Tobias Schäfers | CBS - Copenhagen Business School

Profile
Teaching
Publications
Research
In the media

Presentation

Tobias Schäfers has been an Associate Professor at the Department of Marketing at Copenhagen Business School since September 2018; since September 2020, he has been a part-time member of the department. Since March 2023, he is also a professor of marketing at HSBI - University of Applied Sciences and Arts Bielefeld, Germany. Before joining CBS, he was an Assistant Professor of Marketing at the Technical University Dortmund, Germany. After graduating in Business Studies in 2006 at the Private University Göttingen, Germany, he obtained his doctoral degree in 2010 at EBS Business School in Wiesbaden, Germany. From 2010 until 2013, he then worked at EBS Business School as Assistant Professor of Marketing, before taking on the position at TU Dortmund. Moreover, Tobias has been a visiting scholar/researcher at the Robert H. Smith School of Business, University of Maryland, USA (2010, 2012), at Aalto University School of Business, Helsinki, Finland (2015, 2017), and at Toulouse School of Management, France (2019).

In his research, Tobias investigates the psychological aspects of individuals’ behavior in relation to services, prices, and digitalization, in both business-to-consumer and business-to-business contexts. For example, he has examined consumers’ motives to use access-based services as an alternative to ownership, customers’ reactions to the introduction of fees for previously free products, and consumers’ reactions during service recovery via digital channels.

Tobias’ research has been published in leading international journals, such as Journal of Service Research, Journal of Interactive Marketing, Journal of Business Research, Industrial Marketing Management, Psychology & Marketing, and Marketing Letters. He is an Associate Co-Editor for Academic-Practitioner Papers at Industrial Marketing Management and serves on the Editorial Review Boards of the Journal of Service Research and Industrial Marketing Management.

Primary research areas

Service research
Access-based services
Digitalization of customer-company interactions
Pricing
Sales

Administrative tasks

Social media

Link to this homepage

www.cbs.dk/en/staff/tsmarktg

Courses

Business Intelligence and Customer Insight (KAN-CSAMO2001U Business Intelligence and Customer Insight)

Servitization & Service Management (Master of Business Development)

Life Science Markets (Master of Business Development)

Other teaching activities

Selected publications

Cziehso, G.P. / Schaefers, T. / Kukar-Kinney, M. (2019): “Free No More: Investigating Customer Reactions to Unexpected Free-to-Fee Switches,” Journal of Business Research, 101, 229-242. [https://doi.org/10.1016/j.jbusres.2019.03.050]

Schaefers, T. / Moser, R. / Narayanamurthy, G. (2018): “Access-Based Services for the Base of the Pyramid,” Journal of Service Research, 21(4), 421-437. [https://doi.org/10.1177/1094670518770034]

Schaefers, T. / Lawson, S. / Kukar-Kinney, M. (2016): “How the burdens of ownership promote consumer usage of access-based services,” Marketing Letters, 27(3), 569-577. [http://dx.doi.org/10.1007/s11002-015-9366-x]

Schaefers, T. / Schamari, J. (2016): “Service Recovery via Social Media: The Social Influence Effects of Virtual Presence,” Journal of Service Research, 19(2), 192-208. [http://dx.doi.org/10.1177/1094670515606064]

Schaefers, T. / Wittkowski, K. / Benoit (née Moeller), S. / Ferraro, R. (2016): “Contagious Effects of Customer Misbehavior in Access-Based Services,” Journal of Service Research, 19(1), 3-21. [http://dx.doi.org/10.1177/1094670515595047]

Schaefers, T. (2013): “Exploring Carsharing Usage Motives: A Hierarchical Means-End Chain Analysis,” Transportation Research Part A: Policy and Practice, 47(1), 69-77. [http://dx.doi.org/10.1016/j.tra.2012.10.024]

Publications sorted by:

2023

Fabian Lauzi; Jörg Westphal; Deva Rangarajan; Tobias Schäfers; Maria C. Parra-Merono; Maria D. De-Juan-Vigaray / Understanding Sales Enablement in Complex B2B Companies : Uncovering Similarities and Differences in a Cross-functional and Multi-level Case Study.
In: Industrial Marketing Management, Vol. 108, 1.2023, p. 47-64

