@inproceedings{5328, author = {{Larivière, Bart and Bowen, David and Andreassen, Tor W and Kunz, Werner and Sirianni, Nancy J and Voss, Chris and Wünderlich, Nancy and De Keyser, Arne}}, booktitle = {{Proceedings of QUIS 2017}}, location = {{Porto, Portugal}}, title = {{{Service Encounter 2.0": An Investigation Into the Roles of Technology, Employees and Customers.}}}, year = {{2017}}, } @inproceedings{5329, author = {{Becker-Özcamlica, Hürrem and Teßmer, Isabel and Wünderlich, Nancy}}, booktitle = {{Proceedings of the 2017 Winter Marketing Educators' Conference}}, location = {{Orlando, USA}}, title = {{{Do Companies Really Have to Emphasize the Triple Bottom Line? Analyzing the Effect of Competing Sustainable Market Orientations.}}}, year = {{2017}}, } @inproceedings{5479, author = {{Eggert, Andreas and Steinhoff, Lena and Witte, Carina}}, title = {{{The Loyalty Effect of Gift Purchases}}}, year = {{2017}}, } @inproceedings{5482, author = {{Garnefeld, I and Boehm, E and Feider, L}}, title = {{{Managing the Necessary Evil: Can Payment Methods Reduce Product Returns}}}, year = {{2017}}, } @inproceedings{5483, author = {{Cramer, C and Boehm, E and Eggert, A}}, title = {{{Service Awards: Do They Help or Harm in Case of a Service Failure?}}}, year = {{2017}}, } @techreport{1057, author = {{Sürücü, Oktay and Mir Djawadi, Behnud and Brangewitz, Sonja}}, publisher = {{Universität Paderborn}}, title = {{{Asymmetric Dominance Effect with Multiple Decoys for Low- and High-Variance Lotteries}}}, year = {{2017}}, } @article{1062, author = {{Frick, Bernd and Gergaud, Olivier and Winter, Petra}}, journal = {{Gastronomy and Tourism}}, number = {{4}}, pages = {{259--271(13)}}, publisher = {{Cognizant Communication Corporation}}, title = {{{The revenue potential of product differentiation: Empirical evidence fro the Croation restaurant industry}}}, doi = {{10.3727/216929717X15046207899410}}, volume = {{2}}, year = {{2017}}, } @inproceedings{1095, abstract = {{Many university students struggle with motivational problems, and gamification has the potential to address these problems. However, using gamification currently is rather tedious and time-consuming for instructors because current approaches to gamification require instructors to engage in the time-consuming preparation of course contents (e.g., for quizzes or mini-games). In reply to this issue, we propose a “lean” approach to gamification, which relies on gamifying learning activities rather than learning contents. The learning activities that are gamified in the lean approach can typically be drawn from existing course syllabi (e.g., attend certain lectures, hand in assignments, read book chapters and articles). Hence, compared to existing approaches, lean gamification substantially lowers the time requirements posed on instructors for gamifying a given course. Drawing on research on limited attention and the present bias, we provide the theoretical foundation for the lean gamification approach. In addition, we present a mobile application that implements lean gamification and outline a mixed-methods study that is currently under way for evaluating whether lean gamification does indeed have the potential to increase students’ motivation. We thereby hope to allow more students and instructors to benefit from the advantages of gamification. }}, author = {{John, Thomas and Feldotto, Matthias and Hemsen, Paul and Klingsieck, Katrin and Kundisch, Dennis and Langendorf, Mike}}, booktitle = {{Proceedings of the 25th European Conference on Information Systems (ECIS)}}, pages = {{2970--2979}}, title = {{{Towards a Lean Approach for Gamifying Education}}}, year = {{2017}}, } @inproceedings{46679, author = {{Garnefeld, I. and Böhm, Eva and Feider, L.}}, booktitle = {{2017 AMA Winter Academic Conference, Orlando, FL}}, location = {{Orlando, FL}}, title = {{{Managing the necessary evil: Can payment methods reduce product returns (ausgezeichnet mit Best Paper Award)}}}, year = {{2017}}, } @inproceedings{46680, author = {{Cramer, C. and Böhm, Eva and Eggert, A.}}, booktitle = {{2017 AMA Winter Academic Conference, Orlando, FL}}, location = {{Orlando, FL}}, title = {{{Service Awards: Do They Help or Harm in Case of a Service Failure?}}}, year = {{2017}}, } @article{46638, author = {{Terho, Harri and Eggert, Andreas and Ulaga, Wolfgang and Haas, Alexander and Böhm, Eva}}, issn = {{0019-8501}}, journal = {{Industrial Marketing Management}}, keywords = {{Marketing}}, pages = {{42--55}}, publisher = {{Elsevier BV}}, title = {{{Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action}}}, doi = {{10.1016/j.indmarman.2017.06.015}}, volume = {{66}}, year = {{2017}}, } @article{46639, abstract = {{ Purpose Many manufacturing firms entrust partners to provide services on their behalf. However, it is not clear whether and when firms can capture the potential value advantages of outsourcing business services. The purpose of this paper is to investigate the effects of different types of business service outsourcing on firm value. Design/methodology/approach The paper uses event study methodology to estimate the impact of business service outsourcing announcements on abnormal returns of publicly traded manufacturing companies in Europe. Findings External service outsourcing that directly affects the company’s customers leads to more favorable outcomes than internal service outsourcing. This effect is contingent on the strategic outsourcing intention, the service’s reliance on technology, and the choice of the outsourcing partner. Research limitations/implications Findings show that firm value depends critically on the service value it delivers to customers. Future research could explore further contingency variables, and investigate the role of service outsourcing networks and relationships. Practical implications The insights of this study help managers to decide why, how, and to whom they should outsource their business services, as well as how to justify their outsourcing decisions, and how to communicate them toward the