@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}
}

@conference{zulauf2013impact,
  address = {Rome},
  author = {Zulauf, Katrin and Wagner, Ralf},
  booktitle = {XXVI EURO - INFORMS Joint International Conference: "All roads lead to OR"},
  interhash = {06078b0991069815f4f1d30b4e6a768f},
  intrahash = {d7810d82fa72fca1ca97b3361f6c1f24},
  title = {The Impact of Issue Authority Allocation in Business Negotiations: Who Benefits from Post Negotiation Procedures? },
  year = {2013 forthcoming}
}

@conference{zulauf2012power,
  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 = {423907aee1cde5dcab52d7523b1a650f},
  title = {Power Shift Paradox in Retailer-Manufacturer Negotiations: How to Take Advantage of the Channel Power Shift?},
  year = 2012
}

@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
}