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Institute of Marketing

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book chapter
Belz, C. (1986). Suchfelder für erfolgreiche Marketingrealisierungen. In Realisierung des Marketing, Bd. 2 (pp. 1-9). St. Gallen/Savosa: Auditorium.
   
Belz, C. (1986). Marketing in stagnierenden Märkten: Zerstörung oder Aufbau?. In Realisierung des Marketing, Bd. 1 (pp. 331-354). St. Gallen/Savosa: Auditorium.
   
Belz, C. (1983). Neue Entwicklungen in der Organisation der Materialwirtschaft. In Neue Entwicklungen der Materialwirtschaft (pp. 231-264). Aarau: SVME.
   
journal editorial board
(2012). Luxury Brand Development: Marketing Review St. Gallen, 29(1), 64, DOI:10.1007/s11621-012-0113-x.
   
Schögel, M. (Hrsg.) ; Schmid, B. (Hrsg.) ; Tomczak, T. (Hrsg.) ; Buchet, B. (Hrsg.) (2000). Electronic Commerce and Marketing, 10(3).
   
conference paper
Zeugner-Roth, K., & Fischer, P. M. (2015). The Role of Product Ethnicity in Domestic Country Bias. In , pp.7: EMAC.
   
Kipfelsberger, P., Raes, A., Herhausen, D., & Bruch, H. (2015). Trickle down effects of work meaningfulness through visionary leadership. In .
   
Herhausen, D., Henkel, S., & Kipfelsberger, P. (2015). The Effect of Internal versus External Communication on Organizational Identification. In , pp.n: Academy of Management.
   
Oral, C., Thaper, C., Herhausen, D., & Schögel, M. (2015). MIDDLE MANAGEMENT’S ROLE CLARITY IN MARKETING STRATEGY CHANGE: THE MODERATING EFFECT OF MANAGEMENT TRAININGS. In .
   
Rossmann, A. (2015). Consumer Complaint Handling: Social Media Channel versus Traditional Channel. In , pp..-.: American Marketing Association (Chicago).
   
Rossmann, A. (2015). User Engagement in eWoM communication:: Do acquaintance and prior usage experience make the message fonder?. In , pp..-.: American Marketing Association (Chicago).
   
Rossmann, A. (2015). Social Media Usage in Business-to-Business Sales: Conceptualization, Antecedents, and Outcomes. In , pp..-.: American Marketing Association (Chicago).
   
Rossmann, A., Ranjan, K. R., & S., P. (2014). Consumption of E-WOM: Do Acquaintance and Prior usage Experience make the message Fonder?. In Paradigm Shifts & Interactions, pp.110. Valencia: European Marketing Academy. - ISBN 978-84-370-9453-3.
   
Reinhold, M., & Eggel, T. (2014). Second Generation Recommendation Engines in a SME B2B Context: A Case Study. In .
   
Fischer, P. M., & Zeugner-Roth, K. . (2014). The Role of Product Ethnicity in Home Country Bias. In .
   
Fischer, P. M., & Zeugner-Roth, K. . (2014). Pride and Prejudice – Promotion or Prevention? Unraveling Domestic Country Biases. In Paradigm Shifts & Interactions, pp.197. Valencia: European Marketing Academy. - ISBN 978-84-370-9453-3.
   
Fischer, P. M., & Chark, R. (2014). Did You Just Betray Me, My Friend? The Dark Side of Selling Extended Warranty. In Paradigm Shifts & Interactions, pp.181. Valencia: European Marketing Academy. - ISBN 978-84-370-9453-3.
   
Kipfelsberger, P., & Herhausen, D. (2014). How and when does customer feedback influence organizational health?: An organizational-level study. In Academy of Management Annual Meeting Proceedings. 2014, pp.38: Academy of Management, DOI:10.5465/AMBPP.2014.11517abstract.
   
Oral, C., Thaper, C., Herhausen, D., & Schögel, M. (2014). Organizational Antecedents of Responsive and Proactive Customer Orientation. In Paradigm Shifts & Interactions, pp.106. Valencia: European Marketing Academy. - ISBN 978-84-370-9453-3.
   