financial markets. Originality/value This research sheds light on the value implications of outsourcing decisions. Two types of business service outsourcing are distinguished, namely, internal and external. Furthermore, the study enhances our understanding of a contingency perspective on service outsourcing decisions. }}, author = {{Eggert, Andreas and Böhm, Eva and Cramer, Christina}}, issn = {{1757-5818}}, journal = {{Journal of Service Management}}, keywords = {{Strategy and Management, Tourism, Leisure and Hospitality Management, Business, Management and Accounting (miscellaneous)}}, number = {{3}}, pages = {{476--498}}, publisher = {{Emerald}}, title = {{{Business service outsourcing in manufacturing firms: an event study}}}, doi = {{10.1108/josm-11-2016-0306}}, volume = {{28}}, year = {{2017}}, } @book{4954, editor = {{Riach, John and Morbitzer, Andreas and Koeberer, Markus}}, publisher = {{Klett Verlag}}, title = {{{Pick and Place. Englisch für Mechatronik/Lehr-/Arbeitsbuch (3rd edition)}}}, year = {{2017}}, } @article{4932, author = {{Schneider, Martin and Flore, Johanna}}, issn = {{0958-5192}}, journal = {{The International Journal of Human Resource Management}}, pages = {{1--17}}, publisher = {{Informa UK Limited}}, title = {{{Training and commitment in a German manufacturing company during the post-2008 crisis: a case of internal flexicurity}}}, doi = {{10.1080/09585192.2017.1308413}}, year = {{2017}}, } @article{4930, author = {{Radermacher, Katharina and Schneider, Martin and Iseke, Anja and Tebbe, Tobias}}, journal = {{German Journal of Human Resource Management}}, number = {{1}}, pages = {{71----93}}, title = {{{Signalling to young knowledge workers through architecture? A conjoint analysis}}}, year = {{2017}}, } @article{4926, author = {{Radermacher, Katharina and Schneider, Martin}}, journal = {{PERSONALquaterly}}, pages = {{10--16}}, title = {{{Potenzial der Unternehmensarchitektur im Rahmen des Employer Branding. }}}, year = {{2017}}, } @article{4934, author = {{Schneider, Martin and Flore, Johanna}}, journal = {{PERSONALquaterly}}, pages = {{45--53}}, title = {{{Qualifizieren und binden: Betriebliche Weiterbildung während Kurzarbeit. }}}, year = {{2017}}, } @article{4953, author = {{Radermacher, Katharina and Schneider, Martin and Iseke, Anja and Tebbe, Tobias}}, journal = {{German Journal of Human Resource Management}}, number = {{1}}, pages = {{71----93}}, title = {{{Signalling to young knowledge workers through architecture? A conjoint analysis}}}, year = {{2017}}, } @inproceedings{45746, author = {{Eggert, A. and Steinhoff, Lena and Witte, C.}}, booktitle = {{2017 Winter AMA Conference Proceedings, Orlando}}, location = {{Orlando}}, title = {{{The Loyalty Effect of Gift Purchases}}}, year = {{2017}}, } @misc{3308, author = {{Breuer, Robin }}, publisher = {{Universität Paderborn}}, title = {{{Monitoring in Franchise-Netzwerken: Eine ökonomische Analyse}}}, year = {{2016}}, } @misc{3311, author = {{Amedick, Michaela}}, publisher = {{Universität Paderborn}}, title = {{{Informationsasymmetrien auf dem Spendenmarkt und Möglichkeiten ihrer Reduktion: Eine Prinzipal-Agenten-Perspektive von Online Spenden}}}, year = {{2016}}, } @article{3318, author = {{Melnikov, Vitalik and Hüllermeier, Eyke and Kaimann, Daniel and Frick, Bernd and Gupta, Pritha }}, issn = {{2083-8476}}, journal = {{Schedae Informaticae}}, publisher = {{Uniwersytet Jagiellonski - Wydawnictwo Uniwersytetu Jagiellonskiego}}, title = {{{Pairwise versus Pointwise Ranking: A Case Study}}}, doi = {{10.4467/20838476si.16.006.6187}}, volume = {{25}}, year = {{2016}}, } @article{5700, abstract = {{Purpose – The purpose of this paper is to examine the nature of context and its implications for theory and research in service. Design/methodology/approach – This is a conceptual paper based on exploring existing research and theory related to context in service research. Findings – The characteristics of service make context both important and challenging, there is great contextual diversity in service research as reflected, for example in ecosystems made up of multiple contextual variables. There is a need to identify the context-specific nature of middle range theory and the contextual logic of general theory. The authors explore the challenges of context for service theory and how we might learn from theory in a particular context and test or adapt it in other contexts. Originality/value – The findings of this paper are of value to researchers seeking to develop and justify theory in service research (general, middle range or theory in use).}}, author = {{Voss, Chris and Perks, Helen and Sousa, Rui and Witell, Lars and Wünderlich, Nancy}}, journal = {{Journal of Service Management}}, keywords = {{Research, Service theory}}, number = {{1}}, pages = {{30--36}}, publisher = {{Emerald Group Publishing Limited}}, title = {{{Reflections on Context in Service Research.}}}, volume = {{27}}, year = {{2016}}, } @article{5775, author = {{Li, Xinyu and Peeters, Ronald}}, journal = {{"Cheap Talk with Multiple Strategically Interacting Audiences: An Experimental Study" }}, publisher = {{PLoS ONE}}, title = {{{"Cheap Talk with Multiple Strategically Interacting Audiences: An Experimental Study" }}}, year = {{2016}}, } @article{4839, author = {{Steiner, Michael and Eggert, Andreas and Ulaga, Wolfgang and Backhaus, Klaus}}, journal = {{Journal of the Academy of marketing Science}}, number = {{2}}, pages = {{151----165}}, title = {{{Do customized service packages impede value capture in industrial markets?}}}, year = {{2016}}, } @article{4842, author = {{Boehm, Eva and Backhaus, Christof and Eggert, Andreas and Cummins, Tim}}, journal = {{Journal of Strategic Contracting and Negotiation}}, number = {{1-2}}, pages = {{128----149}}, title = {{{Understanding outcome-based contracts: benefits and risks from the buyers’ and sellers’ perspective}}}, year = {{2016}}, } @article{4843, author = {{Steiner, Michael and Wiegand, Nico and Eggert, Andreas and Backhaus, Klaus}}, journal = {{International Journal of Research in Marketing}}, number = {{2}}, pages = {{276----296}}, title = {{{Platform adoption in system markets: The roles of preference heterogeneity and consumer expectations}}}, year = {{2016}}, } @article{4845, author = {{Wagner, Stephan M and Eggert, Andreas}}, journal = {{Industrial Marketing Management}}, pages = {{27----36}}, title = {{{Co-management of purchasing and marketing: Why, when and how?