Staff Directory

Dr Johannes Habel

Associate Professor


Research Interests

Selling and sales management in the digital world, personal selling techniques, sales force compensation, artificial intelligence and machine learning, services marketing

Teaching in 2018-2019

Marketing & Strategy
  • IB98P0: Advanced Marketing Management

Marketing Group

Email:  /  Tel: 024 765 75025  /  Room: 3.209

Biography

Johannes Habel is an Associate Professor with the Marketing Group at Warwick Business School. His primary areas of interest are the digital transformation of the sales function as well as sales psychology.

Johannes' research has been published in some of the world's most renowned academic marketing journals, such as the Journal of Marketing, the Journal of the Academy of Marketing Science, and the International Journal of Research in Marketing. He serves as a reviewer for the Journal of the Academy of Marketing Science as well as the Journal of Personal Selling and Sales Management. Beyond academic research, Johannes has published case studies with Harvard Business Publishing and The Case Centre as well as managerial articles with journals such as Harvard Business Manager and European Business Review.

Johannes is a passionate teacher and keynote speaker on the topics of sales management, marketing management, and strategic management. He has taught for leading universities in Europe (e.g., ESMT Berlin, Imperial College, SDA Bocconi, Vlerick Business School, ESCP Europe, Mannheim University), America (e.g., Yale School of Management, Darden School of Business), Asia (e.g., CKGSB, Guanghua School of Management, Renmin University), and Africa (e.g., GIBS Business School).

Before joining Warwick Business School, Johannes was an Associate Professor at ESMT Berlin. He also worked as a strategy consultant for Booz & Company (today Strategy&) and as a radio journalist for several years. Johannes studied business administration at Mannheim University and completed his doctorate in sales management at Bochum University. He also graduated from Harvard Business School's Global Colloquium on Participant-Centered Learning.

Publications

Journal Articles

  • Kupp, M., Schmitz, B. and Habel, J. (2019) "When do family firms consider issuing external equity? Understanding the contingent role of families��� need for control", Journal of Family Business Management
  • Alavi, S., Habel, J., Guenzi, P. and Wieseke, J. (2018) "The role of leadership in salespeople���s price negotiation behavior", Journal of the Academy of Marketing Science, 46, 4, 703-724

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