Eggert, Andreas, et al. “Mapping Value in Business Markets: An Integrative Framework.” Industrial Marketing Management, vol. 79, 2019, pp. 13--20.

Garnefeld, Ina, et al. “Exploring the Link between Payment Schemes and Customer Fraud: A Mental Accounting Perspective.” Journal of the Academy of Marketing Science, vol. 47, no. 4, 2019, pp. 595--616.

Eggert, Andreas, et al. Service Growth by Acquisition – An Event Study. 2019.

Eggert, Andreas, et al. “Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships.” Journal of Marketing, 2019.

Eggert, Andreas, et al. Are Gift Purchases an Effective Driver of Customer Loyalty? 2018.

Steinhoff, Lena, et al. “Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty: The Contingency Role of Service Category Involvement.” SMR-Journal of Service Management Research, no. 2, 2018, pp. 22--35.

Eggert, Andreas, et al. “Conceptualizing and Communicating Value in Business Markets: From Value in Exchange to Value in Use.” Industrial Marketing Management, 2018, pp. 80--90.

Garnefeld, Ina, et al. “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, vol. 46, no. 6, 2018, pp. 1133--1147.

Salonen, A., et al. Engaging a Product-Oriented Salesforce in Solution Sales. 2018.

Salonen, A., et al. How to Transform a Product-Focused Salesforce to Solution Sales? 2018.

Terho, Harri, et al. “Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action.” Industrial Marketing Management, 2017, pp. 42--55.

Payne, Adrian, et al. “The Customer Value Proposition: Evolution, Development, and Application in Marketing.” Journal of the Academy of Marketing Science, no. 4, 2017, pp. 467--489.

Eggert, Andreas, et al. “Business Service Outsourcing in Manufacturing Firms: An Event Study.” Journal of Service Management, no. 3, 2017, pp. 476--498.

Boehm, Eva, et al. “Service Transition: A Viable Option for Manufacturing Companies with Deteriorating Financial Performance?” Industrial Marketing Management, 2017, pp. 101--111.

Helm, Sabrina, et al., editors. Kundenwert. Springer Fachmedien Wiesbaden, 2017, doi:10.1007/978-3-658-10920-2.

Eggert, Andreas. “Die Zwei Perspektiven Des Kundenwerts: Darstellung Und Versuch Einer Integration.”10.1007/978-3-658-10920-2_2__Kundenwert, Springer Fachmedien Wiesbaden, 2017, pp. 37–51, doi:10.1007/978-3-658-10920-2_2.

Helm, Sabrina, et al. “Kundenwert – Eine Einführung in Die Theoretischen Und Praktischen Herausforderungen Der Bewertung von Kundenbeziehungen.”10.1007/978-3-658-10920-2_1__Kundenwert, Springer Fachmedien Wiesbaden, 2017, pp. 3–34, doi:10.1007/978-3-658-10920-2_1.

Garnefeld, Ina, et al. “Retourenmanagement Zur Steigerung Des Kundenwerts.” Kundenwert, 2017, pp. 599--624.

Eggert, Andreas, et al. The Loyalty Effect of Gift Purchases. 2017.

Garnefeld, I., et al. Managing the Necessary Evil: Can Payment Methods Reduce Product Returns. 2017.

Cramer, C., et al. Service Awards: Do They Help or Harm in Case of a Service Failure? 2017.

Steiner, Michael, et al. “Do Customized Service Packages Impede Value Capture in Industrial Markets?” Journal of the Academy of Marketing Science, no. 2, 2016, pp. 151--165.

Boehm, Eva, et al. “Understanding Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” Journal of Strategic Contracting and Negotiation, no. 1–2, 2016, pp. 128--149.

Steiner, Michael, et al. “Platform Adoption in System Markets: The Roles of Preference Heterogeneity and Consumer Expectations.” International Journal of Research in Marketing, no. 2, 2016, pp. 276--296.

Wagner, Stephan M., and Andreas Eggert. “Co-Management of Purchasing and Marketing: Why, When and How?” Industrial Marketing Management, 2016, pp. 27--36.

Steinhoff, Lena, and Robert W. Palmatier. “Understanding Loyalty Program Effectiveness: Managing Target and Bystander Effects.” Journal of the Academy of Marketing Science, vol. 44, no. 1, 2016, pp. 88–107.

Cramer, C., et al. “The Service Award Paradox.” Proceedings of the 45th European Marketing Academy (EMAC) Conference, 2016.

Cramer, C., et al. “Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side.” 2016 AMA Winter Marketing Educators’ Conference Proceeding, 2016.

