Publikationen
Artikel in internationalen Peer-Review-Zeitschriften
- Boichuk, J. P., Bommaraju, R., Ahearne, M., Kraus, F. und Steenburgh, T. J. (2019). Managing laggards: The importance of a deep sales bench. Journal of Marketing Research : JMR, 56, 652–665.
- Ludwig, S., Hattula, S. und Kraus, F. (2016). Gender identity-related reactions to sex-typed and unisex labeled products. Advances in Consumer Research, 44, 543–544.
- Kraus, F., Haumann, T., Ahearne, M. und Wieseke, J. (2015). When sales managers and salespeople disagree in the appreciation for their firm: The phenomenon of organizational identification tension. Journal of Retailing, 91, 486–515.
- Kraus, F., Ahearne, M. und Lam, S. K. (2014). Performance Impact of Middle Managers' Adaptive Strategy Implementation: the Role of Social Capital. Strategic Management Journal, 35, 68–87.
- Ahearne, M., Haumann, T., Kraus, F. und Wieseke, J. (2013). It's a Matter of Congruence: How Interpersonal Identification between Sales Managers and Salespersons Shapes Sales Success. Journal of the Academy of Marketing Science, 41, 625–648.
- Ahearne, M., Lam, S. K., Hayati, B. und Kraus, F. (2013). Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective. Journal of Marketing : JM, 77, 37–56.
- Rajab, T., Kraus, F. und Wieseke, J. (2013). Resolving conflict over salespeople's brand adoption in franchised channels of distribution. Review of Managerial Science : RMS, 7, 443–473.
- Kraus, F. (2012). Key Account Management Research: its state and focus areas. Velocity, 14, 51.
- Kraus, F., Ahearne, M., Lam, S. K. und Wieseke, J. (2012). Toward A Contingency Framework of Interpersonal Influence in Organizational Identification Diffusion. Organizational Behavior and Human Decision Processes, 118, 168–172.
- Kraus, F., Geigenmüller, A. und Wieseke, J. (2012). On the Role of Empathy in Customer-Employee Interactions. Journal of Service Research : JSR, 15, 71–87.
- Kraus, F., Rajab, T. und Wieseke, J. (2012). Should Firms Encourage Salespeople to Promote House Brands in Customer Interaction? An Empirical Investigation of Financial Outcomes and Customer Response. Schmalenbach Business Review : Sbr, 64, 331–363.
- Lassk, F. G., Ingram, T. N., Kraus, F. und Di Mascio, R. (2012). The Future of Sales Training : Challenges and Related Research Questions. Journal of Personal Selling & Sales Management : JPSSM, 32, 141–154.
- Wieseke, J., Kraus, F., Ahearne, M. und Mikolon, S. (2012). Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes. Journal of Marketing : JM, 76, 1–20.
- Wieseke, J., Kraus, F., Alavi, S. und Kessler-Thönes, T. (2011). How Leaders' Motivation Transfers to Customer Service Representatives. Journal of Service Research : JSR, 14, 214–233.
- Lam, S. K., Kraus, F. und Ahearne, M. (2010). The diffusion of market orientation throughout the organization: A social learning theory perspective. Journal of Marketing : JM, 74, 61–79.
Artikel in deutschen Peer-Review Zeitschriften
- Sahin, E. und Kraus, F. (2017). Umgangsmethoden mit Vertreterstereotypen im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt, 46, 4–8.
- Sahin, E. und Kraus, F. (2016). Vertreterstereotype im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt, 45, 4–9.
- Kraus, F., Lingenfelder, M. und Wieseke, J. (2010). Ist Marktorientierung ansteckend? Der Transfer der Marktorientierung über Hierarchieebenen – eine empirische Mehrebenenuntersuchung. Zeitschrift für Betriebswirtschaft : ZfB, 80, 383–416.
- Wieseke, J., Kraus, F. und Rajab, T. (2010). Ein interdisziplinärer Ansatz zur Überwindung von Technologieadoptionsbarrieren. Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : Zfbf, 62, 822–859.
- Wieseke, J., Kraus, F. und Rajab, T. (2010). Förderung des Eigenmarkenverkaufs durch Vertriebsmitarbeiter – Eine empirische Analyse informeller Anreizfaktoren. Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : Zfbf, 62, 2–29.
Akademische Konferenzbeiträge
- Gaerth, M., Han, M., Dhar, R. und Kraus, F. (2020). Using task context to manage boredom: The impact of time pressure. In , 49th EMAC Annual Conference 2020 : 26–29 May 2020, Corvinus University of Budapest, Hungary, proceedings (S. A2020-64235). , European Marketing Academy: Budapest.
- Gaerth, M. und Kraus, F. (2020). Decision strategies and confidence inferences. In , 2020 AMA Winter Academic Conference : Consumers and Firms in a Global World, February 14–16, San Diego, CA, proceedings (S. CPB-54). AMA Educators' Proceedings, American Marketing Association: Chicago, IL.
- Niu, M., Gaerth, M. und Kraus, F. (2020). Share my failure, not my success: How people make ubiquity judgments based on past events. In , 49th EMAC Annual Conference 2020 : 26–29 May 2020, Corvinus University of Budapest, Hungary, proceedings (S. A2020-64484). , European Marketing Academy: Budapest.
- Gecer, G., Kraus, F. und Yildirim, P. (2019). Allow or block: Optimal strategies against ad-blockers in competitive markets. In , 41st Annual ISMS Marketing Science Conference 2019 : Technical Session listing (S. 149). , INFORMS Society for Marketing Science: Catonsville, MD.
