Prof. Dr. Robert Wilken

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1 Prof. Dr. Robert Wilken Professor of International Marketing ESCP Europe Wirtschaftshochschule Berlin Heubnerweg 8-10 D Berlin/Germany Phone: Fax: Biography Publications Teaching etc. March 2015 page 1/8

2 Current positions 2012-today Professor of International Marketing at ESCP Europe Wirtschaftshochschule Berlin Research Delegate and Research Ombudsman at ESCP Europe Berlin Co-Director of the Doctoral Program at ESCP Europe Berlin Program Representative of ESCP Europe at Deutsch-Französische Hochschule / Université Franco Allemande Previous position(s) Assistant professor ( Juniorprofessor ) at ESCP Europe Wirtschaftshochschule Berlin Scientific assistant at the Institute of Business-to-Business Marketing, Marketing Center Muenster, University of Muenster/Germany Education Doctoral studies in Business administration, supervised by Prof. Dr. Dr. h.c. Klaus Backhaus, director of the Institute of Business-to-Business Marketing, Marketing Center Muenster, University of Muenster/Germany Degree (2007): Dr. rer. pol. PhD equivalent (January 29 th, 2007) Graduate studies in Mathematics (major fields: Probability Theory, Statistics) at the University of Muenster/Germany Degree (2003): Diplom-Mathematiker (Dipl.-Math.) Master in Mathematics equivalent (March 9 th, 2003) Scientific Publications Articles in refereed journals (# 15) Maier, E., Wilken, R., Dost, F.: The Double Benefits of Consumer Certainty: Combining Risk and Range Effects. Accepted for publication in: Marketing Letters, Dost, F., Wilken, R., Eisenbeiss, M., Skiera, B.: On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges. In: Journal of Retailing, Vol. 90, No. 3, 2014, pp Maier, E., Wilken, R.: The Impact of Stress on Consumers Willingness to Pay. In: Psychology & Marketing, Vol. 31, No. 9, 2014, pp Wilken, R., Jacob, F., Prime, N.: The ambiguous role of cultural moderators in intercultural business negotiations. In: International Business Review, Vol. 22, No. 4, 2013, pp Schmid, S., Wilken, R., Dammer-Henselmann, M.: Was bedeutet Internationalität in der Managementausbildung? Eine nachfrageorientierte Studie auf Basis von Latent-Class-Conjoint-Analysen. In: Zeitschrift für betriebswirtschaftliche Forschung, Vol. 65 (May), 2013, pp Maier, E., Wilken, R., Schneider, H., Kelemçi-Schneider, G.: In the Mood to Buy? Understanding the Interplay of Mood Regulation and Congruence in an International Context. In: Marketing Letters, Vol. 23, No. 4, 2012, pp Dost, F., Wilken, R.: Measuring Willingness to Pay as a Range, Revisited: When Should We Care? In: International Journal of Research in Marketing, Vol. 29, No. 2, 2012, pp Sichtmann, C., Wilken, R., Diamantopoulos, A.: Estimating Willingness-to-Pay with Choice-Based Conjoint Analysis Can Consumer Characteristics Explain Variations in Accuracy? In: British Journal of Management, Vol. 22, No. 4, 2011, pp Schneider, H., Wilken, R.: Der Einfluss von Stimmungen auf die Zahlungsbereitschaft, in: Marketing ZFP, Vol. 33, No. 1, 2011, pp page 2/8

3 Wilken, R., Cornelißen, M., Backhaus, K., Schmitz, C.: Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior, in: International Journal of Research in Marketing, Vol. 27, No. 1, 2010, pp Hammerschmidt, M., Wilken, R., Staat, M.: Methoden zur Lösung grundlegender Probleme der Datenqualität in DEA-basierten Effizienzanalysen, in: Die Betriebswirtschaft, Vol. 69, No. 2, 2009, pp Backhaus, K., van Doorn, J., Wilken, R.: The Impact of Team Characteristics on the Course and Outcome of Intergroup Price Negotiations, in: Journal of Business-to-Business Marketing, Vol. 15, No. 4, 2008, pp Backhaus, K., Hillig, T., Wilken, R.: Predicting