Werner J. Reinartz
Cora Chaired Professor of Retailing and Management
INSEAD Europe campus

Werner J. Reinartz is Cora Chaired Professor of Retailing and Management at INSEAD’s Europe campus. His research interests focuses on the dynamics of the consumer-firm interaction. This interest bridges the areas of customer relationship management, marketing strategy, database marketing, and retailing. In particular, Professor Reinartz is interested in empirically modeling marketing phenomena in these areas. His research on measuring and managing the lifetime value of customers has received major academic awards such as:

• Winner of the 1999 American Marketing Association Doctoral Dissertation Competition;
• Winner of the 2001 Don Lehmann Award for the Best Dissertation-Based Research Paper to be published in the Journal of Marketing Research or the Journal of Marketing;
• Winner of the MSI/Paul Root award (2003 and 2005). Selected by the editorial board of the Journal of Marketing, the best paper award identifies a significant contribution to the advancement of marketing practice;
• Selected into the 3 rd biennial MSI Young Scholars Program (2005), sponsored by the Marketing Science Institute.

His research appeared in academic journals such as Journal of Marketing Research, Journal of Marketing, Journal of Consumer Research,International Journal of Research in Marketing, Journal of Service Research, Multivariate Behavioral Research, Journal of Retailing,Marketing Letters, and has been presented at numerous international academic conferences. Furthermore, he is area editor for International Journal of Research in Marketing and a member of the editorial board of Journal of Marketing and Marketing Science. Prof. Reinartz has also authored a number of articles that appeared in the managerial business press such as Harvard Business Review, California Management Review, Holland Management Review, European Business Forum, and Strategies Europe. His work has been the subject of international media coverage by, for example, The Economist, Le Figaro, Les Echos, Borsen, Al-Eqtisadiah , Suddeutsche Zeitung, Harvard Business Manager and Wirtschaftswoche.

Professor Reinartz has taught many courses on the graduate and executive level. His teaching portfolio comprises customer relationship management, database marketing, E-commerce, marketing strategy and marketing research. Professor Reinartz directs the INSEAD Executive Programs for Xerox, Henkel, Volkswagen Group, and METRO Group. He has authored award-winning teaching material such as the case study, Independer.com, which was the winner in the European Management Foundation (efmd) E-commerce case writing competition 2000. His textbook “Customer Relationship Management: A Databased Approach” appeared in June 2005.

He has consulted with a variety of international corporations on CRM and Direct Response Marketing, such as for example Cora Group (France), PeopleSoft (UK), Spiegel (USA), Comdirect Bank ( Germany), Cincom (EMEA), and IBM ( USA). Also, he is on the academic advisory board of ECR Europe (Brussels), Finscore (Basel, Switzerland), and GfK (Nuremberg, Germany).

Professor Reinartz holds a Ph.D. in Marketing from the University of Houston, USA, an MBA from Henley Management College (UK), and a Dipl.-Ing. in Agricultural Economics from Munich University of Technology ( Germany).