@article{BreugelmansHKKLM2024WhatIsHappening,
  author = {Els Breugelmans and Marleen Hermans and Manfred Krafft and Mirja Kroschke and Felix Lehmkuhle and Murali Mantrala},
  title = {What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers},
  journal = {Journal of the Academy of Marketing Science},
  year = {2024},
  volume = {52},
  pages = {217--238},
  doi = {10.1007/s11747-023-00946-2},
  url = {https://link.springer.com/article/10.1007/s11747-023-00946-2},
  note = {Publication status: Published}
}

@article{CoughlanGK2024DriversAnd,
  author = {Anne T Coughlan and M Gerke and M Krafft},
  title = {Drivers and Moderators of Direct Selling Business
Outcomes: Why I Participate Affects How I Perform},
  journal = {Marketing ZFP --- Journal of Research and Management},
  year = {2024},
  volume = {46},
  number = {1},
  pages = {4--19},
  url = {https://www.beck-elibrary.de/10.15358/0344-1369-2024-1-4/drivers-and-moderators-of-direct-selling-business-outcomes-why-i-participate-affects-how-i-perform-jahrgang-46-2024-heft-1?page=1},
  note = {Publication status: Published}
}

@article{KramerKS2024AConfigurational,
  author = {Victoria Kramer and Manfred Krafft and Kaj Storbacka},
  title = {A configurational approach to understanding relationship characteristics in differing levels of servitization},
  journal = {Industrial Marketing Management},
  year = {2024},
  volume = {117},
  pages = {42--65},
  doi = {10.1016/j.indmarman.2023.12.007},
  note = {Publication status: Published}
}

@article{SchmidtSKED2024HittingThe,
  author = {Jonas Schmidt and Michael Steiner and Manfred Krafft and Nadine Eckel and Darren W. Dahl},
  title = {Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions},
  journal = {International Journal of Research in Marketing},
  year = {2024},
  volume = {41},
  number = {2},
  pages = {383--402},
  doi = {10.1016/j.ijresmar.2023.12.003},
  url = {https://doi.org/10.1016/j.ijresmar.2023.12.003},
  note = {Publication status: Published}
}

@article{BreugelmansALKLR2023TheFutureOf,
  author = {Els Breugelmans and Lina Altenburg and Felix Lehmkuhle and Manfred Krafft and Lien Lamey and Anne L. Roggeveen},
  title = {The Future of Physical Stores: Creating Reasons for Customers to Visit},
  journal = {Journal of Retailing},
  year = {2023},
  volume = {99},
  number = {4},
  pages = {532--546},
  doi = {10.1016/j.jretai.2023.10.005},
  note = {Publication status: Published}
}

@article{KramerK2023WhenAndHow,
  author = {Victoria Kramer and Manfred Krafft},
  title = {When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity},
  journal = {European Journal of Marketing},
  year = {2023},
  volume = {57},
  number = {3},
  pages = {659--682},
  doi = {10.1108/EJM-11-2021-0917},
  url = {https://www.emerald.com/insight/content/doi/10.1108/EJM-11-2021-0917/full/html},
  note = {Publication status: Published}
}

@article{GerkeK2022BleibenOder,
  author = {M Gerke and M Krafft},
  title = {Bleiben oder Gehen? Fluktuation von Direktvertriebspartnern in Europa.},
  journal = {Transfer: Zeitschrift für Kommunikation & Markenmanagement},
  year = {2022},
  volume = {68},
  number = {1},
  pages = {51--56},
  note = {Publication status: Published}
}

@article{KramerK2022KundenImLoesungsgeschaeft,
  author = {Victoria Kramer and Manfred Krafft},
  title = {Kunden im Lösungsgeschäft: Welche Rolle spielen sie und was macht Lösungen für Kunden effektiver?},
  journal = {Marketing Review St. Gallen},
  year = {2022},
  volume = {2022},
  number = {3},
  pages = {14--21},
  note = {Publication status: Published}
}

@article{ViswanathanKBKS2022Quantifying,
  author = {V. Viswanathan and K. Koetterheinrich and T. Bijmolt and M. Krafft and F.J. Sese},
  title = {Quantifying the effect of status in a multi-tier loyalty program},
  journal = {Industrial Marketing Management},
  year = {2022},
  volume = {104},
  pages = {376--383},
  doi = {10.1016/j.indmarman.2022.04.020},
  url = {https://api.elsevier.com/content/abstract/scopus_id/85130919081},
  note = {Publication status: Published}
}

@article{KrafftKHSZCDFR2021InsightIsPower,
  author = {M Krafft and V Kumar and C Harmeling and S Singh and T Zhu and J Chen and T Duncan and W Fortin and E Rosa},
  title = {Insight is power: Understanding the terms of the consumer-firm data exchange},
  journal = {Journal of Retailing},
  year = {2021},
  volume = {97},
  number = {1},
  pages = {133--149},
  doi = {10.1016/j.jretai.2020.11.001},
  url = {https://www.sciencedirect.com/science/article/pii/S0022435920300725},
  note = {Publication status: Published}
}

@article{KrafftK2020Transformation,
  author = {M Krafft and M Kroschke},
  title = {Transformation bringt Umsatz},
  journal = {Absatzwirtschaft},
  year = {2020},
  volume = {7-8},
  pages = {52--57},
  note = {Publication status: Published}
}

@article{KrafftSH2020Challenges,
  author = {M Krafft and L Sajtos and M Haenlein},
  title = {Challenges and Opportunities for Marketing Scholars in Times of the Fourth Industrial Revolution},
  journal = {Journal of Interactive Marketing},
  year = {2020},
  volume = {51},
  pages = {1--8},
  doi = {10.1016/j.intmar.2020.06.001},
  note = {Publication status: Published}
}

@article{ViswanathanTKA2018Understanding,
  author = {V Viswanathan and S Tillmanns and M Krafft and D Asselmann},
  title = {Understanding the quality–quantity conundrum of customer referral programs: effects of contribution margin, extraversion, and opinion leadership},
  journal = {Journal of the Academy of Marketing Science},
  year = {2018},
  volume = {2018},
  number = {46/6},
  pages = {1108--1132},
  doi = {10.1007/s11747-018-0603-8},
  note = {Publication status: Published}
}

@article{BuesSSK2017HowMobileInStore,
  author = {Mirja Bues and Michael Steiner and Marcel Stafflage and Manfred Krafft},
  title = {How Mobile In-Store Advertising Influences Purchase Intention: Value Drivers and Mediating Effects from a Consumer Perspective},
  journal = {Psychology & Marketing},
  year = {2017},
  volume = {34},
  number = {2},
  pages = {157--174},
  note = {Publication status: Published}
}

@article{Krafft2017EineFrageDes,
  author = {M Krafft},
  title = {Eine Frage des Vertrauens},
  journal = {Sales Management Review},
  year = {2017},
  volume = {26},
  number = {6},
  note = {Publication status: Published}
}

@article{Krafft2017DerVertrieb,
  author = {M Krafft},
  title = {Der Vertrieb im Dornröschenschlaf},
  journal = {Sales Management Review},
  year = {2017},
  volume = {26},
  number = {4},
  note = {Publication status: Published}
}

@article{KrafftAV2017Permission,
  author = {Manfred Krafft and Christine Arden and Peter C Verhoef},
  title = {Permission Marketing and Privacy Concerns --- Why Do Customers (Not) Grant Permissions?},
  journal = {Journal of Interactive Marketing},
  year = {2017},
  volume = {39},
  number = {3},
  pages = {39--54},
  doi = {10.1016/j.intmar.2017.03.001},
  url = {http://ac.els-cdn.com/S1094996817300191/1-s2.0-S1094996817300191-main.pdf?_tid=62462d8a-80ef-11e7-bd8e-00000aacb362&acdnat=1502715309_f166ccee11cf85d1644dc771e7c0c23d},
  note = {Publication status: Published}
}

@article{SchmidtRK2017InsideSales,
  author = {Jonas Schmidt and Kathrin Regier and Manfred Krafft},
  title = {Inside Sales als Vertriebskonzept der digitalen Ära},
  journal = {Sales Management Review},
  year = {2017},
  volume = {26},
  number = {4},
  pages = {12--21},
  url = {https://www.marketingcenter.de/sites/mcm/files/downloads/news/2017/schmidt_regier_krafft_-_inside_sales_als_vertriebskonzept_der_digitalen_ara.pdf},
  note = {Publication status: Published}
}

@article{TillmannsTKG2017HowToSeparate,
  author = {Sebastian Tillmanns and Frenkel TerHofstede and Manfred Krafft and Oliver Goetz},
  title = {How to Separate the Wheat from the Chaff: Improved Variable Selection for New Customer Acquisition},
  journal = {Journal of Marketing (J Mark)},
  year = {2017},
  volume = {81},
  number = {2},
  pages = {99--113},
  doi = {10.1509/jm.15.0398},
  note = {Publication status: Published}
}

@article{ViswanathanSK2017SocialInfluence,
  author = {Vijay Viswanathan and Javier Sese and Manfred Krafft},
  title = {Social Influence in the Adoption of a B2B Loyalty Program: The Role of Elite Status Members},
  journal = {International Journal of Research in Marketing},
  year = {2017},
  volume = {34},
  number = {4},
  pages = {901--918},
  doi = {10.1016/j.ijresmar.2017.08.003},
  note = {Publication status: Published}
}

@article{Krafft2016WoraufKommt,
  author = {Manfred Krafft},
  title = {Worauf kommt es wirklich an?},
  journal = {Sales Management Review},
  year = {2016},
  volume = {25},
  number = {2},
  note = {Publication status: Published}
}

@article{Krafft2016WasSichLiebt,
  author = {Manfred Krafft},
  title = {„Was sich liebt, das neckt sich“?},
  journal = {Sales Management Review},
  year = {2016},
  volume = {25},
  note = {Publication status: Published}
}

@article{Krafft2016WissenUeber,
  author = {Manfred Krafft},
  title = {Wissen über die Kunden ist einzigartig},
  journal = {Horizont online},
  year = {2016},
  volume = {-},
  note = {Publication status: Published}
}

@article{Krafft2016Algorithmen,
  author = {Manfred Krafft},
  title = {Algorithmen bleiben dem Bekannten verhaftet},
  journal = {dialog: Special für Dialogmarketing in HORIZONT},
  year = {2016},
  volume = {4},
  note = {Publication status: Published}
}

@article{PickTTK2016CustomerWinBack,
  author = {Doreén Pick and J.S. Thomas and Sebastian Tillmanns and Manfred Krafft},
  title = {Customer win-back: the role of attributions and perceptions in customers’ willingness to return},
  journal = {Journal of the Academy of Marketing Science},
  year = {2016},
  volume = {44},
  number = {2},
  pages = {218--240},
  note = {Publication status: Published}
}

