Bernd Skiera

University of Frankfurt - Department of Marketing

Theodor-Adorno-Platz 4

Frankfurt am Main, 60323

Germany

http://www.skiera.de

SCHOLARLY PAPERS

48

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8

CROSSREF CITATIONS

119

Scholarly Papers (48)

1.

Paying Too Much and Being Happy About it: Existence, Causes and Consequences of Tariff-Choice Biases

Journal of Marketing Research, Vol. XLIII, pp. 212-223, May 2006
Number of pages: 12 Posted: 04 Dec 2006 Last Revised: 29 Jan 2008
Anja Lambrecht and Bernd Skiera
London Business School and University of Frankfurt - Department of Marketing
Downloads 912 (24,752)
Citation 1

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pricing, nonlinear pricing, flat-rate bias, pay-per-use bias, tariff choice, consumer behaviour, internet

2.

Does Uncertainty Matter? Consumer Behaviour Under Three-Part Tariffs

Marketing Science, Vol. 26, No. 5, pp. 698-710, September-October 2007
Number of pages: 13 Posted: 08 May 2006 Last Revised: 30 Nov 2011
Anja Lambrecht, Katja Seim and Bernd Skiera
London Business School, Yale School of Management and University of Frankfurt - Department of Marketing
Downloads 755 (32,177)
Citation 4

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Nonlinear Pricing, Discrete/Continuous Choice Model, Internet Access, Three-Part Tariffs, Uncertainty

3.

The Benefits of Bundling Strategies

Schmalenbach Business Review, Vol. 52, April 2000
Number of pages: 23 Posted: 11 Jun 2002
Bernd Skiera and Torsten Olderog
University of Frankfurt - Department of Marketing and AKAD Fachhochschule Pinneberg
Downloads 631 (41,023)

Abstract:

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Price Bundling, Pricing

4.

Measuring Consumer Willingness to Pay at the Point of Purchase

Journal of Marketing Research, Vol. 39, May 2002
Number of pages: 14 Posted: 20 Nov 2001 Last Revised: 18 Sep 2014
Klaus Wertenbroch and Bernd Skiera
INSEAD - Marketing and University of Frankfurt - Department of Marketing
Downloads 494 (56,186)
Citation 3

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contingent valuation, incentive compatibility, marketing research, pricing, reservation prices, willingness to pay

5.

Channel Power in Multi-Channel Environments

ERIM Report Series Reference No. ERS-2004-041-MKT
Number of pages: 27 Posted: 23 Jun 2006
Sonja Gensler, M. G. Dekimpe and Bernd Skiera
University of Frankfurt - Department of Electronic Commerce, Catholic University of Leuven (KUL) - Department of Applied Economics and University of Frankfurt - Department of Marketing
Downloads 433 (66,099)

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channel power, internet marketing, channel loyalty, conquesting power, Colombo-Morrison model

6.

Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House

Journal of Interactive Marketing, 27 (2013) 270–280
Number of pages: 11 Posted: 21 May 2015
Northwestern University, ESCP Europe, University of Frankfurt - Department of Marketing, Roland Berger Strategy Consultants and Chinese University of Hong Kong
Downloads 228 (133,930)

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Customer relationship management, social media, engagement, information technology, customer insight, employees, key performance indicators

7.

Measurement of Consumer Preferences for Bucket Pricing Plans with Different Service Attributes

International Journal of Research in Marketing (2012), 29(2), 167-180.
Number of pages: 50 Posted: 31 Aug 2011 Last Revised: 20 Dec 2013
Christian Schlereth and Bernd Skiera
WHU - Otto Beisheim School of Management and University of Frankfurt - Department of Marketing
Downloads 227 (134,516)

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Pricing, Willingness to Pay, Discrete Choice Experiments, Bayesian Estimation, Bucket Pricing, Two-Part Pricing Plans, Three-Part Pricing Plans

8.

Impact of Online Channel Use on Customer Revenues and Costs to Serve: Considering Product Portfolios and Self-Selection

International Journal of Research in Marketing, Forthcoming
Number of pages: 44 Posted: 12 Oct 2011 Last Revised: 17 Nov 2011
University of Muenster - Institute for Value-Based Marketing, University of Groningen - Faculty of Economics and Business and University of Frankfurt - Department of Marketing
Downloads 219 (139,318)

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channel management, self-selection effect, product portfolio, matching method, online marketing, distribution

9.

