http://www.bibsonomy.org/tag/contributed_talkBibSonomy RSS feed for /tag/contributed_talk2013-05-23T11:30:26+02:00http://www.bibsonomy.org/bibtex/2afa94f6654a71612d501829c4682348d/rwagnerrwagner2013-04-08T10:03:27+02:00CI contributed_talk speech <span class="authorEditorList"><a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2013</em>)Mon Apr 08 10:03:27 CEST 2013PragueInternational Competitive Intelligence ConferenceSystematical Surprise: Matching CI with the Customers‘ Perspective2013CI contributed_talk speech http://www.bibsonomy.org/bibtex/2b0b0d70e536116525ed8c949c210bedb/diekatdiekat2012-06-19T10:35:27+02:002012 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Zulauf">Katrin Zulauf</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2012</em>)Tue Jun 19 10:35:27 CEST 2012LissabonEMACPower Shift Paradox in Retailer-Manufacturer Negotiations: How to Take Advantage of the Channel Power Shift?20122012 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2423907aee1cde5dcab52d7523b1a650f/rwagnerrwagner2012-06-19T10:33:54+02:002012 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Zulauf">Katrin Zulauf</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2012</em>)Tue Jun 19 10:33:54 CEST 2012Lissabon{P}roceedings of the 41st {EMAC} {C}onference, Marketing to Citizens: Going beyond Customers and ConsumersPower Shift Paradox in Retailer-Manufacturer Negotiations: How to Take Advantage of the Channel Power Shift?20122012 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2736d4b4b8fec95063005868d602d72bc/rwagnerrwagner2011-12-29T01:04:18+01:002009 Direktmarketing_im_Wandel contributed_talk speech <span class="authorEditorList"><a href="/author/Klaus">Martin Klaus</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2009</em>)Thu Dec 29 01:04:18 CET 2011Australia \& New Zealand Marketing Academy 2009 Conference in Melbourne (Australia)Australia \& New Zealand Marketing Academy 20009 Conference {I}dentifying {I}nfluential {C}ommunicator to gain "{C}onsumer {I}nsights" on {W}eblog {N}etworks20092009 Direktmarketing_im_Wandel contributed_talk speech http://www.bibsonomy.org/bibtex/2e390a32e90f96b70f9ad1a623fdd7303/diekatdiekat2011-12-14T16:47:25+01:002011 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Wagner">Ralf Wagner</a>, and <a href="/author/Bloch">Katrin Bloch</a>. </span>(<em>2011</em>)Wed Dec 14 16:47:25 CET 201133rd INFORMS Marketing Science Conference 2011 in Houston (Texas)Special Sessions: Improving Efficiency in Marketing Negotiations {F}acing {B}argaining {P}ower20112011 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2e390a32e90f96b70f9ad1a623fdd7303/rwagnerrwagner2011-12-14T16:42:27+01:002011 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Wagner">Ralf Wagner</a>, and <a href="/author/Bloch">Katrin Bloch</a>. </span>(<em>2011</em>)Wed Dec 14 16:42:27 CET 201133rd INFORMS Marketing Science Conference 2011 in Houston (Texas)Special Sessions: Improving Efficiency in Marketing Negotiations {F}acing {B}argaining {P}ower20112011 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2af3ed5cefe2d691aec18d4da0c9a4a65/diekatdiekat2011-06-27T12:14:45+02:002011 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2011</em>)Mon Jun 27 12:14:45 CEST 201133rd INFORMS Marketing Science Conference 2011 in Houston (Texas)Special Sessions: Improving Efficiency in Marketing Negotiations {T}he {R}ole of {I}ntuition and {D}eliveration in {N}egotiations20112011 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/21ccfc9ee310ae2cd1bc4bd4a358d5040/rwagnerrwagner2011-06-27T12:05:49+02:002011 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2011</em>)Mon Jun 27 12:05:49 CEST 201133rd INFORMS Marketing Science Conference 2011 in Houston (Texas)Special Sessions: Improving Efficiency in Marketing Negotiations {T}he {R}ole of {I}ntuition and {D}eliberation in {N}egotiations20112011 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2c308e151cc6bc2db5bb2df88a9763d21/rwagnerrwagner2011-03-08T16:18:47+01:002010 contributed_talk speech <span class="authorEditorList"><a href="/author/Klaus">Martin Klaus</a>, <a href="/author/Schwerdtfeger">Jörg Schwerdtfeger</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2010</em>)Tue Mar 08 16:18:47 CET 2011Australia \& New Zealand Marketing Academy 2010 Conference in Christchurch (New Zealand)Australia \& New Zealand Marketing Academy 2010 Conference{T}argeting {K}ey {I}nfluentials for {D}irect {M}arketing {A}ctivities in {S}ocial {N}etworks: {M}ethodical {P}rogress and an {A}pplication20102010 contributed_talk speech http://www.bibsonomy.org/bibtex/2aecd73ea6ec24deaeb1af10158009e6d/rwagnerrwagner2011-01-31T16:05:42+01:002009 Direktmarketing_im_Wandel contributed_talk speech <span class="authorEditorList"><a href="/author/Klaus">Martin Klaus</a>, <a href="/author/Schwerdtfeger">Jörg Schwerdtfeger</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2009</em>)Mon Jan 31 16:05:42 CET 2011Berlin6th CCN Conference: Making a Difference - Putting Consumer Citizenship into ActionMarketing Communication to and with Net Citizens: Targeting by Means of a Social Network Analysis Approach20092009 Direktmarketing_im_Wandel contributed_talk speech http://www.bibsonomy.org/bibtex/22f1e4758ff0417259fc64c130a5456ec/rwagnerrwagner2011-01-31T16:03:07+01:002009 Direktmarketing_im_Wandel contributed_talk online_community social_network_analysis speech world-of-mouth_communication <span class="authorEditorList"><a href="/author/Klaus">Martin Klaus</a>, <a href="/author/Schwerdtfeger">Jörg Schwerdtfeger</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2009</em>)Mon Jan 31 16:03:07 CET 2011NantesEMACAssessing Digital Social Networks for Marketing Communication - The Case of MySpace.Com20092009 Direktmarketing_im_Wandel contributed_talk online_community social_network_analysis speech world-of-mouth_communication http://www.bibsonomy.org/bibtex/2db4b73e7aabd0b85d83270a272f787c7/rwagnerrwagner2011-01-31T15:59:45+01:002009 Quantitative_Methoden_der_Marketingforschung consumer_insights contributed_talk marketing_communication netnography social_network_analysis speech weblog <span class="authorEditorList"><a href="/author/Klaus">Martin Klaus</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span><em>Springer, </em><em>Berlin, </em>(<em>2009</em>)Mon Jan 31 15:59:45 CET 2011BerlinIFCS BI-Annual ConferenceGaining 'Consumer Insights' from Influential Actors in Weblog Networks20092009 Quantitative_Methoden_der_Marketingforschung consumer_insights contributed_talk marketing_communication netnography social_network_analysis speech weblog http://www.bibsonomy.org/bibtex/2cb39b12f3556e87ce3782a292a31d448/rwagnerrwagner2011-01-31T15:57:50+01:002008 belief_functions contributed_talk dempster-sharfer_theory direct_marketing loyality_program premium_customer rough_sets speech <span class="authorEditorList"><a href="/author/Wagner">Ralf Wagner</a>, and <a href="/author/Schwerdtfeger">Jörg Schwerdtfeger</a>. </span><em>Augsburg, </em>(<em>2009</em>)Mon Jan 31 15:57:50 CET 2011AugsburgOperations Research ConferenceEnhancing Target Group Selection Using Belief Functions20092008 belief_functions contributed_talk dempster-sharfer_theory direct_marketing loyality_program premium_customer rough_sets speech http://www.bibsonomy.org/bibtex/2df79bb3efd4aa9f2f6d8c1af7059b599/diekatdiekat2010-11-24T10:47:42+01:002010 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2010</em>)Wed Nov 24 10:47:42 CET 2010Negotia in ParisPresentation for 4th International Biennale on Commercial NegotiationBargaining power and the impact of gender differences20102010 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2f12af59eca1b2ca263890aa2696776b4/rwagnerrwagner2010-11-24T10:45:47+01:002010 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2010</em>)Wed Nov 24 10:45:47 CET 2010Negotia in ParisPresentation for 4th International Biennale on Commercial Negotiation{B}argaining {P}ower and the {I}mpact of {G}ender {D}ifferences20102010 Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2a4a7cbfdff995bdc16842de01d23e063/rwagnerrwagner2010-09-20T10:20:39+02:002010 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>September 2010</em>)Mon Sep 20 10:20:39 CEST 2010GFA2010 in ViennaSeptemberDoes Increasing Bargaining Power Lead to Inefficient Negotiation Results?20102010 Negotiation contributed_talk speech Increasing attention in channel management is devoted to the power shift in the supply chains. Several studies focus on the reasons for the power shift rather than highlighting the consequences for the manufacturer- retailer relationship. A mutual benefit will be achieved by implementing formal procedures