Journal article > peer review

2022

Michel Van der Borgh; Tobias Schäfers; Adam Lindgreen; C. Anthony Di Benedetto / Moving the Needle : Publishing Academic-practitioner Research in Industrial Marketing Management.
In: Industrial Marketing Management, Vol. 103, 2022, 6 p., p. A1-A6

Editorial

Tobias Schäfers; Marina Leban; Florian Vogt / On-demand Features : Consumer Reactions to Tangibility and Pricing Structure .
In: Journal of Business Research, Vol. 139, 2.2022, p. 751-761

Journal article > peer review

Tobias Schäfers; Marina Leban / On-demand Features : Opportunities and Challenges of Fractional as-a Service Business Models.
In: 2022 AMA Winter Academic Conference: Reconnecting and Reconceiving the Marketplace. . ed. /Ashlee Humpreys; Grant Packard; Katrijn Gielens. Chicago : American Marketing Association 2022, p. 1051-1052 (AMA Educators Proceedings, Vol. 33)

Article in proceedings > peer review

2021

Adam Lindgreen; C. Anthony Di Benedetto; Ad de Jong; Luigi M. De Luca; Heiner Evanschitzky; Michael J. Mol; Robert E. Morgan; John Nicholson; Tobias Schäfers / Framing a Manuscript
In: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, p. 189-203 (How To Guides)

Book chapter > peer review

Tobias Schäfers; Tomas Falk; Ashish Kumar; Julia Schamari / More of the Same? : Effects of Volume and Variety of Social Media Brand Engagement Behavior.
In: Journal of Business Research, Vol. 135, 10.2021, p. 282-294

Journal article > peer review

Tobias Schaefers; Stefan Ruffer; Eva Böhm / Outcome-based Contracting From the Customers' Perspective : A Means-end Chain Analytical Exploration.
In: Industrial Marketing Management, Vol. 93, 2.2021, p. 466-481

Journal article > peer review

Tobias Schäfers; Gopalakrishnan Narayanamurthy; Roger Moser; Marina Leban / The Sharing Economy at the Base of the Economic Pyramid : How Access-based Services Can Help Overcome Ownership Risks.
In: Psychology & Marketing, Vol. 38, No. 11, 11.2021, p. 2073-2088

Journal article > peer review

2020

Joe Cobbs; Tobias Schaefers; Mark D. Groza / Construal Level Effects in Sponsorship-linked Marketing : Informativeness and Timing of Announcements.
In: Journal of Marketing Theory and Practice, Vol. 28, No. 4, 10.2020, p. 357-372

Journal article > peer review

2019

Gerrit Paul Cziehso; Tobias Schäfers; Monika Kukar-Kinney / Free No More : Investigating Customer Reactions to Unexpected Free-to-Fee Switches.
In: Journal of Business Research, Vol. 101, 8.2019, p. 229-242

Journal article > peer review

2019

Arne K. Albrecht; Tobias Schäfers; Gianfranco Walsh; Sharon E. Beatty / The Effect of Compensation Size on Recovery Satisfaction after Group Service Failures : The Role of Group Versus Individual Service Recovery.
In: Journal of Service Research, Vol. 22, No. 1, 2.2019, p. 60-74

Journal article > peer review

2018

Louis Zmich; Mya Groza; Tobias Schaefers; Mark D. Groza / Abstract Thinking and Salesperson Entrepreneurial Orientation : An Abstract.
In: Boundary Blurred: A Seamless Customer Experience in Virtual and Real Spaces: Proceedings of the 2018 Academy of Marketing Science (AMS) Annual Conference. . ed. /Nina Krey; Patricia Rossi. Cham : Springer 2018, 2 p., p. 381-382 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

Tobias Schäfers; Roger Moser; Gopalakrishnan Narayanamurthy / Access-based Services for the Base of the Pyramid
In: Journal of Service Research, Vol. 21, No. 4, 22.4.2018, p. 421-437

