[{"date_updated":"2026-02-13T10:36:58Z","author":[{"last_name":"Alberternst","full_name":"Alberternst, B.","first_name":"B."},{"first_name":"K.","last_name":"Kessing","full_name":"Kessing, K."},{"first_name":"Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm","full_name":"Böhm, Eva","id":"3043"},{"full_name":"Eggert, A.","last_name":"Eggert","first_name":"A."},{"first_name":"I.","full_name":"Garnefeld, I.","last_name":"Garnefeld"},{"full_name":"Schaefers, T.","last_name":"Schaefers","first_name":"T."},{"id":"4336","full_name":"Steinhoff, Lena","last_name":"Steinhoff","first_name":"Lena"},{"last_name":"Woisetschläger","full_name":"Woisetschläger, D.","first_name":"D."}],"date_created":"2026-02-13T10:36:48Z","title":"A Relational Perspective on Responsibility for Sustainable Market Behavior","year":"2026","citation":{"ieee":"B. Alberternst <i>et al.</i>, “A Relational Perspective on Responsibility for Sustainable Market Behavior,” 2026.","chicago":"Alberternst, B., K. Kessing, Eva Böhm, A. Eggert, I. Garnefeld, T. Schaefers, Lena Steinhoff, and D. Woisetschläger. “A Relational Perspective on Responsibility for Sustainable Market Behavior.” In <i>2026 AMA Winter Academic Conference Proceedings</i>, 2026.","ama":"Alberternst B, Kessing K, Böhm E, et al. A Relational Perspective on Responsibility for Sustainable Market Behavior. In: <i>2026 AMA Winter Academic Conference Proceedings</i>. ; 2026.","apa":"Alberternst, B., Kessing, K., Böhm, E., Eggert, A., Garnefeld, I., Schaefers, T., Steinhoff, L., &#38; Woisetschläger, D. (2026). A Relational Perspective on Responsibility for Sustainable Market Behavior. <i>2026 AMA Winter Academic Conference Proceedings</i>.","short":"B. Alberternst, K. Kessing, E. Böhm, A. Eggert, I. Garnefeld, T. Schaefers, L. Steinhoff, D. Woisetschläger, in: 2026 AMA Winter Academic Conference Proceedings, 2026.","mla":"Alberternst, B., et al. “A Relational Perspective on Responsibility for Sustainable Market Behavior.” <i>2026 AMA Winter Academic Conference Proceedings</i>, 2026.","bibtex":"@inproceedings{Alberternst_Kessing_Böhm_Eggert_Garnefeld_Schaefers_Steinhoff_Woisetschläger_2026, title={A Relational Perspective on Responsibility for Sustainable Market Behavior}, booktitle={2026 AMA Winter Academic Conference Proceedings}, author={Alberternst, B. and Kessing, K. and Böhm, Eva and Eggert, A. and Garnefeld, I. and Schaefers, T. and Steinhoff, Lena and Woisetschläger, D.}, year={2026} }"},"_id":"64152","department":[{"_id":"733"}],"user_id":"102525","language":[{"iso":"eng"}],"publication":"2026 AMA Winter Academic Conference Proceedings","type":"conference","status":"public"},{"author":[{"last_name":"Witte","id":"23755","full_name":"Witte, Carina","first_name":"Carina"},{"first_name":"Lena","full_name":"Steinhoff, Lena","id":"4336","last_name":"Steinhoff"},{"first_name":"K.","full_name":"Husemann, K.","last_name":"Husemann"}],"date_created":"2026-02-13T10:33:08Z","date_updated":"2026-02-13T10:37:02Z","title":"Extending Transformative Service Research: How Commercial Services Shape Spiritual Well-Being","citation":{"chicago":"Witte, Carina, Lena Steinhoff, and K. Husemann. “Extending Transformative Service Research: How Commercial Services Shape Spiritual Well-Being.” In <i> 2026 AMA Winter Academic Conference Proceedings</i>. Madrid, 2026.","ieee":"C. Witte, L. Steinhoff, and K. Husemann, “Extending Transformative Service Research: How Commercial Services Shape Spiritual Well-Being,” 2026.","ama":"Witte C, Steinhoff L, Husemann K. Extending Transformative Service Research: How Commercial Services Shape Spiritual Well-Being. In: <i> 2026 AMA Winter Academic Conference Proceedings</i>. ; 2026.","apa":"Witte, C., Steinhoff, L., &#38; Husemann, K. (2026). Extending Transformative Service Research: How Commercial Services Shape Spiritual Well-Being. <i> 2026 AMA Winter Academic Conference Proceedings</i>.","short":"C. Witte, L. Steinhoff, K. Husemann, in:  2026 AMA Winter Academic Conference Proceedings, Madrid, 2026.","bibtex":"@inproceedings{Witte_Steinhoff_Husemann_2026, place={Madrid}, title={Extending Transformative Service Research: How Commercial Services Shape Spiritual Well-Being}, booktitle={ 2026 AMA Winter Academic Conference Proceedings}, author={Witte, Carina and Steinhoff, Lena and Husemann, K.}, year={2026} }","mla":"Witte, Carina, et al. “Extending Transformative Service Research: How Commercial Services Shape Spiritual Well-Being.” <i> 2026 AMA Winter Academic Conference Proceedings</i>, 2026."},"year":"2026","place":"Madrid","user_id":"102525","department":[{"_id":"733"}],"_id":"64151","language":[{"iso":"eng"}],"type":"conference","publication":" 2026 AMA Winter Academic Conference Proceedings","status":"public"},{"abstract":[{"text":"For business-to-business (B2B) supplier firms that increasingly infuse technology into their offerings such that\r\nthey can provide data-driven services, ready access to proprietary B2B customer firm data is critical. Despite\r\nclear evidence that B2B customer firms hesitate to provide such data due to the associated privacy risks, limited\r\nevidence exists regarding how B2B customer firms engage in privacy-related decision-making. Such knowledge is\r\ncrucial to efforts to address privacy-related challenges by designing and managing B2B services effectively.\r\nTherefore, informed by a systematic analysis of the current state of research on privacy-related decision-making\r\nin B2B contexts, this article derives a comprehensive research framework from B2B buying research. The\r\nframework conceptualizes privacy-related decision-making in B2B as a multilayered phenomenon and indicates\r\nkey questions for continued research on pressing managerial challenges for B2B services and solutions providers.","lang":"eng"}],"status":"public","type":"journal_article","publication":"Journal of Business Research","article_number":"115243","language":[{"iso":"eng"}],"_id":"60166","user_id":"102525","year":"2025","citation":{"ama":"Schumann JH, Zimmermann J, Steinhoff L, Totzek D, van der Borgh M, Martin KD. Toward a multilayered framework of privacy-related decision-making in B2B. <i>Journal of Business Research</i>. 2025;190. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2025.115243\">10.1016/j.jbusres.2025.115243</a>","ieee":"J. H. Schumann, J. Zimmermann, L. Steinhoff, D. Totzek, M. van der Borgh, and K. D. Martin, “Toward a multilayered framework of privacy-related decision-making in B2B,” <i>Journal of Business Research</i>, vol. 190, Art. no. 115243, 2025, doi: <a href=\"https://doi.org/10.1016/j.jbusres.2025.115243\">10.1016/j.jbusres.2025.115243</a>.","chicago":"Schumann, Jan H., Johanna Zimmermann, Lena Steinhoff, Dirk Totzek, Michel van der Borgh, and Kelly D. Martin. “Toward a Multilayered Framework of Privacy-Related Decision-Making in B2B.” <i>Journal of Business Research</i> 190 (2025). <a href=\"https://doi.org/10.1016/j.jbusres.2025.115243\">https://doi.org/10.1016/j.jbusres.2025.115243</a>.","mla":"Schumann, Jan H., et al. “Toward a Multilayered Framework of Privacy-Related Decision-Making in B2B.” <i>Journal of Business Research</i>, vol. 190, 115243, Elsevier BV, 2025, doi:<a href=\"https://doi.org/10.1016/j.jbusres.2025.115243\">10.1016/j.jbusres.2025.115243</a>.","bibtex":"@article{Schumann_Zimmermann_Steinhoff_Totzek_van der Borgh_Martin_2025, title={Toward a multilayered framework of privacy-related decision-making in B2B}, volume={190}, DOI={<a href=\"https://doi.org/10.1016/j.jbusres.2025.115243\">10.1016/j.jbusres.2025.115243</a>}, number={115243}, journal={Journal of Business Research}, publisher={Elsevier BV}, author={Schumann, Jan H. and Zimmermann, Johanna and Steinhoff, Lena and Totzek, Dirk and van der Borgh, Michel and Martin, Kelly D.