VHB-Rating 2024 A+

Luoma, J., Falk, T., Totzek, D., Tikkanen, H., Mrozek, A. (2018), Big Splash, No Waves? Cognitive Mechanisms Driving Incumbent Firms’ Responses to Low-Price Market Entry Strategies, Strategic Management Journal, 39, 5, 1388-1410.

Homburg, Ch., Steiner, V., Totzek, D. (2009), Managing Dynamics in a Customer Portfolio, Journal of Marketing, 73, 5, 70-89.

Homburg, Ch., Droll, M., Totzek, D. (2008), Customer Prioritization: Does It Pay Off, and How Should It Be Implemented?, Journal of Marketing, 72, 5, 110-130.

VHB-Rating 2024 A

Frey, R., Bayón, T., Totzek, D. (2013), How Customer Satisfaction Affects Employee Satisfaction and Retention in a Professional Services Context, Journal of Service Research, 16, 4, 503-517.

Wunderlich, P., Kranz, J., Totzek, D., Picot, A., Veit, D. (2013), The Impact of Endogenous Motivations on Adoption of IT-Enabled Services: The Case of Transformative Services in the Energy Sector, Journal of Service Research, 16, 3, 356-371.

Homburg, Ch., Bornemann, T., Totzek, D. (2009), Preannouncing Pioneering vs. Follower Products: What Should the Message Be?, Journal of the Academy of Marketing Science, 37, 3, 310-327.

VHB-Rating 2024 B

Barner, S., Totzek, D. (2024), Social media in response to COVID-19: how increased social media usage affects the performance of B2B salespeople in the “new normal”, Journal of Personal Selling & Sales Management, im Erscheinen.

Joosten, J., Bilgram, V., Hahn, A., Totzek, D. (2024), Comparing the Ideation Quality of Humans With Generative Artificial Intelligence, IEEE Engineering Management Review, 52, 2, 153-164.

Keränen, J., Kienzler, M., Salonen, A., Terho, H., Totzek, D. (2023), Gain-sharing in performance-based contracting: How risk and fairness drive business customers’ willingness-to-switch to a gain-sharing arrangement, Industrial Marketing Management, 115, 172-184.

Keränen, J., Totzek, D., Salonen, A., Kienzler, M. (2023), Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda, Industrial Marketing Management, 111, 55-68.

Pieringer, E., Totzek, D. (2022), Agency problems in solution selling: How customer perceptions of opportunism and customer characteristics impede their acceptance of outcome-based pricing, Industrial Marketing Management, 106, 279-291.

Nijssen, E. J., van der Borgh, M., Totzek, D. (2022), Dealing with privacy concerns in product-service system selling: Value-based selling as fair treatment practice, Industrial Marketing Management, 105, 60-71.

Keller, A., Vogelsang, M., Totzek, D. (2022), How Displaying Price Discounts Can Mitigate Negative Customer Reactions to Dynamic Pricing, Journal of Business Research, 148, 277-291.

Totzek, D., Jurgensen, G. (2021), Many a little makes a mickle: Why do consumers negatively react to sequential price disclosure?, Psychology & Marketing, 38, 1, 113-128.

Kropp, E., Totzek, D. (2020), How institutional pressures and systems characteristics shape customer acceptance of smart product-service systems, Industrial Marketing Management, 91, November, 468-482.

Hofer, K. M., Niehoff-Hoeckner, L. M., Totzek, D. (2019), Organizing and Implementing Export Pricing: Performance Effects and Moderating Factors, Journal of International Marketing, 27, 1, 74-94.

Leinsle, P., Totzek, D., Schumann, J. H. (2018), How Price Fairness and Fit Affect Customer Tariff Evaluations, Journal of Service Management, 29, 4, 735-764.

Homburg, Ch., Totzek, D., Krämer, M. (2014), How Price Complexity Takes its Toll: The Neglected Role of a Simplicity Bias and Fairness in Price Evaluations, Journal of Business Research, 67, 6, 1114-1122.

Totzek, D., Alavi, S. (2010), Professionalisierung des Preismanagements auf Business-to-Business-Märkten: Die Rolle der Marktorientierung und der Unternehmenskultur, zfbf, 62, 8, 533-562.

Homburg, Ch., Koschate, N., Totzek, D. (2010), How Price Increases Affect Future Purchases: The Role of Mental Budgeting, Income, and Framing, Psychology & Marketing, 27, 1, 36-53.

