Publications

The list below includes all publications by members of staff at the Chair of International Marketing. You can view publications selected by type and/or author by using the the pull-down menus and clicking on the Show button.

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Books & Monographs

Sichtmann, C., Griese, I. and Klein, M., Mit Dienstleistungen ins Ausland - Eine Erfolgsfaktorenanalyse bei kleinen und mittleren Unternehmen., DIHK-Verlag Berlin, 2007.

Journal Articles

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Sichtmann, C., Schoefer, K., Blut, M. and Kemp, C., "Extending Service Brands into Products Versus Services: Multilevel Analyses of Key Success Drivers", European Journal of Marketing, 2016 , in press.
Benoit, S., Bilstein, N., Hogreve, J. and Sichtmann, C., "Explaining Social Exchanges in Information-Based Online Communities (IBOCs)", Journal of Service Management, Vol. 27, No. 4, 2016, pp. 460-480.
Davvetas, V., Sichtmann, C. and Diamantopoulos, A., "The Impact of Perceived Brand Globalness on Consumers' Willingness to Pay", International Journal of Research in Marketing, Vol. 32, No. 4, 2015, pp. 431-434.
Ortlieb R., Sichtmann, C. and Sieben, B. , "Assigning Migrants to Customer Contact Jobs: A Context-Specific Exploration of the Business Case for Diversity", Review of Managerial Science, Vol. 8, No. 2, 2014, pp. 249-273.
Sichtmann, C. and Diamantopoulos, A., "The Impact of Perceived Brand Globalness, Brand Origin Image, and Brand Origin-Extension Fit on Brand Extension Success", Journal of the Academy of Marketing Science, Vol. 41, No. 5, 2013, pp. 567-585.
Goebel, P., Reuter, C., Pibernik, R. and Sichtmann, C., "The Influence of Ethical Culture on Supplier Selection in the Context of Sustainable Sourcing", International Journal of Production Economics, Vol. 140, No. 1, 2012, pp. 7-17.
Brown, B., Sichtmann, C. and Musante, M., "A Model of Product-to-Service Brand Extension Success Factors in B2B Buying Contexts", Journal of Business and Industrial Marketing, Vol. 26, No. 3, 2011, pp. 202-210.
Sichtmann, C., Wilken, R., Diamantopoulos, A., "Estimating Willingness-to-Pay with Choice-Based Conjoint Analysis: Can Consumer Characteristics Explain Variations in Accuracy?", British Journal of Management, Vol. 22, No. 4, 2011, pp. 628-648.
Sichtmann, S., von Selasinsky, S. and Diamantopoulos, A., "Service Quality and Export Performance of Business-to-Business Service Providers: The Role of Service Employee- and Consumer-Oriented Quality Control Initiatives", Journal of International Marketing, Vol. 19, No. 1, 2011, pp. 1-22.
Sichtmann, C., Moeller, S., Hogreve, J., Bilstein, N., "Kundenintegration 2.0 - Welche Faktoren beeinflussen die Kundenintegration in transaktionsbasierten Online Communities?", Zeitschrift fuer Betriebswirtschaft, Vol. Speci, 2011, pp. 21-45.
Sichtmann, C., "Corporate Social Responsibility und die Zahlungsbereitschaft von Konsumenten", Marketing ZFP, Vol. 33, No. 2, 2011, pp. 87-97.
Sichtmann, C. and von Selasinsky, M., "Exporting Services Successfully: Antecedents and Performance Implications of Customer Relationships", Journal of International Marketing, Vol. 18, No. 1, 2010, pp. 86-108.
Hundsdoerfer, J., and Sichtmann, C., "The importance of Taxes in Entrepreneurial Decisions: An Analysis of Practicing Physicians' Behavior", Review of Managerial Science, Vol. 2, 2009, pp. 19-40.
Foedermayr, E., Diamantopoulos, A. and Sichtmann, C., "Export Segmentation Effectiveness: Index Construction and Link to Export Performance", Journal of Strategic Marketing, Vol. 17, No. 1, 2009, pp. 55-73.
Sichtmann, C. and von Selasinsky, M., "Dienstleistungen international vermarkten - Die Erfolgsfaktoren", Marketing Review St. Gallen, Vol. 3, 2009, pp. 16-20.
Hundsdoerfer, J. and Sichtmann, C., "Zur Gewichtung von Steuern in unternehmerischen Investitionskalkuelen: Eine Conjoint-Analyse des Entscheidungsverhaltens selbststaendiger Ärzte", BFuP - Betriebswirtschaftliche Forschung und Praxis, Vol. 59, No. 6, 2007, pp. 604-620.
Sichtmann, C. and Stingel, S., "Limit Conjoint Analysis and Vickrey Auction as Methods to Elicit Consumers' Willingness-to-Pay - an Empirical Comparison", European Journal of Marketing, Vol. 41, No. 11/12, 2007, pp. 1359-1374.
Sichtmann, C., "An Analysis of Antecedents and Consequences of Trust in a Corporate Brand", European Journal of Marketing, Vol. 41, No. 9/10, 2007, pp. 999-1015.
Sichtmann, C., "Analyzing Buyer-Seller Relationships from an Economics of Information Perspective - A Theoretic Framework", Journal of Business Market Management, Vol. 1, No. 1, 2007, pp. 59-78.
Backhaus, K., Wilken, R., Voeth, M. and Sichtmann, C., "An Empirical Comparison of Methods to Measure Willingness to Pay by Examining the Hypothetical Bias", International Journal of Market Research, Vol. 47, No. 5, 2005, pp. 543-562 Nominated for the MRS Silver Medal 2005.
Backhaus, K., Voeth, M., Sichtmann, C. and Wilken, R., "Conjoint-Analyse versus Direkte Preisabfrage zur Erhebung von Zahlungsbereitschaften - Eine modifizierte Replikationsstudie", Die Betriebswirtschaft, Vol. 65, No. 5, 2005, pp. 439-457.

