@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}}, } @inbook{42778, author = {{Öhlschläger, Claudia and Schneider, Martin}}, booktitle = {{Komparatistik heute}}, isbn = {{9783846766088}}, pages = {{159--173}}, publisher = {{Brill | Fink}}, title = {{{Passivität als Widerstand gegen die Macht der Verhältnisse? Melvilles Bartleby, the scrivener aus literaturwissenschaftlicher und ökonomischer Perspektive}}}, doi = {{10.30965/9783846766088_009}}, year = {{2021}}, } @article{24456, abstract = {{One objective of current research in explainable intelligent systems is to implement social aspects in order to increase the relevance of explanations. In this paper, we argue that a novel conceptual framework is needed to overcome shortcomings of existing AI systems with little attention to processes of interaction and learning. Drawing from research in interaction and development, we first outline the novel conceptual framework that pushes the design of AI systems toward true interactivity with an emphasis on the role of the partner and social relevance. We propose that AI systems will be able to provide a meaningful and relevant explanation only if the process of explaining is extended to active contribution of both partners that brings about dynamics that is modulated by different levels of analysis. Accordingly, our conceptual framework comprises monitoring and scaffolding as key concepts and claims that the process of explaining is not only modulated by the interaction between explainee and explainer but is embedded into a larger social context in which conventionalized and routinized behaviors are established. We discuss our conceptual framework in relation to the established objectives of transparency and autonomy that are raised for the design of explainable AI systems currently.}}, author = {{Rohlfing, Katharina J. and Cimiano, Philipp and Scharlau, Ingrid and Matzner, Tobias and Buhl, Heike M. and Buschmeier, Hendrik and Esposito, Elena and Grimminger, Angela and Hammer, Barbara and Haeb-Umbach, Reinhold and Horwath, Ilona and Hüllermeier, Eyke and Kern, Friederike and Kopp, Stefan and Thommes, Kirsten and Ngonga Ngomo, Axel-Cyrille and Schulte, Carsten and Wachsmuth, Henning and Wagner, Petra and Wrede, Britta}}, issn = {{2379-8920}}, journal = {{IEEE Transactions on Cognitive and Developmental Systems}}, keywords = {{Explainability, process ofexplaining andunderstanding, explainable artificial systems}}, number = {{3}}, pages = {{717--728}}, title = {{{Explanation as a Social Practice: Toward a Conceptual Framework for the Social Design of AI Systems}}}, doi = {{10.1109/tcds.2020.3044366}}, volume = {{13}}, year = {{2021}}, } @article{45724, author = {{Henderson, C. M. and Steinhoff, Lena and Harmeling, C. M. and Palmatier, R. W.}}, journal = {{Journal of the Academy of Marketing Science}}, number = {{2}}, pages = {{350--373}}, title = {{{Customer Inertia Marketing}}}, doi = {{http://dx.doi.org/10.1007/s11747-020-00744-0}}, volume = {{49}}, year = {{2021}}, } @article{45725, author = {{Kim, J. J. and Steinhoff, Lena and Palmatier, R. W.}}, journal = {{Journal of the Academy of Marketing Science}}, number = {{1}}, pages = {{71--95}}, title = {{{An Emerging Theory of Loyalty Program Dynamics}}}, doi = {{10.1007/s11747-020-00719-1}}, volume = {{49}}, year = {{2021}}, } @article{45722, author = {{Steinhoff, Lena and Palmatier, R. W.}}, journal = {{Australasian Marketing Journal}}, number = {{2}}, pages = {{111--117}}, title = {{{Commentary: Opportunities and Challenges of Technology in Relationship Marketing}}}, doi = {{https://doi.org/10.1016/j.ausmj.2020.07.003}}, volume = {{29}}, year = {{2021}}, } @article{45723, author = {{Steinhoff, Lena and Zondag, M. M.}}, journal = {{Journal of Business Research}}, pages = {{70--82}}, title = {{{Loyalty Programs as Travel Companions: Complementary Service Features across Customer Journey Stages}}}, doi = {{10.1016/j.jbusres.2021.02.016}}, volume = {{129}}, year = {{2021}}, } @inproceedings{45741, author = {{Alberternst, B. and Steinhoff, Lena and Eggert, A. and Giesler, M.}}, booktitle = {{2021 AMA Winter Marketing Educators’ Conference Proceedings, St. Petersburg}}, location = {{St. Petersburg}}, title = {{{Consumer Solidarity: A Social-System Perspective on the Glue that Holds Society Together}}}, year = {{2021}}, } @inproceedings{45740, author = {{Alberternst, B. and Eggert, A. and Steinhoff, Lena and Giesler, M.}}, booktitle = {{Proceedings of the 50th European Marketing Academy (EMAC) Conference, Madrid}}, location = {{Madrid}}, title = {{{Understanding and Measuring Consumer Solidarity as a Collective Bond}}}, year = {{2021}}, } @inproceedings{24373, author = {{Krebs, Benjamin}}, booktitle = {{Academy of Management Proceedings}}, number = {{21233}}, title = {{{Antecedents and Performance Consequences of High-Potential Scheme Use}}}, volume = {{1}}, year = {{2020}}, } @article{21126, author = {{Pekkarinen, Satu and Hennala, Lea and Tuisku, Outi and Gustafsson, Christine and Johansson-Pajala, Rose-Marie and Thommes, Kirsten and Hoppe, Julia Amelie and Melkas, Helinä}}, issn = {{1569-1101}}, journal = {{Gerontechnology}}, title = {{{Care robots in society: Knowledge and orientation needs}}}, doi = {{10.4017/gt.2020.19.s.69664}}, year = {{2020}}, }