Henkel, S., Herhausen, D., & Scharfenberger, P. (2014). How Employees’ Distance to Headquarter Affects the Influence of Internal vs. External Communication on Employee Behavior. In Paradigm Shifts & Interactions, pp.167. Valencia: European Marketing Academy. - ISBN 978-84-370-9453-3.
   
Herhausen, D., Morgan, R. E., & Volberda, H. W. . (2014). A Meta Analysis of the Antecedents and Consequences of Strategic Flexibility. In Academy of Management Annual Meeting Proceedings. 2014, pp.40: Academy of Management, DOI:10.5465/AMBPP.2014.129.
   
Kipfelsberger, P., Herhausen, D., & Bruch, H. (2014). How and when customer feedback influences organizational health. In , pp.36.
   
Klautzsch, E., Fischer, P. M., & Reinecke, S. (2013). Social Media Performance Management: A Process Oriented Analysis of Direct and Moderating Effects. In Innovation and Collaborating in a Global Marketplace, AMA Educators Proceedings Volume 24, pp.20. New York: Curran Associates. - ISBN 9781629939551.
   
Berghaus, B., Fischer, P. M., & Reinecke, S. (2013). Higher, Faster, Further: The Effect of Regulatory Focus and Social Influence on Overconfidence in Strategic Marketing Decisions. In Lost in Translation: Marketing in an Interconnected World, Paper 9.06, pp.5. Brüssel: EMAC European Marketing Academy.
   
Rossmann, A. (2013). Customer Services in Social Media Channels: An Empirical Analysis. In . Chicago: American Marketing Association.
   
Herhausen, D., Morgan, R. E., & Volberda, H. W. . (2013). Strategic Flexibility as a Panacea or Pandora’s Box? A Meta-Analytic Review. In Strategy and Sustainability, pp.7. Chicago: Strategic Management Society.
   
Herhausen, D., Morgan, R. E., De Luca, L., & Schögel, M. (2013). Diffusing Strategy Implementation Throughout the Organization: Adopting a Social Learning Lens. In Strategy and Sustainability, pp.7. Chicago: Strategic Management Society.
   
Scedrova, A., Morgan, R. E., Herhausen, D., & Andriopoulos , C. (2013). New Product Creativity: Multi-Level Meta-Analytic Insights and Empirical Generalizations. In Lost in Translation: Marketing in an Interconnected World, pp.7. Brüssel: EMAC European Management Association.
   
Herhausen, D., Morgan, R. E., De Luca, L., & Schögel, M. (2013). Strategy Implementation as Social Exchange: A Processual Analysis of Multi-Level Exigencies. In Capitalism in Question, pp.20. New York: Academy of Management.
   
Binder, J., Herhausen, D., & Schögel, M. (2013). Creating Customer Value Online and its Impact on Service Satisfaction and Willingness to Pay. In AMA Educators Proceedings: Challenging the Bounds of Marketing Thought, Vol. 24, pp.20. New York: Curran Associates. - ISBN 978-1-62748-887-7.
   
Schmidt, M., Hattula, J., Schmitz, C., & Reinecke, S. (2013). How Does Marketing Department's Influence Affect the Dissemination of Market Intelligence Across the Firm?: Evidence for an Inverted U-Shaped Relationship. In Lost in Translation: Marketing in an Interconnected World, pp.1. Brüssel: EMAC European Marketing Academy.
   
Eberharter, J., Fischer, P. M., & Reinecke, S. (2013). The Influence of Managers’ Identity & the Role of Market Information in Strategic Marketing Decisions. In Challenging the Bounds of Marketing Thought. Chicago: AMA American Marketing Association.
   
Schmidt, M., Hattula, J., Schmitz, C., & Reinecke, S. (2013). Marketing Department’s Influence and Information Dissemination Within in a Firm: Evidence for an Inverted U-Shaped Relationship. In Looking forward, looking back: Drawing on the past to shape the future of Marketing. Rusten, LA: Academy of Marketing Science (Business Louisiana Tech).
   