}, year={2025} }","short":"J.H. Schumann, J. Zimmermann, L. Steinhoff, D. Totzek, M. van der Borgh, K.D. Martin, Journal of Business Research 190 (2025).","apa":"Schumann, J. H., Zimmermann, J., Steinhoff, L., Totzek, D., van der Borgh, M., &#38; Martin, K. D. (2025). Toward a multilayered framework of privacy-related decision-making in B2B. <i>Journal of Business Research</i>, <i>190</i>, Article 115243. <a href=\"https://doi.org/10.1016/j.jbusres.2025.115243\">https://doi.org/10.1016/j.jbusres.2025.115243</a>"},"intvolume":"       190","publication_status":"published","publication_identifier":{"issn":["0148-2963"]},"has_accepted_license":"1","related_material":{"link":[{"relation":"confirmation","url":"https://pdf.sciencedirectassets.com/271680/1-s2.0-S0148296324X0017X/1-s2.0-S0148296325000669/main.pdf?X-Amz-Security-Token=IQoJb3JpZ2luX2VjEOT%2F%2F%2F%2F%2F%2F%2F%2F%2F%2FwEaCXVzLWVhc3QtMSJHMEUCIQCfm1UA4193tPmVgrS%2FcnrjFlb1Bjm4ml1h%2BCW45GO8yAIgRTuYxQ%2BUFiXhVRX2rBIhbvYqdq9x8aV3lpkJJA8DYUUquwUIvf%2F%2F%2F%2F%2F%2F%2F%2F%2F%2FARAFGgwwNTkwMDM1NDY4NjUiDHWcMYKel0IEB6T8cSqPBQ%2FPXPaffQW%2FdIEsSobYwHKjmNP%2B422gnKKuTXvyXZuDqDA5JPvpHJ%2B0gkIWobhXl%2FNEHROJTY7qbSrlqxZV9V9QbhAYkb7Bw7wDZtmLXYaRCWWdWkFzAAr%2BijRp0PfPs2ryEAtGhVQ220TDmhTDBg3KBaswYNGDImGKBQjlXYYmKOPWRnho7KxpHSseEU44yFWC4KdiiDZYiEU8VFkSqvxoFal9rN17YWYcCqikrjBE0VoVg4Wma34%2BFdgjsseUPYIh7Z%2B0jq%2FvCunq5zwoeIAm0U2Any4ESZJXY0h2rbkJW5xC6TEpdJHVeAoHcMJsgRjzhVQ2vgRAKS4evuN5v%2BYNuvLIrELqq1ju%2Bmuue%2BlvB%2FFzKhIvvG6fOhQMEgMZLT3egZD73GZ2MVu5vi0NL%2BfbVAJuH%2B05H%2FCeuHQYEiZg0ZFqW0YNBhA36FU9bkHMYh9Ve6LnlNDecfW%2FLm4rsQeaIRRg%2BSnSQZ030D%2BflPbJyUOl4fkdCAJY8kcjI06J4PrCMu0QcFQd5oxuXKaFpGFrJvGA%2Falsi%2F2THM2btcvqQ%2BiUMIXFR6I0mwK27QgsN6fFj6Mb7Df6UgaH5SO7fHQPi0zN%2BZLlfRGXCv6nRBm2VaxSuVRA2XQqf1Ihu5Q%2F1DRibDfwdpEIJhwvYycq%2BdoAF8W1mapX1%2BhCoBb9lAZ7s%2B3JYBcpR%2F2nxKLXWb%2BT56LfbmGYWLjLkQe2IGRoSmd96OjDvRJcvRIj%2BkjNZMm6Dx7rdiJS4tDMpPA1sxc8Zre0CqB%2BUgaAodpAHodwsnfsjHOJy3NsHm3DtGvUeOpl4Y2TSnx57ltPXVOpVGSMIt0cf1ugZEXH2K148nBtdHFQAucfp8Dsmi1RQYReS4swn7ygwgY6sQEC%2FQhfJHAFxRUOWMmvq8uyRns1QzFeIzSOLLrsuzocofD7Cc7KU2gZDBvlvT3MX2CcvXlR7NbojhLN%2BpL5k9nBK7orj0sbd8AFmJAIpz6dvkh%2BhOGW2%2BsJzg5jyQoc1pAu9hm5HKAPaXnRRB5iTMgj8HT%2FQ%2BkUomLN1MN52xxpt7U6RBTLmKYt1l3uuQkCOKCizaDvSSTLhmyrR1Kk9X%2BI4CtaMp4KAw33bCjmtLLMEHY%3D&X-Amz-Algorithm=AWS4-HMAC-SHA256&X-Amz-Date=20250610T125600Z&X-Amz-SignedHeaders=host&X-Amz-Expires=300&X-Amz-Credential=ASIAQ3PHCVTYRJPG57NG%2F20250610%2Fus-east-1%2Fs3%2Faws4_request&X-Amz-Signature=a6b1133ca9e5512a3b7f5a5e1f47b828b6e9a012228b759e500653f97d0e99ef&hash=d049ecc8d7baaea4d52b05d91c90888bd6834450d30a2001493cb5d6d95c8695&host=68042c943591013ac2b2430a89b270f6af2c76d8dfd086a07176afe7c76c2c61&pii=S0148296325000669&tid=spdf-5a4b413b-ee1c-41c3-be44-1aa0eb1f79e2&sid=104e7c1a46921741645ac775bfb8a2e25fe9gxrqb&type=client&tsoh=d3d3LnNjaWVuY2VkaXJlY3QuY29t&rh=d3d3LnNjaWVuY2VkaXJlY3QuY29t&ua=1e03565604585059010e5a&rr=94d906ba5b7f7552&cc=de"}]},"title":"Toward a multilayered framework of privacy-related decision-making in B2B","doi":"10.1016/j.jbusres.2025.115243","publisher":"Elsevier BV","date_updated":"2025-06-11T07:40:44Z","author":[{"first_name":"Jan H.","full_name":"Schumann, Jan H.","last_name":"Schumann"},{"first_name":"Johanna","full_name":"Zimmermann, Johanna","last_name":"Zimmermann"},{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","id":"4336","first_name":"Lena"},{"first_name":"Dirk","last_name":"Totzek","full_name":"Totzek, Dirk"},{"full_name":"van der Borgh, Michel","last_name":"van der Borgh","first_name":"Michel"},{"full_name":"Martin, Kelly D.","last_name":"Martin","first_name":"Kelly D."}],"date_created":"2025-06-10T12:47:16Z","volume":190},{"_id":"60173","user_id":"102525","language":[{"iso":"ger"}],"type":"book_chapter","publication":"Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle","status":"public","publisher":"Springer Fachmedien Wiesbaden","date_updated":"2025-06-11T07:47:14Z","date_created":"2025-06-11T07:38:38Z","author":[{"first_name":"Lucas","last_name":"Heyden","full_name":"Heyden, Lucas"},{"full_name":"Husemann-Kopetzky, Markus","last_name":"Husemann-Kopetzky","first_name":"Markus"},{"full_name":"Brock, Christian","last_name":"Brock","first_name":"Christian"},{"full_name":"Steinhoff, Lena","id":"4336","last_name":"Steinhoff","first_name":"Lena"}],"title":"Dynamische Preisgestaltungsstrategien und ihre Auswirkungen im E-Commerce","doi":"10.1007/978-3-658-48325-8_20","publication_status":"published","publication_identifier":{"isbn":["9783658483241","9783658483258"],"issn":["2662-3382","2662-3390"]},"related_material":{"link":[{"relation":"confirmation","url":"https://link.springer.com/chapter/10.1007/978-3-658-48325-8_20#preview"}]},"year":"2025","place":"Wiesbaden","citation":{"apa":"Heyden, L., Husemann-Kopetzky, M., Brock, C., &#38; Steinhoff, L. (2025). Dynamische Preisgestaltungsstrategien und ihre Auswirkungen im E-Commerce. In <i>Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle</i>. Springer Fachmedien Wiesbaden. <a href=\"https://doi.org/10.1007/978-3-658-48325-8_20\">https://doi.org/10.1007/978-3-658-48325-8_20</a>","short":"L. Heyden, M. Husemann-Kopetzky, C. Brock, L. Steinhoff, in: Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle, Springer Fachmedien Wiesbaden, Wiesbaden, 2025.","bibtex":"@inbook{Heyden_Husemann-Kopetzky_Brock_Steinhoff_2025, place={Wiesbaden}, title={Dynamische Preisgestaltungsstrategien und ihre Auswirkungen im E-Commerce}, DOI={<a href=\"https://doi.org/10.1007/978-3-658-48325-8_20\">10.1007/978-3-658-48325-8_20</a>}, booktitle={Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle}, publisher={Springer Fachmedien Wiesbaden}, author={Heyden, Lucas and Husemann-Kopetzky, Markus and Brock, Christian and Steinhoff, Lena}, year={2025} }","mla":"Heyden, Lucas, et al. “Dynamische Preisgestaltungsstrategien und ihre Auswirkungen im E-Commerce.” <i>Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle</i>, Springer Fachmedien Wiesbaden, 2025, doi:<a href=\"https://doi.org/10.1007/978-3-658-48325-8_20\">10.1007/978-3-658-48325-8_20</a>.","ama":"Heyden L, Husemann-Kopetzky M, Brock C, Steinhoff L. Dynamische Preisgestaltungsstrategien und ihre Auswirkungen im E-Commerce. In: <i>Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle</i>. Springer Fachmedien Wiesbaden; 2025. doi:<a href=\"https://doi.org/10.1007/978-3-658-48325-8_20\">10.1007/978-3-658-48325-8_20</a>","chicago":"Heyden, Lucas, Markus Husemann-Kopetzky, Christian Brock, and Lena Steinhoff. “Dynamische Preisgestaltungsstrategien und ihre Auswirkungen im E-Commerce.” In <i>Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle</i>. Wiesbaden: Springer Fachmedien Wiesbaden, 2025. <a href=\"https://doi.org/10.1007/978-3-658-48325-8_20\">https://doi.org/10.1007/978-3-658-48325-8_20</a>.","ieee":"L. Heyden, M. Husemann-Kopetzky, C. Brock, and L. Steinhoff, “Dynamische Preisgestaltungsstrategien und ihre Auswirkungen im E-Commerce,” in <i>Digital Analytics im Dienstleistungsmanagement – Customer Insights, Prozesse der Künstlichen Intelligenz, Digitale Geschäftsmodelle</i>, Wiesbaden: Springer Fachmedien Wiesbaden, 2025."