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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

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]

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

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

Huntgeburth, Jan ; Förderer, Jens ; 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]

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 Winter and Summer Educators' Conference Proceedings 23 111-112 In: Marketing Theory and Applications : proceedings of a meeting held 17-19 February 2012, St. Petersburg, Florida, USA (2012) Chicago, Ill. AMA Winter Marketing Educators' Conference 2012 (St. Petersburg) [Conference or workshop publication]

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]

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]

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 (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]

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 Winter and Summer Educators' Conference 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) Red Hook, NY [Conference or workshop publication]

Lassk, Felicia G. ; Ingram, Thomas N. ; Kraus, Florian ; Di Mascio, Rita The Future of Sales Training: Challenges and Related Research Questions. Proceedings of the ... annual conference of the Academy of Marketing Science (2011) Coral Gables, Fla. AMS Annual Conference 2011 [Conference or workshop publication]

Kraus, Florian ; Ahearne, Michael ; 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 (2011) Coral Gables, Fla. AMS Annual Conference 2011 [Conference or workshop publication]

Kraus, Florian ; Wieseke, Jan ; Ahearne, Michael ; Mikolon, Sven Salespeople’s Negative Out-group Stereotypes in Sales Organizations. Proceedings of the ... annual conference of the Academy of Marketing Science (2011) Coral Gables, Fla. AMS Annual Conference 2011 [Conference or workshop publication]

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