Lutz Kaufmann

Prof. Dr. Lutz Kaufmann holds the Chair for B2B Negotiations & Procurement I at WHU – Otto Beisheim School of Management, Germany. His work focuses on international management, procurement, and behavioral supply chain dynamics, with extensive publications on strategic sourcing, balanced scorecards, and cross-cultural business negotiations.

Research Interests

He investigates Business Negotiations, Dishonesty in B2B Relationships, Behavioral Management, B2B Marketing, and Strategic Procurement. His research combines empirical studies with practical applications, emphasizing decision-making biases, supplier relationship management, and emerging market operations.

Academic Contributions

His recent publications analyze judgment biases in supply management, electronic reverse auctions, and strategic frameworks for international expansion. Over 15+ articles span journals like Journal of Supply Chain Management, Journal of Operations Management, and International Journal of Physical Distribution & Logistics Management.

• 2024 Best Paper Award (Journal of Supply Chain Management)
• 2021 AoM Distinguished Scholar Award
• Multiple CSCMP/IPSERA Doctoral Dissertation Awards for supervisees

Teaching & Leadership

He teaches qualitative research methods and negotiation skills, with consistent Best Teacher Awards (2006–2023). As Daniela und Jürgen Westphal Foundation Trustee, he mentors students and researchers globally.