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Publications

Prof. Dr. Bernd Skiera

Organizations:

  • Professur für BWL, insb. Electronic Commerce
  • E-Finance Lab

Projects:

  • FinGrid - Financial Business Grid
  • E-Finance Lab - Layer 3

Telephone: +49 69 798 34649

E-Mail: Send email

Homepage: http://www.ecommerce.wiwi.uni-frankfurt.de/skiera/

Publications | Presentations

Publications:

2016

Ringel, D.; Skiera, B. (2016)

Visualizing Asymetric Competition among More than 1,000 Products Using Big Search Data

In: Marketing Science, Vol. 35, Issue 3, 511-534

Category: Publications in scientific journals [Find it]

Reference No.: 2016-59

2015

Eisenbeiß, M.; Skiera, B. (2015)

Understanding and Investigating the Effectiveness of Deal-of-the-Day Promotions

In: International Journal of Research in Marketing

Category: Publications in scientific journals

Abstract

Reference No.: 2015-108

Schulz, F.; Schlereth, C.; Skiera, B.; Mazar, N. (2015)

Advance Payment Systems: Paying Too Much Today and Being Satisfied Tomorrow

In: Internationla Journal of Research in marketing, Vol 32, Issue 3

Category: Publications in scientific journals

Abstract

Reference No.: 2015-60

Skiera, B.; Hinz, O.; Spann, M. (2015)

Social Media and Academic Performance: Does Facebook Activity Relate to Good Grades?

In: Schmalenbach Business Review, Vol. 67, Issue 1, 54-72

Category: Publications in journals

Reference No.: 2015-58

Schulze, C.; Schöler, L.; Skiera, B. (2015)

Customizing Social Media Marketing

In: Sloan Management Review, Vol 56, Issue 2, 8-10

Category: Publications in journals

Abstract

Reference No.: 2015-57

2014

Schlereth, C.; Eckert, C.; Schaaf, R.; Skiera, B. (2014)

A Comparison of Six Self-Explicated Approaches

In: European Journal of Operational Research, Vol. 238, Issue 1, 185-198

Category: Publications in scientific journals

Abstract

Reference No.: 2014-2185

Schöler, L.; Skiera, B.; Tellis, G. (2014)

Stock Market returns to Financial innovations Before and during the Financial Crisis inn the United States and Europe

In: Journal of Product Innovation Management, Vol 31, Issue 5, 973-986

Category: Publications in scientific journals

Abstract

Reference No.: 2014-2184

About Nabout, N.; Lilienthal, M.; Skiera, B. (2014)

Empirical Generalizations in Search Engine Advertising

In: Journal of Retailing, Vol 90, Issue 2, 206-216

Category: Publications in scientific journals

Abstract

Reference No.: 2014-2183

Schulze, C.; Schöler, L.; Skiera, B. (2014)

Not All Fun and Games: Viral Marketing for Utilitarian Products

In: Jornal of Marketing, Vol. 78, Issue 1, 1-19

Category: Publications in scientific journals

Abstract

Reference No.: 2014-2182

2013

Schmitt, P.; Skiera, B.; van den Bulte, C. (2013)

Do Referral Programs Increase Profits?

In: Marketing Intelligence Review, Vol. 5, Issue 1, 8-11

Category: Publications in scientific journals

Abstract

Reference No.: 2013-2125

Barrott, C.; Becker, J.; Hinz, O.; Skiera, B. (2013)

Superspreader - Welche Kunden sich für Virale Marketing-Kampagnen eignen

In: Planung und Analyse, Vol 30, Issue 4, 32-34

Category: Publications in journals

Reference No.: 2013-2124

Gensler, S.; Leeflang, P.; Skiera, B. (2013)

A Comparison of Methods to Separate Treatment from Self-Selection Effects in an Online Banking Setting

In: Journal of Business Research, Vol 66, Issue 9, 1272-1278

Category: Publications in scientific journals

Abstract

Reference No.: 2013-2123

Skiera, B.; Spann, M. (2013)

Prediction Market Performance and Market Liquidity: A Comparison of Automated Market Makers

In: IEEE Transactions on Engineering Management, Vol 60, Issue 1, 169-185

Category: Publications in journals

Abstract

Reference No.: 2013-2122

Malthouse, E.; Skiera, B.; Zhang, M. (2013)

Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House

In: Journal of Interactive Marketing, Vol 27, Issue 4, 270-280

Category: Publications in scientific journals

Abstract

Reference No.: 2013-2121

Schlereth, C.; Barrott, C.; Skiera, B. (2013)

Optimal Sampling Strategies in Social Networks: How Many and Whom to Target?

In: International Journal of electronic Commerce, Vol 18, Issue 1, 45-72

Category: Publications in scientific journals

Abstract

Reference No.: 2013-2120

Skiera, B.; About Nabout, N. (2013)

PROSAD: A Bidding Decison Support System for Profitable Search Engine Advertising

In: Marketing Science, Vol. 32, Issue 2, 213-220

Category: Publications in scientific journals

Abstract

Reference No.: 2013-2119

2012

Gensler, S.; Hinz, O.; Skiera, B.; Theysohn, S. (2012)

Willingness-to-Pay Estimation with Choice-Based conjoint Analysis: Adressing Extreme Response Behavior with Individually Adapted Designs

In: European Journal of Operational Research, Vol. 219, 368-378

Category: Publications in scientific journals

Abstract

Reference No.: 2012-2047

Schlereth, C.; Skiera, B. (2012)

Measurement of Consumer Preferences for Bucket Pricing Plans with Different Services Attributes

In: Journal of Research in Marketing, Vol. 29, Issue 2, 167-180

Category: Publications in scientific journals

Abstract

Reference No.: 2012-2046

Schlereth, C.; Eckert, C.; Skiera, B. (2012)

Using Discrete Choice Experiments to Estimate Willingness-to-Pay Intervals

In: Marketing Letters, Vol 23, Issue 3, 761-776

Category: Publications in journals

Abstract

Reference No.: 2012-2044

Schulze, C.; Skiera, B.; Wiesel, T. (2012)

Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation

In: Journal of Marketing (Forthcoming)

Category: Publications in scientific journals

Reference No.: 2012-1890

2011

Skiera, B.; Bermes, M.; Horn, L. (2011)

Customer Equity Sustainability Ratio: A New Metric for Assessing a Firm’s Future Orientation

In: Journal of Marketing, Vol. 75 (May), 118-131.

