@techreport{wagner2012multiplikatorenmarketing,
  author = {Wagner, Ralf and Schwerdtfeger, Jörg},
  institution = {Siegfried Vögele Institut},
  interhash = {39cf870462ac8f599a0ea90ceb491aff},
  intrahash = {c75b5441929fdcafef722ccb6ad9b3cd},
  title = {Multiplikatoren-Marketing: Identifizierung von Key Influentials in sozialen Netzwerkwerken am Beispiel ''Weinbranche'' },
  type = {Whitepaper},
  year = 2012
}

@inproceedings{wagner2013forthcomingcustomer,
  address = {Istanbul},
  author = {Wagner, Ralf and Falkenreck, Christine},
  booktitle = {{P}roceedings of the 42nd {EMAC} {C}onference, Lost in Translation: Marketing in an Interconnected World},
  interhash = {86338bcaf1759860e2f0c1ab424a1775},
  intrahash = {aeadc125d7629137f2a85a5b471773e6},
  title = {Do Customer Club Memberships really Enhance Reputation, Customer Satisfaction and Loyalty in B-to-B Relationships?},
  year = {2013 forthcoming}
}

@incollection{wagner2013forthcomingunternehmen,
  address = {Wiesbaden},
  author = {Wagner, Ralf},
  booktitle = {Festschrift 10 Jahre SVI},
  editor = {V\"ogele, Siegfried and Gerdes, Jürgen and Hesse, Jürgen},
  interhash = {ce103be72b71f82460edd6fec461cecb},
  intrahash = {c09c5db253c9b083c17dba6bc248988a},
  pages = {59-72},
  publisher = {Gabler},
  title = {Unternehmen als Akteure und Objekte des Dialogs},
  year = {2013 forthcoming}
}

@inproceedings{wagner2013hierarchical,
  address = {Istanbul},
  author = {Zulauf, Katrin and Wagner, Ralf and Oswald, Axel Wolfram},
  booktitle = {{P}roceedings of the 42nd {EMAC} {C}onference, Lost in Translation: Marketing in an Interconnected World},
  interhash = {f97da2b58551824434cebccf781fa7fb},
  intrahash = {faa4101ac40462e09277931446e34323},
  title = {Hierarchical Bayes Approach for Analyzing the Impact of Labeling on the Country of Origin Effect},
  year = {2013 forthcoming}
}

@electronic{busch2013tipps,
  author = {Busch, Uli and Wagner, Ralf},
  day = {18.01.2013},
  editor = {W&V, Verlag},
  howpublished = {Online Artikel},
  interhash = {ae66e9810ad0db0bdb8bf422fe0ad580},
  intrahash = {7bf30e912241671c24a36b70f3711383},
  month = {Januar},
  organization = {W&V},
  publisher = {Verlag W&V},
  title = {Tipps f\"ur Marken: Wie man Emotionen bei der Kaufentscheidung dirigiert },
  type = {Essay},
  url = {http://www.wuv.de/marketing/tipps_fuer_marken_wie_man_emotionen_bei_der_kaufentscheidung_dirigiert},
  year = 2013
}

@inproceedings{zulauf2012power,
  abstract = {In an experimental investigation, we challenge differences in bargaining power on the success in the domain of retailer-manufacturer negotiations. The power allocations 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 an increase in bargaining power does not necessarily lead to an increase in negotiation efficiency. Particularly, the paradox of channel power to profitability from manufacturer towards retailers is considered. Keywords: Bargaining power, formal negotiation procedure, gender, issue authority.},
  address = {Lissabon},
  author = {Zulauf, Katrin and Wagner, Ralf},
  booktitle = {{P}roceedings of the 41st {EMAC} {C}onference, Marketing to Citizens: Going beyond Customers and Consumers},
  interhash = {7948fa04424325624deac55f2b974f82},
  intrahash = {898e30140ede9a4ddad2e0a6e5dd96f9},
  pages = {1-7},
  title = {Power Shift Paradox in Retailer-Manufacturer Negotiations: How to Take Advantage of the Channel Power Shift?},
  url = {http://www.uni-kassel.de/fb07/fileadmin/datas/fb07/5-Institute/IBWL/Wagner/Publikationen/EMAC_2012.pdf},
  year = 2012
}

