot. Hypotheses about negotiation behavior and behavioral adaptation are derived from…
The Impact of Critical Incidents on Customer Satisfaction in Business-to-Business Relationships
- K. Backhaus, Matthias Bauer
- Business
- 1 February 2001
ABSTRACT The few existing studies of satisfaction measurement in business-to-business markets focus on attribute-based approaches and neglect the relevance of critical incidents in relationships.…
The Paradox of Unsatisfying but Stable Relationships--A Look at German Car Suppliers
- K. Backhaus, J. Büschken
- Business
- 1 November 1999
Business-to-Business Marketing Textbooks: A Comparative Review
- K. Backhaus, Bastian Mell, Tatjana Sabel
- EducationFundamentals of Business Marketing Education
- 1 September 2002
ABSTRACT Even in times of e-learning and multimedia, textbooks play a great part in business marketing education. For this reason and in order to help instructors select the appropriate textbook for…
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