KRÄMER Martin
PhD in Marketing and Sales
Martin Krämer is an Assistant Professor of Marketing at Neoma Business School. He specializes in sales force effectiveness and innovative technologies at organizational frontlines.
His work has been published in the International Journal of Research in Marketing and the Journal of Retailing and has received multiple Young Scholar Awards from the Organizational Frontlines Special Interest Group of the American Marketing Association (2022, 2023, 2026), as well as the IMU Research for Practice Award.
He teaches foundational marketing theory and methods courses across undergraduate and graduate programs.
Martin holds a doctoral degree in Marketing from Ruhr-University Bochum, Germany.
KRÄMER, M., "Hidden in Plain Sight: Mining Website Language to Predict B2B Customer Potential" in AMA Winter Academic Conference, 2026, Madrid
KRÄMER, M., "Compensatory Incentives in Multi-Channel Conflicts: Resolving Tensions or Introducing Performance Risks" in AMA Winter Academic Conference, 2026
UYSAL, E., D. FINKEN, M. KRÄMER, S. ALAVI, Y. JUN, D. SCHENDZIELARZ, "Virtually mine: Understanding consumer responses to virtual reality product presentations", Journal of Retailing, June 2026, vol. 102, no. 2, pp. 461-481
UYSAL, E., D. FINKEN, M. KRÄMER, S. ALAVI, Y. JUN, D. SCHENDZIELARZ, "Virtually mine: Understanding consumer responses to virtual reality product presentations", Journal of Retailing, June 2026, vol. 102, no. 2, pp. 461-481
KRÄMER, M., C. DESERNOT, S. ALAVI, C. SCHMITZ, F. BRÜGGEMANN, J. WIESEKE, "The role of salespeople in industrial servitization: How to manage diminishing profit returns from salespeople’s increasing industrial service shares", International Journal of Research in Marketing, December 2022, vol. 39, no. 4, pp. 1235-1252
KRÄMER, M., "Hidden in Plain Sight: Mining Website Language to Predict B2B Customer Potential" in AMA Winter Academic Conference, 2026, Madrid
KRÄMER, M., "Compensatory Incentives in Multi-Channel Conflicts: Resolving Tensions or Introducing Performance Risks" in AMA Winter Academic Conference, 2026
KRÄMER, M., "What is the Role of the Social Context for Status Award Effectiveness? Evidence from a Randomized Field Experiment" in Thought Leadership on the Sales Profession Conference, 2025, Los Angeles
KRÄMER, M., "What is the Role of the Social Context for Status Award Effectiveness? Evidence from a Randomized Field Experiment" in AMA Winter Academic Conference, 2025, Phoenix
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" in AMA Winter Academic Conference, 2025, Phoenix
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" in Frontiers in Service Conference, 2024
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" in AMA Winter Academic Conference, 2024, St. Pete Beach
KRÄMER, M., "Multi-Goal Incentives in B2B Sales" in Enhancing Sales Force Productivity Conference, 2024, Tampere
KRÄMER, M., "Frontline Employee Performance Quality Following Pay-for-Performance Reductions" in 023, Marketing Strategy Consortium, 2023
KRÄMER, M., "Multi-Goal Incentives in B2B Sales" in AMA Winter Academic Conference, 2023, Nashville
KRÄMER, M., "Supporting Strategic Shifts in the Sales Force with Innovative Incentives – Field Experimental Approaches" in IMU Frühjahrstagung des Mannheimer Institut für Marktorientierte Unternehmensführung, 2023
KRÄMER, M., "Frontline Employee Performance Quality Following Pay-for-Performance Reductions" in 2022, Enhancing Sales Force Productivity Conference, 2022, Lawrence
KRÄMER, M., "What is the Role of the Social Context for Status Award Effectiveness? Evidence from a Randomized Field Experiment" in AMA Winter Academic Conference, 2022, Las Vegas
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" in 83rd Annual Scientific Conference of the Association of University Professors of Management (VHB), 2022
KRÄMER, M., "Variable Compensation Structure Differences in Sales Teams: Tensions Between Team Performance and Cohesion" in AMA Winter Academic Conference, 2022, Las Vegas
KRÄMER, M., "Frontline Employee Performance Quality Following Pay-for-Performance Reductions" in 2020, AMA Winter Academic Conference, 2020