@inproceedings{45740,
  author       = {{Alberternst, B. and Eggert, A. and Steinhoff, Lena and Giesler, M.}},
  booktitle    = {{Proceedings of the 50th European Marketing Academy (EMAC) Conference, Madrid}},
  location     = {{Madrid}},
  title        = {{{Understanding and Measuring Consumer Solidarity as a Collective Bond}}},
  year         = {{2021}},
}

@article{17860,
  abstract     = {{Purpose
The purpose of this paper is to identify strategic options and challenges that arise when an industrial firm moves from providing smart service toward providing a platform.

Design/methodology/approach
This conceptual study takes on a multidisciplinary research perspective that integrates concepts, theories and insights from service management and marketing, information systems and platform economics.

Findings
The paper outlines three platform types – smart data platform, smart product platform and matching platform – as strategic options for firms that wish to evolve from smart service providers to platform providers.

Research limitations/implications
Investigating smart service platforms calls for launching interdisciplinary research initiatives. Promising research avenues are outlined to span boundaries that separate different research disciplines today.

Practical implications
Managing a successful transition from providing smart service toward providing a platform requires making significant investments in IT, platform-related capabilities and skills, as well as implement new approaches toward relationship management and brand-building.

Originality/value
The findings described in this paper are valuable to researchers in multiple disciplines seeking to develop and to justify theory related to platforms in industrial scenarios.}},
  author       = {{Beverungen, Daniel and Kundisch, Dennis and Wünderlich, Nancy}},
  issn         = {{507-532}},
  journal      = {{Journal of Service Management}},
  keywords     = {{Smart service, Platform, Interdisciplinary research, Manufacturing company, Smart service provider, Platform economics, Information systems, Multi-sided markets, Business-to-business (B2B) markets}},
  number       = {{4}},
  pages        = {{507--532}},
  publisher    = {{Emerald Insight}},
  title        = {{{Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers}}},
  doi          = {{10.1108/JOSM-03-2020-0066}},
  volume       = {{32}},
  year         = {{2021}},
}

@article{21289,
  author       = {{Kaimann, Daniel and Tanneberg, Ilka and Cox, Joe}},
  issn         = {{0143-6570}},
  journal      = {{Managerial and Decision Economics}},
  number       = {{1}},
  pages        = {{3--20}},
  title        = {{{“I will survive”: Online streaming and the chart survival of music tracks}}},
  doi          = {{10.1002/mde.3226}},
  volume       = {{42}},
  year         = {{2021}},
}

@inproceedings{46670,
  author       = {{Harrmann, L. and Böhm, Eva and Eggert, A.}},
  booktitle    = {{2021 AMA Winter Academic Conference}},
  title        = {{{Exploring the paths towards service growth in manufacturing companies}}},
  year         = {{2021}},
}

@article{41338,
  abstract     = {{<jats:title>Abstract</jats:title><jats:p>This study explains how manufacturers tackle the critical managerial challenge of transforming a product-focused sales force to undertake solution selling. Through an application of configurational theory, the authors explain how individual and organizational conditions combine to determine salespeople’s engagement in solution selling. Multilevel, multisource data from the sales organization of a global supplier of building solutions represent input from salespeople (<jats:italic>N</jats:italic> = 184), solution champions (<jats:italic>N</jats:italic> = 23), and sales managers (<jats:italic>N</jats:italic> = 26). A fuzzy set qualitative comparative analysis reveals no single, optimal way to overcome transformation challenges. Rather, consistent with prior research, solution selling requires certain types of salespeople, because value-based selling is a necessary condition for successful engagement. Beyond this foundational condition, a heterogeneous sales force can be engaged, as long as the organization provides appropriate support that is tailored to individual salespersons’ needs. The findings affirm that this viable support can come from either sales managers or solution champions.</jats:p>}},
  author       = {{Salonen, Anna and Terho, Harri and Böhm, Eva and Virtanen, Ari and Rajala, Risto}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{1}},
  pages        = {{139--163}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions}}},
  doi          = {{10.1007/s11747-020-00729-z}},
  volume       = {{49}},
  year         = {{2021}},
}

