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Design dominates Function: Car Features and their respective Influence on Sales, in: Proceedings of the Annual Conference of the Academy of Marketing

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    PUBLICATIONS

IN REVIEW-JOURNALS ...

     The Influence of Prototypicality and Level of Exposure on Consumers' Responses to

     Product Designs: Field Evidence from German Car Buyers, in: Advances in Con-

     sumer Research, 2010, ohne Seitenangaben (with D. Wentzel and J. Landwehr).

     Consumer and Product Face-to-Face: Antecedents and Consequences of Spontaneous

    Face-Schema Activation, in: Advances in Consumer Research, 2010, ohne Seiten-

    angaben (with L. Miesler, A. McGill and J. Landwehr).

     The Simple (and Complex) Effects of Scent on Retail Shoppers: Processing Fluency

    and Ambient Olfactory Stimuli, in: Advances in Consumer Research, 2010, ohne

    Seitenangaben (with F. Haberland, D. Sprott, E. Spangenberg and J. Landwehr).

     The Moderating Effect of Manipulative Intent and Cognitive Resources on the

    Evaluation of Narrative Ads, in: Psychology & Marketing, 2009 (with D. Wentzel and

    T. Tomczak).

     The Pervasive Effect of Aesthetics on Choice: Evidence from a Field Study, in:

    Advances in Consumer Research, 2009, ohne Seitenangaben (with J. Landwehr and A.

    Labroo).

     Consumer Decision Making under Variety: The Effect of Attribute Alignability, in:

    Psychology & Marketing (with R. Morgan, S. Henneberg and J. Landwehr).

     Getting a Feel for Price Affect: A Cenceptual Framework and Empirical Investigation

    of Consumers` Emotional Responses to Price Information, in: Psychology & Mar-

    keting, 2009, S. 39-66 (with K. Peine and M. Heitmann).

     Nudge your Customers toward better Choices, in: Harvard Business Review, 2008, S.

    99-105 (with E. Johnson, D. Goldstein and M. Heitmann).

     Order in Product Customization Decisions, MSI Working Paper Series, Cambridge

    2008 (with J. Levav, S. Iyengar and M. Heitmann).

     An Extension and further Validation of a Community-based Consumer Well-being

    Measure, in: Journal of Macromarketing, 2008, S. 243-257 (with J. Sirgy, D. Lee, S.

    Grzeskowiak, J. Chebat, J. Johar, S. Hassan, I. Hegazy, A. Ekici, D. Webb, C. Su and J.

    Montana).

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     The Effect of Attribute Order and Variety on Choice Demotivation: A Field

     Experiment on German Car Buyers, in: Advances in Consumer Research - Special

     Session on Order Effects in Multiple Choice, 2008, ohne Seitenangaben (with J.

     Levav, M. Heitmann and S. Iyengar).

     The Effect of Product Variety on Purchase Probability, in: Review of Managerial

     Science, 2007, S. 111-131 (with C. Kaiser and M. Heitmann).

     Choice Goal Attainment and Decision and Consumption Satisfaction, in: Journal of

     Marketing Research, 2007, S. 234-250 (with H. Heitmann and D. Lehmann).

     An empirical Study of the Antecedents for radical Product Innovations and Capabi-

     lities of Transformation, in: Journal of Engineering and Technology Management,

     2007, S. 92-120 (with U. Eisert and O. Gassmann).

     A Model of Buyer Regret: Selected Prepurchase and Postpurchase Antecedents and

     Consequences for the Brand and the Channel, in: Journal of Business Research,

     2007, S. 1207-1215 (with S. Keaveney and F. Huber).

     Brand Name Influence on Brand Perception, in: Psychology & Marketing, 2007, S. 1-

     24 (with D. Schaffner and M. Wänke).

     Direct and Indirect Effects of Self-Image Congruence on Brand Loyality, in: Journal

     of Business Research, 2006, S. 955-964 (with J. Sirgy, F. Huber, S. Huber, D. Lee and

     F. Kressmann).

     Providing more or Providing less? Accounting for Cultural Differences in Consumers`

     Preference for Variety, in: International Marketing Review, 2006, S. 7-24 (with M.

     Heitmann).