@article{KrafftGMST2015TheEvolution,
  author = {Manfred Krafft and Oliver Goetz and Murali Mantrala and Francesca Sotgiu and Sebastian Tillmanns},
  title = {The Evolution of Marketing Channel Research Domains and Methodologies: An Integrative Review and Future Directions},
  journal = {Journal of Retailing},
  year = {2015},
  volume = {91},
  number = {4},
  pages = {569--585},
  doi = {10.1016/j.jretai.2015.05.001},
  note = {Publication status: Published}
}

@article{LennartzFKP2015DriversOfB2B,
  author = {Eric M. Lennartz and Marc Fischer and Manfred Krafft and Kay Peters},
  title = {Drivers of B2B Brand Strength: Insights from an International Study across Industries},
  journal = {Schmalenbach Business Review (zfbf)},
  year = {2015},
  volume = {67},
  number = {1},
  pages = {114--137},
  note = {Publication status: Published}
}

@article{Krafft2014Checkliste,
  author = {Manfred Krafft},
  title = {Checkliste Fünf Schritte zu besseren Daten},
  journal = {Acquisa},
  year = {2014},
  volume = {3},
  pages = {20--21},
  note = {Publication status: Published}
}

@article{AlbersK2013DieZentralen,
  author = {Sönke Albers and Manfred Krafft},
  title = {Die zentralen Trends im Vertriebsmanagement von morgen},
  journal = {Sales Management Review},
  year = {2013},
  volume = {22(11/12)},
  note = {Publication status: Published}
}

@article{FeldFKPV2013TheEffectOf,
  author = {Sebastian Feld and Heiko Frenzen and Manfred Krafft and Kay Peters and Peter C. Verhoef},
  title = {The Effect of Mailing Design Characteristics on Direct Mail Campaign Performance},
  journal = {International Journal of Research in Marketing},
  year = {2013},
  volume = {30},
  number = {2},
  pages = {143--159},
  doi = {10.1016/j.ijresmar.2012.07.003},
  url = {http://www.scopus.com/inward/record.url?partnerID=HzOxMe3b&scp=84875595957},
  note = {Publication status: Published}
}

@article{GoetzHK2013TheRoleOfSales,
  author = {Oliver Götz and Ann-Kristin Hölter and Manfred Krafft},
  title = {The Role of Sales and Marketing in Market-Oriented Companies},
  journal = {Journal of Personal Selling & Sales Management},
  year = {2013},
  volume = {Vol. 33},
  number = {4},
  pages = {353--371},
  note = {Publication status: Published}
}

@article{KrafftDPT2013Compensation,
  author = {Manfred Krafft and Thomas E. DeCarlo and F. Juliet Poujol and John F. Tanner},
  title = {Compensation and Control Systems: A New Application of Vertical Dyad Linkage Theory},
  journal = {Journal of Personal Selling & Sales Management},
  year = {2013},
  volume = {32},
  pages = {107--115},
  note = {Publication status: Published}
}

@article{VanRielCDHHKB2013ConsumerPerceptions,
  author = {Allard C.R. {van Riel} and Giulia Calabretta and Paul H. Driessen and Bas Hillebrand and Ashlee Humphreys and Manfred Krafft and Sander F.M. Beckers},
  title = {Consumer perceptions of service constellations: implications for service innovation},
  journal = {Journal of Service Management},
  year = {2013},
  volume = {24},
  number = {3},
  pages = {314--329},
  doi = {10.1108/09564231311327012},
  url = {http://www.scopus.com/inward/record.url?partnerID=HzOxMe3b&scp=84878847853},
  note = {Publication status: Published}
}

@article{BoeckermannBKN2012Gestaltung,
  author = {Florian Böckermann and Kirsten Blacha and Manfred Krafft and Matthias Nienhaus},
  title = {Gestaltung von Premiumangeboten --- Eine Untersuchung am Beispiel der Deutsche Bahn AG},
  journal = {Marketing Review St. Gallen},
  year = {2012},
  volume = {29},
  number = {1},
  pages = {48--53},
  note = {Publication status: Published}
}

@article{Krafft2012GewonnenVerloren,
  author = {Manfred Krafft},
  title = {Gewonnen, verloren --- wie Kirche um Gläubige wirbt: Kirchliches "Kundenmanagement"},
  journal = {Sinnstiftermag},
  year = {2012},
  volume = {13},
  note = {Publication status: Published}
}

@article{ErnstHKK2011CustomerRelationship,
  author = {Holger Ernst and Wayne D. Hoyer and Manfred Krafft and Katrin Krieger},
  title = {Customer Relationship Management and Company Performance --- The Mediating Role of New Product Performance},
  journal = {Journal of the Academy of Marketing Science},
  year = {2011},
  volume = {39},
  number = {2},
  pages = {290--306},
  note = {Publication status: Published}
}

@article{GoetzJK2011Editorial,
  author = {Oliver Götz and Ove Jensen and Manfred Krafft},
  title = {Editorial},
  journal = {Zeitschrift für Betriebswirtschaft, Special Issue Kundenmanagement},
  year = {2011},
  volume = {2},
  pages = {1--5},
  note = {Publication status: Published}
}

@article{Krafft2011ImMarketing,
  author = {Manfred Krafft},
  title = {Im Marketing leiden sie mehr},
  journal = {Acquisa},
  year = {2011},
  volume = {4},
  note = {Publication status: Published}
}

@article{KrafftRDKV2011ExecutiveSummaries,
  author = {Manfred Krafft and Werner Reinartz and Benedict Dellaert and Vibhore Kumar and Rajan Varadarajan},
  title = {Executive Summaries},
  journal = {Journal of Retailing},
  year = {2011},
  volume = {87. Jg.},
  pages = {1--3},
  note = {Publication status: Published}
}

@article{ReinartzDKKV2011RetailingInnovations,
  author = {Werner Reinartz and Benedict Dellaert and Manfred Krafft and Vibhore Kumar and Rajan Varadarajan},
  title = {Retailing innovations in a globalizing retail market environment},
  journal = {Journal of Retailing},
  year = {2011},
  volume = {87},
  pages = {53--66},
  doi = {10.1016/j.jretai.2011.04.009},
  url = {http://www.scopus.com/inward/record.url?partnerID=HzOxMe3b&scp=79960137293},
  note = {Publication status: Published}
}

@article{AlbersKM2010SpecialSection,
  author = {Sönke Albers and Manfred Krafft and Murali K. Mantrala},
  title = {Special section on Enhancing Sales Force Productivity},
  journal = {International Journal of Research in Marketing},
  year = {2010},
  volume = {27},
  number = {1},
  pages = {44--45},
  doi = {10.1016/j.ijresmar.2009.12.006},
  note = {Publication status: Published}
}

@article{FredebeulKreinKS2010GegenDenStrom,
  author = {Tobias Fredebeul-Krein and Manfred Krafft and Thomas Suwelack},
  title = {Gegen den Strom --- Proaktives Marketing- und Vertriebsmanagement in schwierigen Zeiten},
  journal = {Marketing Review St. Gallen},
  year = {2010},
  volume = {27},
  number = {1},
  pages = {8--13},
  note = {Publication status: Published}
}

@article{FrenzenHKMMS2010Delegation,
  author = {Heiko Frenzen and Ann-Kristin Hansen and Manfred Krafft and  Mantrala and K. Murali and Simone Schmidt},
  title = {Delegation of Pricing Authority to the Sales Force: An Agency-Theoretic Perspective of its Determinants and Impact on Performance},
  journal = {International Journal of Research in Marketing},
  year = {2010},
  volume = {27},
  number = {1},
  pages = {58--68},
  doi = {10.1016/j.ijresmar.2009.09.006},
  note = {Publication status: Published}
}

@article{HoyerCDKS2010ConsumerCocreation,
  author = {Wayne D. Hoyer and Rajesh Chandy and Matilda Dorotic and Manfred Krafft and Siddharth S. Singh},
  title = {Consumer Cocreation in New Product Development},
  journal = {Journal of Service Research},
  year = {2010},
  volume = {13},
  number = {3},
  pages = {283--296},
  doi = {10.1177/1094670510375604},
  note = {Publication status: Published}
}

@article{MantralaACJJKNGZLL2010SalesForce,
  author = {Murali K. Mantrala and Sönke Albers and Fabio Caldieraro and Ove Jensen and Kissan Joseph and Manfred Krafft and Chakravarthi Narasimhan and Srinath Gopalakrishna and Andris Zoltners and Rajiv Lal and Leonard Lodish},
  title = {Sales Force Modeling: State of the Field and Research Agenda},
  journal = {Marketing Letters},
  year = {2010},
  volume = {21},
  number = {3},
  pages = {255--272},
  doi = {10.1007/s11002-010-9111-4},
  note = {Publication status: Published}
}

@article{VerhoefRK2010CustomerEngagement,
  author = {Peter C. Verhoef and Werner J. Reinartz and Manfred Krafft},
  title = {Customer Engagement as a New Perspective in Customer Management},
  journal = {Journal of Service Research},
  year = {2010},
  volume = {13},
  number = {3},
  pages = {247--252},
  doi = {10.1177/1094670510375461},
  note = {Publication status: Published}
}

@article{VerhoefVMMKG2010CRMInDataRich,
  author = {Peter C. Verhoef and Rajkumar Venkatesan and Leigh McAlister and Edward C. Malthouse and Manfred Krafft and Shankar Ganesan},
  title = {CRM in Data-Rich Multichannel Retailing Environments: A Review and Future Research Directions},
  journal = {Journal of Interactive Marketing},
  year = {2010},
  volume = {24},
  number = {2},
  pages = {121--137},
  doi = {10.1016/j.intmar.2010.02.009},
  note = {Publication status: Published}
}

@article{HansenKK2008PriceDelegation,
  author = {A.-K. Hansen and J. Kissan and M. Krafft},
  title = {Price Delegation in Sales Organizations: An Empirical Investigation},
  journal = {Business Research},
  year = {2008},
  volume = {1},
  pages = {94--104},
  note = {Publication status: Published}
}

@article{JindalRKH2007Determinants,
  author = {R. P. Jindal and W. Reinartz and M. Krafft and W. D. Hoyer},
  title = {Determinants of the Variety of Routes to Market},
  journal = {International Journal of Research in Marketing},
  year = {2007},
  volume = {24},
  number = {1},
  pages = {17--29},
  doi = {10.1016/j.ijresmar.2006.09.002},
  note = {Publication status: Published}
}

@article{KrafftG2007DirectMarketing,
  author = {Manfred Krafft and  Jürgen Gerdes},
  title = {Direct Marketing},
  journal = {Zeitschrift für Betriebswirtschaftslehre},
  year = {2007},
  volume = {Special Issue 3},
  pages = {143--170},
  note = {Publication status: Published}
}

@article{PetersFF2007DieOptimierung,
  author = {K. Peters and H. Frenzen and S. Feld},
  title = {Die Optimierung der Öffnungsquote von Direct-Mailings --- Eine empirische Studie am Beispiel von Finanzdienstleistern},
  journal = {Zeitschrift für Betriebswirtschaftslehre},
  year = {2007},
  volume = {Special Issue 3},
  pages = {143--170},
  note = {Publication status: Published}
}

