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2019

Kraus, Florian ; Ahearne, Michael ; Steenburgh, Thomas (2019) Managing laggards: The importance of a deep sales bench. Journal of Marketing Research : JMR Chicago, IL [Article]

2018

Gecer, Gökhan ; Kraus, Florian ; Stahl, Florian ORCID: 0000-0002-2846-3424 Maximizing customer lifetime value through strategic channel management: How to incentivize customers to use apps versus websites. 101 In: 40th Annual ISMS Marketing Science Conference (2018) Catonsville, MD 40th Annual ISMS Marketing Science Conference (Philadelphia, PA) [Conference or workshop publication]

Sahin, Ebru (2018) Contemporary challenges in direct selling. Open Access Mannheim [Doctoral dissertation]
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2017

Sahin, Ebru ; Kraus, Florian (2017) Umgangsmethoden mit Vertreterstereotypen im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt München [u.a.] 46 6 4-8 [Article]

2016

Voß, Thorsten (2016) The impact of choice expression modalities on choice rationality and choice satisfaction: An empirical investigation. Open Access Mannheim [Doctoral dissertation]
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Ludwig, Susanne ; Hattula, Stefan ; Kraus, Florian (2016) Gender identity-related reactions to sex-typed and unisex labeled products. Advances in Consumer Research Duluth, MN 44 543-544 [Article]

Gaerth, Maximilian ; Hang, Haiming (2016) Softness in the ear: How musical sophistication influences the interaction between music and expected haptic softness. Advances in Consumer Research Duluth, MN 44 445-446 [Article]

Sahin, Ebru ; Kraus, Florian (2016) Vertreterstereotype im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt München [u.a.] 45 1 4-9 [Article]

Schmitt, Ann Kristin (2016) Forgiveness in Kundenbeziehungen im Business-to-Business-Kontext - Analyse der Relevanz, Einflussfaktoren und Wirkungen eines Kern-Konzepts menschlicher Beziehungen. Mannheim [Doctoral dissertation]

Grawe, Andreas (2016) Ökonomische Nachhaltigkeit im Business-to-Business-Bereich : Ausgestaltung, Mitarbeiter und Wettbewerbsvorteil einer Sustainable Customer Relationship. Mannheim [Doctoral dissertation]

Ludwig, Susanne (2016) Product gender labeling - management decisions and consumer perceptions. Mannheim [Doctoral dissertation]

2015

Kraus, Florian ; Haumann, Till ; Ahearne, Michael ; Wieseke, Jan (2015) When sales managers and salespeople disagree in the appreciation for their firm: The phenomenon of organizational identification tension. Journal of Retailing New York, NY [u.a.] 91 3 486-515 [Article]

2014

Kraus, Florian ; Ahearne, Michael ; Lam, Son K. (2014) Performance Impact of Middle Managers' Adaptive Strategy Implementation: the Role of Social Capital. Strategic Management Journal Chichester [u.a.] 35 1 68-87 [Article]

2013

Ahearne, Michael ; Lam, Son K. ; Hayati, Babak ; Kraus, Florian (2013) Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective. Journal of Marketing : JM Chicago, Ill. 77 5 37-56 [Article]

Rajab, Thomas ; Kraus, Florian ; Wieseke, Jan (2013) Resolving conflict over salespeople's brand adoption in franchised channels of distribution. Review of Managerial Science : RMS Berlin [u.a.] 7 4 443-473 [Article]

Ahearne, Michael ; Haumann, Till ; Kraus, Florian ; Wieseke, Jan (2013) It's a Matter of Congruence: How Interpersonal Identification between Sales Managers and Salespersons Shapes Sales Success. Journal of the Academy of Marketing Science New York, NY 41 6 625-648 [Article]

Ahearne, Michael ; Haumann, Till ; Kraus, Florian ; Wieseke, Jan Challenging the Bounds of Marketing thoughts on Identification: A Relational Perspective. Rindfleisch, Aric AMA Winter and Summer Educators' Conference Proceedings 24 147-148 In: Challenging the bounds of marketing thought : AMA Winter Marketing Educators' Conference 2013 ; Las Vegas, Nevada, USA, 15 - 17 February 2013 (2013) Chicago, Ill. ; Red Hook, NY AMA Winter Marketing Educators' Conference 2013 (Las Vegas, Nev.) [Conference or workshop publication]