     The Evoluation of Loyalty Intentions, in: Journal of Marketing, 2006, S. 122-132

    (with M. Johnson and F. Huber).

     The social Influence of Brand Community: Evidence from European Car Clubs, in:

     Journal of Marketing, 2005, S. 19-34 (with R. Algesheimer and U. Dholakia).

     Development of a Taxonomy of Strategic Market Segmentation: a Framework for

     Bridging the Implementation Gap between normative Segmentation and Business

     Practice, in: Journal of Strategic Marketing, 2005, S. 151-173 (with C. Sausen and T.

     Tomczak).

     Effect of Affective States on Information Processing in Means-End Analysis, in:

     Psychology & Marketing, 2004, S. 715-737 (with F. Huber and S. Beckmann).

     Empirical Analysis of the Determinants of Price Tolerance, in: Psychology & Mar-

     keting, 2004, S. 533-551 (with F. Huber and K. Sivakumar).

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     Customer Satisfaction across Industries and Countries, in: Journal of Economic

     Psychology, 2002, S. 749-769 (with M. Johnson and A. Gustafsson).

     Capturing Heterogeneity in Customer Satisfaction Models: A finite Mixture PLS

    Approach, in: Schmalenbach Business Review, 2002, S. 243-269 (with M. Johnson, C.

    Hahn and F. Huber).

     When Buyers also sell Implications of Pricing Policies for Customer Satisfaction, in:

     Psychology & Marketing, 2002, S. 329-355 (with W. Hoyer and F. Huber).

     Gaining Competitive Advantage through Customer Value oriented Management, in:

     Journal of Consumer Marketing, 2001, S. 41-53 (with F. Huber).

     Market-driven quality management: Bridging the Gap between Customer Needs, Qua-

     lity Management and Customer Satisfaction, in: International Journal of Pro-

     duction Economics, 2000, S. 77-96 (with F. Huber and C. Braunstein).

     The Effects of Price Bundling on Consumer Evaluations of Product Offerings, in:

     International Journal of Research in Marketing, 1999, S. 129-142 (with M. Johnson

     and H. Bauer).

     Growth through Product-Sharing Services, in: Journal of Service Research, 1998, S.

     167-177 (with M. Johnson and F. Huber).

     A within Attribute Level Model of Variety Seeking, in: Marketing Letters, 1995, S.

     235-243 (with M. Johnson and J. Gutsche).

IN CONFERENCE PROCEEDINGS

     The simple (and complex) Effects of Scent on Retail Shoppers: Processing Fluency

    and ambient olfactory Stimuli, in: Proceedings of the Conference of the European

    Marketing Association, 2009 (with F. Haberland, J. Landwehr, D. Sprott and E.

    Spangenberg).

The Ups and Downs of multi-dimensional Prices: A Field Study with German Car

    Buyers, in: Proceedings of the Conference of the European Marketing Association,

    2009 (with D. Wentzel, K. Peine and J. Landwehr).

     The Influence of Stimulus Ambiguity on Category and Attitude Formation, in: Pro-

    ceedings of the Conference of the European Marketing Association, 2009 (with J.

    Landwehr, F. Uerkermann and L. Miesler).

    4

     Order in Product Customization Decisions: Evidence from Field Experiments, in:

     Jahrestagung des Verbands der Hochschullehrer für Betriebswirtschaftslehre, 2008

     (with M. Heitmann, J. Levav, S. Iyengar).

     Design dominates Function: Car Features and their respective Influence on Sales, in:

     Proceedings of the Annual Conference of the Academy of Marketing Science, 2008

     (with J. Landwehr).

     Product Line Positioning, Direction of Comparison, and asymmetric Similarity Judge-

     ments, in: Proceedings of the Conference of the European Marketing Association,

     2008 (with R. Befurt and M. Heitmann).

     Designed to sell - Experimental Aesthetics applied to Cars, in: Proceedings of the

     Conference of the European Marketing Association, 2008 (with J. Landwehr).

     Market-oriented Design of digital Product Lines, in: Proceedings of the Conference of

     the European Marketing Association, 2008 (with F. Stahl).

