publications

Geiger, I., & Naacke, D. (2022). “What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets. Journal of Business & Industrial Marketing, ahead-of-print. doi:10.1108/JBIM-09-2021-0438

Geiger, I., Bischoff, L., & Vogler, T. (2022). Multiple parties behind and across the table: A role-play simulation of parallel, competitive order negotiations for training B2B sales professionals. Industrial Marketing Management, 103, 170-182. doi:10.1016/j.indmarman.2022.03.014

Geiger, I. (2021). Correction to: From Letter to Twitter: A Systematic Review of Communication Media in Negotiation. Group Decision and Negotiation, 30(5), 1193-1194. doi:10.1007/s10726-021-09751-0

Bode, C., & Geiger, I. (2021). Not just another internal service provider: How a firm’s market research function influences uses of market research information. European Journal of Marketing, 55(2), 385-419. doi:10.1108/EJM-07-2019-0580..

Geiger, I. (2020). From Letter to Twitter: A Systematic Review of Communication Media in Negotiation. Group Decision and Negotiation, 29(2), 207-250. doi:10.1007/s10726-020-09662-6

Geiger, I., & Hüffmeier, J. (2020). “The more, the merrier” or “less is more”? How the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes. Industrial Marketing Management, 87, 90-105. doi:10.1016/j.indmarman.2020.02.013

Frese, T., Geiger, I., & Dost, F. (2020). An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms. Small Business Economics, 54(3), 641–664. doi:10.1007/s11187-019-00147-8

Geiger, I. & Laubert, C. (2018). Situational strategic versus personal influences on negotiation medium choice - Media synchronicity theory and affect for communication channel. International Journal of Conflict Management, 29(3), 398-423. doi:10.1108/IJCMA-06-2017-0054

Laubert, C., & Geiger, I. (2018). Disentangling complexity: how negotiators identify and handle issue-based complexity in business-to-business negotiation. Journal of Business Economics, 88(9), 1061–1103. doi:10.1007/s11573-018-0896-6

Geiger, I. (2017). A model of negotiation issue–based tactics in business-to-business sales negotiations. Industrial Marketing Management, 64(3), 91-106. doi:10.1016/j.indmarman.2017.02.003

Dost, F., Geiger, I. (2017): Value-based pricing in competitive situations with the help of multi-product price-response maps, Journal of Business Research, 76, 219-236. doi:10.1016/j.jbusres.2017.01.004

Geiger, I., Kluckert, M., Kleinaltenkamp, M. (2017): Customer Acceptance of Tradable Service Contracts, Journal of Business Economics, 87(2), 155–183. doi: 10.1007/s11573-016-0817-5

Geiger, I., Dost, F., Schönhoff, A.M., Kleinaltenkamp, M. (2015): Which types of multistage marketing increase direct customers’ willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting, Industrial Marketing Management, 47(3), 175-189. doi: 10.1016/j.indmarman.2015.02.042.

Parlamis, J. D., & Geiger, I. (2015). Mind the Medium: A Qualitative Analysis of Email Negotiation. Group Decision and Negotiation, 24(2), 359-381. doi: 10.1007/s10726-014-9393-7

Lügger, K., Geiger, I., Neun, H., & Backhaus, K. (2015). When East meets West at the bargaining table: adaptation, behavior and outcomes in intra- and intercultural German–Chinese business negotiations. Journal of Business Economics, 85(1), 15-43. doi: 10.1007/s11573-013-0703-3

Geiger, I., & Parlamis, J. (2014). Is there more to email negotiation than email? The role of email affinity. Computers in Human Behavior, 32(1), 67-78. doi: 10.1016/j.chb.2013.11.016

Geiger, I. (2014). Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations. Group Decision and Negotiation, 23(4), 735-763. doi: 10.1007/s10726-012-9317-3

Geiger, I., Durand, A., Saab, S., Kleinaltenkamp, M., Baxter, R., & Lee, Y. (2012). The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: An investigation into role differences. Industrial Marketing Management, 41(1), 82-93. doi: 10.1016/j.indmarman.2011.11.013

Schilling, M. S., Mulford, M. A., & Geiger, I. R. (2006). Collective Bargaining as a Two Level-Game: Direct Learner-Expert Interactions. Simulation & Gaming, 37(3), 326-338. doi: 10.1177/1046878106289969

