Eggert, A., Kleinaltenkamp, M., &; Kashyap, V. (2019). Mapping Value in Business Markets: An Integrative Framework. Industrial Marketing Management, 79, 13--20.
LibreCat: /record/13454

Garnefeld, I., Eggert, A., Husemann-Kopetzky, M., &; Boehm, E. (2019). Exploring the link between payment schemes and customer fraud: a mental accounting perspective. Journal of the Academy of Marketing Science, 47(4), 595--616.
LibreCat: /record/13455

Eggert, A., Boehm, E., Akalan, R., &; Gebauer, H. (2019). Service Growth by Acquisition – An Event Study.
LibreCat: /record/13456

Eggert, A., Steinhoff, L., &; Witte, C. (2019). Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships. Journal of Marketing.
LibreCat: /record/13457

Eggert, A., Steinhoff, L., &; Witte, C. (2018). Are Gift Purchases an Effective Driver of Customer Loyalty?
LibreCat: /record/6199

Steinhoff, L., Witte, C., &; Eggert, A. (2018). Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty: The Contingency Role of Service Category Involvement. SMR-Journal of Service Management Research, (2), 22--35.
LibreCat: /record/4833

Eggert, A., Ulaga, W., Frow, P., &; Payne, A. (2018). Conceptualizing and communicating value in business markets: From value in exchange to value in use. Industrial Marketing Management, 80--90.
LibreCat: /record/4834

Garnefeld, I., Boehm, E., Klimke, L., &; Oestreich, A. (2018). I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions. Journal of the Academy of Marketing Science, 46(6), 1133--1147.
LibreCat: /record/5001

Salonen, A., Terho, H., Boehm, E., Rajala, R., &; Virtanen, A. (2018). Engaging a product-oriented salesforce in solution sales.
LibreCat: /record/5480

Salonen, A., Terho, H., Boehm, E., Rajala, R., &; Virtanen, A. (2018). How to transform a product-focused salesforce to solution sales?
LibreCat: /record/5481

Terho, H., Eggert, A., Ulaga, W., Haas, A., &; Boehm, E. (2017). Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action. Industrial Marketing Management, 42--55.
LibreCat: /record/4836

Payne, A., Frow, P., &; Eggert, A. (2017). The customer value proposition: evolution, development, and application in marketing. Journal of the Academy of Marketing Science, (4), 467--489.
LibreCat: /record/4837

Eggert, A., Boehm, E., &; Cramer, C. (2017). Business service outsourcing in manufacturing firms: an event study. Journal of Service Management, (3), 476--498.
LibreCat: /record/4838

Boehm, E., Eggert, A., &; Thiesbrummel, C. (2017). Service transition: A viable option for manufacturing companies with deteriorating financial performance? Industrial Marketing Management, 101--111.
LibreCat: /record/4840

Helm, S., Günter, B., &; Eggert, A. (Eds.). (2017). Kundenwert. Wiesbaden: Springer Fachmedien Wiesbaden.https://doi.org/10.1007/978-3-658-10920-2 
LibreCat: /record/4908
DOI: 10.1007/978-3-658-10920-2

Eggert, A. (2017). Die zwei Perspektiven des Kundenwerts: Darstellung und Versuch einer Integration. In Kundenwert (pp. 37–51). Wiesbaden: Springer Fachmedien Wiesbaden.https://doi.org/10.1007/978-3-658-10920-2_2 
LibreCat: /record/4941
DOI: 10.1007/978-3-658-10920-2_2

Helm, S., Günter, B., &; Eggert, A. (2017). Kundenwert – eine Einführung in die theoretischen und praktischen Herausforderungen der Bewertung von Kundenbeziehungen. In Kundenwert (pp. 3–34). Wiesbaden: Springer Fachmedien Wiesbaden.https://doi.org/10.1007/978-3-658-10920-2_1 
LibreCat: /record/4942
DOI: 10.1007/978-3-658-10920-2_1