Mrkwicka, K., Herhausen, D., Schögel, M., & Oral, C. (2013). The Role of Customer Interactions & Internal Cooperation to Enhance Future Readiness. In Challenging the Bounds of Marketing Thought, Paper Session 032, pp.20. Chicago: American Marketing Association.
   
Rossmann, A. (2012). Social Commerce: Der Einfluss interaktiver Online-Medien auf das Kaufverhalten der Kunden. In Tagungsband 7. wissenschaftlicher interdisziplinärer Kongress für Dialogmarketing, pp.149-178. Wiesbaden: Springer Gabler Fachmedien.
   
Binder, J., Herhausen, D., Pernet, N., & Schögel, M. (2012). Channel Extension Strategies: The Crucial Roles of Internal Capabilities and Customer Lock-In. In , pp.7: EMAC.
   
Hattula, J., Herzog, W., Dahl, D. W., & Reinecke, S. (2012). When Empathic Managers Become Consumers: A Self-referential Bias. In Appreciating Diversity, pp.1. Duluth USA: ARC Association for Consumer Research.
   
Steinbacher, E. K. (2012). Ready to Pitch?: Proposal and vendor attractiveness as mediators of vendor success ini competitive tenders. In Marketing in the Socially-Networked World, Vol. 23. Chicago: American Marketing Association.
   
Rossmann, A. (2012). Turning Complainers into Fans: Towards a Framework for Customer Services in Social Media Channels. In From Global Crisis to Economic Growth, Which Way to Take?.
   
Steinbacher, E. K., Schmitz, C., Zupancic, D., & Lee, Y. C. (2012). Ready to Pitch?: How Salespeople Engagement In Tenders Affects Vendors’ Relational and Transactional Attractiveness. In Advances in B-to-B Marketing. University Park, PA: ISBM Institute for the Study of Business Markets.
   
Steinbacher, E. K., Schmitz, C., & Zupancic, D. (2012). Personal Selling – An Out-Dated Sales Concept?: The Effects Of Salespeople Engagement In Competitive Tenders. In Marketing to Citizens:, 1. Auflage 2012, pp.Going beyond Customers and Consumers. Brüssel: EMAC. - ISBN 978-989-732-004-0.
   
Schagen, A., Oral, C., Belz, C., Schögel, M., Schmitz, C., & Gnoth, J. (2012). Inbound Center Quality: Typology and Experimental Results. In Marketing to Citizens: Going beyond Customers and Consumers, 1. Auflage, pp.7. Brüssel: EMAC. - ISBN 978-989-732-004-0.
   
Eberharter, J., Fischer, P. M., & Reinecke, S. (2012). On the Influence of Managers‘ Individual Interests in Strategic Marketing Decisions. In Unternehmensführung in Europa: Interkulturelle Fragen, pp.18. Bozen: Fakultät für Wirtschaftswissenschaften.
   
Eberharter, J., Fischer, P. M., & Reinecke, S. (2012). I Like It, They Must Like It, Too: How Managers' Individual Interests Influence Strategic Marketing Decisions. In Marketing to Citizens: Going beyond Customers and Consumers, 1. Auflage 2012, pp.7. Brüssel: EMAC. - ISBN 978-989-732-004-0.
   
Fischer, P. M., & Zeugner-Roth, K. (2012). Pride and Prejudice: Explaining Home Country Biases When Foreign Products Are More Typical. In Marketing to Citizens: Going beyond Customers and Consumers, pp.7. Brüssel: EMAC. - ISBN 978-989-732-004-0.
   
Hattula, S., Wetzel, H., Hammerschmidt, M., Hattula, J., Ebertin, C., & Bauer, H. H. (2012). A Dynamic Model of Fan Behavior: When Team Expenditures and Brand Equity Signal Future Performance in Professional Sports Market. In , pp.7.
   
Hattula, J., Herzog, W., Dahl, D. W., & Reinecke, S. (2012). When Empathic Managers Misunderstand Their Customers: Evidence for a Self-Referential Bias. In 2012 INFORMS Marketing Science Conference, pp.1. Hanover USA: INFORMS.
   
