PUMA publications for /user/ralfwagner/2010https://puma.uni-kassel.de/user/ralfwagner/2010PUMA RSS feed for /user/ralfwagner/20102024-03-19T06:11:19+01:00Targeting Key Influentials for Direct Marketing Activities in Social Networks: Methodical Progress and an Applicationhttps://puma.uni-kassel.de/bibtex/2c308e151cc6bc2db5bb2df88a9763d21/ralfwagnerralfwagner2011-03-08T16:18:47+01:002010 contributed_talk speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Martin Klaus" itemprop="url" href="/author/Martin%20Klaus"><span itemprop="name">M. Klaus</span></a></span>, <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Jörg Schwerdtfeger" itemprop="url" href="/author/J%c3%b6rg%20Schwerdtfeger"><span itemprop="name">J. Schwerdtfeger</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Tue Mar 08 16:18:47 CET 2011Australia \& New Zealand Marketing Academy 2010 Conference in Christchurch (New Zealand)Australia \& New Zealand Marketing Academy 2010 Conference{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}pplication20102010 contributed_talk speech Bargaining Power and the Impact of Gender Differences - An Experimental Investigation on Retailer-Manufacturer Bargaininghttps://puma.uni-kassel.de/bibtex/241692bc5e24a9bfd5681e03bf06017a2/ralfwagnerralfwagner2011-02-23T11:24:56+01:002010 Negotiation myown working-paper <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Katrin Bloch" itemprop="url" href="/author/Katrin%20Bloch"><span itemprop="name">K. Bloch</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><span itemtype="http://schema.org/PublicationIssue" itemscope="itemscope" itemprop="isPartOf"> </span>(<em><span>März 2010<meta content="März 2010" itemprop="datePublished"/></span></em>)Wed Feb 23 11:24:56 CET 2011March1-15Bargaining Power and the Impact of Gender Differences - An Experimental Investigation on Retailer-Manufacturer Bargaining20102010 Negotiation myown working-paper Impact of Direct Marketing Activities on Company Reputation Transfer Success: Empirical Evidence from Five Different Cultureshttps://puma.uni-kassel.de/bibtex/2fd2a96de5ff85bd611bbb9c5d2f3b7ef/ralfwagnerralfwagner2011-02-02T18:16:00+01:002010 B-to-B_markets Hofstede's_scores Marketing-Interaktionen_in_verschiedenen_Kulturen causal_relationships corporate_reputation cultural_systems customer_satisfaction journals myown national_culture reputation_transfer structural_model_of_reputation_transfer <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Christine Falkenreck" itemprop="url" href="/author/Christine%20Falkenreck"><span itemprop="name">C. Falkenreck</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><span itemtype="http://schema.org/PublicationIssue" itemscope="itemscope" itemprop="isPartOf"><span itemtype="http://schema.org/Periodical" itemscope="itemscope" itemprop="isPartOf"><span itemprop="name"><em>Corporate Reputation Review</em></span></span> <em><span itemtype="http://schema.org/PublicationVolume" itemscope="itemscope" itemprop="isPartOf"><span itemprop="volumeNumber">13 </span></span>(<span itemprop="issueNumber">1</span>):
<span itemprop="pagination">20 - 37</span></em> </span>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Wed Feb 02 18:16:00 CET 2011Corporate Reputation Review120 - 37Impact of Direct Marketing Activities on Company Reputation Transfer Success: Empirical Evidence from Five Different Cultures1320102010 B-to-B_markets Hofstede's_scores Marketing-Interaktionen_in_verschiedenen_Kulturen causal_relationships corporate_reputation cultural_systems customer_satisfaction journals myown national_culture reputation_transfer structural_model_of_reputation_transfer 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. Gaining 'Consumer Insights' from Influential Actors in Weblog Networkhttps://puma.uni-kassel.de/bibtex/20b4fdbf1bdfe625830fa28094c3652e4/ralfwagnerralfwagner2011-01-31T12:40:32+01:002010 Direktmarketing_im_Wandel myown proceedings <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Martin Klaus" itemprop="url" href="/author/Martin%20Klaus"><span itemprop="name">M. Klaus</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><span itemtype="http://schema.org/Book" itemscope="itemscope" itemprop="isPartOf"><em><span itemprop="name">Classification as a Tool for Research</span>, </em></span><em>Seite <span itemprop="pagination">553-560</span>. </em><em>Berlin, </em><em><span itemprop="publisher">Springer</span>, </em>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Mon