Dr Bernd Skiera

STAFF PROFILE

Position

Professorial Research Fellow

Faculty

Faculty of Business and Law

Department

BL Deakin Business School

Campus

Overseas (Offshore Teaching)

Publications

Filter by

2017

Do disclosures of customer metrics lower investors' and analysts' uncertainty but hurt firm performance?

E Bayer, K Tuli, B Skiera

(2017), Vol. 54, pp. 239-259, Journal of Marketing Research, United States, C1-1

journal

Two new features in discrete choice experiments to improve willingness-to-pay estimation that result in SDR and SADR: separated (adaptive) dual response

C Schlereth, B Skiera

(2017), Vol. 63, pp. 829-842, Management science, Providence, R.I., C1-1

journal

What should be the dependent variable in marketing-related event studies?

B Skiera, E Bayer, L Schöler

(2017), Vol. 34, pp. 641-659, International journal of research in marketing, Amsterdam, The Netherlands, C1

journal
2016

Visualizing asymmetric competition among more than 1,000 products using big search data

D Ringel, B Skiera

(2016), Vol. 35, pp. 511-534, Marketing science, Catonsville, Md., C1-1

journal
2015

Customer equity reporting

T Wiesel, B Skiera

(2015), pp. 466-482, Handbook of research on customer equity in marketing, Cheltenham, Eng., B1-1

chapter

What makes deal-of-the-day promotions really effective? The interplay of discount and time constraint with product type

M Eisenbeiss, R Wilken, B Skiera, M Cornelissen

(2015), Vol. 32, pp. 387-397, International Journal of Research in Marketing, United Kingdom, C1-1

journal

Advance payment systems: paying too much today and being satisfied tomorrow

F Schulz, C Schlereth, N Mazar, B Skiera

(2015), Vol. 32, pp. 238-250, International journal of research in marketing, Amsterdam, The Netherlands, C1-1

journal
2014

Measurement of preferences with self-explicated approaches: a classification and merge of trade-off- and non-trade-off-based evaluation types

C Schlereth, C Eckert, R Schaaf, B Skiera

(2014), Vol. 238, pp. 185-198, European journal of operational research, Amsterdam, The Netherlands, C1-1

journal

The impact of Buy-Now features in pay-per-bid auctions

J Reiner, M Natter, B Skiera

(2014), Vol. 31, pp. 77-104, Journal of management information systems, Abingdon, Eng., C1-1

journal

Customer-based valuation: similarities and differences to traditional discounted cash flow models

B Skiera, C Schulze

(2014), pp. 123-134, Handbook of service marketing research, Cheltenham, Eng., B1-1

chapter

A comparison of different pay-per-bid auction formats

J Kim, T Brünner, B Skiera, M Natter

(2014), Vol. 31, pp. 368-379, International Journal of Research in Marketing, United Kingdom, C1-1

journal

Stock market returns to financial innovations before and during the financial crisis in the United States and Europe

L Schöler, B Skiera, G Tellis

(2014), Vol. 31, pp. 973-986, The Journal of Product Innovation Management, United States, C1-1

journal

On the edge of buying: A targeting approach for indecisive buyers based on willingness-to-pay ranges

F Dost, R Wilken, M Eisenbeiss, B Skiera

(2014), Vol. 90, pp. 393-407, Journal of Retailing, United Kingdom, C1-1

journal

Empirical generalizations in search engine advertising

N Abou Nabout, M Lilienthal, B Skiera

(2014), Vol. 90, pp. 206-216, Journal of Retailing, United Kingdom, C1-1

journal

Not all fun and games: viral marketing for utilitarian products

C Schulze, L Schöler, B Skiera

(2014), Vol. 78, pp. 1-19, Journal of Marketing, United States, C1-1

journal
2013

Prediction market performance and market liquidity: a comparison of automated market makers

C Slamka, B Skiera, M Spann

(2013), Vol. 60, pp. 169-185, IEEE transactions on engineering management, Piscataway, N.J., C1-1

journal

Optimal product-sampling strategies in social networks: how many and whom to target?

C Schlereth, C Barrot, B Skiera, C Takac

(2013), Vol. 18, pp. 45-72, International journal of electronic commerce, New York, N.Y., C1-1

journal

Practice prize paper -PROSAD: a bidding decision support system for profit optimizing search engine advertising

B Skiera, N Abou Nabout

(2013), Vol. 32, pp. 213-220, Marketing science, Catonsville, Md., C1-1

journal

Comparing methods to separate treatment from self-selection effects in an online banking setting

S Gensler, P Leeflang, B Skiera

(2013), Vol. 66, pp. 1272-1278, Journal of business research, Amsterdam, The Netherlands, C1-1

journal

DISE: dynamic intelligent survey engine

C Schlereth, B Skiera

(2013), pp. 225-243, Quantitative marketing and marketing management: marketing models and methods in theory and practice, Wiesbaden, Germany, B1-1

chapter

Managing customer relationships in the social media era: introducing the social CRM house

E Malthouse, M Haenlein, B Skiera, E Wege, M Zhang

(2013), Vol. 27, pp. 270-280, Journal of interactive marketing, Amsterdam, The Netherlands, C1-1

journal

Data-driven services marketing in a connected world

V Kumar, V Chattaraman, C Neghina, B Skiera, L Aksoy, A Buoye, J Henseler

(2013), Vol. 24, pp. 330-352, Journal of service management, Bingley, Eng., C1-1

journal
2012

Retailers' use of shipping cost strategies: free shipping or partitioned prices?

