Wissenschaftliches Personal

Sven Feurer is a Postdoctoral Research Fellow at the Marketing and Sales Research Group at the Karlsruhe Institute of Technology (KIT). His research interests include consumer behavior in exceptional buying situations such as the adoption of radical innovations or consumer reactions of novel tariff schemes, and organizational issues in pricing. He has spent two research semesters at Vanderbilt University's Owen Graduate School of Management. His work has appeared in such journals as the International Journal of Research in Marketing, the Journal of Product Innovation Management, and the Journal of the Academy of Marketing Science. He is also editorial board reviewer of the Journal of Business Research.

Journal Articles

Bill, Fabian, Sven Feurer, and Martin Klarmann (2020), “Salesperson Social Media Use in Business-To-Business Relationships: An Empirical Test of an Integrative Framework Linking Antecedents and Consequences”, Journal of the Academy of Marketing Science, 48 (4), 734-752.

Feurer, Sven, Monika C. Schuhmacher, and Sabine Kuester (2019), "How Pricing Teams Develop Effective Pricing Strategies for New Products," Journal of Product Innovation Management, 36, 1, 66-96.

Klarmann, Martin and Sven Feurer (2018), "Control Variables in Marketing Research," Marketing ZfP - Journal of Research and Management, 40 (2), 26-40.

Layer, Patrick, Sven Feurer, Patrick Jochem (2017), "Perceived Price Complexity of Dynamic Energy Tariffs: An Investigation of Antecedents and Consequences," Energy Policy, 106, 244-254.

Feurer, Sven, Elisa Baumbach, and Arch G. Woodside (2016), "Applying Configurational Theory to Build a Typology of Ethnocentric Consumers," International Marketing Review, 33 (3), 351-357.

Feurer, Sven, Monika C. Schuhmacher, and Sabine Kuester (2015), "Divide Tariffs and Prosper? A Focus on the Role of Need for Cognition," Marketing ZfP - Journal of Research and Management, 37 (2), 101-108.

Kuester, Sabine, Sven Feurer, Monika C. Schuhmacher, and Dominik Reinartz (2015), "Comparing the incomparable: How consumers judge the price fairness of new products," International Journal of Research in Marketing, 32 (3), 272-283.

Conference Presentations/Proceedings

Feurer, Sven and Kelly L. Haws (2019), “Do Different Justifications for Indulgent Products Wear Out Over Time?”, paper accepted for presentation at the American Marketing Association Winter Academics Conference 2019, Austin, TX, USA (February 22-24).

Honold, Anika and Sven Feurer (2019) “Control Variable Use in Cross-Sectional Marketing Research: (What) Can We Do Better?”, paper accepted for presentation at the 2019 EMAC Conference, Hamburg (May 28-31).

Kirchner, J. and Sven Feurer (2019), “A Road Trip on Highway 66 with an Automated Mustang?”, paper accepted for presentation at the 2019 Theory + Practice in Marketing Conference, New York, May 16-18.

Kremer, Patrick, Sven Feurer and Ju-Young Kim (2019), “Back to the Future: How Nostalgia Impacts Perceptions of Automated Consumer Products”, paper accepted for presentation at the 2019 Theory + Practice in Marketing Conference, New York, May 16-18.

Kremer, Patrick, Sven Feurer and Ju-Young Kim (2019), “Consumer Reactions to Automated Products: Two Experiments on the Role of Task Hedonism and Consumer Nostalgia,” paper accepted for presentation at the 2019 EMAC Conference, Hamburg (May 28-31).

Rishika, Rishika, Sven Feurer, and Kelly L. Haws (2018), "Healthy people indulge, too! (But they are more strategic about it)," in American Marketing Association Winter Academics Conference Proceedings, New Orleans, LA, USA (February 23-25).

Schäffer, Anne, Patrick Jochem, and Sven Feurer (2017), "Incentivizing load shifts from residential customers: Are gamification and normative feedback approaches more effective than time-based tariffs?," 15th International Association for Energy Economics European Conference, Vienna, Austria (September 3-6).

Feurer, Sven, Fabian Bill, and Martin Klarmann (2016), "Should the last bastion fall? Drivers and consequences of B2B salesperson social media use," in Proceedings of the 2016 EMAC Conference, Oslo (May 24-27).

Layer, Patrick, Sven Feurer, and Patrick Jochem (2016), "Pricing for the Energiewende," in American Marketing Association Winter Academic Conference 2016 Proceedings, Las Vegas, USA (February 26-28).

Lippe, Daniel and Sven Feurer (2016), "On the Accuracy of Consumer Future Usage Estimations: Evidence from the Car Sharing Industry in Germany," working paper, in: Proceedings of the Association for Consumer Research Conference, Berlin, Germany (October 27-30).

Feurer, Sven, Monika C. Schuhmacher, and Sabine Kuester (2015), "‘Team meeting! Our innovation will rock, but how shall we price it?," in Proceedings of the 22nd International Product Development Management Conference, Copenhagen (June 14-16).

