Zeitschriften mit Blindbegutachtung

Benoit, S./Hogreve, J./Sichtmann, C./Bilstein, N. (2019): Professionalism Kills the Trading Star: Explaining Member Participation in Trading Communities, Journal of Service Management Research, Vol. 3, No. 2, 2019, pp. 54-65 , doi: 10.15358/2511-8676-2019-2.

Sichtmann, C./Davvetas, V./Diamantopoulos, A. (2018): The Relational Value of Perceived Brand Globalness and Localness, Journal of Business Research, https://doi.org/10.1016/j.jbusres.2018.10.025.

Goebel, P./Reuter, C./Pibernik, R./Sichtmann, C./Bals, L. (2018): Purchasing Managers‘ Willingness to Pay (WTP) for Attributes that Constitute Sustainability, Journal of Operations Management, Vol. 62, No. Sept, 2018, pp. 44-58..

Mohan, M./Brown, B./Sichtmann, C./Schoefer, K. (2018): Perceived Globalness and Localness in B2B Brands: A Co-Branding Perspective, Industrial Marketing Management, Vol. 72, No. July, 2018, pp. 59-70 , doi: 10.1016/j.indmarman.2018.03.014.

Sichtmann, C./Micevski, M. (2018): Attributions of Service Quality: Immigrant Customers’ Perspective, Journal of Services Marketing, Vol. 32, No. 5, 559-569.

Sichtmann, C./Schoefer, K./Blut, M./Kemp, C. (2017): Extending Service Brands into Products Versus Services: Multilevel Analyses of Key Success Drivers, European Journal of Marketing, Vol. 51, No. 1, 200–218.

Benoit, S./Hogreve, J./Sichtmann, C./Bilstein, N. (2016): Explaining Social Exchanges in Information-Based Online Communities, Journal of Service Management, Vol. 27, No. 4, 460–480.

Davvetas, V./Sichtmann, C./Diamantopoulos, A. (2015): The Impact of Perceived Brand Globalness on Consumers‘ Willingness to Pay, International Journal of Research in Marketing, Vol. 32, No. 4, 431–434.

Ortlieb, R./Sieben, B./Sichtmann, C. (2014): Assigning Migrants to Customer Contact Jobs: Outcomes, Rationales, and Practices, Review of Managerial Science, Vol. 8, No. 2, 249–273.

Sichtmann, C./Diamantopoulos, A. (2013): 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, 567–585.

Goebel, P./Reuter, C./Pibernik, R./Sichtmann, C. (2012): The Influence of Ethical Culture on Supplier Selection in the Context of Sustainable Sourcing, International Journal of Production Economics, Vol. 140, No. 1, 7–17.

Sichtmann, C. (2011): Corporate Social Responsibility und die Zahlungsbereitschaft von Konsumenten [Corporate Social Responsibility and the Wilingness-to-Pay of Consumers], Marketing ZFP, Vol. 33, No. 2, 87–97.

Sichtmann, C./von Selasinsky, M./Diamantopoulos, A. (2011): Service Quality and Export Performance of B2B Service Providers – The Role of Service Employee- and Customer-Oriented Quality Control Initiatives, Journal of International Marketing, Vol. 19, No.1, 1–22.

Sichtmann, C./Wilken, R./Diamantopoulos, A. (2011): Estimating Willingness-to-Pay with Choice-Based Conjoint Analysis – Can Consumer Characteristics Explain Variations in Accuracy? British Journal of Management, Vol. 22, No. 4, 628–645.

Sichtmann, C./Möller, /Hogreve, J./Laugwitz, N. (2011): Kundenintegration 2.0 – Welche Faktoren beeinflussen die Kundenintegration in transaktionsbasierten Online Communities? [Customer Co-Production 2.0 – What Determines Customer Integration in Transaction-Based Online Commuities?], Zeitschrift für Betriebswirtschaft, Vol. 81, Special Issue No. 5, 21–45.

