Publications

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The Department of Marketing publishes the results of its own research activities in a wide range of international journals and books. Both primary empirical and conceptual work is published. In addition, the department is increasingly involved in the transfer of research results to practice within the framework of publications in practice-oriented publication and event formats.

  • Knauer, F. O., & Mann, A. (2024): "Alles nur gefaked": Credibility of online ratings and review skepticism. Marketing Review St. Gallen, 41 (1), 32-41. pdf
  • Pristl, A.-C., & Mann, A. (2023), "How I Find out What to Expect of a Product": Investigating the Consumers' Product Inspection Process in Forming Product Expectations in Online Shops. Proceedings of the European Marketing Academy, 52nd, (114306)
  • Mann, A., & Kilian, S. (2023). Sustainable Consumption Communities - Relevance and Acceptance. Marketing Review St. Gallen, 40 (2), 18-26. pdf
  • Mann, A., & Pristl, A.-C. (2022). Customer expectations. WISU - Das Wirtschaftsstudium, 51 (12), 1295-1300. 
  • Mann, A. (2022): Dialog marketing: conceptual foundations and success factors of a dazzling marketing discipline. transfer - Zeitschrift für Kommunikation und Markenmanagement, 68 (1), 6-15. pdf
  • Kilian, S., & Mann, A. (2021): The Phantom of the 'Responsible Consumer': Unmasking the Intention-Action Gap with an Indirect Questioning Technique. Sustainability, 13, 13394.
  • Pristl, A.-C., & Mann, A. (2021). Returns in online shopping: Reasons, effects and implications for product presentation and communication in e-commerce. transfer - Zeitschrift für Kommunikation und  Markenmanagement, 67(4), 70-77 pdf
  • Pristl, A.-C., Kilian, S., & Mann, A. (2021). When does a social norm catch the worm? Disentangling social normative influences on sustainable consumption behavior. Journal of Consumer Behavior,  20(3), 635-654.
  • Mann, A., Kilian, S., &  Pristl, A.-C. (2021). Customer centricity. WISU - Das Wirtschaftsstudium, 50(2), 175-181.
  • Kilian, S., & Mann, A. (2020). When the damage is done: Effects of moral disengagement on sustainable consumption. Journal of Organizational Psychology, 20(1), 120-132.
  • Knauer, F., & Mann, A. (2019). What is in it for me? Identifying drivers of blockchain acceptance among German consumers. The Journal of the British Blockchain Association, 10484.
  • Mann, A., & Barkhof, A. (2019). Haptic marketing. WISU - Das Wirtschaftsstudium, 48(8-9), 911-915.
  • Pristl, A.-C., & Mann, A. (2019). Sustainable Consumption Behavior: The Influence of Reference Groups on the Impact of Social Norms. Proceedings of the 48th Annual Conference 2019 of the European Marketing Acadamy (EMAC), No. 726.
  • Mann, A. (2017). Next Stop: Dialog. acquisa, 66(4), 14-21.
  • Mann, A. (2016). Dialog marketing: SAHNE for the customer. markenartikel, 78(5), 52-54.
  • Mann, A. (2015). Dialog marketing. WISU - The study of economics. 44(6), 671-676.
  • Barkhof, A., & Mann, A. (2014). On the relevance of haptic features of stationery for addressing customers by post. transfer - Werbeforschung & Praxis, 60 (4), 6-18.
  • Mann, A., & Barkhof, A. (2013). What makes dialog marketing really successful, in: Direkt Marketing, 49 (4), pp. 16-19.
  • Mann, A., Fröhlich, A.-L., & Rath, P. (2013). Posting is silver, talking is gold, in: acquisa, 60 (7-8), pp. 40-42.
  • Mann, A., & Parwoll, M. (2013). Winning back migrated donors, in: VM - Fachzeitschrift für Verbands- und Nonprofit-Management, 39. (1), pp. 34-45.
  • Mann, A., & Prein, J. (2012). Information needs and behavior of the target group 50plus on care and health topics - Empirical findings and implications for the marketing of care and health services, in: HeilberufeSCIENCE, 4 (3), pp. 172-182.