}}}, year = {{2016}}, } @article{4870, author = {{Fahr, René}}, journal = {{Personnel Quarterly Vol. 4}}, title = {{{Verantwortung macht Sinn: Corporate Social Responsibility}}}, year = {{2016}}, } @article{4951, abstract = {{Despite the rapid growth and potential of technology-based services, managers' greatest challenges are gaining customer acceptance and increasing usage of these new innovative services. In the B2C field, studies of self-service technology show that perceived risk is an important factor influencing the use of service technology. Though prior research explores different risk types that emerge in consumer settings, risk perception in the B2B setting lacks a detailed examination of different risk types influencing technology-based service adoption. Data from 49 qualitative interviews with providers and customers in two different B2B industries inform this study. The findings emphasize the importance of functional and financial risks in a B2B context and show that business customers' personal and psychological fears hinder their use of technology-based services. Results highlight differences in risk perception and evaluation between customers and providers.}}, author = {{Paluch, Stefanie and Wünderlich, Nancy}}, journal = {{Journal of business Research}}, keywords = {{Risk perception, Technology-based service innovations, Business-to-business context, Interview study, Risk categories, Smart service}}, number = {{7}}, pages = {{2424----2431}}, publisher = {{Elsevier}}, title = {{{Contrasting Risk Perceptions of Technology-Based Service Innovations in Inter-Organizational Settings.}}}, volume = {{69}}, year = {{2016}}, } @article{4967, author = {{Born, Marieke and Akkerman, Agnes and Thommes, Kirsten}}, journal = {{Social science research}}, pages = {{58----72}}, title = {{{Peer influence on protest participation: Communication and trust between co-workers as inhibitors or facilitators of mobilization}}}, year = {{2016}}, } @inproceedings{4988, author = {{Thommes, Kirsten and Oertel, Simon}}, booktitle = {{Academy of Management Proceedings}}, number = {{1}}, pages = {{13754}}, title = {{{Elements of Organizational Identity and the Role of a Firm’s History}}}, year = {{2016}}, } @inproceedings{4989, author = {{Thommes, Kirsten}}, booktitle = {{Academy of Management Proceedings}}, number = {{1}}, pages = {{13740}}, title = {{{Entrepreneurial activity-The impact of childhood}}}, year = {{2016}}, } @article{7419, author = {{Steinhoff, Lena and Palmatier, Robert W.}}, journal = {{Journal of the Academy of Marketing Science}}, number = {{1}}, pages = {{88--107}}, title = {{{Understanding Loyalty Program Effectiveness: Managing Target and Bystander Effects}}}, volume = {{44}}, year = {{2016}}, } @inproceedings{7673, author = {{Cramer, C and Böhm, E and Eggert, A}}, booktitle = {{Proceedings of the 45th European Marketing Academy (EMAC) Conference}}, title = {{{The Service Award Paradox}}}, year = {{2016}}, } @inproceedings{7675, author = {{Cramer, C and Böhm, E and Eggert, A}}, booktitle = {{2016 AMA Winter Marketing Educators' Conference Proceeding}}, title = {{{Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side}}}, year = {{2016}}, } @inproceedings{7686, author = {{Böhm, E and Backhaus, C and Eggert, A and Pitsis, T}}, booktitle = {{2016 AMA Winter Marketing Educators' Conference Proceedings}}, title = {{{Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective}}}, year = {{2016}}, } @article{5151, author = {{Oertel, Simon and Thommes, Kirsten and Walgenbach, Peter}}, journal = {{ILR Review}}, number = {{3}}, pages = {{683--713}}, publisher = {{SAGE Publications Sage CA: Los Angeles, CA}}, title = {{{Shadows of the past: The effect of communist heritage on employee consultation}}}, volume = {{69}}, year = {{2016}}, } @article{5152, author = {{Thommes, Kirsten and Oertel, Simon and Walgenbach, Peter}}, journal = {{Organization Studies}}, number = {{8}}, pages = {{1067--1087}}, title = {{{Organizational Failure in the Aftermath of Institutional Upheaval}}}, volume = {{37}}, year = {{2016}}, } @inproceedings{46684, author = {{Böhm, Eva and Backhaus, C. and Eggert, A. and Pitsis, T.}}, booktitle = {{2016 AMA Winter Academic Conference, Las Vegas, NV}}, location = {{Las Vegas, NV}}, title = {{{Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective}}}, year = {{2016}}, } @inproceedings{46683, author = {{Cramer, C. and Böhm, Eva and Eggert, A.}}, booktitle = {{2016 AMA Winter Academic Conference, Las Vegas, NV}}, location = {{Las Vegas, NV }}, title = {{{Understanding service awards: Exploit the bright side, avoid the dark side (ausgezeichnet mit Best Paper Award)}}}, year = {{2016}}, } @inproceedings{46681, author = {{Eggert, A. and Böhm, Eva and Cramer, C.}}, booktitle = {{International Colloquium on Relationship Marketing (ICRM), Toulouse (nominiert für Best Paper Award)}}, title = {{{Business Service Outsourcing in Manufacturing Firms: An Event Study}}}, year = {{2016}}, } @inproceedings{46682, author = {{Cramer, C. and Böhm, Eva and Eggert, A.}}, booktitle = {{45rd EMAC Annual Conference, Oslo}}, location = {{Oslo}}, title = {{{The service award paradox}}}, year = {{2016}}, } @article{46663, author = {{Böhm, Eva and Backhaus, C. and Eggert, A. and Cummins, T.}}, journal = {{Journal of Strategic Contracting and Negotiation, (ausgezeichnet mit Best Paper Award)}}, number = {{1-2}}, pages = {{128--149}}, title = {{{Understanding outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective}}}, volume = {{3}}, year = {{2016}}, } @inbook{46664, author = {{Garnefeld, I. and Böhm, Eva and Feider, L.