Brown, B./Sichtmann, C./Musanté, M. (2011): A Model of Product-to-Service Brand Extension Success Factors in Organizational Buying Contexts, Journal of Business and Industrial Marketing, Vol. 26, No. 3, 202–210.

Sichtmann, C./von Selasinsky, M. (2010): Exporting Services Successfully: Antecedents and Performance Implications of Customer Relationships, Journal of International Marketing, Vol. 18, No. 1, 86–108.

Sichtmann, C./von Selasinsky, M. (2009): Produktbegleitende Dienstleistungen international vermarkten – Die Erfolgsfaktoren [Marketing Services Internationally – The Success Factors], Marketing Review St. Gallen, Nr. 3 (2009), 16–20.

Hundsdoerfer, J./Sichtmann, C. (2009): The Importance of Taxes in Entrepreneurial Decisions: An Analysis of Practicing Physicians’ Behavior, Review of Managerial Science, Vol. 3, No. 1, 19–40.

Födermayr, E./Diamantopoulos, A./Sichtmann, C. (2009): Export Segmentation Effectiveness: Index Construction and Link to Export Performance, Journal of Strategic Marketing, Vol. 17, No. 1, 55–74.

Sichtmann, C. (2007): An Analysis of Antecedents and Consequences of Trust in a Corporate Brand, European Journal of Marketing, Vol. 41, No. 9/10, 999–1015.

Sichtmann, C. (2007): Analyzing Buyer-Seller Relationships from an Economics of Information Per­spective – A Theoretic Framework, Journal of Business Market Management, Vol. 1, No. 1, 59–78.

Sichtmann, C./Stingel, (2007): 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, 1359–1374.

Hundsdoerfer, J./Sichtmann, C. (2007): Zur Gewichtung von Steuern in unternehmerischen Investiti­onskalkülen: Eine Conjoint-Analyse des Entscheidungsverhaltens selbstständiger Ärzte [On the Relevance of Taxes in Entrepreneurial Decisions: A Conjoint Analysis of Practicing Physicians’ Decision Making], in: Betriebs­wirtschaftliche Forschung und Praxis, Vol. 59, No. 6, 604–620. [0.173; 20]

Backhaus, K./Voeth, M./Sichtmann, C./Wilken, R. (2005): Conjoint-Analyse versus Direkte Preisabfra­ge zur Erhebung von Zahlungsbereitschaften – Eine modifizierte Replikationsstudie [Conjoint Analysis versus Direct Price Elicitation – A Modified Replication Study], Die Betriebswirt­schaft, Vol. 65, No. 5, 439–457.

Backhaus, K./Wilken, R./Voeth, M./Sichtmann, C. (2005): An Empirical Comparison of Methods to Measure Willingness to Pay by Examining the Hypothetical Bias, International Journal of Market Re­search, Vol. 47, No. 5, 543–562. Nominated for Market Research Society Silver Medal (Best Pa­per Award).

Sichtmann, C./Gawantka, A. (2005): Ein Phasenansatz für das Dienstleistungsmarketing [A Stage Approach to Services Marketing], Jahrbuch der Absatz- und Verbrauchsforschung, Vol. 51, No. 4, 374–392.

Voeth, M./Rabe, C. (2004): Kundennetze als Differenzierungsmöglichkeit bei Kundenkartensystemen [Customer Networks To Diversify With Customer Cards], Jahrbuch der Absatz- und Verbrauchsforschung, Vol. 50, No. 3, 276–296.

Voeth, M./Rabe, C./Gawantka, A. (2004): Produktbegleitende Dienstleistungen [Product-Related Services], Die Betriebswirtschaft, Vol. 64, No. 6, 777–780.

Monographien und Herausgeberschaften

Sichtmann, C./Griese, I./Klein, M. (2007): Mit Dienstleistungen ins Ausland – Eine Erfolgsfaktorenana­lyse bei kleinen und mittleren Unternehmen [Going Abroad With Services – An Analysis of Success Factors of Small- and Medium-Sized Companies], DIHK-Verlag, Berlin.

