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A

Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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) [Konferenzveröffentlichung]

Ahearne, Michael ; Haumann, Till ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

Ahearne, Michael ; Haumann, Till ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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.) [Konferenzveröffentlichung]

Ahearne, Michael ; Lam, Son K. ; Hayati, Babak ; Kraus, Florian ORCID: 0000-0001-6807-6544 (2013) Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective. Journal of Marketing : JM Thousand Oaks, CA 77 5 37-56 [Zeitschriftenartikel]

B

Boichuk, Jeffrey P. ; Bommaraju, Raghu ; Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Steenburgh, Thomas J. (2019) Managing laggards: The importance of a deep sales bench. Journal of Marketing Research : JMR Chicago, IL 56 4 652-665 [Zeitschriftenartikel]

D

Di Mascio, Rita ; Ingram, Thomas N. ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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) [Konferenzveröffentlichung]

E

Ebertin, Cornelia ; Bornemann, Torsten ; Hattula, Stefan ; Kraus, Florian ORCID: 0000-0001-6807-6544 Applying Financial Portfolio Theory to Introductory Pattern Decisions of Product Generations: An Empirical Study. Rita, Paulo Proceedings of the 41th EMAC Conference 306 In: Marketing to citizens : going beyond customers and consumers; 41th EMAC Conference, Lisbon, 22-25 May 2012; conference proceedings (2012) Lisbon [Konferenzveröffentlichung]

Ebertin, Cornelia (2013) Produktgenerationen und -vorankündigungen : Erfolgskomponente Zeitmanagement. Mannheim [Dissertation]

F

Friege, Christian ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Sahin, Ebru (2013) Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt München [u.a.] 42 5 224-230 [Zeitschriftenartikel]

G

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 [Zeitschriftenartikel]

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

Gecer, Gökhan ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 : Technical Session listing (2018) Catonsville, MD 40th Annual ISMS Marketing Science Conference (Philadelphia, PA) [Konferenzveröffentlichung]

Gecer, Gökhan ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Yildirim, Pinar Allow or block: Optimal strategies against ad-blockers in competitive markets. 149 In: 41st Annual ISMS Marketing Science Conference 2019 : Technical Session listing (2019) Catonsville, MD INFORMS Marketing Science Conference 2019 (Roma, Italy) [Konferenzveröffentlichung]

Gaerth, Maximilian ; Kraus, Florian ORCID: 0000-0001-6807-6544 Decision strategies and confidence inferences. Lukas, Bryan AMA Educators' Proceedings 31 CPB-54 In: 2020 AMA Winter Academic Conference : Consumers and Firms in a Global World, February 14-16, San Diego, CA, proceedings (2020) Chicago, IL 2020 AMA Winter Academic Conference (San Diego, CA) [Konferenzveröffentlichung]

Gaerth, Maximilian ; Han, Minju ; Dhar, Ravi ; Kraus, Florian ORCID: 0000-0001-6807-6544 Using task context to manage boredom: The impact of time pressure. A2020-64235 In: 49th EMAC Annual Conference 2020 : 26-29 May 2020, Corvinus University of Budapest, Hungary, proceedings (2020) Budapest 49th EMAC Annual Conference 2020 (conference canceled) (Budapest, Hungary) [Konferenzveröffentlichung]

Gärth, Maximilian (2020) The persuasive impact of online word of mouth characteristics. Mannheim [Dissertation]

H

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 WI2013 (Leipzig, Germany) [Konferenzveröffentlichung]
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K

Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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) [Konferenzveröffentlichung]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

Kraus, Florian ORCID: 0000-0001-6807-6544 (2012) Key Account Management Research: its state and focus areas. Velocity Chicago, Ill. 14 3/4 51 [Zeitschriftenartikel]

Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

L

Lassk, Felicia G. ; Ingram, Thomas N. ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Di Mascio, Rita (2012) The Future of Sales Training : Challenges and Related Research Questions. Journal of Personal Selling & Sales Management : JPSSM Philadelphia, PA ; London 32 1 141-154 [Zeitschriftenartikel]

Ludwig, Susanne ; Hattula, Stefan ; Kraus, Florian ORCID: 0000-0001-6807-6544 (2016) Gender identity-related reactions to sex-typed and unisex labeled products. Advances in Consumer Research Duluth, MN 44 543-544 [Zeitschriftenartikel]