Garnefeld, I., Boehm, E., &; Feider, L. (2017). Retourenmanagement zur Steigerung des Kundenwerts. In Kundenwert (pp. 599--624).
LibreCat: /record/5005

Eggert, A., Steinhoff, L., &; Witte, C. (2017). The Loyalty Effect of Gift Purchases.
LibreCat: /record/5479

Garnefeld, I., Boehm, E., &; Feider, L. (2017). Managing the Necessary Evil: Can Payment Methods Reduce Product Returns.
LibreCat: /record/5482

Cramer, C., Boehm, E., &; Eggert, A. (2017). Service Awards: Do They Help or Harm in Case of a Service Failure?
LibreCat: /record/5483

Steiner, M., Eggert, A., Ulaga, W., &; Backhaus, K. (2016). Do customized service packages impede value capture in industrial markets? Journal of the Academy of Marketing Science, (2), 151--165.
LibreCat: /record/4839

Boehm, E., Backhaus, C., Eggert, A., &; Cummins, T. (2016). Understanding outcome-based contracts: benefits and risks from the buyers’ and sellers’ perspective. Journal of Strategic Contracting and Negotiation, (1–2), 128--149.
LibreCat: /record/4842

Steiner, M., Wiegand, N., Eggert, A., &; Backhaus, K. (2016). Platform adoption in system markets: The roles of preference heterogeneity and consumer expectations. International Journal of Research in Marketing, (2), 276--296.
LibreCat: /record/4843

Wagner, S. M., &; Eggert, A. (2016). Co-management of purchasing and marketing: Why, when and how? Industrial Marketing Management, 27--36.
LibreCat: /record/4845

Steinhoff, L., &; Palmatier, R. W. (2016). Understanding Loyalty Program Effectiveness: Managing Target and Bystander Effects. Journal of the Academy of Marketing Science, 44(1), 88–107.
LibreCat: /record/7419

Cramer, C., Böhm, E., &; Eggert, A. (2016). The Service Award Paradox. In Proceedings of the 45th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7673

Cramer, C., Böhm, E., &; Eggert, A. (2016). Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side. In 2016 AMA Winter Marketing Educators’ Conference Proceeding.
LibreCat: /record/7675

Böhm, E., Backhaus, C., Eggert, A., &; Pitsis, T. (2016). Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective. In 2016 AMA Winter Marketing Educators’ Conference Proceedings.
LibreCat: /record/7686

Eggert, A., Steinhoff, L., &; Witte, C. (2015).  You Might Want to Engage Your Customers, But Choose Them Wisely: The Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty. In 2015 AMA Summer Marketing Educators’ Conference Proceedings.
LibreCat: /record/7722

Cramer, C., Böhm, E., &; Eggert, A. (2015). Stock Market Reactions to Business Service Outsourcing in Manufacturing Firms. In Proceedings of the 44th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7723

Feider, L., Garnefeld, I., &; Böhm, E. (2015). Threatening customers not to return – An effective strategy for online retailers? In Proceedings of the 44th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7724

Eggert, A., Steinhoff, L., &; Garnefeld, I. (2015). Managing the bright and dark sides of status endowment in hierarchical loyalty programs. Journal of Service Research, 18(2), 210--228.
LibreCat: /record/4847

Terho, H., Eggert, A., Haas, A., &; Ulaga, W. (2015). How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling. Industrial Marketing Management, 12--21.
LibreCat: /record/4848

Eggert, A., Thiesbrummel, C., &; Deutscher, C. (2015). Heading for new shores: Do service and hybrid innovations outperform product innovations in industrial companies? Industrial Marketing Management, 173--183.
LibreCat: /record/4849

Eggert, A., Haas, A., Ulaga, W., &; Terho, H. (2015). Wertbasiertes Verkaufen auf Industriegütermärkten. In Handbuch Business-to-Business-Marketing (pp. 483–495). Wiesbaden: Springer Fachmedien Wiesbaden.https://doi.org/10.1007/978-3-8349-4681-2_23 
LibreCat: /record/4943
DOI: 10.1007/978-3-8349-4681-2_23