Rabe, C. (2005): Erwartungsmanagement bei innovativen Kommunikationsdiensten – Eine institutionenökonomische Analyse [Expectation Management of Innovative Communication Services – An Institution Economics Analysis], Deutscher Universitäts-Verlag, Wiesbaden.

Rabe, C./Lieb, J. (2003): Zukunftsperspektiven des Marketing – Paradigmenwechsel und Neu-akzentuierungen [Future Directions of Marketing – Paradigm Changes and New Accentuations], Duncker & Humblot, Berlin.

Konferenzen mit Begutachtungsprozess

Bourdin, D./Sichtmann, C. (2019): The Influence of Employee Accent on Customer Participation in Services, Proceedings of the EMAC Regional Conference 2019, St. Petersburg, Russia.

Sichtmann, C./Davvetas, V./Romanyuk, A./Bleich, J. (2019): Migrant Customers’ Acculturation and Their Participation in Services, Academy of International Business (AIB) 2019 Annual Meeting, Copenhagen, Denmark.

Sichtmann, C./Davvetas, V./Romanyuk, A./Bleich, J. (2019): Migrant Customers’ Acculturation and Participation in Host Country Services, Proceedings of the 49th Annual Conference of the European Marketing Academy, EMAC, Hamburg, Germany.

Sichtmann, C./Davvetas, V./Diamantopoulos, A. (2018): The Global/Local Product Attribute: Decomposing and Predicting Attribute Weight and Preference in Developed and Emerging Markets, Academy of International Business (AIB) 2018 Annual Meeting, Minneapolis, USA.

Sichtmann, C./Micevski, M./Halkias, G. (2018): Country Stereotypes and Their Influence on Attributions in Intercultural Service Encounters, Proceedings of the 48th Annual Conference of the European Marketing Academy, EMAC, Glasgow, Scotland.

Sichtmann, C./Davvetas, V./Diamantopoulos, A. (2018): The Global/Local Product Attribute: Decomposing and Predicting Attribute Weight and Preference in Developed and Emerging Markets, American Marketing Association (AMA) Global Marketing Special Interest Group Conference, Santorini, Greece.

Davvetas, V./Sichtmann, C./ Diamantopoulos, A. (2017): The Relational Value of a Brand’s Perceived Globalness and Localness, Proceedings of the 8th EMAC Regional Conference, Timisoara, Romania.

Sichtmann, C./Micevski, M./Artner, S. (2017): Does It Matter Who You Are or What You Do? Immigrant Customers’ Cultural and Behavioural Attributions of Service Quality, 26th Annual CIMaR Conference 2017, Consortium for International Marketing Research, Florence, Italy.

Sichtmann, C./Davvetas, V./Diamantopoulos, A. (2017): The Relational Value of a Brand’s Perceived Globalness and Localness, 26th Annual CIMaR Conference 2017, Consortium for International Marketing Research, Florence, Italy.

Micevski, M./Sichtmann, C./Artner, S. (2017): The Role of the Cultural Match of Customer and Employee for the Service Satisfaction of Immigrants, Proceedings of the 47th Annual Conference of the European Marketing Academy, EMAC, Groningen, The Netherlands.

Sichtmann, C./Davvetas, V./Diamantopoulos, A. (2017): The Relational Value of a Brand’s Perceived Globalness and Localness, 5th French-Austrian-German Workshop on Consumer Behavior  2017, Vienna, Austria.

Sichtmann, C./Diamantopoulos, A. (2016): Perceived Brand Local Connectedness vs. Perceived Brand Globalness as Drivers of Consumer-Brand Identification and Purchase Intentions, Global Marketing Conference, Hong Kong, China.

Sichtmann, C./Patak, P. (2016): Service Encounters with Immigrant Customers: Managerial Insights on Challenges and Opportunities, AMS Annual Conference 2016, Orlando.

