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Chair of International Business & Supply Management
WHU – Otto Beisheim School of Management

Expertise

  • B2B Negotiations
  • Supply Management
  • International Business

Lutz Kaufmann is a professor in the Supply Chain Group at WHU since 2001. From 2010-2014, he was an Associate Fellow of Said Business School at the University of Oxford, UK. From WHU’s side, Lutz was the academic director of WHU‘s and Oxford‘s executive programs for the German DAX company MAN which won the EFMD Excellence in Practice Award for the best customized executive program in Europe in 2010. This was the first award of this kind for a German business school.

Professor Kaufmann’s activities bring him in touch with executives from around the world. He has been involved in program direction, teaching and coaching for companies including 3M, thyssenkrupp, Haniel, Merck, Renault, L’Oreal, Henkel, Philips, and MAN. He also heads a working group on corporate strategy, where the heads of strategy and business development from about 30 German companies meet biannually to discuss current challenges and trends.

From 2003 to 2008, Lutz served as the Vice Chairman of the supervisory board of the German automotive supplier Veritas AG (about € 500 million sales, 4,500 employees). In the 1990s, he worked several years with General Motors Europe Purchasing and the consulting company Horváth & Partners AG. He is also a co-founder of the home health care provider Medina Services GmbH and an investor for several WHU startups.

Lutz has published more than a dozen books on strategy, supply management, and negotiations. The first edition of his coauthored book China Champions climbed to number seven on Financial Times Germany’s book list in 2006. His work has appeared in the Journal of Operations Management, Journal of World Business, Journal of International Marketing and Journal of Business Ethics. His research has been highlighted in numerous popular media outlets including the Wall Street Journal, Financial Times, WirtschaftsWoche, FAZ, Stern, and ManagerMagazin. In 2014, Lutz has been recognized as one of the top 20 best-selling authors over the past 40 years by The Case Centre; which means that these cases and accompanying teaching materials carry WHU’s brand into classrooms worldwide.

During the last decade, Lutz’s PhD students have won numerous national and international research awards. Four of them have won the prestigious Emerald/EFMD Outstanding Doctoral Research Award since 2008, two in 2009 alone, having made WHU the first institution to win such an award in two categories in the same year. In 2016, two of his PhD students won all of the four most prestigious doctoral dissertation awards globally. It is for the first time that all four awards were bestowed upon researchers who were from the same institution and who belonged to the same research team. Since 2008/vol. 44, Lutz is the European Editor of the Journal of Supply Chain Management (JSCM), and in that role he helps to shape the future research agenda of that field.

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