@article{HueppelshaeuserKR2006HazardRatenModelle,
  author = {M. Hüppelshäuser and M. Krafft and E. Rüger},
  title = {Hazard-Raten-Modelle im Marketing},
  journal = {Marketing- Zeitschrift für Forschung und Praxis},
  year = {2006},
  volume = {28},
  number = {3},
  pages = {197--210},
  note = {Publication status: Published}
}

@article{KrafftRRS2005ValuationOf,
  author = {Manfred Krafft and Markus Rudolf and Elisabeth Rudolf-Sipötz},
  title = {Valuation of Customers in Growth Companies --- a Scenario Based Model},
  journal = {Schmalenbach Business Review},
  year = {2005},
  volume = {57},
  pages = {103--125},
  note = {Publication status: Published}
}

@article{ElsnerKH2004Optimizing,
  author = {Ralf Elsner and Manfred Krafft and Arnd Huchzermeier},
  title = {Optimizing Rhenania´s Direct Marketing Business through Dynamic Multi-Level Modeling (DMLM) in a Multi-Catalog-Brand  Environment},
  journal = {Marketing Science},
  year = {2004},
  volume = {23},
  number = {2},
  pages = {192--206},
  note = {Publication status: Published}
}

@article{KrafftA2004RelativeExplanatory,
  author = {Manfred Krafft and Sönke Lal Rajiv Albers},
  title = {Relative Explanatory Power of Agency Theory and Transaction Cost Analysis in German Salesforces},
  journal = {International Journal of Research in Marketing},
  year = {2004},
  volume = {21},
  number = {3},
  pages = {265--283},
  note = {Publication status: Published}
}

@article{ReinartzKH2004TheCustomer,
  author = {Werner Reinartz and Manfred Krafft and Wayne D. Hoyer},
  title = {The Customer Relationship Management Process: Its Measurement and Impact on Performance},
  journal = {Journal of Marketing Research},
  year = {2004},
  volume = {41},
  number = {3},
  pages = {293--305},
  note = {Publication status: Published}
}

@article{BetzK2003DieWirkungen,
  author = {Jürgen Betz and Manfred Krafft},
  title = {Die Wirkungen informations- bzw. anbahnungsbezogener Leistungen im E-Commerce auf die Kundenzufriedenheit und Kundenbindung},
  journal = {Zeitschrift für Betriebswirtschaft (ZfB)},
  year = {2003},
  volume = {73},
  number = {2},
  pages = {169--200},
  note = {Publication status: Published}
}

@article{ElsnerKH2003Optimizing,
  author = {Ralf Elsner and Manfred Krafft and Arnd Huchzermeier},
  title = {Optimizing Rhenania´s Mail-Order Business Through Dynamic Multilevel Modeling (DMLM)},
  journal = {Interfaces},
  year = {2003},
  volume = {33},
  number = {1},
  pages = {50--66},
  note = {Publication status: Published}
}

@article{MeffertBKK2003Direktmarketing,
  author = {H Meffert and K Backhaus and S Klein and M Krafft},
  title = {Direktmarketing in der wissenschaftlichen Diskussion in Deutschland und den USA},
  journal = {dm-compact},
  year = {2003},
  volume = {1},
  number = {1},
  pages = {8--13},
  note = {Publication status: Published}
}

@article{KrafftL2002AdoptionInnovativer,
  author = {Manfred Krafft and Thorsten Litfin},
  title = {Adoption innovativer Telekommunikationsdienste --- Validierung der Rogers-Kriterien bei Vorliegen potenziell heterogener Gruppen},
  journal = {Zeitschrift für betriebswirtschaftliche Forschung},
  year = {2002},
  volume = {54},
  pages = {64--83},
  note = {Publication status: Published}
}

@article{ReinartzK2001UEberpruefung,
  author = {Werner Reinartz and Manfred Krafft},
  title = {Überprüfung des Zusammenhangs von Kundenbindung und Kundenertragswert},
  journal = {Zeitschrift für Betriebswirtschaft (ZfB)},
  year = {2001},
  volume = {71},
  pages = {1263--1281},
  note = {Publication status: Published}
}

@article{AlbersK2000RegelnZurFastOptimalen,
  author = {Sönke Albers and Manfred Krafft},
  title = {Regeln zur fast-optimalen Bestimmung des Angebotsaufwandes},
  journal = {Zeitschrift für Betriebswirtschaft (ZfB)},
  year = {2000},
  volume = {70},
  pages = {1083--1107},
  note = {Publication status: Published}
}

@article{KrafftA2000AnsaetzeZur,
  author = {Manfred Krafft and Sönke Albers},
  title = {Ansätze zur Segmentierung von Kunden --- Wie geeignet sind herkömmliche Konzepte?},
  journal = {Zeitschrift für betriebswirtschaftliche Forschung},
  year = {2000},
  volume = {52},
  pages = {515--536},
  note = {Publication status: Published}
}

@article{Krafft1999AnEmpirical,
  author = {Manfred Krafft},
  title = {An Empirical Investigation of the Antecedents of Salesforce Control Systems},
  journal = {Journal of Marketing (J Mark)},
  year = {1999},
  volume = {63},
  pages = {120--134},
  note = {Publication status: Published}
}

@article{Krafft1999DerKundeIm,
  author = {Manfred Krafft},
  title = {Der Kunde im Fokus: Kundennähe, Kundenzufriedenheit, Kundenbindung --- und Kundenwert?},
  journal = {Die Betriebswirtschaft (DBW)},
  year = {1999},
  volume = {59},
  pages = {511--530},
  note = {Publication status: Published}
}

@article{Krafft1997DerAnsatzDer,
  author = {Manfred Krafft},
  title = {Der Ansatz der Logistischen Regression und seine Interpretation},
  journal = {Zeitschrift für Betriebswirtschaft (ZfB)},
  year = {1997},
  volume = {67},
  pages = {625--642},
  note = {Publication status: Published}
}

@article{AlbersK1996ZurRelativen,
  author = {Sönke Albers and Manfred Krafft},
  title = {Zur relativen Aussagekraft und Eignung von Ansätzen der Neuen Institutionenlehre für die Absatzformwahl sowie die Entlohnung von Verkaufsaußendienstmitarbeitern},
  journal = {Zeitschrift für Betriebswirtschaft (ZfB)},
  year = {1996},
  volume = {66},
  pages = {1383--1407},
  note = {Publication status: Published}
}

@article{Krafft1996NeueEinsichten,
  author = {Manfred Krafft},
  title = {Neue Einsichten in ein klassisches Wahlproblem? --- Eine Überprüfung von Hypothesen der Neuen Institutionenlehre zur Frage „Handelsvertreter oder Reisende“},
  journal = {Die Betriebswirtschaft (DBW)},
  year = {1996},
  volume = {56},
  pages = {759--776},
  note = {Publication status: Published}
}

@incollection{KramerKK2023InsideSales,
  author = {Victoria Kramer and Tim Kalwey and Manfred Krafft},
  title = {Inside Sales: Verankerungsmöglichkeiten in der Vertriebsorganisation und Konsequenzen für Vertriebsmitarbeiter},
  booktitle = {Digitalisierung im Vertrieb},
  edition = {2},
  pages = {683--706},
  editor = {Lars Binckebanck and Rainer Elste and Alexander Haas},
  year = {2023},
  publisher = {Springer},
  address = {Wiesbaden},
  doi = {10.1007/978-3-658-38433-3},
  note = {Publication status: Published}
}

@incollection{LeszkiewiczHK2022SmartBusiness,
  author = {A Leszkiewicz and T Hormann and M Krafft},
  title = {Smart Business and the Social Value of AI},
  booktitle = {Smart Industry --- Better Management},
  pages = {19--34},
  series = {Advanced Series in Management},
  volume = {28},
  editor = {T Bondarouk and M Olivas-Lujan},
  year = {2022},
  publisher = {Emerald Group Publishing Ltd.},
  address = {Bingley},
  isbn = {978-1-80117-715-3},
  doi = {10.1108/S1877-636120220000028004},
  url = {https://www.emerald.com/insight/content/doi/10.1108/S1877-636120220000028004/full/pdf?title=smart-business-and-the-social-value-of-ai},
  note = {Publication status: Published}
}

@incollection{TillmannsK2021LogisticRegression,
  author = {S Tillmanns and M Krafft},
  title = {Logistic Regression and Discriminant Analysis},
  booktitle = {Handbook of Market Research},
  pages = {329--367},
  editor = {C Homburg and M Klarmann and A Vomberg},
  year = {2021},
  publisher = {Springer},
  isbn = {978-3-319-57411-0},
  doi = {10.1007/978-3-319-57413-4_20},
  note = {Publication status: Published}
}

@incollection{FredebeulKreinK2020Koordinierter,
  author = {T Fredebeul-Krein and M Krafft},
  title = {Koordinierter Einsatz von Direktmarketing und Verkaufsaußendienst im Business-to-Business-Kontext},
  booktitle = {Führung von Vertriebsorganisationen: Strategie --- Koordination --- Umsetzung},
  pages = {317--336},
  editor = {Lars Binckebanck and Ann-Kristin Hölter and Alexander Tiffert},
  year = {2020},
  publisher = {Springer Gabler},
  isbn = {978-3-658-26726-1},
  note = {Publication status: Published}
}

@incollection{KrafftH2020Preissetzungskompetenz,
  author = {M Krafft and S Hake},
  title = {Preissetzungskompetenz im Verkaufsaußendienst --- Delegation um jeden Preis?},
  booktitle = {Führung von Vertriebsorganisationen: Strategie --- Koordination --- Umsetzung},
  pages = {527--544},
  editor = {Lars Binckebanck and Ann-Kristin Hölter and Alexander Tiffert},
  year = {2020},
  publisher = {Springer Gabler},
  isbn = {978-3-658-26726-1},
  note = {Publication status: Published}
}

@incollection{Beirau2019WhichCustomers,
  author = {D Beirau},
  title = {Which Customers Pay? Predicting Value Pre and Post Sales},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--191},
  editor = {Manfred Krafft},
  year = {2019},
  publisher = {},
  doi = {10.1007/978-3-658-28137-3},
  note = {Publication status: Published}
}

@incollection{AllendorfKK2018WarenkorbAbbrueche,
  author = {Julian F. Allendorf and Mirja Kroschke and Manfred Krafft},
  title = {Warenkorb-Abbrüche im Onlinehandel --- Warum Shopper nicht zu Käufern werden und wie Unternehmen reagieren können},
  booktitle = {Dialogmarketing Perspektiven 2017/2018},
  pages = {101--116},
  editor = {Deutscher Dialogmarketing Verband e. V.},
  year = {2018},
  publisher = {},
  note = {Publication status: Published}
}

@incollection{BijmoltKSV2018MultiTierLoyalty,
  author = {Tammo H.A. Bijmolt and Manfred Krafft and F. Javier Sese and Vijay Viswanathan},
  title = {Multi-Tier Loyalty Programs to Stimulate Customer Engagement},
  booktitle = {Customer Engagement Marketing},
  pages = {119--139},
  editor = {Robert Palmatier and V. Kumar and Colleen Harmeling},
  year = {2018},
  publisher = {Palgrave Macmillan},
  isbn = {978-3-319-61984-2},
  note = {Publication status: Published}
}

