Prof. Dr. Hauke Wetzel
Publications in Refereed Journals
- The perils of service divestment initiatives: When and why customers seek revenge and how it can be attenuated, in: Journal of Service Research, Vol. 22 (3), p. 301-322, 2019 (with M. Hammerschmidt, Ch. Hänel), Impact Factor: 6,0382
- Who’s pulling the strings? The motivational paths from marketer actions to user engagement in social media, in: European Journal of Marketing, 53 (9), 1808-1832, 2019 (with W. Weiger, M. Hammerschmidt) Impact Factor: 1,50
- Don't You Dare Push Me: How Persuasive Social Media Tactics Shape Customer Engagement, in: Journal of the Association for Consumer Research, forthcoming, 2018 (with M. Hammerschmidt, W. Weiger)
- Building and leveraging sports brands: Evidence from 50 years of German professional soccer, in: Journal of the Academy of Marketing Science, Vol. 46, No. 4, p. 591-611, 2018 (with M. Hammerschmidt, S. Hattula, H. J. van Heerde), Impact Factor: 5,89
- The Burden of Rank: The Impact of Preferred Supplier Status on Buyer Excessive Requests, in: Industrial Marketing Management, Vol. 71, No. 5, p. 19-26, 2018 (with M. Hammerschmidt, T. Arnold), Impact Factor: 3,17
- Can doing good lead to doing poorly? Firm value implications of CSR in the face of CSI, in: Journal of the Academy of Marketing Science, Vol. 45, No. 5, p. 677-697, 2017 (with M. Hammerschmidt, I. Lenz), Impact Factor: 3,744
- Leveraging Marketer-Generated Appeals in Online Brand Communities: An Individual User-Level Analysis, in: Journal of Service Management, Vol. 28, No. 1, p. 133-156, 2017 (with M. Hammerschmidt, W. Weiger), Impact Factor: 2,233
- Kundenstatus im Vertrieb: Dos and Don'ts, in: Marketing Review St. Gallen, Vol. 32, No. 6, p. 80-87, 2015 (with M. Hammerschmidt, S. Klein)
- Gratitude versus Entitlement: A Dual Process Model of the Profitability Implications of Customer Prioritization, in: Journal of Marketing, Vol. 78, No. 2,
p. 1-19, 2014 (with M. Hammerschmidt, A. R. Zablah), Impact Factor: 3,368, - Lead Article -
Publications in Refereed Proceedings
- Should Marketers Pull the Strings? How to Shape the Impact of Persuasion on Consumer Engagement in Social Media, in: Baker Retailing Center Conference Proceedings, Philadelphia, USA, The Wharton School, 2017 (with M. Hammerschmidt, W. Weiger).
- Behavioral Engagement in Social Media: Measurement, Antecedents, and Purchase Consequences, in: Proceedings of the ISMS Marketing Science Conference, Los Angeles, USA, 2017 (with M. Hammerschmidt, W.H. Weiger, W.W. Moe).
- Who is Pulling the Strings? The Role of Self-Determination in Shaping User Engagement through Marketer-Generated Content, in: Proceedings of the 24th Recent Advances in Retailing and Consumer Science Conference, European Institute of Retailing and Services Studies (EIRASS), Burnaby/Vancouver, BC, CA, 2017 (with W. Weiger, M. Hammerschmidt).
- Question-Behavior Effect: The Role of Relationship Dynamics, in: AMA Winter Educators' Conference Proceedings, Orlando, FL, USA , 2017 (with M. Hammerschmidt, S. Klein).
- Behavioral Engagement in Social Media: Measurement, Drivers and Impact on Purchase Behavior, in: Proceedings of the Informs Anual Meeting, Nashville, USA, 2016 (with M. Hammerschmidt, W. Weiger, W. Moe)
- A Painful Break or a Never Ending Agony? The Effects of Service Contract Divestment Approaches on Customer Revenge, in: AMA Summer Marketing Academic Conference Proceedings, Atlanta, USA, 2016 (with M. Hammerschmidt, Ch. Hänel)
- Firm Value Effects of Stakeholder Welfare Protection and Enhancement: The Role of Marketing Levers, in: Proceedings of the 42nd EMAC Conference, Oslo, Norway, 2016 (with M. Hammerschmidt, I. Lenz).
- Doing Good After Doing Bad: Firm Value Implications of Distinct Corporate Social Responsibility Engagements, in: AMA Winter Educators conference Proceedings, Las Vegas, NV, USA, 2016 (with M. Hammerschmidt, I. Lenz).
- The Role of Self-determination in Social Media: Assessing its Drivers and its Impact on Content Generation, in: Proceedings of the 42nd EMAC Conference, Istanbul, Turkey, 2013 (with M. Hammerschmidt, W. Weiger).