Eggert, A., Böhm, E., &; Cramer, C. (2014). Stock Market Reactions to Customer Service Outsourcing in Manufacturing Firms. In 2015 AMA Winter Marketing Educators’ Conference Proceedings.
LibreCat: /record/7725

Kanuri, V., Münkhoff, E., &; Scheer, L. K. (2014). Service transition versus service infusion: Different pathways to success for service-oriented manufacturers? In ISBM 2014 Academic Conference.
LibreCat: /record/7727

Eggert, A., Haas, A., Terho, H., Ulaga, W., &; Münkhoff, E. (2014). Selling value in business markets: Why a powerful idea often fails. In ISBM 2014 Academic Conference.
LibreCat: /record/7728

Ritter, T., Eggert, A., Münkhoff, E., &; Ulaga, W. (2014). The corporate marketing department - Between value and vanish. In ISBM 2014 Academic Conference.
LibreCat: /record/7729

Eggert, A., Münkhoff, E., &; Thiesbrummel, C. (2014). Service transition: A viable option for manufacturing companies with declining financial performance? In Proceedings of the 43rd European Marketing Academy (EMAC) Conference.
LibreCat: /record/7730

Terho, H., Eggert, A., Ulaga, W., &; Haas, A. (2014). Overcoming Roadblocks to Value-Based Selling: Aligning Organizational Support With Sales Force Activities. In 2014 AMA Winter Marketing Educators’ Proceedings.
LibreCat: /record/7731

Eggert, A., Hogreve, J., Ulaga, W., &; Muenkhoff, E. (2014). Revenue and profit implications of industrial service strategies. Journal of Service Research, (1), 23--39.
LibreCat: /record/4850

Schneider, M., &; Eggert, A. (2014). Embracing complex causality with the QCA method: An invitation. Journal of Business Market Management, 7(1), 312–328.
LibreCat: /record/7426

Eggert, A., Thiesbrummel, C., &; Deutscher, C. (2014). Differential effects of product and service innovations on the financial performance of industrial firms. Journal of Business Market Management, 7(3), 380–405.
LibreCat: /record/7428

Steinhoff, L. (Ed.). (2014).  Loyalitätswirkung des geschenkten bevorzugten Kundenstatus – Eine theoretische und empirisch-experimentelle Analyse. Wiesbaden: Springer Gabler.
LibreCat: /record/7435

Eggert, A., Thiesbrummel, C., &; Deutscher, C. (2013). Can service innovations substitute or complement product innovations? The case of German industrial firms. In Proceedings of the 20th International Product Development Management Conference.
LibreCat: /record/7732

Eggert, A., Ulaga, W., Steiner, M., &; Backhaus, K. (2013). Increasing Customers’ Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats. In Proceedings of the 42nd European Marketing Academy (EMAC) Conference.
LibreCat: /record/7733

Garnefeld, I., Münkhoff, E., &; Raum, K. (2013). Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice? In Proceedings of the 42nd European Marketing Academy (EMAC) Conference.
LibreCat: /record/7734

Münkhoff, E., Garnefeld, I., &; Bruns, A. (2013). How to prolong a sales promotion – Ex-post time extension versus reframing. In roceedings of the 42nd European Marketing Academy (EMAC) Conference.
LibreCat: /record/7735

Posner , T., Garnefeld, I., &; Eggert, A. (2013). Creating Emotional Brand Attachment through the Salesperson’s Brand-Consistent Behavior. In Proceedings of the 42nd European Marketing Academy (EMAC) Conference.
LibreCat: /record/7736

Steinhoff, L., &; Palmatier, R. W. (2013). The Effect of Loyalty Programs on Target and Bystander Customers: A Customer Portfolio Perspective on Loyalty Program Performance. In Proceedings of the 42nd European Marketing Academy (EMAC) Conference.
LibreCat: /record/7737

Eggert, A., Thiesbrummel, C., &; Deutscher, C. (2013). Exploring differential effects of product and service innovations on industrial firms’ financial performance. In 2013 AMA Winter Marketing Educators’ Proceedings.
LibreCat: /record/7738