Category: Publications in scientific journals

Reference No.: 2011-1917

Hinz, O.; Skiera, B.; Barrott, C.; Becker, J. (2011)

Seeding Strategies for Viral Marketing: An Empirical Comparison

In: Journal of Marketing, 75 (November), 55-71.

Category: Publications in scientific journals

Reference No.: 2011-1916

Schmitt, P.; Skiera, B.; van den Bulte, C. (2011)

Referral Programs and Customer Value

In: Journal of Marketing; 75 (1), 46-59

Category: Publications in scientific journals

Abstract

Reference No.: 2011-3

Soukhoroukova, A.; Spann, M.; Skiera, B. (2011)

Generating and Evaluating New Product Ideas with Idea Markets

In: Journal of Product Innovation Management; forthcoming

Category: Publications in scientific journals

Reference No.: 2011-2

2010

Messerschmidt, C.; Berger, S.; Skiera, B. (2010)

Web 2.0 im retail Banking: Einsatzmöglichkeiten, Praxisbeispiele und empirische Nutzeranalyse

Category: Book

Reference No.: 2010-1868

Schmitt, P.; Meyer, S.; Skiera, B. (2010)

Ueberpruefung des Zusammenhangs zwischen Weiterempfehlungsbereitschaft und Kundenwert

In: ZFBF: Schmalenbachs Zeitschrift fuer Betriebswirtschaftliche Forschung (62)

Category: Publications in scientific journals

Reference No.: 2010-1867

Lilienthal, M.; Messerschmidt, C.; Skiera, B. (2010)

The Utility of TAM-Perceptions: Integration of Technology Perceptions into Choice-Based Conjoint Analysis

In: Proceedings of the Australasian Conference on Information Systems (ACIS) 2010; Brisbane, Australia

Category: Proceedings

Reference No.: 2010-1847

Messerschmidt, C.; Lilienthal, M.; Skiera, B. (2010)

Integration of Technology Perceptions in Discrete Choice Experiments: Connecting CBC and TAM via the No-Choice-Option

In: Proceedings of the Australia and New Zealand Marketing Academy Conference (ANZMAC) 2010; Christchurch, New Zealand

Category: Proceedings

Reference No.: 2010-1846

Messerschmidt, C.; Berger, S.; Skiera, B. (2010)

Web 2.0 im Retail Banking - Einsatzmöglichkeiten, Praxisbeispiele und empirische Nutzeranalyse

In: Gabler Verlag; Springer Fachmedien Wiesbaden GmbH

Category: Book [Find it]

Reference No.: 2010-1717

Skiera, B. (2010)

Differences in the Ability of Structural and Reduced-Form Models to Improve Pricing Decisions

In: Zeitschrift Marketing – Journal of Research and Management; 32(1e), 91

Category: Publications in scientific journals

Reference No.: 2010-1716

Barrott, C.; Albers, S.; Skiera, B.; Schäfers, B. (2010)

Vickrey vs. eBay: Why Second-price Sealed-bid Auctions Lead to More Realistic Price-demand Functions

In: International Journal of Electronic Commerce; 14 (4), 7–38

Category: Publications in scientific journals

Reference No.: 2010-1715

Skiera, B.; Eckert, J.; Hinz, O. (2010)

An Analysis of the Importance of the Long Tail in Search Engine Marketing

In: Electronic Commerce Research and Application; forthcoming

Category: Publications in scientific journals

Reference No.: 2010-1714

Henning-Thurau, T.; Malthouse, E.; Friege, C.; Gensler, S.; Lobschat, L.; Rangaswamy, A.; Skiera, B. (2010)

The Impact of New Media on Customer Relationships: From Bowling to Pinball

In: Journal of Service Research; forthcoming

Category: Publications in scientific journals

Reference No.: 2010-1713

van Bruggen, G.; Spann, M.; Lilien, G.; Skiera, B. (2010)

Prediction Markets as institutional forecasting support systems

In: Decision Support Systems; Vol. 49 (4), pp. 404-416

Category: Publications in scientific journals

Reference No.: 2010-1712

Wolk, A.; Skiera, B. (2010)

The Influence of Tariff-Specific Preferences on Tariff Choice and Usage

In: Business Research; 3 (1), 70-80

Category: Publications in scientific journals

Reference No.: 2010-1644

Wiesel, T.; Skiera, B.; Villanueva, J. (2010)

My Customers are Better than Yours! On Customer Equity Reporting

In: Marketing Intelligence Review; 2 (1), 43-53

Category: Publications in scientific journals

Reference No.: 2010-1643

Schlereth, C.; Stepanchuk, T.; Skiera, B. (2010)

Optimization and Analysis of the Profitability of Tariff Structures with Two-Part Tariffs

In: European Journal of Operational Research EJOR; 206 (3), 691-701

Category: Publications in scientific journals

Reference No.: 2010-1642

Schmitt, P.; Meyer, S.; Skiera, B. (2010)

Überprüfung des Zusammenhangs zwischen Weiterempfehlungsbereitschaft und Kundenwert

In: Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung zfbf; 62, 30-59

Category: Publications in scientific journals

Reference No.: 2010-1529

2009

Pauwels, K.; Amber, T.; Clark, B.; LaPointe, P.; Reibstein, D.; Skiera, B.; Wierenga, B.; Wiesel, T. (2009)

Dashboards & Marketing: Why, What, How and Which Research is Needed?