T Frischmann, O Hinz, B Skiera

(2012), Vol. 16, pp. 65-88, International journal of electronic commerce, Abingdon, Eng, C1-1

journal

Second-generation prediction markets for information aggregation: a comparison of payoff mechanisms

C Slamka, W Jank, B Skiera

(2012), Vol. 31, pp. 469-489, Journal of forecasting, London, Eng., C1-1

journal

Willingness-to-pay estimation with choice-based conjoint analysis: addressing extreme response behavior with individually adapted designs

S Gensler, O Hinz, B Skiera, S Theysohn

(2012), Vol. 219, pp. 368-378, European journal of operational research, Amsterdam, The Netherlands, C1-1

journal

Using discrete choice experiments to estimate willingness-to-pay intervals

C Schlereth, C Eckert, B Skiera

(2012), Vol. 23, pp. 761-776, Marketing letters, New York, N.Y., C1-1

journal

Return on quality improvements in search engine marketing

N Abou Nabout, B Skiera

(2012), Vol. 26, pp. 141-154, Journal of interactive marketing, Amsterdam, The Netherlands, C1-1

journal

Impact of online channel use on customer revenues and costs to serve: considering product portfolios and self-selection

S Gensler, P Leeflang, B Skiera

(2012), Vol. 29, pp. 192-201, International journal of research in marketing, Amsterdam, The Netherlands, C1-1

journal

Measurement of consumer preferences for bucket pricing plans with different service attributes

C Schlereth, B Skiera

(2012), Vol. 29, pp. 167-180, International journal of research in marketing, Amsterdam, The Netherlands, C1-1

journal

Linking customer and financial metrics to shareholder value: the leverage effect in customer-based valuation

C Schulze, B Skiera, T Wiesel

(2012), Vol. 76, pp. 17-32, Journal of marketing, Chicago, Ill., C1-1

journal

An analysis of the profitability of fee-based compensation plans for search engine marketing

N Abou Nabout, B Skiera, T Stepanchuk, E Gerstmeier

(2012), Vol. 29, pp. 68-80, International journal of research in marketing, Amsterdam, The Netherlands, C1-1

journal

Bid-elicitation interfaces and bidding behavior in retail interactive pricing

M Spann, G Häubl, B Skiera, M Bernhardt

(2012), Vol. 88, pp. 131-144, Journal of retailing, Amsterdam, The Netherlands, C1-1

journal

Sourcing, filtering, and evaluating new product ideas: an empirical exploration of the performance of idea markets

A Soukhoroukova, M Spann, B Skiera

(2012), Vol. 29, pp. 100-112, Journal of product innovation management, London, Eng., C1-1

journal
2011

Drivers of the long tail phenomenon: an empirical analysis

O Hinz, J Eckert, B Skiera

(2011), Vol. 27, pp. 43-70, Journal of management information systems, Abingdon, Eng., C1-1

journal

Seeding strategies for viral marketing: an empirical comparison

O Hinz, B Skiera, C Barrot, J Becker

(2011), Vol. 75, pp. 55-71, Journal of marketing, Chicago, Ill., C1-1

journal

Referral programs and customer value

P Schmitt, B Skiera, C Van Den Bulte

(2011), Vol. 75, pp. 46-59, Journal of marketing, Chicago, Ill., C1-1

journal

Measuring consumers' preferences for metered pricing of services

C Schlereth, B Skiera, A Wolk

(2011), Vol. 14, pp. 443-459, Journal of service research, London, Eng., C1-1

journal

Why customer referrals can drive stunning profits

P Schmitt, B Skiera, C van den Bulte

(2011), Vol. 89, Harvard business review, Boston, Mass., C1-1

journal

Customer equity sustainability ratio: a new metric for assessing a firm's future orientation

B Skiera, M Bermes, L Horn

(2011), Vol. 75, pp. 118-131, Journal of marketing, Chicago, Ill., C1-1

journal
2010

My customers are better than yours! On reporting customer equity

T Wiesel, B Skiera, J Villanueva

(2010), Vol. 2, pp. 43-53, GfK marketing intelligence review, Warsaw, Pol., C1-1

journal

Time preference and the welfare effects of tie-in sales

F Heubrandner, B Skiera

(2010), Vol. 108, pp. 314-317, Economics letters, Amsterdam, The Netherlands, C1-1

journal

Decision making in virtual worlds: an experimental test of altruism, fairness and presence

M Spann, O Hinz, I-H Hann, B Skiera

(2010), pp. 1-12, ECIS 2010 : Proceedings of the 18th European Conference on Information Systems, Pretoria, South Africa, E1-1

conference

Vickrey vs. eBay: why second-price sealed-bid auctions lead to more realistic price-demand functions

