@article{5463, author = {{Strohmeier, S and Kabst, Rüdiger}}, journal = {{Employee Relations.}}, number = {{4}}, pages = {{333--353}}, title = {{{Configurations of e-HRM - An Empirical Exploration.}}}, volume = {{36}}, year = {{2014}}, } @article{5778, author = {{Schnedler, Wendelin and Vanberg, Christoph}}, journal = {{European Economic Review}}, title = {{{Playing hard to get: an economic rationale for crowding out of intrinsically motivated behavior}}}, year = {{2014}}, } @article{4958, author = {{Schneider, Martin and Eggert, Andreas}}, journal = {{Journal of Business Market Management}}, number = {{1}}, pages = {{312----328}}, title = {{{Embracing complex causality with the QCA method: An invitation}}}, year = {{2014}}, } @article{4957, author = {{Wozny, Caroline and Schneider, Martin}}, journal = {{Socio-Economic Review}}, number = {{2}}, pages = {{353----379}}, title = {{{A matter of degree: the continuing training gap for women in Europe}}}, year = {{2014}}, } @book{45719, author = {{Steinhoff, Lena}}, publisher = {{Springer Gabler}}, title = {{{Loyalitätswirkung des geschenkten bevorzugten Kundenstatus – Eine theoretische und empirisch-experimentelle Analyse}}}, doi = {{10.1007/978-3-658-06357-3}}, year = {{2014}}, } @inbook{45735, author = {{Eggert, A. and Garnefeld, I. and Steinhoff, Lena}}, booktitle = {{Customer & Service Systems, Special Issue: Customer Empowerment, 1 (1)}}, editor = {{Geyer-Schulz, A. and Meyer-Waarden, L.}}, pages = {{31--36}}, publisher = {{KIT Scientific Publishing}}, title = {{{How Profound Is the Allure of Endowed Status in Hierarchical Loyalty Programs?}}}, doi = {{10.5445/KSP/1000038784/04}}, year = {{2014}}, } @inbook{45736, author = {{Steinhoff, Lena and Palmatier, R. W.}}, booktitle = {{Customer & Service Systems, Special Issue: Customer Empowerment, 1 (1)}}, editor = {{Geyer-Schulz, A. and Meyer-Waarden, L.}}, pages = {{147--152}}, publisher = {{KIT Scientific Publishing}}, title = {{{Three Perspectives for Making Loyalty Programs More Effective}}}, doi = {{10.5445/KSP/1000038784/16}}, year = {{2014}}, } @techreport{45755, author = {{Henderson, C. M. and Steinhoff, Lena and Palmatier, R. W.}}, pages = {{14--121}}, title = {{{Consequences of Customer Engagement: How Customer Engagement Alters the Effects of Habit-, Dependence-, and Relationship-Based Intrinsic Loyalty, Marketing Science Institute (MSI) Working Paper Series.}}}, year = {{2014}}, } @inproceedings{46695, author = {{Eggert, A. and Münkhoff, Eva and Thiesbrummel, C.}}, booktitle = {{43rd EMAC Annual Conference, Valencia}}, location = {{Valencia}}, title = {{{Service transition: A viable option for manufacturing companies with declining financial performance?}}}, year = {{2014}}, } @inproceedings{46692, author = {{Kanuri, V. and Münkhoff, Eva and Scheer, L. K.}}, booktitle = {{ISBM 2014 Academic Conference, San Francisco, CA}}, location = {{San Francisco, CA}}, title = {{{Service transition versus service infusion: Different pathways to success for service-oriented manufacturers?}}}, year = {{2014}}, } @inproceedings{46693, author = {{Münkhoff, Eva and Eggert, A. and Terho, H. and Haas, A. and Ulaga, W.}}, booktitle = {{ISBM 2014 Academic Conference, San Francisco, CA}}, location = {{San Francisco, CA}}, title = {{{Salespersons’ solution crafting capability: A knowledge-based perspective}}}, year = {{2014}}, } @inproceedings{46694, author = {{Eggert, A. and Haas, A. and Terho, H. and Ulaga, W. and Münkhoff, Eva}}, booktitle = {{ISBM 2014 Academic Conference, San Francisco, CA}}, location = {{San Francisco, CA}}, title = {{{Selling value in business markets: Why a powerful idea often fails}}}, year = {{2014}}, } @article{41341, abstract = {{ In many business markets, manufacturers seek service-led growth to secure their existing positions and continue to grow