Udo Wagner

Publications

Publications per year 1978 2007 2008 2009 2010 2011 2012 2013 2014 2016 2017 2018 2019 2024

• 117 Contribution to proceedings
• 106 Article
• 43 Chapter
• 37 Lecture notes
• 63 More
  • 16 Editorial
  • 10 Newspaper/Magazine article
  • 9 Book/Film/Event review
  • 8 Collection
  • 7 Paper
  • 5 Proceedings
  • 3 Book
  • 2 Brochure
  • 2 Working paper
  • 1 Web publication

Publications per year

Publications per year

Search results

• 2024

  Getting Users Involved in Idea Crowdsourcing Initiatives: An Experimental Approach to Stimulate Intrinsic Motivation and Intention to Submit

  Garaus, C., Garaus, M. & Wagner, U., 2024, In: IEEE Transactions on Engineering Management. 71, p. 3700-3711 12 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Intrinsic Motivation 100%
  • Crowdsourcing 100%
  • Linguistic Cue 28%
  • Effective Intervention 14%
  • Self-Determination Theory 14%

• Predicting and Optimizing Marketing Performance in Dynamic Markets

  Guhl, D., Paetz, F., Wagner, U. & Wedel, M., Mar 2024, In: OR Spectrum. 46, p. 1-27 27 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Macroeconomic Performance 100%
  • Business Environment 100%
  • Marketing Performance 100%
• 2023

  Measuring Product Commoditization: Scale Development

  Wagner, U., Sepúlveda Simon, F. & Enke, M., 2023, In: Marketing ZFP - Journal of Research and Management. 45, 4, p. 3-13 11 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  • Scale Development 100%
  • Commoditization 100%
  • Price 33%
  • Self Evaluation 16%

• The Effect of Implicit versus Explicit Country-of-Origin Cues on Consumers’ Willingness to Pay for a Brand

  Montanari, M. G., Bell, L., Diamantopoulos, A. & Wagner, U., Sept 2023, Proceedings of the 14th EMAC Regional Conference.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

  • Willingness-to-Pay 100%
  • Country of Origin 100%
  • Willingness to Pay 100%
  • Price 33%
  • Mother Tongue 12%
• 2022

  Effects of Acoustic Stimuli Complementing Out-Of-Home Advertising

  Wagner, U. & Ruhm, R., 2022, In: Marketing ZFP - Journal of Research and Management. 44, 1, p. 23

  Publications: Contribution to journal › Article › Peer Reviewed

  • Main Result 100%
  • Quantitative Study 100%
  • Multisensory Integration 100%
  • Advertising Campaign 100%

• Erratum on the pay as you wish model by Chen et al. (2017)

  Akbari, K. & Wagner, U., 1 May 2022, In: Marketing Science: the marketing journal of INFORMS. 41, 3, p. 657 1 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  • Pricing 100%
  • Aversion 100%
• 2021

  Consumers’ value systems in the consumption of sustainable groceries: An intercultural study

  Wagner, U. & Strobl, S., 2021, Corporate Responsibility, Sustainability and Markets: How Ethical Organisations and Consumers Shape Markets. Simoes, C., Grigore, G. & Stancu, A. (eds.). Palgrave Macmillan, (Palgrave Studies in Governance, Leadership and Responsibility).

  Publications: Contribution to book › Chapter › Peer Reviewed

• Crossmodal correspondences between color, smell, and texture: Investigating the sensory attributes of a body lotion

  Wagner, U., Steiner, E., Hartmann, C. & Braun, K., 2021, In: Marketing ZFP - Journal of Research and Management. 42, 2, p. 19-34 16 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Sensory Attributes 100%
  • Lotion 100%
  • Product Quality 25%

• Emotional targeting using digital signage systems and facial recognition at the point-of-sale

  Garaus, M., Wagner, U. & Rainer, R., Jul 2021, In: Journal of Business Research. 131, p. 747-762 16 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  • Sales 100%
  • Mood 100%
  • Facial Recognition 100%
  • Willingness to Pay 100%
  • Product Category 50%