purchase decisions with different conjoint analysis methods: A Monte Carlo simulation, in: International Journal of Market Research, Vol. 49, No. 3, 2007, pp Backhaus, K., Voeth, M., Sichtmann, C., Wilken, R.: Conjoint-Analyse versus Direkte Preisabfrage zur Erhebung von Zahlungsbereitschaften, in: Die Betriebswirtschaft, Vol. 65, No. 5, 2005, pp Backhaus, K., Wilken, R., Voeth, M., Sichtmann, C.: An empirical comparison of methods to measure willingness to pay by examining the hypothetical bias, in: International Journal of Market Research, Vol. 47, No. 5, 2005, pp Monographs (# 2) Backhaus, K., Herbst, U., Voeth, M., Wilken, R.: Allgemeine Betriebswirtschaftslehre Koordination betrieblicher Entscheidungen. Springer-Verlag, Wilken, R.: Dynamisches Benchmarking. Ein Verfahren auf Basis der Data Envelopment Analysis. Deutscher Universitätsverlag, Articles in edited volumes (# 11) Wilken, R., Jacob, F.: Vom Produkt- zum Lösungsanbieter, in: Backhaus, K., Voeth, M. (Eds.): Handbuch Industriegütermarketing, 2 nd edition, SpringerGabler, 2015 (forthcoming). Geiger, I., Wilken, R., Backhaus, K.: How Ongoing Relationships Facilitate Buyer-Seller Negotiation Processes and Outcomes, in: Fließ, S., Haase, M., Jacob, F., Ehret, M. (Eds.): Kundenintegration und Leistungslehre. Integrative Wertschöpfung in Dienstleistungen, Solutions und Entrepreneurship, SpringerGabler, 2015, pp Backhaus, K., Becker, J., Beverungen, D., Breuker, D., Bröker, O., Brüne, P. A., Dietrich, H.-A., Knackstedt, R., Rauer, H. P., Reichle, F., Wilken, R.: Effizienzmessung industrieller Dienstleistungen mittels Data Envelopment Analysis (ServDEA), in: Möller, K., Schultze, W. (Eds.): Produktivität von Dienstleistungen, SpringerGabler, 2014, pp Dost, F., Wilken, R.: Verhaltensorientierter Ansatz zur Erklärung von Preisreaktionen bei Commodities und Empfehlungen für die Preissetzung auf Commodity-Märkten, in: Enke, M., Geigenmüller, A., Leischnig, A. (Eds.): Commodity Marketing, 3 rd edition, SpringerGabler, 2014, pp Backhaus, K., Bröker, O., Wilken, R.: Produktivitätsmessung von Dienstleistungen mit Hilfe von Varianten der DEA, in: Bruhn, M., Hadwich, K., Georgi, D. (Eds.): Dienstleistungsproduktivität, Reihe Forum Dienstleistungsmanagement, Gabler Verlag, 2011, pp Dost, F., Wilken, R.: Verhaltensorientierter Ansatz zur Erklärung von Preisreaktionen bei Commodities und Empfehlungen für die Preissetzung auf Commodity-Märkten, in: Enke, M., Geigenmüller, A. (Eds.): Commodity Marketing, 2 nd edition, Gabler Verlag, 2010, pp Backhaus, K., Wilken, R.: Internationale Preiskoordination: Auswirkungen der Parametrisierung von Arbitrageneigungsfunktionen, in: Schmid, S. (Ed.): Management der Internationalisierung, Gabler Verlag, 2009, pp Backhaus, K., Wilken, R.: Dynamische Effizienzmessung im Vertrieb: Eine empirische Anwendung der Window Analysis, in: Bauer, H.H., Staat, M., Hammerschmidt, M. (Eds.): Marketingeffizienz, Vahlen Verlag, 2006, pp Backhaus, K., Wilken, R., van Doorn, J., Voeth, M., Herbst, U.: Preisverhandlungen im B2B-Marketing, in: Diller, H. (Ed.): Pricing-Forschung in Deutschland, Bd. 8 der Buchreihe Marketingforschung aktuell, Wissenschaftliche Gesellschaft für Innovatives Marketing, 2006, pp page 3/8