     Order in Customization Decisions, in: Proceedings of the Society for Consumer Psy-

     chology, 2008 (with M. Heitmann, J. Levav, S. Iyengar).

     Using the partial least squares method to investigate a model of the determining and

     moderating influences of the sponsorship effect, in: Proceedings of the Annual Con-

     ference of the Academy of Marketing Science, 2007 (with F. Huber, M. Johnson and

     E. Matthes).

     Mood Influence on the Valuation of Multiple Gains and Losses, in: Proceedings of the

     Annual Conference of the Association of Consumer Research, 2007 (with D. Schaff-

     ner, D. Maheswaran and P. Mathur).

     The Effect of Decision Sequence on Choice Demotivation, in: Proceedings of the

     Marketing Science Conference, 2007 (with M. Heitmann, J. Levav, S. Iyengar).

     Self-Congruity: Antecedents and Consequences, in: Proceedings of the LaLonde

     Conference on Consumer Behavior, 2007 (with J. Sirgy, N. Hohenstein and M. Heit-

     mann)

     Social Brand Congruity, in: Proceedings of the Conference of the European Mar-

     keting Association, 2007 (with C. Prykop and N. Tavassoli).

     Consumer Price Affect - Scale Development, Validation, and Mediation Analysis, in:

     Proceedings of the Conference of the European Marketing Association, 2007 (with

     M. Heitmann and K. Peine).

     Unconscious Influence on Consumption - Testing Mimicry of Consumption Behavior,

     in: Proceedings of the Conference of the European Marketing Association, 2007

     (with M. Heitmann and N. Rossberg).

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     Why Variets Impact Consumer Buying Behavior?, in: Proceedings of the Conference

     of the European Marketing Association, 2007 (with M. Heitmann and C. Kaiser).

     Influence of Accuracy Motivated Information Processing on the Evaluation of multiple

     Gains and Losses, in: Proceedings of the Annual Conference of the Society for

     Consumer Psychology, 2007 (with D. Schaffner, D. Maheswaran and P. Mathur).

     Determinants of Market Exits: Empirical Evidence for Bankruptcies and Voluntary

     Liquidations, in: Proceedings of the Annual Conference of the Strategic Manage-

     ment Society, 2006 (with M. Heitmann and C. Kaiser).

     The Effect of Attribute Order and Variety on Choice Demotivation: A Field Experi-

     ment on German Car Buyers, in: Proceedings of the Annual Conference of the

     Association of Consumer Research, 2006 (with J. Levav, M. Heitmann and S.

     Iyengar).

     Heuristic and Systematic Information Processing when Valuating multiple Gains and

     Losses, in: Proceedings of the Annual Conference of the Association of Consumer

     Research, 2006 (with D. Schaffner).

     How to get in with the in Crowd, in: Proceedings of the Annual Conference of the

     Association of Consumer Research, 2006 (with N. Tavassoli and C. Prykop).

     Decision Making under Variety - The Effect of Attribute Alignability, in: Proceedings

     of the Annual Conference of the Academy of Marketing Science, 2006 (with D.

     Schaffner and M. Heitmann).

     The Impact of Personal Employee Interaction on Brand Performance, in: Proceedings

     of the Conference of the European Marketing Association, 2006 (with S. Henkel, T.

     Tomczak and M. Heitmann)

     Bringing the Brand to Life - Relevance of Managerial Control of Behavioral Branding,

     in: EIRASS Conference Proceedings - the European Institute of Retailing and

     Services Studies, 2006 (with S. Henkel, T. Tomczak and M. Heitmann)

     Everything for the Brand? Conflicts between Brand Conformity and Independent

     Product Lines in: Proceedings of the Conference of the European Marketing Asso-

     ciation, 2006 (with R. Befurt, C. Kaiser and M. Heit mann)

     The Effect of Variety on sequential Choice, in: Conference of the Institute on Emo-

     tions and Decision Making, 2006 (with J. Levav, M. Heitmann and S. Iyengar).

     Loss Aversion - a neuropsychological Perspective, in: Proceedings of the Annual

     Conference of the Society for Neuroeconomics, 2005 (with E. Johnson and S. Gäch-

     ter).

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     The Nature of Loss Aversion, in: Annual Conference of the Society for Judgment

     and Decision Making, 2005 (with E. Johnson and S. Gächter).