Contributions to Edited Volumes

Sichtmann, C. and Patak, P., "Service Encounters with Immigrant Customers - A Qualitative Study" in Hauptfeld-Goellner, P. (Hrsg.): Managing the Gaps of Intercultural Communication, Leykam, 2016, pp. 107-121.
Sichtmann, C. and von Selasinsky, M., "Internationalization of Product-Related Services: The Role of Relationship Marketing" in Fliess, S., Haase, M., Jacob, F. and Ehret, M. (Hrsg.): Kundenintegration und Leistungslehre: Integrative Wertschöpfung in Dienstleistungen, Solutions und Entrepreneurship, Wiesbaden: Springer Gabler Verlag, 2015, pp. 355-368.
Fliess, S., Johnston, W. and Sichtmann, C., "Business Buying Behavior" in Kleinaltenkamp, M., Plinke, W., Wilkinson, I. and Geiger I. (Hrsg.): Fundamentals of Business-to-Business Marketing: Mastering Business Markets, Wiesbaden: Springer Gabler Verlag, 2015, pp. 171-226.
Sichtmann, C. and von Selasinsky, M., "Erfolgsfaktoren bei der Internationalisierung von industriellen Dienstleistungen" in Zangemeister, C. (Hrsg.): Internationalisierung industrieller Dienstleistungen, TUEV Rheinland, Koeln, 2010, pp. 17-45.
von Selasinsky M. and Sichtmann, C., "Serviceorientierung als Erfolgsfaktor des Exports von industriellen Dienstleistungen" in Bruhn, M. and Stauss, B. (Hrsg.): Serviceorientierung im Unternehmen, Forum Dienstleistungsmanagement, Gabler Verlag, Wiesbaden, 2010, pp. 469-439.
Selasinsky, M. and Sichtmann C., "Serviceorientierung als Erfolgsfaktor des Exports von industriellen Dienstleistungen" in Bruhn, M. and Stauss, B. (Hrsg.): Serviceorientierung im Unternehmen, Gabler Verlag, 2010, pp. 469-488.
Hogreve, J. and Sichtmann, C., "Dienstleistungsgarantien als Instrument zur Steuerung der Kundenintegration" in Bruhn, M. and Stauss, B. (eds.): Kundenintegration, Forum Dienstleistungsmanagment, Gabler Verlag, Wiesbaden, 2009, pp. 343-358.
Sichtmann, C. and Klein, M., "Qualitaetssicherung bei der Internationalisierung von Dienstleistungen" in Stauss, B. (ed.): Aktuelle Forschungsfragen im Dienstleistungsmarketing, Gabler Verlag, Wiesbaden, 2009, pp. 168-188.
Sichtmann, C., Klein, M. and Ostruk, L., "Vom Produkt zur Dienstleistung - Erfolgsfaktoren des Markentransfers" in Bruhn, M. and Stauss, B. (eds.): Dienstleistungsmarken, Forum Dienstleistungsmanagement, Gabler Verlag, 2008, pp. 121-137.
Sichtmann, C., Gries, I. and Klein, M., "Internationalisierung von Dienstleistungen - Erfolgsfaktoren in Abhaengigkeit von unterschiedlichen Dienstleistungstypen" in Benkenstein, M. (ed.): Neue Herausforderungen an das Dienstleistungsmarketing, Gabler Verlag, Wiesbaden, 2008, pp. 267-286.
Sichtmann, C and Gawantka, A., "Ein Phasenansatz fuer das Dienstleistungsmarketing" in : Jahrbuch der Absatz- und Verbrauchsforschung, Vol. 51, No. 4, 2005, pp. 374 - 392.

