Professoren
Prof. Dr. rer. pol. Robert Wilken

Prof. Dr. rer. pol. Robert Wilken

Mitgliedschaften:

- Academy of Marketing Science
- AlumniUM
- EMAC
- Marketing Alumni e.V.
- Verband der Hochschullehrer für Betriebswirtschaftslehre e.V. (Kommission Marketing)Awards & Grants

DAAD grant for attending international conferences, INFORMS Marketing Science Conference, Ann Arbor, MI/USA, 2009.

Best Paper in the track “Marketing Research Methods”, Academy of Marketing Science Annual Conference, Vancouver, BC/Canada, 2008.

DFG grant for attending international conferences, 7th International Congress Marketing Trends, Venice/Italy, 2008.

Nomination for the IJMR Collaborative Research Award of the Market Research Society, London/UK, 2008.

DFG grant for attending international conferences, 36th EMAC, Reykjavík/Iceland, 2007.

Nomination for the Silver Medal of the Market Research Society, London/UK, 2007.

Schmalenbach-Gesellschaft für Betriebswirtschaft e.V. grant for attending international conferences, Annual Conference of the Academy of Marketing Science, San Antonio, TX/USA, 2006.

Schmalenbach-Gesellschaft für Betriebswirtschaft e.V. grant for attending international conferences, IFORS, Honolulu, HI/USA, 2005.

Best PhD Discussion Paper, 4th International Symposium of DEA, Birmingham/UK, 2004.

Schmalenbach-Gesellschaft für Betriebswirtschaft e.V. grant for attending international conferences, 4th International Symposium of DEA, Birmingham/UK, 2004.Articles in refereed journals

Sichtmann, C., Wilken, R., Diamantopoulos, A.: Estimating Willingness-to-Pay with
Choice-Based Conjoint Analysis – Can Consumer Characteristics Explain Variations in
Accuracy? Accepted for publication in: British Journal of Management.

Wilken, R., Cornelißen, M., Backhaus, K., Schmitz, C.: Steering sales reps through cost
information: An investigation into the black box of cognitive references and negotiation
behavior, in: International Journal of Research in Marketing, Vol. 27, No. 1, 2010, pp. 69-
82.

Hammerschmidt, M., Wilken, R., Staat, M.: Methoden zur Lösung grundlegender Probleme
der Datenqualität in DEA-basierten Effizienzanalysen, in: Die Betriebswirtschaft,
Vol. 69, No. 2, 2009, pp. 291-312.

Backhaus, K., van Doorn, J., Wilken, R.: The Impact of Team Characteristics on the
Course and Outcome of Intergroup Price Negotiations, in: Journal of Business-to-Business
Marketing, Vol. 15, No. 4, 2008, pp. 365-396.

Backhaus, K., Hillig, T., Wilken, R.: Predicting purchase decisions with different conjoint
analysis methods: A Monte Carlo simulation, in: International Journal of Market Research,
Vol. 49, No. 3, 2007, pp. 341-364.

Backhaus, K., Voeth, M., Sichtmann, C., Wilken, R.: Conjoint-Analyse versus Direkte
Preisabfrage zur Erhebung von Zahlungsbereitschaften, in: Die Betriebswirtschaft, Vol.
65, No. 5, 2005, pp. 439-457.

Backhaus, K., Wilken, R., Voeth, M., Sichtmann, C.: An empirical comparison of methods
to measure willingness to pay by examining the hypothetical bias, in: International
Journal of Market Research, Vol. 47, No. 5, 2005, pp. 543-562.


Monographs

Backhaus, K., Herbst, U., Voeth, M., Wilken, R.: Allgemeine Betriebswirtschaftslehre – Koordination betrieblicher Entscheidungen. Will be published in April 2010 by Springer-Verlag, Berlin et al. 2010.

