Marketing Strategy Performance: Theory, Models, and Empirical Applications

Against the background of increasing pressure from the capital market and major corporate trends such as digitization, corporate social responsibility and corporate political activism, marketing managers are more and more than ever forced to demonstrate the performance and value relevance of their decisions for various stakeholders. Marketing scholars have responded to this development and produced numerous articles that relate marketing decisions (e.g., new product introductions, major price changes, investing in digital sales channels, partnering with social-media influencers) with the creation of market-based assets (e.g., customer satisfaction), product-market performance (e.g., market share), accounting performance (e.g., return on assets), and financial-market performance (e.g., stock returns). The course provides an overview of this literature, both from a conceptual/model-based perspective and from an empirical point of view. After having attended the course, students should be able to:

  • Understand central concepts of marketing strategy performance research and be able to establish links between these concepts;
  • Understand the basics of market response modeling and recognize the relevance of model specification for the validity of empirical estimation results;
  • Understand, categorize, and criticize high-quality (“A+”) articles within the research field;
  • Know key data analysis methods within the research field including their scope of application as well as their limitations and conduct first own analyses using standard software (R);
  • Develop relevant and interesting research questions with a potential for a high-quality publication.


July 10-13, 2023



Fritz Thyssen Stiftung, Apostelnkloster 13-15, 50672 Köln




Prof. Dr. Simone Wies

Prof. Dr. Alexander Edeling


Click for information on fees, payment and registration,

or email us: prodok@vhbonline.org.


Registration Deadline: June 18th, 2023