@conference{KlScWaS10, address = {Australia \& New Zealand Marketing Academy 2010 Conference in Christchurch (New Zealand)}, author = {Klaus, Martin and Schwerdtfeger, Jörg and Wagner, Ralf}, booktitle = {Australia \& New Zealand Marketing Academy 2010 Conference}, interhash = {62dd9d8bbc077329dd297f8716da1934}, intrahash = {c308e151cc6bc2db5bb2df88a9763d21}, title = {{T}argeting {K}ey {I}nfluentials for {D}irect {M}arketing {A}ctivities in {S}ocial {N}etworks: {M}ethodical {P}rogress and an {A}pplication}, year = 2010 } @article{BlWaW10, author = {Bloch, Katrin and Wagner, Ralf}, interhash = {c109deeba6159cdbba7bc12603ae47f8}, intrahash = {41692bc5e24a9bfd5681e03bf06017a2}, month = {March}, pages = {1-15}, title = {Bargaining Power and the Impact of Gender Differences - An Experimental Investigation on Retailer-Manufacturer Bargaining}, url = {http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1759418}, year = 2010 } @article{FaWaJ, abstract = {Die Studie testet in Australien, Finnland, Russland, Spanien und Deutschland neben Faktoren wie der Weiterempfehlungsbereitschaft und Kundenzufriedenheit den Einfluss von unterschiedlichen Direktmarketing –Medien auf eine positive Unternehmensreputation. Basierend auf einem Strukturmodell werden unter Einbeziehung der Hofstede Kulturparameter Unterschiede in der Wirkung von Direktmarketing-Medien auf die Unternehmensreputation im B-to-B Marketing empirisch nachgewiesen. }, author = {Falkenreck, Christine and Wagner, Ralf}, interhash = {02ce6142036d1d16f92db9eec7a8b03b}, intrahash = {fd2a96de5ff85bd611bbb9c5d2f3b7ef}, journal = {Corporate Reputation Review}, number = 1, pages = {20 - 37}, title = {Impact of Direct Marketing Activities on Company Reputation Transfer Success: Empirical Evidence from Five Different Cultures}, volume = 13, year = 2010 } @inproceedings{KlWaP10, address = {Berlin}, author = {Klaus, Martin and Wagner, Ralf}, booktitle = {Classification as a Tool for Research}, editor = {Locarek-Junge, Hermann and Weihs, Claus}, interhash = {4364fb398939df6c53efe27c7eed186e}, intrahash = {0b4fdbf1bdfe625830fa28094c3652e4}, pages = {553-560}, publisher = {Springer}, title = {{G}aining '{C}onsumer {I}nsights' from {I}nfluential {A}ctors in {W}eblog {N}etwork}, url = {http://www.springerlink.com/content/u44423kj5t361776/fulltext.pdf}, year = 2010 } @inproceedings{KlScWaP10, address = {Christchurch (New Zealand)}, author = {Klaus, Martin and Schwerdtfeger, Jörg and Wagner, Ralf}, booktitle = {Proceedings of Australia \& New Zealand Marketing Academy 2010 Conference}, editor = {Ballantine, Paul and Finsterwalder, Joerg}, interhash = {62dd9d8bbc077329dd297f8716da1934}, intrahash = {1c94e61fcb7d5e5c0435534f1f614048}, publisher = {Department of Management, University of Canterbury}, title = {{T}argeting {K}ey {I}nfluentials for {D}irect {M}arketing {A}ctivities in {S}ocial {N}etworks: {M}ethodical {P}rogress and an {A}pplication}, url = {http://pandora.nla.gov.au/pan/25410/20110307-1059/anzmac2010.org/proceedings/pdf/anzmac10Final00412.pdf}, year = 2010 } @techreport{BlWaR10, author = {Bloch, Katrin and Wagner, Ralf}, institution = {Universität Kassel}, interhash = {e122ee3a3d083b0327b48e4a4958aa14}, intrahash = {b2ffc2a48d79af30b35be9afd2802529}, title = {Research Protocol: Replication of the Research Seminar in Negotiation Management}, year = 2010 } @conference{BlWa10b, address = {Negotia in Paris}, author = {Bloch, Katrin and Wagner, Ralf}, booktitle = {Presentation for 4th International Biennale on Commercial Negotiation}, interhash = {3fccebdb156a83ff33def67b1bea316c}, intrahash = {f12af59eca1b2ca263890aa2696776b4}, title = {{B}argaining {P}ower and the {I}mpact of {G}ender {D}ifferences}, year = 2010 } @inproceedings{BlWaP10a, address = {Paris}, author = {Bloch, Katrin and Wagner, Ralf}, booktitle = {Proceedings of 4th International Biennale on Commercial Negotiation}, interhash = {3fccebdb156a83ff33def67b1bea316c}, intrahash = {c50b03c1c2ab8d2e7a4aa5f7d8755cea}, title = {Bargaining Power and the Impact of Gender Differences}, year = 2010 } @conference{BlWaS10b, abstract = {Increasing attention in channel management is devoted to the power shift in the supply chains. Several studies focus on