Böhm, E., et al. “Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” 2016 AMA Winter Marketing Educators’ Conference Proceedings, 2016.

Eggert, A., et al. “You Might Want to Engage Your Customers, But Choose Them Wisely: The Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty.” 2015 AMA Summer Marketing Educators’ Conference Proceedings, 2015.

Cramer, C., et al. “Stock Market Reactions to Business Service Outsourcing in Manufacturing Firms.” Proceedings of the 44th European Marketing Academy (EMAC) Conference, 2015.

Feider, L., et al. “Threatening Customers Not to Return – An Effective Strategy for Online Retailers?” Proceedings of the 44th European Marketing Academy (EMAC) Conference, 2015.

Eggert, Andreas, et al. “Managing the Bright and Dark Sides of Status Endowment in Hierarchical Loyalty Programs.” Journal of Service Research, vol. 18, no. 2, 2015, pp. 210--228.

Terho, Harri, et al. “How Sales Strategy Translates into Performance: The Role of Salesperson Customer Orientation and Value-Based Selling.” Industrial Marketing Management, 2015, pp. 12--21.

Eggert, Andreas, et al. “Heading for New Shores: Do Service and Hybrid Innovations Outperform Product Innovations in Industrial Companies?” Industrial Marketing Management, 2015, pp. 173--183.

Eggert, Andreas, et al. “Wertbasiertes Verkaufen Auf Industriegütermärkten.”10.1007/978-3-8349-4681-2_23__Handbuch Business-to-Business-Marketing, Springer Fachmedien Wiesbaden, 2015, pp. 483–95, doi:10.1007/978-3-8349-4681-2_23.

Eggert, A., et al. “Stock Market Reactions to Customer Service Outsourcing in Manufacturing Firms.” 2015 AMA Winter Marketing Educators’ Conference Proceedings, 2014.

Kanuri, V., et al. “Service Transition versus Service Infusion: Different Pathways to Success for Service-Oriented Manufacturers?” ISBM 2014 Academic Conference, 2014.

Eggert, A., et al. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” ISBM 2014 Academic Conference, 2014.

Ritter, T., et al. “The Corporate Marketing Department - Between Value and Vanish.” ISBM 2014 Academic Conference, 2014.

Eggert, A., et al. “Service Transition: A Viable Option for Manufacturing Companies with Declining Financial Performance?” Proceedings of the 43rd European Marketing Academy (EMAC) Conference, 2014.

Terho, H., et al. “Overcoming Roadblocks to Value-Based Selling: Aligning Organizational Support With Sales Force Activities.” 2014 AMA Winter Marketing Educators’ Proceedings, 2014.

Eggert, Andreas, et al. “Revenue and Profit Implications of Industrial Service Strategies.” Journal of Service Research, no. 1, 2014, pp. 23--39.

Schneider, M., and A. Eggert. “Embracing Complex Causality with the QCA Method: An Invitation.” Journal of Business Market Management, vol. 7, no. 1, 2014, pp. 312–328.

Eggert, A., et al. “Differential Effects of Product and Service Innovations on the Financial Performance of Industrial Firms.” Journal of Business Market Management, vol. 7, no. 3, 2014, pp. 380–405.

Steinhoff, Lena, editor.  Loyalitätswirkung Des Geschenkten Bevorzugten Kundenstatus – Eine Theoretische Und Empirisch-Experimentelle Analyse. Springer Gabler, 2014.

Eggert, A., et al. “Can Service Innovations Substitute or Complement Product Innovations? The Case of German Industrial Firms.” Proceedings of the 20th International Product Development Management Conference, 2013.

Eggert, A., et al. “Increasing Customers’ Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats.” Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.

Garnefeld, I., et al. “Threat and Normative Appeals to Reduce Product Returns in Online Retailing – An Effective Marketing Practice?” Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.

Münkhoff, E., et al. “How to Prolong a Sales Promotion – Ex-Post Time Extension versus Reframing.” Roceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.

Posner , T., et al. “Creating Emotional Brand Attachment through the Salesperson’s Brand-Consistent Behavior.” Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.

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

Eggert, A., et al. “Exploring Differential Effects of Product and Service Innovations on Industrial Firms’ Financial Performance.” 2013 AMA Winter Marketing Educators’ Proceedings, 2013.

Garnefeld, Ina, et al. “Growing Existing Customers’ Revenue Streams through Customer Referral Programs.” Journal of Marketing, no. 4, 2013, pp. 17--32.

Haas, Alexander, et al. “Erfolgsfaktor Value-Based Selling—Verkaufen, Wenn Kundenorientierung Nicht Zum Erfolg Führt.” Marketing Review St. Gallen, no. 4, 2013, pp. 64--73.

