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Robert Wilken is a Professor of International Marketing at ESCP Europe Berlin campus. Currently, he teaches Marketing, Pricing, Quantitative Methods and Research Methods in both graduate and PhD programmes.
Between 1997 and 2003, he studied Mathematics and Business Administration at the University of Muenster (Germany). He was then a research assistant at the Institute of Business-to-Business Marketing (Prof. Dr. Dr. h.c. Klaus Backhaus) at the same university. He received his doctoral degree in 2007. Since summer 2007, he has been with ESCP Europe.
Robert Wilken is a member of various academic institutions, and conducts research in collaboration with colleagues from a number of universities, including Bremen, Muenster, and Trier (Germany), Birmingham and Manchester (United Kingdom), and Seattle (USA).

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37 publications

Journal Article

2019

WILKEN, R., A.AIGNER, S.GEISENDORF

Using Consumer Empowerment to Increase the Effectiveness of Price Discounts

MARKETING ZFP - JOURNAL OF RESEARCH AND MANAGEMENT, 41(2), 48-63

Journal Article

2019

CAUSSAT, P., N.PRIME, R.WILKEN

How Multinational Banks in India Gain Legitimacy: Organisational Practices and Resources Required for Implementation

MANAGEMENT INTERNATIONAL REVIEW, 59(4), 561-591

Journal Article

2019

BODEN, J., E.MAIER, R.WILKEN

The effect of credit card versus mobile payment on convenience and consumers’ willingness to pay

JOURNAL OF RETAILING AND CONSUMER SERVICES, Vol. 52, 101910

Journal Article

2018

WILKEN, R., H.NAGLER, A.DE JONG, C.SCHMITZ

A multilevel approach to the process of concession-making in price negotiations

DIE UNTERNEHMUNG - SWISS JOURNAL OF BUSINESS RESEARCH AND PRACTICE, 72(1), 37-50

Journal Article

2017

AYKAC, T., R.WILKEN, F.JACOB, N.PRIME

Why teams achieve higher negotiation profits than individuals: The mediating role of deceptive tactics

JOURNAL OF BUSINESS AND INDUSTRIAL MARKETING, 32(4), 567-579

Journal Article

2017

MAIER, E., R.WILKEN

Broad and Narrow Country-of-Origin Effects and Domestic Country Bias

JOURNAL OF GLOBAL MARKETING, 30(4), 256-274

Journal Article

2017

DINKEVYCH, E., R.WILKEN, T.AYKAÇ, F.JACOB, N.PRIME

Can outnumbered negotiators succeed? The case of intercultural business negotiations

INTERNATIONAL BUSINESS REVIEW, 26(3), pp. 592–603

Journal Article

2017

DINKEVYCH, E., R.WILKEN

What do You Think, Darling? Revisiting Knowledge on Purchase Decisions of Couples within Households

MARKETING ZFP - JOURNAL OF RESEARCH AND MANAGEMENT, 39(4), pp. 47-56

Journal Article

2016

BALAKRISHNAN, P., C.PATTON, R.WILKEN

Conceptualizing and Measuring the Efficiency of Negotiated Exchanges: A Data Envelopment Analysis Approach

THE DATA ENVELOPMENT ANALYSIS JOURNAL, 2(2), 1-34

Journal Article

2015

EISENBEISS, M., R.ROBERT WILKEN, B.SKIERA, M.CORNELISSEN

What Makes Deal-of-the-Day Promotions Really Effective? The Interplay of Discount and Time Constraint with Product Type

INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING, Vol. 32, Issue 4, pp. 387-397 (11 p.)