• Entwicklungslinien der quantitativen Marketingforschung im deutschsprachigen Raum

  Wagner, U. & Hildebrandt, L., 2021, Ideengeschichte der BWL II: Produktion, OR, Innovation, Marketing, Finanzierung, Nachhaltigkeit, ÖBWL, Internationales Management. Matiaske, W. & Sadowski, D. (eds.). Wiesbaden: SpringerGabler

  Publications: Contribution to book › Chapter › Peer Reviewed

• Kundenbindungsprogramme aus der Sicht des Marketings

  Wagner, U., 2021, Handbuch Kundenbindungs- und Loyalitätsprogramme. Kirchmayr-Schliesselberger, S., Miernicki, M., Weilinger, A. & Wimmer, A. (eds.). 1 ed. Facultas, p. 23-37

  Publications: Contribution to book › Chapter › Peer Reviewed

• Playing when paying and what happens next: Customer satisfaction and word-of-mouth intention in gambled price promotions

  Akbari, K. & Wagner, U., 2021, In: Schmalenbach Business Review (SBR). 73, 2, p. 243 - 271

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Low-Cost Strategy 100%
  • Gambling 100%
  • Furniture 33%

• Possession Attachment toward Global Brands: How the "World of Barbie" is Shaping the Mindsets of Millennial Girls

  Wagner, U., Jacob, I. C., Khanna, M. & Rai, K. A., 2021, In: Journal of International Consumer Marketing. 33, 4, p. 434-451 18 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  • Mindset 100%

• Using mobile and stationary eye-tracking to better understand self perceptions

  Kastner-Jamsawang, J. & Wagner, U., 25 Mar 2021, In: Multidisciplinary Business Review. 14, 1, p. 41-60

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Consumer Need 100%
  • Eye Tracking 100%
  • Self-Perception 100%
  • Visual Perception 100%
  • Merchandising 100%

• What Language Should Be Displayed on Product Packaging? How Unconventional Lettering Influences Packaging and Product Evaluation

  Wagner, U. & Charinsarn, A. R., 2021, In: Journal of International Consumer Marketing. 33, 1, p. 1-18 18 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  • Familiarity 100%
  • Foreign Languages 100%
• 2020

  Beyond Words: The Relationship between Salespeople’s Facial Expressions and Customer Impressions – An Experimental Study

  Pauser, S. & Wagner, U., 2020, Global Marketing Conference Proceedings 2020.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Creating Charisma

  Pauser, S., Wagner, U. & Ebster, C., 2020, In: Keller Center Research Report (KCRR). 13, 2, p. 11-14

  Publications: Contribution to journal › Article › Peer Reviewed

• Do you see what I am saying? Facial expressiveness and personal selling implications.

  Pauser, S. & Wagner, U., 2020, Conference Proceedings EMAC 2020. . Budapest

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Hearing what isn't said: Measuring facial expressiveness and its impact on customer responses in real-time

  Pauser, S. & Wagner, U., 2020, Proceedings for the SMA Conference 2020.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

  • Customer Response 100%
  • Facial Expression 100%
  • Nonverbal Communication 100%
  • Facial Recognition Software 50%

• Judging a Book by its cover: Assessing the Comprehensibility and Perceived Appearance of Sign Language Avatars

  Pauser, S. & Wagner, U., 2020, In: Marketing ZFP - Journal of Research and Management. 42, 3, p. 48-62 13 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  • Deaf Community 100%
  • External Validity 100%
  • design company 100%

• Matching luxury brand appeals with attitude functions on social media across cultures

  Choi, Y. K., Seo, Y., Wagner, U. & Yoon, S., Sept 2020, In: Journal of Business Research. 117, p. 520-528 9 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  • Luxuries 100%
  • Cultural Contexts 100%
  • Cultural Context 40%
  • Consumer Perception 20%

• Overcoming consumption barriers for conscious food products: The relevance of measures encouraging individual sensory imagery

