| 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 | 190 | 2012 |
| A model of negotiation issue–based tactics in business-to-business sales negotiations I Geiger Industrial Marketing Management 64, 91-106, 2017 | 116 | 2017 |
| 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 (3), 641-664, 2020 | 93 | 2020 |
| Business-und Dienstleistungsmarketing: die Vermarktung integrativ erstellter Leistungsbündel R Weiber, M Kleinaltenkamp, I Geiger Kohlhammer Verlag, 2022 | 88 | 2022 |
| Geschäftsbeziehungsmanagement M Kleinaltenkamp, W Plinke Springer Verlag, 1997 | 83 | 1997 |
| From letter to Twitter: A systematic review of communication media in negotiation I Geiger Group decision and negotiation 29 (2), 207-250, 2020 | 48 | 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 (1), 15-43, 2015 | 48 | 2015 |
| 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 |
| 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 | 40 | 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 (4), 735-763, 2014 | 36 | 2014 |
| Business relationship management and marketing M Kleinaltenkamp, W Plinke, I Geiger Springer Texts in Business and Economics, 2015 | 32 | 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 | 31 | 2020 |
| 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 | 31 | 2017 |
| Fundamentals of Business-to-business Marketing M Kleinaltenkamp, W Plinke, I Wilkinson, I Geiger springer, 2015 | 31 | 2015 |
| Auftrags-und Projektmanagement W Plinke, I Geiger Springer Gabler, 2013 | 31 | 2013 |
| Industrielle Verhandlungen: empirische Untersuchung von Verhandlungsmacht und-interaktion in Einzeltransaktion und Geschäftsbeziehung I Geiger DUV, 2008 | 30 | 2008 |
| Mind the medium: a qualitative analysis of email negotiation JD Parlamis, I Geiger Group Decision and Negotiation 24 (2), 359-381, 2015 | 27 | 2015 |
| 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 | 22 | 2018 |
| “What’s it really worth?” A meta-analysis of customer-perceived relationship value in B2B markets I Geiger, D Naacke Journal of Business & Industrial Marketing 38 (4), 751-773, 2023 | 18 | 2023 |
| Geschäftsbeziehungsmanagement: Konzepte, Methoden, Instrumente M Kleinaltenkamp, W Plinke, I Geiger, F Jacob, A Söllner Gabler Verlag, 2011 | 16 | 2011 |
Michael KleinaltenkampProfessor (Emeritus) of Business and Services Marketing, Freie Universitaet BerlinVerified email at fu-berlin.de
