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Dr Bernd Skiera

STAFF PROFILE

Position

Professorial Research Fellow

Faculty

Faculty of Business and Law

Department

BL Deakin Business School

Campus

International Appointments

Biography

In course of both his academic and professional careers, Dr Bernd Skiera has consistently demonstrated the ability to achieve results. He has been ranked by Handelsblatt, which is the major German business newspaper and which regularly evaluates the research performance of all (more than 2000) professors in business in Germany, Austria and Switzerland, in 2014 as the number 1 researcher with respect to the research performance of past five years.

His research interests are marketing analytics, data-driven marketing, electronic commerce, online advertising, customer management, pricing, marketing automation and robotic selling.

Bernd’s publications appeared in journals such as Management Science, Marketing Science, Journal of Marketing Research, and Journal of Marketing. I was a winner and a three-time runner-up of the MSI/H. Paul Root Award of the Marketing Science Institute and the American Marketing Association.

Read more on Bernd's profile

Research interests

  • Marketing Analytics
  • Data-Driven marketing
  • Electronic Commerce 
  • Online Advertising 
  • Customer Management 
  • Pricing 
  • Marketing Automation  
  • Robotic Selling

Affiliations

  • Member, European Marketing Academy.
  • Member, INFORMS Society for Marketing Science.

Awards

  • Appointment of Fellow of European Marketing Academy (EMAC Fellow), European Marketing Academy (EMAC), 2018.

Publications

Filter by

2020

Pricing metrics and the importance of minimum and billing increments

B Skiera, C Schlereth, S Oetzel

(2020), Vol. 23, pp. 321-336, Journal of service research, London, Eng., C1

journal article

Consumer protection on Kickstarter

D Blaseg, C Schulze, B Skiera

(2020), Vol. 39, pp. 211-233, Marketing Science, Catonsville, MD, C1

journal article

Estimating Network Effects in Two-Sided Markets

O Hinz, T Otter, B Skiera

(2020), Vol. 37, pp. 12-38, Journal of Management Information Systems, London, Eng., C1

journal article

The impact of online display advertising and paid search advertising relative to offline advertising on firm performance and firm value

E Bayer, S Srinivasan, E Riedl, B Skiera

(2020), pp. 1-16, International journal of research in marketing, Amsterdam, The Netherlands, C1

journal article
2019

Data analytics in a privacy-concerned world

J Wieringa, P Kannan, X Ma, T Reutterer, H Risselada, B Skiera

(2019), pp. 1-11, Journal of business research, Amsterdam, The Netherlands, C1-1

journal article

Prospect theory in a dynamic game: theory and evidence from online pay-per-bid auctions

T Brnner, J Reiner, M Natter, B Skiera

(2019), Vol. 164, pp. 215-234, Journal of economic behavior and organization, Amsterdam, The Netherlands, C1-1

journal article
2018

Visualizing asymmetric competitive market structure in large markets

D Ringel, B Skiera

(2018), pp. 431-447, Handbook of Marketing Analytics: Methods and Applications in Marketing Management, Public Policy, and Litigation Support, Cheltenham, Eng., B1-1

book chapter

How customer referral programs turn social capital into economic capital

C Van den Bulte, E Bayer, B Skiera, P Schmitt

(2018), Vol. 55, pp. 132-146, Journal of marketing research, Chicago, Ill., C1

journal article

Why do consumers prefer static instead of dynamic pricing plans? An empirical study for a better understanding of the low preferences for time-variant pricing plans

C Schlereth, B Skiera, F Schulz

(2018), Vol. 269, pp. 1165-1179, European journal of operational research, Amsterdam, The Netherlands, C1-1

journal article

Helping merchants to assess the profitability of deal-of-the-day promotions

J Reiner, B Skiera

(2018), Vol. 48, pp. 247-259, Interfaces, Catonsville, Md., C1-1

journal article
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 article

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 article

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

B Skiera, E Bayer, L Schler

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

journal article

Time preferences and the pricing of complementary durables and consumables

I Ahmadi, B Skiera, A Lambrecht, F Heubrandner

(2017), Vol. 34, pp. 813-828, International journal of research in marketing, Amsterdam , The Netherlands, C1-1

journal article
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 article
2015

Customer equity reporting

T Wiesel, B Skiera

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

book 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 article

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 article
2014

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

book chapter

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 article

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 article

A comparison of different pay-per-bid auction formats

J Kim, T Brnner, B Skiera, M Natter

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

journal article

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

L Schler, B Skiera, G Tellis

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

journal article

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 article

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 article

Not all fun and games: viral marketing for utilitarian products

C Schulze, L Schler, B Skiera

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

journal article
2013

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

book chapter

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 article

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 article

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 article

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 article

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 article

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 article
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 article

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 article

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 article

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 article

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 article

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 article

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 article

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 article

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 article

Bid-elicitation interfaces and bidding behavior in retail interactive pricing

M Spann, G Hubl, B Skiera, M Bernhardt

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

journal article

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 article
2011

Drivers of the long tail phenomenon: an empirical analysis

O Hinz, J Eckert, B Skiera

(2011), Vol. 27, pp. 43-69, Journal of management information systems, Abingdon, Eng., C1-1

journal article

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 article

Referral programs and customer value

P Schmitt, B Skiera, C Van Den Bulte

(2011), Vol. 75, pp. 46-59, Journal of Marketing, C1-1

journal article

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 article

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 article

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 article
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 article

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 article

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

C Barrot, S Albers, B Skiera, B Schfers

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

journal article

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 article

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 article

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 article

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 article

Tariff-specific preferences and their influence on price sensitivity

A Wolk, B Skiera

(2010), Vol. 3, pp. 70-80, Business research, Cham, Switzerland, C1-1

journal article

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
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 article

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 article

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 article

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 article

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 article

Customer relationship management processes in retail banking - Best practice and business value evaluation

S Berger, S Gensler, B Skiera, T Wiesel

(2009), Proceedings of the 42nd Annual Hawaii International Conference on System Sciences, HICSS, E1-1

conference
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 article

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 article
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 article

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 article
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 article
2005

Erlsquellen und preismodelle fr 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 article
2004

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

M Spann, B Skiera, B Schfers

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

journal article

Financial-chain-management

D Pfaff, B Skiera, T Weitzel

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

journal article
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 article
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 article
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 article
1998

COSTA: contribution optimizing sales territory alignment

B Skiera, S Albers

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

journal article

Funded Projects at Deakin

No Funded Projects at Deakin found

Supervisions

No completed student supervisions to report