In: Journal of Service Research; 12 (2), 175-189

Category: Publications in scientific journals

Reference No.: 2009-1588

Gerstmeier, E.; Skiera, B.; Stepanchuk, T. (2009)

An Analysis of the Profitability of Different Bidding Heuristics in Search Engine Marketing

In: workingpaper

Category: Miscellaneous

Reference No.: 2009-1541

Schlereth, C.; Skiera, B. (2009)

Schätzung von Zahlungsbereitschaftsintervallen mit der Choice-Based Conjoint-Analyse

In: Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung zfbf; 12 /2009 (forthcoming)

Category: Publications in scientific journals

Reference No.: 2009-1540

Heiligenthal, J.; Skiera, B. (2009)

How Incentive-based Customer Acquisition Affects the Value of the Customer Base

In: EFL Quarterly 4/2009 , 4-5

Category: Other publications

Reference No.: 2009-1537

Lilienthal, M.; Skiera, B. (2009)

Suchmaschinenmarketing - Viel hilft nicht viel

In: Bankmagazin 12/09

Category: Other publications

Reference No.: 2009-1536

Skiera, B.; Lilienthal, M. (2009)

Am Ende freut sich Google. Eine empirische Untersuchung zeigt: Höhere SEM-Budgets führen keineswegs zwangsläufig zu höheren Conversions

In: Internet World Business 20/09, 24

Category: Other publications

Reference No.: 2009-1535

Skiera, B. (2009)

Status Quo im Retailbanking in Deutschland 2008

In: Bericht des E-Finance Lab; Frankfurt am Main

Category: Other publications

Reference No.: 2009-1451

Lambrecht, A.; Skiera, B. (2009)

Managing Your Customer's Tariff Choice: What to Do When Your Customers Pay too Much

In: Marketing Intelligence Review, Vol.1(1), 17-23

Category: Publications in scientific journals

Reference No.: 2009-1450

Eckert, J.; Hinz, O.; Skiera, B. (2009)

Stichwort: Long Tail

In: Die Betriebswirtschaft; 6, 761-765

Category: Publications in scientific journals

Reference No.: 2009-1256

Hinz, O.; Beck, R.; Skiera, B.; König, W. (2009)

Grid Computing in der Finanzindustrie

In: Books on Demand; Norderstedt

Category: Buch (Hrsg.)

Abstract

Reference No.: 2009-1254

Spann, M.; Skiera, B. (2009)

Sports Forecasting: A Comparison of the Forecast Accuracy of Prediction Markets, Betting Odds and Tipsters

In: Journal of Forecasting, Vol. 28, 55-72

Category: Publications in scientific journals [Find it]

Abstract

Reference No.: 2009-1253

Spann, M.; Ernst, H.; Skiera, B.; Soll, J. (2009)

Identification of Lead Users for Consumer Products via Virtual Stock Markets

In: Journal of Product Innovation Management, 26(3), S. 322-335

Category: Publications in scientific journals [Find it]

Abstract

Reference No.: 2009-1252

Wolk, A.; Skiera, B. (2009)

Antecedents and Consequences of the Online Channel Performance

In: Journal of Retailing and Consumer Services, 16(3), 163-173

Category: Publications in scientific journals [Find it]

Abstract

Reference No.: 2009-1251

Skiera, B. (2009)

Ehrlichkeit statt Selbstbetrug

In: E-Commerce Magazin, Ausgabe 1, S. 26-29

Category: Publications in journals [Find it]

Abstract

Reference No.: 2009-1249

Skiera, B.; Wiesel, T.; Schulze, C. (2009)

Customer-based Firm Valuation

In: Campus for Finance - Research Conference; Vallendar, Germany (awarded "Best Paper", 3rd price)

Category: Proceedings

Abstract

Reference No.: 2009-1225

Messerschmidt, C.; Berger, S.; Skiera, B. (2009)

Hot or Not? Acceptance of Web 2.0 Applications for Retail Banking Customers

In: EFL Quarterly 1/2009 , S.6-8

Category: Other publications [Find it]

Reference No.: 2009-1066

Berger, S.; Gensler, S.; Skiera, B.; Wiesel, T. (2009)

Customer Relationship Management Processes in Retail Banking - Best Practice and Business Value Evaluation

In: Proceedings of 42nd Hawaii International Conference on System Sciences (HICSS); Big Island, Hawaii, USA

Category: Proceedings [Password Protected Download] (Please contact the author) [Find it]

Abstract

Reference No.: 2009-1036

2008

Skiera, B.; Stepanchuk, T.; Gerstmeier, E. (2008)

Suchmaschinenmarketing

In: Die Betriebswirtschaft (DBW), Vol.68, 113-118

Category: Publications in scientific journals

Reference No.: 2008-1313

Skiera, B.; Stepanchuk, T. (2008)

Suchmaschinenmarketing

In: Absatzwirtschaft. Zeitschrift für Marketing

Category: Publications in journals

Reference No.: 2008-1312

Skiera, B.; Stepanchuk, T.; Gerstmeier, E. (2008)

Suchmaschinenmarketing: Profitabel Kunden gewinnen

In: Absatzwirtschaft. Zeitschrift für Marketing, Vol.51, 154-156

Category: Publications in journals

Reference No.: 2008-1311

Skiera, B.; Gerstmeier, E.; Stepanchuk, T. (2008)

Suchmaschinenmarketing: Rentable Wortwahl

In: Absatzwirtschaft 51, Sonderausgabe zum Deutschen Marketing-Tag 2008, 154-156

Category: Publications in journals

Reference No.: 2008-1281

Skiera, B.; Gerstmeier, E.; Stepanchuk, T. (2008)

Erfolgsstrategien für das Suchmaschinenmarketing

In: Wirtschaft und Berufserziehung 11/08, 28-32

Category: Publications in journals

Reference No.: 2008-1280

Skiera, B.; Albers, S. (2008)

Prioritizing Salesforce Decision Areas for Productivity Improvements Using a Core Sales Response Function

In: Journal of Personal Selling and Sales Management, 28 (2), 145-154

Category: Publications in scientific journals

Reference No.: 2008-1279

Berger, S.; Gleisner, F.; Skiera, B.; Wahrenburg, M. (2008)

Pricing of Consumer Loans on Electronic Lending Marketplaces –(Comm-)Unity is Strength?

