Ruhr-Universität Bochum

Sales & Marketing Department
Universitätsstraße 150
44801 Bochum

Telefon: +49 (02 34) 32 - 26596 Telefax: +49 (02 34) 32 - 14272 E-Mail: smd(at)

Der BdVM ist strategischer Partner des Sales & Marketing Departments.

DFG- and third-party funded Projects

Costumer- and Salesperson Strategies of Price Enforcement in Sales Encounters

The objective of this research project is to investigate price negotiations in the seller-buyer dyad. Main issue of this study is the media-technical coverage of sales interaction, that allows for an evaluation of the sales interaction.

For further information on this topic, please contact Dr. Sascha Alavi.

SFB/Transregio 29 “Engineering of hybrid service bundles”

The financing of the project SRF/Transregio 29 “Industrial Product-Service Systems – Dynamic Interdependencies of Products and Services in the Production Area” (TR29), which is financed by the “Deutsche Forschungsgesellschaft” (DFG) since 2006, was extended to further four years in the June of 2010 after positive evaluation. This project is supported by ten chairs of engineering and management and economics at the Ruhr-Universität Bochum and the Technische Universität Berlin.

Currently, the Sales & Marketing Department is involved in two sub-projects of the TR29 and investigates “costumer’s benefit and willingness to pay” as well as “Business models to market hybrid service bundles”.

Further information on this entire special research field as well as on the sub-projects are provided by the following links.

GEMINI Industry Business Models 4.0

Subsidized by the Federal Ministry of Economics and Energy by the project sponsors of the German Center of Aerospace.

Joint project by: Heinz Nixdorf Institut, Paderborn (Prof. Dr. Jürgen Gausemeier), Atos Solutions & Services GmbH, Contact Software GmbH, Fraunhofer IPT Paderborn, SLM Solutions Group AG, Unity AG.

The German engineering companies and associated industries can only stand the increased global competition, if the current technological advance is marketed in tailored business models. By Industry 4.0 the nature of the value added chain by the producing companies is transformed. Increased networking and intelligent objects allow for improved or innovative business models in the value added chain or respectively in the whole product-life-cycle. Until now the companies are facing difficulties in reviewing the chances and risks of Industry 4.0 and in the development of innovative business models. Therefore, action is required in the assistance of the development, the risk assessment, and the implementation of innovative business models for Industry 4.0.
Thus the main objective of the GEMINI project is the development of an instrument for business model configuration in Industry 4.0. The project is based on current research, which has shown that business models are following reoccurring patterns. These patterns and their possible combinations are the basis of the planned business model development in order to exploit the potential benefits of Industry 4.0.