Florian Kraus
Professor and Chair
Sales & Services Marketing
Business Information Technology Institute
Germany
Biography
Dr. Florian Kraus is affiliated to Sales & Services Marketing, Business Information Technology Institute. Dr. Florian Kraus is currently providing services as Professor and Chair. Dr. Florian Kraus has authored and co-authored multiple peer-reviewed scientific papers and presented works at many national and International conferences. Dr. Florian Kraus contributions have acclaimed recognition from honourable subject experts around the world. Dr. Florian Kraus is actively associated with different societies and academies. Dr. Florian Kraus academic career is decorated with several reputed awards and funding. Dr. Florian Kraus research interests include Sales Management, Services Marketing, Direct Selling, Personal Selling, Soution Selling.
Research Interest
Sales Management, Services Marketing, Direct Selling, Personal Selling, Soution Selling
Publications
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“On the Role of Empathy in Customer-Employee Interactions†(2012, with A. Geigenmüller, J. Wieseke), Journal of Service Research, 15 (3), 71-87.
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“Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective†(2013, with M. Ahearne, S. Lam, B. Hayati), Journal of Marketing, 77 (5), 37-56.
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“It’s a Matter of Congruence: How Interpersonal Identification between Sales Managers and Salespersons Shapes Sales Success†(2013, with M. Ahearne, T. Haumann, J. Wieseke), Journal of the Academy of Marketing Science, 41 (6), 625-648. [Lead Article].