Garnefeld, I., Eggert, A., Helm, S. V., &; Tax, S. S. (2013). Growing existing customers’ revenue streams through customer referral programs. Journal of Marketing, (4), 17--32.
LibreCat: /record/4851

Haas, A., Eggert, A., Terho, H., &; Ulaga, W. (2013). Erfolgsfaktor Value-Based Selling—Verkaufen, wenn Kundenorientierung nicht zum Erfolg führt. Marketing Review St. Gallen, (4), 64--73.
LibreCat: /record/4852

Garnefeld, I., &; Steinhoff, L. (2013). Primacy versus Recency Effects in Extended Service Encounters. Journal of Service Management, 24(1), 64–81.
LibreCat: /record/7429

Münkhoff, E. (Ed.). (2013). Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen – Eine latente Wachstumskurvenanalyse. Wiesbaden: Springer Gabler.
LibreCat: /record/7437

Eggert, A., Garnefeld, I., &; Steinhoff, L. (2012). The Bright and Dark Side of Endowed Status in Hierarchical Loyalty Programs. In 2012 AMA Summer Marketing Educators’ Proceedings.
LibreCat: /record/7739

Garnefeld, I., Münkhoff, E., &; Bruns, A. (2012). I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions. In 2012 AMA Summer Marketing Educators’ Proceedings.
LibreCat: /record/7740

Eggert, A., Steiner, M., Ulaga, W., &; Backhaus, K. (2012). Capturing the Value of Hybrid Offerings: The Impact of the Price Presentation Format. In Proceedings of the 2012 ISBM Academic Workshop.
LibreCat: /record/7741

Ritter, T., &; Eggert, A. (2012). Dispersion of Market Activities: A Configurational Approach. In Proceedings of the 2012 ISBM Academic Workshop.
LibreCat: /record/7742

Eggert, A., Münkhoff, E., &; Thiesbrummel, C. (2012). Growing with Industrial Services - A Configurational Approach. In 2012 AMA Winter Marketing Educators’ Proceedings.
LibreCat: /record/7743

Eggert, A., Garnefeld, I., &; Steinhoff, L. (2012). Endowed Status in Hierarchical Loyalty Programs. In 2012 AMA Winter Marketing Educators’ Proceedings.
LibreCat: /record/7744

Garnefeld, I., Helm, S., Eggert, A., &; Tax, S. (2012). Growing Existing Customers’ Profitability with Customer Referral Programs. In 2012 AMA Winter Marketing Educators’ Proceedings.
LibreCat: /record/7745

Eggert, A., Henseler, J., &; Hollmann, S. (2012). Who owns the customer? Disentangling customer loyalty in indirect distribution channels. Journal of Supply Chain Management, (2), 75--92.
LibreCat: /record/4853

Terho, H., Haas, A., Eggert, A., &; Ulaga, W. (2012). ‘It’s almost like taking the sales out of selling’—towards a conceptualization of value-based selling in business markets. Industrial Marketing Management, (1), 174--185.
LibreCat: /record/4854

Terho, H., Haas, A., Eggert, A., &; Ulaga, W. (2011). ‘It’s Almost Like Taking the Sales out of Selling’: Conceptualizing Value-Based Selling in Business Markets. In 2011 AMA Summer Marketing Educators’ Proceedings.
LibreCat: /record/7746

Eggert, A., Münkhoff, E., &; Thiesbrummel, C. (2011). Service orientation of manufacturing companies: A necessary or sufficient condition for firm profitability? In Proceedings of the 40th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7747

Doescher, K., Hogreve, J., &; Eggert, A. (2011). Embracing the complexity of recovery management in business-to-business relationships. In Proceedings of the 40th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7802

Garnefeld, I., Helm, S., Eggert, A., &; Tax, S. (2011). All or Nothing at All – Referral Reward Programs, Customer Retention and Reward Size. In Proceedings of the 40th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7803

