Michael Hartmann ©MATT STARK photography

Prof. Dr. Michael Hartmann

Professor of Industrial Marketing and Sales at Coburg University of Applied Sciences, Coburg, Germany

Follow Michael on LinkedIn | ResearchGate 

Mail Michael.Hartmann[at]hs-coburg.de

Research Interests

  • Industrial Marketing and Sales
  • Personal Selling and Key Account Management
  • Dynamic capabilities
  • Organizing creativity in innovation processes
  • Communication processes in selling innovations 

Prof. Dr. Michael Hartmann: Career Overview

since 09/2019
Professur Industrial Marketing and Sales at Coburg University of Applied Sciences

09/2017 – 08/2019
Acting Professor Industrial Marketing and Sales at German Graduate School of Management and Law, Heilbronn

04/2014 – 08/2019
PhD-Student / Member of the research group Dynamic Capabilities and Relationships at European University Viadrina, Frankfurt (Oder)

03/2010 – 03/2014
Business unit leader sales in the industry supplies sector

10/2007 - 09/2009
Studies of Management (M.Sc. in Business Management), Part-Time-Program, Leeds University Business School, United Kingdom

10/2005 – 02/2010
Key Account Manager in the automotive industry sector

10/2002 – 09/2005
Studies of Business Administration (Dipl. Betriebswirt (BA)) at University of Cooperative Education Mosbach, Mosbach in Collaboration with Wirth Fulda

Prof. Dr. Michael Hartmann: Publications

Publications in Journals

  • Wenzel, M., Cornelissen, J., Koch, J., Hartmann, M. 2019. (Un-)Mind the Gap: How Organizational Actors Cope with an Identity-Strategy Misalignment, Strategic Organization, Sage. DOI: 10.1177/1476127019856524.
  • Hartmann, M., Wenzel, M. 2019. Understanding Market Transformation: How Firms Create Customer Demand, Journal of Competencies, Strategy and Management, 10: 33-54. https://doi.org/10.25437/jcsm-vol10-26.
  • Hartmann, M. 2019. Was der Vertrieb von der Theaterwissenschaft lernen kann, Sales Excellence, 1-2: 40-43. Wiesbaden, Springer. ISBN 2522-5960.
  • Hartmann, M. Laudien, S. 2019. Communicating the Value Proposition in Personal Selling: Co-creation of Virtual Value Experience Using Storytelling, Proceedings of the 2019 AMA Winter Academic Conference, Austin, USA. ISBN: 978-0-87757-003-5.
  • Hartmann, M., Jäger, L., Eckhardt, A. 2018. Do Me a Favor – The Role of Social Relations for Information Security In- and Extra- Role Behavior, Proceedings of the 9th International Conference on Information Systems, San Francisco, USA. ISBN: 978-0-9966831-7-3
  • Hartmann, M., Laudien, S. 2018. Innovating the Value Proposition: Evidence From Industrial Sales, Proceedings of the 29th International Society for Innovation Management Conference, Stockholm, Sweden. ISBN: 978-952-335-219-3.
  • Laudien, S., Hartmann, M. 2018. Understanding Sharing-Based Business Models: A Qualitative-Empirical Analysis, Proceedings of the 29th International Society for Innovation Management Conference, Stockholm, Sweden. ISBN: 978-952-335-219-3.

Research Monographs

  • Hartmann, M. 2018. Kritik in Organisationen: Episoden, Wirkungen und Paradoxien. Springer Fachmedien, Wiesbaden. Print ISBN: 978-3-658-20118-0, Electronic ISBN: 978-3-658-20119-7.

Book Chapters

  • Hartmann, M. 2018. Kritik in der (Sterne-)Küche. In: Ghadiri, A., Vilgis, T., Bosbach, T. (Hrsg.) Wissen Schmeckt: Die Magie der Wissenschaften beim Kochen erklärt. Springer Fachmedien, Wiesbaden. ISBN: 978-3-658-21389-3 Electronic ISBN: 978-3-658-21390-9