Publikationen Jan Wieseke

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1 Publikationen Jan Wieseke Sales & Marketing Department Ruhr-Universität Bochum Raum GC4/160 Tel.: Bücher 1. Wieseke, Jan (2004), Implementierung innovativer Dienstleistungsmarken. Erfolgsfaktoren und Gestaltungsvorschläge auf Basis einer empirischen Mehrebenenanalyse, Gabler Verlag, Wiesbaden. 2. Homburg, Christian and Jan Wieseke (2011), Handbuch Vertriebsmanagement, Gabler Verlag, Wiesbaden. Publikationen in internationalen referierten Zeitschriften 3. Mikolon, Sven, Anika Kolberg, Till Haumann, and Jan Wieseke (2015), The Complex Role of Complexity: How Service Providers Can Mitigate Negative Effects of Perceived Service Complexity When Selling Professional Services, Journal of Service Research, forthcoming. 4. Wieseke, Jan, Anika Kolberg, and Laura Marie Schons (2015), Life Could be so Easythe Convenience Effect of Round Price Endings, Journal of the Academy of Marketing Science, published online February Mikolon, Sven, Benjamin Quaiser, and Jan Wieseke (2015), Don t try harder: using customer inoculation to build resistance against service failures, Journal of the Academy of Marketing Science, 43 (4), Alavi, Sascha, Torsten Bornemann, and Jan Wieseke (2015), Gambled Price Discounts A Remedy to the Negative Side of Regular Price Discounts, Journal of Marketing, 79 (2), Wieseke, Jan, Sascha Alavi, and Johannes Habel (2014), Willing to Pay More, Eager to Pay Less: The Role of Customer Loyalty in Price Negotiations, Journal of Marketing, 78 (6), Haumann, Till, Benjamin Quaiser, Jan Wieseke, and Mario Rese (2014), Footprints in the Sands of Time: A Comparative Analysis of the Effectiveness of Customer Satisfaction and Customer-Company Identification Over Time, Journal of Marketing, 78 (6),

2 9. Schons, Laura Marie, Mario Rese, Jan Wieseke, Wiebke Rasmussen, Daniel Weber, and Wolf-Christian Strotmann (2014) There is nothing permanent, not even change analyzing individual price dynamics in Pay-What-You-Want situations, Marketing Letters, 25 (1), Wieseke, Jan, Florian Kraus, and Thomas Rajab (2013), Resolving Conflict over Salespeople s Brand Adoption in Franchised Channels of Distribution, Review of Managerial Science, 7, Ahearne, Michael, Till Haumann, Florian Kraus, and Jan Wieseke (2013), It s a matter of congruence: How interpersonal identification between sales managers and sales-persons shapes sales success, Journal of the Academy of Marketing Science, 41 (6), Kraus, Florian, Michael Ahearne, Son K. Lam, and Jan Wieseke (2012), Toward a contingency framework of interpersonal influence in organizational identification diffusion, Organizational Behavior and Human Decision Processes, 118 (2), Wieseke, Jan, Anja Geigenmüller, and Florian Kraus (2012), On the Role of Empathy in Employee-Customer Interactions, Journal of Service Research, 15 (3), Kraus, Florian, Thomas Rajab, and Jan Wieseke (2012), Should Firms Encourage Salespeople to Promote House Brands in Customer Interachtion? An Empirical Investigation of Financial Outcomes and Customer Response, Schmalenbach Business Review, 64 (4), Luo, Xueming, Jan Wieseke, and Christian Homburg (2012), Incentivizing CEOs to Build Customer-Firm and Employee-Firm Relations for Higher Customer Satisfaction and Firm Value, Journal of the Academy of Marketing Science, 40 (6), Wieseke, Jan, Michael Ahearne, Florian Kraus, and Sven Mikolon (2012), Multiple Identification Foci and Their Countervailing Effects on Salespeople s Negative Headquarters Stereotypes, Journal of Marketing, 76 (3), Homburg, Christian, Martin Artz, and Jan Wieseke (2012), Marketing Performance Measurement Systems: Does Comprehensiveness Really Improve Performance? Journal of Marketing, 76 (3), Homburg, Christian, Jan Wieseke, Bryan Lukas, and Sven Mikolon (2011) When Salespeople Harbor Negative Stereotypes of their Corporate Headquarters: How Harmful is it and How can it be Avoided, Journal of the Academy of Marketing Science, 39 (5), Wieseke, Jan, Florian Kraus, Sascha Alavi, and Tino Kessler-Thönes (2011), How Leaders Motivation Transfers to Customer Service Representatives, Journal of Service Research, 14 (2), Luo, Xueming, Christian Homburg, and Jan Wieseke (2010), Customer Satisfaction, Analyst Stock Recommendations, and Firm Value, Journal of Marketing Research, 47 (6),

