Publikationen

Barner, S., Totzek, D. (2023), Social media in response to COVID-19: how increased social media usage affects the performance of B2B salespeople in the “new normal”, Journal of Personal Selling & Sales Management, im Erscheinen.

Keränen, J., Kienzler, M., Salonen, A., Terho, H., Totzek, D. (2023), Gain-sharing in performance-based contracting: How risk and fairness drive business customers’ willingness-to-switch to a gain-sharing arrangement, Industrial Marketing Management, 115, 172-184. [VHB Jourqual 3: B]

Keränen, J., Totzek, D., Salonen, A., Kienzler, M. (2023), Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda, Industrial Marketing Management, 111, 55-68. [VHB Jourqual 3: B]

Pieringer, E., Totzek, D. (2022), Agency problems in solution selling: How customer perceptions of opportunism and customer characteristics impede their acceptance of outcome-based pricing, Industrial Marketing Management, 106, 279-291.  [VHB Jourqual 3: B]

Nijssen, E. J., van der Borgh, M., Totzek, D. (2022), Dealing with privacy concerns in product-service system selling: Value-based selling as fair treatment practice, Industrial Marketing Management, 105, 60-71. [VHB Jourqual 3: B]

Keller, A., Vogelsang, M., Totzek, D. (2022), How Displaying Price Discounts Can Mitigate Negative Customer Reactions to Dynamic Pricing, Journal of Business Research, 148, 277-291. [VHB Jourqual 3: B]

Totzek, D., Jurgensen, G. (2021), Many a little makes a mickle: Why do consumers negatively react to sequential price disclosure?, Psychology & Marketing, 38, 1, 113-128. [VHB Jourqual 3: B]

Kropp, E., Totzek, D. (2020), How institutional pressures and systems characteristics shape customer acceptance of smart product-service systems, Industrial Marketing Management, 91, November, 468-482. [VHB Jourqual 3: B]

Hofer, K. M., Niehoff-Hoeckner, L. M., Totzek, D. (2019), Organizing and Implementing Export Pricing: Performance Effects and Moderating Factors, Journal of International Marketing, 27, 1, 74-94. [VHB Jourqual 3: B]

Leinsle, P., Totzek, D., Schumann, J. H. (2018), How Price Fairness and Fit Affect Customer Tariff Evaluations, Journal of Service Management, 29, 4, 735-764. [VHB Jourqual 3: B]

Luoma, J., Falk, T., Totzek, D., Tikkanen, H., Mrozek, A. (2018), Big Splash, No Waves? Cognitive Mechanisms Driving Incumbent Firms’ Responses to Low-Price Market Entry Strategies, Strategic Management Journal, 39, 5, 1388-1410. [VHB Jourqual 3: A]

Homburg, Ch., Totzek, D., Krämer, M. (2014), How Price Complexity Takes its Toll: The Neglected Role of a Simplicity Bias and Fairness in Price Evaluations, Journal of Business Research, 67, 6, 1114-1122. [VHB Jourqual 3: B]

Frey, R., Bayón, T., Totzek, D. (2013), How Customer Satisfaction Affects Employee Satisfaction and Retention in a Professional Services Context, Journal of Service Research, 16, 4, 503-517. [VHB Jourqual 3: A]

Wunderlich, P., Kranz, J., Totzek, D., Picot, A., Veit, D. (2013), The Impact of Endogenous Motivations on Adoption of IT-Enabled Services: The Case of Transformative Services in the Energy Sector, Journal of Service Research, 16, 3, 356-371. [VHB Jourqual 3: A]

Totzek, D., Alavi, S. (2010), Professionalisierung des Preismanagements auf Business-to-Business-Märkten: Die Rolle der Marktorientierung und der Unternehmenskultur, zfbf, 62, 8, 533-562. [VHB Jourqual 3: B]

Homburg, Ch., Koschate, N., Totzek, D. (2010), How Price Increases Affect Future Purchases: The Role of Mental Budgeting, Income, and Framing, Psychology & Marketing, 27, 1, 36-53. [VHB Jourqual 3: B]

Homburg, Ch., Steiner, V., Totzek, D. (2009), Managing Dynamics in a Customer Portfolio, Journal of Marketing, 73, 5, 70-89. [VHB Jourqual 3: A+]

Homburg, Ch., Bornemann, T., Totzek, D. (2009), Preannouncing Pioneering vs. Follower Products: What Should the Message Be?, Journal of the Academy of Marketing Science, 37, 3, 310-327. [VHB Jourqual 3: A]