In: EFL Quarterly 3/2008

Category: Other publications [Find it]

Reference No.: 2008-1062

Skiera, B.; Gerstmeier, E.; Stepanchuk, T.; Ziesche, J. (2008)

Suchmaschinenmarketing: Profitable Kampagnensteuerung

In: BankPraktiker 4(3) März, S. 138-142

Category: Publications in journals [Password Protected Download] (Please contact the author) [Find it]

Reference No.: 2008-836

Berger, S.; Skiera, B. (2008)

Vermögende Senioren

In: BankPraktiker 4(2) Februar, S. 62-63

Category: Publications in journals [Password Protected Download] (Please contact the author) [Find it]

Reference No.: 2008-608

Skiera, B.; Gerstmeier, E.; Stepanchuk, T. (2008)

Stichwort Suchmaschinenmarketing

In: Die Betriebswirtschaft 1/2008, Vol. 68, 113-118

Category: Publications in scientific journals

Reference No.: 2008-574

Wiesel, T.; Skiera, B.; Villanueva, J. (2008)

Customer Equity – An Integral Part of Financial Reporting

In: Journal of Marketing 72(2):1-14

Category: Publications in scientific journals

Abstract

Reference No.: 2008-494

2007

Skiera, B. (2007)

Wann lohnt sich der Wechsel zu Online-Marketing und –Banking

In: Betriebswirtschaftliche Blätter, Issue 6, S. 312-313

Category: Publications in journals [Find it]

Abstract

Reference No.: 2007-1065

Hinz, O.; Skiera, B. (2007)

Modellierung des Gebotsverhaltens im Reverse Pricing

In: Die Kunst des Modellierens. Mathematisch-ökonomische Modelle (Hrsg. Luderer, Bernd); Wiesbaden : Teubner

Category: Chapter in book

Reference No.: 2007-935

Skiera, B.; Stepanchuk, T.; Gerstmeier, E. (2007)

Why Paying for Performance easily Lowers Profit in Search Engine Marketing

In: INFORMS Marketing Science Conference; Singapore

Category: Proceedings

Reference No.: 2007-872

Skiera, B.; Oesterer, M. (2007)

Für jeden Kunden den richtigen Kanal: Wann lohnt sich die Migration zu Onlinemarketing und –banking

In: Geldinstitute, Nr. 3, S. 60-61

Category: Publications in journals [Password Protected Download] (Please contact the author)

Reference No.: 2007-864

Pfaff, D.; Skiera, B.; Wäld, S. (2007)

Potenzialanalyse im Order-to-Cash und Purchase-to-Pay : Vom Einkauf und Verkauf bis zur Finanzabteilung

In: Universität Frankfurt

Category: Miscellaneous

Reference No.: 2007-862

Skiera, B.; Spann, M. (2007)

Innovative Tools: Idea Markets

In: EFL Quarterly 04/2007

Category: Other publications

Abstract

Reference No.: 2007-846

Skiera, B. (2007)

Werbung in Suchmaschinen kann teuer werden

In: Frankfurter Allgemeine Zeitung, 01.10.2007

Category: Other publications [Find it]

Reference No.: 2007-840

Skiera, B.; Gerstmeier, E.; Stepanchuk, T. (2007)

Suchmaschinenmarketing

In: Bauer, H. H. / Große-Leege, D. / Rösger, J. (Hrsg.), "Interactive Marketing im Web 2.0 +"; München, 283-294.

Category: Chapter in book

Reference No.: 2007-839

Skiera, B.; Gerstmeier, E.; Stepanchuk, T.; Pfaff, D. (2007)

Potenziale für Unternehmen im Suchmaschinenmarketing

In: USP – Menschen im Marketing, 3/2007, S. 24-25.

Category: Publications in journals

Reference No.: 2007-832

Pfaff, D.; Skiera, B. (2007)

Studie: Dokumente sind nicht nur Kostentreiber

In: CDO: Das Magazin für den Chief Document Officer, Issue 1, S. 9-10.

Category: Publications in journals [Password Protected Download] (Please contact the author) [Find it]

Abstract

Reference No.: 2007-759

Wolk, A.; Schlereth, C.; Skiera, B. (2007)

An Empirical Comparison of Different Methods to Estimate Willingness-to-Pay Functions

In: Marketing Science Conference 2007; Singapore

Category: Proceedings

Abstract

Reference No.: 2007-707

Skiera, B.; Gerstmeier, E.; Stepanchuk, T. (2007)

Optimale Positionierung von Suchwortanzeigen

In: Schwarz, T. (Hrsg.), "Leitfaden Online-Marketing", S. 338-343.

Category: Chapter in book

Reference No.: 2007-666

Berger, S.; Skiera, B. (2007)

Produktinteresse von Retailkunden

In: BankPraktiker 3(6) Juni , S. 308

Category: Publications in journals [Password Protected Download] (Please contact the author) [Find it]

Reference No.: 2007-653

Heiligenthal, J.; Skiera, B. (2007)

Optimale Verteilung eines Budgets auf Aktivitäten zur Kundenakquisition, Kundenbindung und Add-on-Selling

In: Zeitschrift für Betriebswirtschaft, 77, Special Issue 3, S. 117-141

Category: Publications in scientific journals [Find it]

Reference No.: 2007-615

Stepanchuk, T.; Skiera, B.; Gerstmeier, E. (2007)

A Critical Examination of Performance-Based Compensation Practices in Search Engine Marketing

In: EMAC Conference 2007; Reykjavík, Iceland

Category: Proceedings

Reference No.: 2007-575

Skiera, B.; Gerstmeier, E.; Stepanchuk, T. (2007)

Erfolge kalkulieren

In: Managementkompass Suchmaschinenmarketing im B-to-B

Category: Publications in scientific journals

Reference No.: 2007-573

Skiera, B.; Stepanchuk, T.; Gerstmeier, E. (2007)

How Deviations from the Optimal Bidding Strategy Influence Profit in Paid Search

In: EMAC Conference 2007; Reykjavík, Iceland

Category: Proceedings

Reference No.: 2007-572

Skiera, B.; Gerstmeier, E.; Stepanchuk, T. (2007)

Profitable Search Engine Marketing For Financial Services

In: EFL Quarterly 02/2007

Category: Other publications

Reference No.: 2007-571

Skiera, B. (2007)