@article{41337,
  abstract     = {{<jats:title>Abstract</jats:title><jats:p>Online reviews have profound impacts on firm success in terms of sales volume and how much customers are willing to pay, yet firms remain highly dependent on customers’ voluntary contributions. A popular way to increase the number of online reviews is to use product testing programs, which offer participants free products in exchange for writing reviews. Firms that employ this practice generally hope to increase review quality and secure higher product rating scores. However, a qualitative study, experimental study, and multilevel analysis of a field study dataset of more than 200,000 online reviews by product testers combine to reveal that product testing programs do not necessarily generate higher quality reviews, nor better product ratings. Only in certain circumstances (e.g., higher priced products) does offering a product testing program generate these benefits for the firm. Therefore, companies should consider carefully if and when they want to offer product testing programs.</jats:p>}},
  author       = {{Garnefeld, Ina and Krah, Tabea and Böhm, Eva and Gremler, Dwayne D.}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{4}},
  pages        = {{703--722}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Online reviews generated through product testing: can more favorable reviews be enticed with free products?}}},
  doi          = {{10.1007/s11747-021-00770-6}},
  volume       = {{49}},
  year         = {{2021}},
}

@article{46635,
  author       = {{Schaefers, Tobias and Ruffer, Stefan and Böhm, Eva}},
  issn         = {{0019-8501}},
  journal      = {{Industrial Marketing Management}},
  keywords     = {{Marketing}},
  pages        = {{466--481}},
  publisher    = {{Elsevier BV}},
  title        = {{{Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration}}},
  doi          = {{10.1016/j.indmarman.2020.06.002}},
  volume       = {{93}},
  year         = {{2021}},
}

@inproceedings{45741,
  author       = {{Alberternst, B. and Steinhoff, Lena and Eggert, A. and Giesler, M.}},
  booktitle    = {{2021 AMA Winter Academic Conference Proceedings, St. Petersburg}},
  location     = {{St. Petersburg}},
  title        = {{{Consumer Solidarity: A Social-System Perspective on the Glue that Holds Society Together}}},
  year         = {{2021}},
}

@inproceedings{24373,
  author       = {{Krebs, Benjamin}},
  booktitle    = {{Academy of Management Proceedings}},
  number       = {{21233}},
  title        = {{{Antecedents and Performance Consequences of High-Potential Scheme Use}}},
  volume       = {{1}},
  year         = {{2020}},
}

@article{21126,
  author       = {{Pekkarinen, Satu and Hennala, Lea and Tuisku, Outi and Gustafsson, Christine and Johansson-Pajala, Rose-Marie and Thommes, Kirsten and Hoppe, Julia Amelie and Melkas, Helinä}},
  issn         = {{1569-1101}},
  journal      = {{Gerontechnology}},
  title        = {{{Care robots in society: Knowledge and orientation needs}}},
  doi          = {{10.4017/gt.2020.19.s.69664}},
  year         = {{2020}},
}

@article{21127,
  author       = {{Johansson-Pajala, Rose-Marie and Thommes, Kirsten and Hoppe, Julia Amelie and Tuisku, Outi and Hennala, Lea and Pekkarinen, Satu and Melkas, Helinä and Gustafsson, Christine}},
  issn         = {{1569-1101}},
  journal      = {{Gerontechnology}},
  title        = {{{The need for care robot orientation in elder care services}}},
  doi          = {{10.4017/gt.2020.19.s.69574}},
  year         = {{2020}},
}

@article{21287,
  abstract     = {{<jats:p>Peer-to-peer markets are especially suitable for the analysis of online ratings as they represent two-sided markets that match buyers to sellers and thus lead to reduced scope for opportunistic behavior. We decompose the online ratings by focusing on the customer’s decision-making process in a leading peer-to-peer ridesharing platform. Using data from the leading peer-to-peer ridesharing platform BlaBlaCar, we analyze 17,584 users registered between 2004 and 2014 and their online ratings focusing on the decomposition of the explicit determinants reflecting the variance of online ratings. We find clear evidence to suggest that a driver’s attitude towards music, pets, smoking, and conversation has a significantly positive influence on his received online ratings. However, we also show that the interaction of female drivers and their attitude towards pets has a significantly negative effect on average ratings.</jats:p>}},
  author       = {{Kaimann, Daniel}},
  issn         = {{2071-1050}},
  journal      = {{Sustainability}},
  number       = {{15}},
  title        = {{{Behind the Review Curtain: Decomposition of Online Consumer Ratings in Peer-to-Peer Markets}}},
  doi          = {{10.3390/su12156185}},
  volume       = {{12}},
  year         = {{2020}},
}

