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Research

The Area Marketing & Sales offers a broad spectrum of research interests: 

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Relaxed young Hispanic baseball team sitting side by side in dugout and waiting for their time on the field.
RESEARCH INSIGHT | How a Deep Sales “Bench” Can Help You

Article: “Managing Laggards: The Importance of a Deep Sales Bench,” Journal of Marketing Research, 56 (August), 652–65; Authors: Florian Kraus together with Jeffrey P. Boichuk, Raghu Bommaraju, Michael Ahearne, and Thomas J. Steenburgh

Photo credit: Xenia Münsterkötter
From Data to Insights - Big Data Analytics in Business

“From Data to Insights” is a research area of the Chair of Quantitative Marketing and Consumer Analytics at the University of Mannheim.

 

Photo credit: Anna Logue
Direct Sales and Multi-Channel Strategies

Direct sales and multi-channel strategies is a research focus of the Chair of Sales & Services Marketing at the University of Mannheim.