Garnefeld, Ina, and Lena Steinhoff. “Primacy versus Recency Effects in Extended Service Encounters.” Journal of Service Management, vol. 24, no. 1, 2013, pp. 64–81.

Münkhoff, Eva, editor. Umsatz- Und Profitabilitätsauswirkungen Industrieller Dienstleistungen – Eine Latente Wachstumskurvenanalyse. Springer Gabler, 2013.

Eggert, A., et al. “The Bright and Dark Side of Endowed Status in Hierarchical Loyalty Programs.” 2012 AMA Summer Marketing Educators’ Proceedings, 2012.

Garnefeld, I., et al. “I Thought It Was All over and Now It Is Back Again – Customer Reactions to Time Extensions of Sales Promotions.” 2012 AMA Summer Marketing Educators’ Proceedings, 2012.

Eggert, A., et al. “Capturing the Value of Hybrid Offerings: The Impact of the Price Presentation Format.” Proceedings of the 2012 ISBM Academic Workshop, 2012.

Ritter, T., and A. Eggert. “Dispersion of Market Activities: A Configurational Approach.” Proceedings of the 2012 ISBM Academic Workshop, 2012.

Eggert, A., et al. “Growing with Industrial Services - A Configurational Approach.” 2012 AMA Winter Marketing Educators’ Proceedings, 2012.

Eggert, A., et al. “Endowed Status in Hierarchical Loyalty Programs.” 2012 AMA Winter Marketing Educators’ Proceedings, 2012.

Garnefeld, I., et al. “Growing Existing Customers’ Profitability with Customer Referral Programs.” 2012 AMA Winter Marketing Educators’ Proceedings, 2012.

Eggert, Andreas, et al. “Who Owns the Customer? Disentangling Customer Loyalty in Indirect Distribution Channels.” Journal of Supply Chain Management, no. 2, 2012, pp. 75--92.

Terho, Harri, et al. “‘It’s Almost like Taking the Sales out of Selling’—towards a Conceptualization of Value-Based Selling in Business Markets.” Industrial Marketing Management, no. 1, 2012, pp. 174--185.

Terho, H., et al. “‘It’s Almost Like Taking the Sales out of Selling’: Conceptualizing Value-Based Selling in Business Markets.” 2011 AMA Summer Marketing Educators’ Proceedings, 2011.

Eggert, A., et al. “Service Orientation of Manufacturing Companies: A Necessary or Sufficient Condition for Firm Profitability?” Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.

Doescher, K., et al. “Embracing the Complexity of Recovery Management in Business-to-Business Relationships.” Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.

Garnefeld, I., et al. “All or Nothing at All – Referral Reward Programs, Customer Retention and Reward Size.” Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.

Münkhoff, E., et al. “Time Extension of Sales Promotions – How Do Customers React?” Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.

Eggert, A., et al. “Assessing the Long-Term Effect of Industrial Services on Firm Profitability: The Moderating Impact of Product Innovations.” 2011 AMA Winter Marketing Educators’ Proceedings, 2011.

Eggert, A., et al. “Identifying Valence as a Contingency Variable for the Primacy-Recency-Controversy.” 2011 AMA Winter Marketing Educators’ Proceedings, 2011.

Hunter, G., et al. “Can Retailers Improve Loyalty by Empowering Consumers?” 2011 AMA Winter Marketing Educators’ Conference Proceedings, 2011.

Garnefeld, Ina, et al. “Walk Your Talk: An Experimental Investigation of the Relationship between Word of Mouth and Communicators’ Loyalty.” Journal of Service Research, no. 1, 2011, pp. 93--107.

Eggert, Andreas, et al. “Industrial Services, Product Innovations, and Firm Profitability: A Multiple-Group Latent Growth Curve Analysis.” Industrial Marketing Management, no. 5, 2011, pp. 661--670.

Eggert, Andreas, and Murat Serdaroglu. “Exploring the Impact of Sales Technology on Salesperson Performance: A Task-Base d Approach.” Journal of Marketing Theory and Practice, no. 2, 2011, pp. 169--186.

Ivens, Björn, and Andreas Eggert. “Key Account Management.” Handbuch Vertriebsmanagement, 2011.

Garnefeld, I., et al. “Does Customer Acquisition Jeopardize Customer Retention? - An Experimental Investigation in an Electronic Retailing Setting.” Proceedings of the 18th International Colloquium in Relationship Marketing, 2010.