@article{17361,
  author       = {{Johansson-Pajala, Rose-Marie and Thommes, Kirsten and Hoppe, Julia Amelie and Tuisku, Outi and Hennala, Lea and Pekkarinen, Satu and Melkas, Helina and Gustafsson, Christine}},
  journal      = {{International Journal of Social Robotics}},
  pages        = {{1--15}},
  title        = {{{Care Robot Orientation: What, Who and How? Potential Users` Perceptions}}},
  doi          = {{10.1007/s12369-020-00619-y}},
  year         = {{2020}},
}

@article{17366,
  author       = {{Hoppe, Julia Amelie and Johansson-Pajala, Rose-Marie and Gustafsson, Christine and Melkas, Helinä and Tusku, Outi and Pekkarinen, Satu and Hennala, Lea}},
  issn         = {{2364-9208}},
  journal      = {{Industrie 4.0 Management}},
  title        = {{{Technologieorientierung zu Assistenzrobotik – Welche Akzeptanz besteht bei der Einführung von Assistenzrobotik für die Pflege älterer Menschen?}}},
  volume       = {{2}},
  year         = {{2020}},
}

@inbook{17367,
  author       = {{Hoppe, Julia Amelie and Johansson-Pajala, Rose-Marie and Gustafsson, Christine and Melkas, Helinä and Tusku, Outi and Pekkarinen, Satu and Hennala, Lea and Thommes, Kirsten}},
  booktitle    = {{Aging between Participation and Simulation - Ethical Dimensions of Socially Assistive Technologies in elderly care }},
  editor       = {{Haltaufderheide, Joschka and Hovemann, Johanna and Vollmann, Jochen}},
  pages        = {{139--156}},
  publisher    = {{De Gruyter}},
  title        = {{{Assistive robots in care: Expectations and perceptions of older people}}},
  doi          = {{10.1515/9783110677485-009}},
  year         = {{2020}},
}

@article{20882,
  author       = {{Hoffmann, Christin and Thommes, Kirsten}},
  issn         = {{0167-2681}},
  journal      = {{Journal of Economic Behavior & Organization}},
  pages        = {{49--65}},
  title        = {{{Can digital feedback increase employee performance and energy efficiency in firms? Evidence from a field experiment}}},
  doi          = {{10.1016/j.jebo.2020.09.034}},
  year         = {{2020}},
}

@article{20883,
  abstract     = {{<jats:p>We experimentally compare the consequences for group cooperation of two decision mechanisms involving the extension of group membership. We analyze an exogenous decision (random draw) and an endogenous decision (made by a particular group member) mechanism to extend a temporary agent’s group membership. Our results reveal that the prospect of group membership extension affects not only the temporary but also the permanent group members’ contributions with an endogenous mechanism.</jats:p>}},
  author       = {{Grund, Christian and Harbring, Christine and Thommes, Kirsten and Tilkes, Katja Rebecca}},
  issn         = {{2073-4336}},
  journal      = {{Games}},
  title        = {{{Decisions on Extending Group Membership—Evidence from a Public Good Experiment}}},
  doi          = {{10.3390/g11040061}},
  year         = {{2020}},
}

@article{4627,
  author       = {{Kaimann, Daniel}},
  journal      = {{Applied Economics Letters}},
  number       = {{16}},
  pages        = {{1366--1370}},
  title        = {{{Ancillary market signaling: A two-stage model of economic reputation on ancillary market success}}},
  doi          = {{10.1080/13504851.2019.1683136}},
  volume       = {{27}},
  year         = {{2020}},
}

@inproceedings{16116,
  author       = {{Purrmann, Maren and Wünderlich, Nancy}},
  booktitle    = {{Proceedings of the 2020 AMA Winter Academic Conference}},
  location     = {{San Diego, CA, USA}},
  title        = {{{How to Build Trust on Peer-to-Peer Platforms: An Investigation of the Antecedents of Peer and Platform Trust}}},
  year         = {{2020}},
}

@article{21128,
  author       = {{Thommes, Kirsten and Johansson-Pajala, Rose-Marie and Gustaffson, Christine and Pekkarinen, Satu and Tuisku, Outi and Hennala, Lea and Melkas, Helinä and Hoppe, Julia Amelie}},
  issn         = {{1569-1101}},
  journal      = {{Gerontechnology}},
  title        = {{{Trust development in care robots by opinion leader in the society}}},
  doi          = {{10.4017/gt.2020.19.s.70024.4}},
  year         = {{2020}},
}