Publications
Full publication list of Univ.-Prof. Dr. Michael Steiner — Chair of Marketing, Witten/Herdecke University. Organised by VHB rating tier (VHB-JOURQUAL3 / VHB Rating 2024).
7VHB-A
5VHB-B
5VHB-C
14Peer-Reviewed (no VHB)
5Books
3Book chapters
4Working Papers
Legend: * = corresponding author · VHB rating per VHB Rating 2024 (Verband der Hochschullehrer für Betriebswirtschaft — the German Academic Association for Business Research) · DOI links lead to the publisher page of the respective article.
A citation-updated overview is available on Google Scholar.
VHB-A Publications (7)
From Rarity to Desire: How Introducing New Limited Editions, the Immediacy of Sellouts, and Distribution Strategies Drive Brand Repurchase Intentions
Journal of Retailing, 101(3), 409–430 ()VHB Rating 2024 – Marketing
Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions
International Journal of Research in Marketing, 41(2), 382–402 ()VHB Rating 2024 – Marketing
The Influence of Social Cues on Users' Information Disclosure Intentions – The Case of Mobile Apps
Proceedings of the 38th International Conference on Information Systems (ICIS), Seoul, South Korea () — Completed Research PaperVHB Rating 2024 – Information Systems
Platform Adoption in System Markets: The Roles of Preference Heterogeneity and Consumer Expectations
International Journal of Research in Marketing, 33(2), 276–296 ()VHB Rating 2024 – Marketing
Do Customized Service Packages Impede Value Capture in Industrial Markets?
Journal of the Academy of Marketing Science, 44(2), 151–165 ()VHB Rating 2024 – Marketing
The Influence of Learning Management System Components on Learners' Motivation in a Large-Scale Social Learning Environment
Proceedings of the 34th International Conference on Information Systems (ICIS), Milan, Italy () — Completed Research PaperVHB Rating 2024 – Information Systems
Solving Multiattribute Design Problems with Analytic Hierarchy Process and Conjoint Analysis: An Empirical Comparison
European Journal of Operational Research, 164(3), 760–777 ()VHB Rating 2024 – Operations Research
VHB-B Publications (5)
How Mobile In-Store Advertising Influences Purchase Intention: Value Drivers and Mediating Effects from a Consumer Perspective
Psychology & Marketing, 34(2), 157–174 ()VHB Rating 2024 – Marketing
DOI: 10.1002/mar.20981
Platform Adoption in Network Markets: Selecting Beneficial Partners to Achieve Market Dominance
International Journal of Innovation Management, 19(2), 1550028-1 to -37 ()VHB Rating 2024 – Marketing
Influence of Monetary and Non-Monetary Incentives on Students' Behavior in Blended Learning Settings in Higher Education
Lecture Notes in Computer Science, HCI International 2013, Vol. 8029, 104–112VHB Rating 2024 – Information Systems
To invest or not to invest in brands? Drivers of brand relevance in B2B markets
Industrial Marketing Management, 40(7), 1082–1092 ()VHB Rating 2024 – Marketing
Enabling individualized recommendations and dynamic pricing of value-added services through willingness-to-pay data
Electronic Markets, 20(2), 131–146 ()VHB Rating 2024 – Information Systems
VHB-C Publications (5)
Understanding the role of (dual) entitlement effects on industrial customers' willingness-to-pay for ancillary services
Journal of Service Management Research, 8(2), 94–114 ()VHB Rating 2024 – Marketing
A User's Guide to the Galaxy of Conjoint Analysis and Compositional Preference Measurement
Marketing ZfP – Journal of Research and Management, 40(2), 3–25 ()VHB Rating 2024 – Marketing
A Customer-based Approach for Selecting Attributes and Levels for Preference Measurement
International Journal of Product Development, 21(4), 233–266 ()VHB Rating 2024 – Technology, Innovation and Entrepreneurship
Identifying Unacceptable Attribute Levels in Preference Measurement: Assessing the Methodological Differences between and Relative Performance of Common Methods
Marketing ZFP, 34th vol., No. 2, 110–123 ()VHB Rating 2024 – Marketing