Conference Proceedings

Sichtmann, C. and Patak, P., "Service Encounters with Immigrant Customers: Managerial Insights on Challenges and Opportunities", Proceedings of the 44th Annual Conference of the Academy of Marketing Science, (May 18-21, 2016, Orlando, USA) .
Sichtmann, C., Benoit, S. and Hartmann, J., "Consumer Willingness to Pay for Responsible and Irresponsible Product Attributes: Insights from Incentive-Compatible Measurement Approaches.", Proceedings of the American Marketing Association Winter Educators' Conference, (Feb 26-28, 2016, Las Vegas, USA) .
Benoit, S., Hogreve, J., Sichtmann, C. and Bilstein, N., "Member Participation in Commerce-Based Online Communities", Proceedings of the American Marketing Association Winter Educators' Conference, (Feb 26-28, 2016, Las Vegas, USA) .
Sichtmann, C., Davvetas, V., Diamantopoulos, A., "Is There Such a Thing as Global Brand Price Premium? Investigating the Effects of Perceived Brand Globalness on Consumers' Willingness to Pay", Amercian Marketing Association Winter Educators Conference, (Feb 21-23, 2014, Orlando, USA) .
Sichtmann, C. and Diamantopoulos, A., "Consumer Responses to 'global' and 'local' Brand Designations: An Experimental Investigation", Proceedings Annual Conference of the European Marketing Academy, (June 4-7, 2013, Istanbul, Turkey) , CD-ROM.
Bilstein, N., Hogreve, J., Fahr, R. and Sichtmann, C., "Paying for a Higher Workload? An Experimental Investigation of the Relationship between Customer's Co-Production and Willingness to Pay", Proceedings of the 41th EMAC Conference, European Marketing Academy (EMAC), (May 22-25, 2012, Lisbon, Portugal) .
Sichtmann, C. and Diamantopoulos, A., "Do Perceived Brand Globalness and Country-of-Origiin Affect the Success of Brand Extensions?", Proceedings Annual Conference of the European Marketing Academy, (May 22-25, 2012, Lisbon, Portugal) , CD-ROM.
Sichtmann, C. , "Extending Service Brands - Does the Extension Category Matter?", AMA Winter Marketing Educator's Conference, (Feb 17-19, 2012, St. Petersburg, Florida, USA) .
Sichtmann, C., Ring, A. and Diamantopoulos, A., "Beyond the Parent Brand: Does the Country-of-Origin Affect Brand Extension Success?", Proceedings Annual Conference of the European Marketing Academy, (May 24-27, 2011, Ljubljana, Slovenia) , CD-ROM.
Hogreve, J., Laugwitz, N., Möller, S. and Sichtmann C., "What drives Co-Production Performance? An Empirical Investigation of Online-Communities", Proceedings of the SERVSIG Conference 2010, (June 17-19, 2010, Porto, Portugal) .
Hogreve, J., Laugwitz, N., Möller, S. and Sichtmann C., "Turning lurkers into Contributors: What Drives Co-Production Performance in Online Communities?", Proceedings of the Frontiers in Service Conference 2010, (June 11-13, 2010, Karlstad, Sweden) .
Geigenmüller, A., Sichtmann, C. and Zabkar, V., "The Link Between Corporate Social Responsibility and Willingsness-to-Pay Comparing Germany and Slovenia", Proceedings of the 39th EMAC Conference, European Marketing Academy (EMAC), Copenhagen 2010, (June 1-4, 2010, Copenhagen, Denmark) .
Sichtmann, C., Diamantopoulos, A., Ostruk, L., "The Relevance of Parent Brand Attributes for the Evaluation of Product-to-Service Brand Extensions", Proceedings of the 38th European Marketing Acadamy (EMAC) Conference , (May 26-29, 2009, Nantes, France ) .
Sichtmann, C., Diamantopoulos, A. , "Quality Managment and International Performance - An Analysis for B-to-B Services ", Proceedings of AMA Summer Educators' Conference , in Brown, J.R., Dant, R.P. (ed): Enhancing Knowledge Development in Marketing, Vol. 19, Chicago, I11: American Marketing Association (Aug 8-11, 2008, San Diego, California) , pp. 270-271.
Sichtmann, C., Klein, M., Meier, D., "International Performance of B-to-B Services - The Role of Quality Management", Proceedings of the 37th European Marketing Acadamy (EMAC) Conference, in Perks, K.J., Shukla, P. (ed): Marketing Landscapes: A Pause for Thought (May 27-30, 2008, Brighton, UK) .
