KRÄMER Martin
PhD in Marketing and Sales
Martin Krämer est Professeur Assistant au sein du département Marketing de NEOMA Business School. Il est spécialisé dans l'efficacité des forces de vente et les technologies innovantes en première ligne organisationnelle.
Ses travaux ont été publiés dans International Journal of Research in Marketing et Journal of Retailing, et ont reçu plusieurs Young Scholar Awards de l'Organizational Frontlines Special Interest Group de l'American Marketing Association (2022, 2023, 2026), ainsi que l'IMU Research for Practice Award.
Il enseigne des cours fondamentaux de théorie et de méthodes marketing dans des programmes de licence et de master.
Martin est titulaire d'un Ph.D. en Marketing de la Ruhr-University Bochum, Allemagne.
KRÄMER, M., "Hidden in Plain Sight: Mining Website Language to Predict B2B Customer Potential" dans AMA Winter Academic Conference, 2026, Madrid
KRÄMER, M., "Compensatory Incentives in Multi-Channel Conflicts: Resolving Tensions or Introducing Performance Risks" dans AMA Winter Academic Conference, 2026
UYSAL, E., D. FINKEN, M. KRÄMER, S. ALAVI, Y. JUN, D. SCHENDZIELARZ, "Virtually mine: Understanding consumer responses to virtual reality product presentations", Journal of Retailing, Juin 2026, vol. 102, no. 2, pp. 461-481
UYSAL, E., D. FINKEN, M. KRÄMER, S. ALAVI, Y. JUN, D. SCHENDZIELARZ, "Virtually mine: Understanding consumer responses to virtual reality product presentations", Journal of Retailing, Juin 2026, vol. 102, no. 2, pp. 461-481
KRÄMER, M., C. DESERNOT, S. ALAVI, C. SCHMITZ, F. BRÜGGEMANN, J. WIESEKE, "The role of salespeople in industrial servitization: How to manage diminishing profit returns from salespeople’s increasing industrial service shares", International Journal of Research in Marketing, Décembre 2022, vol. 39, no. 4, pp. 1235-1252
KRÄMER, M., "Hidden in Plain Sight: Mining Website Language to Predict B2B Customer Potential" dans AMA Winter Academic Conference, 2026, Madrid
KRÄMER, M., "Compensatory Incentives in Multi-Channel Conflicts: Resolving Tensions or Introducing Performance Risks" dans AMA Winter Academic Conference, 2026
KRÄMER, M., "What is the Role of the Social Context for Status Award Effectiveness? Evidence from a Randomized Field Experiment" dans Thought Leadership on the Sales Profession Conference, 2025, Los Angeles
KRÄMER, M., "What is the Role of the Social Context for Status Award Effectiveness? Evidence from a Randomized Field Experiment" dans AMA Winter Academic Conference, 2025, Phoenix
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" dans AMA Winter Academic Conference, 2025, Phoenix
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" dans Frontiers in Service Conference, 2024
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" dans AMA Winter Academic Conference, 2024, St. Pete Beach
KRÄMER, M., "Multi-Goal Incentives in B2B Sales" dans Enhancing Sales Force Productivity Conference, 2024, Tampere
KRÄMER, M., "Frontline Employee Performance Quality Following Pay-for-Performance Reductions" dans 023, Marketing Strategy Consortium, 2023
KRÄMER, M., "Multi-Goal Incentives in B2B Sales" dans AMA Winter Academic Conference, 2023, Nashville
KRÄMER, M., "Supporting Strategic Shifts in the Sales Force with Innovative Incentives – Field Experimental Approaches" dans IMU Frühjahrstagung des Mannheimer Institut für Marktorientierte Unternehmensführung, 2023
KRÄMER, M., "Frontline Employee Performance Quality Following Pay-for-Performance Reductions" dans 2022, Enhancing Sales Force Productivity Conference, 2022, Lawrence
KRÄMER, M., "What is the Role of the Social Context for Status Award Effectiveness? Evidence from a Randomized Field Experiment" dans AMA Winter Academic Conference, 2022, Las Vegas
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" dans 83rd Annual Scientific Conference of the Association of University Professors of Management (VHB), 2022
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" dans AMA Winter Academic Conference, 2022, Las Vegas
KRÄMER, M., "Frontline Employee Performance Quality Following Pay-for-Performance Reductions" dans 2020, AMA Winter Academic Conference, 2020