About us

About Us


The Program

about usOur MBA (Master of Business Administration) Program offers you a rich set of skills and knowledge in the field of general management, & strategy.

More than 10 relevant Course modules cover relevant fields such as Accounting, Strategic Management, Marketing or Business Development.

Professors with profound business experience enhance your management skills and prepare you for future leadership positions.

The small course size - under 25 students from various business fields and jobs – ensures a learning experience.

You will work together on business projects and case studies from real company environments. The MBA will expose you to new perspectives and expand your horizon.

 

The University

With around 20.000 students, the Technische Hochschule Mittelhessen is the second largest University of Applied Sciences in Germany. Over 80 programs in various fields of engineering and business are offered – all with a strong focus on practical application and scientific excellence. The Campus Friedberg, close to Frankfurt (Main), is only 2 walking min. away from the local train station.

∅ course size

23 students

∅ student age

32 years

∅ work experiance

5 + years

∅ international students

17 students

Location of the MBA Program in Friedberg

Rhein-Main Area

OpenStreetMap friedberg

Staff

sales management

Herr Professor Dr. Alexander HaasE-mail: This email address is being protected from spambots. You need JavaScript enabled to view it.

 Phone: +49 (0)641/9922401
Fax:     +49 (0)641/9922409

General Data

Chaired Professor of Marketing and Sales Management at Justus Liebig University Giessen.
Prof. Alexander Haas has extensive industry experience from projects and consulting for small- and medium sized companies and market leaders on consumer and business markets. His research interests are in the areas of selling & sales management, customer orientation, and marketing strategy implementation.

 

Selected Publications

  • Terho, Harri, Andreas Eggert, Alexander Haas and Wolfgang Ulaga (2015): How Sales Strategy Translates Into Performance: The Role of Salesperson Customer Orientation and Value-Based Selling, Industrial Marketing Management, 45 (3), 12-21.
  • Haas, Alexander and Peter Kenning (2014): Utilitarian and Hedonic Motivators of Shoppers Decision to Consult with Salespeople, Journal of Retailing, 90 (3), 428-441.
  • Haas, Alexander, Andreas Eggert, Harri Terho, Wolfgang Ulaga (2013): Erfolgsfaktor Value-Based-Selling – Verkaufen, wenn Kundenorientierung nicht zum Erfolg führt, Marketing Review St. Gallen, 30 (4), 64-72.
  • Haas, Alexander, Ivan Snehota, and Daniela Corsaro (2012): Creating Value in Business Relationships: The Role of Sales, Industrial Marketing Management, 41 (1), 94–105.
  • Terho, Harri, Alexander Haas, Andreas Eggert, and Wolfgang Ulaga (2012), ‘It’s Almost Like Taking the Sales out of Selling’: Towards a Conceptualization of Value-Based Selling in Business Markets, Industrial Marketing Management, 41 (1), 174-185.
  • Zablah, Alex R., Lawrence B. Chonko, Lance Bettencourt, George Allen, and Alexander Haas (2012): A Job Demands-Resources (JD-R) Perspective on New Product Selling: A Framework for Future Research, Journal of Personal Selling and Sales Management, 32 (1), 73-87.
  • Haas, Alexander (2011), Misserfolgsfaktor Vertriebsmythen – Kundenorientierung durch den Vertrieb, Marketing Review St. Gallen, 28 (1), 14-19.
  • Haas, Alexander (2009), Kann zu viel Kundenorientierung nachteilig sein? Eine Analyse der Wirkung der Kundenorientierung von Verkäufern auf die Kauf­entscheidung, Zeitschrift für Betriebswirtschaft, 79 (1), 7-30.
  • Haas, Alexander (2008), Kundenorientierung von Mitarbeitern: Forschungsstand und -per­spektiven, Zeitschrift für Betriebswirtschaft, 78 (10), 1061-1100.
  • Diller, Hermann, Alexander Haas, and Björn Ivens (2005), Verkauf und Kundenmanagement. Eine prozessorientierte Konzeption, Stuttgart etc.

Partner Universities

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accreditation

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