Person

FH-Prof. Mag. Dr. Andreas Zehetner

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

Research interests

  • Business to Business Marketing
  • Emotional Intelligence in Sales
  • Sales Management
  • Organizational Buying Behaviour
2019
D. Zehetner-Hirtenlehner, T. Lepeyko, A. Zehetner - Formation of the leadership style in the enterprise management in the process of generation transition - New Economic Forum , Kiew, Ukraine, 2019, pp. 9-14 more
2019
A. Zehetner, D. Zehetner-Hirtenlehner - Complement or Compensate? Interaction of IQ and Job Experience with Emotional Intelligence in Marketing Exchanges - Journal of Marketing Development and Competitiveness, Vol. 13, No. 4, 2019, pp. 107-112 more
2019
A. Zehetner - The relationship between emotional intelligence and sales perfomance in a business-to-business environment - Proceedings Cross-Cultural Business Conference 2019, Steyr, Austria, 2019, pp. 107-118 more
2019
A. Zehetner - Emotional Intelligence and Sales Performance - Springer Verlag, 2019 more
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
A. Zehetner - Gain profit from international talents: Challenges and solutions - Personal Manager, 2017, pp. 12-14 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, 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
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
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
A. Zehetner - What drives professional purchars in Emotions in Marketing (Editors: Vysekalová Jitka et. al.) - Expert Publishing, 2014, pp. 175-190 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
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
A. Zehetner - Studying Emotions in Business Relationships - Proceedings of the AMA Summer Conference, Chicago, United States of America, 2012, pp. 63-71 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
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
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
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
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, 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