Manfred Krafft

University of Auckland — New Zealand

Business, Management and Accounting · Social Sciences

31h-index8.5kcitations227works1.62yr avg
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Research Topics

Corporate Governance and Management(65), Customer Service Quality and Loyalty(40), Consumer Retail Behavior Studies(34), Consumer Market Behavior and Pricing(31), Digital Innovation in Industries(29)

Publications227 total

Sales force motivation, control system, and compensation & incentive research in the first half of the 21st century
Journal of Personal Selling and Sales Management·2026
Adherence in Mental Healthcare: The Role of Frontline Employee Behaviors
Journal of Service Research·2026
From rarity to desire: How introducing new limited editions, the immediacy of sellouts, and distribution strategies drive brand repurchase intentions
Journal of Retailing·2025Open Access
Holistic Selling: An Emerging Paradigm in B2B Markets
Journal of Marketing·2025· 8 citedOpen Access
Die Zukunft des stationären Handels: Erfolg durch Innovation
2025
A configurational approach to understanding relationship characteristics in differing levels of servitization
Industrial Marketing Management·2023· 13 citedOpen Access
Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions
International Journal of Research in Marketing·2023· 8 cited
The Future of Physical Stores: Creating Reasons for Customers to Visit
Journal of Retailing·2023· 46 citedOpen Access
Correction to: What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers
Journal of the Academy of Marketing Science·2023Open Access
What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers
Journal of the Academy of Marketing Science·2023· 6 citedOpen Access
Enhancing Solution Effectiveness: The Role of Customer Adaptiveness: An Abstract
Developments in marketing science: proceedings of the Academy of Marketing Science·2023
Inside Sales: Verankerungsmöglichkeiten in der Vertriebsorganisation und Konsequenzen für Vertriebsmitarbeiter
Edition Sales Excellence·2023· 1 cited
When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity
European Journal of Marketing·2022· 22 citedOpen Access
Smart Business and the Social Value of AI
2022· 28 citedOpen Access
Quantifying the effect of status in a multi-tier loyalty program
Industrial Marketing Management·2022· 2 citedOpen Access
Logistic Regression and Discriminant Analysis
2021· 12 cited
Insight is power: Understanding the terms of the consumer-firm data exchange
Journal of Retailing·2020· 78 citedOpen Access
Challenges and Opportunities for Marketing Scholars in Times of the Fourth Industrial Revolution
Journal of Interactive Marketing·2020· 90 cited
Koordinierter Einsatz von Direktmarketing und Verkaufsaußendienst im Business-to-Business-Kontext
Edition Sales Excellence·2020
Preissetzungskompetenz im Verkaufsaußendienst – Delegation um jeden Preis?
Edition Sales Excellence·2019
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Frequent Co-authors

Werner Reinartz(5), Wayne D. Hoyer(5), Murali K. Mantrala(5), Oliver Götz(4), Peter C. Verhoef(4), Sebastian Tillmanns(4), Sönke Albers(4), Oliver Goetz(3), Ralf Elsner(3), Arnd Huchzermeier(3), Vijay Viswanathan(3), Siddharth S. Singh(2), Kerstin Liehr-Gobbers(2), Heiko Frenzen(2), Rajiv Lal(2), Kay Peters(2), F. Javier Sesé(2), Rajesh Chandy(1), Matilda Dorotić(1), Holger Ernst(1)