}},{"title":"Responsible Loyalty Programs: How Redemptions for a Cause Impact Customer Loyalty","author":[{"first_name":"Benedikt","full_name":"Alberternst, Benedikt","last_name":"Alberternst"},{"id":"4336","full_name":"Steinhoff, Lena","last_name":"Steinhoff","first_name":"Lena"},{"full_name":"Woisetschläger, David M","last_name":"Woisetschläger","first_name":"David M"}],"date_created":"2026-01-13T09:47:03Z","date_updated":"2026-01-13T09:47:17Z","citation":{"ama":"Alberternst B, Steinhoff L, Woisetschläger DM. Responsible Loyalty Programs: How Redemptions for a Cause Impact Customer Loyalty. In: <i>2025 AMA Winter Academic Conference Proceedings</i>. ; 2025.","chicago":"Alberternst, Benedikt, Lena Steinhoff, and David M Woisetschläger. “Responsible Loyalty Programs: How Redemptions for a Cause Impact Customer Loyalty.” In <i>2025 AMA Winter Academic Conference Proceedings</i>. Phoenix, 2025.","ieee":"B. Alberternst, L. Steinhoff, and D. M. Woisetschläger, “Responsible Loyalty Programs: How Redemptions for a Cause Impact Customer Loyalty,” 2025.","mla":"Alberternst, Benedikt, et al. “Responsible Loyalty Programs: How Redemptions for a Cause Impact Customer Loyalty.” <i>2025 AMA Winter Academic Conference Proceedings</i>, 2025.","bibtex":"@inproceedings{Alberternst_Steinhoff_Woisetschläger_2025, place={Phoenix}, title={Responsible Loyalty Programs: How Redemptions for a Cause Impact Customer Loyalty}, booktitle={2025 AMA Winter Academic Conference Proceedings}, author={Alberternst, Benedikt and Steinhoff, Lena and Woisetschläger, David M}, year={2025} }","short":"B. Alberternst, L. Steinhoff, D.M. Woisetschläger, in: 2025 AMA Winter Academic Conference Proceedings, Phoenix, 2025.","apa":"Alberternst, B., Steinhoff, L., &#38; Woisetschläger, D. M. (2025). Responsible Loyalty Programs: How Redemptions for a Cause Impact Customer Loyalty. <i>2025 AMA Winter Academic Conference Proceedings</i>."},"year":"2025","place":"Phoenix","language":[{"iso":"eng"}],"department":[{"_id":"733"}],"user_id":"102525","_id":"63585","status":"public","publication":"2025 AMA Winter Academic Conference Proceedings","type":"conference"},{"department":[{"_id":"733"}],"user_id":"102525","_id":"63584","language":[{"iso":"eng"}],"publication":"2025 AMA Winter Academic Conference Proceedings","type":"conference","status":"public","date_created":"2026-01-13T09:43:47Z","author":[{"first_name":"Carina","last_name":"Witte","id":"23755","full_name":"Witte, Carina"},{"first_name":"Lena","last_name":"Steinhoff","id":"4336","full_name":"Steinhoff, Lena"}],"date_updated":"2026-01-13T09:44:02Z","title":"Unlocking Spiritual Value: Magical Experiences of Commercial Services","citation":{"apa":"Witte, C., &#38; Steinhoff, L. (2025). Unlocking Spiritual Value: Magical Experiences of Commercial Services. <i>2025 AMA Winter Academic Conference Proceedings</i>.","short":"C. Witte, L. Steinhoff, in: 2025 AMA Winter Academic Conference Proceedings, Phoenix, 2025.","bibtex":"@inproceedings{Witte_Steinhoff_2025, place={Phoenix}, title={Unlocking Spiritual Value: Magical Experiences of Commercial Services}, booktitle={2025 AMA Winter Academic Conference Proceedings}, author={Witte, Carina and Steinhoff, Lena}, year={2025} }","mla":"Witte, Carina, and Lena Steinhoff. “Unlocking Spiritual Value: Magical Experiences of Commercial Services.” <i>2025 AMA Winter Academic Conference Proceedings</i>, 2025.","ama":"Witte C, Steinhoff L. Unlocking Spiritual Value: Magical Experiences of Commercial Services. In: <i>2025 AMA Winter Academic Conference Proceedings</i>. ; 2025.","ieee":"C. Witte and L. Steinhoff, “Unlocking Spiritual Value: Magical Experiences of Commercial Services,” 2025.","chicago":"Witte, Carina, and Lena Steinhoff. “Unlocking Spiritual Value: Magical Experiences of Commercial Services.” In <i>2025 AMA Winter Academic Conference Proceedings</i>. Phoenix, 2025."},"year":"2025","place":"Phoenix"},{"title":"Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding","doi":"10.1007/s11747-025-01088-3","date_updated":"2026-01-13T09:50:24Z","publisher":"Springer Science and Business Media LLC","volume":53,"date_created":"2025-04-23T08:07:39Z","author":[{"first_name":"Lena","id":"4336","full_name":"Steinhoff, Lena","last_name":"Steinhoff"},{"last_name":"Kim","full_name":"Kim, Jisu J.","first_name":"Jisu J."},{"last_name":"Kanuri","full_name":"Kanuri, Vamsi K.","first_name":"Vamsi K."},{"first_name":"Robert W.","last_name":"Palmatier","full_name":"Palmatier, Robert W."}],"year":"2025","page":"1447-1481","intvolume":"        53","citation":{"apa":"Steinhoff, L., Kim, J. J., Kanuri, V. K., &#38; Palmatier, R. W. (2025). Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding. <i>Journal of the Academy of Marketing Science</i>, <i>53</i>(5), 1447–1481. <a href=\"https://doi.org/10.1007/s11747-025-01088-3\">https://doi.org/10.1007/s11747-025-01088-3</a>","short":"L. Steinhoff, J.J. Kim, V.K. Kanuri, R.W. Palmatier, Journal of the Academy of Marketing Science 53 (2025) 1447–1481.","mla":"Steinhoff, Lena, et al. “Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding.” <i>Journal of the Academy of Marketing Science</i>, vol. 53, no. 5, Springer Science and Business Media LLC, 2025, pp. 1447–81, doi:<a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>.","bibtex":"@article{Steinhoff_Kim_Kanuri_Palmatier_2025, title={Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding}, volume={53}, DOI={<a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>}, number={5}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Steinhoff, Lena and Kim, Jisu J. and Kanuri, Vamsi K. and Palmatier, Robert W.}, year={2025}, pages={1447–1481} }","chicago":"Steinhoff, Lena, Jisu J. Kim, Vamsi K. Kanuri, and Robert W. Palmatier. “Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding.” <i>Journal of the Academy of Marketing Science</i> 53, no. 5 (2025): 1447–81. <a href=\"https://doi.org/10.1007/s11747-025-01088-3\">https://doi.org/10.1007/s11747-025-01088-3</a>.","ieee":"L. Steinhoff, J. J. Kim, V. K. Kanuri, and R. W. Palmatier, “Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding,” <i>Journal of the Academy of Marketing Science</i>, vol. 53, no. 5, pp. 1447–1481, 2025, doi: <a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>.","ama":"Steinhoff L, Kim JJ, Kanuri VK, Palmatier RW. Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding. <i>Journal of the Academy of Marketing Science</i>. 