@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
}

@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
}

@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
}