     The Effect of Attribute Order and Variety on Choice Demotivation: A Field

     Experiment on German Car Buyers, in: Annual Conference of the Society for

     Judgment and Decision Making, 2005 (with J. Levav, M. Heitmann and S. Iyengar).

     Attributional Processes during Product Failures - the Role of the Corporate Brand as

     Buffer, in: Proceedings of the Annual Conference of the Association of Consumer

     Research, 2005 (with S. Einwiller, M. Wänke and J. Samochowiec).

     The Impact of Social Identification on Perceived Brand Value - Results of a Causal

     Analytic Study, in: Proceedings of the Annual Conference of the Academy of

     Marketing Science, 2005 (with C. Prykop).

     Satisfaction, Trust, and Commitment as Antecedents of Customer Loyalty - a dynamic

     Analysis, in: Proceedings of the Annual Conference of the Academy of Marketing

     Science, 2005 (with D. Schaffner, R. Algesheimer and M. Johnson).

     Communities of Interest and Perceived Brand Value - a latent Variable structural

     Equation Model, in: Proceedings of the Conference of the European Marketing

     Association, 2005 (with M. Heitmann and C. Prykop).

     Platform Strategy: Understanding the inter-relationships between Platform Variants

     and Corporate Success, in: Proceedings of the Annual Conference of the Academy of

     Marketing Science, 2004 (with J. Agarwal and F. Huber).

     Value-oriented Product Positioning, in: Proceedings of the Annual Conference of the

     Academy of Marketing Science, 2004 (with R. Befurt and N. Hoffmann).

     Value-based CRM using Decision Trees, in: Proceedings of the Annual Marketing

     Science Conference, 2004 (with G. Tirenni).

     The What, How, and Why of Loss Aversion, in: Proceedings of the Annual Con-

     ference of the Association of Consumer Research, 2004 (with E. Johnson and S.

     Gächter).

     The Why of Buying Nike Findings of a causal analytical study, in: Proceedings of

     the Annual Conference of the Academy of Marketing Science, 2003 (with R.

     Morgan, F. Huber and S. Magin).

     Dimensions of Brand Attitude and their Effect on Purchase Intention, in: Proceedings

     of the Annual Conference of the Academy of Marketing Science, 2003 (with F.

     Kressmann, F. Huber and S. Magin).

     FSV Mainz 05 - from Leisure Sport Activity to Big Business, in: Proceedings of the

     Annual Conference of the Academy of Marketing Science, 2002 (with N. Hänsler).

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     Antecedents of Customer Loyalty Findings of a causal analytical Study in the Retail

     Bank Sector, in: Proceedings of the Annual Conference of the Academy of Marke-

     ting Science, 2002 (with F. Huber and S. Magin).

     A within and across Attributes Variety Seeking Model, in: Proceedings of the Annual

     Conference of the American Marketing Association, Winter Conference, 2002 (with

     F. Huber and S. Magin).

     Determinants of Teenagers` Brand Buying Behavior Development of a Structural

     Equation Model, in: Proceedings of the Annual Conference of the Academy of

     Marketing Science, 2001 (with S. Magin and F. Huber).

     Personality as an Antecedent of Customer Satisfaction, in: Proceedings of the Annual

     Conference of the Academy of Marketing Science, 2001 (with S. Magin and F.

     Huber).

     Antecedents and Consequences of Regret, in: Proceedings of the Annual Conference

     of the Academy of Marketing Science, 2001 (with C. Seilheimer, F. Huber and K.

     Wertenbroch).

     Emotions as Drivers of Customer Satisfaction, in: Proceedings of the Annual

     Australian Marketing Conference, 2001 (with F. Huber and S. Beckmann).

     The Relationship between Customer Satisfaction and Price Tolerance an Empirical

     Study, in: Proceedings of the Annual Conference of the American Marketing

     Association, Winter Conference, 2001 (with F. Huber, M. Wricke and K. Sivakumar).

     Supermatrix-Analysis as a Method of Measuring Interdependent Relative Importance

     Weights in Customer Satisfaction Research, in: Advances in Consumer Research,

     2000 (with F. Huber and M. Fischer).

