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Barbara Niersbach

Prof. Dr. rer. pol. Barbara Niersbach

Studiendekanin International Business Management, Auslandsbeauftragte Fakultät Technologie und Management
Schwerpunkte: B2B Marketing, Vertrieb, Key Account Management, Industrial Marketing, Strategic Marketing Management, Organzational Behavior
Öffnungs-/Sprechzeiten Donnerstags 14:00 - 15:00 Uhr nach Vereinbarung per E-Mail
Telefon
E-Mail barbara.niersbach@rwu.de
Weblinks
Raum B 017
Besuchsadresse
Gebäude B
Leibnizstr. 12
88250 Weingarten
Postadresse RWU Hochschule Ravensburg-Weingarten
University of Applied Sciences
Prof. Dr. rer. pol. Barbara Niersbach
Postfach 30 22
D 88216 Weingarten

Barbara Niersbach is professor at the RWU Ravensburg-Weingarten University of Applied Sciences in the field of B2B Marketing and Sales. Her special research focus is in Key Account Management. She is part of the European Network of KAM at the University of Bamberg and is engaged in the supervision of diverse dissertation projects in Key and Global Account Management. In addition to this, she is peer reviewer at the Journal of Business and Industrial Marketing for Key Account Management related articles.

Her responsibilities at the RWU are manifold. She is Study Dean of the part-time MBA program International Business Management, Director of International Affairs and Director of International Academy.

In addition to her academic scope of duties, she is partner in the coaching and consulting company KAM Experts, where she accompanies B2B companies in any topic and challenges with regard to Key Account Management.

Prior to her professorship, Barbara Niersbach was responsible of strategic marketing management projects of a medium-sized company focusing on technical ceramics with about 650 employees. Before that, she found her career entry as a regional area manager at Lidl with the responsibility for KPIs in 5 stores and more than 80 employees. She earned his Ph.D.at Bamberg University and studied international business management and administration at Passau University.

List of Publications

A          Publications in Peer-Reviewed Journals
A.1    Pardo, C., Ivens, B.S., Niersbach, B. (2020), An Identity Perspective on Key Account Managers as Paradoxical Relationship Managers, Industrial Marketing Management, 89, 355-372. https://doi.org/10.1016/j.indmarman.2019.10.008
A.2      Ivens, B.S., Leischnig, A., Pardo, C., Niersbach, B. (2018), Key Account Management as a Firm Capability, Industrial Marketing Management, 74, 39 – 49. doi.org/10.1016/j.indmarman.2017.09.026
A.3      Leischnig, A., Ivens, B.S., Niersbach, B., Pardo, C. (2017), Mind the Gap: A Process Model for Diagnosing Barriers to Key Account Management Implementation, Industrial Marketing Management, Vol. 70: pages 58-67, published as online version dx.doi.org/10.1016/j.indmarman.2017.07.008
A.4      Ivens, B.S., Pardo, C., Niersbach, B., Leischnig, A. (2016), Firm-internal key account management networks: Framework, case study, avenues for future research, Industrial Marketing Management, Vol. 58: pages 102-113.
A.5      Ivens, B.S.; Niersbach, B.; Pardo, C. (2015), Key Account Management – Selling or Providing Service or both?, Management Review of St. Gallen, Special Issue Sales Excellence, Vol. 32 (6): pages 68-76.

