@conference{wagner2013systematical,
  address = {Prague},
  author = {Wagner, Ralf},
  booktitle = {International Competitive Intelligence Conference},
  interhash = {1d9add396681fa82dfa68866ed8b42a9},
  intrahash = {afa94f6654a71612d501829c4682348d},
  title = {Systematical Surprise: Matching CI with the Customers‘ Perspective},
  year = 2013
}

@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
}

@conference{KlWaS09,
  address = {Australia \& New Zealand Marketing Academy 2009 Conference in Melbourne (Australia)},
  author = {Klaus, Martin and Wagner, Ralf},
  booktitle = {Australia \& New Zealand Marketing Academy 20009 Conference },
  editor = {Mavondo, Felix and Ewing, Michael},
  interhash = {1aa3e4267aab8978ccc33256e412de96},
  intrahash = {736d4b4b8fec95063005868d602d72bc},
  title = {{I}dentifying {I}nfluential {C}ommunicator to gain "{C}onsumer {I}nsights" on {W}eblog {N}etworks},
  year = 2009
}

@conference{WaBlS11b,
  address = {33rd INFORMS Marketing Science Conference 2011 in Houston (Texas)},
  author = {Wagner, Ralf and Bloch, Katrin},
  booktitle = {Special Sessions: Improving Efficiency in Marketing Negotiations },
  interhash = {d6847cca66b99a13c02f57394f51ca6a},
  intrahash = {e390a32e90f96b70f9ad1a623fdd7303},
  title = {{F}acing {B}argaining {P}ower},
  url = {https://informs.emeetingsonline.com/emeetings/formbuilder/clustersessiondtl.asp?csnno=14196&mmnno=204},
  year = 2011
}

@conference{BlWaS11,
  address = {33rd INFORMS Marketing Science Conference 2011 in Houston (Texas)},
  author = {Bloch, Katrin and Wagner, Ralf},
  booktitle = {Special Sessions: Improving Efficiency in Marketing Negotiations },
  interhash = {4b8fc2b25a4c3f9268f9fee9f8eb03a0},
  intrahash = {1ccfc9ee310ae2cd1bc4bd4a358d5040},
  title = {{T}he {R}ole of {I}ntuition and {D}eliberation in {N}egotiations},
  url = {https://informs.emeetingsonline.com/emeetings/formbuilder/clustersessiondtl.asp?csnno=14196&mmnno=204},
  year = 2011
}

@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
}

@conference{KlScWaS209,
  address = {Berlin},
  author = {Klaus, Martin and Schwerdtfeger, Jörg and Wagner, Ralf},
  booktitle = {6th CCN Conference: Making a Difference - Putting Consumer Citizenship into Action},
  interhash = {f848fb8d19bc6187082849fd94e06196},
  intrahash = {aecd73ea6ec24deaeb1af10158009e6d},
  title = {Marketing Communication to and with Net Citizens: Targeting by Means of a Social Network Analysis Approach},
  year = 2009
}

@conference{KlScWa109,
  address = {Nantes},
  author = {Klaus, Martin and Schwerdtfeger, Jörg and Wagner, Ralf},
  booktitle = {EMAC},
  interhash = {d947f65e29546a8344b8dd0baf2e5a8d},
  intrahash = {2f1e4758ff0417259fc64c130a5456ec},
  title = {Assessing Digital Social Networks for Marketing Communication - The Case of MySpace.Com},
  year = 2009
}

@book{KlWaS109,
  address = {Berlin},
  author = {Klaus, Martin and Wagner, Ralf},
  booktitle = {IFCS BI-Annual Conference},
  interhash = {c87f7510366f88267d7de4c21f1f3718},
  intrahash = {db4b73e7aabd0b85d83270a272f787c7},
  publisher = {Springer},
  title = {Gaining 'Consumer Insights' from Influential Actors in Weblog Networks},
  year = 2009
}

@book{WaScS108,
  address = {Augsburg},
  author = {Wagner, Ralf and Schwerdtfeger, J\"org},
  booktitle = {Operations Research Conference},
  interhash = {3e025b2828df89f1619c9d8568b66d54},
  intrahash = {cb39b12f3556e87ce3782a292a31d448},
  title = {Enhancing Target Group Selection Using Belief Functions},
  year = 2009
}

@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
}

@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{WaGfKlS12,
  address = {36th Annual Conference of the German Classification Society (GfKl) in Hildesheim},
  author = {Wagner, Ralf},
  interhash = {854942f3be0502bce51db96d978f70b4},
  intrahash = {ff54541532aadd3c783ec336a9988222},
  month = {August},
  title = {The Dark Side of Marketing Communication: Grouping Consumers with Respect to Their Reactance Behavior},
  url = {http://147.172.223.251/gfkl2012/proceedingsGfKl2012GroupedByAreas.pdf#page=162},
  year = 2012
}

