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Is more always better? An investigation into the relationship between marketing influence and managers’ market intelligence Hattula, J., Schmitz, Ch., Schmidt, M., Reinecke, S. International Journal of Research in Marketing, Vol. 32, No. 2 2015
Gambled Price Discounts – A Remedy to the Negative Side of Regular Price Discounts Alavi, S., Bornemann, T., Wieseke, J. Journal of Marketing, forthcoming 2015
Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations Wieseke, J., Alavi, S. & Habel, J. Journal of Marketing, 78 (6), 17-37 2014
Managing Customer and Organizational Complexity in Sales Organizations Schmitz, C. & Ganesan, S. Journal of Marketing, 78 (6), 59-77 2014
Footprints in the Sand of Time: A Comparative Analysis of the Effectiveness of Customer Satisfaction and Customer-Company Identification over Time Haumann, T., Quaiser, B., Wieseke, J. & Rese, M. Journal of Marketing, 78 (6), 78-102 2014
Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls Schmitz, C., Lee, Y.-C., Lilien, G. L. Journal of Marketing, 78 (3), 1-19 2014
Don’t try harder: using customer inoculation to build resistance against service failures Mikolon, S., Quaiser, B., Wieseke, J. Journal of the Academy of Marketing Science, 1-16 2014
There is nothing permanent, not even change – analyzing individual price dynamics in Pay-What-You-Want situations Schons, L. M., Rese, M., Wieseke, J. Rasmussen, W., Weber, D. & Strotmann, W. C. Marketing Letters, 25 (1), 25-36 2014
Group Influences of Selling Teams on Industrial Salespeople’s Cross-Selling Behavior Schmitz, Ch. Journal of the Academy of Marketing Science, Vol. 41, No. 1, pp. 55-72 2013
It's a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success Ahearne, M., Haumann, T., Kraus, F., Wieseke, J. Journal of the Academy of Marketing Science, 41 (6), 625-648 2013
Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes Wieseke, J., Kraus, F., Ahearne, M., Mikolon, S. Journal of Marketing, 76 (3), 1-20 2012
On the Role of Empathy in Employee–Customer Interactions Wieseke, J., Geigenmüller, A. & Kraus, F. Journal of Service Research, 15 (3), 316-331 2012
Marketing Performance Measurement Systems: Does Comprehensiveness Really Improve Performance? Homburg, C., Artz, M., Wieseke, J. Journal of Marketing, 76 (3), 56-77 2012
Incentivizing CEOs to Build Customer-Firm and Employee-Firm Relations for Higher Customer Satisfaction and Firm Value Luo, X., Wieseke, J., Homburg, C. Journal of the Academy of Marketing Science, 40 (6), 745-758 2012
When salespeople develop negative headquarters stereotyes: performance effects and managerial remedies Homburg, C., Wieseke, J., Lukas, B. A., Mikolon, S. Journal of the Academy of Marketing Science, 39 (5), 664-682 2011
How Leaders’ Motivation Transfers to Customer Service Representatives Wieseke, J., Kraus, F., Alavi, S. & Kessler-Thönes, T. Journal of Service Research, 14 (2), 214-233 2011
Steering Sales Reps through Cost Information: An Investigation into the Black Box of Cognitive References and Negotiation Behavior Wilken, R., Cornelissen, M., Backhaus, K., Schmitz, Ch. International Journal of Research in Marketing, Vol. 27, No. 1, pp. 69-82 2010
Customer Satisfaction, Analyst Stock Recommendations, and Firm Value Luo, X., Homburg, C., Wieseke, J. Journal of Marketing Research, 47 (6), 1041-1058 2010
Social influence on salespeople’s adoption of sales technology: a multilevel analysis Homburg, C., Wieseke, J., Kuehnl, C. Journal of the Academy of Marketing Science, 38 (2), 159-168 2010
Customer Engagement Behavior: Theoretical Foundations and Research Directions van Doorn, J., Lemon, K., Mittal, V., Nass, S., Pick, D., Pirner, P. & Verhoef, P. Journal of Service Research, 13 (3), 253-266 2010
Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge Homburg, C., Wieseke, J., Bornemann, T. Journal of Marketing, 73 (4), 64-81 2009
Social Identity and the Service–Profit Chain Homburg, C., Wieseke, J., Hoyer, W. D. Journal of Marketing, 73 (2), 38-54 2009
The Role of Leaders in Internal Marketing: A Multilevel Examination Through the Lens of Social Identity Theory Wieseke, J., Ahearne, M., Lam, S. K. & van Dick, R. Journal of Marketing, 73 (2), 123-146 2008
Understanding the Adoption of New Brands Through Salespeople: A Multilevel Framework Wieseke, J., Homburg, C. & Lee, N. ”, Journal of the Academy of Marketing Science, 36 (2), 278-291 2008
Organizational Identification as a Determinant of Customer Orientation in Service Organizations Wieseke, J., Ullrich, J., Christ, O. & van Dick, R. Marketing Letters, 18 (4), 265-278 2007