Benoit, S./ Sichtmann, C./Hartmann, J. (2016): Consumer Willingness to Pay for Responsible and Irresponsible Product Attributes: Insights from Incentive-Compatible Measurement Approaches, Proceedings of the AMA Winter Educator’s Conference, Las Vegas.

Benoit, S./Hogreve, J./Sichtmann, C./Bilstein, N. (2016): Member Participation in CommerceBased Online Communities, Proceedings of the AMA Winter Educator’s Conference, Las Vegas

Davvetas, V./Sichtmann, C./Diamantopoulos A. (2015): Can Global Brands Charge Price Premiums? Investigating the Effects of Perceived Brand Globalness on Consumers‘ Reservation Prices, 24th Annual CIMaR Conference 2015, Consortium for International Marketing Research, Vienna, Austria.

Möller, S./Sichtmann, C./Hartmann, J. (2014): Willingness-to-Pay (WTP) for Ir/Responsible Product Attributes, SERVSIG Conference, Thessaloniki.

Sichtmann, C./Davvetas, V./Diamantopoulos, A. (2014): Is There Such A Thing As a Global Brand Price Premium? An Experimental Investigation of the Effects of Perceived Brand Globalness on Willingness to Pay, Proceedings of the AMA Winter Educator’s Conference, Orlando.

Sichtmann, C./Diamantopoulos, A. (2013): Consumer Responses to ‘Global’ and ‘Local’ Brand Designations: An Experimental Investigation, Proceedings of the 42th EMAC Conference, European Marketing Academy (EMAC), Istanbul.

Bilstein, N./Hogreve, J./Fahr, R./Sichtmann, C. (2012): Paying for a Higher Workload? An Experimental Investigation of the Relationship between Customer’s Co-Production and Willingness to Pay, Economic Business Review Conference, Ljubljana, Slovenia.

Sichtmann, C./Diamantopoulos, A. (2012): Do Perceived Brand Globalness and Country-of-Origin Affect the Success of Brand Extensions? Proceedings of the 41st EMAC Conference, European Marketing Academy (EMAC), Lisbon.

Bilstein, N./Hogreve, J./Fahr, R./Sichtmann, C. (2012): Paying for a Higher Workload? An Experimental Investigation of the Relationship between Customer’s Co-Production and Willingness to Pay, Proceedings of the 41st EMAC Conference, European Marketing Academy (EMAC), Lisbon.

Sichtmann, C. (2012): Extending Service Brands – Does the Extension Category Matter? Proceedings of the AMA Winter Marketing Educator’s Conference, Austin.

Bilstein, N./Hogreve, J./ Möller, S./Sichtmann, C. (2011): Turning Lurkers into Value Creators – An Investigation of Transaction-based Online Communities, Proceedings of the AMA Winter Marketing Educator’s Conference, Austin.

Sichtmann, C./Ring, A./Diamantopoulos, A. (2011): Beyond the Parent Brand: Does the Country-of-Origin Affect Brand Extension Success? Proceedings of the 40th EMAC Conference, European Marketing Academy (EMAC), Ljubljana.

Sichtmann, C./Geigenmüller, A./Zabkar, V. (2010): The Link Between Corporate Social Responsibility and Willingness-to-Pay – Comparing Germany and Slovenia, Proceedings of the 39th EMAC Conference, European Marketing Academy (EMAC), Copenhagen.

Laugwitz, N./Hogreve, J./Sichtmann, C./Möller, S. (2010): What Drives Co-Production Performance? An Empirical Investigation of Online-Communities, SERVSIG Conference, Helsinki.

Laugwitz, N./Hogreve, J./Sichtmann, C./Möller, S. (2010): Turning Lurkers Into Contributors – What Drives Co-Production Performance in Online Communities? Frontiers in Services Conference, College Park.

Sichtmann, C./Diamantopoulos, A./Ostruk, L. (2009): The Relevance of Parent Brand Attributes for the Evaluation of Product-to-Service Brand Extensions, Proceedings of the 38th EMAC Conference, European Marketing Academy (EMAC), Nantes.

