Person

FH-Prof. Mag. Dr. Andreas Zehetner

Sales Management, Organizational Buying Behaviour, Business to Business Marketing, Emotional Intelligence in Sales

Research interests

  • Sales Management
  • Business to Business Marketing
  • Organizational Buying Behaviour
  • Emotional Intelligence in Sales
2018
A. Zehetner - Why can’t we benefit more from international talents? - 6th Higher Education Institutions Conference, Dubrovnik, Croatia, 2018, pp. 90-95 more
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, Croatia, 2018, pp. 256-266 more
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, Austria, 2018, pp. 1-12 more
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, United States of America, 2017, pp.… more
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, Austria, 2017, pp. 111-120 more
2017
A. Zehetner - Gain profit from international talents: Challenges and solutions - Personal Manager, 2017, pp. 12-14 more
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, Austria, 2017, pp. 55-71 more
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 more
2017
A. Zehetner - The Relationship of Emotional Intelligence and Sales Performance - Analysis of Direct and Indirect Effects in a Business-to-Business Environment - Phd Thesis, FH OÖ, Austria, 2017, pp. 1-250 more
2017
A. Zehetner, B. Winkler, W. Feichtenschlager - Management survey 2017 - Report, FH OÖ, Austria, 2017, pp. 1-36 more
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 , Austria, 2016, pp. 48-68 more
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, France, 2015 more
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 more
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, Austria, 2015, pp. 1-355 more
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, Italy, 2014 more
2014
A. Zehetner - What drives professional purchars in Emotions in Marketing (Editors: Vysekalová Jitka et. al.) - Expert Publishing, 2014, pp. 175-190 more
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, Austria, 2014, pp. 1-347 more
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, Austria, 2013, pp. 7 more
2013
D. Panetlic, N. Davcik, A. Zehetner, T. Gillpatrick - Sustainability as a marketing doctrine (in different economical conditions) - Proceedings Cross-Cultural Conference 2013, Steyr, Austria, 2013, pp. 11 more
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, Serbia, 2012, pp. 8 more
2012
A. Zehetner - Studying Emotions in Business Relationships - Proceedings of the AMA Summer Conference, Chicago, United States of America, 2012, pp. 63-71 more
2011
T. Sudarevic, L. Pupovac, A. Zehetner - Upgrading Marketing Planning Activities through Measuring Customer Lifetime Value - Stragic Management, Vol. 16, No. 3, 2011, pp. 53-61 more
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, Austria, 2011, pp. 207-229 more
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, Croatia, 2011, pp. 366-372 more
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, Austria, 2011, pp. 345-368 more
2011
A. Zehetner, T. Sudarevic, L. Pupovac - Different views and potential pitfalls in the implementation of CRM - Management Information Systems, Vol. 6, No. 1, 2011, pp. 8-15 more
2010
L. Pupovac, A. Zehetner - Customer equity, a comprehensive approach in measuring marketing performance - 12th International Symposium "Management and Organisational Sciences", Zlatibor, Serbia, 2010, pp. 217-223 more
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 more
2010
A. Zehetner, S. Wiesinger - Understanding Future Employees In CEEC - Global Business Conference, Dubrovnik, Zagreb, Croatia, 2010, pp. 200-209 more
2010
A. Zehetner - Sales compensation models - what we can learn from Agency Theory - Proceedings Conference Day 2010, Steyr, Austria, 2010, pp. 11 more
2010
A. Zehetner, T. Sudarevic, L. Pupovac - Comprehensive approach in measuring customer value in B2B markets from the supplier’s perspective - Conference Day 2010, Steyr, Austria, 2010, pp. 13 more
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, Cyprus, 2009, pp. 5 more
2008
S. Wiesinger, A. Zehetner - Marketing and Sales Strategies of Austrian B2B Companies in CEE - Proceedings of FFH2008, Wels, Austria, 2008, pp. 1 more
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, Russian Federation, 2008, pp. 55-61 more
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, Austria, 2008, pp. 303-310 more
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, Czech Republic, 2008, pp. 13 more
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, Slovenia, 2008, pp. 103-104 more