Geiger, I. (2007): Industrielle Verhandlungen – Empirische Untersuchung von Verhandlungsmacht und -interaktion in Einzeltransaktion und Geschäftsbeziehung, Wiesbaden: Deutscher Universitätsverlag

Weiber, R., Kleinaltenkamp, M., & Geiger, I. (2022): Business- und Dienstleistungsmarketing – Die Vermarktung integrativ erstellter Leistungsbündel, 2. erw. und akt. Aufl., Stuttgart: Kohlhammer

Geiger, I. (2023). Negotiating the Sale of Knowledge-Intensive Business Service Projects. In T. Aichner (Ed.), Serving the Customer: The Role of Selling and Sales (pp. 79-107). Wiesbaden: Springer Fachmedien Wiesbaden.

Rouhi, K., & Geiger, I. (2023). Management von Marketing-Effektivität und -Effizienz im Einzelhandel: Ein kombiniertes Modell des wahrgenommenen Kundenwerts und des Customer Lifetime Value *. In M. Kleinaltenkamp, L. Gabriel, J. Morgen, & M. Nguyen (Hrsg.), Marketing und Innovation in disruptiven Zeiten (S. 203-227). Wiesbaden: Springer Fachmedien Wiesbaden.

Geiger, I. (2021). Communication Media and Negotiation: A Review. In D. M. Kilgour & C. Eden (Eds.), Handbook of Group Decision and Negotiation (2. ed., pp. 211-230). Cham: Springer International Publishing.

Geiger, I. (2016): Negotiation Management. In: . Kleinaltenkamp, W. Plinke & I. Geiger (Eds.), Business Project Management and Marketing - Mastering Business Markets (pp. 207-275). Heidelberg: Springer.

Geiger, I. & Krüger, S. (2016): Inquiry evaluation and proposal preparation. In: . Kleinaltenkamp, W. Plinke & I. Geiger (Eds.), Business Project Management and Marketing - Mastering Business Markets (pp. 55-81). Heidelberg: Springer.

Geiger, I., Wilken, R., & Backhaus, K. (2015). How ongoing relationships facilitate buyer-seller negotiation processes and outcomes. In S. Fließ, M. Haase, F. Jacob, & M. Ehret (Eds.), Kundenintegration und Leistungslehre (pp. 369-389). Wiesbaden: SpringerGabler.

Geiger, I. (2015). Strategies of Business Relationship Management. In M. Kleinaltenkamp, W. Plinke & I. Geiger (Eds.), Business Relationship Management & Marketing - Mastering Business Markets (pp. 109 – 152). Heidelberg: Springer.

Geiger, I., & Kleinaltenkamp, M. (2015). Instruments of Business Relationship Management. In M. Kleinaltenkamp, W. Plinke & I. Geiger (Eds.), Business Relationship Management & Marketing - Mastering Business Markets (pp. 195 - 244). Heidelberg: Springer.

Geiger, I., & Kleinaltenkamp, M. (2015). Internal Implementation of Business Relationship Management. In M. Kleinaltenkamp, W. Plinke & I. Geiger (Eds.), Business Relationship Management & Marketing – Mastering Business Markets (pp. 245 - 288). Heidelberg: Springer.

Geiger, I. (2013). Verhandlungsmanagement. In M. Kleinaltenkamp, W. Plinke & I. Geiger (Hrsg.), Auftrags- und Projektmanagement (2. Aufl., S. 223- 299). Berlin: Springer Gaber.

Geiger, I., & Krüger, S. (2013). Anfragenbewertung und Angebotserstellung. In M. Kleinaltenkamp, W. Plinke & I. Geiger (Hrsg.), Auftrags- und Projektmanagement (2. Aufl., S. 59- 89). Berlin: Springer Gabler.

Geiger, I., Bode, C., Frese, T., & Posdorf, D. (2011). Werte- und verhaltensbasierte Marktsegmentierung und Markenpositionierung mit dem RB Profiler. In F. Keuper & T. Bald (Hrsg.), Innovative Markenführung und Markenimplementierung (S. 193-214). Berlin: Logos.

Geiger, I. (2011). Strategien des Geschäftsbeziehungsmanagements. In M. Kleinaltenkamp, W. Plinke, I. Geiger, F. Jacob & A. Söllner (Hrsg.), Geschäftsbeziehungsmanagement (2. Aufl., S. 141-194). Wiesbaden: Gabler.