}}, booktitle = {{Kundenwert: Grundlagen – Innovative Konzepte – Praktische Umsetzungen}}, editor = {{Günther, B. and Helm, S. and Eggert, A.}}, title = {{{Retourenmanagement zur Steigerung des Kundenwerts}}}, year = {{2016}}, } @article{46640, author = {{Böhm, Eva and Eggert, Andreas and Thiesbrummel, Christoph}}, issn = {{0019-8501}}, journal = {{Industrial Marketing Management}}, keywords = {{Marketing}}, number = {{1}}, pages = {{101--111}}, publisher = {{Elsevier BV}}, title = {{{Service transition: A viable option for manufacturing companies with deteriorating financial performance?}}}, doi = {{10.1016/j.indmarman.2016.04.007}}, volume = {{60}}, year = {{2016}}, } @article{4929, author = {{Backes-Gellner, Uschi and Kluike, Marlies and Pull, Kerstin and Schneider, Martin and Teuber, Silvia}}, journal = {{Journal of Business Economics}}, number = {{7}}, pages = {{751----772}}, title = {{{Human resource management and radical innovation: a fuzzy-set QCA of US multinationals in Germany, Switzerland, and the UK}}}, year = {{2016}}, } @article{47990, abstract = {{Abstract Unternehmen, die über das Outsourcing von Personalfunktionen entscheiden, stehen vor einer komplexen Fragestellung, da mit dem Bezug extern erbrachter Personaldienstleistungen sehr unterschiedliche Wirkungen ausgelöst werden können. Diverse Theorieansätze machen Aussagen zu einzelnen Wirkungskategorien des Outsourcings. Jedoch gibt bisher kein Ansatz dem Entscheidungsträger in der Praxis eine umfassende Entscheidungshilfe. Hier setzt der vorliegende Artikel an: Aus Ansätzen zur zwischenbetrieblichen Arbeitsteilung wird ein umfassendes „Wirkungsset“ des Outsourcings von Personalfunktionen hergeleitet, welches sich als Checkliste relevanter Wirkungskategorien eignet und die Einseitigkeiten bisheriger Ansätze vermeidet.}}, author = {{Alewell, Dorothea and Bähring, Katrin and Thommes, Kirsten}}, issn = {{2365-984X}}, journal = {{Arbeit}}, keywords = {{Industrial and Manufacturing Engineering}}, number = {{4}}, pages = {{282--295}}, publisher = {{Walter de Gruyter GmbH}}, title = {{{Die Wirkungen des Outsourcings von Personalfunktionen – ein Überblick über verschiedene theoretische Ansätze und Entwicklung eines umfassenden Wirkungssets/ Effects of the outsourcing of personnel functions – an overview of several theoretical approaches and development of a comprehensive set of effects}}}, doi = {{10.1515/arbeit-2007-0404}}, volume = {{16}}, year = {{2016}}, } @article{45732, author = {{Steinhoff, Lena and Palmatier, R. W.}}, journal = {{Journal of the Academy of Marketing Science}}, number = {{1}}, pages = {{88--107}}, title = {{{Understanding Loyalty Program Effectiveness: Managing Target and Bystander Effects}}}, doi = {{10.1007/s11747-014-0405-6}}, volume = {{44}}, year = {{2016}}, } @inproceedings{45747, author = {{Witte, C. and Steinhoff, Lena and Eggert, A.}}, booktitle = {{Proceedings of the 45th European Marketing Academy (EMAC) Conference, Oslo}}, location = {{Oslo}}, title = {{{The Power of Gift Purchases in Strengthening Customer-Company Relationships}}}, year = {{2016}}, } @techreport{45754, author = {{Steinhoff, Lena and Fang, E. and Palmatier, R. W. and Wang, K.}}, pages = {{16--121}}, title = {{{Dynamic Effects of Loyalty Rewards for Contractual Customers, Marketing Science Institute (MSI) Working Paper Series}}}, year = {{2016}}, } @misc{3309, author = {{Fanasch, Patrizia}}, publisher = {{Universität Paderborn}}, title = {{{Erfolg durch Persönlichkeit? Der Einfluss der Markenpersönlichkeit auf den Zusammenhang von Reputation und Unternehmenserfolg}}}, year = {{2015}}, } @misc{3310, author = {{Walczok, Gregor Paul}}, publisher = {{Universität Paderborn}}, title = {{{Die Veränderung des Mobilfunkmarktes durch die Discountanbieter}}}, year = {{2015}}, } @article{288, abstract = {{Experience goods are characterised by information asymmetry and a lack of ex ante knowledge of product quality, such that reliable external signals of quality are likely to be highly valued. Two potentially credible sources of such information are reviews from professional critics and ‘word of mouth’ from other consumers. This paper makes a direct comparison between the relative influences and interactions of reviews from both of these sources on the sales performance of video game software. In order to empirically estimate and separate the effects of the two signals, we analyze a sample of 1480 video games and their sales figures between 2004 and 2010. We find evidence to suggest that even after taking steps to control for endogeneity, reviews from professional critics have a significantly positive influence on sales which outweighs that from consumer reviews. We also find evidence to suggest that reviews from professional critics also interact significantly with other signals of product quality. Consequently, we contend that professional critics adopt the role of an influencer, whereas word-of-mouth opinion acts more as a predictor of sales in the market for video games.}}, author = {{Cox, Joe and Kaimann, Daniel}}, journal = {{Journal of Consumer Behaviour}}, number = {{6}}, pages = {{366--377}}, publisher = {{Wiley Online Library}}, title = {{{How do reviews from professional critics interact with other signals of product quality? Evidence from the video game industry}}}, doi = {{10.1002/cb.1553}}, volume = {{14}}, year = {{2015}}, } @techreport{21131, abstract = {{The intention of "doing good for society" is regarded to be a crucial motivator for employees in the public sector in order for them to perform well. Recent research in the public sector literature calls for a deeper understanding of how this specific public service motivation (PSM) is shaped. In our paper, we analyze how different degrees of inclusion in the public sector impact PSM. We also investigate how prospects of employment relations (fixed-term versus permanent contracts), temporal differences (part-time versus full-time employment), and actual jobs (core versus subsidiary jobs) moderate PSM in public service. Our findings show