Münkhoff, E., Garnefeld, I., &; Bruns, A. (2011). Time extension of sales promotions – How do customers react? In Proceedings of the 40th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7804

Eggert, A., Hogreve, J., Ulaga, W., &; Münkhoff, E. (2011). Assessing the long-term effect of industrial services on firm profitability: The moderating impact of product innovations. In 2011 AMA Winter Marketing Educators’ Proceedings.
LibreCat: /record/7805

Eggert, A., Garnefeld, I., &; Steinhoff, L. (2011). Identifying Valence as a Contingency Variable for the Primacy-Recency-Controversy. In 2011 AMA Winter Marketing Educators’ Proceedings.
LibreCat: /record/7806

Hunter, G., Garnefeld, I., &; Steinhoff, L. (2011). Can Retailers Improve Loyalty by Empowering Consumers? In 2011 AMA Winter Marketing Educators’ Conference Proceedings.
LibreCat: /record/7807

Garnefeld, I., Helm, S., &; Eggert, A. (2011). Walk your talk: an experimental investigation of the relationship between word of mouth and communicators’ loyalty. Journal of Service Research, (1), 93--107.
LibreCat: /record/4855

Eggert, A., Hogreve, J., Ulaga, W., &; Muenkhoff, E. (2011). Industrial services, product innovations, and firm profitability: A multiple-group latent growth curve analysis. Industrial Marketing Management, (5), 661--670.
LibreCat: /record/4856

Eggert, A., &; Serdaroglu, M. (2011). Exploring the Impact of Sales Technology on Salesperson Performance: A Task-Base d Approach. Journal of Marketing Theory and Practice, (2), 169--186.
LibreCat: /record/4857

Ivens, B., &; Eggert, A. (2011). Key Account Management. In Handbuch Vertriebsmanagement.
LibreCat: /record/4945

Garnefeld, I., Woisetschläger, D., &; Eggert, A. (2010). Does Customer Acquisition Jeopardize Customer Retention? - An Experimental Investigation in an Electronic Retailing Setting. In Proceedings of the 18th International Colloquium in Relationship Marketing.
LibreCat: /record/7808

Münkhoff, E., Garnefeld, I., Hogreve, J., &; Eggert, A. (2010). Referral Reward Programs: A Means for Service Recovery? In Proceedings of the 18th International Colloquium in Relationship Marketing.
LibreCat: /record/7809

Garnefeld, I., Helm, S., Eggert, A., &; Tax, S. (2010). Do Referral Reward Programs Enhance Customer Loyalty? – Results of a Propensity Score Matching Study. In Proceedings of the 2010 AMA Summer Marketing Educators’ Conference.
LibreCat: /record/7810

Eggert, A., Hogreve, J., Ulaga, W., &; Münkhoff, E. (2010). Disentangling the Revenue and Cost Implications of the Service Transition: A Latent Growth Analysis. In Proceedings of the 2nd ISBM Workshop at Harvard Business School.
LibreCat: /record/7846

Frick, B., Eggert, A., &; Hogreve, J. (2010). Corporate Reputation and Customers’ Value Perceptions: A Dynamic Analysis. In Proceedings of the 39th EMAC Conference.
LibreCat: /record/7853

Eggert, A., Hogreve, J., Ulaga, W., &; Münkhoff, E. (2010). Industrial Services, Product Innovations, and Firm Profitability – A Longitudinal Analysis. In Proceedings of the Frontiers Pre-Conference on Service and Solution Innovation.
LibreCat: /record/7854

Garnefeld, I., Münkhoff, E., Hogreve, J., &; Eggert, A. (2010). Exploring the Effects of Referral Reward Programs on Satisfied and Dissatisfied Customers. In Proceedings of the 2010 AMA Winter Marketing Educators’ Conference.
LibreCat: /record/7855

Eggert, A., &; Ulaga, W. (2010). Managing customer share in key supplier relationships. Industrial Marketing Management, (8), 1346--1355.
LibreCat: /record/4858

