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
M. Überwimmer, D. Strohmeier, P. Wagner - Assessing Managers' Learning Process of Intercultural Competences - Proceedings Cross-Cultural Business Conference 2019, Steyr, Austria, 2019, pp. 15-24 more
2019
J. Schiefer, M. Überwimmer, R. Füreder, S. Wiesinger - Increasing Success in transferring Companies - Succession Planning and Transfer - a new holistic Approach with the ENTER-transfer Model - Proceedings Cross-Cultural Business Conference 2019, Steyr, Austria, 2019, pp. 271-278 more
2019
M. Überwimmer, R. Füreder - MPICO Model to measure intercultural competence in Toolbox for B2B sales (Editors: E. Purle, S. Steimer, M. Hamel) - Schäffer-Poeschel Verlag, 2019, pp. 29-31 more
2019
M. Überwimmer, R. Füreder, S. Karan - Sales-Excellence-Pyramid in Toolbox for B2B sales (Editors: E. Purle, S. Steimer, M. Hamel) - Schäffer-Poeschel Verlag, 2019, pp. 44-46 more
2019
M. Überwimmer - Sales Forecasts in Toolbox for B2B sales (Editors: E. Purle, S. Steimer, M. Hamel) - Schäffer-Poeschel Verlag, 2019, pp. 116-119 more
2019
M. Überwimmer, R. Füreder, C. Stadlmann - Industrial Service Excellence Monitor in Toolbox for B2B sales (Editors: E. Purle, S. Steimer, M. Hamel) - Schäffer-Poeschel Verlag, 2019, pp. 227-230 more
2019
M. Überwimmer, R. Füreder - Next level of intercultural learning – a new approach to a sales study program - Proceedings of the Annual Global Sales Science Institute Conference 2019, Panama City, Panama, 2019, pp. 66-71 more
2019
A. Zehetner - Emotional Intelligence and Sales Performance - Springer Verlag, 2019 more
2019
M. Überwimmer, A. Biedersberger, D. Ehrlinger, S. Mang, C. Stadlmann, D. Tempelmayr - Industrial Service Excellence in Manufacturing Companies: a neo-configurational Perspective - Proceedings Cross-Cultural Business Conference 2019, Steyr, Austria, 2019, pp. 85-97 more
2019
A. Biedersberger, D. Tempelmayr, C. Stadlmann, S. Mang, D. Ehrlinger, M. Überwimmer - Capability Configurations for Successful Servitization Processes - Proceedings of the Spring Servitization Conference 2019, Linköping, Sweden, 2019, pp. 91-99 more
2018
D. Tempelmayr, D. Ehrlinger, C. Stadlmann, M. Überwimmer, S. Mang, A. Biedersberger - The Performance Effect of Dynamic Capabilities in Servitizing Companies in Proceedings Cross-Cultural Business Conference 2018 - Shaker Verlag, 2018, pp. 111-121 more
2018
A. Biedersberger, S. Mang, D. Tempelmayr, D. Ehrlinger, C. Stadlmann, M. Überwimmer - Industrial Service Excellence - Antecedents and Measurement - Proceedings of the Spring Servitization Conference 2018, Copenhagen, Denmark, 2018, pp. 2-8 more
2018
C. Stadlmann, D. Ehrlinger, A. Biedersberger, D. Tempelmayr, S. Mang, M. Überwimmer - Antecedents and Measurement of Industrial Service Excellence in Manufacturing Companies - Proceedings of the SERVSIG Conference 2018, Paris, France, 2018, pp. 23-27 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
2018
A. Biedersberger, S. Mang, D. Tempelmayr, D. Ehrlinger, C. Stadlmann, M. Überwimmer - Antecedents and Measurement of excellent Industrial Services - Frontiers in Service Conference Abstracts 2018, Austin, United States of America, 2018, pp. 13-14 more
2017
M. Überwimmer, C. Stadlmann, D. Ehrlinger, D. Tempelmayr - Industrial Service Selling – Is There a Need for a Broader View? - 11th Annual Global Sales Science Institute Conference, Mauritius, Mauritius, 2017, pp. 7 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
