Institute of Management
Director, Institute of Management
Ph.D., Technical University of Berlin
Uni Mail - 3224
+41 22 379 89 40
Since September 2008 I have been a Full Professor of Marketing at the Geneva School of Economics and Management. Prior to my appointment at the University of Geneva I have been Assistant Professor of Marketing at the Humboldt University in Berlin starting in 2003. In the academic year of 2006 I was a visiting Fulbright Professor at the Ross School of Business at the University of Michigan. Prior to rejoining academia as an Assistant Professor I worked for four years as a manager in strategic marketing in the Society and Technology Research Group, a think tank of Daimler AG. In 2001 I have received a scholarship for young leaders of the Japanese-German Center (JDZB) and worked in the international marketing department of Matsushita in Tokyo. I have conducted my doctoral research with Professor Rick Bagozzi as a fellow of the German Academic Exchange Service (DAAD) at the Ross School of Business at the University of Michigan. During my tenure at Humboldt University I closely worked together with its incubator and assisted in founding and co-founded two companies.
In my research I work at the intersection of psychology and marketing. The goal of my research is to provide a better understanding of consumer behavior ranging from classic brand loyalty or choice over consumption of fair traded products to transport mode choice. Current research topics are the role of boundary spanners in business relationships, product defects and quality perceptions, norms in relationships, effects of attachment styles on business relationships. As an empirical marketing researcher I regularly have to collaborate with companies to get access to data. Among others I have received research grants from the following companies for conducting joint projects Credit Suisse, EADS, Daimler, Volkswagen. Other institutions that have funded my research include the Federal Ministry of Economics and Technology in Germany, and the Federal State of Berlin. My dissertation was runner-up for the Science Price of the German Marketing Association for the best dissertation in marketing in German speaking countries and I have won the best paper award at the annual IMP-Conference in 2007.
Research & publications
Paulssen, Marcel, Roulet, Raphael (2016), Social bonding as a determinant of share of wallet and cross-buying behaviour in B2B relationships, European Journal of Marketing (ARC Ranking A), forthcoming
Paulssen, Marcel, Leischnig, Alexander, Ivens, Björn S., Birk, Mattias M. (2016), Relational Norms in Customer-Company Relationships: Net and Configurational Effects, Journal of Business Research (ARC Ranking A), forthcoming
Paulssen, Marcel, Sommerfeld, Angela (2015), The Impact of Critical Incidents on Customer Relationships, Business Administration Review (VHB C), Vol. 75, p. 291-308.
Paulssen, Marcel; Catenazzo, Giuseppe (2015). No Mercy for Products: Recovery Effects for Products and Services, Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior (ARC Ranking B), Vol. 28, p. 90-103.