Sichtmann, C/Klein, M. (2008): Quality Management and International Performance – An Analysis for B-to-B Services, in: Brown, J.R./Dant, R.P. (Hrsg.): Enhancing Knowledge Development in Marketing. AMA Summer Educators’ Conference Proceedings, Vol. 19, Chicago, Ill: American Marketing Association, S. 270-271.

Sichtmann, C./Klein, M./Meier, D. (2008): International Performance of B-to-B Services – The Role of Quality Management, in: Perks, K. J./Shukla, P. (Hrsg.): Marketing Landscapes: A Pause for Thought, Proceedings of the 37th EMAC Conference, European Marketing Academy (EMAC), Brighton.

Sichtmann, C./Klein, M./Griese, I. (2008): The Influence of Relationship Marketing on International Perform­ance in the Industrial Service Sector, Proceedings of the 3rdConference on Business Market Manage­ment (Best Paper Conference Award), St. Gallen.

Sichtmann, C./Wilken, R. (2008): Choice Based Conjoint Analysis to Measure Willingness-to-Pay – Factors Influencing Its Validity, in: Robinson, L. (Hrsg.): Developments in Marketing Science, Proceedings of the Annual Conference of the Academy of Marketing Science (Best Paper Award Track “Marketing Research Methods”), Vancouver.

Sichtmann, C./Klein, M. (2008): Drivers of Service Brand Extension Success, in: Robinson, L. (Hrsg.): Developments in Marketing Science, Proceedings of the Annual Conference of the Academy of Marketing Science, Vancouver.

Hundsdoerfer, J./Sichtmann, C. (2008): The Importance of Taxes in Entrepreneurial Decisions: An Analysis of Practicing Physicians’ Behavior, Proceedings of the Annual Meeting of the American Taxation Association.

Sichtmann, C./Klein, M./Griese, I. (2007): Relationship Marketing and International Performance- An Empirical Analysis in the Industrial Services Sector, in: Mohr, J./Fisher, R. (Hrsg.): Enhancing Knowl­edge Development in Marketing. AMA Summer Educators’ Conference Proceedings, Vol 18, Chicago, Ill: American Marketing Association, Washington.

Sichtmann, C./Griese, I./Klein, M. (2007): Determinants of the Successful Internationalization of Ser­vices – A Conceptual Model, in: de Moranville, C. (Hrsg.): Marketing Theory and Practice in an Inter­functional World, Proceedings of the 13th World Marketing Congress, Verona.

Sichtmann, C. (2007): An Economics of Information Perspective of Industrial Buyer-Seller Relation­ships – A Theoretic Framework, in: de Moranville, C. (Hrsg.): Marketing Theory and Practice in an Inter-functional World, Proceedings of the 13th World Marketing Congress, Verona.

Sichtmann, C./Klein, M./Griese, I. (2007): The Success of International Market Entry Strategies for In­dustrial Services, in: Engilbertson, H. Ö. (Hrsg.): Flexible Marketing in an unpredictable world, Pro­ceedings of the 36th EMAC Conference, Reykjavik.

Sichtmann, C./Brown, B. (2007): Product-to-Service Brand Extensions in B2B Settings – A Theoretical Framework of Success Drivers, Proceedings of the Thought Leaders International Conference on Brand Management.

Sichtmann, C. (2006): A Dynamic Perspective of Economics of Information Theory – A Theoretical Framework, in: Ali, Y./van Dessel, M. (Hrsg): Advancing Theory, Maintaining Relevance, Proceedings of the ANZMAC 2006 Conference, Brisbane.

Sichtmann, C. (2006): The Effectiveness of Corporate Reputation Management for Product Innova­tions, in: Ali, Y./van Dessel, M. (Hrsg): Advancing Theory, Maintaining Relevance, Proceedings of the ANZMAC 2006 Conference, Brisbane.