- Gecer, G., Kraus, F. und Stahl, F. (2018). Maximizing customer lifetime value through strategic channel management: How to incentivize customers to use apps versus websites. In , 40th Annual ISMS Marketing Science Conference 2018 : Technical Session listing (S. 101). , INFORMS: Catonsville, MD.
- Ahearne, M., Haumann, T., Kraus, F. und Wieseke, J. (2013). Challenging the Bounds of Marketing thoughts on Identification: A Relational Perspective. In , Challenging the bounds of marketing thought : AMA Winter Marketing Educators' Conference 2013 ; Las Vegas, Nevada, USA, 15 – 17 February 2013 (S. 147–148). AMA Winter and Summer Educators' Conference Proceedings, American Marketing Assoc. ; Curran: Chicago, Ill. ; Red Hook, NY.
- Ebertin, C., Bornemann, T., Hattula, S. und Kraus, F. (2012). Applying Financial Portfolio Theory to Introductory Pattern Decisions of Product Generations: An Empirical Study. In , Marketing to citizens : going beyond customers and consumers; 41th EMAC Conference, Lisbon, 22–25 May 2012; conference proceedings (S. 306). Proceedings of the 41th EMAC Conference, ISCTE Business School: Lisbon.
- Kraus, F., Haumann, T., Ahearne, M., Wieseke, J. und Lam, S. K. (2012). When sales managers and salespeople disagree in the appreciation for their firm: The phenomenon of organizational identification tension. In , Marketing Theory and Applications : proceedings of a meeting held 17–19 February 2012, St. Petersburg, Florida, USA (S. 111–112). AMA Educators' Proceedings, American Marketing Association ; Curran: Chicago, IL ; Red Hook, NY.
- Ahearne, M., Kraus, F., Hughes, D. und Mullins, R. (2011). Promoting organizational identification and improving sales performance during a layoff. In , AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 – 27, 2011 (S. 14). Proceedings of the ... Annual Conference of the Academy of Marketing Science, AMS: Coral Gables, FL.
- Di Mascio, R., Ingram, T. N., Kraus, F. und Lassk, F. G. (2011). The future of sales training: Challenges and related research questions. In , AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 – 27, 2011 (S. 9). Proceedings of the ... Annual Conference of the Academy of Marketing Science, AMS: Coral Gables, FL.
- Wieseke, J., Ahearne, M., Kraus, F. und Mikolon, S. (2011). Salespeople’s negative out-group stereotypes in sales organizations. In , AMS 40th Anniversary Conference 2011 : The Sustainable Global Marketplace, Coral Gables, Florida, USA May 24 – 27, 2011 (S. 15). Proceedings of the ... Annual Conference of the Academy of Marketing Science, AMS: Coral Gables, FL.
- Wieseke, J., Ahearne, M., Kraus, F. und Mikolon, S. (2011). The Janus Face of Salespersons' Social Identification: Negative Outgroup Stereotypes and their Impact on Sales Performance. In , AMA Winter Educators' Conference 2011: Marketing Theory and Applications : Proceedings of a meeting held 18–20 February 2011, Austin, Texas, USA (S. 367). AMA Educators' Proceedings, American Marketing Association ; Curran: Chicago, IL ; Red Hook, NY.
- Kraus, F., Lingenfelder, M. und Zimmer, D. (2009). Company-Reputation versus Division-Reputation: Which One Strikes Through? – A Customer Segments-based Investigation. In , (S. ). AMA Winter and Summer Educators' Conference Proceedings, American Marketing Assoc.: Chicago, Ill..
- Kraus, F., Kessler-Thönes, T. und Wieseke, J. (2008). The Motivation-Spillover-Principle: How Leaders Motivate Salespeople to Adopt Sales Technology. In , Winter Educators' Conference 2008 : Proceedings of a meeting held 15–18 February 2008, Austin, Texas (S. 80–81). AMA Winter and Summer Educators' Conference Proceedings, American Marketing Assoc. [u.a.]: Chicago, Ill. [u.a.].
- Kraus, F., Wieseke, J., Lee, N. und Rajab, T. (2007). The dissemination of market orientation in sales organizations: A three level study of the direct and indirect influences of leaders' market orientation. In , AMA Winter Educators' Conference 2007 : Marketing Theory and Applications; February 16–19, 2007, San Diego, Ca (S. 339–340). AMA Winter and Summer Educators' Conference Proceedings, American Marketing Assoc. ; Curran: Chicago, IL ; Red Hook, NY.
Bücher
- Kraus, F. (2008). Der Transfer der Marktorientierung über Hierarchieebenen : eine empirische Mehrebenenuntersuchung. Wiesbaden: Gabler .
Artikel in weiteren Zeitschriften
- Sahin, E. und Kraus, F. (2017). Umgangsmethoden mit Vertreterstereotypen im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt, 46, 4–8.
- Sahin, E. und Kraus, F. (2016). Vertreterstereotype im Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt, 45, 4–9.
- Friege, C., Kraus, F. und Sahin, E. (2013). Direktvertrieb. Wirtschaftswissenschaftliches Studium : WiSt, 42, 224–230.
- Kraus, F. (2009). Die Mehrebenenanalyse – Eine Einführung. Wirtschaftswissenschaftliches Studium : WiSt, 38, 68–72.
- Kraus, F. (2009). Die Vorgehensweise bei der Herleitung und Prüfung eines Mehrebenenmodells. Wirtschaftswissenschaftliches Studium : WiSt, 38, 109–112.
- Kraus, F., Lingenfelder, M., Wieseke, J. und Betzien, M. (2006). Marktorientierung als Erfolgsfaktor in Dienstleistungsunternehmen. Anwendung und Erfolgswirkung der Marktorientierung im Tourismus-Bereich. Tourismus Journal, 10, 305–309.