C Barrot, S Albers, B Skiera, B Schäfers

(2010), Vol. 14, pp. 7-38, International journal of electronic commerce, New York, N.Y., C1-1

journal

An analysis of the importance of the long tail in search engine marketing

B Skiera, J Eckert, O Hinz

(2010), Vol. 9, pp. 488-494, Electronic commerce research and applications, Amsterdam, The Netherlands, C1-1

journal

Prediction Markets as institutional forecasting support systems

G Van Bruggen, M Spann, G Lilien, B Skiera

(2010), Vol. 49, pp. 404-416, Decision support systems, Amsterdam, The Netherlands, C1-1

journal

Optimization and analysis of the profitability of tariff structures with two-part tariffs

C Schlereth, T Stepanchuk, B Skiera

(2010), Vol. 206, pp. 691-701, European journal of operational research, Amsterdam, The Netherlands, C1-1

journal

The impact of new media on customer relationships

T Hennig-Thurau, E Malthouse, C Friege, S Gensler, L Lobschat, A Rangaswamy, B Skiera

(2010), Vol. 13, pp. 311-330, Journal of service research, London, Eng., C1-1

journal
2009

Sports forecasting: a comparison of the forecast accuracy of prediction markets, betting odds and tipsters

M Spann, B Skiera

(2009), Vol. 28, pp. 55-72, Journal of forecasting, London, Eng., C1-1

journal

Managing your customer's tariff choice: what to do when your customers pay too much

A Lambrecht, B Skiera

(2009), Vol. 1, pp. 16-23, GfK marketing intelligence review, Warsaw, Pol., C1-1

journal

Dashboards as a service: why, what, how, and what research is needed?

K Pauwels, T Ambler, B Clark, P LaPointe, D Reibstein, B Skiera, B Wierenga, T Wiesel

(2009), Vol. 12, pp. 175-189, Journal of service research, London, Eng., C1-1

journal

Identification of lead users for consumer products via virtual stock markets

M Spann, H Ernst, B Skiera, J Soll

(2009), Vol. 26, pp. 322-335, Journal of product innovation management, Chichester, Eng., C1-1

journal

Antecedents and consequences of Internet channel performance

A Wolk, B Skiera

(2009), Vol. 16, pp. 163-173, Journal of retailing and consumer services, Amsterdam, The Netherlands, C1-1

journal
2008

Prioritizing sales force decision areas for productivity improvements using a core sales response function

B Skiera, S Albers

(2008), Vol. 28, pp. 145-154, Journal of personal selling and sales management, Abingdon, Eng., C1-1

journal

Customer equity: an integral part of financial reporting

T Wiesel, B Skiera, J Villanueva

(2008), Vol. 72, pp. 1-14, Journal of marketing, Chicago, Ill., C1-1

journal
2007

Does uncertainty matter? Consumer behavior under three-part tariffs

A Lambrecht, K Seim, B Skiera

(2007), Vol. 26, pp. 698-710, Marketing science, Catonsville, Md., C1-1

journal

Evaluating channel performance in multi-channel environments

S Gensler, M Dekimpe, B Skiera

(2007), Vol. 14, pp. 17-23, Journal of retailing and consumer services, Kidlington, Eng., C1-1

journal
2006

Paying too much and being happy about it: existence, causes, and consequences of tariff-choice biases

A Lambrecht, B Skiera

(2006), Vol. 43, pp. 212-223, Journal of marketing research, Chicago, Ill., C1-1

journal
2005

Erlösquellen und preismodelle für den business-to-consumer-bereich im internet

B Skiera, M Spann, U Walz

(2005), Vol. 47, pp. 285-293, Wirtschaftsinformatik, Wiesbaden, Germany, C1-1

journal
2004

Measuring individual frictional costs and willingness-to-pay via name-your-own-price mechanisms

M Spann, B Skiera, B Schäfers

(2004), Vol. 18, pp. 22-36, Journal of interactive marketing, Amsterdam, The Netherlands, C1-1

journal

Financial-chain-management

D Pfaff, B Skiera, T Weitzel

(2004), Vol. 46, pp. 107-117, Wirtschaftsinformatik, Wiesbaden, Germany, C1-1

journal
2003

Internet-based virtual stock markets for business forecasting

M Spann, B Skiera

(2003), Vol. 49, pp. 1310-1326, Management science, Catonsville, Md., C1-1

journal
2002

Measuring consumers' willingness to pay at the point of purchase

K Wertenbroch, B Skiera

(2002), Vol. 39, pp. 228-241, Journal of marketing research, Chicago, Ill., C1-1

journal
1999

The ability to compensate for suboptimal capacity decisions by optimal pricing decisions

B Skiera, M Spann

(1999), Vol. 118, pp. 450-463, European journal of operational research, Amsterdam, The Netherlands, C1-1

journal
1998

COSTA: contribution optimizing sales territory alignment

B Skiera, S Albers

(1998), Vol. 17, pp. 196-213, Marketing science, Catonsville, Md., C1-1

journal

Funded Projects at Deakin

No Funded Projects at Deakin found

Supervisions

No completed student supervisions to report