Johannes Habel

Associate Professor - Michael J. Cemo Associate Professorship of Marketing

Johannes Habel

Bio

Johannes Habel's research interests include the psychology of personal selling and sales management as well as the digital transformation of sales. He is a Senior Editor of the Journal of Personal Selling & Sales Management and a member of the Editorial Review Boards of the Journal of Marketing, the Journal of the Academy of Marketing Science, and the Journal of Retailing.

Johannes has received numerous awards for his academic research and participant-centered teaching, including the University of Houston's 2024 Lucile and Leroy Melcher Excellence in Research Award and the 2024 Innovation in Experiential Learning Award for his graduate course Sales Analytics.

Johannes has developed and directed customized and open executive education programs for dozens of organizations and taught executives at some of the world's top business schools, including the Darden School of Business at the University of Virginia, Stanford Graduate School of Business at Stanford University, and Yale School of Management at Yale University.

Johannes previously was a Professor at the Warwick Business School, United Kingdom, and an Associate Professor at ESMT Berlin, Germany. He received a doctorate in marketing from the University of Bochum, Germany; and a degree in management from the University of Mannheim, Germany. Before joining academia, he worked as a management consultant with Booz & Company (today strategy&) and as a radio news anchor.

Research Interests

  • Digital transformation of sales
  • Psychology of selling
  • Sales force effectiveness

Selected Publications

  • Kanuri, Vamsi, Johannes Habel, Nawar Chaker, Deva Rangarajan, and Paolo Guenzi: "B2B online sales pushes: Whether, when, and why they enhance sales performance," Production and Operations Management, forthcoming.
  • Chaker, Nawar, Johannes Habel, Nathaniel N. Hartmann, Felix Johannsen, and Heinrich Rusche: "Quiet Sellers: How Introversion Drives Salesperson Performance," Journal of Retailing, forthcoming.
  • Habel, Johannes, Sascha Alavi, and Nicolas Heinitz (2024): "Effective Implementation of Predictive Sales Analytics," Journal of Marketing Research, 61 (4), 718-741.
  • Habel, Johannes, Selma Kadić-Maglajlić, Nathaniel N. Hartmann, Ad de Jong, Nicolas A. Zacharias, and Fabian Kosse (2024): "Neuroticism and the Sales Profession," Organizational Behavior and Human Decision Processes, 184, 104353.
  • Hartmann, Nathaniel, Heiko Wieland, Brandon Gustafson, and Johannes Habel: "Sales and ethics: State of the literature and research agenda," Journal of the Academy of Marketing Science, 52, 653-671.
  • Hartmann, Nathaniel, Nawar Chaker, Bruno Lussier, Denis Larocque, and Johannes Habel (2024): "A theory of sales system shocks," Journal of the Academy of Marketing Science, 52, 261-283.
  • Chaker, Nawar N., Johannes Habel, Kelly Hewett, and Alex Ricardo Zablah (2024): "The Future of Research on International Selling and Sales Management," Journal of International Marketing, 32 (1), 1-14.
  • Habel, Johannes, Sascha Alavi, and Nicolas Heinitz (2023): "A theory of predictive sales analytics adoption," AMS Review, 13, 34-54.
  • Cardy, Claire, Nawar Chaker, Johannes Habel, Martin Klarmann, and Olaf Ploetner (2023): "Customer–Salesperson Price Negotiations During Unexpected Demand Contractions," Journal of Service Research, 26 (3), 351-370.
  • Roelen-Blasberg, Tobias, Johannes Habel, and Martin Klarmann (2023): "Automated Inference of Product Attributes and Their Importance from User-Generated Content: Can We Replace Traditional Market Research?" International Journal of Research in Marketing, 40 (1), 164-188.
  • Kassemeier, Roland, Sascha Alavi, Johannes Habel, and Christian Schmitz (2022): "Customer-oriented Salespeople's Value Creation and Claiming in Price Negotiations," Journal of the Academy of Marketing Science, 50, 689-712.
  • Habel, Johannes, Sascha Alavi, and Kim Linsenmayer (2021): "Variable Compensation and Salesperson Health," Journal of Marketing, 85 (3), 130-149.
  • Cron, William, Sascha Alavi, Johannes Habel, Jan Wieseke, and Hanaa Ryari (2021): "No Conversion, No Conversation: Consequences of Retail Salespeople Disengaging from Unpromising Prospects," Journal of the Academy of Marketing Science, 49 (3), 502-520.
  • Habel, Johannes, Sascha Alavi, and Kim Linsenmayer (2021): "From personal to online selling: How relational selling shapes salespeople's promotion of e-commerce channels," Journal of Business Research, 132, 373-382.
  • Guenzi, Paolo and Johannes Habel (2020): "Mastering the Digital Transformation of Sales," California Management Review, 62 (4), 57-85.
  • Schmitz, Christian, Max Friess, Sascha Alavi, and Johannes Habel (2020): "Understanding the Impact of Relationship Disruptions," Journal of Marketing, 84 (1), 66-87.
  • Alavi, Sascha, Johannes Habel, Marco Schwenke, and Christian Schmitz (2020): "Price Negotiating for Services: Elucidating the Ambivalent Effects on Customers' Negotiation Aspirations," Journal of the Academy of Marketing Science, 48 (2), 165-185.
  • Singh, Jagdip, Karen Flaherty, Ravipreet S. Sohi, Dawn Deeter-Schmelz, Johannes Habel, Kenneth Le Meunier-FitzHugh, Avinash Malshe, Ryan Mullins, and Vincent Onyemah (2019): "Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions," Journal of Personal Selling & Sales Management, 39 (1), 2-22.
  • Alavi, Sascha, Johannes Habel, Paolo Guenzi, and Jan Wieseke (2018): "The Role of Leadership in Salespeople's Price Negotiation Behavior," Journal of the Academy of Marketing Science, 46 (4), 703-724.
  • Habel, Johannes, Sascha Alavi, and Doreen Pick (2017): "When Serving Customers Includes Restricting Them: Understanding the Effects of Employees' Enforcement of Service Rules," International Journal of Research in Marketing, 34 (4), 919-941.
  • Habel, Johannes, Sascha Alavi, Christian Schmitz, Janina-Vanessa Schneider, and Jan Wieseke (2016): "When Do Customers Get What They Expect? Understanding the Ambivalent Effects of Customers' Service Expectations on Satisfaction," Journal of Service Research, 19 (4), 361-379.
  • Habel, Johannes, Laura Marie Schons, Sascha Alavi, and Jan Wieseke (2016): "Warm Glow or Extra Charge? The Ambivalent Effect of Corporate Social Responsibility on Customers' Perceived Price Fairness," Journal of Marketing, 80 (1), 84-105.
  • Habel, Johannes and Martin Klarmann (2015): "Customer Reactions to Downsizing: When is Satisfaction Affected?" Journal of the Academy of Marketing Science, 43 (6), 768-789.
  • Wieseke, Jan, Sascha Alavi, and Johannes Habel (2014): "Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations," Journal of Marketing, 78 (6), 17-37.

Academic Associations & Editorial Boards

  • Journal of Marketing (Editorial Review Board Member)
  • Journal of the Academy of Marketing Science (Editorial Review Board Member)
  • Journal of Retailing (Editorial Review Board Member)
  • Journal of Personal Selling & Sales Management (Senior Editor)
  • American Marketing Association (Member)

Contact Info

Phone:
Please use email 
Email:
jhabel@bauer.uh.edu
Room:
MH 375G
Website:
Visit Web Site

Courses

  • Digital Selling
  • Sales Analytics

Education

University of Mannheim
University of Bochum