Zwischen Online- und Offline-Kunden

In: Computerwoche 12/2007

Category: Publications in journals [Find it]

Abstract

Reference No.: 2007-555

Lambrecht, A.; Seim, K.; Skiera, B. (2007)

Does Uncertainty Matter? Consumer Behavior under Three-Part Tariffs

In: Marketing Science

Category: Publications in scientific journals [Find it]

Reference No.: 2007-426

Gensler, S.; Dekimpe, M.; Skiera, B. (2007)

Evaluating channel performance in multi-channel environments

In: Journal of Retailing and Consumer Services 14(1):17

Category: Publications in scientific journals [Find it]

Abstract

Reference No.: 2007-82

Gensler, S.; Böhm, M.; Skiera, B. (2007)

Einfluss der Nutzung des Online-Bankings auf das Produktnutzungsverhalten und die Profitabilität von Bankkunden

In: Zeitschrift für Betriebswirtschaft 77(6)

Category: Publications in scientific journals [Find it]

Reference No.: 2007-278

Wiesel, T.; Skiera, B. (2007)

Unternehmensbewertung auf der Basis von Kundenlebenswerten

In: Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, 59 (September)

Category: Publications in scientific journals [Find it]

Abstract

Reference No.: 2007-94

2006

Lambrecht, A.; Skiera, B. (2006)

Analyse der Ursachen einer systematischen Präferenz von Pauschaltarifen bei der Wahl von Internetzugangstarifen

In: Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 58, pp. 460-489

Category: Publications in scientific journals

Reference No.: 2006-548

Pfaff, D.; Skiera, B. (2006)

Increasing Customer Retention in Financial Institutions

In: EFL Quarterly 4/2006

Category: Other publications

Abstract

Reference No.: 2006-95

Skiera, B.; Lambrecht, A. (2006)

Ursachen eines Flatrate-Bias – Systematisierung und Messung von Einflussfaktoren

In: Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung (zfbf)

Category: Publications in scientific journals

Reference No.: 2006-378

Skiera, B.; Berger, S. (2006)

Kundenwertorientierte Banksteuerung : Wunsch und Wirklichkeit

In: die bank (E. B. I. F. Sonderheft)

Category: Publications in journals [Password Protected Download] (Please contact the author)

Abstract

Reference No.: 2006-370

Berger, S.; Laucks, P.; Skiera, B. (2006)

Konsumentenfinanzierung : Vom Aschenputtel zum Dornröschen

In: BANKinsider 07-08/2006

Category: Publications in journals

Abstract

Reference No.: 2006-147

Lambrecht, A.; Skiera, B. (2006)

Paying Too Much and Being Happy About It: Existence, Causes, and Consequences of Tariff-Choice Biases

In: Journal of Marketing Research

Category: Publications in scientific journals [Find it]

Abstract

Reference No.: 2006-146

Berger, S.; Skiera, B. (2006)

A closer look on online-banking customers

In: EFL Quarterly 2/2006

Category: Other publications

Reference No.: 2006-65

Skiera, B.; Pfaff, D.; Keller, G. (2006)

Markterfolg durch integriertes Multi-Channel Management

In: InformationWeek

Category: Publications in journals

Reference No.: 2006-61

Berger, S.; Yilmaz, H.; Skiera, B. (2006)

Kundenmanagement im Retailbanking: Aktivitäten optimal ausrichten

In: geldinstute & versicherungsbetriebe (newsletter)

Category: Miscellaneous

Abstract

Reference No.: 2006-29

2005

Skiera, B.; Spann, M. (2005)

Erlösquellen und Preismodelle für den Business-to-Consumer-Bereich im Internet

In: WIRTSCHAFTSINFORMATIK, Vol. 57, pp. 401-422

Category: Publications in scientific journals

Reference No.: 2005-358

Spann, M.; Skiera, B.; Schäfers, B. (2005)

Reverse-Pricing-Verfahren und deren Möglichkeiten zur Messung von individuellen Suchkosten und Zahlungsbereitschaften

In: Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 57, pp.107-128

Category: Publications in scientific journals

Reference No.: 2005-357

Bernhardt, M.; Spann, M.; Skiera, B. (2005)

Reverse Pricing

In: Die Betriebswirtschaft, Vol. 65, pp. 104-107

Category: Publications in scientific journals

Reference No.: 2005-356

Gedenk, K.; Skiera, B. (2005)

Segmentspezifische Schätzung von Zahlungsbereitschaftsfunktionen

In: Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, Vol. 57, pp. 401-422

Category: Publications in scientific journals

Reference No.: 2005-355

Lambrecht, A.; Seim, K.; Skiera, B. (2005)

Modeling Consumer Choice among Three-Part Tariffs

In: Finanza Marketing Produzione, Vol. 3, pp. 131-137

Category: Publications in scientific journals

Reference No.: 2005-354

Wiesel, T.; Skiera, B. (2005)

Linking Customer Metrics to Shareholder Value for Firms with Contractual Relationships

In: ISBM Working Paper; Penn State University

Category: Miscellaneous

Reference No.: 2005-295

Skiera, B.; Wiesel, T. (2005)

Linking Customer Metrics to Shareholder Value

In: EFL Quarterly

Category: Other publications

Reference No.: 2005-294

Wiesel, T.; Skiera, B. (2005)

Wandel in der Unternehmensbewertung

In: rer. pol.; Frankfurt

Category: Other publications [Find it]

Reference No.: 2005-293

Skiera, B.; Wiesel, T.; Pfaff, D. (2005)

Wertorientierte Kundenanalyse innerhalb der Financial Supply Chain

In: Verein für Credit Management (Hrsg.), “Die Optimierung der Performance im Credit Management”; Heidelberg

Category: Chapter in book [Find it]

Reference No.: 2005-290

Keller, G.; Pfaff, D.; Skiera, B. (2005)

Die zentrale Bedeutung der Kundenbindung

In: Sparkassenzeitung

Category: Other publications

Reference No.: 2005-289

Wiesel, T.; Skiera, B.; Villanueva, J. (2005)