@incollection{LennartzFK2018TreiberVon,
  author = {E Lennartz and M Fischer and M Krafft},
  title = {Treiber von B-to-B-Marken --- Ergebnisse einer internationalen und branchenübergreifenden Studie.},
  booktitle = {B-to-B-Markenführung},
  pages = {89--107},
  editor = {Carsten Baumgarth},
  year = {2018},
  publisher = {Springer Gabler},
  address = {Wiesbaden},
  isbn = {978-3-658-05096-2},
  doi = {10.1007/978-3-658-05097-9_5},
  note = {Publication status: Published}
}

@incollection{GoetzK2017Erfolgreiche,
  author = {Oliver Götz and Manfred Krafft},
  title = {Erfolgreiche Implementierung von CRM-Strategien},
  booktitle = {Handbuch Kundenbindungsmanagement: Strategien und Instrumente für ein erfolgreiches CRM},
  edition = {9},
  pages = {499--526},
  editor = {Manfred Bruhn and Christian Homburg},
  year = {2017},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftB2017AktuelleKonzepte,
  author = {Manfred Krafft and Mirja Bues},
  title = {Aktuelle Konzepte zur Messung des ökonomischen Kundenwerts},
  booktitle = {Kundenwert},
  edition = {4},
  pages = {237--250},
  editor = {Sabrina Helm and Bernd Günter and Andreas Eggert},
  year = {2017},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftBR2017CustomerLifetime,
  author = {Manfred Krafft and Mirja Bues and Uwe Rutsatz},
  title = {Customer Lifetime Value in der praktischen Anwendung im Distanzhandel},
  booktitle = {Kundenwert},
  edition = {4},
  pages = {573--596},
  editor = {Sabrina Helm and Bernd Günter and Andreas Eggert},
  year = {2017},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{Noormann2017Mehrstufige,
  author = {Philipp Noormann},
  title = {Mehrstufige Eigenmarken: Eine empirische Analyse von Zielen, Erfolgsdeterminanten und Grenzen},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--324},
  editor = {Manfred Krafft},
  year = {2017},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{TillmannsK2017LogisticRegression,
  author = {Sebastian Tillmanns and Manfred Krafft},
  title = {Logistic Regression and Discriminant Analysis},
  booktitle = {Handbook of Market Research},
  pages = {1--39},
  editor = {Christian Homburg and Martin Klarmann and Arnd Vomberg},
  year = {2017},
  publisher = {Springer},
  doi = {10.1007/978-3-319-05542-8_20-1},
  note = {Publication status: Published}
}

@incollection{Bosch2016MultiLevelMarketing,
  author = {Christian Bosch},
  title = {Multi-Level-Marketing: Empirische Studien zu Konsumentenverhalten und Abwanderung von Vertriebspartnern},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--340},
  editor = {Manfred Krafft},
  year = {2016},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{GoetzHKR2016DerEinsatz,
  author = {Oliver Götz and Wayne D. Hoyer and Manfred Krafft and Werner J. Reinartz},
  title = {Der Einsatz von Customer Relationship Management zur Steuerung von Kundenzufriedenheit},
  booktitle = {Kundenzufriedenheit: Konzepte --- Methoden --- Erfahrungen},
  edition = {9},
  pages = {349--376},
  editor = {Christian Homburg},
  year = {2016},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{Krafft2015DieZahnarztpraxis,
  author = {Manfred Krafft},
  title = {Die Zahnarztpraxis als Dienstleistungsmarke; Ein identitätsbasierter Managementansatz},
  booktitle = {Belächelt. Bekämpft. Beneidet.},
  pages = {74--80},
  editor = {Jörn Thiemer},
  year = {2015},
  publisher = {Quintessenz Verlag},
  address = {Berlin},
  note = {Publication status: Published}
}

@incollection{Krafft2015Patientenbeziehungen,
  author = {Manfred Krafft},
  title = {Patientenbeziehungen managen},
  booktitle = {Belächelt. Bekämpft. Beneidet.},
  pages = {46--52},
  editor = {Jörn Thiemer},
  year = {2015},
  publisher = {Quintessenz Verlag},
  address = {Berlin},
  note = {Publication status: Published}
}

@incollection{KrafftB2015Vertriebssteuerung,
  author = {M. Krafft and C. Bosch},
  title = {Vertriebssteuerung},
  booktitle = {Handbuch Business-to-Business-Marketing},
  pages = {623--648},
  editor = {K. Backhaus and M. Voeth},
  year = {2015},
  publisher = {Springer Fachmedien},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{PetersVK2015CustomerAcquisition,
  author = {Kay Peters and Peter C. Verhoef and Manfred Krafft},
  title = {Customer Acquisition Strategies: a Customer Equity Management Perspective},
  booktitle = {Handbook of Research on Customer Equity in Marketing},
  pages = {227--264},
  editor = {Vibhore Kumar and Denish Shah},
  year = {2015},
  publisher = {},
  note = {Publication status: Published}
}

@incollection{Stafflage2015InStoreMobile,
  author = {Marcel Stafflage},
  title = {In-store Mobile Marketing-Kommunikation: Empirische Analysen von Determinanten aus Konsumentensicht},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--336},
  editor = {Manfred Krafft},
  year = {2015},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{Blacha2014Frustration,
  author = {Kirsten Blacha},
  title = {Frustration in hierarchischen Kundenbindungsprogrammen: Eine Empirische Untersuchung},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--340},
  editor = {Manfred Krafft},
  year = {2014},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{Saarbeck2014Permission,
  author = {Sebastian Saarbeck},
  title = {Permission Marketing: Erfolgswirkung der Einwilligung},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--336},
  editor = {Manfred Krafft},
  year = {2014},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{Boeckermann2013CustomerKnowledge,
  author = {Florian Böckermann},
  title = {Customer Knowledge Management in der Konzeptphase der Neuproduktentwicklung},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--290},
  editor = {Manfred Krafft},
  year = {2013},
  publisher = {Gabler},
  note = {Publication status: Published}
}

@incollection{FredebeulKreinK2013Koordinierter,
  author = {Tobias Fredebeul-Krein and Manfred Krafft},
  title = {Koordinierter Einsatz von Direktmarketing und Verkaufsaußendienst im Business-to-Business-Kontext},
  booktitle = {Führung von Vertriebsorganisationen: Strategie --- Koordination --- Umsetzung},
  pages = {189--207},
  editor = {Lars Binckebanck and Ann-Kristin Hölter and Alexander Tiffert},
  year = {2013},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{GoetzK2013Erfolgreiche,
  author = {Oliver Götz and Manfred Krafft},
  title = {Erfolgreiche Implementierung von CRM-Strategien},
  booktitle = {Handbuch Kundenbindungsmanagement: Strategien und Instrumente für ein erfolgreiches CRM},
  edition = {8},
  pages = {579--616},
  editor = {Manfred Bruhn and Christian Homburg},
  year = {2013},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{HakeK2013Preissetzungskompetenz,
  author = {Sandra Hake and Manfred Krafft},
  title = {Preissetzungskompetenz im Verkaufsaußendienst --- Delegation um jeden Preis?},
  booktitle = {Führung von Vertriebsorganisationen: Strategie --- Koordination --- Umsetzung},
  pages = {363--380},
  editor = {Lars Binckebanck and Ann-Kristin Hölter and Alexander Tiffert},
  year = {2013},
  publisher = {Springer Gabler},
  address = {Wiesbaden},
  isbn = {978-3-658-01829-0},
  note = {Publication status: Published}
}

@incollection{Krafft2013Erfolgreiche,
  author = {M. Krafft},
  title = {Erfolgreiche Dialoge im Kundenbeziehungsmanagement},
  booktitle = {Dialogmarketing im Dialog},
  pages = {125--142},
  editor = {J. Gerdes and J. Vögele Hesse and  S.},
  year = {2013},
  publisher = {},
  note = {Publication status: Published}
}

@incollection{Wissmann2013Einwilligungen,
  author = {Johannes Wissmann},
  title = {Einwilligungen im Permission Marketing: Empirische Analysen von Determinanten aus der Sicht von Konsumenten},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--369},
  editor = {Manfred Krafft},
  year = {2013},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@incollection{GoetzHKR2012DerEinsatz,
  author = {Oliver Götz and Wayne D. Hoyer and Manfred Krafft and Werner J. Reinartz},
  title = {Der Einsatz von Customer Relationship Management zur Steuerung von Kundenzufriedenheit},
  booktitle = {Kundenzufriedenheit: Konzepte --- Methoden --- Erfahrungen},
  pages = {369--394},
  editor = {Christian Homburg},
  year = {2012},
  publisher = {},
  note = {Publication status: Published}
}

@incollection{Nass2012Strategisches,
  author = {Stephan Naß},
  title = {Strategisches Kündigungsverhalten: Eine empirische Analyse vertraglicher Endkundenbeziehungen},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--348},
  editor = {Manfred Krafft},
  year = {2012},
  publisher = {Springer Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{SaarbeckKB2012DieWirkung,
  author = {Sebastian Saarbeck and Manfred Krafft and Benjamin Bieber},
  title = {Die Wirkung von Dialogmarketing auf die Markenwahrnehmung},
  booktitle = {Dialogmarketing Perspektiven 2011/2012},
  pages = {11--35},
  editor = {Deutscher Dialogmarketing Verband e.V.},
  year = {2012},
  publisher = {},
  note = {Publication status: Published}
}

@incollection{SuwelackK2012EffectsOfMoneyBack,
  author = {Thomas Suwelack and Manfred Krafft},
  title = {Effects of Money-Back and Low-Price Guarantees on Consumer Behavior --- State of the Art and Future Research Perspectives},
  booktitle = {Quantitative Marketing and Marketing Management},
  pages = {531--561},
  editor = {Adamantios Diamantopoulos and Wolfgang Fritz and Lutz Hildebrandt},
  year = {2012},
  publisher = {Gabler Verlag},
  note = {Publication status: Published}
}

@incollection{HakeK2011Delegation,
  author = {S Hake and M Krafft},
  title = {Delegation von Preissetzungskompetenz an den Verkaufsaußendienst},
  booktitle = {Preismanagement auf Business-to-Business-Märkten. Preisstrategie --- Preisbestimmung --- Preisdurchsetzung},
  pages = {181--203},
  editor = {C Homburg and D Totzek},
  year = {2011},
  publisher = {Gabler},
  address = {Wiesbaden},
  isbn = {978-3-8349-1559-7},
  note = {Publication status: Published}
}

@incollection{KrafftH2011Delegation,
  author = {Manfred Krafft and Ann-Kristin Hansen},
  title = {Delegation of pricing authority to salespeople},
  booktitle = {Sales Management --- A multinational perspective},
  pages = {97--113},
  editor = {Paolo Guenzi and Susi Geiger},
  year = {2011},
  publisher = {Palgrave Macillan},
  address = {New York},
  note = {Publication status: Published}
}

