Person

FH-Prof. Mag. Dr. Andreas Zehetner

Emotionale Intelligenz im Vertrieb, Kaufverhalten von Organisationen, Vertriebsmanagement, Business-to-Business Marketing

Forschungsinteressen

  • Vertriebsmanagement
  • Kaufverhalten von Organisationen
  • Emotionale Intelligenz im Vertrieb
  • Business-to-Business Marketing
2019
A. Zehetner - Emotionale Intelligenz und Verkaufsperformance - Springer Verlag, 2019 mehr
2018
A. Zehetner - Why can’t we benefit more from international talents? - 6th Higher Education Institutions Conference, Dubrovnik, Kroatien, 2018, pp. 90-95 mehr
2018
A. Zehetner, J. Kraigher-Krainer, D. Zehetner - Complement or Compensate? How do IQ and Job Experience Interackt with Emotional Intelligence in Marketing Exchanges? - Global Business Conference 2018 Proceedings, Dubrovnik, Kroatien, 2018, pp. 256-266 mehr
2018
A. Zehetner, V. Kashyap, T. Foscht - The Moderating Effect of Trait Emotional Intelligence on the Relationship between Selling Skills and Performance: Findings from a B2B Context - EMAC 2018 Proceedings, Glasgow, Österreich, 2018, pp. 1-12 mehr
2017
T. Foscht, A. Zehetner, V. Kashiap - How Trait Emotional Intelligence Moderates the Relationship of B2B Salespersons’ Skills and Performance: Interaction and Higher Order Effects of Sales Experience and Formal Education - 2017 Summer AMA Conference, San Francisco, Vereinigte Staaten von Amerika, 2017,… mehr
2017
J. Kraigher-Krainer, M. Überwimmer, Y. Costa, A. Zehetner - The Hidden Impact of Word-Of-Mouth: A System Dynamics Approach. - Proceedings Cross-Cultural Business Conference 2017, Steyr, Österreich, 2017, pp. 111-120 mehr
2017
A. Zehetner, A. Zehetner - The Relationship between Emotional Intelligence and Negotiation Performance: Preliminary Findings of an Experimental Study with International Business Students. - Proceedings Cross-Cultural Business Conference 2017, Steyr, Österreich, 2017, pp. 55-71 mehr
2017
A. Zehetner - Von internationalen Talenten profitieren: Herausforderungen und Lösungsansätze - Personal Manager, 2017, pp. 12-14 mehr
2017
J. Kraigher-Krainer, M. Überwimmer, Y. Costa, A. Zehetner - The hidden impact of word-of-mouth: A system dynamics approach - Marketing Science & Inspiration, Vol. 12, No. 3, 2017, pp. 17-26 mehr
2017
A. Zehetner - Der Zusammenhang von emotionaler Intelligenz und Verkaufsperformance – Analyse direkter und indirekter Effekte im Business-to-Business-Umfeld - Phd Thesis, FH OÖ, Österreich, 2017, pp. 1-250 mehr
2017
A. Zehetner, B. Winkler, W. Feichtenschlager - Führungskräfte-Umfrage 2017 - Report, FH OÖ, Österreich, 2017, pp. 1-36 mehr
2016
J. Ko, A. Zehetner, M. Überwimmer - Two Perspectives on TTIP’s Economic Impact on European companies: Combining a CGE Approach with Empirical Evidence from Austrian B2B Firms - Proceedings Cross-Cultural Business Conference 2016, Campus Steyr , Österreich, 2016, pp. 48-68 mehr
2015
A. Zehetner, J. Tomovic, D. Mendl - Positive Emotions in the B2B Negotiation Process: How They Are Valued By Sellers And Buyers - Positive Emotions in the B2B Negotiation Process: How They Are Valued By Sellers And Buyers , Tignes, Frankreich, 2015 mehr
2015
A. Zehetner, M. Simek - Supplier Selection Criteria and the Role of Emotions: an exploratory study in an Upper-Austrian setting - Marketing Science & Inspiration, Vol. 10, No. 4, 2015, pp. 18-33 mehr
2015
M. Überwimmer, T. Gangl, M. Gaisch, R. Füreder, D. Humbarger, F. Bauinger, J. Hofstadler, J. Kraigher-Krainer, C. Stadlmann, P. Strach, A. Zehetner - Proceedings Cross-Cultural Business Conference 2015 - Proceedings Cross-Cultural Business Conference 2015, Steyr, Österreich, 2015, pp. 1-355 mehr
2014
M. Überwimmer, S. Wiesinger, M. Gaisch, T. Sumersberger, R. Füreder, J. Hofstadler, C. Stadlmann, A. Zehetner, F. Bauinger, J. Kraigher-Krainer - Proceedings of Cross-Cultural Business Conference 2014 - Proceedings of Cross-Cultural Business Conference 2014, Steyr, Österreich, 2014, pp. 1-347 mehr
2014
S. Wiesinger, A. Zehetner - Gaining Knowledge from Practice: Austrian Companies' Experiences in entering CEE Markets - Conference Proceedings of "Seeking Dealership Excellence Through Research and Training", Ancona, Italien, 2014 mehr
2014
A. Zehetner - What drives professional purchasers in Emoce v marketingu (Editors: Vysekalová Jitka et. al.) - Expert Publishing, 2014, pp. 175-190 mehr
2013
