Eggert, Andreas, et al. “Mapping Value in Business Markets: An Integrative Framework.” Industrial Marketing Management, vol. 79, 2019, pp. 13--20.
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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.
LibreCat: /record/13455

Eggert, Andreas, et al. Service Growth by Acquisition – An Event Study. 2019.
LibreCat: /record/13456

Eggert, Andreas, et al. “Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships.” Journal of Marketing, 2019.
LibreCat: /record/13457

Eggert, Andreas, et al. Are Gift Purchases an Effective Driver of Customer Loyalty? 2018.
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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.
LibreCat: /record/4833

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.
LibreCat: /record/4834

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.
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Salonen, A., et al. Engaging a Product-Oriented Salesforce in Solution Sales. 2018.
LibreCat: /record/5480

Salonen, A., et al. How to Transform a Product-Focused Salesforce to Solution Sales? 2018.
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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.
LibreCat: /record/4836

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.
LibreCat: /record/4837

Eggert, Andreas, et al. “Business Service Outsourcing in Manufacturing Firms: An Event Study.” Journal of Service Management, no. 3, 2017, pp. 476--498.
LibreCat: /record/4838

Boehm, Eva, et al. “Service Transition: A Viable Option for Manufacturing Companies with Deteriorating Financial Performance?” Industrial Marketing Management, 2017, pp. 101--111.
LibreCat: /record/4840

Helm, Sabrina, et al., editors. Kundenwert. Springer Fachmedien Wiesbaden, 2017, doi:10.1007/978-3-658-10920-2.
LibreCat: /record/4908
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.
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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.
LibreCat: /record/4942
DOI: 10.1007/978-3-658-10920-2_1

Garnefeld, Ina, et al. “Retourenmanagement Zur Steigerung Des Kundenwerts.” Kundenwert, 2017, pp. 599--624.
LibreCat: /record/5005

Eggert, Andreas, et al. The Loyalty Effect of Gift Purchases. 2017.
LibreCat: /record/5479

Garnefeld, I., et al. Managing the Necessary Evil: Can Payment Methods Reduce Product Returns. 2017.
LibreCat: /record/5482

Cramer, C., et al. Service Awards: Do They Help or Harm in Case of a Service Failure? 2017.
LibreCat: /record/5483

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.
LibreCat: /record/4839

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.
LibreCat: /record/4842

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.
LibreCat: /record/4843

Wagner, Stephan M., and Andreas Eggert. “Co-Management of Purchasing and Marketing: Why, When and How?” Industrial Marketing Management, 2016, pp. 27--36.
LibreCat: /record/4845

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.
LibreCat: /record/7419

Cramer, C., et al. “The Service Award Paradox.” Proceedings of the 45th European Marketing Academy (EMAC) Conference, 2016.
LibreCat: /record/7673

Cramer, C., et al. “Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side.” 2016 AMA Winter Marketing Educators’ Conference Proceeding, 2016.
LibreCat: /record/7675

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.
LibreCat: /record/7686

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.
LibreCat: /record/7722

Cramer, C., et al. “Stock Market Reactions to Business Service Outsourcing in Manufacturing Firms.” Proceedings of the 44th European Marketing Academy (EMAC) Conference, 2015.
LibreCat: /record/7723

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.
LibreCat: /record/7724

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.
LibreCat: /record/4847

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.
LibreCat: /record/4848

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.
LibreCat: /record/4849

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.
LibreCat: /record/4943
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.
LibreCat: /record/7725

Kanuri, V., et al. “Service Transition versus Service Infusion: Different Pathways to Success for Service-Oriented Manufacturers?” ISBM 2014 Academic Conference, 2014.
LibreCat: /record/7727

Eggert, A., et al. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” ISBM 2014 Academic Conference, 2014.
LibreCat: /record/7728

Ritter, T., et al. “The Corporate Marketing Department - Between Value and Vanish.” ISBM 2014 Academic Conference, 2014.
LibreCat: /record/7729

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.
LibreCat: /record/7730

Terho, H., et al. “Overcoming Roadblocks to Value-Based Selling: Aligning Organizational Support With Sales Force Activities.” 2014 AMA Winter Marketing Educators’ Proceedings, 2014.
LibreCat: /record/7731

Eggert, Andreas, et al. “Revenue and Profit Implications of Industrial Service Strategies.” Journal of Service Research, no. 1, 2014, pp. 23--39.
LibreCat: /record/4850

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.
LibreCat: /record/7426

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.
LibreCat: /record/7428

Steinhoff, Lena, editor.  Loyalitätswirkung Des Geschenkten Bevorzugten Kundenstatus – Eine Theoretische Und Empirisch-Experimentelle Analyse. Springer Gabler, 2014.
LibreCat: /record/7435

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.
LibreCat: /record/7732

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.
LibreCat: /record/7733

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.
LibreCat: /record/7734

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.
LibreCat: /record/7735