Alexander Haas (business economist)

Alexander Haas (* 1967 ) is a German business economist and has held the professorship for marketing at the Justus Liebig University in Giessen since 2012 .

Career

After studying business administration from 1989 to 1996, Haas received his doctorate in 2000. In the same year, he began working as a research assistant at the Friedrich-Alexander-Universität Erlangen-Nürnberg , which he held until 2006. This was followed by a position as assistant professor for marketing at the University of Bern , after his habilitation in 2008 he was finally appointed to the professorship for Marketing 2 at the Karl-Franzens-Universität Graz , where he stayed until 2012. After having held a teaching position at the Professorship for Marketing at the University of Giessen for two years, he was appointed professor in 2012.

Work areas

• Business-to-business management
• Innovation management
• Customer orientation of employees and companies
• Strategy implementation
• Sales management and personal sales

Memberships

• Member of the editorial board of the sales and trade management yearbook
• Member of the American Marketing Association (AMA)
• Member of the Academy of Marketing Science (AMS)
• Member of the European Marketing Academy (EMAC)
• Member of the Association of University Lecturers for Business Administration (VHB)

Publications

Monographs

• Discounting. Conception and applicability of the discount as a marketing strategy. [Discounting. Conceptualization and Applicability of Price-Focused Marketing Strategies], Nuremberg

Articles in specialist journals (selection)

• with Harri Terho, Andreas Eggert and Wolfgang Ulaga: Implementing Sales Strategy in Business Markets: The Role of Salesperson Customer Orientation and Value-Based Selling. In: Industrial Marketing Management. 45, 2015, pp. 12-21.
• with P. Kenning: Utilitarian and Hedonic Motivators of Shoppers' Decision to Consult with Salespeople. In: Journal of Retailing. 90, 3, 2014, pp. 428-441.
• with A. Eggert, H. Terho and W. Ulaga: Value-Based-Selling as a success factor - Selling when customer orientation does not lead to success. [Success factor Value-Based-Selling - Selling while customer orientation does not lead to success] In: Marketing Review St. Gallen. 4, 2013, pp. 64-72.

Collective works

• with H. Diller and B. Ivens: sales and customer management. A process-oriented concept. [Selling and Customer Management. A Process-Oriented Approach], Stuttgart et al. 2005.
• with B. Ivens: Innovative Marketing. Decision fields - management - instruments. [Innovative Marketing. Decision Areas - Management - Instruments]. Wiesbaden 2005.

Articles in compilations (selection)

• Prospect management. [Prospect Management]. In: Klaus D. Wilde (Ed.): Fundamentals of CRM. Concepts and design. 3. Edition. Wiesbaden 2010. (revision and update of the 2006 version; forthcoming)
• with R. Köhler: sales organization. [Sales Organization]. In: Ch. Homburg, J. Wieseke (ed.): Handbuch Vertriebsmanagement .. Wiesbaden 2010. (forthcoming), 2010
• What requirements does good mystery research have to meet? [What Are the Requirements of Good Mystery Research?] In: planung & analyze (Ed.): P & a Guide Mystery Research. Journal for market research and marketing, Wiesbaden 2007, pp. 8-17. (published previously in: p & a Guide Mystery Research, edited by planung & analyze. Journal for Market Research and Marketing, Wiesbaden 2006, pp. 10-19).
• Prospect management. [Prospect Management]. In: Klaus D. Wilde (Ed.): Fundamentals of CRM. Concepts and design. 2nd Edition. Wiesbaden 2006, pp. 443-471. (revision and update of the 2004 version)

Web links

• Web presence of the University of Giessen (accessed January 10, 2017)
• List of publications (accessed on January 10, 2017)
• Literature by and about Alexander Haas in the catalog of the German National Library