@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}}, } @inproceedings{45748, author = {{Eggert, Andreas and Steinhoff, Lena and Witte, Carina}}, 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}}, } @article{63780, author = {{Born, Marieke and Akkerman, Agnes and Thommes, Kirsten}}, issn = {{0049-089X}}, journal = {{Social Science Research}}, pages = {{58--72}}, publisher = {{Elsevier BV}}, title = {{{Peer influence on protest participation: Communication and trust between co-workers as inhibitors or facilitators of mobilization}}}, doi = {{10.1016/j.ssresearch.2015.11.003}}, volume = {{56}}, year = {{2015}}, } @article{63779, author = {{Oertel, Simon and Thommes, Kirsten}}, issn = {{0956-5221}}, journal = {{Scandinavian Journal of Management}}, number = {{4}}, pages = {{549--560}}, publisher = {{Elsevier BV}}, title = {{{Making history: Sources of organizational history and its rhetorical construction}}}, doi = {{10.1016/j.scaman.2015.09.001}}, volume = {{31}}, 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}}, } @article{444, abstract = {{BackgroundMedical nonpersistence is a worldwide problem of striking magnitude. Although many fields of studies including epidemiology, sociology, and psychology try to identify determinants for medical nonpersistence, comprehensive research to explain medical nonpersistence from an economics perspective is rather scarce.ObjectivesThe aim of the study was to develop a conceptual framework that augments standard economic choice theory with psychological concepts of behavioral economics to understand how patients’ preferences for discontinuing with therapy arise over the course of the medical treatment. The availability of such a framework allows the targeted design of mechanisms for intervention strategies.MethodsOur conceptual framework models the patient as an active economic agent who evaluates the benefits and costs for continuing with therapy. We argue that a combination of loss aversion and mental accounting operations explains why patients discontinue with therapy at a specific point in time. We designed a randomized laboratory economic experiment with a student subject pool to investigate the behavioral predictions.ResultsSubjects continue with therapy as long as experienced utility losses have to be compensated. As soon as previous losses are evened out, subjects perceive the marginal benefit of persistence lower than in the beginning of the treatment. Consequently, subjects start to discontinue with therapy.ConclusionsOur results highlight that concepts of behavioral economics capture the dynamic structure of medical nonpersistence better than does standard economic choice theory. We recommend that behavioral economics should be a mandatory part of the development of possible intervention strategies aimed at improving patients’ compliance and persistence behavior.}}, author = {{Mir Djawadi, Behnud and Fahr, Rene and Turk, Florian}}, journal = {{Value in Health}}, number = {{8}}, pages = {{814--822}}, publisher = {{Elsevier}}, title = {{{Conceptual Model and Economic Experiments to Explain Nonpersistence and Enable Mechanism Designs Fosterin Behavioral Change}}}, doi = {{10.1016/j.jval.2014.08.2669}}, year = {{2014}}, } @article{4850, author = {{Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Muenkhoff, Eva}}, journal = {{Journal of Service Research}}, number = {{1}}, pages = {{23----39}}, title = {{{Revenue and profit implications of industrial service strategies}}}, year = {{2014}}, }