4 Backhaus, K., Geiger, I., Wilken, R.: Effizienzorientierte Technologiebewertung mit Data Envelopment Analysis (DEA), in: Amelingmeyer, J., Harland, P. E. (Eds.): Technologiemanagement & Marketing Herausforderungen eines integrierten Innovationsmanagements, Dt. Univ.-Verlag/Gabler Edition Wissenschaft, 2005, pp Backhaus, K., Wilken, R.: Measuring Weight Flexibility in Data Envelopment Analysis Using Cluster Analysis Results, in: Emrouznejad, A., Podinovski, V. (Eds.): Data Envelopment Analysis And Performance Management, 2004, pp Working papers (# 10) Wilken, R., Fucks, S., Jacob, F., Prime, N.: In How Far Does the Cultural Context Explain Behavior in and Outcomes of Intercultural Business Negotiations? SSRN Working Paper, available at Alexander, J., Wilken, R.: Consumer-related determinants in product bundling an empirical study. ESCP Europe Working Paper No. 49, Berlin/Germany, Wilken, R., Cornelissen, M., Backhaus, K., Schmitz, C.: Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior. SSRN Working Paper, available at Wilken, R., Krol, L.: Standardisierung von Werbung in Printanzeigen Der Vergleich von Studenten und Nicht- Studenten am Beispiel von Norwegen. ESCP-EAP Working Paper No. 37, Berlin/Germany, Sichtmann, C., Wilken, R.: Estimating Willingness-to-pay With Different Utility Functions A Comparison of Individual and Cluster Solutions. ESCP-EAP Working Paper No. 33, Berlin/Germany, Backhaus, K., Ruthemann, S., Wilken, R.: Effizienzorientierte Rankings wirtschaftswissenschaftlicher Fakultäten eine dynamische Analyse. Working Paper No. 42 of the Institute of Business-to-Business Marketing, Muenster/Germany, Backhaus, K., Hummelsberger, M., Wilken, R.: Erfolgsdeterminanten in der Verhandlungsanalyse eine systematisierende und kritische Übersicht. Working Paper No. 41 of the Institute of Business-to-Business Marketing, Muenster/Germany, Backhaus, K., Streffer, T., Wilken, R.: The Dynamic Perspective of Salesperson Performance A DEA-based Window Analysis Approach. MCM Scientific Discussion Paper Series No. 4, Muenster/Germany, Backhaus, K., Streffer, T., Wilken, R.: Dynamische Effizienzmessung als Instrument im Rahmen des Marketing- Controlling eine empirische Anwendung der Window Analyse. Working Paper No. 40 of the Institute of Business-to-Business Marketing, Muenster/Germany, Backhaus, K., Wilken, R.: Effizienzmessung im Marketing mit Data Envelopment Analysis Eine methodische Bestandsaufnahme. Working Paper No. 34 of the Institute of Business-to-Business Marketing, Muenster/Germany, Conference proceedings (# 14) Nagler, H., Wilken, R., de Jong, A.: The first offer as a powerful anchor, revisited: a multilevel approach to concession-making in price negotiations. Proceedings of the 44 th EMAC Conference, May 2015, Leuven/Belgium. Backhaus, M., Lügger, K., Wilken, R.: Accelerating Innovations: When do they pay off? Proceedings of the 43 rd EMAC Conference, June 2014, Valencia/Spain. Aykaç, T., Wilken, R.: The influence of negotiators individualism on disaggregated outcomes in multi-issue business negotiations. Proceedings of the 43 rd EMAC Conference, June 2014, Valencia/Spain. Dost, F., Wilken, R.: Target the Uncertain An Approach Based on Willingness to Pay as a Range. Proceedings of the 41 st EMAC Conference, May 2012, Lisbon/Portugal. Eisenbeiß, M., Wilken, R., Skiera, B., Cornelißen, M.: The Deal is On: Understanding and Managing Deal-ofthe-day Promotions. Proceedings of the 41 st EMAC Conference, May 2012, Lisbon/Portugal. Wilken, R., Jacob, F., Aykaç, T.: Power asymmetry in intercultural business negotiations and its impact on negotiation strategies. Proceedings of the 41 st EMAC Conference, May 2012, Lisbon/Portugal. Eisenbeiß, M., Cornelißen, M., Wilken, R.: Exciting the customer: Whether and how Deal-of-the-day promotions increase consumers willingness to buy. Proceedings of the 40 th EMAC Conference, May 2011, Ljubljana/Slovenia. page 4/8