Measuring Customer Preferences in New Product Development: Comparing Compositional and Decompositional Methods
International Journal of Product Development, 1(1), 12–29 ()VHB Rating 2024 – Technology, Innovation and Entrepreneurship
Peer-Reviewed without VHB 2024 rating (14)
Selling in the Digital Age: Tailoring information communication to B2B buyers' situational needs
Proceedings of the 53rd EMAC Annual Conference, Pozuelo (Madrid), Spain () — formerly VHB Jourqual D
Understanding informal care burden domains' impact on overall burden – a structural equation modeling approach with cross-sectional data from Germany
Journal of Social Policy, online 2023:1–17
Understanding the role of (dual) entitlement effects on industrial customers' willingness-to-pay for ancillary services
Proceedings of the 51st EMAC Annual Conference, Odense, Denmark () — formerly VHB Jourqual D
The Influence of Attribution and Entitlement Effects on Industrial Customers' Willingness-to-Pay for Ancillary Services
Marketing Theory and Applications (Proceedings of the AMA Winter Educators' Conference), San Diego, USA () — formerly VHB Jourqual D
Lost customers due to unavailability or more customers due to scarcity? How stockouts and scarcity information impact brand value and repurchase intention in the luxury industry
Proceedings of the 44th EMAC Annual Conference, Oslo, Norway () — formerly VHB Jourqual D
Increasing Customers' Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats
Proceedings of the 41st EMAC Annual Conference, Istanbul, Turkey () — formerly VHB Jourqual D
Decision-Making Styles' Influence on Brand Extension Success Drivers – It matters where you come from and where you go
Proceedings of the 41st EMAC Annual Conference, Istanbul, Turkey () — formerly VHB Jourqual D
How to Improve Decision-making for Long-term Savings Plans by Presenting Distributions
in: The day after – Inspiration, innovation, implementation, ed. Maja Makovec Brenčič. Proceedings of the 40th EMAC Annual Conference, Ljubljana, Slovenia () — formerly VHB Jourqual D
Joint Demand for Consumer Durables and Value-added Services – The Impact of Information Structure
Proceedings of the 40th EMAC Annual Conference, Ljubljana, Slovenia () — formerly VHB Jourqual D
Presenting Distributions: How to Mitigate the Misperceptions of Cost Components in Long-term Savings Plans
The Second World Non-Profit & Social Marketing Conference, April 10–12, Dublin ()
Presenting Distributions: How to Mitigate the Misperceptions of Cost Components in Long-term Saving Plans
Proceedings of the German-French-Austrian (GFA) Conference on Quantitative Marketing, September 16–18, Vienna ()
A Comparative Empirical Study on Common Methods for Measuring Preferences
International Journal of Management and Decision Making, 9(3), 242–265 () — formerly VHB Jourqual E
Customer-Oriented Preference Measurement with Target-Group Specific Attribute Sets
Proceedings of the 36th EMAC Annual Conference, Reykjavik, Iceland () — formerly VHB Jourqual D
Nutzung von Eigenschaftsarten im Rahmen der Präferenzanalyse – Eine Meta-Studie, Diskussion und Empfehlungen
GfK Jahrbuch der Absatz- und Verbrauchsforschung, 53rd vol., No. 1, 76–98 () — formerly VHB Jourqual E · German-language article
Books (5)
Marketing, Vertrieb und Distribution
UTB Verlag, Konstanz and Munich () — Textbook · German-language
Vermarktung hybrider Leistungsbündel – Das ServPay-Konzept
Springer Verlag, Heidelberg () · German-language
Präferenzmessung: Methodengestützte nachfrager- und segmentspezifische Neuproduktentwicklung
Kohlhammer Verlag, Stuttgart () · German-language
Nachfragerorientierte Präferenzmessung: Bestimmung zielgruppenspezifischer Eigenschaftssets auf Basis von Kundenbedürfnissen
DUV Verlag, Wiesbaden () — Doctoral dissertation · German-language
Die Aktiengesellschaft und ihr Aufsichtsrat im Mittelstand
Josef Eul Verlag, Lohmar () · German-language
