Prof. Dr. Ann-Kristin Hölter
Professor of Retail ManagementShort Profile
Prof. Dr Ann-Kristin Hölter has been a lecturer in retail management at HSBA Hamburg School of Business Administration since April 2015. Until September 2026, she was Programme Director for the Bachelor’s degree programme in Business Administration. Since February 2022, she has also been Head of Department Marketing Transformation.
While studying Business Administration at the Westfälische Wilhelms-Universität Münster, Prof. Dr Hölter completed a trainee programme alongside her studies at Peek & Cloppenburg KG in Hamburg. She then completed her doctorate at the Institute of Marketing under Prof. Dr Manfred Krafft, focusing on the delegation of pricing authority to field sales representatives.
After completing her doctorate, Prof. Dr Hölter worked as a strategic planner in the medical technology division at Johnson & Johnson before moving into management consulting. In her consulting work, she focused on customer relationship management, integrated communications and retail management.
Publications
Journal articles (peer-reviewed)
2013. "The Role Sales Marketing Market-Oriented Companies." Journal Personal Selling & Sales Management 33 (4): 353-371.
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 27 (1): 58-68. https://doi.org/10.1016/j.ijresmar.2009.09.006.
2008. "Price Delegation in Sales Organizations: An Empirical Investigation." BuR - Business Research 1 (1): 94-104. https://doi.org/10.1007/bf03342704.
Monographs and edited books
2020. Führung von Vertriebsorganisationen. Strategie - Koordination - Umsetzung. 2nd Edition. Wiesbaden: Springer Gabler Verlag. https://link.springer.com/book/10.1007/978-3-658-26727-8.
2013. Führung von Vertriebsorganisationen. Strategie - Koordination - Umsetzung. Wiesbaden: Springer Gabler Verlag.
Book chapters
2026. "Wie bildet man Marketing Transformer aus?" In Handbuch Innovatives Marketing, edited by Gabriele Schuster and Claudia Bornemeyer, 1-20. Wiesbaden: Springer Fachmedien Wiesbaden. https://doi.org/10.1007/978-3-658-46709-8_72-1.
2020. "Grundlagen zur Koordination im Vertrieb." In Führung von Vertriebsorganisationen: Strategie - Koordination - Umsetzung, edited by Ann-Kristin Tiffert and Alexander Hölter, 237-264. Wiesbaden; Gabler: Springer. https://link.springer.com/book/10.1007/978-3-658-26727-8.
2020. "Omni Channel Management und Customer Journey." In Führung von Vertriebsorganisationen: Strategie - Koordination - Umsetzung. 2nd Edition, edited by Lars Binckebanck, Alexander Tiffert, and Ann-Kristin Hölter, 107-124. Wiesbaden: Springer Gabler. https://link.springer.com/chapter/10.1007/978-3-658-26727-8_5.
2012. "Das Zusammenspiel von Markenführung und persönlichem Verkauf im internationalen B-to-B-Kontext." In Jahrbuch Marketing, edited by Michael Bernecker, 59-71. Bergisch Gladbach: johanna Verlag.
2012. "Elemente und Management internationaler Vertriebsphilosophien." In Internationaler Vertrieb, edited by Lars Binckebanck and Christian Belz, 393-410. Wiesbaden; Gabler: Springer.
2012. "Internationaler Vertrieb: Stand der Forschung." In Internationaler Vertrieb, edited by Lars Binckebanck and Christian Belz, 223-240.
2012. "Zentrale Entscheidungsfelder im internationalen Vertrieb." In Forschung für die Wirtschaft, edited by Georg Plate, 1-13.
2011. "Delegation Pricing Authority Salespeople." In Sales Management - multinational perspective, edited by Paolo Guenzi and Susi Geiger, 97-113. Houndsmills, UK, New York, US: Palgrave MacMillan.
Journal articles (not peer-reviewed)
2020. "Effizienz auf der letzten Meile – Optimierung der Schnittstellen zwischen Kunde, Logistik und Onlinehandel." Journal für Mobilität und Verkehr: 30-34. https://doi.org/10.34647/jmv.nr5.id37.
2012. "No Change, Chance." acquisa: 56-57.