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).

Research Areas

  • Digital transformation in marketing and sales
  • Alignment of marketing, sales and IT
  • Agile collaboration from production to sales
  • Practical oriented requirements for interdisciplinary cooperation and alignment

Articles

Conference presentations

  • Graesch, Jan Philipp; Hensel-Börner, Susanne; Henseler, Jörg (forthcoming) “Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and further Research”
  • Graesch, Jan Philipp; Isendahl, Randolf (2014) „Bewertungsmethode (CMEM) zur Auswahl von Unterstützungssystemen – Berücksichtigung des Menschen bei der Lösungsfindung“ Erste transdisziplinäre Konferenz zum Thema „Technische Unterstützungssysteme, die die Menschen wirklich wollen“ Hamburg, Deutschland

Publications

Journal articles (peer-reviewed)

Graesch, Jan Philipp, Susanne Hensel-Börner, and Jörg Henseler. 2024. "Customer Success Management through Alignment of Marketing, Sales and IT." Industrial Marketing Management 120: 1-14. https://doi.org/10.1016/j.indmarman.2024.05.004.

link to Publication

Graesch, Jan Philipp, Susanne Hensel-Börner, and Jörg Henseler. 2020. "Information Technology and Marketing: An Important Partnership for Decades." Industrial Management & Data Systems 121 (1): 123-157. https://doi.org/10.1108/IMDS-08-2020-0510.

link to Publication

Conference proceedings

Graesch, Jan Philipp, Susanne Hensel-Börner, and Jörg Henseler. 2023. "Alignment Throughout the Customer Journey - Shaping the Marketing, Sales, IT Interface." In AMA Winter Academic Conference.

Book chapters

Graesch, Jan Philipp, Susanne Hensel-Börner, and Jörg Hensler. 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, edited by Jörg Westphal, Jobst Görne, and Christian Schmitz. Wiesbaden, Germany: Springer Gabler.