Sichtmann, C./Wilken, R. (2006): Aggregating Individual Willingness-to-Pay by Different Utility Func­tions: Do Cluster Solutions Lose Essential Information?, in: Proceedings of the IFSAM VIIIth World Congress, Berlin. Online: http://www.ctwcongress.de/ifsam/download/track_13/pap00423. pdf

Sichtmann, C./Wilken, R. (2006): Estimating Willingness-to-pay by Different Utility Functions: A Comparison of Individual and Cluster Solutions, in: Spotts, H. (Hrsg.): Developments in Marketing Science, Proceedings of the Academy of Marketing Science Annual Conference, San Antonio.

Sichtmann, C./Wilken, R. (2006): Customer-oriented Selection and Pricing of Supplementary Services in Business Markets, in: Spotts, H. (Hrsg.): Developments in Marketing Science, Proceedings of the Academy of Marketing Science Annual Conference, San Antonio.

Sichtmann, C. (2006): Analyzing Buyer-Seller Relationships from an Economics of Information Perspective – A Theoretic Framework, in: Proceedings of the 1st International Conference on Business Market Management, Berlin.

Backhaus, K./Voeth, M./Rabe, C./Wilken, R. (2005): An Empirical Comparison of Methods to Measure Willingness to Pay Applying Contingent Valuation and Conjoint Analysis, in: de Moranville, C. (Hrsg.): Marketing in an Inter-connected World: Opportunities and Challenges, Proceedings of the World Mar­keting Congress, Münster.

Voeth, M./Rabe, C./Weißbacher, R. (2005): Search, Experience and Credence Properties in the Economics of Information Theory: A Dynamic Framework for Relationship Marketing in: de Moranville, C. (Hrsg.): Marketing in an Inter-connected World: Opportunities and Challenges, Proceedings of the World Marketing Congress, Münster.

Buchbeiträge

Sichtmann, C./Patak, P. (2016): Service Encounters with Immigrant Customers – A Qualitative Study, in: Hauptfeld-Goellner, P. (Hrsg.): Managing the Gaps of Intercultural Communication, Leykam, Leykam, pp. 107-121.

Sichtmann, C./von Selasinsky, M. (2015): Internationalization of Product-Related Services: The Role of Relationship Marketing, in: Fliess, S./Haase, M./Jacob, F./Ehret, M. (Hrsg.): Kundenintegration und Leistungslehre: Integrative Wertschöpfung in Dienstleistungen, Solutions und Entrepreneurship, Springer Gabler Verlag, Wiesbaden, pp. 355-368.

Fliess, S./Johnston, W./Sichtmann, C. (2015): Business Buying Behavior, in: Kleinaltenkamp, M./ Plinke, W./Wilkinson, I./Geiger I. (Hrsg.): Fundamentals of Business-to-Business Marketing: Mastering Business Markets, Springer Gabler Verlag, Wiesbaden, pp. 171-226.

Sichtmann, C./von Selasinsky, M. (2010): Erfolgsfaktoren bei der Internationalisierung von industriellen Dienstleistungen [Success Factors of the Export of Industrial Services], in: Zangemeister, C. (Hrsg.): Internationalisierung industrieller Dienstleistungen, TÜV Rheinland, Köln, 17–45.

von Selasinsky, M./Sichtmann, C. (2010): Serviceorientierung als Erfolgsfaktor des Exports von industriellen Dienstleistungen [Service Orientation as Success Factor of the Export of Industrial Services], in: Bruhn, M./Stauss, B. (Hrsg.): Serviceorientierung im Unternehmen, Forum Dienstleistungsmanagement, Gabler Verlag, Wiesbaden, 469–439.

Hogreve, J./Sichtmann, C. (2009): Dienstleistungsgarantien als Instrument zur Steuerung der Kundenintegration [Service Guarantee as Instrument to Impact Customer Co-Production], in: Bruhn, M./Stauss, B. (Hrsg.): Kundenintegration, Forum Dienstleistungsmana­gement, Gabler Verlag, Wiesbaden, 343–358.