Wilken, R.: Dynamisches Benchmarking. Ein Verfahren auf Basis der Data Envelopment Analysis. Deutscher Universitätsverlag, Wiesbaden 2007.


Articles in edited volumes

Dost, F., Wilken, R.: Verhaltensorientierter Ansatz zur Erklärung von Preisreaktionen bei Commodities und Empfehlungen für die Preissetzung auf Commodity-Märkten, will be published in: Enke, M. et al. (Eds.): Commodity Marketing, 2nd edition, Gabler Verlag,
Wiesbaden 2010.

Backhaus, K., Wilken, R.: Internationale Preiskoordination: Auswirkungen der Parametrisierung von Arbitrageneigungsfunktionen, in: Schmid, S. (Ed.): Management der Internationalisierung, Gabler Verlag, Wiesbaden 2009, pp. 289-306.

Backhaus, K., Wilken, R.: Dynamische Effizienzmessung im Vertrieb: Eine empirische Anwendung der Window Analysis, in: Bauer, H.H., Staat, M., Hammerschmidt, M. (Ed.): Marketingeffizienz, Vahlen Verlag, München 2006, pp. 139-155.

Backhaus, K., Wilken, R., van Doorn, J., Voeth, M., Herbst, U.: Preisverhandlungen im B2B-Marketing, in: Diller, H. (Ed.): Pricing-Forschung in Deutschland, Bd. 8 der
Buchreihe Marketingforschung aktuell, Wissenschaftliche Gesellschaft für Innovatives Marketing, Nürnberg 2006, pp. 1-15.

Backhaus, K., Geiger, I., Wilken, R.: Effizienzorientierte Technologiebewertung mit Data Envelopment Analysis (DEA), in: Amelingmeyer, Jenny/Harland, Peter E. (Eds.): Technologiemanagement & Marketing – Herausforderungen eines integrierten Innovationsmanagements, Dt. Univ.-Verlag/Gabler Edition Wissenschaft, Wiesbaden 2005, pp. 289-306.

Backhaus, K., Wilken, R.: Measuring Weight Flexibility in Data Envelopment Analysis Using Cluster Analysis Results, in: Emrouznejad, A./Podinovski, V. (Eds.): Data Envelopment Analysis And Performance Management, 2004, pp. 254-260.


Alexander, J., Wilken, R.: Consumer-related determinants in product bundling – an empirical study. ESCP Europe Working Paper No. 49, Berlin/Germany, 2009.

Wilken, R., Cornelissen, M., Backhaus, K., Schmitz, C.: Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior. SSRN Working Paper, available at http://ssrn.com/abstract=1501722, 2009.


Working papers

Alexander, J., Wilken, R.: Consumer-related determinants in product bundling – an empirical study. ESCP Europe Working Paper No. 49, Berlin/Germany, 2009.

Wilken, R., Cornelissen, M., Backhaus, K., Schmitz, C.: Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior. SSRN Working Paper, available at http://ssrn.com/abstract=1501722, 2009.


Conference proceedings

Geiger, I., Wilken, R., Backhaus, K.: Enhancing negotiation success through a good
BATNA and buyer-seller relationships – An investigation into the “black box” of negotiations.
39th EMAC Conference, June 2010, Copenhagen/Denmark.

Wilken, R., Dost, F.: “BDM-Range” – A Coherent Alternative to Measure Willingness to
Pay as a Range. 39th EMAC Conference, June 2010, Copenhagen/Denmark.

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

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

Backhaus, K., Geiger, I., Wilken, R.: Success Factors in B-to-B Marketing Negotiations:
Empirical Evidence and a Comprehensive Framework. Proceedings of the 1st International
Conference on Business Market Management, March 2006, ESMT, Berlin/
Germany.

