Sales Force Motivation, Control System, and Compensation & Incentive Research in the First Half of the 21st Century

Mantrala, Murali K.; Franklin, Drew; Kalwey, Tim; Krafft, Manfred; Lim, Yeji; Rangarajan, Deva (2026)

In: Journal of Personal Selling & Sales Management, 46.

Research article (journal)

Holistic Selling – An Emerging Paradigm in B2B Markets

Kalwey, T; Krafft, M; Lim, Y; Mantrala, M (2025)

In: Journal of Marketing, 89(6).

Research article (journal)

What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers

Breugelmans, Els; Hermans, Marleen; Krafft, Manfred; Kroschke, Mirja; Lehmkuhle, Felix; Mantrala, Murali (2024)

In: Journal of the Academy of Marketing Science, 52.

Research article (journal)

Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions

Schmidt, Jonas; Steiner, Michael; Krafft, Manfred; Eckel, Nadine; Dahl, Darren W. (2024)

In: International Journal of Research in Marketing, 41(2).

Research article (journal)

When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity

Kramer, Victoria; Krafft, Manfred (2023)

In: European Journal of Marketing, 57(3).

Research article (journal)

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Adherence in Mental Healthcare: The Role of Frontline Employee Behaviors Kramer, Victoria; Wiebringhaus, Janina; Marinova, Detelina; Krafft, Manfred (2026) In: Journal of Service Research. Research article (journal)
Sales Force Motivation, Control System, and Compensation & Incentive Research in the First Half of the 21st Century Mantrala, Murali K.; Franklin, Drew; Kalwey, Tim; Krafft, Manfred; Lim, Yeji; Rangarajan, Deva (2026) In: Journal of Personal Selling & Sales Management, 46. Research article (journal)
Die Zukunft des stationären Handels: Erfolg durch Innovation Eckel, Nadine; Krafft, Manfred (2025) Review article (book contribution)
Holistic Selling – An Emerging Paradigm in B2B Markets Kalwey, T; Krafft, M; Lim, Y; Mantrala, M (2025) In: Journal of Marketing, 89(6). Research article (journal)
From Rarity to Desire: How Introducing New Limited Editions, the Immediacy of Sellouts, and Distribution Strategies Drive Brand Repurchase Intentions Steiner, Michael; Hoyer, Wayne D.; Krafft, Manfred; Kamp, Lena; Arden-Feddersen, Christine (2025) In: Journal of Retailing, 101(3). Research article (journal)
What is happening to my nearby stores? The own- and cross-effect of a radical store transformation on existing customers Breugelmans, Els; Hermans, Marleen; Krafft, Manfred; Kroschke, Mirja; Lehmkuhle, Felix; Mantrala, Murali (2024) In: Journal of the Academy of Marketing Science, 52. Research article (journal)
A configurational approach to understanding relationship characteristics in differing levels of servitization Kramer, Victoria; Krafft, Manfred; Storbacka, Kaj (2024) In: Industrial Marketing Management, 117. Research article (journal)
Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions Schmidt, Jonas; Steiner, Michael; Krafft, Manfred; Eckel, Nadine; Dahl, Darren W. (2024) In: International Journal of Research in Marketing, 41(2). Research article (journal)
Drivers and Moderators of Direct Selling Business Outcomes: Why I Participate Affects How I Perform Coughlan, Anne T; Gerke, M; Krafft, M (2024) In: Marketing ZFP - Journal of Research and Management, 46(1). Research article (journal)
When and how information and communication technology orientation affects salespeople’s role stress: the interplay of salesperson characteristics and environmental complexity Kramer, Victoria; Krafft, Manfred (2023) In: European Journal of Marketing, 57(3). Research article (journal)