@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
}

@book{WaS301,
  address = {Bielefeld University},
  author = {Wagner, Ralf},
  booktitle = {UNTERNEHMENSSCHMIEDE (Workshop for Entrepreneurs)},
  interhash = {2233cb07769bd7014193d1da9708d290},
  intrahash = {b078a4f4ec2a848ed0e4869317261417},
  title = {Wie f\"uhre ich eine international ausgerichtete Marktanalyse durch und welche Besonderheiten sind im Internationalen Marketing zu beachten?},
  year = 2001
}

@book{WaS501,
  address = {IHK Hannover},
  author = {Wagner, Ralf},
  booktitle = {Workshop f\"ur F\"uhrungskr\"afte},
  interhash = {5c5c0435cef4bcaa9189f59f2caa7af1},
  intrahash = {ed3afae7a9669ef6187b82179ceb64e8},
  title = {Kundenbindung und Benchmarking im Gro{\ss}handel},
  year = 2001
}

@book{WaScMeS105,
  address = {Bremen},
  author = {Wagner, Ralf and Scholz, S\"oren and Mei{\ss}ner, Martin},
  booktitle = {Operations Research Conference},
  interhash = {56b03a4dca58bd521d2e1c9e810aed62},
  intrahash = {00d187ff6aa81d562a435d650f7e59d7},
  title = {Robust Preference Measurement: A Simulation Study of Erroneous and Ambiguous Judgement's Impact on AHP and Conjoint Analysis},
  year = 2005
}

@book{WaScS105,
  address = {Z\"urich},
  author = {Wagner, Ralf and Scholz, S\"oren},
  booktitle = {ETH Z\"urich},
  interhash = {989360c10cde71e3734e615ee736affe},
  intrahash = {6f02c947a8c97b7b78738ebb43cf0100},
  title = {Rationales Underlying Investment Decisions: The Impact of Marketing on Attitudes and Preferences Towards Sustainability},
  year = 2005
}

@book{WaS607,
  address = {Stuttgart},
  author = {Wagner, Ralf},
  booktitle = {Ideenb\"orse},
  interhash = {921d301652fe9ceb851cefd337643da9},
  intrahash = {568d7e69186c48aed5968201811a3465},
  title = {Kundendialoge in Zeitalter des Clash of Cultures},
  year = 2007
}

@book{WaS207,
  address = {Hannover},
  author = {Wagner, Ralf},
  booktitle = {Branchenforum Versandhandel},
  interhash = {68b1ee4ef8eaeb099bf4730f46d6fb5a},
  intrahash = {09f863ad0fb96135cbdcd6b08533499f},
  title = {Internationales Direktmarketing: Der Schl\"ussel zu den ausl\"andischen Wachstumsm\"arkten},
  year = 2007
}

@book{WaS307,
  address = {N\"urnberg},
  author = {Wagner, Ralf},
  booktitle = {Workshop auf den Mailingtagen},
  interhash = {352e2d44685f5a32fd63c4785e6b3f41},
  intrahash = {c70fe10b6cc56e0e778fa66498e18a06},
  title = {Direktmarketing in Polen},
  year = 2007
}

@book{WaS107,
  address = {Bonn},
  author = {Wagner, Ralf},
  booktitle = {Science meets Marketing & Sales},
  interhash = {a6ed7b48383e3111c1bfdebe6f8374ed},
  intrahash = {31d94ec026a5fec739ec478262fc2dd9},
  title = {Direktmarketing im Spannungsfeld von Information und Reaktanz: Welche Werbeansprache wird gew\"unscht?},
  year = 2007
}

@book{WaS107,
  address = {Kassel},
  author = {Wagner, Ralf},
  booktitle = {Vortrag auf der ZEMARKTagung},
  interhash = {c8c21156481dfebb063542ffc6035824},
  intrahash = {cb2f9604b28d8d9de164dac6626f4c65},
  title = {Clash of Cultures im Marketing f\"ur Gesundheitsdienstleistungen},
  year = 2007
}

@book{WaSc1S09,
  address = {Konstanz},
  author = {Wagner, Ralf and Scholz, S.},
  booktitle = {Internationales Symposium f\"ur Informationswissenschaft - ISI 2009},
  interhash = {1eb88760afc169e6fb4b9e396b01a16b},
  intrahash = {c43bf4892fc4e2cf68ecda587c67f5e0},
  title = {The Nonlinearity of Strategic Uncertainty and Environmental Scanning Behavior. An Empirical Study of Managerial Information Seeking and Processing Activities},
  year = 2009
}