that aspects of PSM are affected by these employment characteristics in various ways, suggesting that the factors influencing PSM are multifaceted and that actual employment conditions have to be taken into consideration when assessing PSM. }}, author = {{Grund, Christian and Thommes, Kirsten}}, pages = {{42}}, title = {{{Disentangling the Role of Contract Types and Sector Disparities for Public Service Motivation}}}, year = {{2015}}, } @techreport{21132, abstract = {{In organizations, some team members are assigned to a team for a predefined short period of time, e.g., as they have a temporary contract, while others are permanent members of the same team. In a laboratory experiment we analyze the cooperation levels resulting from diverse teams, where some team members remain with a team and others are switching teams. Our results reveal that teams consisting partly of members with temporary membership display a lower productivity compared to teams of permanent team members only. First, temporary team members cooperate less than permanent team members. Second, individual effort decisions increase with the number of team mates who are of the same type. This second effect holds for both temps and permanents. We argue that social identity is affected by team composition and the individuals' role in a team.}}, author = {{Grund, Christian and Harbring, Christine and Thommes, Kirsten}}, pages = {{32}}, title = {{{Cooperation in Diverse Teams: The Role of Temporary Group Membership}}}, year = {{2015}}, } @article{228, abstract = {{We investigate the pervasiveness of lying in professional contexts such as insurance fraud, tax evasion and untrue job applications. We argue that lying in professional contexts share three characterizing features: (1) the gain from the dishonest behavior is uncertain, (2) the harm that lying may cause to the other party is only indirect and (3) lies are more indirect lies by action or written statements. Conducted as a field experiment with a heterogenous group of participants during a University ‘‘Open House Day’’, our ‘‘gumball-machineexperiment’’ provides field evidence on how preferences for lying are shaped in situations typically found in professional contexts which we consider to be particularly prone to lying behavior compared to other contexts. As a key innovation, our experimental design allows measuring exact levels of cheating behavior under anonymous conditions. We find clean evidence that cheating is prevalent across all sub groups and that more than 32% of the population cheats for their own gain. However, an analysis of the cheating rates with respect to highest educational degree and professional status reveals that students cheat more than non-students. This finding warrants a careful interpretation of generalizing laboratory findings with student subjects about the prevalence of cheating in the population.}}, author = {{Fahr, Rene and Mir Djawadi, Behnud}}, journal = {{Journal of Economic Psychology}}, pages = {{48--59}}, publisher = {{Elsevier}}, title = {{{“…and they are really lying”: Clean Evidence on the Pervasiveness of Cheating in Professional Contexts from a Field Experiment.}}}, doi = {{10.1016/j.joep.2015.03.002}}, year = {{2015}}, } @inproceedings{7722, author = {{Eggert, A and Steinhoff, L and Witte, C}}, booktitle = {{2015 AMA Summer Marketing Educators' Conference Proceedings}}, title = {{{ You Might Want to Engage Your Customers, But Choose Them Wisely: The Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty}}}, year = {{2015}}, } @inproceedings{7723, author = {{Cramer, C and Böhm, E and Eggert, A}}, booktitle = {{Proceedings of the 44th European Marketing Academy (EMAC) Conference}}, title = {{{Stock Market Reactions to Business Service Outsourcing in Manufacturing Firms}}}, year = {{2015}}, } @inproceedings{7724, author = {{Feider, L and Garnefeld, I and Böhm, E}}, booktitle = {{Proceedings of the 44th European Marketing Academy (EMAC) Conference}}, title = {{{Threatening customers not to return – An effective strategy for online retailers?}}}, year = {{2015}}, } @article{5701, abstract = {{Purpose – The purpose of this paper is to craft a future research agenda to advance smart service research and practice. Smart services are delivered to or via intelligent objects that feature awareness and connectivity. For service researchers and managers, one of the most fascinating aspects of smart service provision is that the connected object is able to sense its own condition and its surroundings and thus allows for real-time data collection, continuous communication and interactive feedback. Design/methodology/approach – This article is based on discussions in the workshop on “Fresh perspectives on technology in service” at the International Network of Service Researchers on September 26, 2014 at CTF, Karlstad, Sweden. The paper summarizes the discussion on smart services, adds an extensive literature review, provides examples from business practice and develops a structured approach to new research avenues. Findings – We propose that smart services vary on their individual level of autonomous decision-making, visibility and embeddedness in objects and customer lives. Based on a discussion of these characteristics, we identify research avenues regarding the perception and nature of smart services, the adoption of smart services, the innovation through smart services as well as regarding the development of new business models. Originality/value – Smart services is a new emerging topic in service marketing research, their implications on organizations, customers and the service landscape have not been fully explored. We provide a fresh perspective on service research by characterizing relevant aspects of smart service that will stimulate fruitful future research and advance the understanding and practice of smart services.