Research Affiliates

Education

Business Administration Studies with focus on International Management and Marketing, University of Passau 

Professional Experience

• MAN Diesel & Turbo SE, Augsburg

Awards

2019 ISBM Doctoral Dissertation Award Competition Finalist

Publications

Bongers, F. M., Schumann, J. H., & Schmitz, C. (2021). How the Introduction of Digital Sales Channels Affects Salespeople in Business-to-Business Contexts: A Qualitative Inquiry. Journal of Personal Selling & Sales Management. 

Winkler, C., Bongers, F. M., & Schumann, J. H. (2021). Kundenintegration und Individualisierung bei digitalen Dienstleistungsinnovationen. Entwicklung eines Methodenbaukastens und Strategietoolkits. In: Beverungen D., Schumann J. H., Stich V., Strina G. (Hrsg.), Dienstleistungsinnovationen durch Digitalisierung (3-47). Springer Gabler. 

Bongers, F. M., Winkler, C., & Schumann, J. H. (2019). Veränderungen in Märkten durch Digitalisierungsprozesse. In: Stich V., Schumann J. H., Beverungen D., Gudergan G., Jussen P. (Hrsg.), Digitale Dienstleistungsinnovationen – Smart Services agil und kundenorientiert entwickeln, 429-444. Berlin, Heidelberg: Springer Vieweg

Bongers, F.M., Kinateder, G., Totzek, D., & Schumann, J. H. (2019). Exploring Salesperson Solution Involvement in Business-to-business Markets. 2nd Conference of the Bavarian Service Research Cluster, Augsburg, Germany, 18. – 19.09.2019.

Bongers, F. M., Kinateder, G., Schumann, J. H., & Totzek, D. (2019). Exploring Salesperson Solution Involvement in Business-to-Business Markets: A Temporal Perspective. Annual Frontiers in Service Conference, Singapore, 18.07. – 21.07.2019.

Bongers, F. M., Schumann, J. H., & Schmitz, C. (2019). When High Tech Boosts High Touch: How E-Commerce Enables Business-to-Business Suppliers to Manage Relationships with Large and Small Buyer Firms. 9th BMM EMAC Conference, Berlin, Germany, 27.06.2019 – 29.06.2019.

Bongers, F. M., Schumann, J. H., & Schmitz, C. (2019). When High Tech Boosts High Touch: How E-Commerce Enables Business-to-Business Suppliers to Manage Relationships with Large and Small Buyer Firms. 48th EMAC Conference, Hamburg, Germany, 28.05.2019 – 31.05.2019.

Bongers, F. M., Kinateder, G., Totzek, D., & Schumann, J. H. (2018). The More the Merrier? Exploring the Effect of Salespeople’s Solution Involvement in the B2B Context. 1st Conference of the Bavarian Service Research Cluster, Passau, Germany, 20.-21.09.2018.

Bongers, F. M. & Schumann, J. H. (2018). Do Personal Interaction and E-Commerce Constitute A Contradiction in Business-to-Business-Settings? 2018 AMA Summer Academic Conference, Boston, MA, USA, 10.08. – 12.08.2018.

Bongers, F. M. & Schumann, J. H. (2018). Do Personal Selling and E-Commerce Constitute a Contradiction in B2B Settings? 2018 Biennial ISBM Academic Conference, Cambridge, MA, USA, 08.08. – 09.08.2018.

Bongers, F. M. & Schumann, J. H. (2018). Do Personal Interaction and E-Commerce Constitute A Contradiction in Business-to-Business-Settings? 1. Doktoranden-Workshop des Netzwerks Internet und Digitalisierung Ostbayern (INDIGO), Passau, Germany, 20.06.2018.

Bongers, F. M., & Schumann, J. H. (2018). Business-to-Business E-Commerce from a Multi-Channel Perspective: A qualitative study on provider and customer motives. SERVSIG Conference, Paris, France, 14.06 – 16.06.2018.

Bongers, F. M. & Schumann, J. H. (2018). Business-to-Business E-Commerce from a Multi-Channel Perspective: A qualitative study on provider and customer motives. Poster at EMAC Conference, Glasgow, Scotland, United Kingdom, 29.05 ­– 01.06.2018.

Bongers, F. M. & Schumann, J. H. (2018). E-Commerce in B2B Settings: A Contradiction to Relational Selling? Lehrstuhltreffen, Rorschach, Switzerland, 21.03. – 23.03.2018.

Bongers, F. M. & Schumann, J. H. (2018). E-Commerce in B2B Settings: A Contradiction to Relational Selling? Dienstleistungsinnovation durch Digitalisierung 2018. Doktorandenseminar, Aachen, Germany, 20. – 21.03.2018.

