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TÜSİAD-ESMT Sanayi 4.0 Etkinlikleri Olaf Plötner Sunumu-2
The Leaderonomics Show - Prof. Olaf PlÖtner, Dean of Executive Education at ESMT

Biography

European School of Management and Technology
Professor and Dean of Executive Education, ESMT Berlin

Professor Olaf Plötner is the dean of Executive Education at ESMT. He joined ESMT as one of the first faculty members and managing director of ESMT Customized Solutions GmbH in 2002. Olaf's current research and teaching focus on strategic management, industrial market management, and sales management in global B2B markets. His work is reflected in his most recent book Counter Strategies in Global Markets, published by Palgrave Macmillan, Springer, and SDX Shanghai. His research has been portrayed in journals such as Industrial Marketing Management and Journal of Business and Industrial Marking as well as in leading international media such as CNN, Wall Street Journal, Times of India, Frankfurter Allgemeine Zeitung, China Daily Europe, and Financial Times. Olaf is a visiting professor at Darden School of Business, Shanghai Jiao Tong University and CELAP Shanghai. Olaf also worked as a consultant at the Boston Consulting Group in Frankfurt and as a director at Siemens AG in Boston.

Education

Dr. rer. pol. (Free University, Berlin)

Research

Competitive strategy, B2B marketing, international sales management in technology-based B2B markets Teaching Competitive strategy, B2B marketing, international sales management in technology-based B2B markets

Expertise

Topics

German companies, accounting, business schools, business strategy, consulting, customer relationship management, emerging markets, executive education, industrial management, management consulting, management education, marketing (industrial markets), product management, sales force management (in industrial markets), strategic marketing, strategy, technology-based industries (B2B markets)

Industries

capital equipment, machinery equipment

Areas

Americas, Asia, Europe Western Europe China, Germany, USA

Languages

German, English

In the news

From Products to Solutions – Mastering Sales Force Incentives 08/30/17, The European Business Review

What’s Wrong with Germany’s Tech Scene? 07/14/17, Handelsblatt Global Edition An article by Handelsblatt Global Edition on Germany’s tech scene referred to Olaf Plötner’s expertise.

Die sieben Lehren des Silicon Valleys 07/14/17, Handelsblatt An extensive article by Handelsblatt on USA’s strengths in the technology market and innovation quoted Olaf Plötner.

为世界经济发展增添正能量 - Boost the positive energy to the global economic development 06/08/17, People's Daily Olaf Plötner was quoted on free trade and the G20 by People’s Daily.

Cómo crear una multinacional de bolsillo 03/18/17, El Pais Article on global companies and markets, quoting Olaf Plötner.

Can Germany’s Mittelstand Solve China’s Economic Challenge? 03/05/17, People's Daily China An op-ed on German Mittelstand and China’s economic situation.

After After-Sales: New Business Models Tempt, Fail Industry 01/27/17, The European Business Review

Finding your way in a wild new world 01/09/17, The Edge Malaysia

Strategie: So schmieden Sie trotz Alltagsstress Langfristpläne 06/20/16, WirtschaftsWoche This article quotes Olaf Plötner on long-term corporate strategies.

Heute schon für morgen planen 06/17/16, WirtschaftsWoche

Wohin die Reise geht 10/17/15, Der Tagesspiegel - Supplement

Why are German-made products so successful? 05/26/15, Deutsche Welle Olaf Plötner comments on the success of ‘Hidden Champions’ in Germany. (Starts at 12:06)

Five family firms that sold to Chinese investors 11/06/14, Family Capital

The key to a successful business? Keep it in the family 10/30/14, CNN 10/30/14, CNN

Fehler im System 10/01/14, Harvard Business Manager

Are niche markets the answer? 09/01/14, Teamwork: Heraeus Mitarbeitermagazin Issue 142

Strategies for success in global competition 10/01/13, Siemens Industry Journal

Siemens Leadership Forum 09/16/13, Chuandong in China 09/13/13, Multinationals in China

Mehr Profit, bitte! 07/19/13, Handelsblatt

The Evolution of Automation 07/01/13, Euroasia Industry Magazine 04/02/13, Euroasia industry

"Made in Germany" - das kann eingentlich jeder behaupten 04/08/13, Focus Online

IT-Geschäft in Zeiten des sich beschleunigenden Wandels 04/08/13, IT-Business

Will der Partner unser Wissen stehlen? 04/01/13, Harvard Business Manager

Konzerneigene Talentschmiede 03/30/13, Die Welt

Quest means business 03/06/13, CNN

Die Talentschmieden der deutschen Großkonzerne 02/28/13, Berliner Morgenpost

Auf in die weite Welt 02/21/13, Süddeutsche Zeitung The article quotes Olaf Plötner and describes the international focus of Bringing Technology to Market. It also mentions ESMT’s high placement in the FT Executive Education rankings.