}}, author = {{Wünderlich, Nancy and Heinonen, Kristina and Ostrom, Amy L and Patricio, Lia and Sousa, Rui and Voss, Chris and Lemmink, Jos}}, journal = {{Journal of Services Marketing}}, keywords = {{Connected services, Intelligent object, New service type, Smart services}}, number = {{6/7}}, pages = {{442--447}}, publisher = {{Emerald Group Publishing Limited}}, title = {{{Futurizing” Smart Service: Implications for Service Researchers and Managers.}}}, volume = {{29}}, year = {{2015}}, } @article{5703, abstract = {{Purpose – The purpose of this paper is to encourage the reader to think differently about service-related issues and to strive to conduct service research that makes a transformational impact on individuals, organizations and society. The authors suggest that service researchers are in an excellent position to develop research that matters by making stronger connections with theory and elevating purely applied research to research that is higher in both practical relevance and methodological rigor. Design/methodology/approach – This paper takes a conceptual approach, connecting pertinent literature with new ideas highlighted in this special issue. Findings – This paper proposes that service researchers look beyond traditional service applications, take a multi-disciplinary approach to problem-solving and make greater strides towards connecting theory and practice. The authors propose a Model of Rigorous and Relevant Research, and call for fresh thinking across a wide range of research areas, including enhancing the customer experience, crafting innovation, integrating technology and measuring service outcomes. Originality/value – The originality of this essay lies in its focus on revitalizing the discussion on relevance and rigor as a path forward for service research. Additionally, this paper offers new insights on core management aspects of service provision that provide a solid platform for future work in service research.}}, author = {{Gustafsson, Anders and Aksoy, Lerzan and Brady, Michael K and McColl-Kennedy, Janet R and Sirianni, Nancy J and Witell, Lars and Wünderlich, Nancy}}, journal = {{Journal of Services Marketing}}, keywords = {{Relevance, Service technology, Service innovation, Customer experience, Rigor, Service outcomes}}, number = {{6/7}}, pages = {{425--429}}, publisher = {{Emerald Group Publishing Limited}}, title = {{{Conducting Service Research that Matters.}}}, volume = {{29}}, year = {{2015}}, } @article{5704, abstract = {{Advancements in information technology have changed the way customers experience a service encounter and their relationship with service providers. Especially technology-based self-service channels have found their way into the 21st century service economy. While research embraces these channels for their cost-efficiency, it has not examined whether a shift from personal to self-service affects customer–firm relationships. Drawing from the service-dominant logic and its central concept of value-in-context, we discuss customers’ value creation in self-service and personal service channels and examine the long-term impact of these channels on customer retention. Using longitudinal customer data, we investigate how the ratio of self-service versus personal service use influences customer defection over time. Our findings suggest that the ratio of self-service to personal service used affects customer defection in a U-shaped manner, with intermediate levels of both self-service and personal service use being associated with the lowest likelihood of defection. We also find that this effect mitigates over time. We conclude that firms should not shift customers toward self-service channels completely, especially not at the beginning of a relationship. Our study underlines the importance of understanding when and how self-service technologies create valuable customer experiences and stresses the notion of actively managing customers’ cocreation of value. }}, author = {{Scherer, Anne and Wünderlich, Nancy and Von Wangenheim, Florian}}, issn = {{0276-7783.}}, journal = {{MIS Quarterly}}, keywords = {{customer defection, customer retention, e-service, longitudinal, Self-service, value-in-context}}, number = {{1}}, pages = {{177--200}}, publisher = {{MIS RC}}, title = {{{The Value of Self-Service: Long-Term Effects of Technology-Based Self-Service Usage on Customer Retention.}}}, volume = {{39}}, year = {{2015}}, } @article{5705, abstract = {{Despite the growing literature on loyalty program (LP) research, many questions remain underexplored. Driven by advancements in information technology, marketing analytics, and consumer interface platforms (e.g., mobile devices), there have been many recent developments in LP practices around the world. They impose new challenges and create exciting opportunities for future LP research. The main objective of this paper is to identify missing links in the literature and to craft a future research agenda to advance LP research and practice. Our discussion focuses on three key areas: (1) LP designs, (2) Assessment of LP performance, and (3) Emerging trends and the impact of new technologies. We highlight several gaps in the literature and outline research opportunities in each area.}}, author = {{Breugelmans, Els and Bijmolt, Tammo H A and Zhang, Jie and Basso, Leonardo J and Dorotic, Matilda and Kopalle, Praveen and Minnema, Alec and Mijnlieff, Willem Jan and Wünderlich, Nancy}}, journal = {{Marketing Letters}}, keywords = {{Loyalty programs, Loyalty program design, Loyalty program performance assessment, Emerging trends, Partnership loyalty programs, Customer relationship management}}, number = {{2}}, pages = {{127--139}}, publisher = {{Springer}}, title = {{{Advancing Research on Loyalty Programs: A Future Research Agenda.