Sichtmann, C., Klein, M., Griese, I., "The influence of Relationship Marketing on International Performance in the Industrial Service Sector", Proceedings of the 3rd Conference on Business Market Management, (Mar 12-14, 2008, St. Gallen, Switzerland) , won Best Paper Award.
Sichtmann, C., Klein, M. and Griese, I., "Relationship Marketing and International Performance - An Empirical Analysis in the Industrial Services Sector", Proceedings of the AMA Summer Educator's Conference, (Aug 3-7, 2007, Washington, USA) .
Sichtmann, C., Griese, I. and Klein, M., "Determinants of successful Internationalization of Services - A Conceptual Model", Proceedings of the World Marketing Congress, (July 11-14, 2007, Verona, Italy) .
Sichtmann, C., "An Economics of Information Perspective of Industrial Buyer-Seller Relationships - A Theoretic Framework", Proceedings of the World Marketing Congress, (July 11-14, 2007, Verona, Italy) .
Sichtmann, C., Griese, I. and Klein, M., "Determinants of Internationalization Performance - a Comparison between Products and Services", Proceedings of the QUIS, (June 14-17, 2007, Orlando, USA) .
Sichtmann, C., Griese, I. and Klein, M., "The Success of International Market Entry Strategies for Industrial Services", Proceedings of the 36th EMAC Conference, (May 22-25, 2007, Reykjavik, Iceland) .
Sichtmann, C. and Brown, B., "Product-to-service Brand Extensions in B2B Settings - A Theoretical Framework of Success Drivers", Proceedings of the Thought Leaders International Conference on Brand Management, (Apr 24-25, 2007, Birmingham, England) .
Cobain, J. and Sichtmann, C., "Intangible Aspects of Branding in Industrial Goods Markets: Status Quo and Implications for Future Research", Proceedings of the 2nd Conference on Business Market Management, (Mar 25-27, 2007, Delft, Netherlands) .
Sichtmann, C, Griese, I. and Klein, M., "Internationalisierung von Dienstleistungen - Erfolgsfaktoren in Abhängigkeit von unterschiedlichen Dienstleistungstypen", Proceedings of the "12. Workshop Dienstleistungsmarketing", (Mar 15-17, 2007, Rostock, Germany) .
Sichtmann, C., "A Dynamic Perspective of Economics of Information Theory - A Theoretical Framework", Proceedings of the ANZMAC Conference, (Dec 4-6, 2006, Brisbane, Australia) .
Sichtmann, C., "The Effectiveness of Corporate Reputation Management for Product Innovations", Proceedings of the ANZMAC Conference, (Dec 4-6, 2006, Brisbane, Australia) .
Sichtmann, C. and Wilken, R., "Aggregating Individual Willingness-to-Pay by Different Utility Functions: Do Cluster Solutions Lose Essential Information?", Proceedings of the IFSAM VIIIth World Congress, (Sept 28-30, 2006, Berlin, Germany) .
Sichtmann, C., "Applying Economics of Information Theory on Industrial Buyer-Seller Relationships, Thinking Big, Thinking Different: Contributions and Challenges in B-to-B Research", Proceedings of ISBM Bi-Annual Academic Conference, (Aug 2-4, 2006, Chicago, USA) .
Kleinaltenkamp, M., Ungruhe, M. and Sichtmann, C., "Business Types in B2B Marketing - A New Perspective on the Contemporary Marketing Practices Project, Thinking Big, Thinking Different: Contributions and Challenges in B-to-B Research", Proceedings of the ISBM Bi-Annual Academic Conference, (Aug 2-4, 2006, Chicago, USA) .
Sichtmann, C. and Wilken, R., "Estimating Willingness-to-pay by Different Utility Functions: A Comparison of Individual and Cluster Solutions", , in Spotts, H. (ed): Proceedings of the Academy of Marketin Science Annual Conference 2006 (May 24-27, 2006, San Antonio, Texas, USA) , pp. 92-96.
Sichtmann, C. and Wilken, R., "Customer-oriented Selection and Pricing of Supplementary Services in Business Markets", , in Spotts, H. (ed): Proceedings of the Academy of Marketing Science Annual Conference 2006 (May 24-27, 2006, San Antonio, Texas, USA) , pp. 263-268.
Sichtmann, C., "Analyzing Buyer-Seller Relationships from an Economics of Information Perspective - A Theoretic Framework", Proceedings of the 1st International Conference on Business Market Management, (Mar 12-14, 2006, Berlin, Germany) .