the reasons for the power shift rather than highlighting the consequences for the manufacturer- retailer relationship. A mutual benefit will be achieved by implementing formal procedures in real-life negotiations to improve the results. Our study relies on a modified Issue Authority procedure. Previous empirical studies report women as being less effective negotiators than men. We combine both research fields and analyze how to overcome obstacles if negotiators stick strictly to their utility-based procedures. In our experiment with 72 negotiators, we consider the influence of gender in the light of bargaining power and assess efficiency achieved by utilizing the modified Issue Authority procedure. Differences in power allocation turn out to have a significant impact on negotiation success. In scenarios with substantial differences in bargaining power, particularly female and mixed dyads failed to achieve a mutually satisfactory result. We learn that female negotiators rely on their bargaining power, rather than systematically improving mutual utilities whereas male dyads negotiate on a consistently high, but still inefficient level. In the light of these differences, we argue that bargaining power does not compensate for insufficient negotiation skills or efforts. On the contrary, unbalanced bargaining power decreases the likelihood of success.}, address = {GFA2010 in Vienna}, author = {Bloch, Katrin and Wagner, Ralf}, interhash = {b20a74070c484c03ac01e3acc22b7f7a}, intrahash = {a4a7cbfdff995bdc16842de01d23e063}, month = {September}, title = {Does Increasing Bargaining Power Lead to Inefficient Negotiation Results?}, url = {http://gfa2010.univie.ac.at/fileadmin/user_upload/GFKconference/GFA2010/documents/GFA-ConferenceProceedings_final.pdf#page=82}, year = 2010 } @conference{WaRuS10, address = {DAGStat2010 in Dortmund}, author = {Wagner, Ralf and R\"uter, Silvia}, interhash = {af5d378353c74ffdbd88ea908ea36686}, intrahash = {ab01a7afe958c2a31e304c9989a54ead}, month = {March}, title = {Classifying Customers: Are Non-Linear Projections Really Better?}, url = {http://www.statistik.tu-dortmund.de/DAGStat2010/DAGStat2010_Abstracts.pdf#page=375}, year = 2010 } @conference{RuTeWaS10, address = {34th Annual Conference of the German Classification Society (GfKl) in Karlsruhe}, author = {Parwoll, Moritz and Wagner, Ralf}, interhash = {aed24965663e271d7b4f5dd82337fc20}, intrahash = {468ded0f46397ba1bb7ff0f514105e4a}, month = {July}, title = {The Impact of Missing Values on PLS-Model Fitting}, url = {http://gfkl2010.wiwi.uni-karlsruhe.de/gfkl2010/AbstrGFKL.pdf#page=146}, year = 2010 } @book{RuTeWaS10, address = {34th Annual Conference of the German Classification Society (GfKl) in Karlsruhe}, author = {Falkenreck, Christine and Wagner, Ralf}, interhash = {7c50c99b538196f54aab0366113d94fc}, intrahash = {7223f34b83c93d2816d33f69fc05b4b3}, month = {July}, title = {Loyalty Programs in B-to-B Marketing - Distinguishing Customers with Respect to Attitudes, Requirements, Goals, and Reservations}, url = {http://gfkl2010.wiwi.uni-karlsruhe.de/gfkl2010/AbstrGFKL.pdf#page=84}, year = 2010 } @conference{WaS10, address = {3rd German-Japanese Workshop in Karlsruhe}, author = {Wagner, Ralf}, interhash = {4c22ad90a506ad28d27c36e22ebd9802}, intrahash = {cf5122abbbebcca75ff9158b70618c46}, title = {Which Items are Relevant in Customers’ Shopping Cart? A Comparison of Insights from Mining Association Rules with a Network Approach}, url = {http://gfkl2010.wiwi.uni-karlsruhe.de/gfkl2010/AbstrGJW.pdf#page=37}, year = 2010 } @presentation{WAS10, address = {Sommerdialog 2010, POSTADRESS in D\"usseldorf}, author = {Wagner, Ralf}, interhash = {89f8a42440f0ea6b1d46e9e43360af18}, intrahash = {ac4f53acf23d647ae5f2e1459ac5728b}, title = {Keeping the Thread - erfolgreiche Kundenansprache in Zeiten digitaler Informations\"uberlastung}, year = 2010 } @inproceedings{WaP10, author = {Wagner, Ralf}, booktitle = {Tagungsband der Jahrestagung des Institute for Competitive Intelligence}, editor = {Michaeli, Rainer}, interhash = {f33a847d366fbd1e5cb8f9f733730a2e}, intrahash = {8df26cff390f05fb8cba5034fdf68dc8}, pages = {8--22}, title = {Open Source Engineering mit Web2.0-Diensten}, year = 2010 }