@inproceedings{HoKlWaP11,
  author = {Honsel, Lars and Klaus, Martin and Wagner, Ralf},
  booktitle = {Proceedings of Australia \& New Zealand Marketing Academy 2011 Conference},
  editor = {University, Edith Cowan},
  interhash = {cfa6ce541017d2ad02ebbf0449a806da},
  intrahash = {74d549fa619635073b82ed84970349c7},
  pages = {1-10},
  title = {{C}onsumer {F}anaticism: {A} {T}ypology of {F}ans {R}elated to {F}an {M}otivation and {P}ersonality {T}raits},
  url = {http://anzmac.org/conference/2011/Papers%20by%20Presenting%20Author/Honsel,%20Lars%20Paper%20639.pdf},
  year = 2011
}

@article{WaPx09a,
  abstract = {Das Internet ist eine erhebliche Konkurrenz f\"ur klassische Printmedien und f\"ur bestimmte Titel sogar eine existenzielle Bedrohung. Da der Siegeszug der digitalen Web 2.0-Medien aber nicht aufzuhalten ist, stellt sich die Frage, wie die aktuelle Entwicklung gestaltet und f\"ur den Vertrieb von Medien genutzt werden kann.},
  author = {Wagner, Ralf},
  interhash = {7ac530f0e82220011754e94f99dfa319},
  intrahash = {96249039d0da2e9c14d28bb2d1f4a2f3},
  journal = {impresso Zeitschrift f\"ur Zeitschriftenmacher},
  number = {4/2009},
  pages = {42-46},
  title = {Digitaler Vertrieb: Den Leser im Internet ansprechen Die neue W\"ahrung: Aufmerksamkeit},
  url = {http://www.uni-kassel.de/fb07/fileadmin/datas/fb07/5-Institute/IBWL/Wagner/Publikationen/impresso_4_2009.pdf#page=22},
  year = 2009
}

@article{WaPx11a,
  abstract = {Der Wandel der Kommunikationsgewohnheiten in Verbindung mit den modernen technischen Möglichkeiten sozialer Medien erschwert die Umsetzung integrierter Kommunikations­konzepte. Marketingverantwortliche müssen ihre Konzepte neu justieren. },
  author = {Wagner, Ralf},
  interhash = {8313620dd00ff3222f1b2547c2643f0b},
  intrahash = {81f37c0d784137f9c15ecf11eb48df30},
  journal = {Acquisa},
  month = {Dezember},
  number = {12/2011},
  pages = {28-30},
  title = {Integriertes Marketing: Der Kunde im Fokus},
  url = {http://www.uni-kassel.de/fb07/fileadmin/datas/fb07/5-Institute/IBWL/Wagner/Publikationen/kundeimfokus-Aquisa.pdf},
  year = 2011
}

@article{BlWaW11b,
  author = {Bloch, Katrin and Wagner, Ralf},
  interhash = {02a24a967adafc9aedffe6e14405d9ff},
  intrahash = {58d49e6d6369e50cf7e35cbf35ff49e6},
  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 = 2011
}

@article{WaKrJ11,
  author = {Wagner, Ralf and Krause, Jens},
  interhash = {b82da50d6cd8eff7288df96fbd0d978a},
  intrahash = {2007234f225000df67992e7503b80e0d},
  journal = {Social Media Magazin},
  number = 3,
  pages = {40-42},
  title = {Akzeptanz von Social Media bei Vorst\"anden: Die richtigen Argumente finden},
  url = {http://www.uni-kassel.de/fb07/fileadmin/datas/fb07/5-Institute/IBWL/Wagner/Publikationen/kundeimfokus-Aquisa.pdf},
  volume = 2011,
  year = 2011
}

@incollection{WaC11,
  address = {Bonn},
  author = {Wagner, Ralf},
  booktitle = {Praxishandbuch Social Media in Verb\"anden  Grundlagen - Praxiswissen - Fallbeispiele},
  editor = {Lietzau, Wolfgang and Bender, Jens and Richter, Tim},
  interhash = {fa1e07ced8d71dadec621a0e0db257d4},
  intrahash = {705317bf5c8daff7802752f732d15878},
  month = {Juni},
  pages = {90-104},
  publisher = {Deutsche Gesellschaft f\"ur Verbandsmanagement e.V. (DGVM)},
  title = {Neue Medien im Kundendialog -
Ein \"Uberblick zu den Kommunikationsdiensten des Web 2.0},
  year = 2011
}

@article{BlWaW11,
  author = {Bloch, Katrin and Wagner, Ralf},
  interhash = {d882e9780ee6f337c55bde44a87f8a49},
  intrahash = {7b7687b44dd1ca19cf39988425182724},
  month = {March},
  pages = {1-19},
  title = {Countering Negotiation Power Asymmetries with the Adjusted Winner Algorithm?},
  url = {http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1805025},
  year = 2011
}