Book chapters (3)
Chapter 16 — Auswahlbasierte Conjoint-Analyse
in: Multivariate Analysemethoden – Eine anwendungsorientierte Einführung – Komplexe Verfahren; 12th edition, online: multivariate.de () · German-language
Innovationssystem Jena – Ergebnisse einer Unternehmensbefragung
in: Cantner, U., Helm, R., Meckl, R. (eds.): Strukturen und Strategien in einem Innovationssystem: Das Beispiel Jena. Verlag Wissenschaft & Praxis, Stuttgart () · German-language
Strategienentwicklung und Strategien von Unternehmen in Innovationssystemen: eine empirische Analyse
in: Cantner, U., Helm, R., Meckl, R. (eds.): Strukturen und Strategien in einem Innovationssystem: Das Beispiel Jena. Verlag Wissenschaft & Praxis, Stuttgart () · German-language
Working Papers (4)
How Consumers' Willingness-to-Pay is measured in Practice: An Empirical Analysis of Common Approaches' Relevance
SSRN, March 18, 2012
SSRN: abstract=2025618
Presenting Distributions: How to Mitigate the Misperceptions of Cost Components in Long-term Saving Plans
Working Paper, September 2009
Messung von Zahlungsbereitschaften für hybride Leistungsbündel — Konzeption und Toolentwicklung im Rahmen der Softwarearchitektur H2-ServPay
Working Paper No. 5 in the series "ServPay – Zahlungsbereitschaften für Geschäftsmodelle produktbegleitender Dienstleistungen", Betriebswirtschaftliches Institut für Anlagen und Systemtechnologien, Münster () · German-language
EVAS — A New Method for the Customer-oriented Selection of an Evoked-Set based Attribute-Set for Preference Measurement
Jena Research Papers in Business and Economics, No. 12/2007
FAQ Frequently asked questions (People-also-ask)
How many publications does Michael Steiner have?
43 scientific publications — 7 VHB-A, 5 VHB-B, 5 VHB-C, 14 further peer-reviewed contributions (without VHB 2024 rating), 5 books, 3 book chapters, and 4 working papers. As of 2025.
In which A-journals has Michael Steiner published?
Steiner's VHB-A publications appear in Journal of Retailing (2025), International Journal of Research in Marketing (2024 and 2016), Journal of the Academy of Marketing Science (2016), European Journal of Operational Research (2005), and as Completed Research Papers at the International Conference on Information Systems (ICIS) Seoul 2017 and Milan 2013.
What is Michael Steiner's most recent publication?
Steiner, M., Hoyer, W. D., Krafft, M., Kamp, L., & Arden-Feddersen, C. (). From Rarity to Desire: How Introducing New Limited Editions, the Immediacy of Sellouts, and Distribution Strategies Drive Brand Repurchase Intentions. Journal of Retailing, 101(3), 409–430. — A VHB-A contribution on limited editions, sellouts, and distribution strategies in brand management.
What is the VHB rating?
The VHB rating is the quality classification of scientific journals and conference proceedings by the German Academic Association for Business Research (Verband der Hochschullehrer für Betriebswirtschaft, VHB). The current classification is called VHB Rating 2024 (predecessor: VHB-JOURQUAL3). A stands for top-tier journals, B for very good outlets, C for recognised scientific journals.
Which research priorities are reflected in Steiner's publications?
Recurring themes: limited editions and scarcity (Journal of Retailing 2025; EMAC Oslo 2016), preference measurement and conjoint analysis (EJOR 2005; Marketing ZfP 2017, 2012; several working papers), digitalisation in B2B sales and hybrid products (JAMS 2016, IJRM 2016, Industrial Marketing Management 2011), platform business models (IJRM 2016, IJIM 2014), behavioral pricing and willingness-to-pay (IJRM 2024).
Where can I find a citation-updated overview?
On Google Scholar: scholar.google.com/citations?user=3UkQeS0AAAAJ — all publications with current citation counts.
Is there a textbook by Michael Steiner?
Yes: Helm, R., Mauroner, O., Steiner, M. (). Marketing, Vertrieb und Distribution. UTB Verlag, Konstanz and Munich (German-language).