  • Mann, A., & Liese, A. (2010). The big difference - classic direct media are popular with young target groups, in: Direkt Marketing, 46. Jg., Heft 2, S. 26-29.
  • Mann, A., & Rath, P. (2008). Value-oriented dialog marketing: Campaign controlling put to the test, in: Thexis - Marketing Review St. Gallen, 25 (2), pp. 50-54.
  • Mann, A. (2008). Dialog marketing competence of companies: conceptual considerations and empirical findings, in: Zeitschrift für Betriebswirtschaft, 77 ( Special Issue 3), pp. 1-27.
  • Eckey, H.-F., Mann, A., & Türck, M. (2006). On the importance of the data basis for sample surveys, in: planung & analyse, 34 (5), pp. 66-69.
  • Mann, A. (2006). On the importance of direct marketing for market communication and media planning, in: marketing journal, 39 (special issue Media), pp. 20-23.
  • Mann, A. (2006). Successful target group segmentation is dynamic, in: absatzwirtschaft, 49 (8), pp. 74-77.
  • Mann, A. (2005). Integrated dialog marketing - more than the combination of direct media, in: marketing journal, 38 (special issue direct marketing), pp. 22-26.
  • Mann, A. (2005). Customer Knowledge Management und Dialogkommunikation - Konzeptionelle Überlegungen und empirische Ergebnisse (Customer knowledge management and dialogue communication - Conceptual considerations and empirical results), in: dm compact, 3. (2 / 3), pp. 16-23 (pp. 12-19).
  • Mann, A. (2005). Success factor dialog marketing - With dialog marketing small and medium-sized companies successfully assert themselves in their markets, in: Thexis, 22. (5), pp. 36-37.
  • Hünerberg, R., & Mann, A. (2005). Customer orientation in German service companies: Wish or reality?, in: Jahrbuch der Absatz- und Verbrauchsforschung, 51 (1), pp. 49-70.
  • Mann, A. (2005). More appearance than reality? Dialog marketing in practice, in: Direkt Marketing - Zeitschrift für ganzheitliche Kundenorientierung, 41 (2), pp. 44-47.
  • Mann, A. (2004). The effect fizzles out! Potentials lie fallow in dialog marketing, in: Direkt Marketing - Zeitschrift für ganzheitliche Kundenorientierung, 40 (12), pp. 40-43.
  • Mann, A. (2000). Die marketingstrategische Bedeutung industrieller Servicepolitik - Konzeptionelle Überlegungen und empirische Befunde, in: Wirtschaftswissenschaftliches Studium (WiSt), 29 (7), pp. 375-380.
  • Hünerberg, R., & Mann, A. (1999). Application areas and problems of the Internet in marketing, in: Industrie Management, 15 (1), pp. 31-35.
  • Hünerberg, R., Heise, G., & Mann, A. (1997). What online communication means for marketing, in: Thexis, 14 (1), pp. 16-21.
  • Hünerberg, R., & Mann, A. (1996). Internationales Servicemarketing - Die neue Dimension im industriellen Wettbewerb, in: der markt, 35 (2), pp. 95-106.
  • Mann, A. & Kilian, S. (2024). Online communities. In: Zerres, C. (Ed.), Handbook of social media marketing (pp. 311-337). Springer Fachmedien, Wiesbaden.
  • Mann, A. (2024). Citizen acceptance of e-government. In: Seckelmann, M. (ed.), Digitalisierte Verwaltung - Vernetztes E-Government (pp. 789-820), 3rd ed., Erich Schmidt Verlag Berlin.
  • Kilian, S. & Mann, A. (2023). Consumer associations as a new service concept to promote sustainable consumption - conceptual foundations and empirical findings. In Bruhn, M. & Hadwich, K. (Eds.), Designing Change in Service Management, Volume 2: Customer Perspective - Provider Perspective - Employee Perspective (pp. 113-137). Springer Fachmedien, Wiesbaden.
  • Mann, A. & Pristl, A.-C. (2023). Customer expectations and returns behavior in online shopping. In: German Dialog Marketing Association (DDV) (ed.), Dialog Marketing Perspectives 2022 / 2023 (pp. 101-124). Springer Fachmedien, Wiesbaden.