@book{BlWaS10a,
  address = {Presentation for the 32nd INFORMS Marketing Science Conference in Cologne},
  author = {Bloch, Katrin and Wagner, Ralf},
  interhash = {8b88ef6221d146623eed18bdb02b6876},
  intrahash = {d7bb245959ffcb2d00c1105a4ae54fff},
  title = {The Influence of Bargaining Power on Success in Negotiations},
  year = 2010
}

@book{FaWaS109,
  address = {Maastricht},
  author = {Falkenreck, Christine and Wagner, Ralf},
  booktitle = {International Colloquium in Relationship Marketing},
  interhash = {311b320af6b62e96ba51e230e8358ff3},
  intrahash = {be1908f68fee782f48ea6cb5939cca17},
  title = {Broadening the View on Customers` Propensity to Leave a Relationship},
  year = 2009
}

@book{WaS197,
  address = {Potsdam},
  author = {Wagner, Ralf and Decker, Reinhold and Temme, Thorsten},
  booktitle = {21st Annual Conference of the German Classification Society},
  interhash = {a610addec4e453682dd2fcaac7a99991},
  intrahash = {adb220933faea40b0c0638a6501f05fc},
  title = {Missing Value Treatment in Applied Market Research},
  year = 1997
}

@book{WaS198,
  address = {Dresden},
  author = {Wagner, Ralf},
  booktitle = {22nd Annual Conference of the German Classification Society},
  interhash = {3a5166788612667ac34b1423fdd8f32c},
  intrahash = {be142821af16ac92746bbfa66237cc86},
  title = {Modeling and Measuring of Competitive Reactions to Changes of Marketing Mix at the Retail Level},
  year = 1998
}

@book{WaDeS199,
  address = {Vienna},
  author = {Wagner, Ralf},
  booktitle = {Workshop on Operations Reseach in Marketing},
  interhash = {ccc1151462326a9c8f20d0494f7c0d18},
  intrahash = {4b6651a3ea394f8d636b2dffb9692ab9},
  title = {Remarks on the Behavioristic Analysis of Competitive Reactions},
  year = 1999
}

@book{WaDeS100,
  address = {Passau},
  author = {Wagner, Ralf and Decker, Reinhold},
  booktitle = {24th Annual Conference of the German Classification Society},
  interhash = {dd8bab450fb660b51876ffe983c134d1},
  intrahash = {f6cba210d35fa4a4de5ada4316f96aac},
  title = {Distinguishing Response Specifications in the Multivariate Polya-Model},
  year = 2000
}

@book{WaS401,
  address = {Munich},
  author = {Wagner, Ralf},
  booktitle = {25th Annual Conference of the German Classification Society},
  interhash = {e1fe7c52d80e640e2ecc79ee0e82330c},
  intrahash = {836683748bc5a7f98b06356e72ce5c90},
  title = {Patterns of Competition},
  year = 2001
}

@book{WaS201,
  address = {Bergen},
  author = {Wagner, Ralf},
  booktitle = {30th Annual Conference of the European Marketing Academy},
  interhash = {d4c157ff739203e6c1a0ebee6d8a3811},
  intrahash = {0f1aabe54cfe5c8e83b853a2edfd09a1},
  title = {Testing the Lag of Multiple Competitive Reactions},
  year = 2001
}

@book{WaS101,
  author = {Wagner, Ralf},
  booktitle = {Invited Presentation at the University of Management and Information Technology in Rzeszow},
  interhash = {e1fe7c52d80e640e2ecc79ee0e82330c},
  intrahash = {b3d0cd5997025df0b9fb2dcc1d3f1267},
  title = {Patterns of Competition},
  year = 2001
}

@book{WaS102,
  author = {Wagner, Ralf},
  booktitle = {Invited Presentation at the University of Management and Information Technology in Rzeszow },
  interhash = {711b2fa2a9113dfea073de9c1a71da53},
  intrahash = {7b8d86af09143868ab0d058313341650},
  title = {Economic Feelings: A Psychometric Analysis of Economic Perceptions and Expectations},
  year = 2002
}

@book{WaS203,
  address = {Cottbus},
  author = {Wagner, Ralf},
  booktitle = {27th Annual GfKl Conference},
  interhash = {8a04c11c7c3611951b0a92d31c86d28b},
  intrahash = {026afe7185df0de5c7757d28c5bdf14d},
  title = {Mining Promising Qualification Patterns},
  year = 2003
}

@book{WaS103,
  address = {Glasgow},
  author = {Wagner, Ralf},
  booktitle = {32nd EMAC Conference},
  interhash = {524da3d0668dffc0ce957b9fae662edf},
  intrahash = {29d6d1fa05c695d328093ffb98164dc8},
  title = {Are Odd Prices Meaningful Price Thresholds? An Investigation by Generalised Cross Validation},
  year = 2003
}