5 Backhaus, K., Becker, J., Beverungen, D., Knackstedt, R., Nikula, A., Wilken, R.: Produktivitätsbenchmarking als Bestandteil eines integrierten Ansatzes zur Vermarktung hybrider Leistungsbündel. 40. Jahrestagung der Gesellschaft für Informatik e.v. (GI), September/October 2010, Leipzig/Germany. Geiger, I., Wilken, R., Backhaus, K.: Enhancing negotiation success through a good BATNA and buyer-seller relationships An investigation into the black box of negotiations. Proceedings of the 39 th EMAC Conference, June 2010, Copenhagen/Denmark. Dost, F., Wilken, R.: BDM-Range A Coherent Alternative to Measure Willingness to Pay as a Range. Proceedings of the 39 th EMAC Conference, June 2010, Copenhagen/Denmark. Sichtmann, C., Wilken, R.: Estimating Willingness-to-pay by Different Utility Functions: A Comparison of Individual and Cluster Solutions, in: Spotts, H. E. (Ed.): Proceedings of the Annual Conference of the Academy of Marketing Science, May 2006, San Antonio, TX/USA. Sichtmann, C., Wilken, R.: Customer-oriented Selection and Pricing of Supplementary Services in Business Markets, in: Spotts, H. E. (Ed.): Proceedings of the Annual Conference of the Academy of Marketing Science, May 2006, San Antonio, TX/USA. Backhaus, K., Geiger, I., Wilken, R.: Success Factors in B-to-B Marketing Negotiations: Empirical Evidence and a Comprehensive Framework. Proceedings of the 1st International Conference on Business Market Management, March 2006, ESMT, Berlin/Germany. Backhaus, K., van Doorn, J., Wilken, R.: Determinants of Intergroup Price Negotiations in a Business-to- Business-Context, in: Troilo, G. (Ed.): Proceedings of the 34 th EMAC Conference, May 2005, Università Commerciale Luigi Bocconi, Milan/Italy. Additional conference presentations (# 31) Nagler, H., Wilken, R., de Jong, A.: The power of the first offer: A multilevel approach to concession-making in price negotiations. IACM 28 th Annual Conference, June 2015, Clearwater/FL, USA. Wilken, R., Geiger, I., Backhaus, K.: Do Relationships Protect from Weak Alternatives in Business Negotiations? 4 th Conference on Enhancing Sales Force Productivity, July 14-16, 2013, Münster, Germany. Maier, E., Wilken, R.: The Impact of Stress and Level of Construal on Willingness to Pay. INFORMS Marketing Science Conference, July 11-13, 2013, Ístanbul, Turkey. Wilken, R., Maier, E.: The Influence of Uncertainty on Willingness-to-pay and Willingness-to-pay ranges. INFORMS Marketing Science Conference, July 11-13, 2013, Ístanbul, Turkey. Aykaç, T., Jacob, F., Prime, N., Wilken, R.: Power asymmetry in intercultural sales negotiations. INFORMS Marketing Science Conference, July 11-13, 2013, Ístanbul, Turkey. Dost, F., Wilken, R.: A Targeting Approach Based on Willingness to Pay as a Range. INFORMS Marketing Science Conference, June 7-9, Boston/MA, 2012, USA. Eisenbeiß, M., Wilken, R., Skiera, B., Cornelißen, M.: The Deal is On: Understanding and Managing Deal-ofthe-day Promotions. INFORMS Marketing Science Conference, June 7-9, Boston/MA, 2012, USA. Aykaç, T., Jacob, F., Prime, N., Wilken, R.: The Impact of Power Asymmetry on Strategies and Outcomes in Intercultural Business Negotiations. INFORMS Marketing Science Conference, June 7-9, 2012, Boston/MA, USA. Wilken, R., Maier, E., Schneider, H., Kelemçi-Schneider, G.: In the Mood to Buy? Understanding the Interplay of Mood Regulation and Congruence. INFORMS Marketing Science Conference, June 7-9, 2012, Boston/MA, USA. Balakrishnan, P.V. (Sundar), Patton, C., Wilken, R.: Measuring Efficiency of Negotiated Exchanges. An Evaluation, Refinement, and Extension. INFORMS Marketing Science Conference, June 9-11, 2011, Houston/TX, USA. Wilken, R., Jacob, F., Prime, N.: The Role of Team Composition in Cross-Cultural Business Negotiations. INFORMS Marketing Science Conference, June 9-11, 2011, Houston/TX, USA. Wilken, R., Prime, N., Jacob, F., Fucks, S., Festing, M.: The role of team composition in intercultural business negotiations. 4 th German-French-Austrian Conference on Quantitative Marketing, September 2010, Vienna, Austria. page 5/8