Homburg, Ch., Droll, M., Totzek, D. (2008), Customer Prioritization: Does It Pay Off, and How Should It Be Implemented?, Journal of Marketing, 72, 5, 110-130. [VHB Jourqual 3: A+]

Bergmeier, M., Ivanova, O., Totzek, D., Scholz, M. (2016), What Makes a Hot Deal? Drivers of Deal Popularity in Online Deal Communities, Proceedings of the 2016 International Conference on Information Systems (ICIS), Dublin. [VHB Jourqual 3: A]

Totzek, D., Mang, S. (2023), How Research Centers Can Support Academic Engagement and Make Impact on SMEs and Regional Ecosystems, in: van der Borgh, M., Schäfers, T., Lindgreen, A. (Hrsg.), How to Achieve Societal Impact through Engaged and Collaborative Scholarship: A Guide to Purposeful Marketing Research, Edward Elgar, im Erscheinen.

Totzek, D., Stoffer, G., Pieringer, E. (2023), Vermarktung von Produkt-Service-Systemen in der Industrie 4.0, in: Obermaier, R. (Hrsg.), Handbuch Industrie 4.0 und Digitale Transformation, 2. Aufl., Wiesbaden, im Erscheinen.

Ahnfeld, T., Hahn, A., Joosten, J., Klug, K., Totzek, D. (2023), Testing Social Media Advertising Effectiveness with Multi-Method User Experience Research, Marketing Review St. Gallen, 6/2023, 32-39.

Pieringer, E., Totzek, D. (2022), Treiber der Adoption smarter Solutions im Business-to-Business-Kontext, in: Bruhn, M., Hadwich, K. (Hrsg.), Smart Services (Forum Dienstleistungsmanagement), Band 3, Wiesbaden, 219-240.

Kropp, E., Totzek, D. (2020), What Drives B-to-B Customers' Adoption of Smart Product-Service Systems? Marketing Review St. Gallen, 1/2020, 12-18.

Totzek, D., Kinateder, G., Kropp, E. (2019), Vermarktung von Produkt-Service-Systemen: Grundlagen und zentrale Herausforderungen für die Preisbestimmung, in: Obermaier, R. (Hrsg.), Handbuch Industrie 4.0 und Digitale Transformation, Wiesbaden, 453-477.

Totzek, D., Maar, D. (2016), Professionelle Dienstleistungen: Zentrale Charakteristika und Managementherausforderungen, in: Corsten, H., Roth, S. (Hrsg.), Handbuch Dienstleistungsmanagement, München, 461-479.

Homburg, Ch., Klarmann, M., Totzek, D. (2012), Using Multi-Informant Designs to Address Key Informant and Common Method Bias, in: Diamantopoulos, A., Fritz, W., Hildebrandt, L. (Hrsg.), Quantitative Marketing and Marketing Management, Wiesbaden, 81-102.

Homburg, Ch., Totzek, D. (2011), Preismanagement auf B2B-Märkten: Zentrale Entscheidungsfelder und Erfolgsfaktoren, in: Homburg, Ch., Totzek, D. (Hrsg.), Preismanagement auf Business-to-Business-Märkten, Wiesbaden, 13-70.

Homburg, Ch., Droll, M., Totzek, D. (2011), Kundenpriorisierung in der Marktbearbeitung: Erfolgswirkung und Erfolgsfaktoren der Umsetzung, in: Homburg, Ch., Wieseke, J. (Hrsg.), Handbuch Vertriebsmanagement, Wiesbaden, 105-122.

Homburg, Ch., Totzek, D. (2011), Das eigene Geschäftsmodell verstehen, salesbusiness, 8/2011, 18-20.

Scholl, M., Totzek, D. (2010), Die Preispolitik professionalisieren, Harvard Business Manager, 4/2010, 43-50. Wiederabdruck in Harvard Business Manager, Edition 4/2011, Pricing - Strategien und Instrumente für die Preispolitik, S. 34-40.

Homburg, Ch., Totzek, D., Droll, M. (2010), All Customers Are Equal, But Some Are More Equal: Should Firms Prioritize Their Customers?, GfK Marketing Intelligence Review, 2, 1, 16-25.

Totzek, D., Herrmann, K. (2007), Erfolgsfaktoren des Markentransfers von Luxusmarken, in: Bauer, H. H., Huber, F., Albrecht, C.-M. (Hrsg.), Erfolgsfaktoren der Markenführung, München, 259-273.