S. Wiesinger, P. Walter, A. Zehetner, F. Bauinger, Y. Skovpen - Austrian Business Experiences in CEE-Countries: Before and after the crisis of 2008 - Cross-Cultural Conference 2013, Proceedings, Steyr, Österreich, 2013, pp. 7 mehr
2013
D. Panetlic, N. Davcik, A. Zehetner, T. Gillpatrick - Sustainability as a marketing doctrine (in different economical conditions) - Proceedings Cross-Cultural Conference 2013, Steyr, Österreich, 2013, pp. 11 mehr
2012
A. Zehetner - Stuying Emotions in Business Relationships - Proceedings of the AMA Summer Conference, Chicago, Vereinigte Staaten von Amerika, 2012, pp. 63-71 mehr
2012
T. Sudarevic, L. Pupovac, A. Zehetner - Upgrading Marketing Planning Activities through measuring Customer Lifetime Value - Proceedings of 16th International Scientific Symposium SM 2011, Subotica-Palic, Serbien, 2012, pp. 8 mehr
2011
A. Zehetner, T. Sudarevic, L. Pupovac - Different views and potential pitfalls in the implementation of CRM - The International Scientific Journal of Management Information Systems, Vol. 6, No. 1, 2011, pp. 8-15 mehr
2011
T. Sudarevic, L. Pupovac, A. Zehetner - Upgrading Marketing Planning Activities through Measuring Customer Lifetime Value - Strategic Management, Vol. 16, No. 3, 2011, pp. 53-61 mehr
2011
A. Zehetner, C. Engelhardt-Nowitzki, B. Hengstberger, J. Kraigher-Krainer - Emotions in Organizational Buying Behaviour – a Qualitative Empirical Investigation in Austria - Selected Papers of the 1st International Conference on Value Chain Management, Steyr, Österreich, 2011, pp. 207-229 mehr
2011
C. Stadlmann, H. Feichtenschlager, A. Mayr, A. Zehetner - The Perception of Risks of Austrian Micro and Small Enterprises in the Case of Outsourcing of Financial Business Processes - 2011 Global Business Conference, Sibenik, Kroatien, 2011, pp. 366-372 mehr
2011
A. Zehetner, C. Engelhardt-Nowitzki, B. Hengstberger, J. Kraigher-Krainer - Emotions in Organizational Buying Behaviour - Proceedings - 1st International Conference on Value Chain Management Steyr 2011, Steyr, Österreich, 2011, pp. 345-368 mehr
2010
A. Zehetner, T. Sudarevic, L. Pupovac - Bet on the right horse: Serving the most profitable customers by understanding direct and indirect measures of customer value - Development of Management, Vol. 18, No. 94, 2010, pp. 7-12 mehr
2010
L. Pupovac, A. Zehetner - Customer equity, a comprehensive approach in measuring marketing performance - XII Internacionalni Simpozijum "Menadzment znanja i organizacione Nauke", Zlatibor, Serbien, 2010, pp. 217-223 mehr
2010
A. Zehetner, S. Wiesinger - Understanding Future Employees In CEEC - Global Business Conference, Dubrovnik, Zagreb, Kroatien, 2010, pp. 200-209 mehr
2010
A. Zehetner - Sales compensation models - what we can learn from Agency Theory - Proceedings Conference Day 2010, Steyr, Österreich, 2010, pp. 11 mehr
2010
A. Zehetner, T. Sudarevic, L. Pupovac - Comprehensive approach in measuring customer value in B2B markets from the supplier’s perspective - Conference Day 2010 - proceedings, Steyr, Österreich, 2010, pp. 13 mehr
2009
A. Zehetner - How small and medium sized B2B companies perceive the relevance and effectiveness of trade fairs – an empirical investigation among Austrian trade fair exhibitors - Developments and Challenges, Nicosia, Zypern, 2009, pp. 5 mehr
2008
S. Wiesinger, A. Zehetner - Marketing- und Vertriebsstrategien österreichischer B2B-Unternehmen in Mittel- und Osteuropa - Proceedings of FFH2008 Fachhochschul Forschungs Forum, Wels, Österreich, 2008, pp. 1 mehr
2008
A. Zehetner, S. Wiesinger, J. Hofstadler, C. Stadlmann - Marketing Strategies of Austrian B2B-Companies in Central and Eastern European Countries. - Russian Economy: Problems, Achievements and Perspectives of International Development., Moscow, Russland, 2008, pp. 55-61 mehr
2008
A. Zehetner, S. Wiesinger - B2B-Marketing and Sales Strategies in CEE Countries – Findings from a Barometer Study in Austria. - Proceedings FH Science Day 2008, Linz, Österreich, 2008, pp. 303-310 mehr
2008
A. Zehetner - The role of trade fairs for small and medium sized Busines-to-Business companies - The role of trade fairs for small and medium sized Busines-to-Business companies, Prague, Tschechische Republik, 2008, pp. 13 mehr
2008
A. Zehetner, S. Wiesinger - International Marketing Communication Strategies of Austrian Companies in CEE-Countries - Corporate and Marketing Communications as a Strategic Resource; Response to Contemporary use, Challenges and Criticism, Ljubljana, Slowenien, 2008, pp. 103-104 mehr