Roland Kassemeier

Associate Professor of Marketing

University of Warwick

United Kingdom

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About

Roland Kassemeier is an Associate Professor of Marketing at the University of Warwick in the UK. His research focuses on international business-to-business selling, sales performance, and customer-oriented strategies in marketing. Recent publications include analyses of price negotiations, value creation in sales, and the impact of functional company characteristics on customer satisfaction.

Articles (6)

Year:

2024

Year:

2023

Year:

2022

Year:

2022

Year:

2021

Year:

2020

Collaborators (2)

Jan Wieseke

GERMANY

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Sascha Alavi

Professor

Ruhr-Universität Bochum

GERMANY

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Roland Kassemeier

Research Interests

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Articles (6)

Price Increases and Their Financial Consequences in International Business-to-Business Selling

Guest editorial: Value-creating sales and digital technologies

What comprises a successful key account manager? Differences in the drivers of sales performance between key account managers and regular salespeople

Customer-oriented salespeople’s value creation and claiming in price negotiations

Whether, When, and Why Functional Company Characteristics Engender Customer Satisfaction and Customer-Company Identification: The Role of Self-Definitional Needs

When do customers perceive customer centricity? The role of a firm’s and salespeople’s customer orientation

Collaborators (2)

Jan Wieseke

Sascha Alavi

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