  • Kilian, S., Pristl, A.-C. & Mann, A. (2022). Understanding and Raising Consumers' Normative Motivation for Sustainable Consumption. In: Bhattacharyya J., Balaji M.S., Jiang Y., Azer J. & Hewege C.R. (Eds.), Socially Responsible Consumption and Marketing in Practice (pp. 35-45). Springer, Singapore.
  • Mann, A. (2021). Direct Marketing Controlling - Basis for the successful management of direct customer contact. In Zerres, C. (ed.), Handbook of marketing controlling. Basics - Methods - Implementation, 5th ed. (pp. 335-369). Springer-Verlag, Berlin.
  • Knauer, F. O., & Mann, A. (2020). Automation and trust building in the customer journey of service customers through the use of blockchain technology. In Bruhn, M. & Hadwich, K. (Eds.) Automation and Personalization of Services, Vol. 2 (pp. 317-341). Springer Gabler, Wiesbaden.
  • Arz, S., & Mann, A. (2020). Personality-based personalization of service apps. In Bruhn, M. & Hadwich, K. (Eds.), Automation and Personalization of Services, Vol. 1 (pp. 267-293). Springer Gabler, Wiesbaden.
  • Mann, A., & Knauer, F. O. (2020). The use of blockchain technology in (dialog) marketing - In the field of tension between game changing potentials and acceptance problems. In DDV (ed.), Dialog Marketing Perspectives 2019/2020 (pp. 85-118). Springer Gabler, Wiesbaden.
  • Mann, A. (2019). Dialog Excellence: Success effects and determinants of dialog marketing. In DDV (ed.), Dialog Marketing Perspectives 2018/2019 (pp. 1-29). Springer Gabler, Wiesbaden.
  • Mann, A. (2019). Citizen acceptance of e-government, In: Seckelmann, M. (ed.), Digitalized Administration - Networked E-Government (pp. 659-688). Erich Schmidt Verlag, Berlin.
  • Mann, A., & Barkhof, A. (2019). Determinants and effects of perceived intrusiveness of e-newsletters among consumers. In DDV (Ed.), Dialog Marketing Perspectives 2018/2019 (pp. 223-242). Springer Gabler, Wiesbaden.
  • Mann, A., & Barkhof, A. (2018). Direct advertising refusal by consumers: Conceptual considerations and empirical findings using the example of advertising letters. In DDV (Ed.), Dialog Marketing Perspectives 2017/2018 (pp. 189-212). Springer Gabler, Wiesbaden.
  • Mann, A., (2017). Direct marketing controlling. In: Zerres, C. (ed.), Handbook of marketing controlling. Basics - Methods - Implementation (pp. 207-237). Springer Fachmedien, Wiesbaden.
  • Mann, A., (2017). Success factors in the service sector, In: Corsten, H., Roth, S. (Eds.), Handbuch Dienstleistungsmanagement (pp. 283-311). Vahlen, Munich.
  • Mann, A. (2016). Use of direct marketing in the context of dialog communication. In Bruhn, M., Esch, F.-R. & Langner, T. (Eds.), Handbook of communication instruments (pp. 405-435). Springer Gabler, Wiesbaden.
  • Mann, A. (2016). Procedures for controlling direct marketing measures. In Esch, F.-R, Langner, T., & Bruhn, M. (Eds.), Handbuch Controlling der Kommunikation (pp. 577-604). Springer Gabler, Wiesbaden.
  • Barkhof, A. & Mann, A. (2015). The haptic design of direct mails: Conceptual considerations and empirical findings on customer perception. In DDV (ed.), Dialog Marketing Perspectives 2014 / 2015 (pp 209-228). Springer Gabler, Wiesbaden.
  • Stetter, T. & Mann, A. (2014). Dialog marketing to promote the trustworthiness of service companies in sales markets. In DDV (Ed.), Dialog Marketing Perspectives 2013 / 2014 (pp. 45-46). Springer Gabler, Wiesbaden .