3 21. Homburg, Christian, Jan Wieseke, and Christina Kühnl (2010), Social Influence on Salespeople s Adoption of Sales Technology: A Multilevel Analysis, Journal of the Academy of Marketing Science, 38 (2), Homburg, Christian, Jan Wieseke, and Torsten Bornemann (2009), Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge, Journal of Marketing, 73 (4), Homburg, Christian, Jan Wieseke, and Wayne D. Hoyer (2009), Towards an Extended Understanding of The Service Profit Chain The Relevance of Social Identification, Journal of Marketing, 73 (2), Wieseke, Jan, Michael Ahearne, Son K. Lam, and Rolf van Dick (2009), The Role of Leaders in Internal Marketing: A Multilevel Examination Through the Lens of Social Identity Theory, Journal of Marketing, 73 (2), Wieseke, Jan, Christian Homburg, and Nick Lee (2008), Understanding the Adoption of New Brands Through Salespeople: A Multilevel Framework, Journal of the Academy of Marketing Science, 36 (2), Wieseke, Jan, Nick Lee, Amanda J. Broderick, Jeremy F. Dawson, and Rolf van Dick (2008), Multilevel Analyses in Marketing Research: Differentiating Analytical Outcomes, Journal of Marketing Theory and Practice, 16 (4), Van Dick, Rolf, Daan van Knippenberg, Rudolf Kerschreiter, Guido Hertel, and Jan Wieseke (2008), Interactive Effects of Work Group and Organizational Identification on Job Satisfaction and Extra-Role Behavior, Journal of Vocational Behavior, 72 (3), Wieseke, Jan, Johannes Ullrich, Oliver Christ, and Rolf van Dick (2007), Organizational Identification as a Determinant of Customer Orientation in Service Organizations, Marketing Letters, 18 (4), Van Dick, Rolf, Giles Hirst, Michael W. Grojean, and Jan Wieseke (2007), Relationships between leader and follower organizational identification and implications for follower attitudes and behaviour, Journal of Occupational and Organizational Psychology, 80 (1), Ullrich, Johannes, Jan Wieseke, Oliver Christ, Martin Schulze, and Rolf van Dick (2007), The Identity-Matching Principle: Corporate and Organizational Identification in a Franchising System, British Journal of Management, 18 (1), Van Dick, Rolf, Michael Grojean, Oliver Christ, and Jan Wieseke (2006), Identity and the Extra Mile: Relationships between Organizational Identification and Organizational Citizenship Behaviour, British Journal of Management, 17 (4), Ullrich, Johannes, Jan Wieseke, and Rolf van Dick (2005), Continuity and Change in Mergers and Acquisitions: A Social Identity Case Study of a German Industrial Merger, Journal of Management Studies, 42 (8),

4 Publikationen in deutschen referierten Zeitschriften 33. Wieseke, Jan, Sascha Alavi, Johannes Habel, and Sabrina Dörfer (2013), Erfolgsstrategien im persönlichen Verkauf von Luxusmarken, Marketing Zeitschrift für Forschung und Praxis (ZFP), 35 (2), Wieseke, Jan, Florian Kraus, and Thomas Rajab (2010), Ein interdisziplinärer Ansatz zur Überwindung von Technologieadoptionsbarrieren, Zeitschrift für betriebswirtschaftliche Forschung, 62 (12), Wieseke, Jan, Florian Kraus, and Thomas Rajab (2010), Förderung des Eigenmarkenverkaufs durch Vertriebsmitarbeiter Eine empirische Analyse informeller Anreizfaktoren, Zeitschrift für betriebswirtschaftliche Forschung, 62 (2), Kraus, Florian, Michael Lingenfelder, and Jan Wieseke (2010), Ist Marktorientierung ansteckend? Der Transfer der Marktorientierung über Hierarchieebenen Eine empirische Mehrebenenuntersuchung, Zeitschrift für Betriebswirtschaft, 80 (4), Homburg, Christian, Martin Artz, Jan Wieseke, and Bernhardt Schenkel (2008), Gestaltung und Erfolgsauswirkungen der Absatzplanung: Eine branchenübergreifende empirische Analyse, Zeitschrift für betriebswirtschaftliche Forschung, 60 (7), Präsentationen auf Konferenzen 38. Wieseke, Jan, Sascha Alavi (2013), The Conventional and Alternative Chain of Price Enforcement, 4th Conference on Enhancing Sales Force Productivity, Münster. 