}}}, volume = {{26}}, year = {{2015}}, } @article{4847, author = {{Eggert, Andreas and Steinhoff, Lena and Garnefeld, Ina}}, journal = {{Journal of Service Research}}, number = {{2}}, pages = {{210----228}}, title = {{{Managing the bright and dark sides of status endowment in hierarchical loyalty programs}}}, volume = {{18}}, year = {{2015}}, } @article{4848, author = {{Terho, Harri and Eggert, Andreas and Haas, Alexander and Ulaga, Wolfgang}}, journal = {{Industrial Marketing Management}}, pages = {{12----21}}, title = {{{How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling}}}, year = {{2015}}, } @article{4849, author = {{Eggert, Andreas and Thiesbrummel, Christoph and Deutscher, Christian}}, journal = {{Industrial Marketing Management}}, pages = {{173----183}}, title = {{{Heading for new shores: Do service and hybrid innovations outperform product innovations in industrial companies?}}}, year = {{2015}}, } @article{4871, author = {{Djawadi, Behnud Mir and Fahr, René}}, journal = {{Journal of Economic Psychology}}, pages = {{48--59}}, title = {{{"...and they are really lying: Clean Evidence on the Pervasiveness of Cheating in Professional Contexts from a Field Experiment"}}}, volume = {{48}}, year = {{2015}}, } @inbook{4943, author = {{Eggert, Andreas and Haas, Alexander and Ulaga, Wolfgang and Terho, Harri}}, booktitle = {{Handbuch Business-to-Business-Marketing}}, isbn = {{9783834946805}}, pages = {{483--495}}, publisher = {{Springer Fachmedien Wiesbaden}}, title = {{{Wertbasiertes Verkaufen auf Industriegütermärkten}}}, doi = {{10.1007/978-3-8349-4681-2_23}}, year = {{2015}}, } @article{4968, author = {{Grund, Christian and Harbring, Christine and Thommes, Kirsten}}, journal = {{Economics Letters}}, pages = {{41----44}}, title = {{{Public good provision in blended groups of partners and strangers}}}, year = {{2015}}, } @article{4969, author = {{Thommes, Kirsten and Vyrastekova, Jana and Akkerman, Agnes}}, journal = {{Journal of Behavioral and Experimental Economics}}, pages = {{78----87}}, title = {{{Behavioral spillovers from freeriding in multilevel interactions}}}, year = {{2015}}, } @inbook{5106, author = {{Fahr, Rene and Foit, Dörte}}, booktitle = {{BWL im Mittelstand - Grundlagen-Besonderheiten-Entwicklungen"}}, editor = {{Becker, W. and Ulrich, P.}}, pages = {{Chapter 4.6.1}}, publisher = {{W. Kohlhammer-Verlag}}, title = {{{Kleine Unternehmen - kleine Verantwortung? Theorie und Praxis unternehmerischer Verantwortung im Mittelstand}}}, year = {{2015}}, } @article{5153, author = {{Thommes, Kirsten and Oertel, Simon}}, journal = {{Scandinavian Management Journal}}, pages = {{549--560}}, title = {{{History as a Source of Competitive Advantages}}}, volume = {{31}}, year = {{2015}}, } @article{5445, author = {{Wehner, M C and Schwens, C and Kabst, Rüdiger}}, journal = {{Journal of Business Economics.}}, title = {{{Individual-Level Experience and Organizational-Level Absorptive Capacity: The Special Case of International New Ventures.}}}, year = {{2015}}, } @article{5449, author = {{Hütt, P and Baum, M and Schwens, C and Kabst, Rüdiger}}, journal = {{International Business Review.}}, title = {{{Foreign Direct Investment Location Choice of Small- and Medium-Sized Enterprises: The Risk of Value Erosion of Firm-Specific Resources.}}}, year = {{2015}}, } @article{5451, author = {{Wolf, S and Weißenberger, B E and Wehner, M C and Kabst, Rüdiger}}, journal = {{Journal of Accounting & Organizational Change.}}, title = {{{Controllers as Business Partners in Managerial Decision-Making: Attitude, Subjective Norm, and Internal Improvements.}}}, year = {{2015}}, } @article{5452, author = {{Isidor, R and Schwens, C and Kabst, Rüdiger}}, journal = {{International Journal of Human Resources Development and Management. }}, title = {{{ Interim Management Utilization, Firm Flexibility and its Impact on Firm Performance.}}}, year = {{2015}}, } @article{5454, author = {{Baum, M and Schäfer, M and Kabst, Rüdiger}}, journal = {{Human Resource Management. }}, title = {{{Modeling the Impact of Advertisement-Image Congruity on Applicant Attraction.}}}, year = {{2015}}, } @article{5455, author = {{Baum, M and Kabst, Rüdiger}}, journal = {{Human Resource Management (HRM).}}, title = {{{ The effectiveness of recruitment advertisement and recruitment websites: Indirect and interactive effects on applicant attraction.}}}, year = {{2015}}, } @article{5456, author = {{Wehner, M C and Giardini, A and Kabst, Rüdiger}}, journal = {{Human Resource Management. }}, title = {{{Recruitment Process Outsourcing and Applicant Reactions: When Does Image Make a Difference? }}}, year = {{2015}}, } @article{5457, author = {{Li, C and Parboteeah, P}}, journal = {{Journal of World Business}}, number = {{3}}, pages = {{465--476}}, title = {{{The effect of culture on the responsiveness of firms to mimetic forces: Imitative foreign joint venture entries into China, 1985–2003.}}}, volume = {{50}}, year = {{2015}}, } @article{5458, author = {{Schneid, M and Isidor, R and Li, C and Kabst, Rüdiger}}, journal = {{International Journal of Human Resource Management.}}, number = {{6}}, pages = {{733--756}}, title = {{{The influence of cultural context on the relationship between gender diversity and team performance: A meta-analysis.}}}, volume = {{26}}, year = {{2015}}, } @inproceedings{46686, author = {{Feider, L. and Garnefeld, I. and Böhm, Eva}}, booktitle = {{44th EMAC Annual Conference, Leuven}}, location = {{Leuven}}, title = {{{Threatening customers not to return – An effective strategy for online retailers?}}}, year = {{2015}}, } @inproceedings{46688, author = {{Eggert, A. and Böhm, Eva and Cramer, C.}}, booktitle = {{2015 AMA Winter Academic Conference, San Antonio, TX}}, location = {{San Antonio, TX}}, title = {{{Stock market reactions to customer service outsourcing in manufacturing firms}}}, year = {{2015}}, } @inproceedings{46687, author = {{Böhm, Eva and Eggert, A. and Terho, H. and Ulaga, W. and Haas, A.}}, booktitle = {{2015 AMA Winter Academic Conference, San Antonio, TX}}, location = {{San Antonio, TX}}, title = {{{Recognizing value creation opportunities in business markets}}}, year = {{2015}}, } @inproceedings{46685, author = {{Eggert, A. and Böhm, Eva and Cramer, C.