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Institute of Marketing

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conference paper
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.-: -.
   
Belz, C. (2007). Marken gedeihen in Spannungsfeldern. In , pp.4-7. Frankfurt, M.: FAZ-Inst. für Management-, Markt- und Medieninformationen.
   
Zupancic, D., & Müllner, M. (2007). Serving international key accounts: different supplier's situations need different service packages. In .
   
Zupancic, D., & Müllner, M. (2007). Service management in international key account management: A situative approach to differntiate service packages for business to business customers. In .
   
Zupancic, D., & Müllner, M. (2007). International key account management in manufactoring companies: An exploratory approach of situative differentiation. In .
   
Schramm-Klein, H., & Schögel, M. (2007). Marketing cooperation in the vertical channel: The impact on market performance. In 2007 AMA Winter Educators Conference Proceedings: American Marketing Association.
   
Schmitz, C., & Wagner, T. (2007). Satisfaction in International Channel Relationships: a Local Channel Member Perspective. In , pp.5-39: The Haworth Press.
   
Belz, C. (2007). Marken gedeihen in Spannungsfeldern. In , pp.4-7.
   
Arndt, O., & Schögel, M. (2007). Optimizing CRM: Customer-Focused Capabilities in a Path-Dependent Organizational Setting. In .
   
Keller, J., Schulten, M., Reinecke, S., & Schögel, M. (2007). Optimal Channel Introduction Strategies by Incorporating Volatility in the Decision Basis. In .
   
Schulten, M., & Schögel, M. (2007). Steering Customers in Multichannel Systems: A Non-Consequentialist Perspective. In EAERCD Proceedings.
   
Morhart, F., Herzog, W., & Tomczak, T. (2007). The impact of brand-specific transactional and transformational leadership on front-line employees' brand-building behavior. In .
   
Morhart, F., Herzog, W., & Tomczak, T. (2007). The impact of brand-specific transformational leadership on brand-building behaviors of frontline service employees. In .
   
Tillmann, W., & Schmitz, C. (2007). Satisfaction in International Channel Relationships: a Local Channel Member Perspective. In AMA Winter Educators 2007 Conference Proceedings.
   
Belz, C., & Wuensche, M. (2007). Classification of Performance Contracting Solutions: A Managerial Typology. In Proceedings 2nd International Conference on Business Market Management.
   
Schmitz, C., & Lis, B. (2007). The Impact of Centralization on Channel Member Satisfaction in Different Environmental Settings. In EMAC 2007 Conference Proceedings.
   
Herzog, W., Morhart, F., & Reinecke, S. (2007). Shaping the functional significance of loyalty rewards and its effect on self-determined customer motivation. In .
   
Morhart, F., Herzog, W., & Tomczak, T. (2007). Driving Brand-Building Behaviors among Employees: The Role of Brand-Specific Transformational Leadership. In .
   
Zupancic, D., & Schmitz, C. (2006). Customer Satisfaction in Business-to-Business Relations - A Tool for Measurement and Improvement. In .
   
Schmitz, C., & Zupancic, D. (2006). Sales Complexity - The Measurement, Evaluation and Management of a Recent Challenge for the Sales Persons` Performance. In .
   
Herzog, W., & Boomsma, A. (2006). Finite sample corrections for RMSEA estimation. In .
   
Herzog, W., Boomsma, A., & Reinecke, S. (2006). The model size effect in covariance structure modeling - proposed corrections for applied marketing research. In .
   
Tomczak, T., Schögel, M., & Wentzel, D. (2006). The Coordination of Multichannel Marketing Systems in the High-Tech Industry. In .
   
Koehler, S., Reinecke, S., & Rumler, A. (2005). Why Coupon Promotions Should be Integrated into CRM Concepts: Findings of a Retail Study in Austria, Germany and Switzerland. In .
   
Herzog, W., Boomsma, A., & Reinecke, S. (2005). The finite sample behavior of Satorra-Bentler and Bartlett-corrected fit statistics in large models. In .
   
Sausen, K., Herzog, W., Tomczak, T., & Reinecke, S. (2005). Capabilities for Market Segmentation: Theoretical Constructs, Measurement Scale Development and Empirical Validation. In European Marketing Academy, . (Eds.), .
   
Reinecke, S. (2004). Marketing Performance Measurement: Einsatz von Marketingkennzahlen und betriebswirtschaftlicher Erfolg. In , pp.241-260. Bern: Haupt.
   
