@article{51210, author = {{Tuisku, Outi and Johansson-Pajala, Rose-Marie and Hoppe, Julia Amelie and Pekkarinen, Satu and Hennala, Lea and Thommes, Kirsten and Gustafsson, Christine and Melkas, Helinä}}, issn = {{0144-929X}}, journal = {{Behaviour & Information Technology}}, keywords = {{Human-Computer Interaction, General Social Sciences, Arts and Humanities (miscellaneous), Developmental and Educational Psychology}}, number = {{6}}, pages = {{758--774}}, publisher = {{Informa UK Limited}}, title = {{{Assistant nurses and orientation to care robot use in three European countries}}}, doi = {{10.1080/0144929x.2022.2042736}}, volume = {{42}}, year = {{2022}}, } @phdthesis{24886, author = {{van Straaten, Dirk}}, title = {{{Inferring Quality with Reputation Systems - Experimental Evidence on Elicitation Mechanisms and Aggregation Metrics}}}, doi = {{10.17619/UNIPB/1-1189 }}, year = {{2021}}, } @inbook{24371, author = {{Krebs, Benjamin and Wehner, Marius Claus}}, booktitle = {{The Routledge companion to talent management}}, editor = {{Tarique, Ibraiz}}, pages = {{539--555}}, publisher = {{Routledge}}, title = {{{The relationship between talent management and individual and organizational performance}}}, year = {{2021}}, } @article{17860, author = {{Beverungen, Daniel and Kundisch, Dennis and Wünderlich, Nancy}}, journal = {{Journal of Service Management}}, number = {{4}}, pages = {{507--532}}, title = {{{Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers}}}, 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 = {{AbstractThis 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 (N = 184), solution champions (N = 23), and sales managers (N = 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.}}, 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 = {{AbstractOnline 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.}}, 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}}, } @inbook{24375, author = {{Wach, Bernhard and Krebs, Benjamin and Kabst, Rüdiger}}, booktitle = {{HR-Trends 2021}}, editor = {{Schwuchow, K. and Gutmann, J.}}, publisher = {{Haufe-Lexware}}, title = {{{HR-Manager als Intrapreneure}}}, year = {{2021}}, }