Feurer, Sven, Monika C. Schuhmacher, and Sabine Kuester (2015), "How to Develop Appropriate Pricing Strategies for Innovations: An Input-Process-Output Model of Pricing Team Effectiveness," in Proceedings of the 2015 EMAC Conference, Leuven (May 26-29).

Schuhmacher, Monika C., Sven Feurer, Christoph Holthusen, and Sabine Kuester (2015), "Perception of Complexity in Pricing Schemes – A Conjoint-Based Approach," in Proceedings of the 2015 EMAC Conference, Leuven (May 26-29).

Feurer, Sven, Monika C. Schuhmacher, and Sabine Kuester (2013), "The role of price when products are really new: Single, dual, or multiple?," in Proceedings of the ANZMAC 2013 Conference, Auckland, New Zealand, (December 1-4). Auszeichnung als Best Paper im Marketing Research Track und nominiert für das Overall Best Paper der Konferenz.

Feurer, Sven, Monika C. Schuhmacher, and Sabine Kuester (2013), "Using price strategy to manage adoption barriers of radical new products," in American Marketing Association Winter Educators' Conference 2013 Proceedings, Las Vegas, NV, USA (February 15-17).

Feurer, Sven (2012), "Pricing of New Products," presentation at the 5th IPDM Doctoral Seminar on Product Innovation Management, Manchester (June 16-17).

Feurer, Sven (2012), "Pricing of New Products," presentation at the 25th EMAC Doctoral Colloquium, Lisbon (May 20-22).

Feurer, Sven, Sabine Kuester, and Monika C. Schuhmacher (2012), "When is the launch price of a new product (un)fair? The moderating effects of new product radicalness, customer innovativeness, and expected future price reduction," in Proceedings of the 2012 EMAC Conference, Lisbon (May 22-25).

Kuester, Sabine, Barbara Broermann, Sven Feurer, and Monika C. Schuhmacher (2012), "Price complexity and perceptions of price fairness: The moderating effect of need for cognition", in American Marketing Association Winter Educators' Conference 2012 Proceedings, St. Petersburg, FL, USA (February 17-19).

Schuhmacher, Monika C., Sabine Kuester, and Sven Feurer (2012), "Co-creation in New Service Development: An Experiment," in American Marketing Association Winter Educators' Conference 2012 Proceedings, St. Petersburg, FL, USA (February 17-19).

Books

Feurer, Sven (2015), Preisgestaltung im Neuproduktkontext: Eine Analyse der Kundenwahrnehmungen und des organisationalen Entscheidungsprozesses, in: Homburg, C. und Sabine Kuester (Hrsg.): Schriftenreihe des Instituts für Marktorientierte Unternehmensführung (IMU), Springer, Wiesbaden.

Practitioner-oriented Publications

Feurer, Sven and Martin Klarmann (2016), "B2B-Vertrieb und das Social-Media-Paradox," Sales Management Review, 1, 12-19.

Kuester, Sabine, Sven Feurer, and Monika C. Schuhmacher (2013), "Auswirkungen des Einführungspreises einer radikalen Innovation auf Adoptionsbarrieren von Kunden," Research Insights Paper RI020 of the Institute for Market-Oriented Management, University of Mannheim.

Kuester, Sabine, Sven Feurer, and Monika C. Schuhmacher (2012), "Can service customers handle price complexity?," Research Insights Paper RI007 of the Institute for Market-Oriented Management, University of Mannheim.

Anika Honold studied Industrial Engineering and Management at the Karlsruhe Institute of Technology (KIT). With a thesis on Control Variable Use in Cross-Sectional Marketing Research completed her Master of Science.

Since September 2018, Anika Honold is a doctoral student in the Marketing & Sales Research Group.

Honold, Anika, Feurer, Sven (2019), Control Variable Use in Cross-Sectional Marketing Research: (What) Can We Do Better?” Proceedings of the 2019 EMAC Conference.

Honold, Anika, Lützkendorf, Thomas (2019), New business models to support sustainable development: The case of energy-efficiency measures in buildings. In IOP Conference Series: Earth and Environmental Science, 323, 1, 012166. 

Honold, Anika, Lützkendorf, Thomas, and Lohse, Rüdiger (2020), Business Models in the context of carbon mitigation: New Questions and Approaches illustrated by the Example of Energy Performance Contracting in Germany. In IOP Conference Series: Earth and Environmental Science (Vol. 588, No. 2, p. 022062). IOP Publishing.

Hess, Kreulitsch, Kalpkirmaz Rizaoglu, Honold, Schmid, Stobbe, Nytsch-Geusen, Lützkendorf (2020), Key action fields for nearly carbon-neutral districts: stakeholder-specific strategies and practiceIn. IOP Conference Series: Earth and Environmental Science (Vol. 588, No. 2, p. 022039). IOP Publishing.