Sichtmann, C./Klein, M. (2009): Qualitätssicherung bei der Internationalisierung von Dienstleistungen (Quality Control in the Context of Services Export], in: Stauss, B. (Hrsg.): Aktuelle Forschungsfragen im Dienstleistungsmarketing, Gabler Verlag, Wiesbaden, 168–188.

Sichtmann, C./Griese, I./Klein, M. (2008): Internationalisierung von Dienstleistungen – Erfolgsfaktoren in Abhängigkeit von unterschiedlichen Dienstleistungstypen [Internationalisation of Services – Success Factors of Different Service Types], in: Benkenstein, M. (Hrsg.): Neue Herausforderungen an das Dienstleistungsmarketing, Gabler Verlag, Wiesbaden, 267–286.

Sichtmann, C./Klein, M./Ostruk, L. (2008): Vom Produkt zur Dienstleistung – Erfolgsfaktoren des Mar­kentransfers [From Products to Services – Drivers of Brand Extension Success], in: Bruhn, M./Stauss, B. (Hrsg.): Dienstleistungsmarken, Forum Dienstleistungsmana­gement, Gabler Verlag, Wiesbaden, 121–137.

Voeth, M./Rabe, C. (2005): Internationale Joint Ventures [International Joint Ventures], in: Zentes, J./Swoboda, B./ Morschett, D. (Hrsg.): Kooperationen, Allianzen and Netzwerke: Grundlagen – Ansätze – Perspektiven, Gabler Ver­lag, Wiesbaden, 647–672.

Voeth, M./Rabe, C. (2004): Industriegütermarken [Industrial Brands], in: Bruhn, M. (Hrsg.): Handbuch Markenführung, Gabler Verlag, Wiesbaden, 75–94.

Voeth, M./Rabe, C. (2004):  Preisverhandlungen [Price Negotiations], in: Backhaus, K./Voeth, M. (Hrsg.): Handbuch Industriegütermarketing, Gabler Verlag, Wiesbaden, 1015–1038.

Jansen, T./Rabe, C. (2003): Wertewandel bei den neuen Alten – Eine kohortenanalytische Untersuchung [Value Changes Within the New Agers – A Cohort Analysis], in: Rabe, C./Lieb, J. (Hrsg.): Zukunftsperspektiven des Marketing – Paradigmenwechsel und Neuakzentuierungen, Duncker & Humblot, Berlin, 163–183.

Rabe, C. (2003): Anwendungspotenziale traditioneller und neuerer Ansätze zur Messung von Einstellungen [Traditional and New Scales to Measure Attitudes], in: Rabe, C./Lieb, J. (Hrsg.): Zukunftsperspektiven des Marketing – Paradigmenwechsel und Neuakzentuierungen, Duncker & Humblot, Berlin, 233–250.

Arbeitspapiere

Wienen, J./Sichtmann, C. (2008): Vom Produkt zur Solution bei Industriegütern – Literaturüberblick und praktische Ansatzpunkte [From Products to Industrial Solutions – A Literature Review and Managerial Directions], Diskussionsbeiträge des Fachbereichs Wirtschaftswissenschaft der Freien Universität Berlin, No. 2008/02.

Wilken, R./Sichtmann, C. (2007): Estimating Willingness-to-Pay By Different Utility Functions – A Comparison of Individual and Cluster Solutions, Working Paper 27, ESCP Europe Berlin.

Sichtmann, C./Griese, I./Klein, M. (2007): Determinants of the International Performance of Services – A Conceptual Model, Diskussionsbeiträge des Fachbereichs Wirtschaftswissenschaft der Freien Uni­versität Berlin, No. 2007/17.

Voeth, M./Sichtmann, C./Weißbacher, R. (2006): Dynamische Effekte bei informationsökonomischen Gütereigenschaften – Eine empirisch gestützte Untersuchung [Dynamic Effects of Search, Experience and Credence Attributes – An Empirical Study], Hohenheimer Arbeitsberichte zum Mar­keting N0. 6, Stuttgart 2006.