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Wolfgang Ulaga

Wolfgang Ulaga

D-Index & Metrics

Business and Management

D-Index
36
Citations
18966
World Ranking
2002
National Ranking
38

Overview

Wolfgang Ulaga is affiliated with INSEAD in France and has made contributions primarily in the field of Business, Management and Accounting. Their research spans various subfields including Marketing, Organizational Behavior and Human Resource Management, Strategy and Management, Management of Technology and Innovation, and Cultural Studies.

The scientist's work covers key topics such as Service and Product Innovation, Customer Service Quality and Loyalty, Consumer Retail Behavior Studies, Innovation and Knowledge Management, Consumer Behavior in Brand Consumption and Identification, Entrepreneurship Studies and Influences, and Diverse multidisciplinary academic research.

Notable recent publications include:

  • The Future of B2B Customer Solutions in a Post-COVID-19 Economy: Managerial Issues and an Agenda for Academic Inquiry (2020), Journal of Service Research
  • Advancing marketing theory and practice: guidelines for crafting research propositions (2021), AMS Review
  • Managing Customer Success in Business Markets: Conceptual Foundation and Practical Application (2020), Journal of Service Management Research
  • Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling (2020), Journal of Personal Selling and Sales Management
  • Rethinking customer-perceived value in business markets from an organizational perspective (2022), Journal of Inter-Organizational Relationships

Wolfgang Ulaga has frequently published in journals such as Industrial Marketing Management, Journal of Service Research, Journal of Service Management Research, Journal of Personal Selling and Sales Management, and Journal of the Academy of Marketing Science.

Frequent co-authors include Andreas Eggert, Michael Kleinaltenkamp, Christian Kowalkowski, Vishal Kashyap, and Anna Gehring.

Best Publications

  • Customer perceived value: a substitute for satisfaction in business markets?

    Andreas Eggert;Wolfgang Ulaga

  • Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status

    Wolfgang Ulaga;Andreas Eggert

  • Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully

    Wolfgang Ulaga;Werner Reinartz

  • Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships

    Wolfgang Ulaga;Andreas Eggert

  • Relationship value and relationship quality: Broadening the nomological network of business‐to‐business relationships

    Wolfgang Ulaga;Andreas Eggert

  • Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully:

    Wolfgang Ulaga;Werner J . Reinartz

  • Measuring Customer-Perceived Value in Business Markets: A Prerequisite for Marketing Strategy Development and Implementation

    Wolfgang Ulaga;Samir Chacour

  • Measuring Customer- Perceived Value in Business Markets A Prerequisite for Marketing Strategy Development and Implementation

    Wolfgang Ulaga;Samir Chacour

  • Capturing value creation in business relationships: A customer perspective

    Wolfgang Ulaga

  • Value creation in the relationship life cycle: A quasi-longitudinal analysis

    Andreas Eggert;Wolfgang Ulaga;Franzizka Schultz

  • Value creation in the relationship life cycle: A quasi-longitudinal analysis

    Andreas Eggert;Wolfgang Ulaga;Franziska Schultz

  • Relationship Value in Business Markets: The Construct and Its Dimensions

    Wolfgang Ulaga;Andreas Eggert

  • Customer Value in Business Markets An Agenda for Inquiry

    Wolfgang Ulaga

  • How to sell services more profitably.

    Werner Reinartz;Wolfgang Ulaga

  • ‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets

    Harri Terho;Alexander Haas;Andreas Eggert;Wolfgang Ulaga

  • The transition from product to service in business markets: An agenda for academic inquiry

    Frank Jacob;Wolfgang Ulaga

  • Revenue and Profit Implications of Industrial Service Strategies

    Andreas Eggert;Andreas Eggert;Jens Hogreve;Wolfgang Ulaga;Eva Muenkhoff

  • A Theories-in-Use Approach to Building Marketing Theory

    Valarie A. Zeithaml;Bernard J. Jaworski;Ajay K. Kohli;Kapil R. Tuli

  • Transitioning from product to service-led growth in manufacturing firms: Emergent challenges in selecting and managing the industrial sales force

    Wolfgang Ulaga;James M. Loveland

  • Conceptualizing and communicating value in business markets: From value in exchange to value in use

    Andreas Eggert;Wolfgang Ulaga;Pennie Frow;Adrian Payne

  • Industrial services, product innovations, and firm profitability: A multiple-group latent growth curve analysis

    Andreas Eggert;Jens Hogreve;Wolfgang Ulaga;Eva Muenkhoff

  • How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling

    Harri Terho;Andreas Eggert;Andreas Eggert;Alexander Haas;Wolfgang Ulaga

  • When and why do customer solutions pay off in business markets

    Stefan Worm;Sundar G. Bharadwaj;Wolfgang Ulaga;Werner J. Reinartz

  • Relationship Value in Business Market: The Construct and its Dimension

    Wolfgang Ulaga;Andreas Eggert

Frequent Co-Authors

Andreas Eggert
Andreas Eggert Freie Universität Berlin
Werner Reinartz
Werner Reinartz University of Cologne
Sundar G. Bharadwaj
Sundar G. Bharadwaj University of Georgia
Thomas Ritter
Thomas Ritter Copenhagen Business School
Ajay K. Kohli
Ajay K. Kohli Georgia Institute of Technology
Arun Sharma
Arun Sharma University of Miami
Ramayya Krishnan
Ramayya Krishnan Carnegie Mellon University
Valarie A. Zeithaml
Valarie A. Zeithaml University of North Carolina at Chapel Hill
Gerald Zaltman
Gerald Zaltman Harvard University
Christian Kowalkowski
Christian Kowalkowski Linköping University

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