What Makes Deal-of-The-Day Promotions Really Effective? The Interplay of Discount and Time Constraint with Product Type

International Journal of Research in Marketing, Forthcoming
Number of pages: 43 Posted: 22 May 2015 Last Revised: 17 Jun 2015
University of Bremen - Faculty of Business Studies and Economics, ESCP Europe, University of Frankfurt - Department of Marketing and University of Muenster
Downloads 146 (199,677)

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deal-of-the-day, price promotions, time constraint, discount level, promotional effectiveness

10.

An Analysis of the Profitability of Fee-Based Compensation Plans for Search Engine Marketing

International Journal of Research in Marketing, Forthcoming
Number of pages: 41 Posted: 19 Jul 2011 Last Revised: 19 Jun 2014
Vienna University of Economics and Business, University of Frankfurt - Department of Marketing, Independent and affiliation not provided to SSRN
Downloads 124 (227,301)
Citation 1

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electronic commerce, internet marketing, advertising, search engine marketing, agency compensation

11.

Advance Payment Systems: Paying Too Much Today and Being Satisfied Tomorrow

International Journal of Research in Marketing, 32 (3), 2015 Forthcoming , Rotman School of Management Working Paper No. 2575159
Number of pages: 62 Posted: 09 Mar 2015
Goethe University Frankfurt - Marketing, WHU - Otto Beisheim School of Management, Boston University - Questrom School of Business and University of Frankfurt - Department of Marketing
Downloads 107 (252,924)

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innovation; pricing; satisfaction; payment sequence preferences

12.

Second-Generation Prediction Markets for Information Aggregation: A Comparison of Payoff Mechanisms

Number of pages: 33 Posted: 20 Jul 2009
Christian Slamka, Wolfgang Jank and Bernd Skiera
Goethe University Frankfurt, University of Maryland - Decision and Information Technologies Department and University of Frankfurt - Department of Marketing
Downloads 86 (291,912)
Citation 1

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prediction markets, preference markets, idea markets, forecasting, decision making, new product development

13.

Stock Market Returns to Financial Innovations Before and During the Financial Crisis in US and Europe

Forthcoming in Journal of Product Innovation Management
Number of pages: 44 Posted: 26 Oct 2013
Lisa Schöler, Bernd Skiera and Gerard J. Tellis
Goethe University Frankfurt - Faculty of Economics and Business Administration, University of Frankfurt - Department of Marketing and University of Southern California - Marshall School of Business, Department of Marketing
Downloads 83 (298,266)

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financial innovations, risk, returns, innovation radicalness, stock market, financial crisis, innovation complexity

14.

Institutional Forecasting: The Performance of Thin Virtual Stock Markets

ERIM Report Series Reference No. ERS-2006-028-MKT
Number of pages: 35 Posted: 23 Dec 2006
Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM), Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Pennsylvania State University - Institute for the Study of Business Markets and University of Frankfurt - Department of Marketing
Downloads 81 (302,720)

Abstract:

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Forecasting, Electronic Markets, Information Markets, Virtual Stock Markets

15.

Time Preferences and the Pricing of Complementary Durables and Consumables

Ahmadi, I., Skiera, B., Lambrecht, A., & Heubrandner, F. (2017). Time Preferences and the Pricing of Complementary Durables and Consumables. International Journal of Research in Marketing, 34(4), 813–828.
Number of pages: 78 Posted: 13 May 2015 Last Revised: 19 Mar 2018
Goethe University Frankfurt - Marketing, University of Frankfurt - Department of Marketing, London Business School and Goethe University Frankfurt
Downloads 66 (339,626)

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Pricing, Nonlinear pricing, Two-part tariffs, Complementary products, Tied goods, Commitment

16.

Tariff-Specific Preferences and Their Influence on Price Sensitivity

BuR Business Research Journal, Vol. 3, No. 1, May 2010
Number of pages: 11 Posted: 14 Jun 2010
Agnieszka Wolk and Bernd Skiera
Independent and University of Frankfurt - Department of Marketing
Downloads 54 (375,065)

Abstract:

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pricing, nonlinear pricing, tariff choice, tariff-specific preferences, price elasticity, flat rate, three-part tariffs, flat-rate bias, pay-per-use bias

17.

Economic Loss of Cookie Lifetime Restrictions

NET Institute Working Paper No. 17-02
Posted: 10 Oct 2017 Last Revised: 26 Nov 2018
Klaus M. Miller and Bernd Skiera
Goethe University Frankfurt and University of Frankfurt - Department of Marketing

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Cookie; Privacy; Online Advertising; Real-time Bidding; Value of Information; Consumer Protection

18.