6 Wilken, R., Fucks, S., Jacob, F. Prime, N.: In how far does the cultural context explain behavior in and outcomes of intercultural business negotiations? IACM 23 rd Annual Conference, June 2010, Boston/MA, USA. Dost, F., Wilken, R.: Separating WTP elicitation from Choice-based Conjoint Analysis. INFORMS Marketing Science Conference, June 2010, Cologne, Germany. Fucks, S., Jacob, F., Prime, N., Wilken, R.: Decoding the black box of intercultural negotiations. INFORMS Marketing Science Conference, June 2010, Cologne, Germany. Wilken, R., Dost, F.: Traditional Willingness-to-Pay in the Light of Willingness-to-Pay-as-a-Range. INFORMS Marketing Science Conference, June 2010, Cologne, Germany. Fucks, S., Jacob, F., Wilken, R.: Intra- and inter-group negotiation behavior in intercultural negotiations. Conference on International and intercultural negotiation, April 2010, Copenhagen, Denmark. Wilken, R., Schneider, H.: The Influence of Mood on Willingness-to-pay at the Point of Purchase INFORMS Marketing Science Conference, June 2009, Ann Arbor/MI, USA. Dost, F., Wilken, R.: Improving the Accuracy of Price-response Functions Using the Willingness-to-pay-as-a- Range Concept INFORMS Marketing Science Conference, June 2009, Ann Arbor/MI, USA. Wilken, R.: A DEA-based Panel Model INFORMS Marketing Science Conference, June 2008, Vancouver/BC, Canada. Sichtmann, C., Wilken, R.: Factors Influencing the Validity of Measuring Willingness-to-Pay With Choice Based Conjoint Analysis Annual Conference of the Academy of Marketing Science, May 2008, Vancouver/BC, Canada. Backhaus, K., Cornelissen, M., Schmitz, C., Wilken, R.: Cost information and economic outcome of decentralized price negotiations: a behavioral perspective. 2 nd Conference on Enhancing Sales Force Productivity, Christian Albrechts-Universität Kiel, May 2008, Kiel, Germany. Backhaus, K., Cornelissen, M., Wilken, R.: How different kinds of cost information for salespeople affect negotiations and economic outcome: a behavioral perspective. 7 th International Congress Marketing Trends, January 2008, Venice, Italy. Wilken, R., Backhaus, K.: A DEA-based panel model illustrated by an application to advertising efficiency. 36 th EMAC Conference, May 2007, Reykjavík, Iceland. Cornelissen, M., Backhaus, K., Eisenbeiss, M., Wilken, R.: How do customer-specific characteristics influence the relationship between customer satisfaction and willingness to pay? 36 th EMAC Conference, May 2007, Reykjavík, Iceland. Sichtmann, C., Wilken, R.: Aggregating Individual Willingness-to-Pay by Different Utility Functions: Do Cluster Solutions Lose Essential Information? IFSAM VIII th World Congress, September 2006, Berlin, Germany. Wilken, R.: A DEA Model for Hierarchical Data. EURO XXI, 21st European Conference on Operational Research, July 2006, Reykjavík, Iceland. Wilken, R.: A Variant of DEA-based Window Analysis With Pooled Data. IFORS 2005, July 2005, Honolulu/HI, USA. Backhaus, K., Voeth, M., Sichtmann, C., Wilken, R.: An Empirical Comparison of Methods to Measure Willingness to Pay by Examining the Hypothetical Bias. World Marketing Congress, July 2005, Münster, Germany. Backhaus, K., Wilken, R.: Measuring Weight Flexibility in Data Envelopment Analysis Using Cluster Analysis Results. 4 th International Symposium of DEA, September 2004, Aston Business School, Birmingham, UK. Teaching Teaching portfolio (ESCP Europe) Creativity in Managing Business Relationships ( Master in Marketing/MMK, London campus, compulsory) Fundamentals of Mathematics ( Master in European Business, pre-semester) International Marketing ( Master in Management, elective) International Marketing Decisions ( Master in Management, compulsory) page 6/8