Binder, J., Herhausen, D., Schögel, M., & Pernet, N. (2012). Creating Competitive Advantage from Channel Extension Strategies: The Importance of Internal Capabilities and Customer Lock-In. In Seeing Marketing Through Emerging Theoretical Lenses. New York: American Marketing Association.
   
Schögel, M., Herhausen, D., & Schmitz, C. (2011). Developing the Market Together: Scale Development and Performance Implications of Co-Marketing Capability. In Delivering Value in Turbulent Times, AMA Educators Proceedings Volume 22. New York: Curran Associates, Inc.. - ISBN 978-1-61839-652-5.
   
Herhausen, D., Schögel, M., & Henkel, S. (2011). Towards a Greater Understanding of Proactive Customer Orientation: Construct and Scale Development. In Delivering Value in Turbulent Times, AMA Educators Proceedings Volume 22. New York: Curran Associates, Inc.. - ISBN 978-1-61839-652-5.
   
Hattula, S., Hammerschmidt, M., Hattula, J., & Bauer, H. H. (2011). Exploring the Dynamic Relationship between Brand Equity and Sport-Related Success in Sports Clubs. In Delivering Value in Turbulent Times, AMA Educators Proceedings Volume 22, pp.5-6. New York: Curran Associates. - ISBN 978-1-61839-652-5.
   
Herhausen, D., & Morgan, R. E. (2011). Creating Strategic Options: The Mediating Role of Market-Focused Strategic Flexibility for Innovation Performance. In EMAC 2011 Proceedings. Brüssel: EMAC European Marketing Association.
   
Zeugner-Roth, K., Fischer, P. M., Weijters, B., & Reinecke, S. (2011). The Impact of Product Ethnicity on Behavioral Intentions: An Analysis of Moderating and Mediating Factors. In EMAC 2011 Proceedings, pp.5. Brüssel: EMAC European Marketing Academy.
   
Fischer, P. M., & Reinecke, S. (2011). When Do Investments in Store Designs Pay Off?: The Interactive Impact of Store Environment and Salesperson Behavior on Customers' Perceptions and Actions. In EMAC 2011 Proceedings, pp.5. Brüssel: EMAC European Marketing Adacemy.
   
Hattula, J., Hattula, S., & Reinecke, S. (2011). Too Much or Not Enough: How the Degree of Interpersonal Similarity Forces Compliance with Requests. In INFORMS 2011, pp.1. Hanover USA: INFORMS.
   
Hattula, J., & Reinecke, S. (2011). It is relevant, isn't it?: On the influence of prior experience on a joint relevance evaluation between marketing scholars and practitioners. In : AMS Academy of Marketing Science.
   
Zeugner-Roth, K., Fischer, P. M., Reinecke, S., & Grabner, L. (2011). Product Ethnicity Revisited: How Firms Can Compensate For Product-Country Mismatches. In Marketing Theory and Applications, Vol. 22, pp.20. Chicago: American Marketing Association.
   
Fischer, P. M., Herzog, W., & Reinecke, S. (2011). The Common Measure Bias in Sales Management Evaluation: Experimental Evidence and Remedies. In Marketing Theory and Applications, Vol. 22, pp.20. Chicago: American Marketing Association. - ISBN 978-1-61839-064-6.
   
Herhausen, D., Schögel, M., Binder, J., & Arndt, O. (2011). The Crucial Role of Generative Learning for Customer Relationship Performance. In Marketing Theory and Applications, 1. Auflage. Chicago: American Marketing Association.
   
Hattula, J., Reinecke, S., & Eberharter, J. (2011). The Separate Worlds of Marketing Science and Practice: Differences in Evaluating Research. In AMA Winter Educators' Conference 2011: Marketing Theory and Applications, 1. Auflage, pp.19. Chicago: American Marketing Association. - ISBN 978-1-61839-064-6.
   
Mrkwicka, K., Kießling, M., & Kolbe, L. (2010). Fernsehsender im Web 2.0: Potenzial moderner Web-Anwendungen für das Zuschauerbindungsmanagement. In MKWI 2010, pp.357-358. Göttingen: Universitätsverlag Göttingen. - ISBN 978-3-941875-31-9.
   