Journal article > peer review

Stefan Ruffer; Tobias Schaefers / Entering the Performance-Based Contracting Business : An Exploration of Sales-Related Challenges: An Abstract.
In: Boundary Blurred: A Seamless Customer Experience in Virtual and Real Spaces: Proceedings of the 2018 Academy of Marketing Science (AMS) Annual Conference. . ed. /Nina Krey; Patricia Rossi. Cham : Springer 2018, 2 p., p. 83-84 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

Martin P. Fritze; Florian Urmetze; Gohar F. Khan; Marko Sarstedt; Andy Neely; Tobias Schäfers / From Goods to Services Consumption : A Social Network Analysis on Sharing Economy and Servitization Research.
In: SMR - Journal of Service Management Research, Vol. 2, No. 3, 2018, p. 3-16

Journal article > peer review

Stefan Brinkhoff; Tobias Schaefers / Mobile In-Store Advertising : Exploring the Effects of Location-Based Mobile Promotions on Shopping Behavior: An Abstract.
In: Boundary Blurred: A Seamless Customer Experience in Virtual and Real Spaces: Proceedings of the 2018 Academy of Marketing Science (AMS) Annual Conference. . ed. /Nina Krey; Patricia Rossi. Cham : Springer 2018, 1 p., p. 565 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

2017

Florian Kopshoff; Tobias Schaefers / Selling to Homer or to Lisa? Conceptualizing Customer Competence in Complex Projects : An Abstract.
In: Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings of the 2016 Academy of Marketing Science (AMS) Annual Conference. . ed. /Maximilian Stieler. Cham : Springer 2017, 2 p., p. 431-432 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

Gerrit Paul Cziehso; Tobias Schaefers / To Be Continued…The Effects of Interrupted Preview Endings on Purchase Decisions in “Freemium” Business Models : An Abstract.
In: Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings of the 2016 Academy of Marketing Science (AMS) Annual Conference. Vol. 1. . ed. /Maximilian Stieler. Cham : Springer 2017, 2 p., p. 517-518 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

2016

Monika Kukar-Kinney; Angeline Close Scheinbaum; Tobias Schaefers / Compulsive Buying in Online Daily Deal Settings : An Investigation of Motivations and Contextual Elements.
In: Journal of Business Research, Vol. 69, No. 2, 2.2016, p. 691-699

Journal article > peer review

Tobias Schaefers; Kristina Wittkowski; Sabine Benoit (née Moeller); Rosellina Ferraro / Contagious Effects of Customer Misbehavior in Access-based Services
In: Journal of Service Research, Vol. 19, No. 1, 2.2016, p. 3-21

Journal article > peer review

2016

Tobias Schaefers; Stephanie J. Lawson; Monika Kukar-Kinney / How the Burdens of Ownership Promote Consumer Usage of Access-based Services
In: Marketing Letters, Vol. 27, No. 3, 9.2016, p. 569-577

Journal article > peer review

Tobias Schaefers; Stephanie J. Lawson / Less Risk, More Fun? The Role of Ownership Risk Perception for Access-based Service Value Perception and Usage
In: Let’s Get Engaged! Crossing the Threshold of Marketing’s Engagement Era: Proceedings of the 2014 Academy of Marketing Science (AMS) Annual Conference. . ed. /Michael W. Obal; Nina Krey; Christian Bushardt. Cham : Springer 2016, 2 p., p. 455-456 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

Micha Hirschinger; Roger Moser; Tobias Schaefers; Evi Hartmann / No Vehicle Means No Aid—A Paradigm Change for the Humanitarian Logistics Business Model
In: Thunderbird International Business Review, Vol. 58, No. 5, 2016, p. 373-384

Journal article > peer review

Sabine Benoit née Moeller; Tobias Schaefers; Raphael Heider / Understanding On-the-go Consumption : Identifying and Quantifying Its Determinants.
In: Journal of Retailing and Consumer Services, Vol. 31, 7.2016, p. 32-42

Journal article > peer review

2015

Felix Zoellner; Tobias Schaefers / Do Price Promotions Help or Hurt Premium-product Brands? : The Impact of Different Price-promotion Types on Sales and Brand Perception.
In: Journal of Advertising Research, Vol. 55, No. 3, 2015, p. 270-283