Münkhoff, E., et al. “Referral Reward Programs: A Means for Service Recovery?” Proceedings of the 18th International Colloquium in Relationship Marketing, 2010.

Garnefeld, I., et al. “Do Referral Reward Programs Enhance Customer Loyalty? – Results of a Propensity Score Matching Study.” Proceedings of the 2010 AMA Summer Marketing Educators’ Conference, 2010.

Eggert, A., et al. “Disentangling the Revenue and Cost Implications of the Service Transition: A Latent Growth Analysis.” Proceedings of the 2nd ISBM Workshop at Harvard Business School, 2010.

Frick, B., et al. “Corporate Reputation and Customers’ Value Perceptions: A Dynamic Analysis.” Proceedings of the 39th EMAC Conference, 2010.

Eggert, A., et al. “Industrial Services, Product Innovations, and Firm Profitability – A Longitudinal Analysis.” Proceedings of the Frontiers Pre-Conference on Service and Solution Innovation, 2010.

Garnefeld, I., et al. “Exploring the Effects of Referral Reward Programs on Satisfied and Dissatisfied Customers.” Proceedings of the 2010 AMA Winter Marketing Educators’ Conference, 2010.

Eggert, Andreas, and Wolfgang Ulaga. “Managing Customer Share in Key Supplier Relationships.” Industrial Marketing Management, no. 8, 2010, pp. 1346--1355.

Wagner, Stephan M., et al. “Creating and Appropriating Value in Collaborative Relationships.” Journal of Business Research, no. 8, 2010, pp. 840--848.

Eggert, Andreas, and Ina Garnefeld. “Kundenbindung Auf Basis Des Relationship Value.”10.1007/978-3-658-13650-5_7__Handbuch Kundenbindungsmanagement, Gabler, 2010, pp. 191–208, doi:10.1007/978-3-658-13650-5_7.

Eggert, A., et al. “Who Owns the Customer? Disentangling Customer Loyalty in Indirect Distribution Channels.” Proceedings of the 17th International Colloquium in Relationship Marketing, 2009.

Woisetschläger, D., et al. “Can Successful Customer Acquisition Hurt the Existing Customer Base?” Proceedings of the 2009 AMA Summer Marketing Educators’ Conference, 2009.

Garnefeld, I., et al. “Referral Reward Programs: New Customer Acquisition by Opportunism?” Proceedings of the 15th Academy of Marketing Science (AMS) World Marketing Congress, 2009.

Eggert, A., and W. Ulaga. “Musing on a Decade of Customer Value Research in Business Relationships: Where Do We Come From? Where Should We Go?” Proceedings of the 4th International Conference on Business Market Management, 2009.

Garnefeld, I., et al. “Customer Referral Programs and Customer Retention – Do Rewards Undermine the Retention Effect?” Proceedings of the 2009 AMA Winter Educators’ Proceedings, 2009.

Garnefeld, I., et al. “Unintended Effects of Referral Reward Programs: Exploring the Impact of Rewards on Opportunistic Behavior.” Proceedings of the 38th European Marketing Academy (EMAC) Conference, 2009.

Eggert, A., et al. “Who Owns the Customer? Exploring Customer Loyalty in a Channel Context.” Proceedings of the 38th European Marketing Academy (EMAC) Conference, 2009.

Eggert, Andreas, et al. “Benchmarking the Impact of Customer Share in Key-Supplier Relationships.” Journal of Business &; Industrial Marketing, no. 3/4, 2009, pp. 154--160.

Helm, Sabrina, et al. “Modeling the Impact of Corporate Reputation on Customer Satisfaction and Loyalty Using Partial Least Squares.”10.1007/978-3-540-32827-8_23__Handbook of Partial Least Squares, Springer Berlin Heidelberg, 2009, pp. 515–34, doi:10.1007/978-3-540-32827-8_23.

Helm, S., et al. “Modelling the Impact of Corporate Reputation on Customer Satisfaction and Loyalty Using PLS.” Handbook of Partial Least Squares - Concepts, Methods and Applications, edited by V Esposito Vinzi et al., Springer, 2009, pp. 515–34.

Gouthier, Matthias HJ, et al. “Offshoring Der Kundeninteraktion: Eine Empirische Analyse Der Wirkung Der Sprachqualität Am Beispiel von Call Centern.” Schmalenbachs Zeitschrift Für Betriebswirtschaftliche Forschung, no. 1, 2008, pp. 48--70.

Ulaga, Wolfgang, and Andres Eggert. “Linking Customer Value to Customer Share in Business Relationships.” Woodside, edited by Francesca Golfetto and Michael Gibbert, 2008.