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Research

 


Publications


Peer-reviewed publications in international journals

Dost (2015), A non-linear causal network of marketing channel system structure, in: Journal of Retailing and Consumer Services, 23, 49-57.

Geiger/Dost/Schonhoff/Kleinaltenkamp (2015), Which types of multi-stage marketing increase direct customers’ willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting, forthcoming in: Industrial Marketing Management.

Dost/Wilken/Eisenbeiss/Skiera (2014), On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges, in: Journal of Retailing, 90(3), 393-407.

Maier/Wilken/Dost (2014), The double benefits of consumer certainty: Combining risk and range effects, in: Marketing Letters, 25(1).

Dost/Wilken (2012), Measuring Willingness to Pay as a Range, Revisited: When Should We Care?, in: International Journal of Research in Marketing, 29(2), 148-166.

Dost/Sievert/Oetting (2010), Introducing the WOM Transmitter in Generational Word of Mouth: Why Consumers Refuse to Transmit Positive or Negative Word of Mouth, in: Advances in Consumer Research Vol. 38.


Book chapters

Dost/Wilken (2014), Verhaltensorientierter Ansatz zur Erklärung von Preisreaktionen bei Commodities und Empfehlungen für die Preissetzung auf Commodity-Märkten, in: Enke/Geigenmüller (Hrsg.), Commodity Marketing, 3. erweiterte Auflage, Wiesbaden, Gabler, 119-134.

Dost/Wilken (2011), Verhaltensorientierter Ansatz zur Erklärung von Preisreaktionen bei Commodities und Empfehlungen für die Preissetzung auf Commodity-Märkten, Wiesbaden, Gabler, 133-147.


Monography

Dost (2012), Willingness to Pay as a Range: Theoretical Foundations, Measurement, and implications for Marketing Mix Decisions (Doctoral Dissertation, ESCP Europe Wirtschaftshochschule Berlin).


Peer-reviewed conference proceedings

Dost, Direction, strength and non-linearity of causal marketing influences in economic systems, 2014 INFORMS Marketing Science Conference, Atlanta, USA.

Tarrahi/Eisend/Dost, Antecedents and Consequences of Price Faireness Perceptions, 2014 INFORMS Marketing Science Conference, Atlanta, USA.

Dost/Jacob/Sievert, The Why in Viral: Enhancers and Inhibitors of Deliberate and Selective Word-of-Mouth Transmission, 2013 INFORMS Marketing Science Conference, Istanbul, Turkey.

Dost/Phieler/Tarrahi, Amplified Word-of-Mouth Effectiveness and Efficiency in the Marketing Mix, 2013 INFORMS Marketing Science Conference, Istanbul, Turkey.

Dost/Wilken, A Targeting Approach Based on Consumers' Willingness To Pay As A Range, 2012 INFORMS Mareting Science Conference, Boston/MA, USA.

Dost/Wilken, Target "the Uncertain" - An Approach Based On Willingness To Pay As A Range, 2012, 41st EMAC Conference, Lissabon, Portugal.

Dost/Oetting/Sievert, Introducing the WOM Transmitter in Generational Word of Mouth: Why Consumers Refuse to Transmit Positive or Negative Word of Mouth, 2010, Advances in Consumer Research Conference, Jacksonville/ Florida, USA.

Dost/Wilken, Separating WTP elicitation from Choice-based Conjoint Analysis, 2010 INFORMS Marketing Science Conference, Cologne, Germany.

Dost/Wilken, Traditional WIllingness-to-Pay in the Light of Willingness-to-Pay-as-a-Range, 2010 INFORMS Marketing Science Conference, Cologne, Germany.

Dost/Wilken, 'BDM-Range' - A Coherent Alternative to Measure Willingness to Pay as a Range, 2010, 39th EMAC Conference, Kopenhagen, Denmark.

Dost/Wilken, Improving the Accuracy of Price-response Functions Using the Willingness-to-Pay-as-a-Range Concept, 2009 INFORMS Marketing Science Conference, Ann Arbor/ Michigan, USA.


Research Projects



Research Seminar "The Usefulness of Marketing"
, 04/2014 - 08/2014

Donor: The president of the European University Viadrina, the dean of the business and economics faculty of the European University Viadrina, finances of the chair

This research seminar (summer term 2014) focuses on the question whether marketing is useful for the society. The results were presented at the INFORMS Marketing Science Conference in Atlanta (USA).


Research project "Grenzen in Gesprächen wahrnehmen - Grenzen diskursiv verhandeln"
, 01/2014 - 12/2016

Donor: Viadrina Center B/ORDERS IN MOTION

Project partner: Prof. Dr. Konstanze Jungbluth, Prof. Dr. Nicole Richter, Prof. Dr. Jacek Sójika, Prof. Dr. Lars Kirchhoff, Dr. Anne Kraus

The project focuses the topic and language in three interdisciplinary graduation intentions with regard to cultural/social, business/economics and jurisprudential perspective.


Research project "Effektives Management von Mundpropaganda im Marketing"
, 01/2013 - 12/2015

Donor: trnd AG

The project searches in cooperation with trnd AG on the impact of offline and online word-of-mouth on consumers during the whole process of the "customer journey". Another research object are media campaigns which generate word-of-mouth and their interaction with traditional media.