The family secret that makes German companies so successful 08/14/12, Forbes

Business advantage lies in creativity 07/13/12, China Daily European Weekly

Entering a cut-price market in China 01/17/12, Financial Times

Dienstleistungen als Antwort auf China 12/27/11, Frankfurter Allgemeine Zeitung

Realign strategy to stay in business 12/20/11, Times of India

Made in Germany: Einst billig statt gut 11/15/11, Deutsche Welle

Kopieren geht über Studieren 11/13/11, The European

Strategien gegen Billigkopien 05/16/11, Deutsche Welle

The way to beat the cheap imitators 02/25/11, Wall Street Journal Europe

Interkulturell und Interdisziplinär 10/09/10, Die Welt

So grün und erfolgreich ist deutsche Technologie 05/11/10, Manager Magazin

Innovation ohne Schnickschnack 04/19/10, Frankfurter Allgemeine Zeitung

Jenseits des Stammgeschäfts 06/18/09, Manager Magazin

Publications

Journal Article New From products to solutions: Mastering sales force incentives European Business Review 2017 (September–October): 33–35 Johannes Habel, Olaf Plötner (2017)

Journal Article Fehler im System [Error in the system] Harvard Business Manager 10: 82–86 Jan U. Hagen, Olaf Plötner (2014)

Journal Article Differentiating market offerings using complexity and co-creation: Implications for customer decision-making uncertainty European Business Review 25 (1): 65–85 Olaf Plötner, Jan Lakotta, Frank Jacob (2013)

Journal Article A framework for monitoring relational quality in B2B technology partnerships Business Management Review 1 (1): 34–43 Francis Bidault, Manfred Lüth, Olaf Plötner (2011)

Journal Article High-tech for low-frills markets: New challenges for German high tech companies Innovative Marketing 6 (2): 77–81 Olaf Plötner, Martin Kupp (2010)

Journal Article The development of consulting in goods-based companies Industrial Marketing Management 37 (3): 329–338 Olaf Plötner (2008)

Journal Article ESCRA Journal of Business and Industrial Marketing 21 (3): 189–194 Olaf Plötner (2006)

Journal Article From relationships to partnerships: New forms of cooperation between buyer and seller Industrial Marketing Management 35 (1): 4–9 Olaf Plötner, Michael Ehret (2006)

Journal Article Mehr Dienstleistung? Neues Vertriebsmanagement! Absatzwirtschaft 1: 66–67 Olaf Plötner (2005)

Journal Article Partnersuche im Technischen Vertrieb Absatzwirtschaft Special Issue: 24–26 Olaf Plötner, Markus Voeth (2005)

Journal Article NEGBI: Introducing new systems in the telecom market Journal of Business and Industrial Marketing 19 (5): 344–350 Olaf Plötner (2004)

Journal Article Prozeßorientiertes Kommunikationsmanagement: Auf dem Weg zur Hyper-Kommunikation Absatzwirtschaft 6: 100–103 Olaf Plötner, Frank Jacob (1999)

Journal Article ProKom: Marketingkommunikation für den Business-to-Business-Bereich Technischer Vertrieb 1 (1): 48–51 Olaf Plötner, Frank Jacob (1999)

Journal Article Fitting the bill Telcom Report International 4: 44–47 Olaf Plötner, T. Klatt (1997)

Journal Article Die Qualitätszertifizierung nach DIN ISO 9000-9004 und die Auswirkungen für das Marketing im Business-to-Business-Sektor IO Management 65 (9): 59–65 Olaf Plötner, Frank Jacob (1996)

Journal Article Business-to-Business-Kommunikation: Die Sicht der Wissenschaft Wirtschaft und Weiterbildung 39: 130–137 Olaf Plötner, Michael Kleinaltenkamp (1994)

Journal Article Bedeutung des Kundenvertrauens im Systemmarketing Marktforschung und Management 36 (3): 75–79 Olaf Plötner (1992)

Working Paper Differentiating market offerings using complexity and co-creation: Implications for customer decision-making uncertainty ESCP Working Paper No. 53 Olaf Plötner, Jan Lakotta, Frank Jacob (2010)

ESMT Working Paper A framework for monitoring relational quality in B2B technology partnerships ESMT Working Paper No. 09-008 Francis Bidault, Manfred Lüth, Olaf Plötner (2009)

Working Paper Competence Commercialization von Industrieunternehmen: Phänomen, Einordnung und Forschungsfragen ESCP Working Paper No. 17 Olaf Plötner, Frank Jacob, Christien Zedler (2006)

Book Counter Strategies im globalen Wettbewerb [Counter strategies in global markets] Berlin: Springer Gabler Olaf Plötner (2012)

Book Counter strategies in global markets Basingstoke: Palgrave Macmillan Olaf Plötner (2011)

Book 应用成本效益分析-理论、方法和习题 [Profit and loss accounting] Shanghai: Shanghai University of Finance and Economics Press Chinese version of the book "Kosten- und Erlösrechnung". Olaf Plötner, Barbara Sieben, Tyge-F. Kummer, Xuyi Wang, Wenting Shi (2011)