Beyond Posted Prices: The Past, Present, and Future of Participative Pricing Mechanisms

Forthcoming in Customer Needs and Solutions
Posted: 06 Feb 2017 Last Revised: 29 Nov 2017
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), University of California, Los Angeles (UCLA) - Anderson School of Management, ESADE - Ramon Llull University, University of Texas at Dallas - Naveen Jindal School of Management, Emory University - Department of Marketing, London Business School - Department of Marketing, University of Cambridge - Cambridge Judge Business School, University of Queensland - Business School, University of Frankfurt - Department of Marketing and Cornell University - Samuel Curtis Johnson Graduate School of Management

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Pay What You Want, Name Your Own Price, Charity Auctions, Outcome and process satisfaction, consumer behavior

19.

Bid-Elicitation Interfaces and Bidding Behavior in Retail Interactive Pricing

Journal of Retailing, Volume 88, Issue 1, March 2012, Pages 131–144, University of Alberta School of Business Research Paper No. 2013-743
Posted: 18 Sep 2014
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Independent, University of Frankfurt - Department of Marketing and Berg & Partner

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20.

Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation

Journal of Marketing, Vol. 76, 17-32, March 2012
Posted: 30 Aug 2014
Frankfurt School of Finance & Management, University of Frankfurt - Department of Marketing and University of Groningen

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customer equity, valuation, shareholder value, customer lifetime value, leverage effect

21.

Sourcing, Filtering, and Evaluating New Product Ideas: An Empirical Exploration of the Performance of Idea Markets

Journal of Product Innovation Management, Vol. 29, Issue 1, 100-112, January 2012
Posted: 30 Aug 2014
Arina Soukhoroukova, Martin Spann and Bernd Skiera
University of Passau, Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Frankfurt - Department of Marketing

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Idea sourcing, idea filtering, idea evaluation, new product development, prediction markets, virtual stock markets, idea markets, innovation, fuzzy front end

22.

Seeding Strategies for Viral Marketing: An Empirical Comparison

Journal of Marketing, 75 (November 2011), 55-71
Posted: 28 Aug 2014
Goethe University Frankfurt - Faculty of Economics and Business Administration, University of Frankfurt - Department of Marketing, Kühne Logistics University - THE KLU and University of Kiel

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viral marketing, seeding strategy, word of mouth, social contagion, targeting

23.

Differences in the Ability of Structural and Reduced-Form Models to Improve Pricing Decisions

Marketing – Journal of Research and Management, Vol. 6, Issue 1, 91-99
Posted: 28 Aug 2014
Bernd Skiera
University of Frankfurt - Department of Marketing

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24.

Identification of Lead Users for Consumer Products via Virtual Stock Markets

Journal of Product Innovation Management, Vol. 26, 322-335, 2009
Posted: 27 Aug 2014
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), WHU Otto Beisheim School of Management, University of Frankfurt - Department of Marketing and WHU Otto Beisheim School of Management

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Virtual Stock Markets, Lead user, Innovation, Expert identification, New product development, Internet

25.

Customer Equity – An Integral Part of Financial Reporting

Journal of Marketing, Vol. 72, Issue 2, 1-14 (March 2008)
Posted: 21 Aug 2014
Independent, University of Frankfurt - Department of Marketing and Assistant Professor of Marketing

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customer equity, decomposition, financial reporting, customer lifetime value

26.

Drivers of the Long Tail Phenomenon: An Empirical Analysis

Journal of Management Information Systems, Vol. 27, Issue 4, 43-69, Spring 2011
Posted: 21 Aug 2014
Oliver Hinz, Jochen Eckert and Bernd Skiera
Goethe University Frankfurt - Faculty of Economics and Business Administration, University of Technology Sydney (UTS) - School of Marketing and University of Frankfurt - Department of Marketing

Abstract:

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electronic commerce, long tail, recommendation systems, search technology, video-on-demand

27.

Costa: Contribution Optimizing Sales Territory Alignment

Marketing Science, Vol. 18, S. 196-213
Posted: 20 Aug 2014
Bernd Skiera and Sönke Albers
University of Frankfurt - Department of Marketing and Christian-Albrechts-Universitaet at Kiel

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salesforce research, industrial marketing, forecasting

28.

The Ability to Compensate for Suboptimal Capacity Decisions by Optimal Pricing Decisions

European Journal of Operational Research, Vol. 118, S. 450-463, 1999
Posted: 20 Aug 2014
Bernd Skiera and Martin Spann
University of Frankfurt - Department of Marketing and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

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Marketing, Pricing, Capacity, Peak-load pricing, Flat maximum principle

29.