@article{FaWaJ10,
  abstract = {Welchen Stellenwert hat die vom Kunden wahrgenommene Innovativit\"at von Unternehmen auf dem Gesundheitsmarkt? Die Studie erweitert das Strukturmodell des American Customer Satisfaction Index und vergleicht l\"ander\"ubergreifend in Finnland, Deutschland, Spanien und Russland den Einfluss von Innovativit\"at auf Kundenzufriedenheit und Reputation des Lieferanten.  Die Ergebnisse zeigen, dass die wahrgenommene Innovativit\"at in drei der vier untersuchten Kulturen einen hohen Stellenwert besitzt.},
  author = {Falkenreck, Christine and Wagner, Ralf},
  editor = {Lindgreen, Adam and Hingley, Martin K. and Antioco, Michael D.J.},
  interhash = {e42b4ad3cf36e81c258fda2a332c71fe},
  intrahash = {9d8f0bd57d5c7d90729e27b388e50284},
  journal = {Journal of Marketing Management},
  number = 27,
  pages = {225-242},
  title = {The Impact of Perceived Innovativeness on Maintaining a Buyer-Seller Relationship in Health Care Markets: A Cross-Cultural Study},
  volume = {3-4},
  year = 2011
}

@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{PaWaP11a,
  address = {Berlin},
  author = {Parwoll, Moritz and Wagner, Ralf},
  booktitle = {Challenges at the Interface of Data Analysis, Computer Science, and Optimization},
  editor = {et al., Gaul W.},
  interhash = {1063c4e43b1289116fae5b33f4c2859a},
  intrahash = {f06349a923d10e8d5fce15711a5eb272},
  pages = {537-544},
  publisher = {Springer},
  title = {{T}he {I}mpact of {M}issing {V}alues on {PLS} {M}odel {F}itting},
  url = {http://ebooks.narotama.ac.id/files/Challenges%20at%20the%20Interface%20of%20Data%20Analysis,%20Computer%20Science,%20and%20Optimization/Chapter%2054%20%20The%20Impact%20of%20Missing%20Values%20on%20PLS%20Model%20Fitting.pdf},
  volume = {Studies in Classification, Data Analysis, and Knowledge Organization},
  year = 2012
}

@inproceedings{WaScP09,
  address = {Berlin},
  author = {Wagner, Ralf and Schwerdtfeger, J\"org},
  booktitle = {{O}perations {R}esearch {P}roceedings 2008},
  editor = {Fleischmann, Bernhard and Borgwardt, Karl Heinz and Klein, Robert and Tuma, Axel},
  interhash = {3e025b2828df89f1619c9d8568b66d54},
  intrahash = {9fbba9bb0977707f3a981a55bfc5b33e},
  pages = {419 - 424},
  publisher = {Springer},
  title = {{E}nhancing {T}arget {G}roup {S}election {U}sing {B}elief {F}unctions},
  year = 2009
}

@inproceedings{KlScWaP09,
  address = {Berlin},
  author = {Klaus, Martin and Schwerdtfeger, Jörg and Wagner, Ralf},
  booktitle = {Consumer Citizenship Network: Making a Difference - Putting Consumer Citizenship into Action},
  editor = {Schrader, Ulf and Thoresen, Victoria W.},
  interhash = {f848fb8d19bc6187082849fd94e06196},
  intrahash = {1c37f0729103d6b97b11ecb7bf1fe2f1},
  organization = {The Consumer Citizenship Network, an Erasmus thematic network of educators and researchers},
  pages = {163 -- 177},
  title = {{M}arketing {C}ommunication to and with {N}et {C}itizens: {T}argeting by {M}eans of a {S}ocial {N}etwork {A}nalysis {A}pproach},
  year = 2009
}

@inproceedings{KlScWaP,
  address = {Nantes},
  author = {Klaus, Mart and Schwerdtfeger, J\"org and Wagner, Ralf},
  booktitle = {Proceedings of the 38th EMAC Conference, Marketing and the Core Disciplines: Rediscovering References?},
  editor = {Helfer, J.-P. and Nicolas, J.-L.},
  interhash = {d947f65e29546a8344b8dd0baf2e5a8d},
  intrahash = {9c0399cd77918ef73b5cff82898704bc},
  title = {{A}ssessing {D}igital {S}ocial {N}etworks for {M}arketing {C}ommunication - {T}he {C}ase of {M}y{S}pace.com},
  year = 2009
}