7 Marketing Management ( Master in European Business, compulsory) Publication Workshop ( Doctoral studies in International Business Administration, compulsory) Quantitative Methods ( Master in European Business, compulsory) Quantitative Methods ( Doctoral studies in International Business Administration, compulsory) Research Methods ( Master in European Business / MSc track, compulsory) Executive teaching experiences MBA courses on pricing at CFVG (Centre Franco-Vietnamien de formation à la Gestion), Hanoi and Ho Chi Minh City/Vietnam (2014, 2015) General Management Week at ESCP Europe (2011, 2012) Executive MBA lecture at St. Gallen University (2012) Executive MBA lecture at Steinbeis School of Management, Berlin/Germany (2008, 2009) Executive MBA lecture for the Kaliningrad International Business School at ESCP Europe, Berlin/Germany (2009) Marketing Executive Program (MEP), Marketing Center Muenster, University of Muenster/Germany (2005) Further university teaching experiences, among others PhD lecture on pricing at CFVG (Centre Franco-Vietnamien de formation à la Gestion), Ho Chi Minh City/Vietnam (2014) Guest lecture and PhD seminar at Aston Business School, Birmingham/England (2011, 2012, 2013) PhD seminar at Zeppelin University, Friedrichshafen/Germany (2012) PhD seminar at University of Strathclyde, Glasgow/Scotland (2009, 2010) Joint PhD seminar of University of Muenster/Germany and University of Groningen/The Netherlands (2008) PhD seminar at University of Dortmund/Germany (2008) Awards & grants DAAD grant for attending international conferences, INFORMS Marketing Science Conference, Ístanbul, Turkey, DAAD grant for attending international conferences, INFORMS Marketing Science Conference, Houston, TX/USA, Reviewer of the Years 2009/2010, Business Research DAAD grant for attending international conferences, 39 th EMAC Conference, Copenhagen/Denmark, DAAD grant for attending international conferences, INFORMS Marketing Science Conference, Ann Arbor, MI/USA, Best Paper in the track Marketing Research Methods, Academy of Marketing Science Annual Conference, Vancouver, BC/Canada, DFG grant for attending international conferences, 7 th International Congress Marketing Trends, Venice/Italy, Nomination for the IJMR Collaborative Research Award of the Market Research Society, London/UK, Summa award for outstanding doctoral dissertation, Westfälische Wilhelms-Universität Münster, 2007 DFG grant for attending international conferences, 36 th EMAC, Reykjavík/Iceland, page 7/8

8 Nomination for the Silver Medal of the Market Research Society, London/UK, Schmalenbach-Gesellschaft für Betriebswirtschaft e.v. grant for attending international conferences, Annual Conference of the Academy of Marketing Science, San Antonio, TX/USA, Schmalenbach-Gesellschaft für Betriebswirtschaft e.v. grant for attending international conferences, IFORS, Honolulu, HI/USA, Best PhD Discussion Paper, 4 th International Symposium of DEA, Birmingham/UK, Schmalenbach-Gesellschaft für Betriebswirtschaft e.v. grant for attending international conferences, 4 th International Symposium of DEA, Birmingham/UK, Memberships, among others German Association of University Professors and Lecturers (Deutscher Hochschulverband, DHV) European Marketing Academy (EMAC) Institute for Operations Research and the Management Sciences (INFORMS) German Academic Association for Business Research (Verband der Hochschullehrer für Betriebswirtschaft, VHB) Language skills German: mother tongue English: fluent French: proficient Italian: basic page 8/8

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