  • Barkhof, A. & Mann, A. (2014). Images of "classic" dialog media among consumers. In DDV (ed.), Dialog Marketing Perspectives 2013 / 2014, (pp. 25-43). Springer Gabler, Wiesbaden.
  • Mann, A. & Peters, K. (2013). Dialog marketing - Quo vadis? In Gerdes, J., Hesse, J. & Vögele, S. (Eds.), Dialogmarketing im Dialog (pp. 345-360). Springer Gabler, Wiesbaden.
  • Mann, A. (2013). Employee competencies in dialog marketing - success effects and requirements. In Gerdes, J., Hesse, J. & Vögele, S. (Eds.), Dialog marketing in dialog (pp. 313-333). Springer Gabler, Wiesbaden.
  • Mann, A. & Parwoll, M. (2013). Donor recovery: Segmenting and addressing inactive donors. In DDV (Ed.), Dialog Marketing Perspectives 2012 / 2013 (pp. 211-231). Springer Gabler, Wiesbaden.
  • Liese, A. & Mann, A. (2013). Dialog Marketing Excellence: Success factors of the direct customer approach. In DDV (ed.), Dialog Marketing Perspectives 2012 / 2013 (pp. 89-113). Springer Gabler, Wiesbaden.
  • Mann, A. & Saida, E. (2012). Customer data (mis)management in companies. In Köhler, R. (ed.), Marketing 2012, St. Gallen
  • Mann, A. (2011). Conceptual foundations and selected decision areas of international market-oriented corporate management. In Mann, A. (Ed.), Challenges of international market-oriented corporate management, (pp. 1-28). Gabler, Wiesbaden.
  • Mann, A. (2011). Internationales Dialogmarketing - Chancen und Herausforderungen für kleine und mittelständische Unternehmen. In Mann, A. (Ed.), Challenges of international market-oriented corporate management (pp. 259-288). Gabler, Wiesbaden.
  • Mann, A. (2010). Dialog marketing and innovation management. In Gleich, R. & Russo, P. (Eds.), Perspectives on Innovation Management 2009 - Innovation Management and Entrepreneurship (pp. 19-39). LIT, Münster.
  • Mann, A. & Prein, J. (2010). Mobile Loyalty Programs - Relevance for Relationship Management and Consumer Acceptance. In Pousttchi, K. & Wiedemann, D. G. (Eds.), Handbook of Research on Mobile Marketing Management (pp. 362-380), IGI Global, Hershey.
  • Mann, A. (2010). Dialog marketing in the mail order business. In Mattmüller, R. (Ed.), Versandhandelsmarketing - Marktorientiertes Management einer Wachstumsbranche, 2nd ed. (pp. 341-371). Frankfurt am Main, Deutscher Fachverlag.
  • Mann, A. (2009). Kundenrückgewinnung und Dialogmarketing, in: Link, J. & Seidl, F. (Eds.), Customer churn: Early detection, prevention, customer recovery (pp.163-182). Wiesbaden, Gabler.
  • Mann, A. (2009). Ingredient branding and dialog marketing. In Mattmüller, R., Michael, B. M. & Tunder, R. (Eds.), Aufbruch - Ingredient Branding schafft Werte (384-413). Vahlen, Munich.
  • Mann, A. (2009). Dialog marketing excellence: Quality and value orientation in the direct customer approach. In Hünerberg, R. & Mann, A. (Eds.), Holistic corporate management in dynamic markets (pp. 551-586). Gabler, Wiesbaden.
  • Bodensteiner, M., Hünerberg, R. & Mann, A. (2009). Partner loyalty in manufacturer-dealer cooperations - The example of the automotive industry. In Hünerberg, R. & Mann, A. (Eds.), Holistic corporate management in dynamic markets (pp. 435-464). Gabler, Wiesbaden.
  • Hünerberg, R & Mann, A. (2009). Complexity and resource utilization as a challenge for corporate management. In Hünerberg, R. & Mann, A. (Eds.), Holistic corporate management in dynamic markets (pp. 1-14). Gabler, Wiesbaden.
