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Ulaga. “Salespersons’ Solution Crafting Capability: A Knowledge-Based Perspective.” In <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014.","short":"E. Münkhoff, A. Eggert, H. Terho, A. Haas, W. Ulaga, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.","ieee":"E. Münkhoff, A. Eggert, H. Terho, A. Haas, and W. Ulaga, “Salespersons’ solution crafting capability: A knowledge-based perspective,” presented at the ISBM 2014 Academic Conference, San Francisco, CA, 2014.","apa":"Münkhoff, E., Eggert, A., Terho, H., Haas, A., &#38; Ulaga, W. (2014). Salespersons’ solution crafting capability: A knowledge-based perspective. <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ISBM 2014 Academic Conference, San Francisco, CA."},"publication":"ISBM 2014 Academic Conference, San Francisco, CA","language":[{"iso":"eng"}],"_id":"46693","user_id":"49063","author":[{"id":"3043","orcid":"0000-0001-6053-1012","last_name":"Münkhoff","first_name":"Eva","full_name":"Münkhoff, Eva"},{"first_name":"A.","last_name":"Eggert","full_name":"Eggert, A."},{"first_name":"H.","last_name":"Terho","full_name":"Terho, H."},{"full_name":"Haas, A.","first_name":"A.","last_name":"Haas"},{"full_name":"Ulaga, W.","last_name":"Ulaga","first_name":"W."}],"conference":{"name":"ISBM 2014 Academic Conference","location":"San Francisco, CA"},"status":"public","year":"2014","title":"Salespersons’ solution crafting capability: A knowledge-based perspective","publication_status":"published","date_updated":"2023-08-25T10:04:06Z"},{"user_id":"49063","_id":"46694","language":[{"iso":"eng"}],"date_updated":"2023-08-25T10:11:35Z","publication_status":"published","year":"2014","status":"public","title":"Selling value in business markets: Why a powerful idea often fails","conference":{"location":"San Francisco, CA","name":"ISBM 2014 Academic Conference"},"author":[{"last_name":"Eggert","first_name":"A.","full_name":"Eggert, A."},{"full_name":"Haas, A.","last_name":"Haas","first_name":"A."},{"full_name":"Terho, H.","first_name":"H.","last_name":"Terho"},{"full_name":"Ulaga, W.","last_name":"Ulaga","first_name":"W."},{"id":"3043","full_name":"Münkhoff, Eva","orcid":"0000-0001-6053-1012","last_name":"Münkhoff","first_name":"Eva"}],"type":"conference","department":[{"_id":"785"}],"date_created":"2023-08-25T09:20:18Z","publication":"ISBM 2014 Academic Conference, San Francisco, CA","citation":{"mla":"Eggert, A., et al. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014.","ama":"Eggert A, Haas A, Terho H, Ulaga W, Münkhoff E. Selling value in business markets: Why a powerful idea often fails. In: <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ; 2014.","bibtex":"@inproceedings{Eggert_Haas_Terho_Ulaga_Münkhoff_2014, title={Selling value in business markets: Why a powerful idea often fails}, booktitle={ISBM 2014 Academic Conference, San Francisco, CA}, author={Eggert, A. and Haas, A. and Terho, H. and Ulaga, W. and Münkhoff, Eva}, year={2014} }","apa":"Eggert, A., Haas, A., Terho, H., Ulaga, W., &#38; Münkhoff, E. (2014). Selling value in business markets: Why a powerful idea often fails. <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ISBM 2014 Academic Conference, San Francisco, CA.","ieee":"A. Eggert, A. Haas, H. Terho, W. Ulaga, and E. Münkhoff, “Selling value in business markets: Why a powerful idea often fails,” presented at the ISBM 2014 Academic Conference, San Francisco, CA, 2014.","chicago":"Eggert, A., A. Haas, H. Terho, W. Ulaga, and Eva Münkhoff. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” In <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014.","short":"A. Eggert, A. Haas, H. Terho, W. Ulaga, E. Münkhoff, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014."}},{"status":"public","user_id":"49063","volume":17,"page":"23-39","_id":"41341","publisher":"SAGE Publications","citation":{"mla":"Eggert, Andreas, et al. “Revenue and Profit Implications of Industrial Service Strategies.” <i>Journal of Service Research</i>, vol. 17, no. 1, SAGE Publications, 2014, pp. 23–39, doi:<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>.","ama":"Eggert A, Hogreve J, Ulaga W, Münkhoff E. Revenue and Profit Implications of Industrial Service Strategies. <i>Journal of Service Research</i>. 