     The Relationship between Customer Satisfaction and Price Acceptance - Results of an

     empirical study, in: Proceedings of the Annual Conference of the American Marke-

     ting Association, Summer Conference, 2000 (with F. Huber).

     Value-oriented International Market Segmentation, in: Proceedings of an American

     Marketing Association Conference on Global Economy, 2000 (with F. Huber and A.

     Kopsch).

     Measuring the Return on Customer Satisfaction, in: Proceedings of the Marketing

     Science Conference, 2000 (with F. Huber and M. Fischer).

     With which Business Angel you should talk - Results of an empirical Success Factor

     Study, in: Proceedings of the Annual Conference of the Strategic Management So-

     ciety, 2000 (with F. Huber).

    8

     One Europe, one political Candidate? Results of a Conjoint study, in: Proceedings of

     the Annual Conference of the Academy of Marketing Science on Multicultural

     Marketing, 2000 (with M. Fischer and F. Huber).

     Testing the Metric Equivalence of Customer Value - an empirical Test across Germany

     and Denmark, in: Proceedings of the Annual Conference of the Academy of Marke-

     ting Science on Multicultural Marketing, 2000 (with C. Braunstein and F. Huber). The Loyalty of Dissatisfied Customers, in: Proceedings of the Association of Econo-

     mic Psychology, 2000 (with F. Huber, M. Johnson and I. Vollmer).

     A new Approach to compute Interactions of latent Variables in Structural Equation

     Models - Results of an empirical study, in: Proceedings of the Annual Conference of

     the Academy of Marketing Science, 2000 (with F. Huber, M. Johnson and C. Braun-

     stein).

     The Brand Personality as a Determinant of Brand Loyalty - Findings of an empirical

     study in the Automobile Sector, in: Proceedings of the Annual Conference of the

     Academy of Marketing Science, 2000 (with F. Huber and C. Braunstein).

     Competition, Satisfaction, and Loyalty as Determinants of the Profitability in the Car

     Retailing Industry - Results of an empirical study, in: Proceedings of the Annual Con-

     ference of the Academy of Marketing Science, 2000 (with F. Huber and W. Hoyer). The Role of Customer Value in Arriving at an Assessment of Satisfaction - Results of

     a causal analytical study, in: Proceedings of the Annual Conference of the Academy

     of Marketing Science, 2000 (with F. Huber).

     Customer Satisfaction through fair Pricing, in: Proceedings of the Conference of the

     European Marketing Association, 2000 (with M. Wricke and F. Huber).

     The Contribution of the Brand Personality Construct to explain Brand Loyalty Be-

     havior - Findings of a causal-analytical study, in: Proceedings of the Conference of

     the European Marketing Association, 2000 (with R. Mäder and F. Huber).

     Consumers? Price Tolerance - Results of an empirical study, in: Proceedings of the

     Conference of the European Marketing Association, 2000 (with M. Wricke and F.

     Huber).

     A Behavioral Approach to Explain the Usage of WWW - Findings in the Airline

     Industry, in: Proceedings of the Conference of the European Marketing Association,

     2000 (with F. Huber and T. Keller).

     Gaining Competitive Advantages through Customer value oriented Management, in:

     Proceedings of the Annual Conference of the American Marketing Association,

     2000 (with F. Huber).

    9

     Satisfaction and Loyalty in secondary Markets for Buyers Using the Internet as Infor-

     mation Source: Results of an Internat Based Study, in: Proceedings of the Annual

     Conference of the American Marketing Association, 2000 (with F. Huber and M.

     Fischer).

     Determinants of Ecological Buying Behavior: A Nonlinear Causality Model, in: Pro-

     ceedings of the Annual Conference of the American Marketing Association, 2000

     (with F. Huber and C. Braunstein).

     An Integrative Approach for Product Development and Satisfaction Measurement, in:

     Proceedings of the Annual Conference of the Society for Classification, 1999, S.

     494-500 (with M. Wricke, I. Vetter and C. Seilheimer).

     Using the QFD Approach for Developing Service Transactions, in: Proceedings of the

     9th Workshop on Quality Management in Services of the European Institute for

     Advanced Studies in Management, 1999, S. 34-43 (with F. Huber).

