Ingmar Geiger

The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences

Ingmar Geiger, Aurélia Durand, Samy Saab et al. · Industrial Marketing Management · 2011 · 128 citations

Relationship Marketing, Economics, Supplier Relationship +9

A model of negotiation issue–based tactics in business-to-business sales negotiations

Ingmar Geiger · Industrial Marketing Management · 2017 · 81 citations

Negotiation, Negotiation Theory, Sales Management +7

An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms

Tobias Frese, Ingmar Geiger, Florian Dost · Small Business Economics · 2019 · 66 citations

Startup Ecosystem, Business Intelligence, Management +9

When East meets West at the bargaining table: adaptation, behavior and outcomes in intra- and intercultural German–Chinese business negotiations

Kai Lügger, Ingmar Geiger, Harald Neun et al. · Journal of Business Economics · 2014 · 47 citations

Negotiation, Culture, International Management +8

Which types of multi-stage marketing increase direct customers' willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting

Ingmar Geiger, Florian Dost, Alejandro Schönhoff et al. · Industrial Marketing Management · 2015 · 26 citations

Customer Satisfaction, Which Types, Business-to-business Research +10