39. Wieseke, Jan, Sascha Alavi, Johannes Habel (2013), The Role of Efficiency Orientation in Personal Selling, 4th Conference on Enhancing Sales Force Productivity, Münster. 40. Wieseke, Jan, Anika Kolberg, Sven Mikolon, and Till Haumann (2013), How Much is Too Much? Customer Cognitive Capacity and the Selling of Complex Services, 4th Conference on Enhancing Sales Force Productivity, Münster. 41. Mikolon, Sven, Nick Lee, Glen Kreiner, and Jan Wieseke (2013), A Multilevel Investigation of Emotional Proletarians Stigma in Frontline Encounters, European Marketing Academy Annual Conference, Istanbul, Türkei. 42. Homburg, Christian, Thomas Rajab, Sascha Alavi, and Jan Wieseke (2013), R&D-Sales Integration in the Initial Stage of New Product Development: Does It Always Benefit Product Innovation Success? Global Sales Science Conference, Aalen. 43. Ahearne, Michael, Till Haumann, Florian Kraus, and Jan Wieseke (2013), Challenging the Bounds of Marketing Thoughts on Identification: A Relational Perspective, AMA Winter Marketing Educators Conference, Las Vegas, USA. 44. Mikolon, Sven, Nick Lee, Jan Wieseke, and Glen Kreiner (2013), Can a Smile Overcome a Stigma? The Emotional Links Between Customers and Stigmatized Frontline Employees, AMA Winter Marketing Educators Conference, Las Vegas, USA. 4

5 45. Wieseke, Jan, Sascha Alavi, and Johannes Habel (2013), Removing the Rose-Colored Glasses: The Vicious Circle of Customer Loyalty in Price Negotiations, AMA Winter Marketing Educators Conference, Las Vegas, USA. 46. Wieseke, Jan, Laura Marie Schons, and Sabrina Scheidler (2013), Talk is Silver; Silence is Golden? A Field-Experimental Study on Determinants of Successful CSR Communication, AMA Winter Marketing Educators Conference, Las Vegas, USA. 47. Wieseke, Jan, Mario Rese, Wiebke Rasmussen, Laura Marie Schons, Daniel Weber, and Wolf Christian Strotmann (2012), There is Nothing Permanent Except Change Analyzing Individual Price Dynamics in Pay-What-You-Want Situations, AMA Winter Marketing Educators Conference, St. Petersburg, USA. 48. Kraus, Florian, Till Haumann, Michael Ahearne, Jan Wieseke, and Son K. Lam (2012), When Sales Managers and Salespeople Disagree in the Appreciation for their Firm: The Phenomenon of Organizational Identification Tension, AMA Winter Marketing Educators Conference, St. Petersburg, USA. 49. Mikolon, Sven, Jan Wieseke, and Glen Kreiner (2012), When Stereotypes Hurt Sales Performance - The Role of Stereotypes and Meta-Stereotypes in a Sales Context, AMA Winter Marketing Educators Conference, St. Petersburg, USA. 50. Mikolon, Sven, Jan Wieseke, and Glen Kreiner (2012), The Stigma of Dirty Work in Sales Encounters, EMAC Conference, Lisbon, Portugal. 51. Wieseke, Jan, Michael Ahearne, Florian Kraus, and Sven Mikolon (2011), The Janus Face of Salespersons Social Identification: Negative Outgroup Stereotypes and Their Impact on Sales Performance, AMA Winter Marketing Educators Conference, Austin, USA. 52. Homburg, Christian, Christina Kuehnl, and Jan Wieseke (2011), Firm-internal Drivers of New Product Performance: The Neglected Role of Internal Adoption and Perceived New Product Uncertainty, AMA Winter Marketing Educators Conference, Austin, USA. 53. Nijssen, Ed, Ad De Jong, Jan Wieseke, and Michel Van der Borgh (2011), How Sales Managers Can Direct Employees to Sell New and Existing Products Simultaneously: The Role of Attention and Paradoxical Cognition, AMA Winter Marketing Educators Conference, Austin, USA. 