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Buhl, Hendrik Buschmeier, Elena Esposito, et al. “Explanation as a Social Practice: Toward a Conceptual Framework for the Social Design of AI Systems.” <i>IEEE Transactions on Cognitive and Developmental Systems</i> 13, no. 3 (2021): 717–28. <a href=\"https://doi.org/10.1109/tcds.2020.3044366\">https://doi.org/10.1109/tcds.2020.3044366</a>.","mla":"Rohlfing, Katharina J., et al. “Explanation as a Social Practice: Toward a Conceptual Framework for the Social Design of AI Systems.” <i>IEEE Transactions on Cognitive and Developmental Systems</i>, vol. 13, no. 3, 2021, pp. 717–28, doi:<a href=\"https://doi.org/10.1109/tcds.2020.3044366\">10.1109/tcds.2020.3044366</a>.","bibtex":"@article{Rohlfing_Cimiano_Scharlau_Matzner_Buhl_Buschmeier_Esposito_Grimminger_Hammer_Haeb-Umbach_et al._2021, title={Explanation as a Social Practice: Toward a Conceptual Framework for the Social Design of AI Systems}, volume={13}, DOI={<a href=\"https://doi.org/10.1109/tcds.2020.3044366\">10.1109/tcds.2020.3044366</a>}, number={3}, journal={IEEE Transactions on Cognitive and Developmental Systems}, 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 et al.}, year={2021}, pages={717–728} }","ama":"Rohlfing KJ, Cimiano P, Scharlau I, et al. Explanation as a Social Practice: Toward a Conceptual Framework for the Social Design of AI Systems. <i>IEEE Transactions on Cognitive and Developmental Systems</i>. 2021;13(3):717-728. doi:<a href=\"https://doi.org/10.1109/tcds.2020.3044366\">10.1109/tcds.2020.3044366</a>"},"file_date_updated":"2023-11-20T16:33:51Z","oa":"1","has_accepted_license":"1","status":"public","volume":13,"ddc":["300"],"user_id":"42933","_id":"24456","page":"717-728","abstract":[{"text":"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.","lang":"eng"}],"publication":"IEEE Transactions on Cognitive and Developmental Systems","issue":"3","department":[{"_id":"603"},{"_id":"749"},{"_id":"424"},{"_id":"67"},{"_id":"574"},{"_id":"184"},{"_id":"757"},{"_id":"54"},{"_id":"178"}],"type":"journal_article","keyword":["Explainability","process ofexplaining andunderstanding","explainable artificial systems"],"date_created":"2021-09-14T20:52:57Z","file":[{"date_created":"2023-11-20T16:33:51Z","creator":"haebumb","file_id":"49081","content_type":"application/pdf","relation":"main_file","date_updated":"2023-11-20T16:33:51Z","file_name":"2020-12-01_explainability_final_version.pdf","file_size":626217,"access_level":"open_access"}],"intvolume":"        13","article_type":"original","date_updated":"2023-12-05T10:15:02Z","publication_status":"published","author":[{"last_name":"Rohlfing","first_name":"Katharina J.","full_name":"Rohlfing, Katharina J.","id":"50352"},{"full_name":"Cimiano, Philipp","first_name":"Philipp","last_name":"Cimiano"},{"id":"451","last_name":"Scharlau","orcid":"0000-0003-2364-9489","first_name":"Ingrid","full_name":"Scharlau, Ingrid"},{"full_name":"Matzner, Tobias","last_name":"Matzner","first_name":"Tobias","id":"65695"},{"last_name":"Buhl","first_name":"Heike M.","full_name":"Buhl, Heike M.","id":"27152"},{"full_name":"Buschmeier, Hendrik","first_name":"Hendrik","last_name":"Buschmeier"},{"first_name":"Elena","last_name":"Esposito","full_name":"Esposito, Elena"},{"id":"57578","first_name":"Angela","last_name":"Grimminger","full_name":"Grimminger, Angela"},{"full_name":"Hammer, Barbara","last_name":"Hammer","first_name":"Barbara"},{"first_name":"Reinhold","last_name":"Haeb-Umbach","full_name":"Haeb-Umbach, Reinhold","id":"242"},{"id":"68836","first_name":"Ilona","last_name":"Horwath","full_name":"Horwath, Ilona"},{"last_name":"Hüllermeier","first_name":"Eyke","full_name":"Hüllermeier, Eyke","id":"48129"},{"last_name":"Kern","first_name":"Friederike","full_name":"Kern, Friederike"},{"full_name":"Kopp, Stefan","first_name":"Stefan","last_name":"Kopp"},{"full_name":"Thommes, Kirsten","last_name":"Thommes","first_name":"Kirsten","id":"72497"},{"id":"65716","full_name":"Ngonga