M. Überwimmer, M. Gaisch, R. Füreder, Y. Costa - Proccedings Cross-Cultural Business Conference 2017 - Proceedings Cross-Cultural Business Conference 2017, Steyr, Austria, 2017, pp. 1-335 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
J. Kraigher-Krainer, M. Überwimmer, Y. Costa, A. Zehetner - The hidden impact of word-of-mouth: A system dynamics approach - Marketing Science & Inspiration, Vol. 12, No. 3, 2017, pp. 17-26 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
S. Mang, M. Überwimmer, A. Biedersberger, D. Ehrlinger - Achieving Industrial Service Excellence - Drivers for Success - Proceedings of the QUIS15 International Research Symposium on Service Excellence in Management, Porto, Portugal, 2017, pp. 57-59 more
2017
D. Tempelmayr, C. Stadlmann, S. Mang, M. Überwimmer, D. Ehrlinger - A framework of capabilities and business dimensions influencing servitization based upon service dominant logic, service science and network and system theory - The 5th Naples Forum on Service, Sorrento, Italy, 2017, pp. 116 more
2017
D. Tempelmayr, C. Stadlmann, S. Mang, M. Überwimmer, D. Ehrlinger - A framework of capabilities and business dimensions influencing servitization based upon service dominant logic, service science and network and system theory - The 5th Naples Forum on Service, Sorrento, Italy, 2017 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
2016
M. Überwimmer, J. Tomovic, R. Füreder - Training concepts for industrial service staff in an intercultural context - Marketing Science & Inspiration, Vol. 11, No. 3, 2016, pp. 18-29 more
2016
M. Überwimmer, T. Gangl, M. Gaisch, C. Stadlmann - Proceedings Cross-Cultural Business Conference 2016 - Proceedings Cross-Cultural Business Conference 2016, Campus Steyr , Austria, 2016, pp. 1-318 more
2016
M. Überwimmer, J. Tomovic, R. Füreder - Training concepts for industrial service staff in an intercultural context - Proceedings Cross-Cultural Business Conference 2016, Campus Steyr , Austria, 2016, pp. 137-147 more
2016
J. Ko, A. Zehetner, M. Überwimmer - Two Perspectives on TTIP’s Economic Impact on European companies: Combining a CGE Approach with Empirical Evidence from Austrian B2B Firms - Proceedings Cross-Cultural Business Conference 2016, Campus Steyr , Austria, 2016, pp. 48-68 more
2015
M. Überwimmer, T. Gangl, M. Gaisch, R. Füreder, D. Humbarger, F. Bauinger, J. Hofstadler, J. Kraigher-Krainer, C. Stadlmann, P. Strach, A. Zehetner - Proceedings Cross-Cultural Business Conference 2015 - Proceedings Cross-Cultural Business Conference 2015, Steyr, Austria, 2015, pp. 1-355 more
2015
M. Überwimmer, T. Gangl, S. Wiesinger - B2B-Marketing Communication Strategies in CEE - Proceedings Cross-Cultural Business Conference 2015, Steyr, Austria, 2015, pp. 169-175 more
2015
S. Wiesinger, D. Humbarger, M. Überwimmer, R. Füreder - Austrian Sales Partner Management in CEE Countries - Proceedings Cross-Cultural Business Conference 2015, Steyr, Austria, 2015, pp. 171-184 more
2015
P. Strach, S. Wiesinger, M. Überwimmer - CEE Internationalisation of Austrian SMEs: Following the Uppsala Model After Gaining Visegrad Experience - Book of Abstracts: 2ND AIB CEE - Chapter Conference, Warsaw, Poland, 2015 more
2015
M. Überwimmer, P. Strach, V. Visser, C. Stadlmann, R. Füreder - Paving the Road for Excellence in Industrial Services: Initial Findings from Upper Austria - Proceedings 9th conference for Austrian universities of applied sciences, Hagenberg, Austria, 2015, pp. 9 more
