Sascha Alavi

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Sascha Alavi (* 1984 ) is a German sales and marketing researcher and university professor at the Ruhr University Bochum.

Career

Alavi graduated from the Herder-Gymnasium in Gießen in 2004 and then studied business administration at the University of Mannheim . He did his doctorate and habilitation at the Ruhr University Bochum . Alavi deals with issues of sales management, leadership and phenomena in customer-sales force interactions. He is represented with regular publications in A (+) & A journals in the marketing area. From 2016 to 2017 he taught at the University of Lausanne as an assistant professor for marketing, including in the areas of B2B marketing and sales management.

Sascha Alavi has been a university professor since September 2017 and, together with Christian Schmitz and Jan Wieseke, heads the Sales & Marketing Department at the Ruhr-Universität Bochum, which focuses on sales management. Since 2016, the only regular, university master’s course 'Sales Management' has been offered there. Alavi is also Associate Editor for Sales Management for the European Journal of Marketing. He is also a reviewer for the International Journal of Research in Marketing, the Journal of the Academy of Marketing Science, the Journal of Retailing and the Journal of Personal Selling & Sales Management.

Research priorities

Alavi's research focuses on sales management, staff management and customer-sales staff interactions. In the field of sales management, Alavi deals with strategies for the optimal management of sales employees by executives, as well as with the design of remuneration systems. In the area of ​​interactions, Alavi examines sales strategies of salespeople in price negotiations. Among other things, this involves strategies for price enforcement with customers and the optimization of communication technologies. Alavi's research is regularly published in A (+) & A journals in the marketing area.

Selected publications

  • Alavi, S .; Habel, J .; Pick, D. (2017): “When Serving Customers Includes Correcting Them: Understanding the Ambivalent Effects of Enforcing Service Rules,” International Journal of Research in Marketing , Vol 34 (3).
  • Alavi, S .; Habel, J .; Haaf, P .; Lee, N .; Wieseke, J. (2017): “Good Intention Gone Bad: Understanding the Effects of Salespeople's Positive Implicit Attitudes towards Customers,” EMAC 2017, Groningen.
  • Alavi, S .; Homburg, C .; Rajab, T .; Wieseke, J. (2017): “The Contingent Roles of R & D-Sales versus R & D-Marketing Integration in New Product Development of Business-to-Business Firms”, International Journal of Research in Marketing , Vol 34 (1), 212–230 .
  • Alavi, S .; Habel, J .; Schmitz, C .; Schneider, JV; Wieseke, J. (forthcoming 2016/2017): “When Do Customers Get What They Expect? Understanding the Ambivalent Effects of Customers' Service Expectations on Satisfaction, ” Journal of Service Research , 19 (4), 361-379.
  • Alavi, S .; Brüggemann, F .; Habel, J .; Schmitz, C .; Wieseke, J. (2016): “The Role of Sales in Hybrid Offerings,” EMAC 2016, Oslo.
  • Alavi, S .; Habel, J .; Schwenke, M .; Wieseke, J. “The Customer is King” of the Price Negotiation: When Customer Orientation Harms Price Enforcement in Personal Selling, Winter Marketing Educators' Conference, Las Vegas, 2016. [D]
  • Alavi, S .; Habel, J .; Schons, L .; Wieseke, J. (2016): “Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility Activities on Customers' Perceived Price Fairness ”, in: Journal of Marketing , Vol. 80 (1), 84-105.
  • Alavi, S .; Guba, J .; Wieseke, J .; (2016): “Saving on Discounts through Accurate Sensing - Salespeople's Estimations of Customer Price Importance and their Effects on Negotiation Success”, in: Journal of Retailing , Vol. 92 (1), 40-55.
  • Alavi, S .; Bornemann, T .; Wieseke, J. (2015): Gambled Price Discounts - A Remedy to the Negative Side-Effects of Regular Price Discounts, in: Journal of Marketing , 79 (March), pp. 62–78.
  • Alavi, S .; Habel, J .; Wieseke, J. (2014): Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations, in: Journal of Marketing , 78 (November), 17–37.
  • Alavi, S .; Dörfer, S .; Habel, J .; Wieseke, J. (2013): Effective Strategies in the Personal Selling of Luxury Brands, in: Journal of Research and Management , 35 (2), 131–144.
  • Alavi, S .; Kessler-Thönes, T .; Kraus, F .; Wieseke, J. (2011): Motivation Spillover: How Leaders Motivation Transfers to Customer Service Representatives, in: Journal of Service Research , Vol. 62, No. 2, p. 214-234.

Web links

Individual evidence

  1. ↑ [1]
personal data
SURNAME Alavi, Sascha
BRIEF DESCRIPTION German sales and marketing researcher
DATE OF BIRTH 1984