Prof. Dr. Ann-Kristin Hölter

Short Profile

Prof. Dr. Ann-Kristin Hölter has been a lecturer for Retail Management at HSBA Hamburg School of Business Administration since April 2015.

Alongside business administration at Westfälische Wilhelms- Universität Münster, Prof. Dr. Hölter 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. Hölter 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. Hölter focused on the topics of Customer Relationship Management, Integrated Communication and Trade Management.        


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

Research Areas

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


Journal articles (refereed)

Götz, Oliver; Hölter, Ann-Kristin, and Manfred Krafft. 2013. "The Role of Sales and Marketing in Market-Oriented Companies." Journal of Personal Selling & Sales Management  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  27 (1): 58-68.

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

Monographs and edited books

Binckebanck, Lars, Ann-Kristin Hölter, and Alexander Tiffert, eds. 2013. Führung von Vertriebsorganisationen – Strategie – Koordination – Umsetzung. Wiesbaden: Springer.

Journal articles (non-refereed) / newspaper

Binckebanck, Lars; Hölter, Ann-Kristin, and Alexander Tiffert. 2012. "No change, no chance." acquisa,  (Heft 04): 56-57.

Book chapters

Hölter, Ann-Kristin and Inga Schmidt-Ross. 2019 (forthcoming). "Omni Channel Management und Customer Journey." In Führung von Vertriebsorganisationen: Strategie - Koordination – Umsetzung. 2nd Edition, ed. by Binckebanck, L., A.-K. Hölter, and A. Tiffert, . Wiesbaden: Springer Gabler.

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

Binckebanck, Lars, and Ann-Kristin Hölter. 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 Hölter. 2012. "Das Zusammenspiel von Markenführung und persönlichem 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 Hölter. 2012. "Zentrale Entscheidungsfelder im internationalen Vertrieb." In Forschung für die Wirtschaft, ed. by Plate, Georg, 1-13. .

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