Geiger, I., & Kleinaltenkamp, M. (2011). Instrumente des Geschäftsbeziehungsmanagements. In M. Kleinaltenkamp, W. Plinke, I. Geiger, F. Jacob & A. Söllner (Hrsg.), Geschäftsbeziehungsmanagement (2. Aufl., S. 195-154). Wiesbaden: Gabler.

Geiger, I., & Kleinaltenkamp, M. (2011). Interne Umsetzung des Geschäftsbeziehungsmanagements. In M. Kleinaltenkamp, W. Plinke, I. Geiger, F. Jacob & A. Söllner (Hrsg.), Geschäftsbeziehungsmanagement (2. Aufl., S. 255-208). Wiesbaden: Gabler.

Backhaus, K., Geiger, I., & Wilken, R. (2005). Effizienzorientierte Technologiebewertung mit Data Envelopment Analysis (DEA). In J. Amelingmeyer & P. E. Harland (Eds.), Technologiemanagement und Marketing: Herausforderungen eines integrierten Innovationsmanagements (pp. 289-306). Wiesbaden: Gabler.

Geiger, I, Salmen, A., & Zerres, A.: Is the buyer really king? A meta-analysis on the influence of buyer and seller roles on economic negotiation outcomes, IACM 2019 Dublin Conference

Zhang, H., Majer, J., Geiger, I. & Trötschel, R.: Does Closing a Package Close a Deal or Close or Door? Issue Packaging and Agenda Setting in Integrative Negotiations, IACM 2019 Dublin Conference

Ebner, N., Geiger, I., Lewicki, R., Mor, S., Parlamis, J, & Schneider, A.: Negotiation via and with technology: Media Effects, AI, and beyond, IACM 2019 Dublin Conference

Geiger, I. & Bischoff, L.: Multiple parties behind and across the table: a simulation of parallel, competitive order negotiations for training B2B sales professionals, 9th BMM-EMAC Biennial International Conference on Business Market Management, Berlin-Dahlem 2019

Geiger, I. & Hüffmeier, J.: The impact of a varying number of negotiation issues: Economic and socio-emotional outcomes, IACM 2017 Berlin conference

Zhang, H. & Geiger, I.: It Matters When You Do It – Issue Packaging in Multi-Issue Negotiation, IACM 2017 Berlin conference 

Zhang, H. & Geiger, I.: “Take things easy” or “come straight to the point”? The order of issue packages in negotiation and its effect on dyadic economic outcomes, IACM 2016 New York conference

Großmann, T., Kleinaltenkamp, M. & Geiger, I.: Exploring Fairness in Business-to-Business Contract Negotiation and Implementation, IACM 2015 Clearwater Beach Conference

Laubert, C. & Geiger, I.: Understanding and managing issue complexity in business-to-business negotiations: An exploratory field study, IACM 2015 Clearwater Beach Conference

Zhang, H. & Geiger, I.:  “Do good things come in small packages”? Issue packages in negotiation and their effect on dyadic economic outcomes, IACM 2015 Clearwater Beach Conference

Geiger, I., Hüffmeier, J.: “The more, the merrier” or “less is more”? Number of issues in negotiation and their effect on dyadic economic outcomes, IACM 2014 Leiden Conference

Geiger, I., Laubert, C., Parlamis, J.: Taking a fresh look at the communication medium in negotiation: A test of media synchronicity theory, IACM 2014 Leiden Conference

Zhu, M., Kleinaltenkamp, M., Geiger, I.: Where Should Fairness Judgment Be Anchored? Fairness as a Decision Heuristic for Achieving Inter-Firm Compliance, in: Proceedings of the 43rd EMAC conference, Valencia

Frese, T., Geiger, I. (2013): Antecedents of effectual and predictive decision logics and their impact on the degree of business model innovation, in: Proceedings of the 13th EURAM conference, Istanbul

Bode, C., Geiger, I. (2013): How do market research departments influence the use of market research information?, in: Proceedings of the 42nd EMAC conference, Istanbul

Frese, T., Geiger, I. (2013):  Effectual vs. Predictive Decision Logics: Antecedents and Impact on Product and Business Model Innovation, in: Proceedings of the 42nd EMAC conference, Istanbul

Geiger, I. (2013): Issue Management and Agenda Setting in Business-to-Business Sales Negotiations, in: Proceedings of the 42nd EMAC conference, Istanbul

Schönhoff, A., Geiger, I., Kleinaltenkamp, M. (2013):  Does multi-stage marketing pay?, in: Proceedings of the 42nd EMAC conference, Istanbul

Neun, H, Geiger, I., Lügger, K., Backhaus, K. (2012): Group and individual level cultural influences in intra-cultural and intercultural negotiation between German and Chinese negotiators, IACM 2012 Stellenbosch Conference.