2025;53(5):1447-1481. doi:<a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>"},"publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","related_material":{"link":[{"relation":"confirmation","url":"https://link.springer.com/article/10.1007/s11747-025-01088-3"}]},"issue":"5","language":[{"iso":"eng"}],"_id":"59638","user_id":"102525","abstract":[{"text":"Business-to-business (B2B) software-as-a-service (SaaS) providers increasingly bundle add-on services with their core service. The implications of such bundles for onboarding customers to the relationship remain unclear; in particular, the common practice of trying to maximize add-on bundling during the customer acquisition phase arguably might conflict with goals to achieve long-term retention of customers. The current study therefore focuses explicitly on the impact of add-on bundling on customer retention during the onboarding stage, using multiple methods. A theories-in-use exploration suggests that the positive effects of add-on bundling may not manifest in the initial relational stage of customer onboarding. A field study involving a B2B SaaS provider further reveals that bundling more add-on services can significantly decrease customer retention during the onboarding stage. Moving to leaner communication channels can aggravate such attrition. Finally, a cross-industry survey of B2B managers identifies complexity perceptions as the likely source of these detrimental effects of add-on bundling during the customer onboarding stage.","lang":"eng"}],"status":"public","publication":"Journal of the Academy of Marketing Science","type":"journal_article"},{"_id":"53200","user_id":"103813","article_type":"original","article_number":"114582","type":"journal_article","status":"public","date_updated":"2024-04-24T11:17:09Z","volume":177,"author":[{"first_name":"Edna","id":"103813","full_name":"Ozuna, Edna","last_name":"Ozuna"},{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","id":"4336","first_name":"Lena"}],"doi":"10.1016/j.jbusres.2024.114582","publication_identifier":{"issn":["0148-2963"]},"publication_status":"published","intvolume":"       177","citation":{"chicago":"Ozuna, Edna, and Lena Steinhoff. “‘Look Me in the Eye, Customer’: How Do Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services Affect Customers’ Misbehavior Concealment Intentions?” <i>Journal of Business Research</i> 177 (2024). <a href=\"https://doi.org/10.1016/j.jbusres.2024.114582\">https://doi.org/10.1016/j.jbusres.2024.114582</a>.","ieee":"E. Ozuna and L. Steinhoff, “‘Look me in the eye, customer’: How do face-to-face interactions in peer-to-peer sharing economy services affect customers’ misbehavior concealment intentions?,” <i>Journal of Business Research</i>, vol. 177, Art. no. 114582, 2024, doi: <a href=\"https://doi.org/10.1016/j.jbusres.2024.114582\">10.1016/j.jbusres.2024.114582</a>.","ama":"Ozuna E, Steinhoff L. “Look me in the eye, customer”: How do face-to-face interactions in peer-to-peer sharing economy services affect customers’ misbehavior concealment intentions? <i>Journal of Business Research</i>. 2024;177. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2024.114582\">10.1016/j.jbusres.2024.114582</a>","mla":"Ozuna, Edna, and Lena Steinhoff. “‘Look Me in the Eye, Customer’: How Do Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services Affect Customers’ Misbehavior Concealment Intentions?” <i>Journal of Business Research</i>, vol. 177, 114582, Elsevier BV, 2024, doi:<a href=\"https://doi.org/10.1016/j.jbusres.2024.114582\">10.1016/j.jbusres.2024.114582</a>.","bibtex":"@article{Ozuna_Steinhoff_2024, title={“Look me in the eye, customer”: How do face-to-face interactions in peer-to-peer sharing economy services affect customers’ misbehavior concealment intentions?}, volume={177}, DOI={<a href=\"https://doi.org/10.1016/j.jbusres.2024.114582\">10.1016/j.jbusres.2024.114582</a>}, number={114582}, journal={Journal of Business Research}, publisher={Elsevier BV}, author={Ozuna, Edna and Steinhoff, Lena}, year={2024} }","short":"E. Ozuna, L. Steinhoff, Journal of Business Research 177 (2024).","apa":"Ozuna, E., &#38; Steinhoff, L. (2024). “Look me in the eye, customer”: How do face-to-face interactions in peer-to-peer sharing economy services affect customers’ misbehavior concealment intentions? <i>Journal of Business Research</i>, <i>177</i>, Article 114582. <a href=\"https://doi.org/10.1016/j.jbusres.2024.114582\">https://doi.org/10.1016/j.jbusres.2024.114582</a>"},"keyword":["Sharing economy","Customer misbehavior","Peer-to-peer services","Face-to-face interactions","Experimental research"],"language":[{"iso":"eng"}],"publication":"Journal of Business Research","abstract":[{"lang":"eng","text":"Customer misbehavior poses a major risk in the sharing economy. For example, property damage to shared accommodations imposes burdens on both sharing platforms and hosts, especially if misbehaving guests purposefully, not coincidentally conceal, or fail to report damages. Such misbehavior might be facilitated by remote listing management and the lack of face-to-face interactions between hosts and guests. Therefore, this study investigated the effects of host–guest interaction modes (face-to-face, online-only) and frequency on guests’ misbehavior concealment intentions. Social identification and irritation emerged as bright- and dark side mediators, respectively. Guests who interacted face-to-face (vs. online-only) with hosts exhibited weaker intentions to conceal their misbehavior due to increased social identification. Platforms can elicit social identification by engaging guests in virtual communities. However, when face-to-face interactions become excessive, guests experience irritation and are more likely to conceal their misbehavior. These insights offer practical implications for both peer-to-peer sharing platforms and hosts."}],"publisher":"Elsevier BV","date_created":"2024-04-04T08:16:27Z","title":"“Look me in the eye, customer”: How do face-to-face interactions in peer-to-peer sharing economy services affect customers’ misbehavior concealment intentions?","year":"2024"},{"date_updated":"2023-11-23T13:12:23Z","author":[{"first_name":"Lena","last_name":"Steinhoff","id":"4336","full_name":"Steinhoff, Lena"},{"first_name":"Kelly D.","last_name":"Martin","full_name":"Martin, Kelly D."}],"volume":26,"doi":"10.1177/10946705221141925","publication_status":"published","publication_identifier":{"issn":["1094-6705","1552-7379"]},"citation":{"short":"L. Steinhoff, K.D. Martin, Journal of Service Research 26 (2023) 330–350.","mla":"Steinhoff, Lena, and Kelly D. Martin. “Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces.” <i>Journal of Service Research</i>, vol. 26, no. 3, SAGE Publications, 2023, pp. 330–50, doi:<a href=\"https://doi.org/10.1177/10946705221141925\">10.1177/10946705221141925</a>.","bibtex":"@article{Steinhoff_Martin_2023, title={Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces}, volume={26}, DOI={<a href=\"https://doi.org/10.1177/10946705221141925\">10.1177/10946705221141925</a>}, number={3}, journal={Journal of Service Research}, publisher={SAGE Publications}, author={Steinhoff, Lena and Martin, Kelly D.}, year={2023}, pages={330–350} }","apa":"Steinhoff, L., &#38; Martin, K. D. (2023). Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces. <i>Journal of Service Research</i>, <i>26</i>(3), 330–350. <a href=\"https://doi.org/10.1177/10946705221141925\">https://doi.org/10.1177/10946705221141925</a>","ama":"Steinhoff L, Martin KD. Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces. <i>Journal of Service Research</i>. 2023;26(3):330-350. doi:<a href=\"https://doi.org/10.1177/10946705221141925\">10.1177/10946705221141925</a>","chicago":"Steinhoff, Lena, and Kelly D. Martin. “Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces.” <i>Journal of Service Research</i> 26, no. 3 (2023): 330–50. <a href=\"https://doi.org/10.1177/10946705221141925\">https://doi.org/10.1177/10946705221141925</a>.","ieee":"L. Steinhoff and K. D. Martin, “Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces,” <i>Journal of Service Research</i>, vol. 26, no. 3, pp. 330–350, 2023, doi: <a href=\"https://doi.org/10.1177/10946705221141925\">10.1177/10946705221141925</a>."