Publications by Prof. Dr. Florian Kraus

Articles in International Peer Reviewed Journal

  • "When Sales Managers and Salespeople Disagree in the Appreciation for their Firm: The Phenomenon of Organizational Identification Tension" (2015, with Till Haumann, Michael Ahearne and Jan Wieseke), Journal of Retailing, 91 (3), 486-515.

  • "Performance Impact of Middle Managers' Adaptive Strategy Implementation: the Role of Social Capital" (2014, with Michael Ahearne and Son Lam), Strategic Management Journal, 35 (1), 68-87.

  • "Resolving Conflict over Salespeople's Brand Adoption in Franchised Channels of Distribution" (2013, with Jan Wieseke and Thomas Rajab), Review of Managerial Science, 7 (4), 443-473.

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

  • "Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective" (2013, with Michael Ahearne, Son Lam and Babak Hayati), Journal of Marketing, 77 (5), 37-56.

  • "Should Firms Encourage Salespeople to Promote House Brands in Customer Interaction? An Empirical Investigation of Financial Outcomes and Customer Response" (2012, with Thomas Rajab and Jan Wieseke), Schmalenbach Business Review, 64, 331-363.

  • "On the Role of Empathy in Customer-Employee Interactions" (2012, with Anja Geigenmüller and Jan Wieseke), Journal of Service Research, 15 (3), 71-87.

  • "Toward A Contingency Framework of Interpersonal Influence in Organizational Identification Diffusion" (2012, with Michael Ahearne, Son Lam and Jan Wieseke), Organizational Behavior and Human Decision Processes, 118 (2), 168-172.

  • "Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes" (2012, with Jan Wieseke, Michael Ahearne and Sven Mikolon), Journal of Marketing, 76 (3), 1-20. [Lead Article]

    Winner of the 2013 American Marketing Association Sales SIG Excellence in Research Award.

  • "The Future of Sales Training: Challenges and Related Research Questions" (2012, with Thomas Ingram, Rita di Mascio and Felicia Lassk), Journal of Personal Selling & Sales Management, 32 (1), 141-154.

  • "How Leaders' Motivation Transfers to Customer Service Representatives" (2011, with Jan Wieseke, Sascha Alavi and Tino Kessler-Thönes), Journal of Service Research, 14 (2), 214-233.

  • "The Diffusion of Market Orientation throughout the Organization: A Social Learning Theory Perspective" (2010, with Michael Ahearne and Son Lam), Journal of Marketing, 74 (5), 61-79.

Articles in German Peer Reviewed Journals

  • "Ein interdisziplinärer Ansatz zur Überwindung von Technologieadoptionsbarrieren" (2010, with Jan Wieseke and Thomas Rajab), Zeitschrift für betriebswirtschaftliche Forschung, Jg. 62, 822-859.

  • "Ist Marktorientierung ansteckend? Der Transfer der Marktorientierung über Hierarchieebenen - Eine empirische Mehrebenenuntersuchung" (2010, with Michael Lingenfelder and Jan Wieseke), Zeitschrift für Betriebswirtschaft, 80 (4), 383-416.

  • "Förderung des Eigenmarkenverkaufs durch Vertriebsmitarbeiter - Eine empirische Analyse informeller Anreizfaktoren" (2010, with Jan Wieseke and Thomas Rajab), Zeitschrift für betriebswirtschaftliche Forschung, Jg. 62, 2-29.

Academic Conferences

  • "Gender identity-related reactions to sex-typed and unisex labeled products", (with Susanne Ludwig and Stefan Hattula), ACR Conference, Berlin, 2016.

  • "Exploring the Role of Gender Identity in Consumer Response to Gender Labeled Products", (with Susanne Ludwig and Stefan Hattula), EMAC Conference, Oslo, 2016.

  • "Effectiveness of Different Launch Approaches For Incremental Product Innovations", (with Cornelia Hattula), EMAC Conference, Oslo, 2016.

  • "Gender Identity and Consumer Preference for Gender Labeled Products", (with Susanne Ludwig and Stefan Hattula), AMA Winter Marketing Academic Conference, Las Vegas, 2016.

  • "Implementing Corporate Entrepreneurship: The Marketing-Sales Interface During a New Product Launch", (with Thomas Steenburgh, Michael Ahearne, Carmen Liutec, Jeffrey Boichuk and Willy Bolander), INFORMS Marketing Science Conference, Istanbul, 2013.

  • "Challenging the Bounds of Marketing Thoughts on Identification: A Relational Perspective", (with Till Haumann, Michael Ahearne and Jan Wieseke), AMA Winter Marketing Educators' Conference, Las Vegas, 2013.

  • "Applying Financial Portfolio Theory to Introductory Pattern Decisions of Product Generations: An Empirical Study", (with Cornelia Ebertin, Torsten Bornemann and Stefan Hattula), EMAC Conference, Lisbon, 2012.