Journal article > peer review

Julia Schamari; Tobias Schaefers / Embedding Consumers – Mediation of Social Media Engagement Effects on Consumerbrand Relationships
In: Ideas in Marketing: Finding the New and Polishing the Old: Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. . ed. /Krzystof Kubacki. Cham : Springer 2015, 1 p., p. 15 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

Julia Schamari; Tobias Schaefers / Leaving the Home Turf : How Brands Can Use Webcare on Consumer-generated Platforms to Increase Positive Consumer Engagement.
In: Journal of Interactive Marketing, Vol. 30, 2015, p. 20-33

Journal article > peer review

Tobias Schaefers; H. Dieter Dahlhoff; Natalia Sowik / Quantity or Quality? How the Firm-Customer Dialog Influences Customer Relationships
In: Ideas in Marketing: Finding the New and Polishing the Old: Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. . ed. /Krysztof Kubacki. Cham : Springer 2013 AMS Annual Conference, 2015, p. 721 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Book chapter > peer review

Tobias Schaefers / Saving Time, Money, or the Environment? : Consumers’ Motives of Access-based Service Use.
In: Ideas in Marketing: Finding the New and Polishing the Old: Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. . ed. /Krzystof Kubacki. Cham : Springer 2015, 1 p., p. 652 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

Tobias Schaefers; Julia Schamari / Service Recovery via Social Media : The Social Influence Effects of Virtual Presence.
In: Journal of Service Research, Vol. 19, No. 2, 2015, p. 192-208

Journal article > peer review

2015

Felix Zoellner; Tobias Schaefers / The Impact of Price Promotion Types on Sales and Brand Perception of Premium Products
In: Ideas in Marketing: Finding the New and Polishing the Old: Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. . ed. /Krysztof Kubacki. Cham : Springer 2015, 1 p., p. 528 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

Tobias Schaefers; Joe Cobbs; Mark D. Groza / Timing of Sponsorship : A Test of Temporal Distance and Construal Level Effects.
In: Ideas in Marketing: Finding the New and Polishing the Old: Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference. . ed. /Krzystof Kubacki. Cham : Springer 2015, 1 p., p. 468 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)

Conference abstract in proceedings > peer review

2014

Niels Neudecker; Franz Rudolf Esch; Tobias Schaefers; Sandro Valussi / Message Reframing in Advertising
In: Psychology and Marketing, Vol. 31, No. 11, 2014, p. 946-957

Journal article > peer review

Tobias Schaefers / Standing out From the Crowd : Niche Product Choice as a Form of Conspicuous Consumption.
In: European Journal of Marketing, Vol. 48, No. 9/10, 2014, p. 1805-1827

Journal article > peer review

2013

Tobias Schaefers / Exploring Carsharing Usage Motives : A Hierarchical Means-end Chain Analysis.
In: Transportation Research Part A: Policy and Practice , Vol. 47, 1.2013, p. 69-77

Journal article > peer review

2012

Roger Moser; Tobias Schäfers; Jan Niklas Meise / Consumer Preferences for Product Transparency in Emerging Markets – Lessons Learned from India
In: Marketing Review St. Gallen, Vol. 29, No. 3, 2012, p. 22-27

Journal article > peer review

Mark D. Groza; Joe Cobbs; Tobias Schaefers / Managing a Sponsored Brand : The Importance of Sponsorship Portfolio Congruence.
In: International Journal of Advertising, Vol. 31, No. 1, 2012, p. 63-84

Journal article > peer review

Julia Schamari; Tobias Schäfers / Strategisches Social-Media-Measurement : Wege zur Effektivitäts- und Effizienzmessung.
In: Marketing Review St. Gallen, Vol. 29, No. 4, 2012, p. 54-59

Journal article > peer review

More results... (total 38 results)

Academic Interests

Research Projects

The Dark Side of the Sharing Economy

Outside activities

Professor of Marketing, HSBI

Support in various consulting projects, UNICconsult Strategieentwicklung GmbH, Germany

tsmarktg

Department of Marketing

Profile

Teaching

Publications

Research

In the media

Men ideen var god