Found 104 publications
Wie sich Emotionen im Verkaufsgespräch auswirken
Year of publication: 2020
Medium: Sales Excellence
Authors: Haudek, C., Pezenka, I., Prem, M.
Category: Article in industry media
Study program: Marketing & Sales Management
An explorative analysis of salespeople’s emotions and their effect on the selling situation perceived by the buyer
Year of publication: 2019
Medium: 48th European Marketing Academy Conference (EMAC)
Authors: Pezenka, I.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
Drivers of Emotions in Airbnb-Reviews
Year of publication: 2019
Medium: In J. Pesonen & J. Neidhardt (eds), Information and Communication Technologies in Tourism 2019 (pp. 67-79)
Authors: Weismayer C., Pezenka I.
Category: Contribution in anthology/conference proceedings (full paper)
Study program: Marketing & Sales Management
Drivers of Emotions in Airbnb-Reviews
Year of publication: 2019
Medium: ENTER 2019
Authors: Weismayer C., Pezenka I.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
How Country Stereotypes and Brand Globalness drive Brand Preferences in Austria and the Netherlands: Consumer Ethnocentrism and Hedonic/Utilitarian Product Characteristics as Moderators
Year of publication: 2019
Medium: American Marketing Association (AMA) Winter Academic Conference
Authors: Bourdin, D., Yaprak, A.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
Salespeople’s Emotions in different Stages of Sales Conversations
Year of publication: 2019
Medium: 13th Global Sales Science Institute Conference (GSSI)
Authors: Pezenka, I.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
Salespeople’s Emotions in different Stages of Sales Conversations
Year of publication: 2019
Medium: The Sales Ecosystem – Defining and Exploring How Proceedings of the 13th Annual Global Sales Science Institute Conference (pp. 15-19)
Authors: Pezenka, I.
Category: Contribution in anthology/conference proceedings (full paper)
Study program: Marketing & Sales Management
Sind Gefühle leicht entschlüsselbar?
Year of publication: 2019
Medium: Der Standard, by Katharina Kropshofer
Authors: Pezenka, I.
Category: Article in mass media
Study program: Marketing & Sales Management
The Relationship between Seller Personality and Buyer Evaluations: Facial Expressions as Moderators
Year of publication: 2019
Medium: Regional EMAC Conference
Authors: Pezenka I., Bourdin D.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
A text-mining based Detection of Kano’s Factors in Online Reviews. 47th European Marketing Academy Conference
Year of publication: 2018
Medium: 47th European Marketing Academy Conference
Authors: Pezenka, I., Weismayer, C.
Category: Poster at scientific conference
Study program: Marketing & Sales Management
Aspect-Based Sentiment Detection: Comparing Human Versus Automated Classifications of TripAdvisor Reviews
Year of publication: 2018
Medium: In B. Stangl & J. Pesonen (eds), Information and Communication Technologies in Tourism 2018 (pp. 365-380). Springer International Publishing. doi: 10.1007/978-3-319-72923-7_28
Authors: Weismayer C., Pezenka I., Gan C.HK.
Category: Contribution in anthology/conference proceedings (full paper)
Study program: Marketing & Sales Management
Factors influencing the Ratio Bias
Year of publication: 2018
Medium: EURO Journal on Decision Processes
Authors: Bourdin, D., & Vetschera, R.
Category: Article in scientific journal (peer reviewed)
Study program: Marketing & Sales Management
Problemfelder des Online-Targetings aus Unternehmenssicht
Year of publication: 2018
Medium: In Tagungsband des 12. Forschungsforums der Österreichischen Fachhochschulen
Authors: Pusterhofer T., Pezenka I.
Category: Contribution in anthology/conference proceedings (full paper)
Study program: Marketing & Sales Management
The contemporary experience in hospitality based on emotions
Year of publication: 2018
Medium: UNIVALI - Universidade do Vale do Itajaí
Authors: Pezenka, I.
Category: Keynote at scientific conference
Study program: Marketing & Sales Management
The Effects of Brand Globalness Perceptions and Brand Origin Stereotypes on Brand Preference: Consumer Ethnocentrism, Product Involvement, and Hedonic/Utilitarian Product Characteristics as Moderators
Year of publication: 2018
Medium: European Marketing Academy (EMAC) Annual Conference
Authors: Bourdin, D., Yaprak, A.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
Biometrische Analysetools in der Sales-Ausbildung
Year of publication: 2017
Medium: Verkaufen, 2017/05
Authors: Pezenka I.
Category: Article in industry media
Study program: Marketing & Sales Management
Emotions in the sales process - how to enrich sales classes with biometric research tools
Year of publication: 2017
Medium: Global Sales Science Institute Conference (GSSI)
Authors: Pezenka I.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
Erlebnis als Versprechen der Sharing Economy - Eine Big Five Studie am Beispiel von Airbnb NutzerInnen
Year of publication: 2017
Medium: In C. Sauer (Ed.), Tagungsband des 11. Forschungsforums der Österreichischen Fachhochschulen, S. 1008-1013.
Authors: Pezenka, I., Winkler, P., Weismayer, C.
Category: Contribution in anthology/conference proceedings (full paper)
Study program: Marketing & Sales Management
Factors Influencing the Ratio Bias
Year of publication: 2017
Medium: Conference of the International Federation of Operational Research Societies (IFORS)
Authors: Bourdin, D., & Vetschera, R.
Category: Presentation at scientific conference
Study program: Marketing & Sales Management
Identifying Emerging Research Fields: A Longitudinal Latent Semantic Keyword Analysis
Year of publication: 2017
Medium: Scientometrics, 113(3), 1757-1785
Authors: Weismayer, C., & Pezenka, I.
Category: Article in scientific journal (peer reviewed)
Study program: Marketing & Sales Management