Research Field

Global Business Management

Research Field

Interdisciplinary collaboration in the fields of international sales management, business-to-business (B2B) marketing and intercultural management / global human resource management is being developed. This entails devising methods and concepts for analysis, planning and control of global business activities. The establishment of the “Cross-Cultural Management and Emerging Markets Centre” supports the focus of the fields of research.

Fields of research:

· International sales management: improvement of practices and behaviour as well as development of tools regarding international sales in the B2B sector, e.g. optimization of sales partner management, sales management, international sales and distribution networks

· B2B marketing: organizational buying behaviour, international buyer-seller networks, emotion and cognition in B2B relationships, global B2B marketing strategy and management, integrated B2B marketing communications, branding and brand management, cross-cultural marketing, B2B market analysis, measures and key performance indicators and forecasting

· Intercultural management / global human resource management: expatriate management, cross-cultural challenges in crossborder cooperation, diversity

· Skill-intensive services

Please find more information on the Cross-Cultural Management and Emerging Markets Centre here.
2019
A. Zehetner - Emotional Intelligence and Sales Performance - Springer Verlag, 2019 more
2018
A. Zehetner, V. Kashyap, T. Foscht - The Moderating Effect of Trait Emotional Intelligence on the Relationship between Selling Skills and Performance: Findings from a B2B Context - EMAC 2018 Proceedings, Glasgow, Austria, 2018, pp. 1-12 more
2018
M. Überwimmer, D. Hurch, G. Feichtinger - Actions Against the Lack of Highly Skilled Workers in the Regions of Upper Austria - Proceedings Cross-Cultural Business Conference 2018, Steyr, Austria, 2018, pp. 17-24 more
2018
A. Fratricová, M. Überwimmer, R. Füreder - Service Innovation Processes in SMEs in Upper Austria - Proceedings Cross-Cultural Business Conference 2018, Steyr, Austria, 2018, pp. 89-98 more
2018
A. Fratricová, M. Überwimmer, R. Füreder - Service innovation processes in SMEs in Upper Austria - Marketing Science & Inspiration, Vol. 13, No. 2, 2018, pp. 34-44 more
2018
M. Überwimmer, C. Ebner, T. Gangl - Enhancement of intercultural skills in the worldwide industrial service sales in Human Resource Management - Springer Vieweg, 2018, pp. 433-449 more
2017
M. Überwimmer, R. Füreder, C. Roitinger - Creating value for the customer with industrial services: Selling industrial services is not a matter of price - Marketing Science & Inspiration, Vol. 12, No. 3, 2017, pp. 2-16 more
2017
J. Kraigher-Krainer, M. Überwimmer, Y. Costa, A. Zehetner - The Hidden Impact of Word-Of-Mouth: A System Dynamics Approach. - Proceedings Cross-Cultural Business Conference 2017, Steyr, Austria, 2017, pp. 111-120 more
2017
A. Zehetner, A. Zehetner - The Relationship between Emotional Intelligence and Negotiation Performance: Preliminary Findings of an Experimental Study with International Business Students. - Proceedings Cross-Cultural Business Conference 2017, Steyr, Austria, 2017, pp. 55-71 more
2017
M. Überwimmer, R. Füreder, C. Roitinger - Creating Value for the Customer with Industrial Services: Selling Industrial Services is not a Matter of Price - Proceedings Cross-Cultural Business Conference 2017, Steyr, Austria, 2017, pp. 97-110 more
2017
M. Überwimmer, D. Hurch, M. Weichselbaumer - Fostering the Welcome Culture in an Industrial Power Region Exemplified in Upper Austria - Proceedings Cross-Cultural Business Conference 2017, Steyr, Austria, 2017, pp. 323-331 more
2017
M. Überwimmer, R. Füreder - How much should good service cost? - Sales, 2017, pp. 32-35 more
2017
Y. Costa, W. Sarache, M. Überwimmer - Fleet size optimization in the discarded tire collection process - Research in Transportation Business and Management, 2017 more
2017
T. Foscht, A. Zehetner, V. Kashiap - How Trait Emotional Intelligence Moderates the Relationship of B2B Salespersons’ Skills and Performance: Interaction and Higher Order Effects of Sales Experience and Formal Education - 2017 Summer AMA Conference, San Francisco, United States of America, 2017, pp.… more
2017
J. Anzengruber, M. Goetz, H. Nold, M. Woelfle - Effectiveness of managerial capabilities at different hierarchical levels - Managerial Psychology, Vol. 32, No. 2, 2017, pp. 134-148 more
2014
J. Anzengruber - Kompetenzmanagement von morgen verstehen - Wie man Potentiale sichtbar machen und mobilisieren kann - Steinbeis Consulting Tag, Stuttgart, Germany, 2014 more
2017
Due to the increasing global competition, the companies have to expand their innovative products and services offer in order to stay competitive.  Service innovation processes are in the focus of… more
2017
Business succession is an important issue for companies and policy makers in CE since it entails economic and social impacts. Every year many well-functioning SME close due to the inability of finding… more
2015
The project ServPrice has been induced due to numerous developments of service features and their market potential. In the area of skill-intensive services, sales, cultural specific marketing, systematic… more
2015
The project ServTrain has been initiated due to numerous developments in services and their market potential. In the area of ​​skill-intensive services, sales, cultural specific marketing, systematic… more
2012