in increasingly competitive environments. Using longitudinal data from 513 German mechanical engineering companies and latent growth curve modeling, this study offers a fine-grained view of the financial performance implications of industrial service strategies. By disentangling the revenue and profit implications of industrial service strategies, findings reveal that such strategies increase both the level and the growth of manufacturing firms’ revenue streams. In contrast, they reduce the level but improve the growth of manufacturers’ profits. Results further suggest that services supporting the clients’ actions (SSC) and services supporting the supplier’s product (SSP) affect performance outcomes in different ways. SSCs directly affect revenue and profit streams. In turn, SSPs display only indirect effects on financial performance mediated through SSCs. A moderator analysis identifies two organizational contingencies that facilitate service business success: Only companies with decentralized decision-making processes and a high share of loyal customers can expect favorable financial results from industrial service strategies. In summary, this research provides significant insights and managerial guidance for turning service strategies into financial successes. }}, author = {{Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Münkhoff, Eva}}, issn = {{1094-6705}}, journal = {{Journal of Service Research}}, keywords = {{Organizational Behavior and Human Resource Management, Sociology and Political Science, Information Systems}}, number = {{1}}, pages = {{23--39}}, publisher = {{SAGE Publications}}, title = {{{Revenue and Profit Implications of Industrial Service Strategies}}}, doi = {{10.1177/1094670513485823}}, volume = {{17}}, year = {{2014}}, } @techreport{5036, author = {{Fahr, Rene and Janssen, Elmar A. and Sureth-Sloane, Caren}}, title = {{{Can Tax Rate Changes Accelerate Investment Under Entry and Exit Flexibility? - Insights from an Economic Experiment}}}, volume = {{166}}, year = {{2014}}, } @inproceedings{21133, author = {{Oertel, Simon and Thommes, Kirsten and Walgenbach, Peter}}, booktitle = {{Academy of Management Annual Meeting Proceedings}}, editor = {{Atinc, Guclu}}, issn = {{0065-0668}}, title = {{{Born in the GDR: Imprinting, Structural Inertia and the Survival Chances of Organizations}}}, doi = {{10.5465/ambpp.2013.11642abstract}}, year = {{2013}}, } @inproceedings{7732, author = {{Eggert, A and Thiesbrummel, C and Deutscher, C}}, booktitle = {{Proceedings of the 20th International Product Development Management Conference}}, title = {{{Can service innovations substitute or complement product innovations? The case of German industrial firms}}}, year = {{2013}}, } @inproceedings{7733, author = {{Eggert, A and Ulaga, W and Steiner, M and Backhaus, K}}, booktitle = {{Proceedings of the 42nd European Marketing Academy (EMAC) Conference}}, title = {{{Increasing Customers' Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats}}}, year = {{2013}}, } @inproceedings{7734, author = {{Garnefeld, I and Münkhoff, E and Raum, K}}, booktitle = {{Proceedings of the 42nd European Marketing Academy (EMAC) Conference}}, title = {{{Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice?}}}, year = {{2013}}, } @inproceedings{7735, author = {{Münkhoff, E and Garnefeld, I and Bruns, A}}, booktitle = {{roceedings of the 42nd European Marketing Academy (EMAC) Conference}}, title = {{{How to prolong a sales promotion – Ex-post time extension versus reframing}}}, year = {{2013}}, } @inproceedings{7736, author = {{Posner , T and Garnefeld, I and Eggert, A}}, booktitle = {{Proceedings of the 42nd European Marketing Academy (EMAC) Conference}}, title = {{{Creating Emotional Brand Attachment through the Salesperson's Brand-Consistent Behavior}}}, year = {{2013}}, }