Publications

Our extensive publication activities reflect our ambition of cutting-edge research in the area of team-related issues in an international business environment.

Below you will find several previous articles from TIB members, published in peer-reviewed journals, contributions to edited volumes, and working papers, all of which have a connection to the research area of our research center.

 

Why teams achieve higher negotiation profits than individuals: The mediating role of deceptive tactics, in: Journal of Business and Industrial Marketing, forthcoming, 2017;
Aykaç, T., Wilken, R., Jacob, F., Prime, N.

 

Can outnumbered negotiators succeed? The case of intercultural business negotiations, in: International Business Review, forthcoming, 2016;
Dinkevych, E., Wilken, R., Aykaç, T., Jacob, F., Prime, N.

 

Conceptualizing and Measuring the Efficiency of Negotiated Exchanges: A Data Envelopment Analysis Approach, in: The DEA Journal 2(2),2016, pp. 1–34;
Balakrishnan, P.V., Patton, C., Wilken, R.

 

The ambiguous role of cultural moderators in intercultural business negotiations, in: International Business Review, Vol. 22, No. 4, 2013, pp. 736-753;
Wilken, R., Jacob, F., Prime, N.

 

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. 249-273.
Schmid, S., Wilken, R., Dammer-Henselmann, M.

 

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. 365-396.
Wilken R., Backhaus K., Van Doorn J.

Link to publisher

 

Steering Sales Reps Through Cost Information An Investigation into the Black Box of Cognitive References and Negotiation Behavior in: SSRN Working Paper, 2009; Wilken R., Cornelissen M., Backhaus K, Schmitz C.; and in: International Journal of Research in Marketing, Vol. 27, No. 1, 2010, pp. 69-82; Wilken R., Cornelissen M., Backhaus K, Schmitz C.

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Preisverhandlungen im B2B-Marketing in: Diller, H. (Hrsg.): Pricing-Forschung in Deutschland, Bd. 8 der Buchreihe Marketingforschung aktuell, Wissenschaftliche Gesellschaft für Innovatives Marketing, Nürnberg 2006, S. 1-15; Wilken R., Backhaus K., Van Doorn J., Voeth M., Herbst U.

 
The ambiguous role of cultural moderators in intercultural business negotiations in: International Business Review, Vol. 22, No. 4, 2013, pp. 736-753; Wilken R., Jacob F., Prime N.

Link to publisher

 
In How Far Does the Cultural Context Explain Behavior in, and Outcomes Of Intercultural Business Negotiations? SSRN Working Paper, 2010; Wilken R., Fucks S., Jacob F., Prime N.

 
Erfolgsdeterminanten in der Verhandlungsanalyse – eine systematisierende und kritische Übersicht. Arbeitspapier Nr. 41 des Betriebswirtschaftlichen Instituts für Anlagen und Systemtechnologien, Münster 2005; Wilken R., Backhaus K., Hummelsberger M.

 
The Dynamic Perspective of Salesperson Performance – A DEA-based Window Analysis Approach. MCM Scientific Discussion Paper Series No. 4, Münster 2005; Wilken R., Backhaus K., Streffer T.

 
Reducing perceptions of overqualification and its impact on job satisfaction.The dual roles of interpersonal relationships at work. In: Human Resource Management Journal, 2015; Alfes K., Shantz A., Van Baalen S.

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