- Self-Determination in Social Media Channels: Antecedents & Impact on Content Generation, in: AMA Winter Educators Conference Proceedings, Las Vegas, NV, USA , 2013 (with M. Hammerschmidt, W. Weiger).
- Strengthening Firm’s Societal Role – How Compensation Strategies Help to React on Social Misconduct, in: Proceedings of the 42nd EMAC Conference, Istanbul, Turkey, 2013 (with M. Hammerschmidt, I. Lenz).
- 'Goodwill Hunting' - How Companies Should React on Social Misconduct, in: AMA Winter Educators Conference Proceedings, Las Vegas, NV, USA , 2013 (with M. Hammerschmidt, I. Lenz).
- An Antagonistic Process Model of the Profitability Impact of Customer Priorization in: AMA Summer Marketing Educators' Conference Proceedings, 2012, Chicago, IL (with M. Hammerschmidt, A. Zablah).
- The Dynamics Underlying Performance Signaling: Insights from the Professional Sports Market in: AMA Summer Educators' Conference Proceedings, 2012, Chicago, IL (with M. Hammerschmidt, S. Hattula).
- A Dual Process Model for Enhancing Customer Priorization Profitablity in: Proceedings of the 41st EMAC Conference, 2012, Lisbon, Portugal (with M. Hammerschmidt, A. Zablah).
- A Dynamic Model of Fan Behavior When Team Expenditures and Brand Equity Signal Future Performance in Professional Sports Market in: Proceedings of the 41st EMAC Conference, 2012, Lisbon, Portugal (with M. Hammerschmidt, S. Hattula).
- Gratitude versus Entitlement: A Dual Process Model of the Profitability Implications of Customer Prioritization, in: Thought Leadership on the Sales Profession Conference, 2012, Harvard Business School, Cambridge, MA (with A. R. Zablah, M. Hammerschmidt).
- How Companies Should React on Social Misconduct – The Role of In- and Extra-Domain Compensation, in: AMA Summer Educators Conference Proceedings, Chicago, IL, USA , 2012 (with M. Hammerschmidt, I. Lenz).
- Integration vs. Regulation: What Really Drives User-generated Content in Social Media Channels?, in: AMA Summer Educators Conference Proceedings, Chicago, IL, USA , 2012 (with M. Hammerschmidt, W. Weiger).
- Are We All Brand Managers? Understanding The Facets And Drivers Of Brand Democratization, in: Proceedings of the 41st EMAC Conference, Lisbon, Portugal, 2012 (with M. Hammerschmidt, W. Weiger).
- The Impact Of Google Search And Print Media On Private Investors’ Trading Volume, in: Proceedings of the 41st EMAC Conference, Lisbon, Portugal, 2012 (with N. Jabs, I. Lenz).
- Signaling Quality Across Different Stages of the Organizational Life Cycle, in: Academy of Marketing Science Annual Conference Proceedings, Coral Gables, Florida, USA, 2011 (with H. Bauer, S. Hattula, M. Hammerschmidt).
- Lagging First or Gaggering First? Signaling Future Business Performance to Different Stakeholders, in: Proceedings of the 40th EMAC Conference, Ljubljana, Slovenia, 2011 (with H. Bauer, S. Hattula, M. Hammerschmidt).
- Trading off for the Effects of Prioritization Perception and Status Consciousness on Customer Profitability, in: Proceedings of the 39th EMAC Conference, Copenhagen, Denmark, 2010 (with H. Bauer, M. Hammerschmidt).
- Is Communicating Customer Prioritization a Double-Edged Sword? Exploring the Effects of Perceived Prioritization and Status Consciousness on Customer Loyalty and Profitability, in: AMA Summer Educators Conference Proceedings, Boston, MA, USA , 2010 (with H. Bauer, M. Hammerschmidt) - ausgezeichnet mit dem BEST TRACK PAPER AWARD im Track "Interorganizational Issues in Marketing".
- Can Customer Prioritization Do Harm? Exploring its Effectiveness and Efficiency, in: AMA Summer Educators Conference Proceedings, Chicago, IL, USA, 2009 (with H. Bauer, M. Hammerschmidt).
- The Impact of Customer Prioritization on the Performance of B2B Relationships, in: Proceedings of the 38th EMAC Conference, Nantes, France, 2009 (with H. Bauer, M. Hammerschmidt).
Books
- Kundenpriorisierung im Business-to-Business Marketing: Ene Analyse aus Anbieter- und Kundenperspektive, Dissertation, Gabler-Verlag, Wiesbaden, 2012.