Prof. Dr. Manfred Kraff
|Address:||Am Stadtgraben 13 - 15
|Phone:||+49 (0) 251 / 83 - 25025|
|Fax:||+49 (0) 251 / 83 - 25024|
1979–1982 “Kreissparkasse Herzogtum Lauenburg” (savings bank)
1982–1985 Specialized college of higher education (business)
1985–1990 Business Administration, Lueneburg University
1990–1994 Ph.D., dissertation title "Außendienstentlohnung im Licht der Neuen Institutionenlehre“ (Sales Force Compensation in Light of New Institutional Economies)
1994–2000 habilitation, title "Kundenbindung und Kundenwert“(Customer Retention and Customer Value)
1999–2000 Interim director of the Otto-Beisheim Endowed Chair of Marketing at WHU, Vallendar
2000–2003 Director of the Otto-Beisheim Endowed Chair of Marketing at WHU, Vallendar
2003–present Director of the Institute of Marketing at the University of Muenster
Since 2004 Visiting Professor at Università di Bocconi, Milan
Since 2008 Visiting Honorary Professor at University of Loughborough, England
With Murali Mantrala and Barton A. Weitz (Associate and Full Professors, respectively. University of Florida): joint project with the working title ”Sales Contests: An Empirical Study of Factors Related to the Use of Individual and Relative Performance-Based Incentives Using U.S. and German Survey Data.” Manuscript in process.
With Dr. Deepak Agrawal (previously Assistant Professor, Purdue University, currently Microsoft Network, Seattle) and Anne T. Coughlan (Associate Professor, Northwestern University): joint project with the working title”Team Selling: Emerging Issues in Team Compensation & Control,” which elaborates an extensive survey among American sales directors. The project is sponsored by Roland Berger, Munich, and the data collection has been completed successfully.
With Werner Reinartz (Assistant Professor, INSEAD) and Wayne D. Hoyer (Professor of Marketing, University of Texas in Austin): project with the working title ”Adopting a Customer Relationship Management Orientation: Antecedents and Consequences,” which provides a comprehensive survey of CRM practices in the energy, financial service, and Internet start-up industries in Germany, Austria, and Switzerland. The project is complete.
Publications by Prof. Krafft
Highly proficient in English (lived in US for several months) and Norwegian; proficient in Danish and Swedish; basic knowledge of Spanish.
Editorial board member, International Journal of Research in Marketing
Editorial board member, Journal of Interactive Marketing
Advisory board member, THEXIS
Co-Editor, Zeitschrift für Betriebswirtschaft (ZfB), Hagen
Member, Erich-Gutenberg-Arbeitsgemeinschaft e.V., Cologne
Member, Schmalenbach-Gesellschaft für Betriebswirtschaft e.V., Cologne
Member, association of professors in business administration (Verband der Hochschullehrer für Betriebswirtschaft e.V.), Hannover
Member, Association of German Universities (Deutschen Hochschulverband), Bonn
Member, American Marketing Association, Chicago, USA
Member, Institute for Operations Research and the Management Science (INFORMS), Linthicum, Maryland, USA, and INFORMS Society for Marketing Science
Member, European Marketing Academy, EMAC, Brussels, Belgium
Member, Advisory Board of Data Protection, Deutsche Bahn AG