@incollection{GoetzK2010Erfolgreiche,
  author = {Oliver Götz and Manfred Krafft},
  title = {Erfolgreiche Implementierung von CRM-Strategien},
  booktitle = {Handbuch Kundenbindungsmanagement: Strategien und Instrumente für ein erfolgreiches CRM},
  edition = {7. Auflage},
  pages = {537--569},
  editor = {Manfred Bruhn and Christian Homburg},
  year = {2010},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{GoetzLGK2010Evaluation,
  author = {Oliver Götz and Kerstin Liehr-Gobbers and Manfred Krafft},
  title = {Evaluation of Structural Equation Models using the Partial Least Squares (PLS) Approach},
  booktitle = {Handbook of Partial Least Squares --- Concepts, Methods and Applications},
  pages = {691--711},
  editor = {Vinzi Vincenzo Esposito and Wynne W. Chin and Jörg Henseler and Huiwen Wang},
  year = {2010},
  publisher = {Springer},
  address = {Heidelberg et al.},
  note = {Publication status: Published}
}

@incollection{MantralaK2010Entrepreneurship,
  author = {M. K. Mantrala and M. Krafft},
  title = {Entrepreneurship in Retailing: Leopold Stiefel's "Big Idea" and the Growth of Media Markt and Saturn},
  booktitle = {Retailing in the 21$^{st}$ Century: Current and Future Trends},
  edition = {2. Auflage},
  pages = {43--60},
  editor = {M. Krafft and M. K. Mantrala},
  year = {2010},
  publisher = {Springer},
  address = {Berlin},
  note = {Publication status: Published}
}

@incollection{MierdorfMK2010RetailingIn,
  author = {Z. Mierdorf and M. K. Mantrala and M. Krafft},
  title = {Retailing in the Global World: Case Study of Metro Cash & Carry},
  booktitle = {Retailing in the 21$^{st}$ Century: Current and Future Trends},
  edition = {2. Auflage},
  pages = {31--42},
  editor = {M. Krafft and M. K. Mantrala},
  year = {2010},
  publisher = {Springer},
  address = {Berlin},
  note = {Publication status: Published}
}

@incollection{KrafftSN2009Marktorientierte,
  author = {Manfred Krafft and Thomas Suwelack and Max Niederhofer},
  title = {Marktorientierte Unternehmensführung in der Rezession},
  booktitle = {Erfolgreich mit den Großen des Marketings},
  pages = {35--45},
  editor = {H. Meffert},
  year = {2009},
  publisher = {Campus},
  address = {Frankfurt am Main},
  note = {Publication status: Published}
}

@incollection{PickK2009StatusQuoDes,
  author = {D. Pick and M. Krafft},
  title = {Status quo des Rückgewinnungsmenagements},
  booktitle = {Kundenabwanderung. Früherkennung --- Prävention --- Kundenrückgewinnung},
  pages = {119--141},
  editor = {J. Link and F. Seidl},
  year = {2009},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{FrenzenK2008Logistische,
  author = {H. Frenzen and M. Krafft},
  title = {Logistische Regression und Diskriminanzanalyse},
  booktitle = {Handbuch Marktforschung --- Methoden, Anwendungen, Praxisbeispiele},
  pages = {607--649},
  editor = {A. Herrmann and C. Homburg and M. Klarmann},
  year = {2008},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{GoetzHKR2008DerEinsatz,
  author = {Oliver Götz and Wayne D. Hoyer and Manfred Krafft and Werner J. Reinartz},
  title = {Der Einsatz von Customer Relationship Management zur Steuerung von Kundenzufriedenheit},
  booktitle = {Kundenzufriedenheit: Konzepte, Methoden, Erfahrungen},
  edition = {7. Auflage},
  pages = {375--397},
  editor = {Christian Homburg},
  year = {2008},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{GoetzK2008Erfolgreiche,
  author = {Oliver Götz and Manfred Krafft},
  title = {Erfolgreiche Implementierung von CRM-Strategien},
  booktitle = {Handbuch Kundenbindungsmanagement: Strategien und Instrumente für ein erfolgreiches CRM},
  edition = {6. Auflage},
  pages = {549--578},
  editor = {Manfred Bruhn and Christian Homburg},
  year = {2008},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{Scheer2008Nutzenbasierte,
  author = {Burkhard Scheer},
  title = {Nutzenbasierte Marktsegmentierung: Eine kaufprozessorientierte empirische Untersuchung zur Wirkungsmessung von Marketing-Aktivitäten},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--257},
  editor = {Manfred Krafft},
  year = {2008},
  publisher = {Gabler},
  note = {Publication status: Published}
}

@incollection{Frenzen2007TeamsImVertrieb,
  author = {Heiko Frenzen},
  title = {Teams im Vertrieb: Gestaltung und Erfolgswirkungen},
  booktitle = {Kundenmanagement & Electronic Commerce},
  pages = {1--340},
  editor = {Manfred Krafft},
  year = {2007},
  publisher = {Gabler},
  note = {Publication status: Published}
}

@incollection{FrenzenKP2007Direktmarketing,
  author = {H. Frenzen and M. Krafft and K. Peters},
  title = {Direktmarketing auf Industriegütermärkten: Bestandsaufnahme, Forschungsfelder und methodische Anforderungen},
  booktitle = {Innovationen für das Industriegütermarketing},
  pages = {381--404},
  editor = {J. Büschken and M. Voeth and R. Weiber},
  year = {2007},
  publisher = {Schäffer-Poeschel},
  address = {Stuttgart},
  note = {Publication status: Published}
}

@incollection{Krafft2007Verkaufssteuerung,
  author = {M. Krafft},
  title = {Verkaufssteuerung},
  booktitle = {Handwörterbuch der Betriebswirtschaft},
  edition = {6. Auflage},
  pages = {1898--1908},
  editor = {R. Köhler and H.-U. Küpper and A. Pfingsten},
  year = {2007},
  publisher = {Schaeffer-Poeschel},
  address = {Stuttgart},
  note = {Publication status: Published}
}

@incollection{KrafftN2007Moeglichkeiten,
  author = {M. Krafft and M. Niederhofer},
  title = {Möglichkeiten und Grenzen der marktorientierten Unternehmensführung in Zeiten der Rezession},
  booktitle = {Marktorientierte Führung im wirtschaftlichen und gesellschaftlichen Wandel: Prof. Dr. Dr. h.c. mult. Heribert Meffert zum 70. Geburtstag},
  pages = {183--194},
  editor = {M. Bruhn and M. Kirchgeorg and J. Meier},
  year = {2007},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{MantralaKDR2007TheCRMProcess,
  author = {M. K. Mantrala and M. Krafft and B. Dong and K. Raman},
  title = {The CRM Process and the Banking Industry: Insights from Marketing Literature},
  booktitle = {Advances in Banking Technology and Management: Impact of ICT and CRM},
  pages = {159--185},
  editor = {V. Ravi},
  year = {2007},
  publisher = {IGI Global},
  address = {Hershey},
  note = {Publication status: Published}
}

@incollection{PickK2007Erklaerungsbeitrag,
  author = {D. Pick and M. Krafft},
  title = {Erklärungsbeitrag der Attributionstheorie für das Kundenmanagement im Handel},
  booktitle = {Handelsforschung},
  pages = {343--359},
  editor = {V. Trommsdorff},
  year = {2007},
  publisher = {Kohlhammer},
  address = {Stuttgart},
  note = {Publication status: Published}
}

@incollection{GoetzHKR2006DerEinsatz,
  author = {Oliver Götz and Wayne D. Hoyer and Manfred Krafft and Werner J. Reinartz},
  title = {Der Einsatz von Customer Relationship Management zur Steuerung von Kundenzufriedenheit},
  booktitle = {Kundenzufriedenheit: Konzepte --- Methoden --- Erfahrungen},
  edition = {6. Auflage},
  pages = {409--430},
  editor = {Christian Homburg},
  year = {2006},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{HesseKP2006Grenzenloses,
  author = {J. Hesse and M. Krafft and K. Peters},
  title = {Grenzenloses Direktmarketing? Bestandsaufnahme, Trends und Ausblick},
  booktitle = {Internationales Direktmarketing: Grundlagen, Best Practice, Marketingfakten},
  edition = {2. Auflage},
  pages = {3--45},
  editor = {M. Krafft and J. Hesse and K. M. Knappik and K. Peters and D. Rinas},
  year = {2006},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{HesseKP2006LeMarketing,
  author = {J. Hesse and M. Krafft and K. Peters},
  title = {Le marketing direct sans frontières? Tour d´horizon, tendance et perspectives},
  booktitle = {Krafft, M.; Hesse, J.; Knappik, K. M.; Peters, K.; Rinas, D. (Hrsg.): Le marketing direct international: Concepts, pratiques et ciffres clés},
  pages = {1--40},
  year = {2006},
  publisher = {Pearson Education},
  address = {Paris},
  note = {Publication status: Published}
}

@incollection{KrafftG2006DerZusammenhang,
  author = {Manfred Krafft and Oliver Götz},
  title = {Der Zusammenhang zwischen Kundennähe, Kundenzufriedenheit und Kundenbindung sowie deren Erfolgswirkungen},
  booktitle = {Grundlagen des CRM --- Konzepte und Gestaltung},
  edition = {2. Auflage},
  pages = {325--356},
  editor = {Hajo Hippner and Klaus D. Wilde},
  year = {2006},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftM2006Overview,
  author = {Manfred Krafft and Murali K Mantrala},
  title = {Overview},
  booktitle = {Retailing in the 21$^{st}$ Century --- Current and Future Trends},
  pages = {1--12},
  editor = {Manfred Krafft and Murali K Mantrala},
  year = {2006},
  publisher = {Springer Verlag},
  address = {Berlin et al.},
  note = {Publication status: Published}
}

@incollection{KrafftR2006EinsatzVon,
  author = {Manfred Krafft and Uwe Rutsatz},
  title = {Einsatz von Kundenwert-Konzepten im Versandhandel und Direktmarketing},
  booktitle = {Kundenwert},
  edition = {3. Auflage},
  pages = {683--707},
  editor = {Bernd Günter and Sabrina Helm},
  year = {2006},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftR2006KonzepteZur,
  author = {Manfred Krafft and Uwe Rutsatz},
  title = {Konzepte zur Messung des ökonomischen Kundenwerts},
  booktitle = {Kundenwert},
  edition = {3. Auflage},
  pages = {269--291},
  editor = {Bernd Günter and Sabrina Helm},
  year = {2006},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftF2006Vertriebscontrolling,
  author = {M. Krafft and H. Frenzen},
  title = {Vertriebscontrolling},
  booktitle = {Handbuch Marketingcontrolling: Effektivität und Effizienz einer marktorientierten Unternehmensführung},
  edition = {2. Auflage},
  pages = {611--639},
  editor = {S. Reinecke and T. Tomczak},
  year = {2006},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftMM2006RetailingIn,
  author = {M. Krafft and Z. Mierdorf and M. K. Mantrala},
  title = {Retailing in the 21$^{st}$ Century --- Current and Future Trends: Case Study of Metro},
  booktitle = {Retailing in the 21$^{st}$ Century --- Current and Future Trends},
  pages = {27--38},
  editor = {M. Krafft and M. K. Mantrala},
  year = {2006},
  publisher = {Springer Verlag},
  address = {Berlin et al.},
  note = {Publication status: Published}
}