Jan 31 12:40:32 CET 2011BerlinClassification as a Tool for Research553-560{G}aining '{C}onsumer {I}nsights' from {I}nfluential {A}ctors in {W}eblog {N}etwork20102010 Direktmarketing_im_Wandel myown proceedings Targeting Key Influentials for Direct Marketing Activities in Social Networks: Methodical Progress and an Applicationhttps://puma.uni-kassel.de/bibtex/21c94e61fcb7d5e5c0435534f1f614048/ralfwagnerralfwagner2011-01-18T08:37:13+01:002010 myown proceedings <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Martin Klaus" itemprop="url" href="/author/Martin%20Klaus"><span itemprop="name">M. Klaus</span></a></span>, <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Jörg Schwerdtfeger" itemprop="url" href="/author/J%c3%b6rg%20Schwerdtfeger"><span itemprop="name">J. Schwerdtfeger</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><span itemtype="http://schema.org/Book" itemscope="itemscope" itemprop="isPartOf"><em><span itemprop="name">Proceedings of Australia & New Zealand Marketing Academy 2010 Conference</span>, </em></span><em>Christchurch (New Zealand), </em><em><span itemprop="publisher">Department of Management, University of Canterbury</span>, </em>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Tue Jan 18 08:37:13 CET 2011Christchurch (New Zealand)Proceedings of Australia \& New Zealand Marketing Academy 2010 Conference{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}pplication20102010 myown proceedings Research Protocol: Replication of the Research Seminar in Negotiation Managementhttps://puma.uni-kassel.de/bibtex/2b2ffc2a48d79af30b35be9afd2802529/ralfwagnerralfwagner2010-12-13T17:04:44+01:002010 Negotiation myown working-paper <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Katrin Bloch" itemprop="url" href="/author/Katrin%20Bloch"><span itemprop="name">K. Bloch</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><em><span itemprop="producer">Universität Kassel</span>, </em>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Mon Dec 13 17:04:44 CET 2010Research Protocol: Replication of the Research Seminar in Negotiation Management20102010 Negotiation myown working-paper Bargaining Power and the Impact of Gender Differenceshttps://puma.uni-kassel.de/bibtex/2f12af59eca1b2ca263890aa2696776b4/ralfwagnerralfwagner2010-11-24T10:45:47+01:002010 Negotiation contributed_talk speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Katrin Bloch" itemprop="url" href="/author/Katrin%20Bloch"><span itemprop="name">K. Bloch</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Wed Nov 24 10:45:47 CET 2010Negotia in ParisPresentation for 4th International Biennale on Commercial Negotiation{B}argaining {P}ower and the {I}mpact of {G}ender {D}ifferences20102010 Negotiation contributed_talk speech Bargaining Power and the Impact of Gender Differenceshttps://puma.uni-kassel.de/bibtex/2c50b03c1c2ab8d2e7a4aa5f7d8755cea/ralfwagnerralfwagner2010-11-10T16:58:42+01:002010 Negotiation myown proceedings <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Katrin Bloch" itemprop="url" href="/author/Katrin%20Bloch"><span itemprop="name">K. Bloch</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><span itemtype="http://schema.org/Book" itemscope="itemscope" itemprop="isPartOf"><em><span itemprop="name">Proceedings of 4th International Biennale on Commercial Negotiation</span>, </em></span><em>Paris, </em>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Wed Nov 10 16:58:42 CET 2010ParisProceedings of 4th International Biennale on Commercial NegotiationBargaining Power and the Impact of Gender Differences20102010 Negotiation myown proceedings Does Increasing Bargaining Power Lead to Inefficient Negotiation Results?https://puma.uni-kassel.de/bibtex/2a4a7cbfdff995bdc16842de01d23e063/ralfwagnerralfwagner2010-09-20T10:20:39+02:002010 Negotiation contributed_talk speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Katrin Bloch" itemprop="url" href="/author/Katrin%20Bloch"><span itemprop="name">K. Bloch</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span>(<em><span>September 2010<meta content="September 2010" itemprop="datePublished"/></span></em>)Mon Sep 20 10:20:39 CEST 2010GFA2010 in ViennaSeptemberDoes Increasing Bargaining Power Lead to Inefficient Negotiation Results?20102010 Negotiation contributed_talk speech 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.Classifying Customers: Are Non-Linear Projections Really