  Poscher, T., Enzelberger, R., Heim, K., Fina, R., Steiner, E. & Wagner, U., 2020, Proceedings of the 11th EMAC CEE Regional Conference.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Overcoming consumption barriers for conscious food products: The role of vivid sensory imagery

  Steiner, E., Poscher, T., Fina, R., Steiner, R., Heim, K. & Wagner, U., 2020, Proceedings of the European Marketing Academy, 49th. 64790

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

  • Organic Food 100%
  • Traditional Food 100%

• Reading a salesperson’s face: An experimental study employing real-time response measurement

  Pauser, S. & Wagner, U., 2020, Proceedings of the 11th EMAC CEE Regional Conference. 84191

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

  • Response Time 100%
  • Nonverbal Communication 100%
  • Sales 100%
  • Reaction Time 100%
  • Customer Response 50%

• Selfie campaigns as advertising strategy: Mental imagery as driver of participation

  Wolfsteiner, E., Garaus, M., Wagner, U. & Girschick, A., 2020, Global Marketing Conference Proceedings 2020.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• So close, yet so far? A methodological investigation of the potential of optimal sample sizes for the application of Napping as rapid sensory method in marketing context.

  Steiner, E. & Wagner, U., 2020, Conference Proceedings for the 49th EMAC Conference.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed
• 2019

  A wearable sales assistant: Capturing dynamic nonverbal communication behaviors using sensor technology

  Pauser, S. & Wagner, U., 19 Mar 2019, In: Marketing Letters: a journal of research in marketing. 30, 1, p. 13-25 13 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Sales 100%
  • Nonverbal Communication 100%
  • Communication Behavior 100%
  • Customer Response 25%
  • Positive Effect 25%

• Barrier-Free Communication: Assessing the Comprehensibility, physical appearance, and acceptance of sign language avatars

  Pauser, S. & Wagner, U., 2019, Proceedings of the 10th EMAC CEE Regional Conference. St. Petersburg

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Crossmodal correspondences between color, smell and texture - Investigating sensory attributes of a body lotion

  Wagner, U., Steiner, E., Hartmann, C. & Braun, K., 2019, French-Austrian-German Workshop on consumer Behavior - Proceedings.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Deviant Behaviors in Ads: A Cross-Cultural Study

  Akturan, U., Wagner, U. & Pauser, S., 2019, 2019 EMAC Regional Conference Proceedings.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Do consumers' value systems impact their consumption of sustainable groceries? An intercultural study

  Wagner, U. & Strobl, S., 2019, Proceedings of the 8th International Conference on Social responsibiltiy, Ethics and Sustainable Business. Braga

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Does supplementing nonconventional lettering on product packages influence consumers' evaluations

  Wagner, U. & Charinsarn, A., 2019, Conference Proceedings - 48th EMAC Conference. Hamburg

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• First Impressions Matter: Investigating Thin Slices of Sales Behaviours Using Real-Time-Response Measurement

  Pauser, S. & Wagner, U., 2019, Conference Proceedings EMAC 2019. Hamburg

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• How accurate are customers' initial impressions? Using continuous-response measurement to assess thin slices of sales behaviors

  Wagner, U. & Pauser, S., 2019.

  Publications: Contribution to conference › Paper › Peer Reviewed

• Johann Brazda zum 65. Geburstag

  Wagner, U., Avsec, F. & Blisse, H., 2019, In: Zeitschrift für das gesamte Genossenschaftswesen. 69, 3, p. 219-223

  Publications: Contribution to journal › Article › Peer Reviewed

• Let me entertain you - Increasing overall store satisfaction through digital signage in retail waiting areas

  Garaus, M. & Wagner, U., Mar 2019, In: Journal of Retailing and Consumer Services. 47, 1, p. 331-338 8 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Field Experiment 100%

• Lost in the store: Assessing the confusion potential of store environments

  Garaus, M. & Wagner, U., 2019, In: Schmalenbach Business Review (SBR). 71, 4, p. 413 - 441 29 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Mental State 100%
  • Related Product 100%