Hattula, J. (2010). When Good Becomes Bad: The impact of customer focus on employee's rule breaking behavior. In , pp.1. Graz: Institut für Marketing.
   
Reinhold, M., Reinhold, S., & Schmitz, C. (2010). Exhibitor satisfaction in business-to-business trade shows: Understanding performance patterns from Vavra’s Importance Grid perspective. In EMAC 2010. Brüssel: European Marketing Academy.
   
Malms, O. (2010). A Salesperson's Cross-Functional Orientation: Antecedents and Effects on Cross-Selling Success. In Marketing Theory and Applications, AMA Educators Proceedings Vol. 21. New York: Curran Associates.
   
Keller, J. (2010). Managing Across Substitute Categories. In The Six Senses: The essentials of marketing. Brüssel: EMAC European Marketing Academy.
   
Keller, J., & Pauwels, K. (2010). Managing Across Substitute Categories: How to Allocate Marketing Resources under Changing Competitive Intensity?. In Marketing Science 2010. Hanover: INFORMS.
   
Herhausen, D. (2010). Market Orientation, Strategic Flexibility, and Customer Value Creation: A Dyadic Perspective. In The Six Senses: The essentials of marketing. Brüssel: EMAC.
   
Rossmann, A. (2010). Trust in Interfirm Relationships: Expanding Insights into Relational Capabilities and Customer Preferences. In Enhancing Knowledge Development in Marketing, AMA Educators Proceedings Volume 21, pp.209-220. New York: Curran Associates. - ISBN 9781617822537.
   
Herhausen, D., & Schögel, M. (2010). Creating a Proactive Market Orientation: On its Organizational Antecedents, Contingency Factors and Consequences. In INFORMS 2010 Proceedings. Hanover: INFORMS.
   
Rossmann, A. (2010). Managing the Dark Side of Trust: Rethinking the Impact of Trust in Relationship Marketing Research. In INFORMS 2010 Proceedings. Hanover, USA: INFORMS.
   
Rossmann, A. (2010). The Impact of Organizational Capabilities and Customer Preferences on Trust in Interfirm Relationships. In The Six Senses: The essentials of marketing. Brüssel: EMAC European Marketing Academy.
   
Herhausen, D., & Schögel, M. (2010). Customer Right-Channeling: Conceptual Development and Experimental Evidence of Channel Migration Encouragement. In The Six Senses: The essentials of marketing. Brüssel: EMAC European Marketing Academy.
   
Hattula, J., & Reinecke, S. (2010). Do We Really Understand What the Practice Needs?: How Marketing Scholars and Practitioners Differ in Evaluating Research. In . Hannover: INFORMS Conference Organizing Committee.
   
Fischer, P. M., Herzog, W., & Reinecke, S. (2010). When Customer-Oriented Sales Efforts Lose Ground: An Experimental Study on the "Dilution Effect". In Marketing Theory and Applications, 1. Auflage, pp.186-187. Chicago: American Marketing Association. - ISBN 9781617384271.
   
Schögel, M., & Herhausen, D. (2010). Co-Marketing Capability and its Impact on Marketing Allinace Performance. In Marketing Theory and Applications, Volume 21, 1. Auflage 2010, pp.2. Chicago: American Marketing Association. - ISBN 978-1-61738-427-1.
   
Mrkwicka, K., Kießling, M., & Kolbe, L. (2009). Potential of Web-2.0-Applications for Viewer Retention: The Case of Viewer Relationship Management in German TV Stations. In Proceedings of the 15th Americas Conference on Information Systems (AMCIS), pp.Paper 485: AIS.
   
Fischer, P. M. (2009). Why Even Customer-Focused Sales Organizations Lack Real Customer Centricity - Experimental Studies. In .
   
Hattula, J. (2009). Caught between the Devil and the Deep Blue Sea: Identifying with the Organization, the Customer, or Both. In , pp.2: Marketing Forschungstagung.
   