Internet-Based Virtual Stock Markets for Business Forecasting

Management Science, Volume 49 Issue 10, October 2003, pp. 1310-1326
Posted: 20 Aug 2014
Martin Spann and Bernd Skiera
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Frankfurt - Department of Marketing

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Internet, Forecasting, Virtual Stock Market, Design of Virtual Stock Markets, Movies, Virtual Markets

30.

Measuring Individual Frictional Costs and Willingness-to-Pay via Name-Your-Own-Price Mechanisms

Journal of Interactive Marketing, Vol. 18, Issue 4, 22-36, Autumn (Fall) 2004
Posted: 20 Aug 2014
Martin Spann, Bernd Skiera and Björn Schäfers
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), University of Frankfurt - Department of Marketing and Independent

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Pricing, Name-Your-Own-Price, Willingness-to-Pay, Market Design, Frictional Costs

31.

Sports Forecasting: A Comparison of the Forecast Accuracy of Prediction Markets, Betting Odds and Tipsters

Journal of Forecasting, Vol. 28, Issue1, 55-72, January 2009
Posted: 14 Aug 2014
Martin Spann and Bernd Skiera
Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) and University of Frankfurt - Department of Marketing

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sports forecasting, prediction markets, combined forecasts, rule-based forecasts

32.

Time Preference and the Welfare Effects of Tie-In Sales

Economics Letters, Vol. 108, Issue 3, 314-317, September 2010
Posted: 14 Aug 2014
Florian Heubrandner and Bernd Skiera
Goethe University Frankfurt and University of Frankfurt - Department of Marketing

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Tie-in sales, Time preference, Pricing, Intertemporal consumer choice

33.

Prediction Markets as Institutional Forecasting Support Systems

Decision Support Systems, Vol. 49, 404-416
Posted: 06 Aug 2014
Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM), Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management), Pennsylvania State University - Institute for the Study of Business Markets and University of Frankfurt - Department of Marketing

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Prediction Markets, Institutional forecasting

34.

Antecedents and Consequences of the Online Channel Performance

Journal of Retailing and Consumer Services, Vol. 16, Issue 3, 163-173
Posted: 06 Aug 2014
Agnieszka Wolk and Bernd Skiera
Independent and University of Frankfurt - Department of Marketing

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Internet channel, Company performance, Electronic commerce, Distribution management

35.

Optimization and Analysis of the Profitability of Tariff Structures with Two-Part Tariffs

European Journal of Operational Research, Vol. 206, Issue 3, 691-701
Posted: 06 Aug 2014 Last Revised: 07 Aug 2014
WHU - Otto Beisheim School of Management, Independent and University of Frankfurt - Department of Marketing

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Marketing, Pricing, Two-part tariffs, Mixed integer nonlinear programming

36.

An Analysis of the Importance of the Long Tail in Search Engine Marketing

Electronic Commerce Research and Applications, Vol. 9, 488-494
Posted: 06 Aug 2014 Last Revised: 23 Aug 2014
Bernd Skiera, Jochen Eckert and Oliver Hinz
University of Frankfurt - Department of Marketing, University of Technology Sydney (UTS) - School of Marketing and Goethe University Frankfurt - Faculty of Economics and Business Administration

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Long tail, Search engine marketing, Online marketing

37.

Referral Programs and Customer Value

Journal of Marketing, Vol. 75, Issue 1, 46-59
Posted: 06 Aug 2014 Last Revised: 27 Aug 2014
Independent, University of Frankfurt - Department of Marketing and University of Pennsylvania - Marketing Department

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customer referral programs, customer loyalty, customer value, customer management, word of mouth, social networks

38.

Measuring Consumers’ Preferences for Metered Pricing of Services

Journal of Service Research, Vol. 14, Issue 4, 443-459
Posted: 06 Aug 2014
WHU - Otto Beisheim School of Management, University of Frankfurt - Department of Marketing and Independent

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metered pricing, usage-based pricing, conjoint analysis, pricing, services

39.

How Retailers Exploit Consumers' Biased Perceptions of Shipping Costs

International Journal of Electronic Commerce, Vol. 16, Issue 3, 65-87
Posted: 06 Aug 2014
Tanja Frischmann, Oliver Hinz and Bernd Skiera
Independent, Goethe University Frankfurt - Faculty of Economics and Business Administration and University of Frankfurt - Department of Marketing

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Electronic commerce, e-tail, price comparison, pricing, shipping costs

40.