• Possession attachment towards global brands: The "World of Barbie" shaping the mindset of young Indian girls

  Wagner, U., Jacob, I. C., Khanna, M. & Rai, K., 2019, 2019 Global Fashion Management Conference at Paris Proceedings. p. 770-776

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Sensorische Information - ein zweischneidiges Schwert? Eine Untersuchung unerwünschter Effekte verbaler sensorischer Beschreibungen für Produkte mit niedrigem sensorischen Appeal

  Steiner, E. & Wagner, U., 2019, Proceedings zum DLG-Lebensmitteltag Sensorik 2019.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Smile please! Toward an understanding of selfie campaigns

  Wolfsteiner, E., Garaus, M. & Wagner, U., 2019, Proceedings of the 10th EMAC Regional Conference.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• The integration of visual and oral somatosensory information: How color intensity impacts temperature and texture perceptions of food products as well as related hedonic responses

  Steiner, E., Wagner, U., Steiner, R., Heim, K., Maurer, S. & Fina, R., 2019, Conference Proceedings - 48th EMAC Conference. Hamburg

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• There is No Second Chance for a First Impression: The Examination of Snap Judgements of Sales Behaviors by Means of a Program Analyzer

  Wagner, U. & Pauser, S., 2019, Proceedings for the French-Austrian-German Workshop on Consumer Behaviour.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• This dish smells creamy, I'll like it, I'll buy it - An examination of smell-texture correspondences and implications on liking, emotional responses and behavioral intentions

  Steiner, E., Wagner, U., Maurer, S., Steiner, R., Heim, K. & Fina, R., 2019, Proceedings of the 10th EMAC CEE Regional Conference.

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Two sides of the coin: Verbal sensory information and its impact on consumer responses - a meta-analysis covering positive as well as backfiring effects of verbal sensory information

  Steiner, E. & Wagner, U., 2019, Conference Proceedings - 48th EMAC Conference. Hamburg

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed
• 2018

  An investigation of salespeople's nonverbal behaviors and their effect on charismatic appearance and favorable consumer responses

  Pauser, S., Wagner, U. & Ebster, C., 2018, In: Journal of Personal Selling and Sales Management. 38, 3, p. 344-369 26 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • Nonverbal Communication 100%
  • Charismatics 100%
  • Personal Selling 33%
  • Body Language 33%
  • Positive Consumer 33%

• Communication without content: Can we predict sales effectiveness based on the sellers' nonverbal behaviors without recording any conversational content

  Pauser, S. & Wagner, U., 2018, Conference Proceedings of the Global Sales Science Institute. Vienna

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Consumers' perception of Celebrity Endorsement and Celebrity Co-Branding: Similarities and Differences

  Reimann, O., Wagner, U. & Reisinger, H., 2018, Brand Camp 4. Obergurgl University Center

  Publications: Contribution to book › Contribution to proceedings › Peer Reviewed

• Fallstudien aus der österreichischen Marketingpraxis 8: Ein Arbeitsbuch zu den Grundzügen des Marketing

  Wagner, U. (ed.), Reisinger, H. (ed.) & Akbari, K. (ed.), 2018, 1 ed. Wien: Facultas. 158 p.

  Publications: Book › Collection

• Foreword

  Wagner, U., 2018, Marketing to the Global Consumer: Conference Proceedings of the 13th SIMSR Global Marketing Conference Board.

  Publications: Contribution to book › Contribution to proceedings

• Forty Years of the Journal “Marketing Zeitschrift für Forschung und Praxis – Journal of Research and Management”: Retrospection and Prospects

  Wagner, U. & Hildebrandt, L., 2018, In: Marketing ZFP - Journal of Research and Management. 40, 4, p. 5-16 12 p.

  Publications: Contribution to journal › Article › Peer Reviewed

  Open Access

  • German-Speaking Countries 100%
  • Occupational Career 100%