B          Reviewed Conference Proceedings Publications
B.1      Schunke, M, Niersbach, B., Ivens, B.S., Pardo, C. (2019), Key Account Management and digitalization: A case study approach to possible transformations in the management of strategic customers, 9th BMM-EMAC Biennial International Conference on Business Market Management in conjunction with the 24th CBIM International Conference, Freie Universität Berlin, June 27-29, 2019.
B.2      Schmid, N., Ivens, B.S., Niersbach, B., Pardo, C. (2019), Identity work in Key Account Management: the impact of identity and its influence for Key Account Manager, 9th BMM-EMAC Biennial International Conference on Business Market Management in conjunction with the 24th CBIM International Conference, Freie Universität Berlin, June 27-29, 2019.
B.3      Ivens, B.S., Uhl, F., Niersbach, B., Pardo, C. (2018): Governance structures in business relationships: The role of corporate compliance programs between relationship-level and higher-level governance mechanisms, 34th Annual IMP Conference, Marseille, September 5-8, 2018.
B.4      Ivens, B.S., Niersbach, B., Pardo, C. (2018): Organizational commitment in strategic buyer-supplier relationships: Conceptual foundations, a case study, and avenues for future research, ISBM Academic Conference, Sloan School of Business, Massachusetts Institute of Technology, Boston, August 8-9, 2018.
B.5      Pardo, C., Ivens, B.S., Niersbach B. (2018): Individual and inter-organizational interfaces: Six oppositions and their effect on the management and performance of buyer-seller relationships, Inaugural Industrial Marketing Management Summit, Copenhagen Business School, Denmark, January 24-26, 2018.
B.6      Ivens, B.S.; Niersbach, B.; Pardo, C. (2018): Organizational commitment in Key Account Management as a relevant resource for a sustainable marketing business model, 23rd CBIM International Conference, Madrid, Spain, June 8-10, 2018
B.7      Ivens, B.S.; Niersbach, B.; Pardo, C. (2017): Organisational commitment in key account management / organisational interface functions, BMM-EMAC 8th Biennial International Conference on Business Market Management in Association with EMAC 2017, Graz, Austria, July 6-8, 2017.
B.8      Lacoste, S; Niersbach, B. (2017) An exploration of the multiple facets of leadership within Key Account Management, BMM-EMAC 8th Biennial International Conference on Business Market Management in Association with EMAC 2017, Graz, Austria, July 6-8 2017.
B.9      Ivens, B.S.; Niersbach, B.; Schunke, M. (2017) Key account management: Bibliometric analysis of the literature, BMM-EMAC 8th Biennial International Conference on Business Market Management in Association with EMAC 2017, Graz, Austria, July 6-8 2017.
B.10    Niersbach, B.; Ivens, B.S.; Pardo, C.; Leischnig, A. (2016): Intra-organizational network interface units: An empirical study of differentiation and integration, 32nd Industrial Marketing and Purchasing (IMP) Conference 2016, Poznań, Poland, August 31 - September 3, 2016.
B.11    Niersbach, B.; Ivens, B.S.; Leischnig, A.; Pardo, C. (2015): “Managing internal network activities in Key Account Management – a case study”, 31th Industrial Marketing and Purchasing (IMP) Conference 2015, Kolding, Denmark, August 27-29, 2015.
B.12       Lacoste, S.; Niersbach, B. (2015): “Leading Key Account Teams“, 7th Bi-Annual International Conference on Business Market Management (BMM) 2015, London, UK, July 2-4, 2015.
B.13       Ivens, B.S.; Leischnig, A.; Niersbach, B.; Pardo, C. (2015): “Key Account Management as an organizational capability”, 7th Bi-Annual International Conference on Business Market Management (BMM) 2015, London, UK, July 2-4, 2015.
B.14       Niersbach, B.; Ivens. B.S.; Leischnig, A.; Pardo, C. (2015): “Key Account Management and competitive advantage”, Competicon 2015, Copenhagen, Denmark, January 19-20, 2015.
B.15       Ivens, B.S., Leischnig, A., Niersbach, B., Pardo, C. (2015): The Dual Network Perspective on Key Account Management, Proceedings of the 7thBMM Conference, London (UK), July 2-4, 2015.
B.16       Niersbach, B., Ivens, B.S., Leischnig, A., Pardo, C. (2015): Internal commitment and trust: A competitive advantage for key account management teams –a case study, International Competitive Management Conference, Copenhagen, January 19-20, 2015.
B.17       Ivens, B.S.; Lacoste, S.; Leischnig, A.; Niersbach, B.; Pardo, C. (2014): “Key Account Managers‘ internal tasks inside their company – a case study“,  Institute for the Study of Business Markets (ISBM) Academic  Conference 2014: Advances in B-to-B Marketing, San Francisco, USA, July 30-31, 2014.
B.18       Ivens, B.S.; Niersbach, B.; Pardo, C.; Rauschnabel, P. (2012):  “Compensating Key Account Managers: conceptual foundations and results from a quantitative empirical study”, 28th Industrial Marketing and Purchasing (IMP) Conference, Rome, Italy, September 11-15, 2012.
B.19       Ivens, B.S.; Niersbach, B.; Pardo, C. (2011): “Internal aspects of Key Account Management - A resource based theoretical framework and some experts’ insight”, 5th Bi-Annual International Conference on Business Market Management (BMM), Tampere, Finland, May 18-20, 2011.

C Articles for practitioners
C.1         Goebl, M; Niersbach, B (2018): Comparing the service levels in the European spirits market: A model for evaluating the complexity of a country in the transportation of spirits and an empirical investigation of six different European countries, Journal of Leadership and Management (2018) 5, 111-131.
C.2         Niersbach, B. (2018): Digitalisierung – Herausforderungen an die Rolle des modernen Key Account Managers, in Sieck, H. (2018), Quo vadis Key Account Management? Zukunftsimpulse der European Foundation for Key Account Management (efkam), S. 159 – 178.