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.
  • 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, Vol. 2: Customer perspective - provider perspective - employee perspective (pp. 113-137). Springer Fachmedien, Wiesbaden.
  • Mann, A. & Pristl, A.-C. (2023). Customer expectations and return 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 - the basis for successful management of direct customer contact. In Zerres, C. (Ed.), Handbook of marketing controlling. Fundamentals - 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.), Digitalisierte Verwaltung - Vernetztes 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.), Dialogue marketing perspectives 2018/2019 (pp. 223-242). Springer Gabler, Wiesbaden.
  • Mann, A., & Barkhof, A. (2018). Direct-to-consumer advertising refusal: Conceptual considerations and empirical findings using the example of direct mail. 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. Fundamentals - 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). Using direct marketing in the context of dialogue communication. In Bruhn, M., Esch, F.-R. & Langner, T. (Eds.), Handbuch Instrumente der Kommunikation (pp. 405-435). Springer Gabler, Wiesbaden.
  • Mann, A. (2016). Methods 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.), Dialogue marketing in dialogue (pp. 345-360). Springer Gabler, Wiesbaden.
  • Mann, A. (2013). Employee competencies in dialog marketing - effects on success and requirements. In Gerdes, J., Hesse, J. & Vögele, S. (Eds.), Dialogue marketing in dialogue (pp. 313-333). Springer Gabler, Wiesbaden.
  • Mann, A. & Parwoll, M. (2013). Donor recovery: segmenting and targeting inactive cash donors. In DDV (Ed.), Dialogue 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). International dialog marketing - Opportunities and challenges for small and medium-sized enterprises. In Mann, A. (Ed.), Challenges of international market-oriented corporate management, (pp. 259-288). Gabler, Wiesbaden.
  • Mann, A. (2010). Dialogue 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). Dialogue marketing in mail order. In Mattmüller, R. (Ed.), Mail order marketing - Market-oriented management of a growth industry, 2nd ed. (pp. 341-371). Frankfurt am Main, Deutscher Fachverlag.
  • Mann, A. (2009). Customer recovery and dialog marketing, in Link, J. & Seidl, F. (Eds.), Customer churn: early detection, prevention, customer recovery (pp.163-182). Wiesbaden, Gabler.
  • Mann, A. (2009). Ingredient branding and dialogue marketing. In Mattmüller, R., Michael, B. M. & Tunder, R. (Eds.), Awakening - Ingredient branding creates value (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 deployment as a challenge to 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.), Mobile marketing success factors: strategies, concepts and instruments (pp. 241-259), Springer, Berlin / Heidelberg.
  • Mann, A. (2008). Direct communication and service competence. In Fueglistaller, U. (Ed.), Service competence: Strategic differentiation through consistent customer orientation (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 dialogue marketing. In von Kortzfleisch, H.F.O.. & Bohl, O. (Eds.), Knowledge, 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. (Sp. 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: Perspectives - Problems - Approaches (pp. 267-289). Erich Schmidt Verlag, Berlin.
  • Hünerberg, R. & Mann, A. (2006). Dialog communication - central building block of trust-based business relationships. In Bauer, H. H., Neumann, M. M. &  Schüle, A. (Eds.), Consumer trust - concepts and applications for sustainable customer loyalty management (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). Dialogue communication as an instrument of innovation management in service companies. In Bruhn, M. & Stauss, B. (Eds.), Service innovations (pp. 251-279). Gabler, Wiesbaden.
  • Hünerberg, R.  & Mann, A. (2003). Dialogue-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). modern industry,  Landsberg / Lech.
  • Hünerberg, R. & Mann, A. (2002). Customer orientation and dialogue communication in service companies - conceptual considerations and empirical findings. In Mühlbacher, H. & Thelen, E. (Eds.), New developments in services marketing (pp. 3-28). Gabler, Wiesbaden.
  • Hünerberg, R. & Mann, A. (2002). The service potential of the Internet. In Bruhn, M. & Stauss, B. (Eds.), Service 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 on 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 dialogue in online marketing. In  Jaspersen, T. & Blömer, A. (Eds.), Business-Online (pp. 168-177). Hannover.
  • Mann, A. (1996). Foundations of a strategic service concept. In Weber, R. (Ed.), Service mana­gement (loose-leaf collection), 19th supplement. modern industry, Landsberg / Lech.
  • Groenewald, H.; Hünerberg, R. & Mann, A. (1996). Design and implementation of personnel advertising. In Berthel, J. & Groenewald, H. (Eds.), Personal-Management (Loseblattsammlung), 24th Suppl. moderne industrie, Lands­berg / Lech.
  • Mann, A. (1996). Online service. In Hünerberg, R.; Heise, G. & Mann, A. (Eds.), Handbuch Online-M@rketing (pp. 157-179). modern industry, 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  (loose-leaf collection), 17th supplement. modern industry, Landsberg / Lech.
  • Mann, A. (1995). Fundamentals of service policy in international automotive competition. In Hünerberg, R.; Heise, G. & Hoffmeister, M. (Eds.), International automotive marketing (pp. 443-474). Gabler, Wiesbaden.
  • Mann, A. & Heise, G. (1995). Opportunities and problems of segmentation in service management. In: Weber, R. (Ed.), Service Management (loose-leaf collection), 17th supplement. modern industry, Landsberg / Lech.
  • Mann, A. (1995). Measuring customer value and customer satisfaction in service delivery. In Weber, R. (Ed.), Service Management (loose-leaf collection), 15th supplement. modern industry, 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