@incollection{GoetzHKR2005Determinanten,
  author = {Oliver Götz and Wayne D Hoyer and Manfred Krafft and Werner J Reinartz},
  title = {Determinanten einer erfolgreichen CRM-Implementierung},
  booktitle = {Innovatives Marketing: Entscheidungsfelder --- Management --- Instrumente},
  pages = {213--231},
  editor = {Alexander Haas and Björn Sven Ivens},
  year = {2005},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{HesseKP2005Grenzenloses,
  author = {Jürgen Hesse and Manfred Krafft and Kay Peters},
  title = {Grenzenloses Direktmarketing? --- Bestandsaufnahme, Trends und Ausblick},
  booktitle = {Internationales Direktmarketing: Grundlagen, Best Practice, Marketingfakten},
  pages = {1--43},
  editor = {Manfred Krafft and Jürgen Hesse and Klaus Knappik and Kay Peters and Diane Rinas},
  year = {2005},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftGLG2005DieValidierung,
  author = {Manfred Krafft and Oliver Götz and Kerstin Liehr-Gobbers},
  title = {Die Validierung von Strukturgleichungsmodellen mit Hilfe des Partial-Least-Squares (PLS)-Ansatzes},
  booktitle = {Handbuch PLS-Pfadmodellierung: Methode, Anwendung, Praxisbeispiele},
  pages = {71--86},
  editor = {Friedhelm Bliemel and Andreas Eggert and Georg Fassott and Jörg Henseler},
  year = {2005},
  publisher = {Schäffer-Poeschel},
  address = {Stuttgart},
  note = {Publication status: Published}
}

@incollection{KrafftP2005Direktmarketing,
  author = {Manfred Krafft and Kay Peters},
  title = {Direktmarketing und klassische Medien, State-of-the-Art in der Budgetallokation},
  booktitle = {Perspektiven der Kommunikationspolitk},
  pages = {81--112},
  series = {Zeitschrift für Betriebswirtschaft Special Issue 2},
  volume = {2},
  editor = {Manfred Krafft},
  year = {2005},
  publisher = {},
  note = {Publication status: Published}
}

@incollection{SchmidtK2005Delegation,
  author = {S Schmidt and M Krafft},
  title = {Delegation von Preiskompetenz an Verkaufsaußendienstmitarbeiter},
  booktitle = {Pricing-Forschung in Deutschland},
  pages = {17--28},
  editor = {H. Diller},
  year = {2005},
  publisher = {Wissenschaftliche Gesellschaft für Innovatives Marketing},
  address = {Nürnberg},
  note = {Publication status: Published}
}

@incollection{AlznauerK2004Submissionen,
  author = {Timo Alznauer and Manfred Krafft},
  title = {Submissionen},
  booktitle = {Handbuch Industriegütermarketing},
  pages = {1057--1078},
  editor = {Klaus Backhaus and Markus Voeth},
  year = {2004},
  publisher = {Gabler Verlag},
  note = {Publication status: Published}
}

@incollection{FrenzenK2004Vertriebssteuerung,
  author = {Heiko Frenzen and Manfred Krafft},
  title = {Vertriebssteuerung},
  booktitle = {Handbuch Industriegütermarketing: Strategien --- Instrumente --- Anwendungen},
  pages = {863--890},
  editor = {Klaus Backhaus and Markus Voeth},
  year = {2004},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftK2004Successful,
  author = {M Krafft and K Krieger},
  title = {Successful Innovations Driven by Customer Relationship Management},
  booktitle = {Cross-functional Innovation Management. Perspectives from Different Disciplines},
  pages = {209--226},
  editor = {Sönke Albers},
  year = {2004},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftG2004DerZusammenhang,
  author = {Manfred Krafft and Oliver Götz},
  title = {Der Zusammenhang zwischen Kundennähe, Kundenzufriedenheit und Kundenbindung sowie deren Erfolgswirkungen},
  booktitle = {Grundlagen des CRM --- Konzepte und Gestaltung},
  pages = {265--296},
  editor = {Hajo Hippner and Klaus D. Wilde},
  year = {2004},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftH2004Integration,
  author = {Manfred Krafft and Kerstin Haase},
  title = {Integration von Marketing und Vertrieb},
  booktitle = {Exzellenz in Markenmanagement und Vertrieb},
  pages = {89--100},
  editor = {Dieter Ahlert},
  year = {2004},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{Krafft2003eCRMStrategien,
  author = {M Krafft},
  title = {(e)-CRM- Strategien und ihre Erfolgswirkungen: Ergebnisse aus zwei branchen- und länderübergreifenden Studien},
  booktitle = {Beziehungsmarketing und CRM erfolgreich realisieren, Wiss. Ges. für Innovatives Marketing},
  pages = {23--41},
  editor = {Hermann Diller},
  year = {2003},
  publisher = {},
  address = {Nürnberg},
  note = {Publication status: Published}
}

@incollection{Krafft2003eCRMStrategien,
  author = {Manfred Krafft},
  title = {(e)-CRM-Strategien und ihre Erfolgswirkungen. Ergebnisse aus zwei branchen- und länderübergreifenden Studien},
  booktitle = {Beziehungsmarketing und CRM erfolgreich realisieren},
  pages = {23--41},
  editor = {Hermann Diller},
  year = {2003},
  publisher = {Wiss. Ges. für Innovatives Marketing},
  address = {Nürnberg},
  note = {Publication status: Published}
}

@incollection{KrafftG2003CustomerRelationship,
  author = {Manfred Krafft and Oliver Götz},
  title = {Customer Relationship Management öffentlicher und privater TV-Sender},
  booktitle = {Handbuch Medien- und Multimediamanagement},
  pages = {337--363},
  editor = {Bernd W. Wirtz},
  year = {2003},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftHS2002StatistischOekonometrische,
  author = {Manfred Krafft and Kerstin Haase and André Siegel},
  title = {Statistisch-ökonometrische BWL-Forschung: Entwicklung, Status Quo und Perspektiven},
  booktitle = {Empirie und Betriebswirtschaft},
  pages = {81--102},
  editor = {Manfred Schwaiger and Dietmar Harhoff},
  year = {2002},
  publisher = {Schäffer-Poeschel},
  address = {Stuttgart},
  note = {Publication status: Published}
}

@incollection{KrafftL2002ESelling,
  author = {Manfred Krafft and Thorsten Litfin},
  title = {E-Selling --- Evolution statt Revolution im Vertrieb},
  booktitle = {Roadm@p to E-Business},
  pages = {286--301},
  editor = {Marcus Schögel and Torsten Tomczak and Christian Belz},
  year = {2002},
  publisher = {Thexis Verlag},
  address = {St. Gallen},
  note = {Publication status: Published}
}

@incollection{Krafft2001PharmaMarketing,
  author = {Manfred Krafft},
  title = {Pharma-Marketing},
  booktitle = {Branchenspezifische Besonderheiten des Marketing},
  pages = {637--659},
  editor = {Dieter K. Tscheulin and Bernd Helmig},
  year = {2001},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{Krafft2001Vertriebscontrolling,
  author = {Manfred Krafft},
  title = {Vertriebscontrolling},
  booktitle = {Handbuch Marketingcontrolling},
  pages = {500--519},
  editor = {Sven Reinecke and Torsten Tomczak and Gerold Geis},
  year = {2001},
  publisher = {Wirtschaftsverlag Ueberreuter},
  address = {Frankfurt/Wien},
  note = {Publication status: Published}
}

@incollection{Krafft2001Marketing,
  author = {Manfred Krafft},
  title = {Marketing},
  booktitle = {Die Prinzipal-Agenten --- Theorie in der Betriebswirtschaftslehre},
  pages = {217--240},
  editor = {Peter-J. Jost},
  year = {2001},
  publisher = {Schäffer-Poeschel},
  address = {Stuttgart},
  note = {Publication status: Published}
}

@incollection{KrafftA2001OptimaleSegmentierung,
  author = {Manfred Krafft and Sönke Albers},
  title = {Optimale Segmentierung von Kunden: Verfahren, Bewertung, Umsetzung},
  booktitle = {Verkauf: Kundenmanagement, Vertriebssteuerung, e-Commerce},
  pages = {1--25},
  editor = {Sönke Albers and Volker Hassmann and Felix Somm and Torsten Tomczak},
  year = {2001},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{KrafftB2001Kundenwert,
  author = {Manfred Krafft and Jörg Bromberger},
  title = {Kundenwert und Kundenbindung},
  booktitle = {Marketing mit Interaktiven Medien: Strategien zum Markterfolg},
  edition = {3.},
  pages = {160--174},
  editor = {Sönke Albers and Michel Clement and Kay Peters and Bernd Skiera},
  year = {2001},
  publisher = {F.A.Z.-Institut},
  address = {Frankfurt},
  note = {Publication status: Published}
}

@incollection{Krafft2000Verkaufswettbewerbe,
  author = {Manfred Krafft},
  title = {Verkaufswettbewerbe: Wie sie sinnvoll gestaltet und erfolgreich eingesetzt werden},
  booktitle = {Verkauf: Kundenmanagement, Vertriebssteuerung, e-Commerce},
  pages = {1--18},
  editor = {Sönke Albers and Volker Hassmann and Felix Somm and Torsten Tomczak},
  year = {2000},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{Krafft2000Vertriebscontrolling,
  author = {Manfred Krafft},
  title = {Vertriebscontrolling: Status quo und Anforderungen an moderne Systeme},
  booktitle = {Marketing-Controlling},
  pages = {55--65},
  editor = {Jürgen Weber and Christian Homburg},
  year = {2000},
  publisher = {krp-Sonderheft},
  note = {Publication status: Published}
}

@incollection{Krafft2000Logistische,
  author = {Manfred Krafft},
  title = {Logistische Regression},
  booktitle = {Marktforschung --- Methoden, Anwendungen, Praxisbeispiele},
  edition = {2.},
  pages = {237--264},
  editor = {Andreas Herrmann and Christian Homburg},
  year = {2000},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{GarczorzK1999WieHalteIch,
  author = {Ingo Garczorz and Manfred Krafft},
  title = {Wie halte ich den Kunden? --- Kundenbindung},
  booktitle = {eCommerce --- Einstieg, Strategie und Umsetzung im Unternehmen},
  pages = {135--147},
  editor = {Sönke Albers and Michel Clement and Kay Peters and Bernd Skiera},
  year = {1999},
  publisher = {F.A.Z.-Institut},
  address = {Frankfurt},
  note = {Publication status: Published}
}