Wagner, S. M., Eggert, A., &; Lindemann, E. (2010). Creating and appropriating value in collaborative relationships. Journal of Business Research, (8), 840--848.
LibreCat: /record/4859

Eggert, A., &; Garnefeld, I. (2010). Kundenbindung auf Basis des Relationship Value. In Handbuch Kundenbindungsmanagement (pp. 191–208). Wiesbaden: Gabler.https://doi.org/10.1007/978-3-658-13650-5_7 
LibreCat: /record/4960
DOI: 10.1007/978-3-658-13650-5_7

Eggert, A., Henseler, J., &; Hollmann, S. (2009). Who Owns the Customer? Disentangling Customer Loyalty in Indirect Distribution Channels. In Proceedings of the 17th International Colloquium in Relationship Marketing.
LibreCat: /record/7857

Woisetschläger, D., Garnefeld, I., &; Eggert, A. (2009). Can Successful Customer Acquisition Hurt the Existing Customer Base? In Proceedings of the 2009 AMA Summer Marketing Educators’ Conference.
LibreCat: /record/7866

Garnefeld, I., Münkhoff, E., Hogreve, J., &; Eggert, A. (2009). Referral reward programs: New customer acquisition by opportunism? In Proceedings of the 15th Academy of Marketing Science (AMS) World Marketing Congress.
LibreCat: /record/7867

Eggert, A., &; Ulaga, W. (2009). Musing on a Decade of Customer Value Research in Business Relationships: Where Do We Come From? Where Should We Go? In Proceedings of the 4th International Conference on Business Market Management.
LibreCat: /record/7868

Garnefeld, I., Helm, S., Tax, S., &; Eggert, A. (2009). Customer Referral Programs and Customer Retention – Do Rewards Undermine the Retention Effect? In Proceedings of the 2009 AMA Winter Educators’ Proceedings.
LibreCat: /record/7869

Garnefeld, I., Münkhoff, E., Hogreve, J., &; Eggert, A. (2009). Unintended effects of referral reward programs: Exploring the impact of rewards on opportunistic behavior. In Proceedings of the 38th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7870

Eggert, A., Henseler, J., &; Hollmann, S. (2009). Who Owns the Customer? Exploring Customer Loyalty in a Channel Context. In Proceedings of the 38th European Marketing Academy (EMAC) Conference.
LibreCat: /record/7871

Eggert, A., Ulaga, W., &; Hollmann, S. (2009). Benchmarking the impact of customer share in key-supplier relationships. Journal of Business &; Industrial Marketing, (3/4), 154--160.
LibreCat: /record/4860

Helm, S., Eggert, A., &; Garnefeld, I. (2009). Modeling the Impact of Corporate Reputation on Customer Satisfaction and Loyalty Using Partial Least Squares. In Handbook of Partial Least Squares (pp. 515–534). Berlin, Heidelberg: Springer Berlin Heidelberg.https://doi.org/10.1007/978-3-540-32827-8_23 
LibreCat: /record/4961
DOI: 10.1007/978-3-540-32827-8_23

Helm, S., Eggert, A., &; Garnefeld, I. (2009). Modelling the Impact of Corporate Reputation on Customer Satisfaction and Loyalty Using PLS. In V. Esposito Vinzi, W. Chin, J. Henseler, &; H. Wang (Eds.), Handbook of Partial Least Squares - Concepts, Methods and Applications (pp. 515–534). Berlin: Springer.
LibreCat: /record/7441

Gouthier, M. H., Eggert, A., &; Nogly, F. (2008). Offshoring der Kundeninteraktion: Eine empirische Analyse der Wirkung der Sprachqualität am Beispiel von Call Centern. Schmalenbachs Zeitschrift Für Betriebswirtschaftliche Forschung, (1), 48--70.
LibreCat: /record/4861

Ulaga, W., &; Eggert, A. (2008). Linking Customer Value to Customer Share in Business Relationships. In F. Golfetto &; M. Gibbert (Eds.), Woodside.
LibreCat: /record/4962