2014;17(1):23-39. doi:<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>","bibtex":"@article{Eggert_Hogreve_Ulaga_Münkhoff_2014, title={Revenue and Profit Implications of Industrial Service Strategies}, volume={17}, DOI={<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>}, number={1}, journal={Journal of Service Research}, publisher={SAGE Publications}, author={Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Münkhoff, Eva}, year={2014}, pages={23–39} }","apa":"Eggert, A., Hogreve, J., Ulaga, W., &#38; Münkhoff, E. (2014). Revenue and Profit Implications of Industrial Service Strategies. <i>Journal of Service Research</i>, <i>17</i>(1), 23–39. <a href=\"https://doi.org/10.1177/1094670513485823\">https://doi.org/10.1177/1094670513485823</a>","ieee":"A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Revenue and Profit Implications of Industrial Service Strategies,” <i>Journal of Service Research</i>, vol. 17, no. 1, pp. 23–39, 2014, doi: <a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>.","chicago":"Eggert, Andreas, Jens Hogreve, Wolfgang Ulaga, and Eva Münkhoff. “Revenue and Profit Implications of Industrial Service Strategies.” <i>Journal of Service Research</i> 17, no. 1 (2014): 23–39. <a href=\"https://doi.org/10.1177/1094670513485823\">https://doi.org/10.1177/1094670513485823</a>.","short":"A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, Journal of Service Research 17 (2014) 23–39."},"date_updated":"2023-09-01T10:08:03Z","publication_status":"published","intvolume":"        17","title":"Revenue and Profit Implications of Industrial Service Strategies","year":"2014","publication_identifier":{"issn":["1094-6705","1552-7379"]},"author":[{"last_name":"Eggert","first_name":"Andreas","full_name":"Eggert, Andreas"},{"last_name":"Hogreve","first_name":"Jens","full_name":"Hogreve, Jens"},{"full_name":"Ulaga, Wolfgang","last_name":"Ulaga","first_name":"Wolfgang"},{"id":"3043","full_name":"Münkhoff, Eva","last_name":"Münkhoff","orcid":"0000-0001-6053-1012","first_name":"Eva"}],"doi":"10.1177/1094670513485823","language":[{"iso":"eng"}],"abstract":[{"text":"<jats:p> In many business markets, manufacturers seek service-led growth to secure their existing positions and continue to grow in increasingly competitive environments. Using longitudinal data from 513 German mechanical engineering companies and latent growth curve modeling, this study offers a fine-grained view of the financial performance implications of industrial service strategies. By disentangling the revenue and profit implications of industrial service strategies, findings reveal that such strategies increase both the level and the growth of manufacturing firms’ revenue streams. In contrast, they reduce the level but improve the growth of manufacturers’ profits. Results further suggest that services supporting the clients’ actions (SSC) and services supporting the supplier’s product (SSP) affect performance outcomes in different ways. SSCs directly affect revenue and profit streams. In turn, SSPs display only indirect effects on financial performance mediated through SSCs. A moderator analysis identifies two organizational contingencies that facilitate service business success: Only companies with decentralized decision-making processes and a high share of loyal customers can expect favorable financial results from industrial service strategies. In summary, this research provides significant insights and managerial guidance for turning service strategies into financial successes. </jats:p>","lang":"eng"}],"issue":"1","publication":"Journal of Service Research","keyword":["Organizational Behavior and Human Resource Management","Sociology and Political Science","Information Systems"],"type":"journal_article","department":[{"_id":"785"}],"date_created":"2023-02-01T08:31:19Z"},{"citation":{"apa":"Fahr, R., Janssen, E. A., &#38; Sureth-Sloane, C. 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The case of German industrial firms}, booktitle={Proceedings of the 20th International Product Development Management Conference}, author={Eggert, A and Thiesbrummel, C and Deutscher, C}, year={2013} }"}},{"user_id":"57352","language":[{"iso":"eng"}],"_id":"7733","date_updated":"2022-01-06T07:03:45Z","author":[{"full_name":"Eggert, A","last_name":"Eggert","first_name":"A"},{"full_name":"Ulaga, W","last_name":"Ulaga","first_name":"W"},{"full_name":"Steiner, M","last_name":"Steiner","first_name":"M"},{"full_name":"Backhaus, K","first_name":"K","last_name":"Backhaus"}],"status":"public","title":"Increasing Customers' Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats","year":"2013","department":[{"_id":"19"},{"_id":"180"}],"type":"conference","date_created":"2019-02-16T10:04:37Z","citation":{"apa":"Eggert, A., Ulaga, W., Steiner, M., &#38; Backhaus, K. (2013). 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To address this challenge, the authors employ a grounded theory approach, drawing on depth interviews, to develop a framework of barriers and facilitators to users’ attitudinal and behavioral responses to smart interactive services. The findings reveal a new set of beliefs that are critical in this context. These beliefs are tied to the human element and specifically pertain to beliefs about the “service counterpart (SC),” who is the provider’s employee controlling the technology. Control, trustworthiness, and collaboration beliefs emerge jointly as important and interrelated influencers tied to the SC. 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In: ; 2013.","mla":"Golubovic, S., et al. <i>HR-Praktiken Und Innovation: Wie Können Wissens- Und Technologievorsprünge Im Unternehmen Generiert Werden?