Kraus, Florian ; Steenburgh, Thomas ; Ahearne, Michael ; Liutec, Carmen ; Boichuk, Jeffrey ; Bolander, Willy Implementing Corporate Entrepreneurship: The Marketing-Sales Interface During a New Product Launch. (2013) 35th INFORMS Marketing Science Conference (Istanbul) [Conference presentation]

Friege, Christian ; Kraus, Florian ; Sahin, Ebru (2013) Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt München [u.a.] 42 5 224-230 [Article]

Huntgeburth, Jan ; Förderer, Jens ORCID: 0000-0002-3090-4559 ; Ebertin, Cornelia ; Veit, Daniel J. How Cloud Computing Impacts Stock Market Prices. Open Access Alt, Rainer 1 459-473 In: Proceedings of the 11th International Conference on Wirtschaftsinformatik (WI2013) : Feb 27 – Mar 01 2013 (2013) Leipzig [Conference or workshop publication]
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Ebertin, Cornelia (2013) Produktgenerationen und -vorankündigungen : Erfolgskomponente Zeitmanagement. Mannheim [Doctoral dissertation]

2012

Kraus, Florian ; Rajab, Thomas ; Wieseke, Jan (2012) Should Firms Encourage Salespeople to Promote House Brands in Customer Interaction? An Empirical Investigation of Financial Outcomes and Customer Response. Schmalenbach business review : Sbr Düsseldorf 64 4 331-363 [Article]

Lassk, Felicia G. ; Ingram, Thomas N. ; Kraus, Florian ; Di Mascio, Rita (2012) The Future of Sales Training : Challenges and Related Research Questions. Journal of Personal Selling & Sales Management : JPSSM Hartland, Wis. 32 1 141-154 [Article]

Kraus, Florian ; Geigenmüller, Anja ; Wieseke, Jan (2012) On the Role of Empathy in Customer-Employee Interactions. Journal of Service Research : JSR Thousand Oaks, Calif. [u.a.] 15 3 71-87 [Article]

Wieseke, Jan ; Kraus, Florian ; Ahearne, Michael ; Mikolon, Sven (2012) Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes. Journal of Marketing : JM Chicago, Ill. 76 3 1-20 [Article]

Kraus, Florian ; Haumann, Till ; Ahearne, Michael ; Wieseke, Jan ; Lam, Son K. When sales managers and salespeople disagree in the appreciation for their firm: The phenomenon of organizational identification tension. Bharadwaj, Sundar AMA Educators' Proceedings 23 111-112 In: Marketing Theory and Applications : proceedings of a meeting held 17-19 February 2012, St. Petersburg, Florida, USA (2012) Chicago, IL ; Red Hook, NY AMA Winter Marketing Educators' Conference 2012 (St. Petersburg) [Conference or workshop publication]

Ebertin, Cornelia ; Bornemann, Torsten ; Hattula, Stefan ; Kraus, Florian Applying Financial Portfolio Theory to Introductory Pattern Decisions of Product Generations: An Empirical Study. Rita, Paulo 306 In: Marketing to citizens : going beyond customers and consumers; 41th EMAC Conference, Lisbon, 22-25 May 2012; conference proceedings (2012) Lisbon [Conference or workshop publication]

Kraus, Florian ; Ahearne, Michael ; Lam, Son K. ; Wieseke, Jan (2012) Toward A Contingency Framework of Interpersonal Influence in Organizational Identification Diffusion. Organizational Behavior and Human Decision Processes Amsterdam [u.a.] 118 2 168-172 [Article]

Kraus, Florian (2012) Key Account Management Research: its state and focus areas. Velocity Chicago, Ill. 14 3/4 51 [Article]

2011

Wieseke, Jan ; Kraus, Florian ; Alavi, Sascha ; Kessler-Thönes, Tino (2011) How Leaders' Motivation Transfers to Customer Service Representatives. Journal of Service Research : JSR Chicago, IL 14 2 214-233 [Article]

Ahearne, Michael ; Bolander, Willy ; Kraus, Florian ; Liutec, Carmen The Marketing-Sales Interface During New Product Launch: How Can Marketing Influence the Sales Force? (2011) AMA Summer Educators Conference 2011: Delivering Value in Turbulent Times (San Francisco, Calif.) [Conference presentation]

