Research Projects
Research Project International Key Account Management
In March 2010 Professor Lürssen finished a research project on international key account management (IKAM) in the consumer goods industry. The research objective was to assess the present situation as well as future trends with regard to the cooperation between consumer goods manufacturers and their internationally operating retail customers. The field research work was carried out by graduate management students majoring in Marketing.
North German Sales Conference
The North German Sales Conference takes place every year on the Leuphana University campus. It was initiated by Prof. Lürssen in 2008 with the support of the Lüneburg Marketing Club. In 2009, the Hamburg based Hanseatic Academy of Sales and Leadership joined to become an additional organizer.
The one-day event with lectures by renowned experts addresses a different major theme every year. The objective of the conference is to promote the dialogue und mutual transfer of know-how between academics and practitioners. The event is targeted at SME of all of North Germany. They receive concrete recommendations on how to increase the effectiveness and efficiency of their sales organizations.