  • Mann, A. & Prein, J. (2008). Acceptance of mobile loyalty cards: Conceptual considerations and empirical findings. In Bauer, H. H., Dirks, T. & Bryant, M. D. (Eds.), Success factors of mobile marketing: Strategies, concepts and instruments (pp. 241-259), Springer, Berlin / Heidelberg.
  • Mann, A. (2008). Direct communication and service competence. In Fueglistaller, U. (ed.), Dienstleistungskompetenz: Strategische Differenzierung durch konsequente Kundenorientierung (pp.358-383). Versus, Zurich.
  • Mann, A. (2008). Industrial service management. In Fueglistaller, U. (Ed.), Service competence: Strategic differentiation through consistent customer orientation (pp. 84-113). Versus, Zurich.
  • Mann, A. (2008). Customer trust in dialog marketing. In von Kortzfleisch, H.F.O. & Bohl, O. (Eds.), Research, networking, virtualization (pp. 343-356). Eul Verlag, Cologne.
  • Mann, A. & Rath, P. (2008). From response to value orientation in dialog marketing. In DDV (ed.), Dialog Marketing Perspectives 2007/2008 (9-31). Gabler, Wiesbaden.
  • Mann, A. (2008). Dialog marketing and customer trust. In Klumpp , D. et. al. (eds.), Informational Trust for the Information Society (329-346) , Physica Springer, Berlin, Heidelberg.
  • Link, J. & Mann, A. (2007). Portfolio management. In Köhler, R., Küpper, H.-U. & Pfingsten, A. (Eds.), Handwörterbuch der Betriebswirtschaft, 6th ed. (pp. 1404-1418). Schäffer-Poeschel, Stuttgart.
  • Mann, A. (2007). On the relationship between dialog communication and customer trust. In DDV (ed.), Dialog Marketing Perspectives 2006/2007 (49-65). Gabler, Wiesbaden.
  • Mann, A. (2007). Acceptance of e-Government. In Bieler, F. & Schwarting, G. (eds.), e-Government: Perspektiven - Probleme - Lösungsansätze (pp. 267-289). Erich Schmidt Verlag, Berlin.
  • Hünerberg, R. & Mann, A. (2006). Dialog communication - a central building block of trust-based business relationships. In Bauer, H. H., Neumann, M. M. & Schüle, A. (Eds.), Konsumentenvertrauen - Konzepte und Anwendungen für ein nachhaltiges Kundenbindungsmanagement (pp. 279-295). Vahlen, Munich.
  • Mann, A. (2006). Direct marketing controlling. In Zerres, C. & Zerres, M. P. (Eds.), Handbook of marketing controlling, 3rd ed. (pp. 345-374). Springer, Berlin et al.
  • Mann, A. (2005). Customer knowledge management as a success factor in small and medium-sized enterprises. In Meyer, J.-A. (Ed.), Knowledge and information management in small and medium-sized enterprises - Yearbook of SME research and practice 2005 (pp. 263-279). Eul Verlag, Lohmar.
  • Hünerberg, R. & Mann, A. (2004). Dialog communication as an instrument of innovation management in service companies. In Bruhn, M. & Stauss, B. (Eds.), Dienstleistungsinnovationen (pp. 251-279). Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (2003). Dialog-oriented marketing. In Zerres, M. & Zerres, C. (Eds.), Innovative approaches to market-oriented management (pp. 103-124). Kohlhammer, Stuttgart 2003.
  • Hünerberg, R. & Mann, A. (2002). International advertising. In Pflaum, D. & Bäuerle, F. (eds.), Lexikon der Werbung, 7th ed. (pp. 207-218). moderne industrie, Landsberg / Lech.