Fuchs, D., & Reinecke, S. (2004). Marketing Budgeting. In , pp.210.
   
Fuchs, D., & Reinecke, S. (2004). Marketing Budgeting Sophistication, Stakeholder’s Satisfaction with Marketing Budgeting, Marketing Performance. In .
   
Cristofolini, M., & Reinecke, S. (2004). Wissensmanagement in Marketing und Verkauf – Ergebnisse einer internationalen Studie. In , pp.140-142.
   
Fuchs, D., & Reinecke, S. (2004). Sophistication der Marketingbudgetierung, Zufriedenheit der Anspruchsgruppen mit der Marketingbudgetierung, Marketingerfolg. In , pp.149-152.
   
Zupancic, D. (2004). The Integrated Framwork for Key Account Management. In .
   
Tomczak, T., Schögel, M., & Koch, M. (2004). Akquisition von Diversity-Zielgruppen-Management potenzieller Spill-Over-Effekte. In Wagner, D. (Eds.), .
   
Tomczak, T., Schmidt, I., & Schögel, M. (2003). Customers in multi-channel systems - a process oriented analysis of customer choice behavior. In .
   
Reinecke, S., Mühlmeier, S., & Koehler, S. (2002). Customer Relationship Management and European Service Providers: Empirical investigation into the fundamental links associated with customer relationship management, as well as differences across nations and industries. In , pp.649-672.
   
Schögel, M., Birkhofer, B., & Tomczak, T. (1999). A Typology of Business Models in Electronic Commerce for Marketing Consumer Goods. In Dholakia, R. R., & Wikistrom, S. (Eds.), COTIM Proceedings Electronic Commerce: Behaviors of Suppliers, Producers, Intermediaries & Consumers. Kingston.
   
Belz, C. (1990). Marketing im Reifenmarkt. In .
   
Tamm, G., & Wuensche, M.. Strategies to reduce information asymmetry in web service market. In Proceedings of the 11th European Conference on Information Systems (ECIS 2003).
   
book review
Reinecke, S. (2015). Jörg Freiling, Richard Köhler: Marketingorganisation: Die Basis einer marktorientierten Unternehmenssteuerung. Die Unternehmung, 69(1), 110-111.
   
Oral, C. (2013). Buchbesprechung: Strategy in Practice: von George Tovstiga. Marketing Review St. Gallen, 30(5), 115-115, DOI:10.1365/s11621-013-0284-0.
   
Oral, C. (2012). Internationales Management. Marketing Review St. Gallen, 2012(4), 62-63.
   
digital resource
Schögel, M., & Thaper, C. (15.7.2015). Die richtige Mischung ist entscheidend: Mit der optimalen Konfiguration von Verkaufskanälen sind Firmen in der Lage, dem richtigen Kunden die richtigen Leistungen in der richtigen Situation anzubieten: Handelszeitung. URL:http://www.handelszeitung.ch/iomanagement/die-richtige-mischung-ist-entscheidend.
   
Reinecke, S., Fischer, P. M., Feige, S., & von Matt, D. (1.5.2014). Swissness für KMU: Image der Schweiz und Mehrwert im internationalen Markt [e-Book]. Bern: Postfinance. - ISBN 978-3-906201-64-1.
   
Berghaus, B. (3.1.2014). Luxury Reader 6, 2013: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2013/08/luxury-reader-11122013.pdf.
   
Berghaus, B. (3.11.2013). Luxury Reader 5, 2013: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2014/01/luxury-reader-09102013.pdf.
   
Berghaus, B. (3.9.2013). Luxury Reader 4, 2013: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2014/01/luxury-reader-07082013.pdf.
   
Baehni, L. L., & Berghaus, B. (3.7.2013). Luxury Reader 3, 2013: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2012/03/luxury-reader-05062013.pdf.
   
Scharwey, A., & Berghaus, B. (3.5.2013). Luxury Reader 2, 2013: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2012/03/luxury-reader-03042013.pdf.
   
Berghaus, B. (3.3.2013). Luxury Reader 1, 2013: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2012/03/luxury-reader-01022013.pdf.
   
Berghaus, B. (3.1.2013). Luxury Reader 6, 2012: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen.
   
Berghaus, B. (3.11.2012). Luxury Reader 5, 2012: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2012/03/luxury-reader-09102012.pdf.
   