  • "When Sales Managers and Salespeople Disagree in the Appreciation for their Firm: The Phenomenon of Organizational Identification Tension", (with Till Haumann, Michael Ahearne, Jan Wieseke and Son Lam), AMA Winter Marketing Educators' Conference, St. Petersburg, 2012.

  • "The Marketing-Sales Interface During New Product Launch: How Can Marketing Influence the Sales Force?", (with Michael Ahearne, Willy Bolander and Carmen Liutec), AMA Summer Marketing Educators' Conference, San Francisco, 2011.

  • "The Future of Sales Training: Challenges and Related Research Questions", (with Rita Di Mascio, Tom Ingram and Felicia Lassk), AMS Annual Conference, Coral Gables, 2011.

  • "Promoting Organizational Identification and Improving Sales Performance During a Layoff", (with Michael Ahearne, Douglas Hughes and Ryan Mullins), AMS Annual Conference, Coral Gables, 2011.

  • "Salespeople's Negative Out-group Stereotypes in Sales Organizations", (with Jan Wieseke, Michael Ahearne and Sven Mikolon), AMS Annual Conference, Coral Gables, 2011.

  • "Influencing Key Account Strategy Implementation: Considering the Simultaneous Impact of Push and Pull-Through Over Time", (with Willy Bolander and Michael Ahearne), AMA Winter Marketing Educators' Conference, Austin, 2011.

  • "Organizational Identification Effects during a Downsizing: A Longitudinal Study", (with Michael Ahearne and Ryan Mullins), AMA Winter Marketing Educators' Conference, Austin, 2011.

  • "The Janus Face of Salespersons' Social Identification: Negative Outgroup Stereotypes and their Impact on Sales Performance", (with Jan Wieseke, Michael Ahearne and Sven Mikolon), AMA Winter Marketing Educators' Conference, Austin, 2011.

  • "Boosting Sales Productivity: The Man-on-the-Bench Effect", (with Michael Ahearne, Carmen Liutec and Thomas Steenburgh), MSI Conference, Washington DC, 2011.

  • "Organizational Identification Diffusion Among Frontline Employees: Relative Strength of Interpersonal Influencers", (with Michael Ahearne, Son Lam and Jan Wieseke), AMA Winter Marketing Educators' Conference, New Orleans, 2010.

  • "Internal Marketing via Organizational Identification: All Roads Lead to Rome - but Which One is the Fastest?", Selling & Sales Management Conference, Houston, 2009.

  • "Company-Reputation versus Division-Reputation: Which One Strikes Through? - A Customer Segments-based Investigation", (with Michael Lingenfelder and Dominic Zimmer), AMA Winter Marketing Educators' Conference, Tampa, 2009.

  • "The Motivation-Spillover-Principle: How Leaders Motivate Salespeople to Adopt Sales Technology" (with Jan Wieseke and Tino Kessler-Thönes), AMA Winter Marketing Educators' Conference, Austin, 2008.

  • "The Dissemination of Market Orientation in Sales Organizations: A Three Level Study of the Direct and Indirect Influences of Leaders' Market Orientation", (with Jan Wieseke, Nick Lee and Thomas Ibrahim Rajab), AMA Winter Marketing Educators' Conference, San Diego, 2007.

 

Books

 

  • "Der Transfer der Marktorientierung über Hierarchieebenen - Eine empirische Mehrebenenuntersuchung" (2008), Gabler Verlag, Wiesbaden.

 

Articles in other Journals

  • "Softness in the Ear: How Musical Sophistication Influences the Interaction Between Music and Expected Haptic Softness" (2016, Gaerth, Maximilian and Haiming Hang), Advances in Consumer Research, 44, 445-46.

  • "Umgangsmethoden mit Vertreterstereotypen im Direktvertrieb" (2017, with Ebru Şahin), WiSt Wirtschaftswissenschaftliches Studium, 6, 4-8.

  • "Vertreterstereotype im Direktvertrieb" (2016, with Ebru Şahin), WiSt Wirtschaftswissenschaftliches Studium, 45 (1), 4-9.

  • "Direktvertrieb" (2013, with Christian Friege and Ebru Şahin), WiSt Wirtschaftswissenschaftliches Studium, 42 (5), 224-230.

  • "Key Account Management Research: its state and focus areas" (2012), Velocity, 14 (3&4).

  • "Die Mehrebenenanalyse - Eine Einführung" (2009), WiSt Wirtschaftswissenschaftliches Studium, 38 (2), 68-72.

  • "Die Vorgehensweise bei der Herleitung und Prüfung eines Mehrebenenmodells" (2009), WiSt Wirtschaftswissenschaftliches Studium, 38 (2), 109-112.

  • "Marktorientierung als Erfolgsfaktor in Dienstleistungsunternehmen. Anwendung und Erfolgswirkung der Marktorientierung im Tourismus-Bereich" (2006, with Michael Lingenfelder, Jan Wieseke and Michael Betzien), Tourismus Journal - Zeitschrift für tourismuswissenschaftliche Forschung und Praxis, Jg. 10, 305-309.

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