Decomposition of Changes in Customer Equity over Time

In: Working Paper

Category: Miscellaneous

Reference No.: 2005-144

Skiera, B.; Berger, S. (2005)

Retailbanking-Markt im Wandel

In: Banken & Sparkassen 09/2005

Category: Publications in journals

Abstract

Reference No.: 2005-251

Wiesel, T.; Skiera, B. (2005)

Impact of Marketing Value Driver on Shareholder Value

In: EMAC Conference '05; Milan, Italy

Category: Proceedings

Reference No.: 2005-151

Gensler, S.; Skiera, B.; Böhm, M. (2005)

Einsatzmöglichkeiten der Matching-Methode zur Berücksichtigung von Selbstselektion

In: Journal für Betriebswirtschaft

Category: Publications in journals [Find it]

Abstract

Reference No.: 2005-98

2004

Spann, M.; Skiera, B. (2004)

Einsatzmöglichkeiten virtueller Börsen in der Marktforschung

In: Zeitschrift für Betriebswirtschaft, Vol. 74, pp. 25-48

Category: Publications in scientific journals

Reference No.: 2004-241

Spann, M.; Skiera, B. (2004)

Measuring Individual Frictional Costs and Willingness-to-Pay via Name-Your-Own-Price Mechanisms

In: Journal of Interactive Marketing, Vol. 18(4), pp. 22-36

Category: Publications in scientific journals

Reference No.: 2004-240

Keller, G.; Pfaff, D.; Skiera, B. (2004)

Framework einer durchgängigen Geschäftsprozessarchitektur zur Verbindung von IT und Strategie am Beispiel der Financial Supply Chain

Category: Miscellaneous

Reference No.: 2004-175

Berensmann, D.; Keller, G.; Pfaff, D.; Skiera, B. (2004)

Die Industrialisierung einer Retailbank durch den Einsatz von Standardsoftware

In: Geldinstitute

Category: Publications in journals

Reference No.: 2004-115

Wiesel, T.; Skiera, B. (2004)

A New Model for Enterprise Valuation by Using Customer Values

In: EMAC Conference 2004 in Murcia, Spain

Category: Proceedings

Reference No.: 2004-97

Skiera, B.; König, W.; Gensler, S.; Weitzel, T.; Beimborn, D.; Blumenberg, S.; Franke, J.; Pfaff, D. (2004)

Financial Chain Management - Prozessanalyse, Effizienzpotenziale und Outsourcing

In: Books on Demand, Norderstedt

Category: Book

Abstract

Reference No.: 2004-63

Pfaff, D.; Skiera, B.; Weiss, J. (2004)

Financial Supply Chain Management

In: SAP Press; Bonn

Category: Book [Password Protected Download] (Please contact the author)

Reference No.: 2004-31

Pfaff, D.; Skiera, B.; Wrobel, M.; Stockinger, W. (2004)

Geschäftspotenziale für Banken in der industriellen Financial Chain

In: Die Bank, 01

Category: Publications in journals

Reference No.: 2004-30

Pfaff, D.; Skiera, B. (2004)

Financial Supply Chain Management - Neue Möglichkeiten für den Mittelstand

In: Accounting, 2

Category: Publications in journals

Reference No.: 2004-28

Pfaff, D.; Skiera, B. (2004)

Financial Supply Chain Management - Maßnahmen zur Reduzierung des Cash Cycles

In: Praxis des Rechnungswesens; Gruppe 11, Heft 1-04, 687-704.

Category: Publications in journals

Reference No.: 2004-27

Gensler, S.; Skiera, B. (2004)

Einsatz des Colombo/Morrison-Modells zur Analyse der Loyalität in verschiedenen Absatzkanälen

In: H.H./Rösger, J./Neumann, M. (Hrsg.), Käuferverhalten im Internet. Wissenschaftliche Erkenntnisse zum Konsumentenverhalten in virtuellen Umgebungen; München

Category: Chapter in book

Reference No.: 2004-26

Pfaff, D.; Skiera, B.; Weitzel, T. (2004)

Financial-Chain-Management: Ein generisches Modell zur Identifikation von Verbesserungspotenzialen

In: WIRTSCHAFTSINFORMATIK 46 (2004) 2

Category: Publications in scientific journals [Password Protected Download] (Please contact the author)

Abstract

Reference No.: 2004-14

2003

Skiera, B.; Gensler, S.; Böhm, M. (2003)

Multi-Channel Management – An Opportunity for Commercialization

In: SAP Innovation Congress EMEA ’03, Basel, Schweiz

Category: Proceedings

Reference No.: 2003-194

Skiera, B.; Pfaff, D. (2003)

Financial Supply Chain Management - Wie Sie Ihren Cash Cycle in den Griff bekommen!

In: Der Controlling Berater, 6, 47-68.

Category: Publications in journals [Password Protected Download] (Please contact the author)

Reference No.: 2003-141

Skiera, B.; Gensler, S. (2003)

Multi-Channel Management and its Impact on Customers' Purchase Behavior

In: Fandel, G. (Hrsg.), Managing Enterprises of the New Economy by Modern Concepts of the Theory of the Firm, S. 122-138.; Heidelberg

Category: Chapter in book

Reference No.: 2003-140

Skiera, B.; König, W.; Gensler, S.; Weitzel, T.; Beimborn, D.; Blumenberg, S.; Franke, J.; Pfaff, D. (2003)

Financial-Chain-Management – Eine empirische Untersuchung mit den 1.000 größten deutschen Unternehmen

In: (Working Paper); Frankfurt a. M.