Bolander, Willy ; Ahearne, Michael ; Kraus, Florian Influencing Key Account Strategy Implementation: Considering the Simultaneous Impact of Push and Pull-Through Over Time. (2011) AMA Winter Educators' Conference 2011: Marketing Theory and Applications (Austin, Tex.) [Conference presentation]

Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ; Mikolon, Sven The Janus Face of Salespersons' Social Identification: Negative Outgroup Stereotypes and their Impact on Sales Performance. Srinivasan, Raji AMA Educators' Proceedings 22 367 In: AMA Winter Educators' Conference 2011: Marketing Theory and Applications : Proceedings of a meeting held 18-20 February 2011, Austin, Texas, USA (2011) Chicago, IL ; Red Hook, NY AMA Winter Educators' Conference 2011 (Austin, TX) [Conference or workshop publication]

Kraus, Florian ; Ahearne, Michael Organizational Identification Effects during a Downsizing: A Longitudinal Study. (2011) AMA Winter Educators' Conference 2011: Marketing Theory and Applications (Austin, Tex.) [Conference presentation]

Di Mascio, Rita ; Ingram, Thomas N. ; Kraus, Florian ; Lassk, Felicia G. The future of sales training: Challenges and related research questions. Proceedings of the ... Annual Conference of the Academy of Marketing Science 9 In: AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 - 27, 2011 (2011) Coral Gables, FL AMS Annual Conference 2011 (Coral Gables, FL) [Conference or workshop publication]

Ahearne, Michael ; Kraus, Florian ; Hughes, Douglas ; Mullins, Ryan Promoting organizational identification and improving sales performance during a layoff. Proceedings of the ... Annual Conference of the Academy of Marketing Science 40 14 In: AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 - 27, 2011 (2011) Coral Gables, FL AMS Annual Conference 2011 (Coral Gables, FL) [Conference or workshop publication]

Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ; Mikolon, Sven Salespeople’s negative out-group stereotypes in sales organizations. Proceedings of the ... Annual Conference of the Academy of Marketing Science 40 15 In: AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 - 27, 2011 (2011) Coral Gables, FL AMS Annual Conference 2011 (Coral Gables, FL) [Conference or workshop publication]

Kraus, Florian ; Ahearne, Michael ; Liutec, Carmen ; Steenburgh, Thomas Boosting Sales Productivity: The Man-on-the-Bench Effect. (2011) MSI Conference: New Developments in the Practice of Marketing Science 2011-2012: Impact and Implementation (Washington, DC) [Conference presentation]

Zolnowski, Andreas ; Schmitt, Ann Kristin ; Böhmann, Tilo Understanding the impact of remote service technology on service business models in manufacturing: From improving after-sales services to building service ecosystems. Tuunainen, Virpi 1384-1396 In: Proceedings of the 19th European Conference on Information Systems, ECIS 2011 : Helsinki, Finland, June 9 - 11, 2011 (2011) Atlanta, Ga. ECIS 2011 (Helsinki, Finland) [Conference or workshop publication]

2010

Kraus, Florian ; Ahearne, Michael ; Lam, Son K. (2010) The Diffusion of Market Orientation throughout the Organization: A Social Learning Theory Perspective. Journal of Marketing : JM Chicago, Ill. 74 5 61-79 [Article]

Kraus, Florian ; Wieseke, Jan ; Rajab, Thomas (2010) Ein interdisziplinärer Ansatz zur Überwindung von Technologieadoptionsbarrieren. Zeitschrift für betriebswirtschaftliche Forschung : ZfbF Düsseldorf [u.a.] 62 7 822-859 [Article]

Kraus, Florian ; Lingenfelder, Michael ; Wieseke, Jan (2010) Ist Marktorientierung ansteckend? Der Transfer der Marktorientierung über Hierarchieebenen - eine empirische Mehrebenenuntersuchung. Zeitschrift für Betriebswirtschaft : ZfB Wiesbaden 80 4 383-416 [Article]

Kraus, Florian ; Wieseke, Jan ; Rajab, Thomas (2010) Förderung des Eigenmarkenverkaufs durch Vertriebsmitarbeiter – Eine empirische Analyse informeller Anreizfaktoren. Zeitschrift für betriebswirtschaftliche Forschung : ZfbF Düsseldorf [u.a.] 62 2-29 [Article]