54. Wieseke, Jan, Benjamin Quaiser, Mario Rese, and Till Haumann (2011), What Will Last: Differences in the Long-Run Between Customer Satisfaction and Customer-Company Identification, AMA Summer Marketing Educators Conference, San Francisco, USA. 55. Wieseke, Jan, Michael Ahearne, Florian Kraus, and Sven Mikolon (2011), Salespeople s Negative Out-group Stereotypes in Sales Organizations, AMS Annual Conference, Coral Gables, USA. 56. Wieseke, Jan and Sascha Alavi (2011), Taking Chances with the Pitfalls of Price Discounts: The Case of Probabilistic Price Discounts, Australian and New Zealand Marketing Conference, Perth, Australia. 57. Wieseke, Jan, Benjamin Quaiser, Till Haumann, and Mario Rese (2011), What Drives Customers Patronage in the Long-Run: Comparing the Effects of Customer Satisfaction 5

6 and Customer-Company Identification Across Time, Australian and New Zealand Marketing Conference, Perth, Australia. 58. Van der Borgh, Michel, Ad de Jong, Jan Wieseke, and Ed Nijssen (2010), Ambidexterity at the Front-Line: Impact of Sales Management Orientation on New and Existing Product Selling Effectiveness, Marketing Science Conference, Cologne. 59. Kraus, Florian, Mike Ahearne, Son K. Lam, and Jan Wieseke (2010), Organizational Identification Diffusion Among Frontline Employees: Relative Strength of Interpersonal Influencers, AMA Winter Marketing Educators Conference, New Orleans. 60. Wieseke, Jan, Till Haumann, and Mario Rese (2009), New Insights Into Relationship Marketing: The Effects of Adaptive Selling Behavior and Customer Orientation, on Willingness to Pay, ICRM International Colloquium in Relationship Marketing, Maastricht. 61. Homburg, Christian, Jan Wieseke, and Christina Kuehnl (2009), If One steps Out of the Phalanx - Analyzing Leaders Influence on Sales Force Automation Adoption with a Four Source Dataset, AMA Winter Marketing Educators Conference, Tampa. 62. Homburg, Christian, Jan Wieseke, and Wayne Hoyer (2008), The Service-Profit Chain: A Social Identity Theory Perspective, AMA Winter Marketing Educators Conference, Austin. 63. Homburg, Christian and Jan Wieseke (2008), Multilevel Research Techniques, AMA Winter Marketing Educators Conference, Austin. 64. Kraus, Florian, Jan Wieseke, and Tino Kessler-Thönes (2008), The Motivation-Spillover- Principle: How Leaders Motivate Salespeople to Adopt Sales Technology, AMA Winter Marketing Educators Conference, Austin. 65. Wieseke, Jan (2007), Introducing Multi-Level Modelling Key Issues for Sales Researchers, Future Directions in Sales Research Symposium, Aston, UK. 66. Van Dick, Rolf and Jan Wieseke (2007), Organizational Identification Bridging the Leader, Follower and Customer, 22nd annual SIOP Conference, New York. 67. Wieseke, Jan (2007), Customer Company Identification vs. Customer Satisfaction An Alternative Profit Chain, 22nd annual SIOP Conference, New York. 68. Wieseke, Jan, Florian Kraus, Nick Lee, and Thomas Ibrahim Rajab (2007), The Dissemination of Market Orientation in Sales Organizations: A Three Level Study of the Direct and Indirect Influences of Leaders Market Orientation, AMA Winter Marketing Educators Conference, San Diego. 69. Wieseke, Jan, Johannes Ullrich, and Tino Kessler-Thönes (2006), Illuminating the Black Box Between Salespersons Customer Orientation / Empathy and Their Sales Performance The Role of Customer Needs Identification, AMA Summer Marketing Educators Conference, Chicago. 70. Wieseke, Jan and Michael Lingenfelder (2004), Vertical Transmission of Innovative Brands An Empirical Multilevel Analysis, Marketing Science Conference, Rotterdam. 6

