The Bundesverband Direktvertrieb Deutschland (German Direct Selling Association) and the Dr. Werner Jackstädt Endowed Chair of Sales & Services Marketing started a collaboration with the purpose of conducting empirical research in the area of direct selling. This collaboration will focus on topics like multi-channel marketing, social media and future developments in direct selling.
- “Financial Product Sales via Mobile Services”
- “Improvement of Change Management in Deutsche Bank Global Technology”
Together with Dr. Clemens Jüttner, Vice President of Strategic Purchasing – capital goods at Sana Kliniken AG, and Guido Bötticher, Vice President of Sales at VISUS Technology Transfer GmbH, we offered a negotiation workshop. Students were introduced to negotiation strategies on the basis of real-world examples. The workshop addresses master students, who first were familiarized with negotiation techniques and then were invited to practice these techniques by preparing and conducting their own negotiation in small groups.
Cooperation Partner for a project on the topic “Sustainability in Key Account Management” – interview series with Siemens Key Account Managers, development and publication of a case study, further research projects.
Joint organization and hosting of the “Siemens Academic Leadership Forum”, an exclusive, 2-day conference, which brings together internationally renowned academics, e.g., from Harvard Business School, Stanford University, Columbia University or University of Mannheim, with top management members of Siemens AG and other multinational companies likes BASF SE or Novartis Pharma AG.
Research cooperation on the topic “Place attachment of young talents and junior employees”, with two basic problems:
- Which universities or colleges are essential sources of qualified junior employees for local companies?
- Which factors influence the decision of junior employees to stay in the region of Mannheim and how can these aspects be influenced?