},"page":"330-350","intvolume":"        26","_id":"49157","user_id":"4336","type":"journal_article","status":"public","publisher":"SAGE Publications","date_created":"2023-11-23T13:10:02Z","title":"Putting Data Privacy Regulation into Action: The Differential Capabilities of Service Frontline Interfaces","issue":"3","year":"2023","keyword":["Organizational Behavior and Human Resource Management","Sociology and Political Science","Information Systems"],"language":[{"iso":"eng"}],"publication":"Journal of Service Research","abstract":[{"text":"<jats:p> Service frontline encounters between customers and service providers have been subject to fundamental changes in recent years. As two major change agents, technology infusion and data privacy regulations are inextricably linked and constitute a critical ethical and societal issue. Specifically, service frontlines—as represented by human or technological agents, or some hybrid form—rely on customer data for service provision, which subjects them to privacy regulations governing the collection, submission, access, and use of any customer data thus captured. However, scant research outlines the significant implications of evolving data privacy regulations for service frontline encounters. To advance knowledge in this domain, this research distills six key dimensions of global data privacy regulations (fairness, data limits, transparency, control, consent, and recourse). Employing an intelligences theoretical lens, the authors theorize how these dimensions might become differentially manifest across three service frontline interface types (human-based, technology-based, and hybrid). Carefully intersecting the need for varying intelligences across data privacy regulatory dimensions with the abilities of service frontline interfaces to harness each intelligence type, this study offers a novel conceptual framework that advances research and practice. Theoretical, managerial, and policy implications unfold from the proposed framework, which also can inform a future research agenda. </jats:p>","lang":"eng"}]},{"language":[{"iso":"eng"}],"department":[{"_id":"733"}],"user_id":"68445","_id":"50978","status":"public","type":"conference","title":"Evaluation of product testing programs as an effective marketing tool - Negative and positive effects of rejections in product testing programs","date_created":"2024-01-29T13:14:04Z","author":[{"last_name":"Küpper","full_name":"Küpper, K.","first_name":"K."},{"full_name":"Garnefeld, I.","last_name":"Garnefeld","first_name":"I."},{"last_name":"Steinhoff","id":"4336","full_name":"Steinhoff, Lena","first_name":"Lena"}],"date_updated":"2024-01-29T13:14:07Z","publisher":"Proceedings of the 52nd European Marketing Academy Conference (EMAC)","citation":{"chicago":"Küpper, K., I. Garnefeld, and Lena Steinhoff. “Evaluation of Product Testing Programs as an Effective Marketing Tool - Negative and Positive Effects of Rejections in Product Testing Programs.” Odense: Proceedings of the 52nd European Marketing Academy Conference (EMAC), 2023.","ieee":"K. Küpper, I. Garnefeld, and L. Steinhoff, “Evaluation of product testing programs as an effective marketing tool - Negative and positive effects of rejections in product testing programs,” 2023.","ama":"Küpper K, Garnefeld I, Steinhoff L. Evaluation of product testing programs as an effective marketing tool - Negative and positive effects of rejections in product testing programs. In: Proceedings of the 52nd European Marketing Academy Conference (EMAC); 2023.","short":"K. Küpper, I. Garnefeld, L. Steinhoff, in: Proceedings of the 52nd European Marketing Academy Conference (EMAC), Odense, 2023.","mla":"Küpper, K., et al. <i>Evaluation of Product Testing Programs as an Effective Marketing Tool - Negative and Positive Effects of Rejections in Product Testing Programs</i>. Proceedings of the 52nd European Marketing Academy Conference (EMAC), 2023.","bibtex":"@inproceedings{Küpper_Garnefeld_Steinhoff_2023, place={Odense}, title={Evaluation of product testing programs as an effective marketing tool - Negative and positive effects of rejections in product testing programs}, publisher={Proceedings of the 52nd European Marketing Academy Conference (EMAC)}, author={Küpper, K. and Garnefeld, I. and Steinhoff, Lena}, year={2023} }","apa":"Küpper, K., Garnefeld, I., &#38; Steinhoff, L. (2023). <i>Evaluation of product testing programs as an effective marketing tool - Negative and positive effects of rejections in product testing programs</i>."},"place":"Odense","year":"2023"},{"type":"conference","status":"public","department":[{"_id":"733"}],"user_id":"102525","_id":"50979","language":[{"iso":"eng"}],"citation":{"apa":"Ozuna, E., &#38; Steinhoff, L. (2023). <i>Customer Misbehavior in the Peer-to-Peer Sharing Economy: The Mixed Role of Face-to-Face Interactions</i>.","bibtex":"@inproceedings{Ozuna_Steinhoff_2023, place={Odense}, title={Customer Misbehavior in the Peer-to-Peer Sharing Economy: The Mixed Role of Face-to-Face Interactions}, publisher={Proceedings of the 52nd European Marketing Academy Conference (EMAC)}, author={Ozuna, Edna and Steinhoff, Lena}, year={2023} }","mla":"Ozuna, Edna, and Lena Steinhoff. <i>Customer Misbehavior in the Peer-to-Peer Sharing Economy: The Mixed Role of Face-to-Face Interactions</i>. Proceedings of the 52nd European Marketing Academy Conference (EMAC), 2023.","short":"E. Ozuna, L. Steinhoff, in: Proceedings of the 52nd European Marketing Academy Conference (EMAC), Odense, 2023.","chicago":"Ozuna, Edna, and Lena Steinhoff. “Customer Misbehavior in the Peer-to-Peer Sharing Economy: The Mixed Role of Face-to-Face Interactions.” Odense: Proceedings of the 52nd European Marketing Academy Conference (EMAC), 2023.","ieee":"E. Ozuna and L. Steinhoff, “Customer Misbehavior in the Peer-to-Peer Sharing Economy: The Mixed Role of Face-to-Face Interactions,” 2023.","ama":"Ozuna E, Steinhoff L. Customer Misbehavior in the Peer-to-Peer Sharing Economy: The Mixed Role of Face-to-Face Interactions. In: Proceedings of the 52nd European Marketing Academy Conference (EMAC); 2023."},"year":"2023","place":"Odense","author":[{"first_name":"Edna","last_name":"Ozuna","full_name":"Ozuna, Edna","id":"103813"},{"first_name":"Lena","last_name":"Steinhoff","id":"4336","full_name":"Steinhoff, Lena"}],"date_created":"2024-01-29T13:15:17Z","publisher":"Proceedings of the 52nd European Marketing Academy Conference (EMAC)","date_updated":"2026-01-13T09:41:36Z","title":"Customer Misbehavior in the Peer-to-Peer Sharing Economy: The Mixed Role of Face-to-Face Interactions"},{"user_id":"102525","department":[{"_id":"733"}],"_id":"50977","language":[{"iso":"eng"}],"type":"conference","status":"public","date_created":"2024-01-29T13:11:55Z","author":[{"last_name":"Ozuna","id":"103813","full_name":"Ozuna, Edna","first_name":"Edna"},{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","id":"4336","first_name":"Lena"}],"date_updated":"2026-01-13T09:42:49Z","publisher":"2023 AMA Winter Academic Conference Proceedings","title":"Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services: An Effective Barrier to Customer Misbehavior?","citation":{"mla":"Ozuna, Edna, and Lena Steinhoff. <i>Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services: An Effective Barrier to Customer Misbehavior?