Malms, O., & Schmitz, C. (2009). Antecedents of a cross-functional orientation and the effect on cross-selling success. In Proceedings of the 38th EMAC Conference.
   
Keller, J., & Pauwels, K. (2009). Managing across substitute categories: How to allocate marketing resources under changing competitive intensity?. In , pp.2.
   
Schagen, A., Gnoth, J., Belz, C., Zupancic, D., & Vergani, G. (2009). Antecedents and Consequences of Customer Activities. In , pp.5: EMAC.
   
Belz, C., Zupancic, D., & Schagen, A. (2009). Inbound Marketing: Customer Activities in Business-to-Business Markets. In , pp.5: JBM Conference.
   
Zupancic, D., Schlegl, L., & Schagen, A. (2009). Team Negotiations: Explorative Insights of Challenges in Business Sales. In , pp.5: JBM Conference.
   
Fischer, P. M., Herzog, W., & Reinecke, S. (2009). On the dilution of customer orientation in customer-focused sales organizations - Experimental evidence. In .
   
Herhausen, D., & Schögel, M. (2009). Marketing Innovations: Conceptualization, Antecedents and Consequences of Marketing Innovativeness. In , pp.5. Ann Arbor: INFORMS Conference Organizing Committee.
   
Herhausen, D., Lohbeck, A. K., & Schögel, M. (2009). The role of the sales force in multichannel distribution: Organizational determinants and consequences. In , pp.5: European Marketing Association.
   
Herhausen, D., Schulten, M., & Schögel, M. (2009). The Impact of Steering Measures on Customer Channel Migration and Customer Satisfaction. In Marketing Theory and Applications, Volume 20, pp.457-458: American Marketing Association.
   
Arndt, O., & Schögel, M. (2009). Customer Relationship Management Capability: Antecedents and its Impact on CRM Performance. In .
   
Fischer, P. M. (2008). Wahrnehmungsverzerrungen bei der Kennzahlenanalyse in Marketing und Vertrieb. In .
   
Malms, O., & Schmitz, C. (2008). Antecedents and Mediators of Cross-Selling Success. In , pp.n/a: ISBM Conference Proceedings.
   
Blawath, S., & Schmitz, C. (2008). RIVAL MODELS OF MODERATING AND DIRECT EFFECTS OF OCCUPATIONAL STRESS ON THE RELATION ON JOB SATISFACTION: LINEAR AND NONLINEAR RELATIONSHIPS. In .
   
Zupancic, D., & Schagen, A. (2008). If Customers get Active - Effects of Inbound Marketing to the Repurchase Intention. In , pp.1: ISBM.
   
Zupancic, D., Mühlmeier, S., Schagen, A., & Pracht, A. (2008). Sales Driven Company: Internal Prerequisities, Competencies, and Performance Consequences. In , pp.1: ISBM.
   
Meise, N., Schagen, A., & Zupancic, D. (2008). Planning, Founding, and Developing a Business on CSR Principles - The Case of ArmedAngels. In , pp.2: EBEN Conference.
   
Morhart, F., Herzog, W., & Jenewein, W. (2008). Can Brand-Specific Transformational Leadership Be Learned? A Field Experiment. In .
   
Zupancic, D., Mühlmeier, S., & Pracht, A. (2008). Sales Driven Company: Internal Prerequisites, Competencies and Performance Consequences. In .
   
Zupancic, D., Mühlmeier, S., Tomczak, T., & Schagen, A. (2008). Drivers and Performance Consequences of a Solution Provider Strategy. In , pp.5: EMAC.
   
Zupancic, D., Mühlmeier, S., & Schagen, A. (2008). Drivers and Consequences of a Sales Driven Company. In , pp.4: JBM Conference.
   
Mühlmeier, S., Arndt, O., Tomczak, T., & Schögel, M. (2008). The Link Between Market Orientation and Innovation Performance: The Mediating Role of Business Strategies. In .
   
Keller, J., & Reinecke, S. (2008). Structural dynamics of competition and its effects on long-term customer profitability. In , pp.-: -.
   
 
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