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Prof. Dr. Jörg B. Kühnapfel

Prof. Dr. Jörg B. Kühnapfel

Diplom-Kaufmann
Professorship for General Management, in particular Sales Controlling
Degree programs Berufsintegrierendes Studium (BIS) Business Administration

 C 2.146
 +49 (0) 621/5203-210
joerg.kuehnapfel@ 8< SPAM protection, please remove >8 hwg-lu.de

    Teaching areas

    • Ver­trieb­con­trol­ling
    • Ver­trieb und Mar­ke­ting
    • All­ge­mei­ne Be­triebs­wirt­schafts­leh­re (Kos­ten­rech­nung, Jah­res­ab­schluss, In­ves­ti­ti­ons­rech­nung, Lo­gis­tik, etc.)
    • Ver­hand­lungs­tech­nik
    • Entrepreneurship
    • Behavioral economics
    • Science work and con­flikt­ma­nage­ment
    • Ma­nage­ment, so­Ge­ne­ral Ma­nage­ment as well as Ver­triebs­ma­nage­ment

    Research focus

    • Sales Controlling
    • Methods of sales management
    • Prognostics/Forecast
    • Behavioral economic aspects, esp. in marketing and sales as well as economic aspects of everyday life (happiness, partnership, etc.)

    Professional career

    since 2012Professorship for General Management, in particular Sales Controlling at the Ludwigshafen University of Applied Sciences
    2009-2012Lectureship at the University of Applied Sciences Ludwigshafen
    2002-2005Lectureship at the University of Applied Sciences Koblenz-Remagen for Marketing, Advertising and Market Research
    since 2000Activity as supervisory and advisory board member in various companies, some of which are listed on the stock exchange
    2002-2012Foundation and restructuring of various companies as managing director or board member (dtms Solutions GmbH, debitel-light GmbH, Deutsche Telefon AG, soft4train GmbH etc.). In 2003 head of the strategy department of Vodafone Deutschland GmbH.
    1998-2002Co-founder and board member (CEO, marketing and sales) of dtms AG, Mainz, a provider of telecommunications services for business customers. In this function acquisition and foundation of various subsidiaries for data center services, private customer telephony, billing services and directory assistance.
    1995-1998Most recently Head of Marketing at the telecommunications provider o.tel.o. Prior to this, management functions in marketing and sales at the o.tel.o predecessor companies DGN, CNI, RWE Teliance and RWE Systemhaus.
    1991-1994Management consultancy Eutelis-Consult GmbH, Ratingen, most recently senior consultant.

    Publications

    • Sales Forecasts. Methods for practice, 2nd edition, SpringerGabler 2023
    • The measurement of everyday life: A guide to better management of time, money and attention, Springer 2023
    • Sales controlling - methods in practical use. 3rd edition, Springer Gabler 2022
    • Scoring and utility value analysis - A guide for practice. SpringerGabler 2021
    • Life is economy - How economic principles determine everyday life. Springer 2021
    • Key sales figures. Springer essentials, 3rd edition 2021
    • Rack your brains or follow your heart? How to make good decisions. Gabal 2020, with Küll, Patricia
    • Church in competition. Options for action in a shrinking market. ZfO - Zeitschrift Führung und Organization, issue 4, July/August 2019, pages 241-243, with Ehrmann, Thomas
    • The power of prediction: Smarter living through better forecasts. Springer 2019
    • Forecasts for start-up companies, Springer essentials, 2nd edition 2019
    • Key sales figures. Springer essentials, 2nd edition 2019
    • Balanced scorecards in sales. Springer essentials, 2nd edition 2019
    • Value analysis in marketing and sales. Springer essentials, 2nd edition 2019
    • Sales forecasting. Springer essentials, 2nd edition 2019
    • Economic goals, congregation sizes and strategic problems of Christian churches in Germany - a tentative analysis. In: Die Unternehmung, issue 4/2018, pp. 369-389, with Ehrmann, Thomas
    • Sales controlling, 2nd edition, Springer Gabler, 2017
    • Is the old auditor dead? FAZ from January 4, 2016, p. 16, with Ehrmann, Thomas
    • Forecasts for start-up companies. Springer Gabler, series "Essentials", 2015
    • Sales forecasts. Methods for practice. Springer Gabler 2015
    • The benefits of behavioral economics for advertising. PLUS, Federal Association for Media and Marketing, Issue 1, 2014, pp. 18-19
    • Big data - wonder weapon or pipe burner? What companies expect from the analysis of collected data. ZfO - Zeitschrift Führung und Organization, issue 6, November/December 2014, pages 395-397, with Ehrmann, Thomas
    • Key sales figures. Springer Gabler, "Essentials" series, 2014
    • Balanced scorecards in sales. Springer Gabler, "Essentials" series, 2014
    • Value analysis in marketing and sales. Springer Gabler, "Essentials" series, 2014
    • Sales forecasts. Springer Gabler, "Essentials" series, 2014
    • Sales controlling - methods in practical use. Springer Gabler 2013
    • The tasks of the sales controller. Controlling & Management Review, issue 2/2013
    • The role of sales controlling in the organization. Der Betriebswirt, issue 2/2013, with Ehrmann, Thomas
    • The risk of not looking. ZfO - Zeitschrift Führung und Organization, issue 4, August 2012, page 249-250, with Ehrmann, Thomas
    • Managers, be happy! Financial Times Deutschland on January 6, 2012, page 30
    • Sales controlling: The changeling of the organization. Discussion paper of the Institute for Strategic Management No. 7 of the University of Münster, December 2011, with Ehrmann, Thomas
    • Can happiness be managed? Successful happiness management for business and economists. Cuvillier-Verlag 2011
    • Call centers in virtual organizational structures. In: Gora, Walter and Bauer, Harald: Virtual Organizations in the Age of E-Business and E-Government, page 211-223, Springer-Verlag 2001
    • Book contribution: Part 4.8, page 150-164 in: Burger, Christoph (ed.): The Business Plan in Practice. Deutscher Sparkassen Verlag 2002
    • Telecommunications Marketing (Diss.). Gabler-Verlag 1995
    • New ways of mail order. The use of screen text in direct marketing. Th. Watter-Verlag 1992, with Hesse, Raimund

    Reviewer for "Small Business Economics: An Entrepreneurship Journal", published by Springer Gabler

    Scientific head of the working group "Sales Controlling" of the Energy Forum Leipzig. 

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