午夜AV

Prof. Dr. Ann-Kristin H枚lter

Professor of Retail Management

Short Profile

Prof. Dr. Ann-Kristin H枚lter has been a lecturer for Retail Management at HSBA 午夜AV since April 2015 and is the Head of the Business Administration Bachelor's programme. Since February 2022, she is Head of Department Marketing Transformation.

Alongside business administration at Westf盲lische Wilhelms- Universit盲t M眉nster, Prof. Dr. H枚lter completed a student trainee programme at Peek & Cloppenburg KG in Hamburg. She then completed her doctorate at the Institute of Marketing under Prof. Dr. Manfred Krafft on the topic "Delegating pricing competency to sales representatives".

After receiving her doctoral degree, Prof. Dr. H枚lter worked as a strategic planner at Johnson & Johnson in the field of medical technology before moving into business consulting. During her consultancy career, Prof. Dr. H枚lter focused on the topics of Customer Relationship Management, Integrated Communication and Trade Management.

Lectures

  • Strategic Trade Management
  • Operative Trade Management
  • eCommerce
  • Quantitative Methods
  • Marketing Management

Research Areas

  • Trade Management
  • Sales Management
  • Coordination of Marketing and Sales

Publications

Journal articles (refereed)

G枚tz, Oliver; H枚lter, Ann-Kristin, and Manfred Krafft. 2013. "The Role of Sales and Marketing in Market-Oriented Companies." Journal of Personal Selling & Sales Management聽 33 (4): 353-371.

Frenzen, Heiko; Hansen, Ann-Kristin; Krafft, Manfred; Mantrala, Murali, and Simone Schmidt. 2010. "Delegation of Pricing Authority to the Sales Force: An Agency-Theoretic Perspective of its Determinants and Impact on Performance." International Journal of Research in Marketing聽 27 (1): 58-68.

Hansen, Ann-Kristin; Joseph Kissan, and Manfred Krafft. 2008. "Price Delegation in Sales Organizations: An Empirical Investigation." Business Research聽 1 (1): 94-104.

Monographs and edited books

Binckebanck, Lars, Ann-Kristin H枚lter and Alexander Tiffert (Eds). 2020. F眉hrung von Vertriebsorganisationen. Strategie - Koordination - Umsetzung. 2, Edition. Wiesbaden: Springer Gabler Verlag.

Binckebanck, Lars, Ann-Kristin H枚lter, and Alexander Tiffert, eds. 2013. F眉hrung von Vertriebsorganisationen 鈥� Strategie 鈥� Koordination 鈥� Umsetzung. Wiesbaden: Springer.

Journal articles (non-refereed) / newspaper

H枚lter, Ann-Kristin and Jan Ninnemann. 2020. "Effizienz auf der letzten Meile 鈥� Optimierung der Schnittstellen zwischen Kunde, Logistik und Onlinehandel." Journal f眉r Mobilit盲t und Verkehr聽 5: 30-34.

Binckebanck, Lars; H枚lter, Ann-Kristin, and Alexander Tiffert. 2012. "No change, no chance." 补肠辩耻颈蝉补,听 (Heft 04): 56-57.

Book chapters

H枚lter, Ann-Kristin and Inga Schmidt-Ross. 2020. "Omni Channel Management und Customer Journey." In F眉hrung von Vertriebsorganisationen: Strategie - Koordination 鈥� Umsetzung. 2nd Edition, ed. by Binckebanck, Lars, Ann-Kristin H枚lter and Alexander Tiffert, 107 - 124. Wiesbaden: Springer Gabler.

H枚lter, Ann-Kristin. 2020. "Grundlagen zur Koordination im Vertrieb." In F眉hrung von Vertriebsorganisationen: Strategie - Koordination 鈥� Umsetzung. 2nd Edition, ed. by Binckebanck, Lars, Ann-Kristin H枚lter and Alexander Tiffert, 237 - 264. Wiesbaden: Springer Gabler.

Binckebanck, Lars, and Ann-Kristin H枚lter. 2012. "Internationaler Vertrieb: Stand der Forschung." In Internationaler Vertrieb, ed. by Binckebanck, Lars und Christian Belz, 223-240. .

Binckebanck, Lars, and Ann-Kristin H枚lter. 2012. "Elemente und Management internationaler Vertriebsphilosophien." In Internationaler Vertrieb, ed. by Binckebanck, Lars und Christian Belz, 393-410. Wiesbaden: Springer Gabler.

Binckebanck, Lars, and Ann-Kristin H枚lter. 2012. "Das Zusammenspiel von Markenf眉hrung und pers枚nlichem Verkauf im internationalen B-to-B-Kontext." In Jahrbuch Marketing 2012, ed. by Bernecker, Michael, 59-71. Bergisch Gladbach: johanna Verlag.

Binckebanck, Lars, and Ann-Kristin H枚lter. 2012. "Zentrale Entscheidungsfelder im internationalen Vertrieb." In Forschung f眉r die Wirtschaft, ed. by Plate, Georg, 1-13. .

Krafft, Manfred, and Ann-Kristin Hansen. 2011. "Delegation of Pricing Authority to Salespeople." In Sales Management 鈥� A multinational perspective, ed. by Guenzi, Paolo und Susi Geiger, 97-113. Houndsmills, UK, New York, US: Palgrave MacMillan.