Category: Miscellaneous [Password Protected Download] (Please contact the author)

Abstract

Reference No.: 2003-80

Pfaff, D.; Skiera, B.; Weitzel, T. (2003)

Datenintegration in Finanzprozessen

In: Dittrich et al. (Hrsg.): Informatik 2003 - Innovative Informatikanwendungen; Beiträge der 33. Jahrestagung der Gesellschaft für Informatik e. V.; GI-Edition - Lecture Notes in Informatics (LNI), P-34, Band 1, S. 165-168; Bonner Köllen Verlag

Category: Proceedings [Password Protected Download] (Please contact the author)

Abstract

Reference No.: 2003-78

2002

Pfaff, D.; Skiera, B. (2002)

Ubiquitous Computing - Abgrenzung, Merkmale und Auswirkungen aus betriebswirtschaftlicher Sicht

In: in: Britzelmaier,B./ Geberl,S./ Weinmann,S.; "Wirschaftsinformatik: Der Mensch im Netz - Ubiquitous Computing, 4. Liechtensteinisches Wirtschaftsinformatik-Symposium an der FH Liechtenstein", Teubner-Reihe Wirtschaftsinformatik, Stuttgart, Leipzig, Wiesba

Category: Proceedings

Reference No.: 2002-124

Skiera, B.; Pfaff, D.; Spann, M. (2002)

Wettbewerbsvorteile in der Distributionspolitik

In: in: Zwerger,Florian/ Paulus, Sachar; "E-Business-Projekte - Warum sie scheitern und wie man sie zum Erfolg führt

Category: Chapter in book

Reference No.: 2002-123

Presentations:

2010

02. December

Lilienthal, M.; Messerschmidt, C.; Skiera, B.

The Utility of TAM-Perceptions: Integration of Technology Perceptions into Choice-Based Conjoint Analysis

In: Australasian Conference on Information Systems (ACIS) 2010; Brisbane, Australia

29. November

Messerschmidt, C.; Lilienthal, M.; Skiera, B.

Integration of Technology Perceptions in Discrete Choice Experiments: Connecting CBC and TAM via the No-Choice-Option

In: Australia and New Zealand Marketing Academy Conference (ANZMAC) 2010; Christchurch, New Zealand

July

Eckert, J.; Skiera, B.; Ebling, C.; Hinz, O.

Do Retailers benefit from the Long Tail Phenonenom

In: IADIS E-Commerce Conference (EC) 2010,; Freiburg, Germany

Spann, M.; Hinz, O.; Hann, I.; Skiera, B.

Decision Making in Virtual Worlds: An Experimental Test of Altruism, Fairness, and Presence

In: European Conference on Information Systems (ECIS) 2010, conditionally accepted; Pretoria, South Africa

Schulze, C.; Schöler, L.; Skiera, B.

Walking a Fine Line: Analyzing the Effects of (In)Appropriate Viral Marketing Mechanisms

In: Proceedings of the 39th Conference of the European Marketing Academy (EMAC); Copenhagen, Denmark

Schulze, C.; Schöler, L.; Skiera, B.

Walking a Fine Line: Analyzing the Effects of (In)Appropriate Viral Marketing Mechanisms

In: Proceedings of the 32nd INFORMS Marketing Science Conference; Cologne, Germany

2009

26. May

Schmitt, P.; Skiera, B.; van den Bulte, C.

Customer Acquisition through Referral Programs

In: Doctoral Colloquium at the 38th Conference of the European Marketing Academy (EMAC) 2009; Nantes, France

18. March

Skiera, B.; Berger, S.; Messerschmidt, C.

Web 2.0 in der Finanzdienstleistungsbranche

In: MC-Wissenschaft (Marketing Club Frankfurt); Frankfurt am Main

Schulze, C.; Skiera, B.; Wiesel, T.

Customer-Based Firm Valuation

In: Doctoral Colloquium at the 38th Conference of the European Marketing Academy (EMAC); Nantes, France

Schulze, C.; Skiera, B.; Wiesel, T.

Customer-Based Firm Valuation

In: Proceedings of the 31st INFORMS Marketing Science Conference; Ann Arbor, USA

Schlereth, C.; Skiera, B.

Do We Really Need That Many Purchase Decisions in Dual Response?

In: Proceedings of the 38th Conference of the European Marketing Academy (EMAC); Nantes, France

Kim, J.; Natter, M.; Skiera, B.

Entertainment-Shopping Auctions on the Internet

In: Proceedings of the 38th Conference of the European Marketing Academy (EMAC); Nantes, France

2008

14. December

Spann, M.; Hinz, O.; Hann, I.; Skiera, B.

The Validity of Decision Making in Virtual Worlds: An Experimental Test of Altruism, Fairness, and Presence

In: Workshop on Information Systems and Economics (WISE 2008), NYU Stern Business School and Ecole Nationale Superieure des Télécommunications 12/08; Paris, Frankreich

[Find it]
Abstract
18. November

Skiera, B.

Wachstumsstrategien im Retail Banking im Kontext von Konsolidierung und Finanzkrise

In: Leitung der Paneldiskussion auf der 10. Euro Finance Week 2008

06. November

Skiera, B.

Dynamic Pricing: Wertschöpfung mit innovativen Preisbildungssystemen im Online-Handel

In: 5. Pangora E-Commerce Kongress: Innovationen im Online-Shopping; München, Germany

30. October

Skiera, B.

Vermarktung von Anlageprodukten in Zeiten von Social Networks

In: Kundenveranstaltung 2008 „Mehr Erfolg durch Transparenz – Anlagechancen besser darstellen“ von Interaktive Data; Frankfurt am Main

27. August

Skiera, B.

Grenzenloses World Wide Web – Aber wie finde ich die richtigen Kunden?

In: Vortrag auf Euroforum-Konferenz "E-Commerce"

20. August

Skiera, B.

Wettbewerbsvorteile für Banken durch eine stärkere Orientierung am Kundenwert

In: Teradata Finance Chill Out –Kundenveranstaltung; Frankfurt am Main

20. August

Skiera, B.

Wettbewerbsvorteile für Banken durch eine stärkere Orientierung am Kundenwert

In: Vortrag auf dem Teradata Finance Chill-Out

July

Stepanchuk, T.; Gerstmeier, E.; Skiera, B.

Why Performance Based Compensation Plans Lower Profit in Search Engine Marketing

In: Workshop on Adauctions (ACM Electronic Commerce Conference); Chicago, USA

July

Stepanchuk, T.; Gerstmeier, E.; Skiera, B.