Kraus, Florian ; Ahearne, Michael ; Lam, Son K. ; Wieseke, Jan Organizational Identification Diffusion Among Frontline Employees: Relative Strength of Interpersonal Influencers. (2010) AMA Winter Marketing Educators' Conference 2010 (New Orleans, Louis.) [Conference presentation]

Dufft, Nicole ; Schleife, Katrin ; Bertschek, Irene ; Vanberg, Margit A. ; Böhmann, Tilo ; Schmitt, Ann Kristin ; Barnreiter, Martin (2010) Das wirtschaftliche Potenzial des Internet der Dienste : Studie im Auftrag des Bundesministeriums für Wirtschaft und Technologie. Berlin [Report]

2009

Kraus, Florian ; Lingenfelder, Michael ; Zimmer, Dominic Company-Reputation versus Division-Reputation: Which One Strikes Through? - A Customer Segments-based Investigation. AMA Winter and Summer Educators' Conference Proceedings (2009) Chicago, Ill. AMA Winter Marketing Educators' Conference 2009 (Tampa, Flo.) [Conference or workshop publication]

Kraus, Florian (2009) Die Mehrebenenanalyse – Eine Einführung. Wirtschaftswissenschaftliches Studium : WiSt München 38 2 68-72 [Article]

Kraus, Florian (2009) Die Vorgehensweise bei der Herleitung und Prüfung eines Mehrebenenmodells. Wirtschaftswissenschaftliches Studium : WiSt München 38 2 109-112 [Article]

Kraus, Florian Internal Marketing via Organizational Identification: All Roads Lead to Rome – but Which One is the Fastest? (2009) Houston Conference in Selling and Sales Management 2009 (Houston, TX) [Conference presentation]

Böhmann, Tilo ; Zolnowski, Andreas ; Schmitt, Ann Kristin (2009) Geschäftsmodelle für Software-Services: Grundlagen und Entwicklungslinien. Gronau, Norbert Architekturen, Geschäftsmodelle und Marketingstrategien für ERP-Anbieter : [Beiträge aus Industrie und Wissenschaft aller Referenten des Potsdamer ERP-Anbieterkongresses zum Thema "Architekturen, Geschäftsmodelle und Marketingstrategien"] Berlin 1-34 [Book chapter]

Kraus, Florian Internal Marketing via Organizational Identification: All Roads Lead to Rome – but Which One is the Fastest? (2009) Houston Conference in Selling and Sales Management 2009 (Houston, Tex.) [Conference presentation]

2008

Kraus, Florian ; Kessler-Thönes, Tino ; Wieseke, Jan The Motivation-Spillover-Principle: How Leaders Motivate Salespeople to Adopt Sales Technology. Brown, Tom J. AMA Winter and Summer Educators' Conference Proceedings 19 80-81 In: Winter Educators' Conference 2008 : Proceedings of a meeting held 15-18 February 2008, Austin, Texas (2008) Chicago, Ill. [u.a.] [Conference or workshop publication]

Kraus, Florian (2008) Der Transfer der Marktorientierung über Hierarchieebenen : eine empirische Mehrebenenuntersuchung. Wiesbaden [Book]

2007

Kraus, Florian ; Wieseke, Jan ; Lee, Nick ; Rajab, Thomas The dissemination of market orientation in sales organizations: A three level study of the direct and indirect influences of leaders' market orientation. AMA Winter and Summer Educators' Conference Proceedings 18 339-340 In: AMA Winter Educators' Conference 2007 : Marketing Theory and Applications; February 16-19, 2007, San Diego, Ca (2007) Chicago, IL ; Red Hook, NY AMA Winter Educators' Conference 2007 (San Diego, CA) [Conference or workshop publication]

2006

Kraus, Florian ; Lingenfelder, Michael ; Wieseke, Jan ; Betzien, Michael (2006) Marktorientierung als Erfolgsfaktor in Dienstleistungsunternehmen. Anwendung und Erfolgswirkung der Marktorientierung im Tourismus-Bereich. Tourismus Journal Stuttgart 10 305-309 [Article]

This list was created automatically on Wed Oct 16 04:55:45 2019 CEST