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.