Conference Papers

Sichtmann, C., Davvetas, V. and Diamantopoulos, A., "The Relational Value of a Brand's Perceived Globalness and Localness", presented at the 26th Annual Conference of the Consortium for International Marketing Research (June 20-23, 2017, Florence, Italy).
Sichtmann, C., Davvetas, V. and Diamantopoulos, A., "Attention Asymmetry: How Judgements of Warmth and Competence Direct Attention to a Product's Country of Origin", presented at the La Londe Conference (May 30-June 2, 2017, La Londe-les-Maures, France).
Sichtmann, C., Davvetas, V. and Diamantopoulos, A., "The Relational Value of a Brand's Perceived Globalness and Localness", presented at the Fifth French-Austrian-German Workshop on Consumer Behavior (Mar 29-31, 2017, Vienna, Austria).
Sichtmann, C. and Diamantopoulos, A., "Perceived Brand Local Connectedness vs. Perceived Brand Globalness as Drivers of Consumer-Brand Identification and Purchase Intentions", presented at the Global Marketing Conference (July 21-24, 2016, Hong Kong, China).
Davvetas, V., Sichtmann, C. and Diamantopoulos A., "Can Global Brands Charge Price Premiums? Investigating the Effects of Perceived Brand Globalness on Consumers' Reservation Prices", presented at the Consortium in International Marketing Research Annual Meeting (May 13-15, 2015, Vienna, Austria).
Bilstein, N., Hogreve, J., Fahr, R. and Sichtmann, C., "Paying for a Higher Workload?", presented at the Economic Business Review Conference, Ljubljana (Nov 29-30, 2012, Ljubljana, Slovenia).
Bilstein, N., Hogreve, J., Fahr, R. and Sichtmann, C., "Paying for a Higher Workload? An Experimental Investigation of the Relationship between Customer's Co-Production and Willingness to Pay", presented at the EMAC, Lissabon (May 22-25, 2012, Lisbon, Portugal).
Sichtmann, C. , "Extending Service Brands - Does the Extension Category Matter?", presented at the AMA Winter Marketing Educator's Conference, Austin (Feb 17-19, 2012, St. Petersburg, Florida, USA).
Schwaha, S., Sichtmann, C. and Diamantopoulos, A. , "Forecasting Willingness-to-Pay with Direct Price Elicitation - Can Consumer Characteristics Explain Variations in Accuracy?", presented at the Fourth German-French-Austrian Conference on Quantitative Marketing (Sept 16-18, 2010, Vienna, Austria).