2015
M. Überwimmer, T. Gangl, S. Wiesinger - B2B-marketing communication strategies in CEE - Marketing Science & Inspiration, Vol. 10, No. 3, 2015, pp. 11-19 more
2015
S. Wiesinger, D. Humbarger, M. Überwimmer, R. Füreder - Austrian sales partner management in CEE countries - Marketing Science & Inspiration, Vol. 10, No. 3, 2015, pp. 20-28 more
2014
J. Anzengruber - Kompetenzmanagement von morgen verstehen - Wie man Potentiale sichtbar machen und mobilisieren kann - Steinbeis Consulting Tag, Stuttgart, Germany, 2014 more
2014
M. Überwimmer - The future Sales Manager - motiVator, 2014, pp. 1-5 more
2014
D. Strohmeier, P. Gradinger, P. Wagner, E. Stefanek, S. Wiesinger, M. Überwimmer - Fostering intercultural competencies among students: Development of a theoretical model and questionnaire. - Proceedings Cross-Cultural Business Conference 2014 , Steyr, Austria, 2014, pp. 217-229 more
2014
M. Überwimmer - Multichannel marketing in times of big data - Plus, Vol. 1, No. 1, 2014, pp. 50-51 more
2014
M. Überwimmer, S. Wiesinger, M. Gaisch, T. Sumersberger, R. Füreder, J. Hofstadler, C. Stadlmann, A. Zehetner, F. Bauinger, J. Kraigher-Krainer - Proceedings of Cross-Cultural Business Conference 2014 - Proceedings of Cross-Cultural Business Conference 2014, Steyr, Austria, 2014, pp. 1-347 more
2013
J. Hofstadler, S. Wiesinger, M. Gaisch, M. Überwimmer, A. Spitzer - Cross-Cultural Conference 2013, Proceedings - Cross-Cultural Conference 2013, Proceedings, Steyr, Austria, 2013, pp. 1-305 more
2013
S. Wiesinger, M. Überwimmer, T. Sumersberger, J. Hofstadler - Intercultural Sensitivity of Business Students: Findings from a Longitudinal Study at the University of Applied Sciences Upper Austria - Cross-Cultural Conference 2013, Proceedings, Steyr, Austria, 2013, pp. 289-302 more
2012
M. Überwimmer, J. Hofstadler, S. Wiesinger - An Analysis of the Differences in Business Students' Intercultural Sensitivity in two Degree Programmes and the Influence of Intercultural Education - Literacy Information and Computer Education Journal, Vol. 3, No. 3, 2012, pp. 667-674 more
2012
M. Überwimmer, S. Wiesinger, J. Hofstadler - An Analysis of the Differences in Business Students' Intercultural Sensitivity in two Degree Programmes - Proceedings of the International Ireland Conference on Education – IICE-2012, Dublin, Ireland, 2012, pp. 67-73 more
2012
M. Überwimmer, B. Jozic, J. Hofstadler - Design of a Study of Intercultural Sensitivity in the Choice of Studies of Business Students - Proceedings Cross-Cultural Conference 2012, Steyr, Austria, 2012, pp. 47-53 more
2010
M. Überwimmer, K. Pöttinger - Prospective Life Time Value of Customers - Proceedings Conference Day 2010, Steyr, Austria, 2010, pp. 205-210 more
2005
M. Überwimmer - Sales Decompositions with a Special Emphasis on Advertising Effects - Phd Thesis, Technische Universität Wien, Austria, 2005 more
2003
M. Überwimmer, M. Deistler - Modelling Effects of Advertising for Non-Durable Goods - Content and Media Factors in Advertising, Amsterdam, Netherlands, 2003, pp. 189-194 more
2019
10 project partners from Central Europe cooperate in the project ProsperAMnet – Progressing Service Performance and Export Results of Advanced Manufacturers Networks - with the aim to support Advanced… 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