Bergmeier, M., Ivanova, O., Totzek, D., Scholz, M. (2016), What Makes a Hot Deal? Drivers of Deal Popularity in Online Deal Communities, Proceedings of the 2016 International Conference on Information Systems (ICIS), Dublin.

Totzek, D., Stoffer, G., Pieringer, E. (2024), Vermarktung von Produkt-Service-Systemen in der Industrie 4.0: Grundlagen und zentrale Herausforderungen für Preisbestimmung und Vertrieb, in: Obermaier, R. (Hrsg.), Handbuch Industrie 4.0 und Digitale Transformation, Springer Gabler, Wiesbaden.

Totzek, D., Mang, S. (2024), How research centers can support academic engagement and make an impact on SMEs and regional ecosystems, in: van der Borgh, M., Schäfers, T., Lindgreen, A. (Hrsg.), How to Achieve Societal Impact through Engaged and Collaborative Scholarship: A Guide to Purposeful Marketing Research, Edward Elgar, 364–378.

Joosten, J., Hahn, A., Klug, K., Riedmüller, F., Totzek, D. (2024), Toward a Digital Empathy Framework: Evaluating User Experience Research Methods, Marketing Review St. Gallen, 5/2024, 80-87.

Ahnfeld, T., Hahn, A., Joosten, J., Klug, K., Totzek, D. (2023), Testing Social Media Advertising Effectiveness with Multi-Method User Experience Research, Marketing Review St. Gallen, 6/2023, 32-39.

Pieringer, E., Totzek, D. (2022), Treiber der Adoption smarter Solutions im Business-to-Business-Kontext, in: Bruhn, M., Hadwich, K. (Hrsg.), Smart Services (Forum Dienstleistungsmanagement), Band 3, Wiesbaden, 219-240.

Kropp, E., Totzek, D. (2020), What Drives B-to-B Customers' Adoption of Smart Product-Service Systems? Marketing Review St. Gallen, 1/2020, 12-18.

Totzek, D., Kinateder, G., Kropp, E. (2019), Vermarktung von Produkt-Service-Systemen: Grundlagen und zentrale Herausforderungen für die Preisbestimmung, in: Obermaier, R. (Hrsg.), Handbuch Industrie 4.0 und Digitale Transformation, Wiesbaden, 453-477.

Totzek, D., Maar, D. (2016), Professionelle Dienstleistungen: Zentrale Charakteristika und Managementherausforderungen, in: Corsten, H., Roth, S. (Hrsg.), Handbuch Dienstleistungsmanagement, München, 461-479.

Homburg, Ch., Klarmann, M., Totzek, D. (2012), Using Multi-Informant Designs to Address Key Informant and Common Method Bias, in: Diamantopoulos, A., Fritz, W., Hildebrandt, L. (Hrsg.), Quantitative Marketing and Marketing Management, Wiesbaden, 81-102.

Homburg, Ch., Totzek, D. (2011), Preismanagement auf B2B-Märkten: Zentrale Entscheidungsfelder und Erfolgsfaktoren, in: Homburg, Ch., Totzek, D. (Hrsg.), Preismanagement auf Business-to-Business-Märkten, Wiesbaden, 13-70.

Homburg, Ch., Droll, M., Totzek, D. (2011), Kundenpriorisierung in der Marktbearbeitung: Erfolgswirkung und Erfolgsfaktoren der Umsetzung, in: Homburg, Ch., Wieseke, J. (Hrsg.), Handbuch Vertriebsmanagement, Wiesbaden, 105-122.

Homburg, Ch., Totzek, D. (2011), Das eigene Geschäftsmodell verstehen, salesbusiness, 8/2011, 18-20.

Scholl, M., Totzek, D. (2010), Die Preispolitik professionalisieren, Harvard Business Manager, 4/2010, 43-50. Wiederabdruck in Harvard Business Manager, Edition 4/2011, Pricing - Strategien und Instrumente für die Preispolitik, S. 34-40.

Homburg, Ch., Totzek, D., Droll, M. (2010), All Customers Are Equal, But Some Are More Equal: Should Firms Prioritize Their Customers?, GfK Marketing Intelligence Review, 2, 1, 16-25.

Totzek, D., Herrmann, K. (2007), Erfolgsfaktoren des Markentransfers von Luxusmarken, in: Bauer, H. H., Huber, F., Albrecht, C.-M. (Hrsg.), Erfolgsfaktoren der Markenführung, München, 259-273.