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uva.nl

dr. A. (Alfred) Zerres

Faculty of Economics and Business
Section International Strategy & Marketing
Photographer: Ineke Oostveen

Visiting address
  • Plantage Muidergracht 12
  • Room number: M2.29
Postal address
  • Postbus 15953
    1001 NL Amsterdam
Contact details
  • Profile

    Position

    Associate Professor of Marketing and Business Psychology

    Director Amsterdam Business School Laboratory

    Coordinator Marketing Group

     

    Research Interest

    a) Negotiation Management

    • Role effects in negotiations 
    • Team negotiations
    • Gender in negotiations

     

     

    b) Consumer Behavior

    • Emotions in Customer Experience
    • Privacy preference formation

     

     

    Education

    PhD in Marketing, summa cum laude

    Westfälische Wilhelms-Universität Münster, Germany 

     

    Diplom-Kaufmann, Honors Degree

    Universität zu Köln, Germany 

     

     

    Research Awards

    Hendrik Casimir – Karl Ziegler Award, granted by the North Rhine Westphalian Academy of Science and Arts and the Royal Netherlands Academy of Arts and Sciences (EUR 50.000), 2012 

  • Publications

    Selected international publications

    Mazei, J., Zerres, A., & Hüffmeier, J. (in press). Masculinity at the negotiation table: A theory of men's negotiation behaviors and outcomes. Academy of Management Review, doi: 10.5465/amr.2017.0570

    Hüffmeier, J.*, Zerres, A.*, Freund, P. A., Backhaus, K., Trötschel, R., & Hertel, G. (in press). Strong or weak synergy? Revising the assumption of team-related advantages in integrative negotiations. Journal of Management, doi: 10.1177/0149206318770245. (*indicates shared first authorship) 

    Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on the impact of hard- and softline strategies in distributive negotiations. Journal of Management, 40, 866-892. 

    Zerres, A., Hüffmeier, J., Freund, P. A., Backhaus, K., & Hertel, G. (2013). Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training. Journal of Applied Psychology, 98, 478-491.

     

    International conference presentations

    Zerres, A. & Kranzbühler, A.M. (2014). Effects of psychological distance in brand-related social media posts on consumers'evaluation and attitude formation. 43rd Conference of the European Marketing Academy, Valencia (Spain), June 2014.

    Zerres, A., Hüffmeier, J., Lügger, K., van Randenborgh, A., & Backhaus, K. (2013). Women catch up with men: Gender differences in economic negotiation outcomes vanish over time. 26th Conference of the International Association for Conflict Management, Tacoma/Seattle (USA), July 2013.

    Zerres, A., Hüffmeier, J., Freund, P. A., Trötschel, R., Backhaus, K., & Hertel, G. (2012). Teams in integrative negotiations: re-assessing team outcomes with different baselines and across time. 25th Conference of the International Association for Conflict Management, Stellenbosch/Cape Town (South Africa), July 2012.

    Zerres, A., Hüffmeier, J., Freund, P. A., & Backhaus, K. (2011). Integrative negotiation training: Enduring effects of asymmetrical and symmetrical training.24th Conference of the International Association for Conflict Management, Istanbul (Turkey), July 2011.

    Zerres, A., Hüffmeier, J., Freund, P. A., & Backhaus, K. (2011). Integrative negotiation training: Enduring effects of asymmetrical and symmetrical Training. 33rd INFORMS Marketing Science Conference, Houston (USA), June 2011.

    Hüffmeier, J., Zerres, A., Freund, P. A., Backhaus, K., & Hertel, G. (2011). Process gains of negotiating teams across time and in different tasks. Small Group Meeting “Time and change in teams”, European Association of Work and Organizational Psychology (EAWOP), Chemnitz (Germany), February 2011.

    Zerres, A., Hüffmeier, J., Freund, P. A., & Backhaus, K. (2010). Is hard better than courteous? A meta-analytic comparison of hardline vs. softline strategies in distributive negotiations. 23rd Conference of the International Association for Conflict Management, Boston (USA), June 2010.

  • Teaching

    Current Year

    Business Negotiations (elective MSc)

    Business Negotiations (elective Executive MSc)

     

    Previous Years

    Business Negotiations (elective MSc)

    Business Negotiations (elective Executive MSc)

    Marketing Management (core course BSc)

    Marketing Management (core course Pre-MSc)

    Marketing Management (core course Executive Pre-MSc)

    Thesis Proposal  (core course Executive Pre-MSc)

  • Publications

    2018

    • Hüffmeier, J., Zerres, A., Freund, P. A., Backhaus, K., Trötschel, R., & Hertel, G. (2018). Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations. Journal of Management. https://doi.org/10.1177/0149206318770245

    2014

    • Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on the impact of hard- and softline strategies in distributive negotiations. Journal of Management, 40(3), 866-892. https://doi.org/10.1177/0149206311423788 [details]

    2013

    • Zerres, A., Hüffmeier, J., Freund, P. A., Backhaus, K., & Hertel, G. (2013). Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training. Journal of Applied Psychology, 98(3), 478-491. https://doi.org/10.1037/a0032255 [details]

    2016

    • Demmers, J., Zerres, A., van Dolen, W. M., & Weltevreden, J. (2016). The privacy paradox: a CLT perspective. Paper presented at EMAC 2016, Oslo, Norway.
    This list of publications is extracted from the UvA-Current Research Information System. Questions? Ask the library or the Pure staff of your faculty / institute. Log in to Pure to edit your publications. Log in to Personal Page Publication Selection tool to manage the visibility of your publications on this list.
  • Ancillary activities
    • Dr Zerres Negotiation Consultancy
      Negotiation Consultancy and Training