</i> 2023 AMA Winter Academic Conference Proceedings, 2023.","short":"E. Ozuna, L. Steinhoff, in: 2023 AMA Winter Academic Conference Proceedings, Nashville, 2023.","bibtex":"@inproceedings{Ozuna_Steinhoff_2023, place={Nashville}, title={Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services: An Effective Barrier to Customer Misbehavior?}, publisher={2023 AMA Winter Academic Conference Proceedings}, author={Ozuna, Edna and Steinhoff, Lena}, year={2023} }","apa":"Ozuna, E., &#38; Steinhoff, L. (2023). <i>Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services: An Effective Barrier to Customer Misbehavior?</i>","ama":"Ozuna E, Steinhoff L. Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services: An Effective Barrier to Customer Misbehavior? In: 2023 AMA Winter Academic Conference Proceedings; 2023.","ieee":"E. Ozuna and L. Steinhoff, “Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services: An Effective Barrier to Customer Misbehavior?,” 2023.","chicago":"Ozuna, Edna, and Lena Steinhoff. “Face-to-Face Interactions in Peer-to-Peer Sharing Economy Services: An Effective Barrier to Customer Misbehavior?” Nashville: 2023 AMA Winter Academic Conference Proceedings, 2023."},"year":"2023","place":"Nashville"},{"type":"conference","status":"public","user_id":"102525","department":[{"_id":"733"}],"_id":"50975","language":[{"iso":"eng"}],"citation":{"ieee":"B. Alberternst, M. Giesler, L. Steinhoff, and A. Eggert, “The Consumerization of Care: How Capitalism Is Co-Opting Solidarity,” 2023.","chicago":"Alberternst, B., M. Giesler, Lena Steinhoff, and A. Eggert. “The Consumerization of Care: How Capitalism Is Co-Opting Solidarity.” Nashville: 2023 AMA Winter Academic Conference Proceedings, 2023.","ama":"Alberternst B, Giesler M, Steinhoff L, Eggert A. The Consumerization of Care: How Capitalism Is Co-Opting Solidarity. In: 2023 AMA Winter Academic Conference Proceedings; 2023.","short":"B. Alberternst, M. Giesler, L. Steinhoff, A. Eggert, in: 2023 AMA Winter Academic Conference Proceedings, Nashville, 2023.","mla":"Alberternst, B., et al. <i>The Consumerization of Care: How Capitalism Is Co-Opting Solidarity</i>. 2023 AMA Winter Academic Conference Proceedings, 2023.","bibtex":"@inproceedings{Alberternst_Giesler_Steinhoff_Eggert_2023, place={Nashville}, title={The Consumerization of Care: How Capitalism Is Co-Opting Solidarity}, publisher={2023 AMA Winter Academic Conference Proceedings}, author={Alberternst, B. and Giesler, M. and Steinhoff, Lena and Eggert, A.}, year={2023} }","apa":"Alberternst, B., Giesler, M., Steinhoff, L., &#38; Eggert, A. (2023). <i>The Consumerization of Care: How Capitalism Is Co-Opting Solidarity</i>."},"year":"2023","place":"Nashville","date_created":"2024-01-29T13:08:21Z","author":[{"first_name":"B.","last_name":"Alberternst","full_name":"Alberternst, B."},{"first_name":"M.","full_name":"Giesler, M.","last_name":"Giesler"},{"first_name":"Lena","full_name":"Steinhoff, Lena","id":"4336","last_name":"Steinhoff"},{"first_name":"A.","full_name":"Eggert, A.","last_name":"Eggert"}],"date_updated":"2026-02-13T11:47:19Z","publisher":"2023 AMA Winter Academic Conference Proceedings","title":"The Consumerization of Care: How Capitalism Is Co-Opting Solidarity"},{"type":"journal_article","publication":"Journal of International Marketing","status":"public","user_id":"4336","department":[{"_id":"733"}],"_id":"45720","language":[{"iso":"eng"}],"issue":"1","publication_status":"published","citation":{"mla":"Steinhoff, Lena, et al. “Customer Engagement in International Markets.” <i>Journal of International Marketing</i>, vol. 31, no. 1, 2023, pp. 1–31, doi:<a href=\"https://doi.org/10.1177/1069031X221099211\">10.1177/1069031X221099211</a>.","short":"L. Steinhoff, J. (S. ) Liu, X. Li, R.W. Palmatier, Journal of International Marketing 31 (2023) 1–31.","bibtex":"@article{Steinhoff_Liu_Li_Palmatier_2023, title={Customer Engagement in International Markets}, volume={31}, DOI={<a href=\"https://doi.org/10.1177/1069031X221099211\">10.1177/1069031X221099211</a>}, number={1}, journal={Journal of International Marketing}, author={Steinhoff, Lena and Liu, J. (S.) and Li, X. and Palmatier, R. W.}, year={2023}, pages={1–31} }","apa":"Steinhoff, L., Liu, J. (S. ), Li, X., &#38; Palmatier, R. W. (2023). Customer Engagement in International Markets. <i>Journal of International Marketing</i>, <i>31</i>(1), 1–31. <a href=\"https://doi.org/10.1177/1069031X221099211\">https://doi.org/10.1177/1069031X221099211</a>","ama":"Steinhoff L, Liu J (S. ), Li X, Palmatier RW. Customer Engagement in International Markets. <i>Journal of International Marketing</i>. 2023;31(1):1-31. doi:<a href=\"https://doi.org/10.1177/1069031X221099211\">10.1177/1069031X221099211</a>","ieee":"L. Steinhoff, J. (S. ) Liu, X. Li, and R. W. Palmatier, “Customer Engagement in International Markets,” <i>Journal of International Marketing</i>, vol. 31, no. 1, pp. 1–31, 2023, doi: <a href=\"https://doi.org/10.1177/1069031X221099211\">10.1177/1069031X221099211</a>.","chicago":"Steinhoff, Lena, J. (S.) Liu, X. Li, and R. W. Palmatier. “Customer Engagement in International Markets.” <i>Journal of International Marketing</i> 31, no. 1 (2023): 1–31. <a href=\"https://doi.org/10.1177/1069031X221099211\">https://doi.org/10.1177/1069031X221099211</a>."},"page":"1-31","intvolume":"        31","year":"2023","date_created":"2023-06-22T16:29:37Z","author":[{"first_name":"Lena","last_name":"Steinhoff","full_name":"Steinhoff, Lena","id":"4336"},{"first_name":"J. (S.)","last_name":"Liu","full_name":"Liu, J. (S.)"},{"full_name":"Li, X.","last_name":"Li","first_name":"X."},{"first_name":"R. W.","last_name":"Palmatier","full_name":"Palmatier, R. W."}],"volume":31,"date_updated":"2025-01-06T13:06:02Z","doi":"10.1177/1069031X221099211","title":"Customer Engagement in International Markets"},{"type":"journal_article","publication":"Journal of Service Management Research","status":"public","_id":"45721","user_id":"68445","department":[{"_id":"733"}],"language":[{"iso":"eng"}],"publication_status":"published","issue":"1","year":"2022","citation":{"ieee":"L. Steinhoff <i>et al.</i>, “Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services,” <i>Journal of Service Management Research</i>, vol. 6, no. 1, pp. 2–27, 2022, doi: <a href=\"https://doi.org/ 10.5771/2511-8676-2022-1-2\"> 10.5771/2511-8676-2022-1-2</a>.","chicago":"Steinhoff, Lena, R. W. Palmatier, K. D. Martin, G. Fox, C. M. Henderson, J. K. Saint Clair, S. Yan, J.-Y. Lee, T. Perko, and C. M. Harmeling. “Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services.” <i>Journal of Service Management Research</i> 6, no. 1 (2022): 2–27. <a href=\"https://doi.org/ 10.5771/2511-8676-2022-1-2\">https://doi.org/ 10.5771/2511-8676-2022-1-2</a>.","ama":"Steinhoff L, Palmatier RW, Martin KD, et al. Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services. <i>Journal of Service Management Research</i>. 2022;6(1):2-27. doi:<a href=\"https://doi.org/ 10.5771/2511-8676-2022-1-2\"> 10.5771/2511-8676-2022-1-2</a>","apa":"Steinhoff, L., Palmatier, R. W., Martin, K. D., Fox, G., Henderson, C. M., Saint Clair, J. K., Yan, S., Lee, J.-Y., Perko, T., &#38; Harmeling, C. M. (2022). Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services. <i>Journal of Service Management Research</i>, <i>6</i>(1), 2–27. <a href=\"https://doi.org/ 10.5771/2511-8676-2022-1-2\">https://doi.org/ 10.5771/2511-8676-2022-1-2</a>","bibtex":"@article{Steinhoff_Palmatier_Martin_Fox_Henderson_Saint Clair_Yan_Lee_Perko_Harmeling_2022, title={Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services}, volume={6}, DOI={<a href=\"https://doi.org/ 10.5771/2511-8676-2022-1-2\"> 10.5771/2511-8676-2022-1-2</a>}, number={1}, journal={Journal of Service Management Research}, author={Steinhoff, Lena and Palmatier, R. W. and Martin, K. D. and Fox, G. and Henderson, C. M. and Saint Clair, J. K. and Yan, S. and Lee, J.-Y. and Perko, T. and Harmeling, C. M.}, year={2022}, pages={2–27} }","short":"L. Steinhoff, R.W. Palmatier, K.D. Martin, G. Fox, C.M. Henderson, J.K. Saint Clair, S. Yan, J.-Y. Lee, T. Perko, C.M. Harmeling, Journal of Service Management Research 6 (2022) 2–27.","mla":"Steinhoff, Lena, et al. “Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services.” <i>Journal of Service Management Research</i>, vol. 6, no. 1, 2022, pp. 2–27, doi:<a href=\"https://doi.org/ 10.5771/2511-8676-2022-1-2\"> 10.5771/2511-8676-2022-1-2</a>."},"intvolume":"         6","page":"2-27","date_updated":"2024-01-15T14:10:08Z","author":[{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","id":"4336","first_name":"Lena"},{"first_name":"R. W.","last_name":"Palmatier","full_name":"Palmatier, R. W."},{"first_name":"K. D.","last_name":"Martin","full_name":"Martin, K. D."},{"last_name":"Fox","full_name":"Fox, G.","first_name":"G."},{"first_name":"C. M.","last_name":"Henderson","full_name":"Henderson, C. M."},{"first_name":"J. K.","last_name":"Saint Clair","full_name":"Saint Clair, J. K."},{"first_name":"S.","full_name":"Yan, S.","last_name":"Yan"},{"full_name":"Lee, J.-Y.","last_name":"Lee","first_name":"J.-Y."},{"first_name":"T.","last_name":"Perko","full_name":"Perko, T."},{"last_name":"Harmeling","full_name":"Harmeling, C. M.","first_name":"C. M."}],"date_created":"2023-06-22T16:32:06Z","volume":6,"title":"Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services","doi":" 10.5771/2511-8676-2022-1-2"},{"title":"The Role of Self-Rewarding Behavior in Cashback Loyalty Programs","conference":{"location":"Budapest","name":"Proceedings of the 51st European Marketing Academy (EMAC) Conference"},"date_updated":"2024-01-15T15:17:21Z","date_created":"2023-06-22T16:54:51Z","author":[{"last_name":"Becker","full_name":"Becker, M.","first_name":"M."},{"full_name":"Wiegand, N.","last_name":"Wiegand","first_name":"N."},{"first_name":"Lena","full_name":"Steinhoff, Lena","id":"4336","last_name":"Steinhoff"},{"first_name":"K.","full_name":"Baidina, K.","last_name":"Baidina"}],"year":"2022","citation":{"mla":"Becker, M., et al. “The Role of Self-Rewarding Behavior in Cashback Loyalty Programs.” <i>Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest.</i>, 2022.","short":"M. Becker, N. Wiegand, L. Steinhoff, K. Baidina, in: Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest., 2022.","bibtex":"@inproceedings{Becker_Wiegand_Steinhoff_Baidina_2022, title={The Role of Self-Rewarding Behavior in Cashback Loyalty Programs}, booktitle={Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest.}, author={Becker, M. and Wiegand, N. and Steinhoff, Lena and Baidina, K.}, year={2022} }","apa":"Becker, M., Wiegand, N., Steinhoff, L., &#38; Baidina, K. (2022). The Role of Self-Rewarding Behavior in Cashback Loyalty Programs. <i>Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest.</i> Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest.","ama":"Becker M, Wiegand N, Steinhoff L, Baidina K. The Role of Self-Rewarding Behavior in Cashback Loyalty Programs. In: <i>Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest.</i> ; 2022.","ieee":"M. Becker, N. Wiegand, L. Steinhoff, and K. Baidina, “The Role of Self-Rewarding Behavior in Cashback Loyalty Programs,” presented at the Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest, 2022.","chicago":"Becker, M., N. Wiegand, Lena Steinhoff, and K. Baidina. “The Role of Self-Rewarding Behavior in Cashback Loyalty Programs.” In <i>Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest.</i>, 2022."},"publication_status":"published","language":[{"iso":"eng"}],"_id":"45738","department":[{"_id":"733"}],"user_id":"68445","status":"public","publication":"Proceedings of the 51st European Marketing Academy (EMAC) Conference, Budapest.","type":"conference"},{"title":"Theorizing Marketplace Solidarity Systems: From Consumer–Firm Dyads to Structures of Mutual Support","conference":{"name":"2022 AMA Summer Marketing Educators’ Conference Proceedings","location":"Chicago"},"date_updated":"2026-01-13T09:42:24Z","date_created":"2023-06-22T16:53:32Z","author":[{"full_name":"Alberternst, B.","last_name":"Alberternst","first_name":"B."},{"full_name":"Steinhoff, Lena","id":"4336","last_name":"Steinhoff","first_name":"Lena"},{"first_name":"A.","full_name":"Eggert, A.","last_name":"Eggert"},{"first_name":"M.","last_name":"Giesler","full_name":"Giesler, M."}],"year":"2022","citation":{"bibtex":"@inproceedings{Alberternst_Steinhoff_Eggert_Giesler_2022, title={Theorizing Marketplace Solidarity Systems: From Consumer–Firm Dyads to Structures of Mutual Support}, booktitle={2022 AMA Summer Academic Conference Proceedings, Chicago}, author={Alberternst, B. and Steinhoff, Lena and Eggert, A. and Giesler, M.}, year={2022} }","mla":"Alberternst, B., et al. “Theorizing Marketplace Solidarity Systems: From Consumer–Firm Dyads to Structures of Mutual Support.” <i>2022 AMA Summer Academic Conference Proceedings, Chicago</i>, 2022.","short":"B. Alberternst, L. Steinhoff, A. Eggert, M. Giesler, in: 2022 AMA Summer Academic Conference Proceedings, Chicago, 2022.","apa":"Alberternst, B., Steinhoff, L., Eggert, A., &#38; Giesler, M. (2022). Theorizing Marketplace Solidarity Systems: From Consumer–Firm Dyads to Structures of Mutual Support. <i>2022 AMA Summer Academic Conference Proceedings, Chicago</i>. 2022 AMA Summer Marketing Educators’ Conference Proceedings, Chicago.","chicago":"Alberternst, B., Lena Steinhoff, A. Eggert, and M. Giesler. “Theorizing Marketplace Solidarity Systems: From Consumer–Firm Dyads to Structures of Mutual Support.” In <i>2022 AMA Summer Academic Conference Proceedings, Chicago</i>, 2022.","ieee":"B. Alberternst, L. Steinhoff, A. Eggert, and M. Giesler, “Theorizing Marketplace Solidarity Systems: From Consumer–Firm Dyads to Structures of Mutual Support,” presented at the 2022 AMA Summer Marketing Educators’ Conference Proceedings, Chicago, 2022.","ama":"Alberternst B, Steinhoff L, Eggert A, Giesler M. Theorizing Marketplace Solidarity Systems: From Consumer–Firm Dyads to Structures of Mutual Support. In: <i>2022 AMA Summer Academic Conference Proceedings, Chicago</i>. ; 2022."},"publication_status":"published","language":[{"iso":"eng"}],"_id":"45737","department":[{"_id":"733"}],"user_id":"102525","status":"public","publication":"2022 AMA Summer Academic Conference Proceedings, Chicago","type":"conference"},{"date_updated":"2026-01-13T09:31:55Z","date_created":"2023-06-22T16:55:46Z","author":[{"full_name":"Garnefeld, I.","last_name":"Garnefeld","first_name":"I."