@incollection{Krafft1999Produktionssteigerungspotentiale,
  author = {Manfred Krafft},
  title = {Produktionssteigerungspotentiale im Vertrieb},
  booktitle = {Organisation --- Marketing/Vertrieb/Einkauf},
  pages = {1--31},
  editor = {Rolf Bühner},
  year = {1999},
  publisher = {verlag moderne industrie},
  note = {Publication status: Published}
}

@incollection{Krafft1999Benchmarking,
  author = {Manfred Krafft},
  title = {Benchmarking},
  booktitle = {Verkauf: Kundenmanagement, Vertriebssteuerung, e-Commerce},
  pages = {1--17},
  editor = {Sönke Albers and Volker Hassmann and Felix Somm and Torsten Tomczak},
  year = {1999},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{AlbersKB1998GlobalSales,
  author = {Sönke Albers and Manfred Krafft and Wilhelm Bielert},
  title = {Global Sales Force Management: Comparing German and U.S. Practices},
  booktitle = {Emerging Trends in Sales Thought and Practice},
  pages = {193--211},
  editor = {Gerald J. Bauer and  Mark S. Baunchalk and Thomas N. Ingram and Raymond W. LaForge},
  year = {1998},
  publisher = {Quorum Books},
  address = {Westport/London},
  note = {Publication status: Published}
}

@incollection{Krafft1998Anwendungen,
  author = {Manfred Krafft},
  title = {Anwendungen der Logistischen Regression},
  booktitle = {Computer Based Marketing --- Das Handbuch zur Marketinginformatik},
  pages = {535--542},
  editor = {Hajo Hippner and Matthias Meyer and Klaus D. Wilde},
  year = {1998},
  publisher = {Vieweg/Gabler},
  address = {Braunschweig/Wiesbaden},
  note = {Publication status: Published}
}

@incollection{Krafft1998Navigieren,
  author = {Manfred Krafft},
  title = {Navigieren im Change},
  booktitle = {Vom Vetriebsingenieur zum Market-Ing.},
  pages = {159--163},
  editor = {Sieghard H. Marzian and Wolfhart Smidt},
  year = {1998},
  publisher = {Springer},
  address = {Berlin et al.},
  note = {Publication status: Published}
}

@incollection{KrafftM1998DieVDIStudie,
  author = {Manfred Krafft and Sieghard Marzian},
  title = {Die VDI-Studie »Kundenzufriedenheit und Kundenwert«},
  booktitle = {Vertriebspraxis 1998},
  pages = {121--133},
  editor = {Entwicklung Konstruktion Vertrieb VDI-Gesellschaft},
  year = {1998},
  publisher = {Springer},
  address = {Berlin et al.},
  note = {Publication status: Published}
}

@incollection{Krafft1997RSHDerBestaendige,
  author = {Manfred Krafft},
  title = {R.SH --- der beständige Pionier des Hörfunks},
  booktitle = {Marketing-Kompetenz steigern, Case Collection II der DMV},
  pages = {21--48},
  editor = {Marketing-Vereinigung Deutsche},
  year = {1997},
  publisher = {Schäffer-Poeschel},
  address = {Stuttgart},
  note = {Publication status: Published}
}

@incollection{KrafftA1996VerbundVon,
  author = {Manfred Krafft and Sönke Albers},
  title = {Verbund von Produkt- und Betriebsformenwahl beim Einkaufen in der City, in Subzentren und auf der ”grünen Wiese”},
  booktitle = {Handelsforschung 1996/97 --- Positionierung des Handels, Jahrbuch der Forschungsstelle für den Handel Berlin (FfH) e.V.},
  pages = {125--143},
  editor = {Volker Trommsdorff},
  year = {1996},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@misc{Krafft2021NiveaCelebrates,
  author = {M Krafft},
  title = {Nivea celebrates 110$^{th}$ birthday --- Interview with Professor Krafft by “taff” (ProSieben)},
  year = {2021},
  url = {https://www.marketingcenter.de/en/news/1858},
  note = {Publication status: Published}
}

@misc{Krafft2021WarumSetzen,
  author = {M Krafft},
  title = {"Warum setzen Discounter auf Bio-Produkte?" --- Hörfunkbeitrag Radio RST},
  year = {2021},
  url = {https://www.radiorst.de/artikel/warum-setzen-discounter-auf-bio-produkte-908453.html},
  note = {Publication status: Published}
}

@misc{Krafft2015AMWAYNina,
  author = {Manfred Krafft},
  title = {AMWAY --- "Nina Ruge fragt..." im Gespräch mit Prof. Dr. Manfred Krafft},
  year = {2015},
  note = {Publication status: Published}
}

@inproceedings{BreugelmansHKKM2019StoreReInvention,
  author = {E Breugelmans and M Hermans and M Krafft and M Kroschke and M K Mantrala},
  title = {Store Re-Invention: How are Sales Performance and Existing Customers’ Shopping Patterns Impacted?},
  booktitle = {Proceedings of the Marketing Science Conference},
  year = {2019},
  address = {Rome, Italy},
  note = {Publication status: Published}
}

@inproceedings{BreugelmansHKKM2019StoreReInvention,
  author = {E Breugelmans and M Hermans and M Krafft and M Kroschke and M K Mantrala},
  title = {Store Re-Invention: How are Sales Performance and Existing Customers’ Shopping Patterns Impacted?},
  booktitle = {Proceedings of the European Marketing Academy (EMAC) Conference},
  year = {2019},
  address = {Hamburg, Germany},
  note = {Publication status: Published}
}

@inproceedings{KrafftS2019EMACSIGCRM,
  author = {M Krafft and F J Sese},
  title = {EMAC SIG --- CRM: Customer Experience Management in an Increasingly Digital World},
  booktitle = {Proceedings of the European Marketing Academy (EMAC) Conference},
  year = {2019},
  address = {Hamburg, Germany},
  note = {Publication status: Published}
}

@inproceedings{KroschkeKM2019Information,
  author = {M Kroschke and M Krafft and P Murphy},
  title = {Information (Data) Exchanges and Privacy Issues between Customers and Retailers: A Theoretical Framework and Research Agenda},
  booktitle = {Proceedings of the Thought Leaders’ Conference on Privacy in Marketing},
  year = {2019},
  address = {Florence, Italy},
  note = {Publication status: Published}
}

@inproceedings{AllendorfKK2018ItSAllInThe,
  author = {Julian F. Allendorf and Mirja Kroschke and Manfred Krafft},
  title = {It's All in the Mix --- How Music and Light Affect Shoppers' In-Store Behavior},
  booktitle = {Proceedings of the 46$^{th}$ Academy of Marketing Science (AMS) Conference},
  year = {2018},
  address = {New Orleans, LA, USA},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{AllendorfKK2018OnYourWavelength,
  author = {Julian F. Allendorf and Mirja Kroschke and Manfred Krafft},
  title = {On Your Wavelength? The Interaction of Music and Light and its Effects on Consumers' In-Store Behavior},
  booktitle = {Proceedings of the 47$^{th}$ European Marketing Academy (EMAC) Conference},
  year = {2018},
  address = {Glasgow, United Kingdom},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{AllendorfKK2018OnlineShopping,
  author = {Julian F. Allendorf and Mirja Kroschke and Manfred Krafft},
  title = {Online Shopping Cart Abandonment --- Consumer Motives and Effective Countermeasures},
  booktitle = {Proceedings of the 2018 Global Marketing Conference},
  year = {2018},
  address = {Tokyo, Japan},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{CoughlanKA2018HighFlyers,
  author = {Anne T. Coughlan and Manfred Krafft and Julian F. Allendorf},
  title = {High Flyers: How Motivation, Opportunity, and Ability (MOA) Explain Top Performance in Direct Selling},
  booktitle = {Proceedings of the 2018 AMA Winter Marketing Educators' Conference},
  year = {2018},
  address = {New Orleans, LA, USA},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{CoughlanKA2018HighFlyers,
  author = {Anne T. Coughlan and Manfred Krafft and Julian F. Allendorf},
  title = {High Flyers: An MOA Analysis of Top‐Performing Direct‐Selling Distributors},
  booktitle = {Proceedings of the 40$^{th}$ ISMS Marketing Science Conference},
  year = {2018},
  address = {Philadelphia, PA, USA},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{AllendorfBK2017OnYourWavelength,
  author = {Julian F. Allendorf and Mirja Bues and Manfred Krafft},
  title = {On Your Wavelength? --- The Interaction of Music and Light and its Effect on Customers' In-Store Perceptions and Actual Behavior},
  booktitle = {Proceedings of the Wharton School Baker Retailing Center Conference on “Consumer Response to the Evolving Retailing Landscape”},
  year = {2017},
  address = {Philadelphia, PA, USA},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{AllendorfCK2017RetentionAnd,
  author = {Julian F. Allendorf and Anne T. Coughlan and Manfred Krafft},
  title = {Retention and Turnover of Direct-Selling Distributors},
  booktitle = {Proceedings of the 46$^{th}$ European Marketing Academy (EMAC) Conference},
  year = {2017},
  address = {Groningen, the Netherlands},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{CoughlanKA2017RetentionAnd,
  author = {Anne T. Coughlan and Manfred Krafft and Julian F. Allendorf},
  title = {Retention and Turnover of Direct-Selling Distributors},
  booktitle = {Proceedings of the 3$^{rd}$ Thought Leadership on the Sales Profession Conference},
  year = {2017},
  address = {Paris, France},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{CoughlanKA2017DirectSelling,
  author = {Anne T. Coughlan and Manfred Krafft and Julian F. Allendorf},
  title = {Direct-Selling Distributors --- Why Do They Stay or Leave?},
  booktitle = {Proceedings of the 11$^{th}$ Annual Global Sales Science Institute Conference},
  year = {2017},
  address = {Le Morne, Mauritius},
  note = {Publication status: accepted / in press (not yet published)}
}

@inproceedings{GoetzHHK2007ImpactingThe,
  author = {O. Götz and A. Hoffmann and W. D. Hoyer and M. Krafft},
  title = {Impacting the CRM --- Performance Link: The Management of Human Resources and Customer Knowledge},
  booktitle = {Proceedings of the 36$^{th}$ European Marketing Academy Conference},
  year = {2007},
  address = {Reykjavík},
  note = {Publication status: Published}
}

@inproceedings{GoetzLGK2005Evaluation,
  author = {O. Götz and K. Liehr-Gobbers and M. Krafft},
  title = {Evaluation of Structural Models using the Partial Least Squares (PLS-)Approach},
  booktitle = {PLS and Related Methods: Proceedings of the PLS´05 International Symposium},
  pages = {109--116},
  editor = {T. Aluja and J. Casanovas and E. V. Vinzi and A. Morineau and M. Tenenhaus},
  year = {2005},
  publisher = {SPAD},
  address = {Barcelona},
  note = {Publication status: Published}
}

@article{KrafftS2019Warsteiner,
  author = {M Krafft and T Streber},
  title = {Warsteiner kann ein positives Signal setzen},
  journal = {Westfalenpost},
  year = {2019},
  volume = {2019},
  note = {Publication status: Published}
}