Book Kosten- und Erlösrechnung [Profit and loss accounting] 2nd ed. Berlin: Springer Olaf Plötner, Barbara Sieben, Tyge-F. Kummer (2010)

Book Bringing technology to market: Trends, cases, solutions Weinheim: Wiley-VCH Olaf Plötner, Robert E. Spekman (2007)

Book Das Vertrauen des Kunden: Relevanz, Aufbau und Steuerung auf industriellen Märkten [Customer confidence: Relevance, development and control in industrial markets] Wiesbaden: Gabler Olaf Plötner (1995)

Book Chapter Kundenintegration und die Gestaltung von Geschäftsmodellen: Der Fall Siemens Cerberus ECO In Kundenintegration und Leistungslehre: Integrative Wertschöpfung in Dienstleistungen, Solutions und Entrepreneurship, ed. Sabine Fließ, Michaela Haase, Frank Jakob, Michael Ehret, 457–471. Wiesbaden: Gabler. Olaf Plötner, Martin Kupp, Michael Ehret (2015)

Book Chapter Adjusting corporate customer communication In Bringing technology to market: Trends, cases, solutions, ed. Olaf Plötner, Robert E. Spekman, 105–118. Weinheim: Wiley. Olaf Plötner, Frank Jacob (2007)

Book Chapter Creating new business by redefining the value chain: Case MAN Roland Druckmaschinen AG In Bringing technology to market: Trends, cases, solutions, ed. Olaf Plötner, Robert E. Spekman, 159–166. Weinheim: Wiley. Olaf Plötner, Bülent Gögdün (2007)

Book Chapter From selling goods to marketing services In Bringing technology to market: Trends, cases, solutions, ed. Olaf Plötner, Robert E. Spekman, 33–46. Weinheim: Wiley. Olaf Plötner (2007)

Book Chapter The services shift in the IT industries In Bringing technology to market: Trends, cases, solutions, ed. Olaf Plötner, Robert E. Spekman, 177–190. Weinheim: Wiley. Olaf Plötner (2007)

Book Chapter Grundlagen der Gestaltung der Kommunikationsleistung In Markt- und Produktmanagement: Die Instrumente des Business-to-Business-Marketing, ed. Michael Kleinaltenkamp, Wulff Plinke, Frank Jacob, Albrecht Söllner, 497–547. Wiesbaden: Gabler. Olaf Plötner (2006)

Book Chapter Industrielles Servicemanagement In Handbuch Industriegütermarketing, ed. Klaus Backhaus, Markus Voeth, 625–648. Wiesbaden: Gabler. Olaf Plötner, Michael Kleinaltenkamp, Christien Zedler (2004)

Book Chapter Prozessorientiertes Kommunikationsmanagement In Prozessorientiertes Marketing, ed. Michael Kleinaltenkamp, Michael Ehret, 121–145. Berlin: Springer. Olaf Plötner, Frank Jacob (1998)

Book Chapter Die Gestaltung der Kommunikationsleistung In Technischer Vertrieb – Grundlagen, ed. Michael Kleinaltenkamp, Wulff Plinke, 785–829. Berlin: Springer. Olaf Plötner (1996)

Book Chapter Customer Integration und Kundenvertrauen In Customer Integration – von der Kundenorientierung zur Kundenintegration, ed. Michael Kleinaltenkamp, Sabine Fließ, Frank Jacob, 105–119. Wiesbaden: Gabler. Olaf Plötner, Frank Jacob (1996)

Case Heraeus: Mid-size company striving for global market leadership No. ESMT–316–0174–1 Olaf Plötner, Bülent Gögdün (2016)

Case Shanghai Zhenhua Heavy Industries Co., Ltd (ZPMC) No. ESMT–314–0148–1 Olaf Plötner, Peter Utzig, Xuyi Wang, Qing Zhang (2014)

Case China's largest investment in Germany: The strategic partnership between Weichai and KION No. ESMT–314–0147–1 This case was withdrawn and is no longer available! Olaf Plötner, Shirish Pandit (2014)

Case Siemens CerberusEco in China: Introducing low-frills products in a high-quality company No. ESMT–311–0123–1 Martin Kupp, Olaf Plötner, Carsten Liesener (2011)

Case Infoterra GmbH No. UVA-M-0796 Robert E. Spekman, Olaf Plötner, Bülent Gögdün (2011)

Case Voith Paper: Transforming sales costs into consulting revenue No. ESMT–509–0095–1 Olaf Plötner (2009)

Study Cost traps in business models 4.0 Olaf Plötner (2016)

Comment Kommentar zu: Will der Partner unser Wissen stehlen? [Will our partner steal our IP?] April Olaf Plötner (2013)

Online Fighting back 3: 6–9 Olaf Plötner (2012)

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