Florian Kraus

University of Mannheim

Professor

Germany

http://kraus.bwl.uni-mannheim.de/de/team/prof_dr_florian_kraus/

  • University of Mannheim

    • Email
    • Tel: +49.621.181 2662
    • Fax: +49.621.181 2672
SCHOLARLY PAPERS

5

DOWNLOADS

961

TOTAL CITATIONS

6

Scholarly Papers (5)

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1.

The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective

Journal of Marketing, Forthcoming
Number of pages: 56 Posted: 06 Apr 2010
Son K. Lam, Florian Kraus and Michael Ahearne
University of Georgia - Department of Marketing, University of Mannheim and University of Houston - C.T. Bauer College of Business
Downloads 471 (127,933)
Citation 5

Abstract:

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market orientation, customer orientation, internal marketing, organizational

2.

Managing Laggards: The Importance of a Deep Sales Bench

Journal of Marketing Research, 56 (4), 652-665 (2019)
Number of pages: 41 Posted: 11 Jul 2019
Jeffrey Boichuk, Raghu Bommaraju, Michael Ahearne, Florian Kraus and Thomas J. Steenburgh
University of Virginia - McIntire School of Commerce, Bharath University, University of Houston - C.T. Bauer College of Business, University of Mannheim and University of Virginia - Darden Graduate School of Business
Downloads 136 (440,721)

Abstract:

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Advice networks, Incentives, Matching methods, Punishments, Sales force

3.

Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion

Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 58 Posted: 31 Mar 2012
Florian Kraus, Michael Ahearne, Son K. Lam and Jan Weiseke
University of Mannheim, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing and University of Mannheim
Downloads 136 (440,721)
Citation 1

Abstract:

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organizational identification, social identity theory, social influence, multilevel analysis

4.

Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes

Journal of Marketing, 76, 3, 1-20, 2012
Number of pages: 21 Posted: 18 Sep 2012
Jan Wieseke, Florian Kraus, Michael Ahearne and Sven Mikolon
University of Marburg - Faculty of Psychology, University of Mannheim, University of Houston - C.T. Bauer College of Business and affiliation not provided to SSRN
Downloads 128 (462,442)

Abstract:

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stereotypes, identification, dispersed sales teams, competitive intensity, sales performance

5.

Should Firms Encourage Salespeople to Promote House Brands in Customer Interaction? An Empirical Investigation of Financial Out-Comes and Customer Response

Schmalenbach Business Review, Vol. 64, October 2012, pp 331-363
Number of pages: 33 Posted: 02 Dec 2012
Thomas Rajab, Jan Wieseke and Florian Kraus
affiliation not provided to SSRN, University of Marburg - Faculty of Psychology and University of Mannheim
Downloads 90 (594,418)

Abstract:

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Adaptive Selling, Empathy, Hierarchical Linear Modeling, House Brands, Personal Selling, Relationship Marketing, Store Loyalty