@article{Krafft2018SauberBisAuf,
  author = {Manfred Krafft},
  title = {Sauber bis auf die Gräten?},
  journal = {Sales Excellence},
  year = {2018},
  volume = {27},
  number = {3},
  pages = {24--25},
  doi = {10.1007/s35141-018-0031-x},
  note = {Publication status: Published}
}

@techreport{CoughlanKA2016JoinStay,
  author = {Anne T. Coughlan and Manfred Krafft and Julian F. Allendorf},
  title = {Join, Stay, Leave: A Study of Direct-Selling Distributors},
  institution = {Working Paper},
  year = {2016},
  address = {Kellogg School of Management, Northwestern University},
  doi = {10.2139/ssrn.2841403},
  note = {Publication status: Published}
}

@techreport{RutsatzKPG2007Systematic,
  author = {U. Rutsatz and M. Krafft and K. Peters and H.-J. Gudmundsso},
  title = {Systematic New-Customer-Management in Direct Marketing},
  institution = {},
  number = {11b},
  volume = {11b},
  editor = {für interaktives Marketing und Medienmanagement Centrum},
  year = {2007},
  note = {Publication status: Published}
}

@techreport{RutsatzKPG2007Systematisches,
  author = {U. Rutsatz and M. Krafft and K. Peters and H.-J. Gudmundsso},
  title = {Systematisches Neukundenmanagement im Direktmarketing},
  institution = {},
  number = {11a},
  volume = {11a},
  year = {2007},
  note = {Publication status: Published}
}

@techreport{BlockusFK2005Wirkungsanalyse,
  author = {Marc-Oliver Blockus and Heiko Frenzen and Manfred Krafft},
  title = {Wirkungsanalyse von Mailing-aktivitäten: Konzeptionelle Grundlagen und erste empirische Befunde auf Basis des GfK Direct Marketing Panels},
  institution = {Centrum für interaktives Marketing und Medienmanagement, Arbeitspapier Nr. 7},
  year = {2005},
  address = {Münster},
  note = {Publication status: Published}
}

@techreport{KrafftP2005Direktmarketing,
  author = {Manfred Krafft and Kay Peters},
  title = {Direktmarketing und klassische Medien: „State-of-the-Art“ in der Budgetallokation},
  institution = {Centrum für interaktives Marketing und Medienmanagement, Arbeitspapier Nr. 9},
  year = {2005},
  address = {Münster},
  note = {Publication status: Published}
}

@techreport{ReinartzKH2003MeasuringThe,
  author = {Werner Reinartz and Manfred Krafft and Wayne D Hoyer},
  title = {Measuring the Customer Relationship Management Construct and Linking it to Performance Outcomes},
  institution = {INSEAD Working Paper Series},
  year = {2003},
  address = {Fontainebleau},
  note = {Publication status: Published}
}

@techreport{KissanK2001Delegating,
  author = {Joseph Kissan and Manfred Krafft},
  title = {Delegating Pricing Authority to the Sales Force: Why Less May Be More},
  institution = {Working Paper der University of Kansas},
  year = {2001},
  note = {Publication status: Published}
}

@techreport{KrafftR2001AModelOfIdea,
  author = {Manfred Krafft and Kalyan Raman},
  title = {A Model of Idea Production in Focus Groups: Theoretical and Empirical Analysis},
  institution = {Working Paper der University of Michigan at Flint},
  year = {2001},
  note = {Publication status: Published}
}

@techreport{Krafft2000ECommerceUnd,
  author = {Manfred Krafft},
  title = {eCommerce und Vertrieb --- Empirische Studie zur Analyse von Auswirkungen von eCommerce auf den Vertrieb},
  institution = {Manuskript aus dem Zentrum für Marktorientierte Unternehmensführung (ZMU) an der WHU},
  year = {2000},
  address = {Vallendar},
  note = {Publication status: Published}
}

@techreport{KrafftR2000KundenbindungsMessung,
  author = {Manfred Krafft and Werner Reinartz},
  title = {Kundenbindungs-Messung mit dem NBD/Pareto-Modell und Kundenertragswert},
  institution = {Manuskript Nr. 17 aus dem Zentrum für Marktorientierte Unternehmensführung (ZMU) an der WHU},
  year = {2000},
  address = {Vallendar},
  note = {Publication status: Published}
}

@techreport{Krafft1997VDIStudieKundenzufriedenheit,
  author = {Manfred Krafft},
  title = {VDI-Studie Kundenzufriedenheit und Kundenwert},
  institution = {VDI Verein Deutscher Ingenieure},
  year = {1997},
  address = {Düsseldorf},
  note = {Publication status: Published}
}

@techreport{AlbersK1996Attraktivitaet,
  author = {Sönke Albers and Manfred Krafft},
  title = {Attraktivität von Einkaufszentren und Stadtteilen am Beispiel von Gaarden, Raisdorf und Sophienhof},
  institution = {Berichte zur Stadt- und Regionalentwicklung der Landeshauptstadt Kiel Nr. 2},
  year = {1996},
  note = {Publication status: Published}
}

@techreport{AlbersK1992Steuerungssysteme,
  author = {Sönke Albers and Manfred Krafft},
  title = {Steuerungssysteme für den Verkaufsaußendienst},
  institution = {Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel},
  year = {1992},
  address = {Kiel},
  note = {Publication status: Published}
}

@book{KrafftKA2014Permission,
  author = {Manfred Krafft and Laura K. Kraus and Christine M. Arden},
  title = {Permission Marketing in der Praxis; Strategie, Gestaltungs-Möglichkeiten und Erfolgs-Faktoren},
  series = {Dialog-Marketing im digitalen Zeitalter},
  volume = {2},
  year = {2014},
  publisher = {Siegfried Vögele Institut},
  address = {Königstein},
  isbn = {978-3-9816612-1-7},
  note = {Publication status: Published}
}

@book{AlbersK2013Vertriebsmanagement,
  author = {Sönke Albers and Manfred Krafft},
  title = {Vertriebsmanagement: Organisation --- Planung --- Controlling --- Support},
  year = {2013},
  publisher = {},
  note = {Publication status: Published}
}

@book{Krafft2007Kundenbindung,
  author = {M. Krafft},
  title = {Kundenbindung und Kundenwert},
  edition = {2. Auflage},
  year = {2007},
  publisher = {Physica},
  address = {Heidelberg},
  note = {Publication status: Published}
}

@book{Krafft1995Aussendienstentlohnung,
  author = {Manfred Krafft},
  title = {Außendienstentlohnung im Licht der Neuen Institutionenlehre},
  year = {1995},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@book{Krafft2014Kundenmanagement,
  editor = {Manfred Krafft},
  title = {Kundenmanagement: Grundlagen --- Strategien --- Beispiele},
  year = {2014},
  publisher = {Springer Gabler},
  note = {Publication status: Published}
}

@book{GoetzJK2011Kundenmanagement,
  editor = {O Götz and O Jensen and M Krafft},
  title = {Kundenmanagement},
  edition = {1},
  number = {1},
  year = {2011},
  publisher = {Gabler Verlag},
  isbn = {3834919969},
  note = {Publication status: Published}
}

@book{KrafftM2010RetailingIn,
  editor = {Manfred Krafft and Murali K. Mantrala},
  title = {Retailing in the 21$^{st}$ Century --- Current and Future Trends},
  edition = {2. Auflage},
  year = {2010},
  publisher = {Springer},
  address = {Berlin},
  note = {Publication status: Published}
}

@book{KrafftHKPR2007International,
  editor = {M. Krafft and J. Hesse and K. M. Knappik and K. Peters and D. Rinas},
  title = {International Direct Marketing: Principles, Best Practices, Marketing Facts},
  year = {2007},
  publisher = {Springer Verlag},
  address = {Berlin et al.},
  note = {Publication status: Published}
}

@book{KrafftK2007Kundenkarten,
  editor = {B Klingsporn and M Krafft},
  title = {Kundenkarten --- Kundenkartenprogramme erfolgreich gestalten},
  year = {2007},
  publisher = {Fachverlag der Verlagsgruppe Handelsblatt GmbH},
  address = {Düsseldorf},
  note = {Publication status: Published}
}

@book{KrafftHKPR2006LeMarketing,
  editor = {M. Krafft and J. Hesse and K. M. Knappik and K. Peters and D. Rinas},
  title = {Le marketing direct international: concepts, pratiques et chiffres clés},
  year = {2006},
  publisher = {Pearson Education},
  address = {Paris},
  note = {Publication status: Published}
}

@book{Krafft2006RetailingIn,
  editor = {Manfred Krafft},
  title = {Retailing in the 21$^{st}$ Century: Current and Future Trends},
  edition = {2. Aufl.},
  year = {2006},
  publisher = {Springer Verlag},
  address = {Berlin et al.},
  isbn = {978-3-540-72001-0},
  note = {Publication status: Published}
}

@book{KrafftHKPR2006Internationales,
  editor = {Manfred Krafft and Jürgen Hesse and Klaus M. Knappik and Kay Peters and Diane Rinas},
  title = {Internationales Direktmarketing: Grundlagen, Best Practice, Marketingfakten},
  edition = {2. Auflage},
  year = {2006},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@book{Krafft2005Perspektiven,
  editor = {Manfred Krafft},
  title = {Perspektiven der Kommunikationspolitik},
  series = {Zeitschrift für Betriebswirtschaft Special Issue 2},
  year = {2005},
  publisher = {Gabler},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@techreport{SaarbeckKB2012DieWirkung,
  author = {Sebastian Saarbeck and Manfred Krafft and Benjamin Bieber},
  title = {Die Wirkung von Dialogmarketing auf die Markenwahrnehmung},
  institution = {Springer Gabler},
  series = {Dialogmarketing Perspektiven 2011/2012, Tagungsband 6. wissenschaftlicher interdisziplinärer Kongress für Dialogmarketing},
  year = {2012},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@techreport{GoetzHARK2009TheRoleOfMarketing,
  author = {O. Götz and A.-K. Hansen and J. A-Ram and M. Krafft},
  title = {The Role of Marketing and Sales in Organizations and its Impact on Performance},
  institution = {},
  year = {2009},
  address = {Marketing Science Institute, Cambridge},
  note = {Publication status: Published}
}

@techreport{BlockusFKM2005Wirkungsanalyse,
  author = {M Blockus and H Frenzen and  Krafft and  M.},
  title = {Wirkungsanalyse von Mailingaktivitäten: Konzeptionelle Grundlagen und erste empirische Befunde auf Basis des GfK Direct Marketing Panels},
  institution = {},
  year = {2005},
  address = {Münster},
  note = {Publication status: Published}
}

@techreport{Krafft2005Gestalterische,
  author = {M. Krafft},
  title = {Gestalterische Erfolgsfaktoren von Direct Mailings der Spendenbranche --- Konzeptionelle Grundlagen und empirische Befunde auf Basis des GfK Direct Mail Panels},
  institution = {},
  year = {2005},
  note = {Publication status: Published}
}