Berghaus, B. (3.9.2012). Luxury Reader 4, 2012: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2012/03/luxury-reader-07082012.pdf.
   
Berghaus, B. (3.7.2012). Luxury Reader 3, 2012: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2012/03/luxury-reader-05062012.pdf.
   
Berghaus, B. (3.5.2012). Luxury Reader 2, 2012: Current, recommended publications in the field of luxury consumption and management. URL:http://hsgluxuryresearch.files.wordpress.com/2012/03/luxury-reader-03042012.pdf.
   
Berghaus, B. (3.3.2012). Luxury Reader 1, 2012: Current, recommended publications in the field of luxury consumption and management. St. Gallen, Switzerland: Institute of Marketing, University of St. Gallen. URL:http://hsgluxuryresearch.files.wordpress.com/2013/07/luxury-reader-01022012.pdf.
   
Berghaus, B. (23.2.2012). Luxusmarken zwischen Demarketing und Erreichbarkeit. Nürnberg: SUXXEED. URL:http://www.vertriebszeitung.de/index.php/luxusmarken.html.
   
case study
Belz, C., Schmitz, C., & Biermann, P. (2004). Die Fallstudie aus der Betriebswirtschaftslehre: Die Erschliessung des Mittelstandes als neues Kundensegment im Marketing. WISU Das Wirtschaftsstudium. Düsseldorf: Lange Verlag GmbH & Co.
   
Belz, C. (1999). Marketingfähigkeiten von KMU, Studie 1999. St. Gallen: BILANZ, one marketing services..
   
Belz, C., Rudolph, T., & Schindler, H. (1997). The MediaMarkt Case. London: Sage Publications.
   
Belz, C., Rudolph, T., & Schindler, H. (1997). MediaMarkt: The price-active market entry into Switzerland. London: Sage Publications.
   
Belz, C. (1994). Markteintritt des MediaMarktes in die Schweiz - Auswirkungen auf Hersteller und Handel. St. Gallen: Forschungsinstitut für Absatz und Handel.
   
Belz, C. (1991). Fall Merbag/Mercedes, komplexe und umfassende Fallstudie zum Marketing des Autohandels für Mercedes Personen- und Nutzfahrzeuge. St. Gallen: Hochschule.
   
discussion paper
Schagen, A., Gustavo Reich (Eds.), (2012). Social Media im Inbound Center: Kundenvorteile schaffen Unternehmensvorteile. Im Zug der Zeit, 10.12.2012. Köln: Blog: Im Zug der Zeit.
   
Schagen, A., Birgit Ahlers (Eds.), (2011). Call Centers im Praxis-Check, 1. Nürnberg: Vertriebszeitung Deutschland.
   
Wuensche, M., IMH-HSG (Eds.), (2006). Zukunftschance Performance Contracting - Vermarktung industrieller Leistungen über Betreibermodelle. B2B-Excellenceletter des Instituts für Marketing und Handel an der Universität St.Gallen, 2.2006. St. Gallen.
   
working paper
Rossmann, A. (2012). Next Corporate Communication Studie 2012: Perspektiven der Anwendung von Social Media in Unternehmen: -.
   
Rossmann, A. (2011). Soziale Medien und Netzwerke in der Automobilbranche: Eine Analyse aus Sicht des CIO: -.
   
Schögel, M., Binder, J., & Herhausen, D. (2010). Price Differentiation across Multiple Channels: An Investigation of Customers' Acceptance of Channel Price Premiums: Workin Paper.
   
Rossmann, A. (2010). Next Corporate Communication Studie 2010: Perspektiven von Social Media für Marketing und Unternehmenskommunikation: -.
   
Rossmann, A. (2010). Bank im Dialog: Perspektiven einer Fokussierung der bankwirtschaftlichen Wertschöpfung auf den Kunden: -.
   
Herhausen, D., & Trumann, M. (2008). RAPID-Word of Mouth: Unternehmensbezogene Einflussfaktoren zur Erhöhung der Weiterempfehlungsbereitschaft: Workin Paper.
   
Schögel, M., Herhausen, D., & Pernet, N. (2007). The Store as a Medium: Händler und Hersteller zeigen ein fehlendes Bewusstsein für die Bedürfnisse und Erwartungen der Kunden am Point of Sale: Working Paper.
   
 
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*citation format: APA 5