Using Discrete Choice Experiments to Estimate Willingness-to-Pay Intervals

Marketing Letters, Vol. 23, Issue 3, 761-776
Posted: 06 Aug 2014
WHU - Otto Beisheim School of Management, University of Technology Sydney (UTS) - School of Marketing and University of Frankfurt - Department of Marketing

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Willingness-to-pay, Willingness-to-pay intervals, Discrete choice experiments, Scale heterogeneity

41.

A Comparison of Methods to Separate Treatment from Self-Selection Effects in an Online Banking Setting

Journal of Business Research, Vol. 66, Issue 9, 1272-1278
Posted: 06 Aug 2014
University of Muenster - Institute for Value-Based Marketing, University of Groningen - Faculty of Economics and Business and University of Frankfurt - Department of Marketing

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Self-selection effects, Matching methods, Instrumental variables method, Control function method, Online use

42.

Prediction Market Performance and Market Liquidity: A Comparison of Automated Market Makers

IEEE Transactions on Engineering Management, Vol. 60, Issue 1, 169-185
Posted: 06 Aug 2014
Christian Slamka, Bernd Skiera and Martin Spann
Goethe University Frankfurt, University of Frankfurt - Department of Marketing and Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

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Engineering management, decision making, engineering management:, electronic commerce, mathematics, prediction algorithms

43.

PROSAD: A Bidding Decision Support System for Profitable Search Engine Marketing

Marketing Science, Vol. 32, Issue 2, 213-220
Posted: 06 Aug 2014
Bernd Skiera and Nadia Abou Nabout
University of Frankfurt - Department of Marketing and Vienna University of Economics and Business

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decision support system, optimized bidding, search engine advertising, online advertising

44.

Not all Fun and Games: Viral Marketing for Utilitarian Products

Journal of Marketing: January 2014, Vol. 78, No. 1, pp. 1-19
Posted: 30 Jul 2014 Last Revised: 06 Aug 2014
Christian Schulze, Lisa Schöler and Bernd Skiera
Frankfurt School of Finance & Management, Goethe University Frankfurt - Faculty of Economics and Business Administration and University of Frankfurt - Department of Marketing

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social media marketing, viral marketing, utilitarian, sharing mechanisms, Facebook, apps

45.

Practice Prize Paper — PROSAD: A Bidding Decision Support System for Profit Optimizing Search Engine Advertising

Marketing Science, Vol. 32, No. 2, 2013; pp. 213-220; DOI: 10.1287/mksc.1120.0735
Posted: 13 Nov 2013
Bernd Skiera and Nadia Abou Nabout
University of Frankfurt - Department of Marketing and Vienna University of Economics and Business

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decision support system, optimized bidding, search engine advertising, online advertising

46.

PROSAD: A Bidding Decision Support System for Profit Optimizing Search Engine Advertising

Marketing Science, Forthcoming
Posted: 25 Jun 2012
Bernd Skiera and Nadia Abou Nabout
University of Frankfurt - Department of Marketing and Vienna University of Economics and Business

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decision support system, optimized bidding, search engine advertising, online advertising

47.

Return on Quality Improvements in Search Engine Marketing

Journal of Interactive Marketing, Vol. 26, No. 3, pp. 141-154
Posted: 25 Jun 2012
Nadia Abou Nabout and Bernd Skiera
Vienna University of Economics and Business and University of Frankfurt - Department of Marketing

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search engine marketing, keyword advertising, online marketing

Evaluating Channel Performance in Multi-Channel Environments

Journal of Retailing and Consumer Services, Vol. 14, pp. 17-23, 2007
Posted: 07 May 2009 Last Revised: 09 Nov 2012
Sonja Gensler, M. G. Dekimpe and Bernd Skiera
University of Muenster - Institute for Value-Based Marketing, Catholic University of Leuven (KUL) - Department of Applied Economics and University of Frankfurt - Department of Marketing

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Multi-channel management, Loyalty, Colombo and Morrison model, Marketing metrics

Evaluating Channel Performance in Multi-Channel Environments

Journal of Retailing and Consumer Services, Vol. 14, Issue 1 ,17-23, 2007
Posted: 20 Aug 2014
Bernd Skiera, M. G. Dekimpe and Sonja Gensler
University of Frankfurt - Department of Marketing, Catholic University of Leuven (KUL) - Department of Applied Economics and University of Muenster - Institute for Value-Based Marketing

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Multi-channel management, Loyalty, Colombo and Morrison model, Marketing metrics