Chair of Marketing
Chair ofMarketing
Marketing is the
activity, set of institutions, and processes for creating, communicating, delivering, and exchanging
offerings that have value for customers, clients, partners, and society at large” (American Marketing
Association). The Berlin campus Chair of Marketing at ESCP educates students in all the school’s
programmes, undertakes exhaustive research activities, and interacts with the business community on an
international level to promote the marketing discipline in how it is applied practically and in its
further conceptual development. We put special emphasis on permanently integrating technological
innovations, social changes, and current economic trends into our teaching and thinking. On our
discipline and its methodology, we take a broad perspective, but have developed deepened expertise in
areas such as services, sales and value in marketing.
- Prof. Dr. Frank Jacob
The team
Teaching
We offer the following courses:
Master in
Management
- Industrial Marketing
- International Business Marketing
- Consumer behaviour & Organizational Buying
- Selling & Sales
- Selling & Negotiations
SALES 4.0
MSc in International Sales Management
- Consumer behaviour & Organizational Buying
- Selling & Negotiations
Additionally, Professor Jacob is teaching in various internal and external executive and customized programmes
Research
Research approach
The marketing discipline rests on two major pillars of analysis: the profound understanding of customers on the demand side of a market, and insights into the systematic implementation of customer directed activities on the supply side. For capturing the previous, we build on established theories of consumer psychology, organizational behaviour, and value conceptualization. For the latter, we closely monitor changes, innovations and trends on what companies in the ever-ongoing competition within the marketplace for customer attention and attraction. In the past, we often focused on the concept of customer integration, i.e. approaches designed to invite customers for collaboration and joint activities. Currently and for the future, we observe and sense interesting phenomena for marketing emerging from the all-encompassing digitization and the great power of the internet. In all our research, we take a clear stance for a solid substantiation of any new proposition put forth in extensive empirical work that follows state of the art methodology. We aim to create research output that is relevant for international research conferences and eligible for publication in world class research journals. Any of our activities was, is and will always be open for internal and external partners to cooperate.
Research topics
Investigating the concept of value-in-use
Value-in-use has become a major topic in marketing theory and practice, in which its emergence is closely linked to that of service-dominant logic (SDL). The central idea is that it is not tangible goods per se, but rather the use of these goods that creates the basis for economic exchange and contributes to the creation of value. This research project aims to investigate the value-in-use concept from both the customer and the firm perspective. Consequently, the objective is to gain an in-depth understanding of how customers perceive and assess value-in-use as well as how practitioners should adapt their marketing approach in order to convey value-in-use successfully.
Identifying shopping motivations and typologies in curated retailing
This project attempts to deepen understanding of a unique service innovation in the modern multichannel retailing environment that has gained attention, particularly in the fashion and apparel industry: curated retailing. Its central idea is to combine the best of both online and offline worlds – namely, convenient online shopping and personal consultation. Stylists support consumers in their shopping process by preselecting products tailor-made to their individual preferences. However, to date, little extant research addresses curated retailing, and knowledge of curated retail shoppers’ motivations and typologies is still scant. With our research efforts, we intend to fill this gap.
Understanding and managing problem solving in the sales context
The contemporary portray of the modern salesperson is that of a problem solver for the customer. However, for different customer groups, different categories of market offerings and different marketing strategies, the nature, both, of a problem and its solution may vary a lot. This projects aims at better understanding underlying mechanisms and systematically spell out recommendations for sales management in the context of solutions selling.
Publications
Find an overview
Journal Article
2017
Why teams achieve higher negotiation profits than individuals: The mediating role of deceptive tactics
JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING, 2017, vol. 32(4), pp. 567-579
Journal Article
2016
Curated Shopping: Value Creation durch One-to-One Solution Seling
MARKETING REVIEW ST. GALLEN, 2016, vol. No. 6, pp. 38-45
Journal Article
2016
Global Sales
THINK GLOBAL, 2016, vol. No. 2, pp. 6 - 11
Journal Article
2016
The customer as enabler of value (co-)creation in the solution business
INDUSTRIAL MARKETING MANAGEMENT, 2016, vol. 56(5), pp. 63-72
Conference Proceedings
2016
Unethical profits: The dark side of bargaining teams
in IACM Annual Conference, IACM, 2016, New York City, United States
Journal Article
2016
Value-in-use: antecedents, dimensions, and consequences
MARKETING ZFP - JOURNAL OF RESEARCH AND MANAGEMENT, 2016, vol. 38(3), pp. 135 - 149
Conference Proceedings
2015
Country of Origin-Effekte bei der Produktindividualisierung
in DLH Workshop, DLM Workshop, 2015, Berlin, Germany
Conference Proceedings
2015
Culture as a cross-border supplier assessment
in International Marketing Trends Conference, International Marketing Trends Conference, 2015, Paris, France
Chapter
2015
Das Lösungsgeschäft aus Kundensicht
in Kundenintregration und Leistungslehre., Fließ, S.; Haase, M.; Jacob, F.; Ehret, M. Eds, Springer, 2015
Chapter
2015
Einführung der Herausgeber
in Kundenintegration und Leistungslehre., Fließ, S.; Haase, M.; Jacob, F.; Ehret, M. (eds), Springer, pp. 1-24, 2015
Team and contact
Prof. Dr. Frank Jacob
Chair Owner & European Academic Director
MSc in SALES 4.0 - Master in International Sales Management