</i> 2013."},"date_created":"2018-12-18T12:34:44Z","type":"conference","department":[{"_id":"274"}]},{"department":[{"_id":"274"}],"type":"conference","date_created":"2018-12-18T12:41:41Z","citation":{"mla":"Isidor, R., et al. <i>Institutional Pressures and Interorganizational Imitation: A Quasilongitudinal Analyses of Temporary Work in the UK and Germany</i>. 2013.","bibtex":"@inproceedings{Isidor_Wehner_Li_Kabst_2013, title={Institutional Pressures and Interorganizational Imitation: A Quasilongitudinal Analyses of Temporary Work in the UK and Germany}, author={Isidor, R and Wehner, M and Li, C and Kabst, Rüdiger}, year={2013} }","ama":"Isidor R, Wehner M, Li C, Kabst R. Institutional Pressures and Interorganizational Imitation: A Quasilongitudinal Analyses of Temporary Work in the UK and Germany. In: ; 2013.","ieee":"R. Isidor, M. 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Simmons, “The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley,” <i>Journal of Business Economics</i>, vol. 83, no. 2, pp. 101–119, 2013.","apa":"Frick, B., &#38; Simmons, R. (2013). The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley. <i>Journal of Business Economics</i>, <i>83</i>(2), 101–119. <a href=\"https://doi.org/10.1007/s11573-013-0652-x\">https://doi.org/10.1007/s11573-013-0652-x</a>","mla":"Frick, Bernd, and Robert Simmons. “The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley.” <i>Journal of Business Economics</i>, vol. 83, no. 2, Springer, 2013, pp. 101–19, doi:<a href=\"https://doi.org/10.1007/s11573-013-0652-x\">10.1007/s11573-013-0652-x</a>.","bibtex":"@article{Frick_Simmons_2013, title={The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley}, volume={83}, DOI={<a href=\"https://doi.org/10.1007/s11573-013-0652-x\">10.1007/s11573-013-0652-x</a>}, number={2}, journal={Journal of Business Economics}, publisher={Springer}, author={Frick, Bernd and Simmons, Robert}, year={2013}, pages={101–119} }","ama":"Frick B, Simmons R. The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley. <i>Journal of Business Economics</i>. 2013;83(2):101-119. doi:<a href=\"https://doi.org/10.1007/s11573-013-0652-x\">10.1007/s11573-013-0652-x</a>","short":"B. Frick, R. Simmons, Journal of Business Economics 83 (2013) 101–119.","chicago":"Frick, Bernd, and Robert Simmons. “The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley.” <i>Journal of Business Economics</i> 83, no. 2 (2013): 101–19. <a href=\"https://doi.org/10.1007/s11573-013-0652-x\">https://doi.org/10.1007/s11573-013-0652-x</a>."},"file_date_updated":"2018-03-15T14:02:36Z","project":[{"_id":"1","name":"SFB 901"},{"name":"SFB 901 - Subprojekt A3","_id":"7"},{"_id":"8","name":"SFB 901 - Subproject A4"},{"_id":"2","name":"SFB 901 - Project Area A"}],"author":[{"full_name":"Frick, Bernd","last_name":"Frick","first_name":"Bernd"},{"first_name":"Robert","last_name":"Simmons","full_name":"Simmons, Robert"}],"title":"The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley","year":"2013","intvolume":"        83","date_updated":"2022-01-06T07:01:24Z","language":[{"iso":"eng"}],"doi":"10.1007/s11573-013-0652-x","publication":"Journal of Business Economics","issue":"2","abstract":[{"lang":"eng","text":"Although of considerable practical importance, the separate impact of individual and collective reputation on firm performance (e.g. product prices) has not yet been convincingly demonstrated. We use a sample of some 70 different wineries offering more than 1,300 different Riesling wines from the Mosel valley to isolate the returns to individual reputation (measured by expert ratings in a highly respected wine guide) from the returns to collective reputation (measured by membership in two different professional associations where members are assumed to monitor each other very closely). We find that both effects are statistically significant and economically relevant with the latter being more important in quantitative terms than the former."}],"date_created":"2017-10-17T12:42:25Z","file":[{"date_created":"2018-03-15T14:02:36Z","creator":"florida","file_id":"1322","content_type":"application/pdf","success":1,"relation":"main_file","date_updated":"2018-03-15T14:02:36Z","file_name":"480-Frick.pdf","access_level":"closed","file_size":371437}],"department":[{"_id":"183"}],"type":"journal_article"},{"date_updated":"2022-01-06T07:01:27Z","status":"public","year":"2013","title":"Growing existing customers' revenue streams through customer referral programs","author":[{"full_name":"Garnefeld, Ina","last_name":"Garnefeld","first_name":"Ina"},{"first_name":"Andreas","last_name":"Eggert","full_name":"Eggert, Andreas"},{"last_name":"Helm","first_name":"Sabrina V","full_name":"Helm, Sabrina V"},{"first_name":"Stephen S","last_name":"Tax","full_name":"Tax, Stephen S"}],"user_id":"57352","page":"17--32","_id":"4851","publication":"Journal of Marketing","issue":"4","citation":{"ama":"Garnefeld I, Eggert A, Helm SV, Tax SS. 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