Why Performance Incentive Compensation Plans Lower Profit in Search Engine Marketing

In: Fourth Workshop on Ad Auctions, in conjunction with The ACM Conference on Electronic Commerce; Chicago

24. June

Skiera, B.

Long Tail – Definition, Existence, Causes and Consequences

In: Conference on Evolving Marketing Competition in the 21st Century; Wiesbaden, Germany

June

Gerstmeier, E.; Spann, M.; Skiera, B.

Comparing the Validity of Different Methods for Measuring Willingness-to-Pay

In: Proceedings of the 30th INFORMS Marketing Science Conference; Vancouver, Kanada

May

Gerstmeier, E.; Spann, M.; Skiera, B.

Comparing The Validity of Different Methods for Measuring Willingness-to-Pay

In: Proceedings of the 37th EMAC Conference; Brighton, Grossbritannien

May

Gerstmeier, E.; Skiera, B.; Stepanchuk, T.

An Analyis of the Optimality of Different Bidding Heuristics

In: Proceedings of the 37th EMAC Conference; Brighton, Großbritannien

01. April

Skiera, B.

Augmented Methods of Conjoint Analysis to Estimate willingness-to-pay for Multiple-Unit Products

In: Seoul National University; Seoul, Korea

27. March

Skiera, B.

Augmented Methods of Conjoint Analysis to Estimate willingness-to-pay for Multiple-Unit Products

In: University of Technology at Sydney; Sydney, Australia

21. March

Skiera, B.

Search Engine Marketing. Lessons learned from Applications in the Financial Service Industry

In: University of Sydney; Sydney

20. March

Skiera, B.

Linking Customer Metrics to Shareholder Value

In: University of Sydney; Sydney, Australia

03. March

Skiera, B.

Optimal Bidding and Optimal Agency Compensation in Search Engine Marketing. Lessons learned from Applications in the Financial Service Industry

In: London Business School; London

03. March

Skiera, B.

Optimal Bidding and Optimal Agency Compensation in Search Engine Marketing

In: London Business School; Great Britain

28. February

Schulze, C.; Skiera, B.

Performance-based Online Sales-Management (POSM) and The potential of Widgets in Financial Services

In: In-house presentation, Arago; Frankfurt am Main

20. February

Skiera, B.

Suchmaschinenmarketing

In: Nordrhein-Westfälische Akademie der Wissenschaften; Düsseldorf

[Find it]

Skiera, B.

Optimal Bidding and Optimal Agency Compensation in Search Engine Marketing

In: University of New South Wales; Syndey, Australia

2007

23. August

Skiera, B.

Creating and Evaluating New Product Ideas with Idea Markets

In: Marketing Dynamics Conference; Groningen, NL

July

Schlereth, C.; Skiera, B.; Stepanchuk, T.

Optimization of Optional Two-Part-Tariffs

In: EURO XXII - 22 European Conference on OR, Prague

29. June

Gerstmeier, E.; Stepanchuk, T.; Skiera, B.

A Critical Examination of Performance-Based Compensation Practices in Search Engine Marketing

In: Marketing Science Conference 2007; Singapore

Abstract
29. June

Gerstmeier, E.; Stepanchuk, T.; Skiera, B.

Sensitivity of Profits to Deviations from the Optimal Bidding Strategy in Search Engine Marketing

In: Marketing Science Conference 2007; Singapore

Abstract

Hinz, O.; Skiera, B.

Long Tail – Existence, Causes and Consequences

In: Conference on Evolving Marketing Competition in the 21st, Wiesbaden

Gensler, S.; Theysohn, S.; Hinz, O.; Skiera, B.

Individually Adjusted Choice-Based Conjoint Analysis

In: Third German French Austrian Conference on Quantitative Marketing, Cergy-Pentoise, France

2006

28. September

Skiera, B.

Kundenwertorientierte Banksteuerung in der Praxis - Ergebnisse der empirischen Forschung

In: Herbsttagung des E-Finance Lab; Frankfurt

[Find it]
12. July

Skiera, B.

Potenziale für den Shareholder Value bei Banken durch neue Formen des Kontoauszuges

In: Bankentag StreamServe; Frankfurt

08. June

Skiera, B.; Gensler, S.; Böhm, M.; Leeflang, P.

Does Channel Usage Have an Effect on Customer Behavior and Customer Profitability?

In: Informs Marketing Science Conference; Pittsburgh, Pennsylvania

24. May

Skiera, B.; Gensler, S.; Leeflang, P.

Evaluating the Effect of Cross-Buying on Customer Profitability - Does Cross-Selling Really Pay Off?

In: Conference of the European Marketing Academy; Athens

23. May

Skiera, B.; Wiesel, T.

Decomposition of Changes in Customer Equity over Time

In: Conference of the European Marketing Academy; Athens

08. May

Skiera, B.; Wiesel, T.

Tracking Customer Equity

In: Special Session on “Marketing Dashboard Special Session Marketing Science Conference 2006”, Informs Marketing Science Conference; Pittsburgh, Pennsylvania

2004

25. June

Gensler, S.; Böhm, M.; Skiera, B.

Evaluating the Impact of the Online Channel on Customer Profitability

In: Marketing Science Conference 2004; Rotterdam

June

Gensler, S.; Böhm, M.; Skiera, B.

Evaluating the Impact of Sales Channels on Customer Profitability

In: Marketing Science Conference 2004; Rotterdam, The Netherlands

June

Wiesel, T.; Skiera, B.

New Model for Enterprise Valuation by Using Customer Values

In: Marketing Science Conference 2004 in Rotterdam, The Netherlands

19. May

Gensler, S.; Skiera, B.; Dekimpe, M.

Channel Power in Multi-Channel Environments

In: EMAC 2004; Murcia (Spain)

2003

29. September

Skiera, B.

Multi-Channel Management

15. June

Skiera, B.

Multi-Channel Management and its Impact on Customers' Order Behavior

19. May

Skiera, B.

Einsatzmöglichkeiten von virtuellen Börsen in der Marktforschung

01. May

Skiera, B.

Internet-Based Virtual Stock Markets for Business Forecasting

20. January

Skiera, B.

Marktforschung mit Hilfe virtueller Börsen


Abschluss unten