},{"first_name":"Lena","id":"4336","full_name":"Steinhoff, Lena","last_name":"Steinhoff"},{"first_name":"K.","full_name":"Küpper, K.","last_name":"Küpper"}],"title":"How Do I Tell Them? Analyzing Companies' Provision of Rejection Reasons in Product Testing Programs","conference":{"location":"Las Vegas","name":"2022 AMA Winter Marketing Educators’ Conference Proceedings"},"publication_status":"published","year":"2022","citation":{"mla":"Garnefeld, I., et al. “How Do I Tell Them? Analyzing Companies’ Provision of Rejection Reasons in Product Testing Programs.” <i>2022 AMA Winter Academic Conference Proceedings, Las Vegas</i>, 2022.","short":"I. Garnefeld, L. Steinhoff, K. Küpper, in: 2022 AMA Winter Academic Conference Proceedings, Las Vegas, 2022.","bibtex":"@inproceedings{Garnefeld_Steinhoff_Küpper_2022, title={How Do I Tell Them? Analyzing Companies’ Provision of Rejection Reasons in Product Testing Programs}, booktitle={2022 AMA Winter Academic Conference Proceedings, Las Vegas}, author={Garnefeld, I. and Steinhoff, Lena and Küpper, K.}, year={2022} }","apa":"Garnefeld, I., Steinhoff, L., &#38; Küpper, K. (2022). How Do I Tell Them? Analyzing Companies’ Provision of Rejection Reasons in Product Testing Programs. <i>2022 AMA Winter Academic Conference Proceedings, Las Vegas</i>. 2022 AMA Winter Marketing Educators’ Conference Proceedings, Las Vegas.","ama":"Garnefeld I, Steinhoff L, Küpper K. How Do I Tell Them? Analyzing Companies’ Provision of Rejection Reasons in Product Testing Programs. In: <i>2022 AMA Winter Academic Conference Proceedings, Las Vegas</i>. ; 2022.","ieee":"I. Garnefeld, L. Steinhoff, and K. Küpper, “How Do I Tell Them? Analyzing Companies’ Provision of Rejection Reasons in Product Testing Programs,” presented at the 2022 AMA Winter Marketing Educators’ Conference Proceedings, Las Vegas, 2022.","chicago":"Garnefeld, I., Lena Steinhoff, and K. Küpper. “How Do I Tell Them? Analyzing Companies’ Provision of Rejection Reasons in Product Testing Programs.” In <i>2022 AMA Winter Academic Conference Proceedings, Las Vegas</i>, 2022."},"_id":"45739","department":[{"_id":"733"}],"user_id":"102525","language":[{"iso":"eng"}],"publication":"2022 AMA Winter Academic Conference Proceedings, Las Vegas","type":"conference","status":"public"},{"issue":"4","publication_status":"published","citation":{"short":"E. Böhm, A. Eggert, I. Garnefeld, H. Holzmüller, T. Schaefers, L. Steinhoff, D. Woisetschläger, SMR - Journal of Service Management Research 6 (2022) 216–231.","bibtex":"@article{Böhm_Eggert_Garnefeld_Holzmüller_Schaefers_Steinhoff_Woisetschläger_2022, title={Exploring the customer journey of voice commerce: A research agenda}, volume={6}, number={4}, journal={SMR - Journal of Service Management Research}, author={Böhm, Eva and Eggert, A. and Garnefeld, I. and Holzmüller, H. and Schaefers, T and Steinhoff, Lena and Woisetschläger, D.}, year={2022}, pages={216–231} }","mla":"Böhm, Eva, et al. “Exploring the Customer Journey of Voice Commerce: A Research Agenda.” <i>SMR - Journal of Service Management Research</i>, vol. 6, no. 4, 2022, pp. 216–31.","apa":"Böhm, E., Eggert, A., Garnefeld, I., Holzmüller, H., Schaefers, T., Steinhoff, L., &#38; Woisetschläger, D. (2022). Exploring the customer journey of voice commerce: A research agenda. <i>SMR - Journal of Service Management Research</i>, <i>6</i>(4), 216–231.","ama":"Böhm E, Eggert A, Garnefeld I, et al. Exploring the customer journey of voice commerce: A research agenda. <i>SMR - Journal of Service Management Research</i>. 2022;6(4):216-231.","chicago":"Böhm, Eva, A. Eggert, I. Garnefeld, H. Holzmüller, T Schaefers, Lena Steinhoff, and D. Woisetschläger. “Exploring the Customer Journey of Voice Commerce: A Research Agenda.” <i>SMR - Journal of Service Management Research</i> 6, no. 4 (2022): 216–31.","ieee":"E. Böhm <i>et al.</i>, “Exploring the customer journey of voice commerce: A research agenda,” <i>SMR - Journal of Service Management Research</i>, vol. 6, no. 4, pp. 216–231, 2022."},"page":"216-231","intvolume":"         6","year":"2022","date_created":"2023-08-25T07:17:47Z","author":[{"first_name":"Eva","id":"3043","full_name":"Böhm, Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm"},{"full_name":"Eggert, A.","last_name":"Eggert","first_name":"A."},{"last_name":"Garnefeld","full_name":"Garnefeld, I.","first_name":"I."},{"first_name":"H.","full_name":"Holzmüller, H.","last_name":"Holzmüller"},{"last_name":"Schaefers","full_name":"Schaefers, T","first_name":"T"},{"full_name":"Steinhoff, Lena","id":"4336","last_name":"Steinhoff","first_name":"Lena"},{"last_name":"Woisetschläger","full_name":"Woisetschläger, D.","first_name":"D."}],"volume":6,"date_updated":"2024-12-13T11:00:02Z","title":"Exploring the customer journey of voice commerce: A research agenda","type":"journal_article","publication":"SMR - Journal of Service Management Research","status":"public","user_id":"3043","department":[{"_id":"785"}],"_id":"46660","extern":"1","language":[{"iso":"eng"}]},{"_id":"45724","user_id":"68445","department":[{"_id":"733"}],"language":[{"iso":"eng"}],"type":"journal_article","publication":"Journal of the Academy of Marketing Science","status":"public","date_updated":"2024-01-15T15:58:02Z","date_created":"2023-06-22T16:35:09Z","author":[{"full_name":"Henderson, C. M.","last_name":"Henderson","first_name":"C. M."},{"first_name":"Lena","last_name":"Steinhoff","id":"4336","full_name":"Steinhoff, Lena"},{"full_name":"Harmeling, C. M.","last_name":"Harmeling","first_name":"C. M."},{"last_name":"Palmatier","full_name":"Palmatier, R. W.","first_name":"R. W."}],"volume":49,"title":"Customer Inertia Marketing","doi":"http://dx.doi.org/10.1007/s11747-020-00744-0","publication_status":"published","issue":"2","year":"2021","citation":{"apa":"Henderson, C. M., Steinhoff, L., Harmeling, C. M., &#38; Palmatier, R. W. (2021). Customer Inertia Marketing. <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(2), 350–373. <a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>","mla":"Henderson, C. M., et al. “Customer Inertia Marketing.” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 2, 2021, pp. 350–73, doi:<a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>.","bibtex":"@article{Henderson_Steinhoff_Harmeling_Palmatier_2021, title={Customer Inertia Marketing}, volume={49}, DOI={<a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>}, number={2}, journal={Journal of the Academy of Marketing Science}, author={Henderson, C. M. and Steinhoff, Lena and Harmeling, C. M. and Palmatier, R. W.}, year={2021}, pages={350–373} }","short":"C.M. Henderson, L. Steinhoff, C.M. Harmeling, R.W. Palmatier, Journal of the Academy of Marketing Science 49 (2021) 350–373.","chicago":"Henderson, C. M., Lena Steinhoff, C. M. Harmeling, and R. W. Palmatier. “Customer Inertia Marketing.” <i>Journal of the Academy of Marketing Science</i> 49, no. 2 (2021): 350–73. <a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>.","ieee":"C. M. Henderson, L. Steinhoff, C. M. Harmeling, and R. W. Palmatier, “Customer Inertia Marketing,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 2, pp. 350–373, 2021, doi: <a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>.","ama":"Henderson CM, Steinhoff L, Harmeling CM, Palmatier RW. Customer Inertia Marketing. <i>Journal of the Academy of Marketing Science</i>. 2021;49(2):350-373. doi:<a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>"},"intvolume":"        49","page":"350-373"}]