Parlamis, J., Geiger, I. (2012): Success in email negotiations – a phase analysis, IACM 2012 Stellenbosch Conference

Rouhi, K., Geiger, I. (2012): Marketing efficiency and the CPV-CLV framework, in: Proceedings of the 41st EMAC conference, Lisbon

Geiger, I., Parlamis, J. (2011): Is There More to Email Negotiation than Email? Exploring Facets of Email Affinity, IACM 2011 Istanbul Conference.

Geiger, I., Lefaix-Durand, A., Saab, S., Kleinaltenkamp, M., Baxter, R., Lee, Y. (2011): The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: an investigation into role differences, in: Proceedings of the 40th EMAC conference, Ljubljana

Kluckert, M.; Geiger, I.; Kleinaltenkamp, M. (2011): Acceptance of Standardized Service Contracts, in: Proceedings of the 40th EMAC conference, Ljubljana

Geiger, I., Lefaix-Durand, A., Saab, S., Kleinaltenkamp, M., Baxter, R., Lee, Y. (2011): The bonding effects of relationship value and switching costs in industrial buyer-seller relationships: An investigation into role differences, in: Tommi Mahlamäki, Olavi Uusitalo & Doris Jansson (Eds.): Proceedings of the 5th International Conference on Business Market Management, p. 22-44, Tampere/Finnland

Geiger, I. (2010): Negotiator Satisfaction in Face-to-Face and Electronically Mediated Negotiations, IACM 2010 Boston Conference.

Geiger, I., Wilken, R., Backhaus, K. (2010): Enhancing negotiation success through a good BATNA and buyer-seller relationships – An investigation into the “black box” of negotiations, in: Proceedings of the 39th EMAC Conference, Copenhagen

Backhaus, K., Geiger, I., Wilken, R. (2006): Success Factors in Business-to-Business Marketing Negotiations: Empirical Evidence and a Comprehensive Framework, in: Proceedings of the 1st conference on Business Market Management, Berlin

Schilling, M. S., Mulford, M. A., Geiger, I. R. (2005): Zug um Zug 2015: Collective bargaining as a two-level game, in: Proceedings of the ABSEL National Conference, Orlando

Geiger, I. (2023). Negotiating the Sale of Knowledge-Intensive Business Service Projects. 6th Industrial Marketing Management summit, Bamberg

Geiger, I. (2018): Modeling competitive purchasing negotiations for teaching sales professionals. IACM 2018 Philadelphia Conference

Grossmann, T., Kleinaltenkamp, M., Geiger, I. (2013): The Effects of Fairness on Industrial Buyer-Seller Negotiations and Contract Implementation, 4th Conference on Enhancing Salesforce Productivity, Münster

Lügger, K., Geiger, I., Neun, H., Backhaus, K. (2013): When Europe and Asia Meet at the Bargaining Table: Negotiation Behavior and Adaptation in Intra- and Intercultural German-Chinese Business Negotiations, 4th Conference on Enhancing Salesforce Productivity, Münster

Wilken, R., Geiger, I., Backhaus, K. (2013): Do Relationships Protect from Weak Alternatives in Business Negotiations?, 4th Conference on Enhancing Salesforce Productivity, Münster

Geiger, I. (2013): “What do we need to talk about?” - Agenda Setting, Issue Management and Issue Based Tactics in Business-to-Business Sales Negotiations, 6th conference on Business Market Management, Bamberg

Geiger, I. (2012): Issue Management & Agenda Setting in B-to-B Sales Negotiations, ISBM Academic Conference, Chicago

Rouhi, K., Geiger, I. (2010): Customer Value and Marketing Efficiency, Tagung Handelsforschung, Berlin

Geiger, I., Kleinaltenkamp, M., Lee, Y., Saab, S. (2010): Commitment in Industrial Buyer-seller relationships, ISBM Academic Conference, Boston