in real-life negotiations to improve the results. Our study relies on a modified Issue Authority procedure. Previous empirical studies report women as being less effective negotiators than men. We combine both research fields and analyze how to overcome obstacles if negotiators stick strictly to their utility-based procedures. In our experiment with 72 negotiators, we consider the influence of gender in the light of bargaining power and assess efficiency achieved by utilizing the modified Issue Authority procedure. Differences in power allocation turn out to have a significant impact on negotiation success. In scenarios with substantial differences in bargaining power, particularly female and mixed dyads failed to achieve a mutually satisfactory result. We learn that female negotiators rely on their bargaining power, rather than systematically improving mutual utilities whereas male dyads negotiate on a consistently high, but still inefficient level. In the light of these differences, we argue that bargaining power does not compensate for insufficient negotiation skills or efforts. On the contrary, unbalanced bargaining power decreases the likelihood of success.http://www.bibsonomy.org/bibtex/2a4a7cbfdff995bdc16842de01d23e063/diekatdiekat2010-09-20T10:19:44+02:00Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>September 2010</em>)Mon Sep 20 10:19:44 CEST 2010GFA2010 in ViennaSeptemberDoes Increasing Bargaining Power Lead to Inefficient Negotiation Results?2010Negotiation contributed_talk speech Increasing attention in channel management is devoted to the power shift in the supply chains. Several studies focus on the reasons for the power shift rather than highlighting the consequences for the manufacturer- retailer relationship. A mutual benefit will be achieved by implementing formal procedures in real-life negotiations to improve the results. Our study relies on a modified Issue Authority procedure. Previous empirical studies report women as being less effective negotiators than men. We combine both research fields and analyze how to overcome obstacles if negotiators stick strictly to their utility-based procedures. In our experiment with 72 negotiators, we consider the influence of gender in the light of bargaining power and assess efficiency achieved by utilizing the modified Issue Authority procedure. Differences in power allocation turn out to have a significant impact on negotiation success. In scenarios with substantial differences in bargaining power, particularly female and mixed dyads failed to achieve a mutually satisfactory result. We learn that female negotiators rely on their bargaining power, rather than systematically improving mutual utilities whereas male dyads negotiate on a consistently high, but still inefficient level. In the light of these differences, we argue that bargaining power does not compensate for insufficient negotiation skills or efforts. On the contrary, unbalanced bargaining power decreases the likelihood of success.http://www.bibsonomy.org/bibtex/20839741e3e3d7f52ccba3793004dd1c2/diekatdiekat2010-09-20T10:09:50+02:00Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>June 2010</em>)Mon Sep 20 10:09:50 CEST 2010Presentation for the 32th INFORMS Marketing Science Conference in CologneJuneThe Influence of Bargaining Power on Success in Negotiations2010Negotiation contributed_talk speech http://www.bibsonomy.org/bibtex/2ab01a7afe958c2a31e304c9989a54ead/rwagnerrwagner2010-09-20T10:08:47+02:002010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech <span class="authorEditorList"><a href="/author/Wagner">Ralf Wagner</a>, and <a href="/author/Rüter">Silvia Rüter</a>. </span>(<em>March 2010</em>)Mon Sep 20 10:08:47 CEST 2010DAGStat2010 in DortmundMarchClassifying Customers: Are Non-Linear Projections Really Better?20102010 Quantitative_Methoden_der_Marketingforschung contributed_talk speech http://www.bibsonomy.org/bibtex/2ab01a7afe958c2a31e304c9989a54ead/sruetersrueter2010-08-05T14:19:13+02:002010 contributed_talk speech <span class="authorEditorList"><a href="/author/Wagner">Ralf Wagner</a>, and <a href="/author/Rüter">Silvia Rüter</a>. </span>(<em>March 2010</em>)Thu Aug 05 14:19:13 CEST 2010DAGStat2010 in DortmundMarchClassifying Customers: Are Non-Linear Projections Really Better?20102010 contributed_talk speech