@book{WaS104,
  address = {Vilnius},
  author = {Wagner, Ralf},
  booktitle = {International Conference on Business Capacity Development and Economic Regeneration},
  interhash = {0f74dea439561c4bec14e01925e55728},
  intrahash = {cabaede9087277c4f42bfdaea37feb60},
  title = {Marketing in Transition Economies: Lessons Learned from Russia},
  year = 2004
}

@book{WaScS104,
  address = {Tilburg},
  author = {Wagner, Ralf and Scholz, S\"oren},
  booktitle = {OR 2004},
  interhash = {2ebc74730014f1a27a40253c90ced31c},
  intrahash = {2cc0e4676916ac4110f1681a08c4f209},
  title = {The Quality of Prior Information Structure in Business Planning -- An Experiment in Environmental Scanning},
  year = 2004
}

@book{WaPeS104,
  address = {Dublin},
  author = {Wagner, Ralf and Pels, J.},
  booktitle = {Irish Academy of Management Annual Conference},
  interhash = {75eacaeaa3d82404f19fb61f772170c1},
  intrahash = {fbad054263be1090f65e8aaa9159ed9e},
  title = {Patterns of Marketing Practices in Transition Economies},
  year = 2004
}

@book{WaBeS104,
  address = {New York},
  author = {Wagner, Ralf and Beinke, K.-S.},
  booktitle = {Fordham University Behavioral Pricing Conference},
  interhash = {8692afe89323731c779d9abb244d9872},
  intrahash = {43b3cf909b91316b9eea58970b1aee2c},
  title = {Identifying Patterns of Consumer Response to Price Endings},
  year = 2004
}

@book{WaOnScS105,
  address = {Magdeburg},
  author = {Wagner, Ralf and Ontrup, Jörn and Scholz, Sören},
  booktitle = {29th Annual GfKl Conference},
  interhash = {4b1b885f8c6276c81c30e9e254d81a53},
  intrahash = {651840292210915a6ad688f6a306c806},
  title = {Event Detection in Environmental Scanning: News from a Hospitality Industry Newsletter},
  year = 2005
}

@book{WaWeWiS105,
  address = {Milan},
  author = {Wagner, Ralf and Wetzels, M. and Winklhofer, H.},
  booktitle = {34th Annual EMAC Conference},
  interhash = {52d1d89386cc7ba1badfe7855407b0e1},
  intrahash = {790f6d6d88fba744dbd4dc59062458d2},
  title = {Measurement Equivalence in Cross Cultural Research: The Case of Formative Measurement Models},
  year = 2005
}

@book{WaS105,
  address = {TU Dresden},
  author = {Wagner, Ralf},
  booktitle = {GI & ACM (German Chapter)},
  interhash = {3b2b82d361abc47671fb8d4e74ee8caf},
  intrahash = {79fdbe0ce2e5582c47575b4de90daeee},
  title = {Competitive Advantages due to Text-Mining and Environmental Scanning? – Putting Innovative Technologies into Practice},
  year = 2005
}

@book{WaDeSCS105,
  address = {Parma},
  author = {Wagner, Ralf and Decker, Reinhold and Scholz, Sören},
  booktitle = {Meeting of the Classification and Data Analysis Group of the Italian Statistical Society},
  interhash = {d67de6394b3fd2607371ab944f3d568d},
  intrahash = {ecf945cd9480b2db5c47adfbc4663985},
  title = {Mining Consumption and Nutrition Patterns for Marketing Communication},
  year = 2005
}

@book{WaScOnS105,
  address = {Tokyo},
  author = {Wagner, Ralf and Ontrup, Jörg and Scholz, Sören},
  booktitle = {Japanese-German Symposium on Classification},
  interhash = {f36d1f5163100fe793de77386143371d},
  intrahash = {fdb56aa3004eb987816422e56900d3e0},
  title = {Innovative Technologies for Clustering, Monitoring, and Evaluation of up-and-coming Topics in Business Information},
  year = 2005
}

@book{WaReS106,
  author = {Wagner, Ralf and Reppermund, R.},
  interhash = {80ff54537c68cce52f4599dc0e7bad1c},
  intrahash = {d0f72eec0f940475d5cfd9c69c4d8a75},
  title = {Is All Business Local? Competitive Maps of German Discount Retailing},
  year = 2006
}

@book{WaS106,
  address = {Ljubljana},
  author = {Wagner, Ralf},
  booktitle = {10th Biannual Conference of the International Federation of Classification Societies},
  interhash = {14b717bcb4097a14b35f927bf8649ac7},
  intrahash = {e47d23a8448472d793710b8e86b103bf},
  title = {Patterns of Associations in Finite Sets of Items},
  year = 2006
}