     A Regret Theory Approach to Assessing Customer Satisfaction when Alternatives are

     considered, in: European Advances in Consumer Research, 1999, S. 82-88 (with F.

     Huber and C. Braunstein).

     The Antecedents of Customer Loyalty - Results of an Empirical Study in the Automo-

     tive Industry, in: Proceedings of the Annual Conference of the Academy of Marke-

     ting Science, 1999, S. 204-207 (with F. Huber and C. Braunstein).

     Preference Oriented Measurement of Advertising Response, in: Proceedings of the

     Annual Conference of the Academy of Marketing Science, 1999, S. 33-36 (with F.

     Huber and M. Fischer).

     A Simultaneous Approach to Market Segmentation and Market Structuring based von

     Jugemental Data, in: Proceedings of the Annual Marketing Science Conference,

     1999 (with C. Hahn).

     An Approach to Explain Customer Retention in the Insurance Sector - Paying special

     Attention to Perceived Action Control, in: Proceedings of the Conference of the

     European Marketing Association, 1999 (with F. Huber and C. Braunstein).

     Determinants of Customer Loyalty - Results of an Empirical Study and Implications

     for Car Retailers, in: Proceedings of the Association of Economic Psychology, 1999

     (with F. Huber and A. Gustafsson).

     Gaining Competitive Advantage through Standardization and Differentiation of Ser-

     vices, in: Proceedings of the Annual Conference of the Academy of Marketing

     Science, 1998 (with F. Huber and C. Braunstein).

     Customer Loyalty in the Automotive Industry - Results of a Causal Analytical Study

     for new and used Car Owners`, in: Proceedings of the Annual Conference of the

     European Marketing Academy, 1998 (with F. Huber).

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     Extension of the Quality Function Deployment Approach from the point of view of

     Marketing Theory, in: Proceedings of the Annual Conference on Quality Manage-

     ment, 1998 (with F. Huber).

     An Integrative Framework for Product Development and Satisfaction Measurement,

     in: Proceedings of the Annual International QFD Symposium, Linköping 1997 (with

     A. Gustafsson, F. Ekdahl and F. Huber).

     The Satisfaction of Voters: Empirical Testing of a dynamic Model for Measuring

     different Voter Satisfaction Profiles, in: Proceedings of the American Marketing

     Association on Marketing without Borders, Manchester 1997, S. 1353-1357 (with F.

     Huber).

     Standardization and Differentiation of Services, in: Proceedings of the American

     Marketing Association on Globalization of Services, Manchester 1997, S. 219-234

     (with F. Huber and C. Braunstein).

     Noncomparables compared: Customer Satisfaction across Industries and Countries, in:

     Conference Proceedings of the International Association of Economic Psychology,

     Paris 1996 (with M. Johnson).

     Quality and Price Evaluation of Product Bundles, in: Proceedings of the Annual Con-

     ference of the Society for Classification, Freiburg 1996. Candidate-positioning via Customer-orientation: An empirical Study with Conjoint

     Analysis, in: O`Shaughnessy, N./Henneberg, S. (Hrsg.), Proceedings of the Confe-

     rence on Political Marketing, Cambridge 1996, S. 123-142 (with F. Huber).

IN TRANSFER-JOURNALS

     Managing Brand Consistent Employee Behaviour: Relevance And Managerial Control

     of Behavioural Branding, in: Journal of Product & Brand Management, 2007, S.

     310-320 (with T. Tomczak, M. Heitmann and S. Henkel).

     Building Brand Equity via Product Quality, in: Total Quality Management &

     Business Excellence, 2007, S. 531-544 (with F. Huber, A. Shao and Y. Bao).

     Measuring Customer Value and Satisfaction in Service Transactions, Scale Develop-

     ment, Validation and cross-cultural Comparison, in: International Journal of Consu-

     mer Studies, 2007, S. 1-12 (with F. Huber and S. Henneberg).

     Applying Decision Trees for value-based Customer Relations Management: Predicting

     Airline Customers future Values, in: Journal of Database Marketing & Customer

     Strategy Management, 2007, S. 130-142 (with G. Tirenni and C. Kaiser).

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