Research areas
Our research activities aim at integrating theoretical considerations and empirical approaches. One of the primary goals of our research is to solve managerially relevant problems in order to be able to support and guide decision makers in organizations. Our research activities cover four areas.
Customer management
Customers are an important stakeholder group for organizations, and successful customer management is a key driver of organizational performance. In our research on customer management, we focus on issues such as identifying strategically important customers (so-called key accounts) and designing programs to manage this special group of customers.
Sales management
In addition to customer management, sales activities and the planning, execution, and monitoring of such activities are another area of interest for our team. Sales serves different functions in organizations. In our research, we shed light on issues such as how organizations should define sales strategies and configure sales approaches to achieve company and customer-related goals.
Alliance management
In many industries, organizations work together to gain access to markets, exchange technology and know-how, and share information. Our research examines the requirements for smooth and seamless collaboration between organizations to maximize the efficiency and effectiveness of such arrangements.
Business digitization
The digitization of products, services, or entire business processes can be a major challenge for organizations and often requires fundamental changes in the way they operate. Our research examines the conditions under which digital business strategies can pay off for organizations, and how organizations can use digital resources effectively.
Publications
The results of our research have been published in leading national and international journals, conference proceedings, edited volumes, and book chapters. Below you will find selected publications of our team from our main research areas.
Ivens, B., Kasper-Brauer, K., Leischnig, A., & Thornton, S. (2023). Implementing customer relationship management successfully: a configurational perspective. Technological Forecasting and Social Change, forthcoming.
Zhang, Y., Leischnig, A., Heirati, N., & Henneberg, S. (2021). Dark-side-effect contagion in business relationships. Journal of Business Research, 130, 260-270.
Leischnig, A., Kasper-Brauer, K., & Thornton, S. C. (2018). Spotlight on customization: An analysis of necessity and sufficiency in services. Journal of Business Research, 89, 385-390.
Heirati, N., Thornton, S., Leischnig, A., Henneberg, S. (2024). Capability configurations for succesful advanced servitization. International Journal of Operations and Production Management, forthcoming.
Heirati, N., Leischnig, A., Henneberg, S. (2023). Organization architecture configurations for successful servitization. Journal of Service Research, 27(3), 307-326.
Leischnig, A., Kasper-Brauer, K., & Thornton, S. C. (2020). Configuring effective client-adviser interactions. Journal of Business Research, 115, 234-240.
Leischnig, A., & Geigenmüller, A. (2020). Examining alliance management capabilities in university-industry collaboration. Journal of Technology Transfer, 45, 9-30.
Thornton, S., Henneberg, S., Leischnig, A., & Naudé, P. (2019). It’s in the mix: How firms configure resource mobilization for new product success. Journal of Product Innovation Management, 36, 513-531.
Leischnig, A., & Geigenmüller, A. (2018). When does alliance proactiveness matter to market performance? A comparative case analysis. Industrial Marketing Management, 74, 79-88.
Papert, M., Fischer, I., Naumann, V., & Leischnig, A. (2023). Understanding smart product-service system value offerings: a comparative case analysis. 2023 ICIS Proceedings, Hyderabad, India.
Zaki, M., Fischer, S., Woodall, P., & Leischnig, A. (2023). Factors influencing the acceptance of self-service big data preparation and analytics tools. 2023 ECIS Proceedings. Kristiansand, Norway.
Becker, W., Eierle, B., Fliaster, A., Ivens, B., Leischnig, A., Pflaum, A., & Sucky, E. (Hrsg.) (2019). Geschäftsmodelle in der digitalen Welt: Strategien, Prozesse und Praxiserfahrungen. Springer-Verlag.
Behavioral Research Lab
The Behavioral Research Lab is a research hub for conducting empirical studies. It was founded by Professor Leischnig and Professor Stumpf-Wollersheim and is available to all researchers at TU Bergakademie Freiberg. The lab has state-of-the-art equipment and a flexible design for online or offline individual or group studies. It is located on campus in the New Library. For further information, please contact us by email at research-lab [at] bwl [dot] tu-freiberg [dot] de (research-lab[at]bwl[dot]tu-freiberg[dot]de).