  • Hünerberg, R. & Mann, A. (2002). Customer orientation and dialog communication in service companies - conceptual considerations and empirical findings. In Mühlbacher, H. & Thelen, E. (Eds.), New developments in service marketing (pp. 3-28). Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (2002). The service potential of the Internet. In Bruhn, M. & Stauss, B. (Eds.), Services Management - Yearbook 2002: Electronic Services (pp. 43-66). Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (1999). Online service. In Bliemel, F. ; Fassot, G. & Theobald, A. (Eds.), Electronic Commerce (pp. 279-297). Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (1998). Strategic Implications of Service Marketing in Industrial Companies - Conceptual Considerations and Empirical Findings. In Engelhardt, W. H. (Ed.), Perspectives of service marketing - Starting points for research and practice (pp. 151-187). Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (1997). International Dimensions of Customer Service. In Mühlbacher, H. & Flipo, J.-P. (Eds.), Advances in Services Marketing (pp. 213-232). Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (1997). Customer dialog in online marketing. In Jaspersen, T. & Blömer, A. (Eds.), Business-Online (pp. 168-177). Hanover.
  • Mann, A. (1996). Fundamentals of a strategic service concept. In Weber, R. (ed.), Service-Management (Loseblattsammlung), 19. Nachlieferung. moderne industrie, Landsberg / Lech.
  • Groenewald, H.; Hünerberg, R. & Mann, A. (1996). Conception and implementation of personnel recruitment. In Berthel, J. & Groenewald, H. (eds.), Personal-Management (Loseblattsammlung), 24. Nachlieferung. moderne industrie, Landsberg / Lech.
  • Mann, A. (1996). Online service. In Hünerberg, R.; Heise, G. & Mann, A. (Eds.), Handbuch Online-M@rketing (pp. 157-179). moderne industrie, Landsberg / Lech.
  • Hünerberg, R.; Heise, G. & Mann, A. (1996). Online - The new marketing dimension. In Hünerberg, R.; Heise, G. & Mann, A. (Eds.), Handbuch Online-M@rketing (pp. 13-30). moderne industrie, Landsberg / Lech.
  • Mann, A. & Heise, G. (1995). Service with multimedia. In Weber, R. (ed.), Service-Management (Loseblattsammlung), 17. Nachlieferung. moderne industrie, Landsberg / Lech.
  • Mann, A. (1995). Fundamentals of service policy in international automobile competition. In Hünerberg, R.; Heise, G. & Hoffmeister, M. (Eds.), Internationales Automobilmarketing (pp. 443-474). Gabler, Wiesbaden.
  • Mann, A. & Heise, G. (1995). Possibilities and problems of segmentation in service management. In: Weber, R. (ed.), Service-Management (Loseblattsammlung), 17. Nachlieferung. moderne industrie, Landsberg / Lech.
  • Mann, A. (1995). Measuring customer benefits and customer satisfaction with services. In Weber, R. (ed.), Service-Management (Loseblattsammlung), 15. Nachlieferung. moderne industrie, Landsberg / Lech.
  • Schmidtborn, M. & Mann, A. (1995). Service quality through multi-media customer terminals using the example of the Lufthansa Ticket Terminal. In Hünerberg, R. & Heise, G. (Eds.), Multi-Media and Marketing (pp. 311-324). Gabler, Wiesbaden.
  • Buettner, J.-H. & Mann, A. (1995). Multi-media communication and sales policy with VIA. In Hünerberg, R. & Heise, G. (Eds.), Multi-media and marketing (pp. 249-262). Gabler, Wiesbaden.
  • Mann, A. (Ed.) (2011). Challenges of international market-oriented corporate management. Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (Ed.) (2009). Holistic corporate management in dynamic markets. Gabler, Wiesbaden.
  • Mann, A. (2004). Dialogue marketing - conception and empirical findings. DUV / Gabler, Wiesbaden.
  • Mann, A. (1998). Success factor service - Strategic service management in national and international marketing. DUV / Gabler, Wiesbaden.
  • Hünerberg, R.; Heise, G. & Mann, A. (1996). Handbuch Online-M@rketing - Wettbewerbsvorteile durch weltweite Datennetze. moderne industrie, Landsberg / Lech 1996.
  • Member of the editorial board of the journal "transfer - Zeitschrift für Kommunikation und Markenmanagement" (formerly "transfer - Werbeforschung & Praxis")
  • Co-editor of the publication series "Forum Marketing" published by Springer-Gabler Verlag
  • Member of the editorial board of the journal dm compact - academic news for marketeers (bilingual: German / English), 1. Jg., 2002