Backhaus, K., van Doorn, J., Wilken, R.: Determinants of Intergroup Price Negotiations in
a Business-to-Business-Context, in: Troilo, Gabriele (Ed.): Proceedings of the 34th EMAC
Conference, May 2005, Università Commerciale Luigi Bocconi, Milan/Italy. page 5/7 Additional


Additional Conference presentations

Dost, F., Wilken, R.: Separating WTP elicitation from Choice-based Conjoint Analysis. INFORMS Marketing Science Conference, June 2010, Cologne/Germany.

Fucks, S., Jacob, F., Prime, N., Wilken, R.: Decoding the “black box” of intercultural negotiations. INFORMS Marketing Science Conference, June 2010, Cologne/Germany.

Streffer, T., Wilken, R.: Bundling as a marketing instrument to reduce perceived risk for new products. INFORMS Marketing Science Conference, June 2010, Cologne/Germany.

Wilken, R., Dost, F.: Traditional Willingness-to-Pay in the Light of Willingness-to-Payas-a-Range. INFORMS Marketing Science Conference, June 2010, Cologne/Germany.

Fucks, S., Jacob, F., Wilken, R.: Intra- and inter-group negotiation behaviour in intercultural negotiations. Conference on International and intercultural negotiation, April 2010, Copenhagen/Denmark.

Wilken, R., Schneider, H.: The Influence of Mood on Willingness-to-pay at the Point of Purchase. 2009 INFORMS Marketing Science Conference, June 2009, Ann Arbor, MI/USA.

Dost, F., Wilken, R.: Improving the Accuracy of Price-response Functions Using the Willingness-to-pay-as-a-Range Concept. 2009 INFORMS Marketing Science Conference, June 2009, Ann Arbor, MI/USA.

Wilken, R.: A DEA-based Panel Model. 2008 INFORMS Marketing Science Conference, June 2008, Vancouver, BC/Canada.

Sichtmann, C., Wilken, R.: Factors Influencing the Validity of Measuring Willingness-to-Pay With Choice Based Conjoint Analysis. 2008 Annual Conference of the Academy of Marketing Science, May 2008, Vancouver, BC/Canada.

Backhaus, K., Cornelissen, M., Schmitz, C., Wilken, R.: Cost information and economic outcome of decentralized price negotiations: a behavioral perspective. 2nd Conference on Enhancing Sales Force Productivity, Christian Albrechts-Universität Kiel, May 2008, Kiel/Germany.

Backhaus, K., Cornelissen, M., Wilken, R.: How different kinds of cost information for salespeople affect negotiations and economic outcome: a behavioral perspective. 7th International Congress Marketing Trends, January 2008, Venice/Italy.

Wilken, R., Backhaus, K.: A DEA-based panel model illustrated by an application to advertising efficiency. 36th EMAC Conference, May 2007, Reykjavík/Iceland.

Cornelissen, M., Backhaus, K., Eisenbeiss, M., Wilken, R.: How do customer-specific characteristics influence the relationship between customer satisfaction and willingness to pay? 36th EMAC Conference, May 2007, Reykjavík/Iceland.

Sichtmann, C., Wilken, R.: Aggregating Individual Willingness-to-Pay by Different Utility Functions: Do Cluster Solutions Lose Essential Information? IFSAM VIIIth World Congress, September 2006, Berlin/Germany.

Wilken, R.: A DEA Model for Hierarchical Data. EURO XXI, 21st European Conference on Operational Research, July 2006, Reykjavík/Iceland.

Wilken, R.: A Variant of DEA-based Window Analysis With Pooled Data. IFORS 2005, July 2005, Honolulu, HI/USA.

Backhaus, K., Voeth, M., Sichtmann, C., Wilken, R.: An Empirical Comparison of Methods to Measure Willingness to Pay by Examining the Hypothetical Bias. World Marketing
Congress, July 2005, Muenster/Germany.

Backhaus, K., Wilken, R.: Measuring Weight Flexibility in Data Envelopment Analysis Using Cluster Analysis Results. 4th International Symposium of DEA, September 2004, Aston Business School, Birmingham/UK.

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