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Florian Kraus

Observed names: Kraus, Florian, Kraus, Florian 1966-
ORCID: 0000-0001-6807-6544
Observed ORCID: 0000-0001-6807-6544
OpenAlex ID: A5077853751
On the Role of Empathy in Customer-Employee Interactions
2012 · Jan Wieseke, Anja Geigenmüller, et al. · Journal of Service Research · 392
Performance impact of middle managers' adaptive strategy implementation: The role of social capital
2013 · Michael Ahearne, Son K. Lam, et al. · Strategic Management Journal · 215
The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective
2010 · Son K. Lam, Florian Kraus, et al. · Journal of Marketing · 180
The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective
2010 · Son K. Lam, Florian Kraus, et al. · Journal of Marketing · 120
Multiple Identification Foci and Their Countervailing Effects on Salespeople's Negative Headquarters Stereotypes
2012 · Jan Wieseke, Florian Kraus, et al. · Journal of Marketing · 99
It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success
2013 · Michael Ahearne, Till Haumann, et al. · Journal of the Academy of Marketing Science · 94
The Future of Sales Training: Challenges and Related Research Questions
2012 · Felicia G. Lassk, Thomas N. Ingram, et al. · Journal of Personal Selling and Sales Management · 94
Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective
2013 · Michael Ahearne, Son K. Lam, et al. · Journal of Marketing · 91
Toward a contingency framework of interpersonal influence in organizational identification diffusion
2012 · Florian Kraus, Michael Ahearne, et al. · Organizational Behavior and Human Decision Processes · 48
When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension
2015 · Florian Kraus, Till Haumann, et al. · Journal of Retailing · 39
How Leaders’ Motivation Transfers to Customer Service Representatives
2011 · Jan Wieseke, Florian Kraus, et al. · Journal of Service Research · 34
Managing Laggards: The Importance of a Deep Sales Bench
2019 · Jeffrey P. Boichuk, Raghu Bommaraju, et al. · Journal of Marketing Research · 26
The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective
2010 · Son K. Lam, Florian Kraus, et al. · SSRN Electronic Journal · 16
Resolving conflict over salespeople’s brand adoption in franchised channels of distribution
2012 · Thomas Rajab, Florian Kraus, et al. · Review of Managerial Science · 8
Der Transfer der Marktorientierung über Hierarchieebenen : eine empirische Mehrebenenuntersuchung
2008 · Florian Kraus · MADOC (University of Mannheim) · 7
Ist Marktorientierung ansteckend? Der Transfer der Marktorientierung über Hierarchieebenen – Eine empirische Mehrebenenuntersuchung
2010 · Florian Kraus, Michael Lingenfelder, et al. · Journal of Business Economics · 6
Gender Identity-Related Reactions to Sex-Typed and Unisex Labeled Products
2016 · Susanne Ludwig, Stefan Hattula, et al. · ACR North American Advances · 2
Direktvertrieb
2013 · Christian Friege, Florian Kraus, et al. · WiSt - Wirtschaftswissenschaftliches Studium · 2
The dissemination of market orientation in sales organizations: A three level study of the direct and indirect influences of leaders' market orientation
2007 · Florian Kraus, Jan Wieseke, et al. · 2
Allow or block: Optimal strategies against ad-blockers in competitive markets
2019 · Gökhan Gecer, Florian Kraus, et al. · 1
Should Firms Encourage Salespeople to Promote House Brands in Customer Interaction? An Empirical Investigation of Financial Outcomes and Customer Response
2012 · Florian Kraus, Thomas Rajab, et al. · Schmalenbach Business Review · 1
Product Knowledge Scale
2012 · Florian Kraus, Michael Ahearne, et al. · PsycTESTS Dataset · 1
Die Mehrebenenanalyse - Eine Einführung
2009 · Florian Kraus · WiSt - Wirtschaftswissenschaftliches Studium · 1
Luxurious fit: CEOs and their organizations
2025 · Manganaro, Giuliana Francesca, Ahrens, Jan-Philipp, et al. · MADOC (University of Mannheim)
Decision strategies and confidence inferences
2020 · Maximilian Gaerth, Florian Kraus
Works count: 53
Citation count: 1,479
H-index: 13
I10-index: 13
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