7 71. Wieseke, Jan, Sebastian Pattberg, and Michael Lingenfelder (2004), Successful Brand Implementation in Service Settings The Influence of Customers and Employees Perceptions of Price-Performance-Relation and Quality on Brand Attitude and Behavioural Intention, Marketing Science Conference, Rotterdam. Weitere Publikationen 72. Personal Selling for Luxury Brands: The Effect of Cognitive and Affective Influence Strategies on Customer Value Perceptions (2013, with Michael Mauer and Sascha Alavi), in: Wiedmann, Klaus-Peter and Nadine Hennings (Hrsg.), Luxury Marketing, Springer Gabler, Wiesbaden, Mehrebenenmodelle (2008), in: Herrmann, Andreas, Homburg, Christian and Klarmann, Martin (Hrsg.), Handbuch Marktforschung: Methoden Anwendungen Praxisbeispiele, 3. Aufl., Gabler Verlag, Wiesbaden, Erfolgsfaktoren der Adoption innovativer Dienstleistungsmarken (2008), in: Bruhn, Manfred and Bernd Stauss (Hrsg.), Dienstleistungsmarken. Forum Dienstleistungsmanagement, Gabler Verlag, Wiesbaden, Einflussfaktoren und Konsequenzen der Zahlungsbereitschaft von Dienstleistungskunden (2006, with Sebastian Dickmann), in: Tourismus Journal Zeitschrift für tourismuswissenschaftliche Forschung und Praxis, 10. Jg., Marktorientierung als Erfolgsfaktor in Dienstleistungsunternehmen. Anwendung und Erfolgswirkung der Marktorientierung im Tourismus-Bereich (2006, with Michael Lingenfelder, Florian Kraus and Michael Betzien), in: Tourismus Journal Zeitschrift für tourismuswissenschaftliche Forschung und Praxis, 10. Jg., Mitarbeiter-Performance im Servicekontakt. Modellierung und Messung mittels Mystery Shopping im Tourismus (2006, with Michael Lingenfelder and Karsten Schmidt), in: Bruhn, Manfred and Bernd Stauss (Hrsg.), Dienstleistungscontrolling. Forum Dienstleistungsmanagement, Gabler Verlag, Wiesbaden, Was leistet Mystery Shopping? (2006, with Karsten Schmidt and Michael Lingenfelder), in: Absatzwirtschaft Zeitschrift für Marketing, 06/2006, Hohe Hürde Steuerrecht Nur jeder Dritte lässt sich bei Unternehmensübergabe beraten (2006, with Christina Stadler), in: Der Mittelstand, 02/2006, Mehr Arbeitsplätze in Sicht. Marburger Mittelstands-Barometer zeigt leicht verbesserte Stimmungslage, in: Der Mittelstand, 01/2006, Das Marburger Mittelstands-Barometer (MMB) Wie der Mittelstand zum Job-Motor für die deutsche Wirtschaft werden kann (2005, with Michael Lingenfelder and Wolfgang Liebernickel, Forschungsstelle mittelständische Wirtschaft (FMW), Marburg. 82. The Differentiated Formation of Online- and Offline-Channels as a Strategic Option of a Distribution Channel Overlapping Target Group Conception An Empirical Study in the Tourism-Industry (2004, with Michael Lingenfelder and Martin Schulze), in: Wiedmann, 7

8 Klaus Peter (Hrsg.), Fundierung des Marketing Verhaltenswissenschaftliche Erkenntnisse als Grundlage einer angewandten Marketingforschung, Gabler Verlag, Wiesbaden, Herstellermarken (2004, with Michael Lingenfelder and Björn Kahler), in: Bruhn, Manfred (Hrsg.), Handbuch Markenartikel: Anforderungen an die Markenpolitik aus Sicht von Wissenschaft und Praxis, Gabler Verlag, Wiesbaden, Zufriedenheitsdynamik im Business-to-Business-Marketing (2004, with Michael Lingenfelder und Lars Wolf), in: Wiedmann, Klaus Peter, Fritz, Wolfgang and Bodo Abel (Hrsg.): Management mit Vision und Verantwortung, Eine Herausforderung an Wissenschaft und Praxis, Gabler Verlag, Wiesbaden, Das Marburger Mittelstands-Barometer (MMB) Die Psyche von Unternehmern als entscheidender Erfolgsgarant (2004, with Michael Lingenfelder and Wolfgang Liebernickel), Forschungsstelle mittelständische Wirtschaft (FMW), Marburg. 86. Dienstleistungsqualität von Reisebüro-Unternehmen Modellierung und Messung mittels Mystery Shopping (2003, with Michael Lingenfelder and Karsten Schmidt), in: Tourismus Journal Zeitschrift für tourismuswissenschaftliche Forschung und Praxis, 7. Jg., Die differenzierte Ausgestaltung von Online- und Offline-Kanälen als strategische Option absatzkanalübergreifender Zielgruppenkonzeptionen eine empirische Studie in der Tourismusbranche (2003, with Michael Lingenfelder and Martin Schulze), in: Tourismus Journal Zeitschrift für tourismuswissenschaftliche Forschung und Praxis, 7. Jg., Stand: