Dr. Jan Philipp Graesch
Short Profile
Doctor Jan Philipp Graesch started in October 2019 and was for four years an external PHD candidate at the marketing and sales department. His research interests included cooperation and alignment aspects of marketing, sales and IT with a main focus on practical oriented requirements, specifically in the context of digital transformation.
Mr. Graesch worked as a scientific assistant with the University of Applied Science and Lufthansa Technik AG in Hamburg while doing his bachelor and master in mechanical engineering and production management. He participated in various research projects with several industrial and academic partners within Hamburg, publishing his first conference paper. Mr. Graesch is Senior Product Sales Manager and Product Lead with Lufthansa Technik and responsible for digital products in terms of aircraft health monitoring (AVIATAR).
Conference presentations
- Graesch, Jan Philipp; Hensel-B枚rner, Susanne; Henseler, J枚rg (forthcoming) 鈥淒igital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and further Research鈥�
- Graesch, Jan Philipp; Isendahl, Randolf (2014) 鈥濨ewertungsmethode (CMEM) zur Auswahl von Unterst眉tzungssystemen 鈥� Ber眉cksichtigung des Menschen bei der L枚sungsfindung鈥� Erste transdisziplin盲re Konferenz zum Thema 鈥濼echnische Unterst眉tzungssysteme, die die Menschen wirklich wollen鈥� Hamburg, Deutschland
Publications
Journal articles (refereed)
Graesch, Jan Philipp, Hensel-B枚rner Susanne, Henseler, J枚rg. 2024. "Customer success management through alignment of marketing, sales and IT." Industrial Marketing Management聽 120: 1-14. https://doi.org/10.1016/j.indmarman.2024.05.004.
Book chapters
Graesch, Jan, Susanne Hensel-B枚rner, and J枚rg Henseler. 2022. "Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research." In Sales Enablement als Fundament des Vertriebserfolgs. FOM-edition, ed. by Westphal, J枚rg, Jobst G枚rner, and Christian Schmitz, 113-133. Springer Gabler. https://doi.org/10.1007/978-3-658-37614-7_9.
Conference proceedings
Graesch, Jan Philipp, Susanne Hensel-B枚rner, and J枚rg Henseler. 2023. "Alignment throughout the Customer Journey - Shaping the Marketing, Sales, IT interface." Paper presented at the AMA Winter Academic Conference, Nashville, TN, 10-12 February, 2023.