}}, booktitle = {{44th EMAC Annual Conference, Leuven}}, location = {{Leuven}}, title = {{{Stock market reactions to business service outsourcing in manufacturing firms}}}, year = {{2015}}, } @article{4959, author = {{Iseke, Anja and Kocks, Birgit and Schneider, Martin and Schulze-Bentrop, Conrad}}, journal = {{R\&D Management}}, number = {{1}}, pages = {{23----40}}, title = {{{Cross-cutting organizational and demographic divides and the performance of research and development teams: two wrongs can make a right}}}, year = {{2015}}, } @article{45733, author = {{Eggert, A. and Steinhoff, Lena and Garnefeld, I.}}, journal = {{Journal of Service Research}}, number = {{2}}, pages = {{210--228}}, title = {{{Managing the Bright and Dark Sides of Status Endowment in Hierarchical Loyalty Programs}}}, doi = {{10.1177/1094670514566797}}, volume = {{18}}, year = {{2015}}, } @inproceedings{45748, author = {{Eggert, A. and Steinhoff, Lena and Witte, C.}}, booktitle = {{2015 AMA Summer Marketing Educators’ Conference Proceedings, Chicago}}, location = {{Chicago}}, title = {{{You Might Want to Engage Your Customers, But Choose Them Wisely: The Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty}}}, year = {{2015}}, } @techreport{350, abstract = {{Customers continuously evaluate the credibility and reliability of a range of signals both separately and jointly. However, existing econometric studies pay insufficient attention to the interactions and complex combinations of these signals, and are typically limited as a result of difficulties controlling for multicollinearity and endogeneity in their data. We develop a novel theoretical approach to address these issues and study different signaling effects (i.e., word-of-mouth, brand reputation, and distribution strategy) on customer perceptions. Using data on the US video games market, we apply a fuzzy set qualitative comparative analysis (fsQCA) to account for cause-effect relationships. The results of our study address a number of key issues in the economics and management literature. First, our results support the contention that reviews from professional critics act as a signal of product quality and therefore positively influence unit sales, as do the discriminatory effects of prices and restricted age ratings. Second, we find evidence to support the use of brand extension strategies as marketing tools that create spillover effects and support the launch of new products.}}, author = {{Kaimann, Daniel and Cox, Joe}}, publisher = {{Universität Paderborn}}, title = {{{The Interaction of Signals: A Fuzzy set Analysis of the Video Game Industry}}}, year = {{2014}}, } @phdthesis{352, author = {{Scheel, Friedrich}}, publisher = {{Universität Paderborn}}, title = {{{The Economics of Individual Behavior in Competitive Environments: Empirical Evidence from Real-Life Tournaments}}}, year = {{2014}}, } @inproceedings{3538, author = {{Rötzmeier-Keuper, Julia and Wünderlich, Nancy}}, booktitle = {{ Proceedings of the 39th Annual Macromarketing Conference}}, location = {{London, GB}}, title = {{{Customer collectives in healthcare: The transformative potential of service to overcome consumer vulnerability}}}, year = {{2014}}, } @inproceedings{3541, author = {{Rötzmeier-Keuper, Julia and Wünderlich, Nancy}}, booktitle = {{Proceedings of the AMA SERVSIG International Service Research Conference}}, location = {{Thessaloniki, GR}}, title = {{{ Interdependent Relationships Between and among Service Providers and Customer Collectives.}}}, year = {{2014}}, } @inproceedings{7725, author = {{Eggert, A and Böhm, E and Cramer, C}}, booktitle = {{2015 AMA Winter Marketing Educators’ Conference Proceedings}}, title = {{{Stock Market Reactions to Customer Service Outsourcing in Manufacturing Firms}}}, year = {{2014}}, } @inproceedings{7727, author = {{Kanuri, V and Münkhoff, E and Scheer, L. K}}, booktitle = {{ISBM 2014 Academic Conference}}, title = {{{Service transition versus service infusion: Different pathways to success for service-oriented manufacturers?}}}, year = {{2014}}, } @inproceedings{7728, author = {{Eggert, A and Haas, A and Terho, H and Ulaga, W and Münkhoff, E}}, booktitle = {{ISBM 2014 Academic Conference}}, title = {{{Selling value in business markets: Why a powerful idea often fails}}}, year = {{2014}}, } @inproceedings{7729, author = {{Ritter, T and Eggert, A and Münkhoff, E and Ulaga, W}}, booktitle = {{ISBM 2014 Academic Conference}}, title = {{{The corporate marketing department - Between value and vanish}}}, year = {{2014}}, } @inproceedings{7730, author = {{Eggert, A and Münkhoff, E and Thiesbrummel, C}}, booktitle = {{Proceedings of the 43rd European Marketing Academy (EMAC) Conference}}, title = {{{Service transition: A viable option for manufacturing companies with declining financial performance?}}}, year = {{2014}}, } @inproceedings{7731, author = {{Terho, H and Eggert, A and Ulaga, W and Haas, A}}, booktitle = {{2014 AMA Winter Marketing Educators’ Proceedings}}, title = {{{Overcoming Roadblocks to Value-Based Selling: Aligning Organizational Support With Sales Force Activities}}}, year = {{2014}}, } @article{5714, abstract = {{Coalition loyalty programs are on the rise, yet few studies investigate the impact of service failures in such programs. Using data from a retail context, the authors show that a program partner deemed responsible for a service failure suffers negative customer responses. However, customers’ perceptions of the benefits of the coalition loyalty program buffer these consequences. Perhaps most importantly, when customers perceive the program's special treatment benefits as low, direct and indirect spillover effects occur, such that a service failure by one program partner has a negative effect on customer loyalty toward the program itself.}}, author = {{Schumann, Jan H and Wünderlich, Nancy and Evanschitzky, Heiner}}, journal = {{Journal of Retailing}}, keywords = {{Service failure, Spillover effects, Buffering effect, Coalition loyalty program}}, number = {{1}}, pages = {{111--118}}, publisher = {{Elsevier}}, title = {{{Spillover Effects of Service Failures in Coalition Loyalty Programs: The Buffering Effect of Special Treatment Benefits.}}}, volume = {{90}}, year = {{2014}}, }