Bongers, F.M. & Schumann, J. H. (2017). Service Mass Customization in B2B-Settings - A Literature Analysis and Research Agenda. Lehrstuhltreffen, Passau, 12.10. - 13.10.2017.

Contact

Email: Björn Hüttel

Publications

Hüttel, B.A. (2021). Antecedents of Frontline Employees' Customer Orientation: A Comprehensive Review. Journal of Service Management Research, 5(1), 50-70. (VHB3: -) 

Hüttel, B.A., Ates, Z., Schumann, J. H., Büttgen, M., Haager, S., Komor, M., Volz, J. (2019). The Influence of Customer Characteristics on Frontline Employees’ Customer Need Knowledge. Journal of Services Marketing, 33(2), 220-232. (VHB3: C).

Hüttel, B.A. (2017). Three Essays on Success Factors of Digital and Non-digital Services. Passau: Universität Passau.

Hüttel, B.A., Schumann, J. H., Mende, M., Scott, M., & Wagner, C. (2018). How Consumers Assess Free E-Services: The Role of Benefit-Inflation and Cost-Deflation Effects. Journal of Service Research, 21(3), 267-283. (VHB3: A)

Hüttel, B.A., Schumann, J. H., Büttgen, M., Ates, Z., Komor, M., & Volz, J. (2016). The Influence Of Customer Characteristics On The Customer Need Knowledge Of Frontline Employees. Lehrstuhltreffen, Rorschach, Switzerland, 31.08. - 02.09.2016.

Hüttel, B.A., Wagner, C. J., Schumann, J. H., Mende, M., & Scott, M. L. (2016). Let's Look the Gift Horse in the Mouth: A Closer Examination of How Consumers Respond to Free Offers. Association for Consumer Research Conference, Berlin, Germany, 27.10. – 30.10.2016.

Hüttel, B.A., Schumann, J. H., Büttgen, M., Ates, Z., Komor, M., & Volz, J. (2016). The Influence Of Customer Characteristics On The Customer Need Knowledge Of Frontline Employees. ISMS Marketing Science, Shanghai, China, 16.06. – 18.06.2016.

Hüttel, B.A., Wagner, C. J., Schumann, J. H., Mende, M., & Scott, M. L. (2016). Toward a Deeper Understanding of How Consumers Perceive Free Offers: New Insights Into the Zero-price Effect, Its Process, and Boundary Conditions. EMAC, Oslo, Norway, 24.05. – 27.05.2016. 

Hüttel, B.A. (2016). Toward a Deeper Understanding of How Consumers Perceive Free Offers: New Insights Into the Zero-price Effect, Its Process, and Boundary Conditions. EMAC Doctoral Colloquium, Oslo, Norway, 24.05. – 27.05.2016. 

Hüttel, B.A. (2015). The Influence of Zero-priced Offers on Consumers' Non-monetary Cost Perceptions. Invited presentation at Florida State University, College of Business, Tallahassee, FL, USA, 23.10.2015.

Hüttel, B.A. (2015). The Influence of Zero-priced Offers on Consumers' Non-monetary Cost Perceptions. ACR North American Conference - Doctoral Consortium, New Orleans, LA, USA, 01.10. – 04.10.2015.

Hüttel, B.A., Wagner, C. J., & Schumann, J. H. (2015). Adding New Perspectives to the Zero-price Effect – The Role of Non-monetary Cost Perceptions. Academy of Marketing Science World Marketing Congress, Bari, Italy, 14.07. – 18.07.2015.

Hüttel, B.A. (2015). Adding New Perspectives to the Zero-price Effect – The Role of Non-monetary Cost Perceptions. Frontiers in Service Conference - Doctoral Consortium, San Jose, CA, USA, 08.07. – 09.07.2015.

Hüttel, B.A., Wagner, C. J., & Schumann, J. H. (2015). Adding New Perspectives to the Zero-price Effect – The Role of Non-monetary Cost Perceptions. 2015 AMA Winter Educators' Conference, San Antonio, TX, USA, 13.02. – 15.02.2015.

Hüttel, B.A., Wagner, C. J., & Schumann, J. H. (2014). It’s not all about the Benefits – Cost Perceptions as Additional Drivers of the Zero-Price Effect. EMAC 2014, Valencia, Spain, 03.06. – 06.06.2014.

Germelmann, C. C., Hüttel, B.A., Herrman, J.-L., & Kacha M. (2014). Perceived Thematic Congruence Between the Ad, Medium, and Program? First Insights From a Qualitative Study. Poster presented at EMAC 2014, Valencia, Spain, 03.06. – 06.06.2014.

Hüttel, B.A., Wagner, C. J., & Schumann, J. H. (2013). It’s not all about the Benefits – Cost Perceptions as Additional Drivers of the Zero-Price Effect. Conference on Service and Technology Marketing, Zurich, Switzerland, 21.11. – 23.11.2013.

Contact

Email: Nicole Heß

Publications

Hess, N. J., Kelley, C. M., Scott, M. L., Mende, M., & Schumann J. H. (2020). Getting Personal in Public!? How Consumers Respond to Public Personalized Advertising in Retail Stores. Journal of Retailing, 96(3), 344-361.

Heß, N. J. (2018). Three Essays on New Challenges and Opportunities for Marketing in an Evolving Technological Environment. Passau: Universität Passau.

Schubach, S. A., Heß, N. J., & Schumann, J. H. (2017). Customer Orientation in Free Online Services and the Commitment to the Free Business Logic. Accepted at 26th Annual Frontiers in Service Conference, New York City, NY, USA, 22.06. – 25.06.2017.

Heß, N. J., Scott, M. L., Mende, M., & Schumann, J. H. (2017). Personalized Advertising in Public Environments: Perceptions and Consequences. EMAC, Groningen, Netherlands, 23.05. – 26.05.2017.

Heß, N. J., Schumann J. H., Mende, M., & Scott, M. L. (2016). Personalized Advertising in Public Environments: Perceptions and Consequences. Association for Consumer Research Conference, Berlin, Germany, 27.10. – 30.10.2016.

Heß, N. J., Schumann J. H., Mende, M., & Scott, M. L. (2016). Personalized Advertising in Public Environments: Perceptions and Consequences. ISMS Marketing Science, Shanghai, China, 16.06. – 18.06.2016.

Heß, N. J., Schumann J. H., Mende, M., & Scott, M. L. (2016). Personalized Advertising in Public Environments: Perceptions and Consequences. EMAC, Oslo, Norway, 24.05. – 27.05.2016.

Schubach, S. A., Heß, N. J., Schumann, J. H., & Reynolds, D. (2016). Is a Paying Customer Always Better? The Importance of Customer Orientation Towards the “Free” Customer in Two- or Multi-Sided Markets.  EMAC, Oslo, Norway, 24.05. – 27.05.2016.

Heß, N. J., & Schumann, J. H., Mende, M., & Scott, M. L. (2015). Minority Report at the Point of Sale? Analyzing the Perceptions and Consequences of Personalized Advertising in Public Environments. Conference on Service and Technology Marketing, Paderborn, Germany, 19.11. – 21.11.2015.

Heß, N. J. (2015). Minority Report at the Point of Sale? Analyzing the Perceptions and Consequences of Personalized Advertising in Public Environments. Invited presentation at Florida State University, College of Business, Tallahassee, FL, USA, 23.10.2015. 

Heß, N. J. (2015). Analyzing the Perceptions and Consequences of Personalized Advertising in Public Environments. ACR North American Conference - Doctoral Consortium, New Orleans, LA, USA, 01.10. 04.10.2015.

Schubach, S. A., Heß, N. J., & Schumann, J. H. (2015). Is a Paying Customer Always Better? The Importance of Customer Orientation Towards the “Free” Customer in Two- or Multi-Sided Markets. Frontiers in Service Conference, San Jose, CA, USA, 09.07. – 12.07.2015.

Schubach, S. A., & Heß, N. J. (2015). Understanding Your Network Effects – Customer Orientation Structure and Consequences in Markets for Free Digital Services. Frontiers in Service Conference - Doctoral Consortium, San Jose, CA, USA, 08.07. – 09.07.2015.

Schubach, S. A., Heß, N. J., & Schumann, J. H. (2015). Customer Orientation in Multi-sided Markets. Workshop Dienstleistungsmarketing 2015, Berlin, Germany, 27.02. – 28.02.2015.

Schubach, S. A., Heß, N. J., & Schumann, J. H. (2014). He Who Pays the Piper Calls the Tune? - The Importance of Customer Orientation Towards “Free” Customers in Two- or Multi-sided Markets. Conference on Service and Technology Marketing, Passau, Germany, 20.11. – 22.11.2014.

Schubach, S. A., Heß, N. J., & Schumann, J. H. (2014). Stakeholder Theory as a Mean to Understand Customer Orientation if There is More Than One Customer Population. EMAC 2014, Valencia, Spain, 03.06. – 06.06.2014.

Heß, N. J., Schubach, S. A., & Schumann, J. H. (2013). Stakeholder Theory as a Mean to Understand Customer Orientation in Two-sided Markets. Poster presented at Conference on Service and Technology Marketing, Zurich, Switzerland, 21.11. – 23.11.2013.