| The bonding effects of relationship value and switching costs in industrial buyer–seller relationships: An investigation into role differences I Geiger, A Durand, S Saab, M Kleinaltenkamp, R Baxter, Y Lee Industrial Marketing Management 41 (1), 82-93, 2012 | 185 | 2012 |
| A model of negotiation issue–based tactics in business-to-business sales negotiations I Geiger Industrial Marketing Management 64, 91-106, 2017 | 105 | 2017 |
| Geschäftsbeziehungsmanagement M Kleinaltenkamp, I Geiger, M Gersch, F Jacob, W Plinke, A Söllner Springer Verlag, 1997 | 94 | 1997 |
| An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms T Frese, I Geiger, F Dost Small Business Economics 54, 641-664, 2020 | 86 | 2020 |
| Business-und Dienstleistungsmarketing: die Vermarktung integrativ erstellter Leistungsbündel R Weiber, M Kleinaltenkamp, I Geiger Kohlhammer Verlag, 2022 | 85 | 2022 |
| Is there more to email negotiation than email? The role of email affinity I Geiger, J Parlamis Computers in Human Behavior 32, 67-78, 2014 | 44 | 2014 |
| From letter to Twitter: A systematic review of communication media in negotiation I Geiger Group Decision and Negotiation 29 (2), 207-250, 2020 | 39 | 2020 |
| When East meets West at the bargaining table: Adaptation, behavior and outcomes in intra-and intercultural German–Chinese business negotiations K Lügger, I Geiger, H Neun, K Backhaus Journal of Business Economics 85, 15-43, 2015 | 37 | 2015 |
| Which types of multi-stage marketing increase direct customers' willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting I Geiger, F Dost, A Schönhoff, M Kleinaltenkamp Industrial Marketing Management 47, 175-189, 2015 | 36 | 2015 |
| Media effects on the formation of negotiator satisfaction: The example of face-to-face and text based electronically mediated negotiations I Geiger Group Decision and Negotiation 23, 735-763, 2014 | 34 | 2014 |
| Value-based pricing in competitive situations with the help of multi-product price response maps F Dost, I Geiger Journal of Business Research 76, 219-236, 2017 | 29 | 2017 |
| Auftrags-und Projektmanagement W Plinke, I Geiger Springer Gabler, 2013 | 29 | 2013 |
| Mind the medium: a qualitative analysis of email negotiation JD Parlamis, I Geiger Group Decision and Negotiation 24, 359-381, 2015 | 27 | 2015 |
| Business relationship management and marketing M Kleinaltenkamp, W Plinke, I Geiger Springer Texts in Business and Economics, 2015 | 27 | 2015 |
| “The more, the merrier” or “less is more”? How the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes I Geiger, J Hüffmeier Industrial Marketing Management 87, 90-105, 2020 | 26 | 2020 |
| Fundamentals of Business-to-business Marketing M Kleinaltenkamp, W Plinke, I Wilkinson, I Geiger springer, 2015 | 25 | 2015 |
| Industrielle Verhandlungen: empirische Untersuchung von Verhandlungsmacht und-interaktion in Einzeltransaktion und Geschäftsbeziehung I Geiger Springer-Verlag, 2007 | 22 | 2007 |
| Situational strategic versus personal influences on negotiation medium choice: Media synchronicity theory and affect for communication channel I Geiger, C Laubert International Journal of Conflict Management 29 (3), 398-423, 2018 | 19 | 2018 |
| Interne Umsetzung des Geschäftsbeziehungsmanagements I Geiger, M Kleinaltenkamp Geschäftsbeziehungsmanagement: Konzepte, Methoden, Instrumente, 255-307, 2011 | 16 | 2011 |
| Disentangling complexity: how negotiators identify and handle issue-based complexity in business-to-business negotiation C Laubert, I Geiger Journal of Business Economics 88 (9), 1061-1103, 2018 | 14 | 2018 |
Michael KleinaltenkampProfessor (Emeritus) of Business and Services Marketing, Freie Universitaet BerlinDirección de correo verificada de fu-berlin.de
