Dirk Totzek

1.2k total citations
26 papers, 763 citations indexed

About

Dirk Totzek is a scholar working on Strategy and Management, Marketing and Organizational Behavior and Human Resource Management. According to data from OpenAlex, Dirk Totzek has authored 26 papers receiving a total of 763 indexed citations (citations by other indexed papers that have themselves been cited), including 12 papers in Strategy and Management, 12 papers in Marketing and 8 papers in Organizational Behavior and Human Resource Management. Recurrent topics in Dirk Totzek's work include Customer Service Quality and Loyalty (8 papers), Consumer Market Behavior and Pricing (7 papers) and Innovation Diffusion and Forecasting (3 papers). Dirk Totzek is often cited by papers focused on Customer Service Quality and Loyalty (8 papers), Consumer Market Behavior and Pricing (7 papers) and Innovation Diffusion and Forecasting (3 papers). Dirk Totzek collaborates with scholars based in Germany, Australia and Finland. Dirk Totzek's co-authors include Christian Homburg, Tomás Bayón, R. Scott Frey, Nicole Koschate, Torsten Bornemann, Daniel Veit, Johann Kranz, Arnold Picot, Volker Bilgram and Jan Joosten and has published in prestigious journals such as Journal of Marketing, Strategic Management Journal and Journal of Business Research.

In The Last Decade

Dirk Totzek

24 papers receiving 712 citations

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name h Career Trend Papers Cites
Dirk Totzek Germany 14 419 330 204 191 107 26 763
Christian Schmitz Germany 15 312 0.7× 397 1.2× 182 0.9× 232 1.2× 117 1.1× 58 835
Peter Yannopoulos Canada 10 326 0.8× 270 0.8× 264 1.3× 311 1.6× 104 1.0× 14 788
Javier Marcos Cuevas United Kingdom 13 312 0.7× 320 1.0× 181 0.9× 273 1.4× 75 0.7× 19 710
Vida Siahtiri Australia 17 465 1.1× 207 0.6× 277 1.4× 228 1.2× 66 0.6× 23 749
George C. Shen Taiwan 9 336 0.8× 189 0.6× 292 1.4× 201 1.1× 164 1.5× 11 706
Alireza Nazarian United Kingdom 15 244 0.6× 306 0.9× 287 1.4× 221 1.2× 98 0.9× 51 827
Mario Schaarschmidt Germany 18 272 0.6× 303 0.9× 337 1.7× 261 1.4× 117 1.1× 66 912
Annie H. Liu United States 13 394 0.9× 543 1.6× 229 1.1× 311 1.6× 129 1.2× 20 970
Michaël Antioco France 13 413 1.0× 284 0.9× 184 0.9× 199 1.0× 134 1.3× 16 710
Vishal Kashyap United States 15 286 0.7× 278 0.8× 201 1.0× 383 2.0× 142 1.3× 24 864

Countries citing papers authored by Dirk Totzek

Since Specialization
Citations

This map shows the geographic impact of Dirk Totzek's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Dirk Totzek with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Dirk Totzek more than expected).

Fields of papers citing papers by Dirk Totzek

Since Specialization
Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Dirk Totzek. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Dirk Totzek. The network helps show where Dirk Totzek may publish in the future.

Co-authorship network of co-authors of Dirk Totzek

This figure shows the co-authorship network connecting the top 25 collaborators of Dirk Totzek. A scholar is included among the top collaborators of Dirk Totzek based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Dirk Totzek. Dirk Totzek is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

20 of 20 papers shown
1.
Schumann, Jan H., et al.. (2025). Toward a multilayered framework of privacy-related decision-making in B2B. Journal of Business Research. 190. 115243–115243.
2.
Schumann, Jan H., et al.. (2025). Different roads lead to Rome: A configurational investigation of solution Salespeople's sales success in business-to-business markets. Industrial Marketing Management. 126. 251–265. 1 indexed citations
3.
Joosten, Jan, et al.. (2024). Comparing the Ideation Quality of Humans With Generative Artificial Intelligence. IEEE Engineering Management Review. 52(2). 153–164. 26 indexed citations
4.
Totzek, Dirk, et al.. (2023). Social media in response to COVID-19: how increased social media usage affects the performance of B2B salespeople in the “new normal”. Journal of Personal Selling and Sales Management. 44(4). 398–413. 3 indexed citations
5.
Keränen, Joona, et al.. (2023). Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda. Industrial Marketing Management. 111. 55–68. 13 indexed citations
6.
7.
Totzek, Dirk, et al.. (2020). Many a little makes a mickle: Why do consumers negatively react to sequential price disclosure?. Psychology and Marketing. 38(1). 113–128. 12 indexed citations
8.
Totzek, Dirk, et al.. (2018). How price fairness and fit affect customer tariff evaluations. Journal of service management. 29(4). 735–764. 14 indexed citations
9.
Luoma, Jukka, et al.. (2017). Big splash, no waves? C ognitive mechanisms driving incumbent firms’ responses to low‐price market entry strategies. Strategic Management Journal. 39(5). 1388–1410. 21 indexed citations
10.
Totzek, Dirk, et al.. (2016). What Makes a Hot Deal? Drivers of Deal Popularity in Online Deal Communities.. International Conference on Information Systems. 1 indexed citations
11.
Frey, R. Scott, Tomás Bayón, & Dirk Totzek. (2013). How Customer Satisfaction Affects Employee Satisfaction and Retention in a Professional Services Context. Journal of Service Research. 16(4). 503–517. 71 indexed citations
12.
Kranz, Johann, et al.. (2013). The Impact of Endogenous Motivations on Adoption of IT-Enabled Services. Journal of Service Research. 16(3). 356–371. 57 indexed citations
13.
Homburg, Christian, et al.. (2013). How price complexity takes its toll: The neglected role of a simplicity bias and fairness in price evaluations. Journal of Business Research. 67(6). 1114–1122. 64 indexed citations
14.
Homburg, Christian, et al.. (2010). All Customers are Equal, but Some are More Equal Should Firms Prioritize their Customers ?. RePEc: Research Papers in Economics. 2(1). 16–25. 2 indexed citations
15.
Totzek, Dirk & Sascha Alavi. (2010). Professionalisierung des Preismanagements auf Business-to-Business-Märkten: Die Rolle der Marktorientierung und der Unternehmenskultur. Schmalenbach Journal of Business Research. 62(5). 533–562. 1 indexed citations
16.
Schöll, Michael & Dirk Totzek. (2010). Die Preispolitik professionalisieren. MADOC (University of Mannheim). 1 indexed citations
17.
Homburg, Christian, Nicole Koschate, & Dirk Totzek. (2009). How price increases affect future purchases: The role of mental budgeting, income, and framing. Psychology and Marketing. 27(1). 36–53. 36 indexed citations
18.
Homburg, Christian, et al.. (2009). Managing Dynamics in a Customer Portfolio. Journal of Marketing. 73(5). 70–89. 96 indexed citations
19.
Homburg, Christian, Torsten Bornemann, & Dirk Totzek. (2009). Preannouncing pioneering versus follower products: what should the message be?. Journal of the Academy of Marketing Science. 37(3). 310–327. 35 indexed citations
20.
Homburg, Christian, et al.. (2008). Customer Prioritization: Does it Pay off, and how Should it be Implemented?. Journal of Marketing. 72(5). 110–130. 215 indexed citations

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

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