Better?https://puma.uni-kassel.de/bibtex/2ab01a7afe958c2a31e304c9989a54ead/ralfwagnerralfwagner2010-09-20T10:08:47+02:002010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Silvia Rüter" itemprop="url" href="/author/Silvia%20R%5c%22uter"><span itemprop="name">S. Rüter</span></a></span>. </span>(<em><span>März 2010<meta content="März 2010" itemprop="datePublished"/></span></em>)Mon Sep 20 10:08:47 CEST 2010DAGStat2010 in DortmundMarchClassifying Customers: Are Non-Linear Projections Really Better?20102010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech The Impact of Missing Values on PLS-Model Fittinghttps://puma.uni-kassel.de/bibtex/2468ded0f46397ba1bb7ff0f514105e4a/ralfwagnerralfwagner2010-08-03T11:28:21+02:002010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Moritz Parwoll" itemprop="url" href="/author/Moritz%20Parwoll"><span itemprop="name">M. Parwoll</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span>(<em><span>Juli 2010<meta content="Juli 2010" itemprop="datePublished"/></span></em>)Tue Aug 03 11:28:21 CEST 201034th Annual Conference of the German Classification Society (GfKl) in KarlsruheJulyThe Impact of Missing Values on PLS-Model Fitting20102010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech Loyalty Programs in B-to-B Marketing - Distinguishing Customers with Respect to Attitudes, Requirements, Goals, and Reservationshttps://puma.uni-kassel.de/bibtex/27223f34b83c93d2816d33f69fc05b4b3/ralfwagnerralfwagner2010-08-03T11:28:11+02:002010 Marketing-Interaktionen_in_verschiedenen_Kulturen contributed_talk speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Christine Falkenreck" itemprop="url" href="/author/Christine%20Falkenreck"><span itemprop="name">C. Falkenreck</span></a></span>, und <span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><em>34th Annual Conference of the German Classification Society (GfKl) in Karlsruhe, </em>(<em><span>Juli 2010<meta content="Juli 2010" itemprop="datePublished"/></span></em>)Tue Aug 03 11:28:11 CEST 201034th Annual Conference of the German Classification Society (GfKl) in KarlsruheJulyLoyalty Programs in B-to-B Marketing - Distinguishing Customers with Respect to Attitudes, Requirements, Goals, and Reservations20102010 Marketing-Interaktionen_in_verschiedenen_Kulturen contributed_talk speech Which Items are Relevant in Customers’ Shopping Cart? A Comparison of Insights from Mining Association Rules with a Network Approachhttps://puma.uni-kassel.de/bibtex/2cf5122abbbebcca75ff9158b70618c46/ralfwagnerralfwagner2010-08-03T11:27:20+02:002010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Tue Aug 03 11:27:20 CEST 20103rd German-Japanese Workshop in KarlsruheWhich Items are Relevant in Customers’ Shopping Cart? A Comparison of Insights from Mining Association Rules with a Network Approach20102010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech Keeping the Thread - erfolgreiche Kundenansprache in Zeiten digitaler Informationsüberlastunghttps://puma.uni-kassel.de/bibtex/2ac4f53acf23d647ae5f2e1459ac5728b/ralfwagnerralfwagner2010-08-03T11:27:03+02:002010 Direktmarketing_im_Wandel invited_talk praxis-transfer speech <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Tue Aug 03 11:27:03 CEST 2010Sommerdialog 2010, POSTADRESS in D\"usseldorfKeeping the Thread - erfolgreiche Kundenansprache in Zeiten digitaler Informations\"uberlastung20102010 Direktmarketing_im_Wandel invited_talk praxis-transfer speech Open Source Engineering mit Web2.0-Dienstenhttps://puma.uni-kassel.de/bibtex/28df26cff390f05fb8cba5034fdf68dc8/ralfwagnerralfwagner2010-05-10T12:42:16+02:002010 Wettbewerbsinteraktionen_und_Competitive_Intelligence myown proceedings <span class="authorEditorList"><span itemtype="http://schema.org/Person" itemscope="itemscope" itemprop="author"><a title="Ralf Wagner" itemprop="url" href="/author/Ralf%20Wagner"><span itemprop="name">R. Wagner</span></a></span>. </span><span itemtype="http://schema.org/Book" itemscope="itemscope" itemprop="isPartOf"><em><span itemprop="name">Tagungsband der Jahrestagung des Institute for Competitive Intelligence</span>, </em></span><em>Seite <span itemprop="pagination">8--22</span>. </em>(<em><span>2010<meta content="2010" itemprop="datePublished"/></span></em>)Mon May 10 12:42:16 CEST 2010Tagungsband der Jahrestagung des Institute for Competitive Intelligence8--22Open Source Engineering mit Web2.0-Diensten20102010 Wettbewerbsinteraktionen_und_Competitive_Intelligence myown proceedings