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

M

Manganaro, Giuliana Francesca ; Kraus, Florian ORCID: 0000-0001-6807-6544 Moral business frames: Marketing the organizational purpose. (2024) EBEN European Business Ethics Network Conference 2024 (Athens, Greece) [Präsentation auf Konferenz]

Manganaro, Giuliana Francesca ; Kraus, Florian ORCID: 0000-0001-6807-6544 Clear intentions: Analysing the organizational purpose to invest in impact. (2024) Impact Investing & Measurement: Bridging Research and Practice (Mannheim, Germany) [Präsentation auf Konferenz]

N

Niu, Mengmeng ; Gaerth, Maximilian ; Kraus, Florian ORCID: 0000-0001-6807-6544 Share my failure, not my success: How people make ubiquity judgments based on past events. A2020-64484 In: 49th EMAC Annual Conference 2020 : 26-29 May 2020, Corvinus University of Budapest, Hungary, proceedings (2020) Budapest 49th EMAC Annual Conference 2020 (conference canceled) (Budapest, Hungary) [Konferenzveröffentlichung]

Niu, Mengmeng (2023) Framing effect and biased judgments in consumer decision-making process. Mannheim [Dissertation]

P

Polenz, Ann-Kathrin ORCID: 0009-0006-2673-3044 A balancing act: The tradeoff between review detail and rating distortion caused by abandonment of online reviews. (2024) WDM 2024, Workshop on Digital Markets (Tilburg, The Netherlands) [Präsentation auf Konferenz]

Polenz, Ann-Kathrin ORCID: 0009-0006-2673-3044 ; Bayerl, Andreas ; Dover, Yaniv ; Kraus, Florian ORCID: 0000-0001-6807-6544 A balancing act: The tradeoff between information richness and rating distortion caused by abandonment of online reviews. (2024) EMAC 2024, The 53rd Annual Conference of The European Marketing Academy (Bukarest, Romania) [Präsentation auf Konferenz]

Polenz, Ann-Kathrin ORCID: 0009-0006-2673-3044 ; Bayerl, Andreas ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Sklar, Asael Online opinions from minorities - who gets heard online? (2024) 2024 AMA CBSIG Vienna Conference (Wien, Austria) [Präsentation auf Konferenz]

R

Rajab, Thomas ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

S

Sahin, Ebru ; Kraus, Florian ORCID: 0000-0001-6807-6544 (2017) Umgangsmethoden mit Vertreterstereotypen im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt München [u.a.] 46 6 4-8 [Zeitschriftenartikel]

Sahin, Ebru ; Kraus, Florian ORCID: 0000-0001-6807-6544 (2016) Vertreterstereotype im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt München [u.a.] 45 1 4-9 [Zeitschriftenartikel]

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

Sahin, Ebru (2018) Contemporary challenges in direct selling. Open Access Mannheim [Dissertation]
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Soufi, Yasid ; Klatt, Frederik ; Weinhardt, Christof The impact of sustainability on retail investor trading behavior: Evidence from Germany. 39 In: GRASFI 2020 Conference : Global Research Alliance for Sustainable Finance and Investment, September 8-11, 2020 (2020) New York, NY 3rd Global Research Alliance for Sustainable Finance and Investment (GRASFI) Annual Conference 2020 (Online) [Konferenzveröffentlichung]

Soufi, Yasid (2024) Leveraging data science for marketing-finance. Mannheim [Dissertation]

V

Voß, Thorsten (2016) The impact of choice expression modalities on choice rationality and choice satisfaction: An empirical investigation. Open Access Mannheim [Dissertation]
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W

Wieseke, Jan ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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 [Zeitschriftenartikel]

Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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) [Konferenzveröffentlichung]

Wieseke, Jan ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; Ahearne, Michael ; Mikolon, Sven (2012) Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes. Journal of Marketing : JM Thousand Oaks, CA 76 3 1-20 [Zeitschriftenartikel]

Wieseke, Jan ; Ahearne, Michael ; Kraus, Florian ORCID: 0000-0001-6807-6544 ; 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) [Konferenzveröffentlichung]

Z

Zieren, Sabrina (2018) Solution selling in B2B markets - Empirical insights from the manufacturer's and customer's perspective. Mannheim [Dissertation]

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