Ngomo, Axel-Cyrille","first_name":"Axel-Cyrille","last_name":"Ngonga Ngomo"},{"last_name":"Schulte","first_name":"Carsten","full_name":"Schulte, Carsten","id":"60311"},{"id":"3900","full_name":"Wachsmuth, Henning","first_name":"Henning","last_name":"Wachsmuth"},{"first_name":"Petra","last_name":"Wagner","full_name":"Wagner, Petra"},{"first_name":"Britta","last_name":"Wrede","full_name":"Wrede, Britta"}],"publication_identifier":{"issn":["2379-8920","2379-8939"]},"title":"Explanation as a Social Practice: Toward a Conceptual Framework for the Social Design of AI Systems","year":"2021","doi":"10.1109/tcds.2020.3044366","language":[{"iso":"eng"}]},{"citation":{"ieee":"C. M. Henderson, L. Steinhoff, C. M. Harmeling, and R. W. Palmatier, “Customer Inertia Marketing,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 2, pp. 350–373, 2021, doi: <a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>.","mla":"Henderson, C. M., et al. “Customer Inertia Marketing.” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 2, 2021, pp. 350–73, doi:<a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>.","apa":"Henderson, C. M., Steinhoff, L., Harmeling, C. M., &#38; Palmatier, R. W. (2021). Customer Inertia Marketing. <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(2), 350–373. <a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>","bibtex":"@article{Henderson_Steinhoff_Harmeling_Palmatier_2021, title={Customer Inertia Marketing}, volume={49}, DOI={<a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>}, number={2}, journal={Journal of the Academy of Marketing Science}, author={Henderson, C. M. and Steinhoff, Lena and Harmeling, C. M. and Palmatier, R. W.}, year={2021}, pages={350–373} }","chicago":"Henderson, C. M., Lena Steinhoff, C. M. Harmeling, and R. W. Palmatier. “Customer Inertia Marketing.” <i>Journal of the Academy of Marketing Science</i> 49, no. 2 (2021): 350–73. <a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>.","ama":"Henderson CM, Steinhoff L, Harmeling CM, Palmatier RW. Customer Inertia Marketing. <i>Journal of the Academy of Marketing Science</i>. 2021;49(2):350-373. doi:<a href=\"http://dx.doi.org/10.1007/s11747-020-00744-0\">http://dx.doi.org/10.1007/s11747-020-00744-0</a>","short":"C.M. Henderson, L. Steinhoff, C.M. Harmeling, R.W. Palmatier, Journal of the Academy of Marketing Science 49 (2021) 350–373."},"issue":"2","publication":"Journal of the Academy of Marketing Science","department":[{"_id":"733"}],"type":"journal_article","date_created":"2023-06-22T16:35:09Z","intvolume":"        49","date_updated":"2024-01-15T15:58:02Z","publication_status":"published","author":[{"full_name":"Henderson, C. M.","last_name":"Henderson","first_name":"C. M."},{"full_name":"Steinhoff, Lena","first_name":"Lena","last_name":"Steinhoff","id":"4336"},{"first_name":"C. M.","last_name":"Harmeling","full_name":"Harmeling, C. M."},{"full_name":"Palmatier, R. W.","first_name":"R. W.","last_name":"Palmatier"}],"title":"Customer Inertia Marketing","year":"2021","status":"public","volume":49,"doi":"http://dx.doi.org/10.1007/s11747-020-00744-0","user_id":"68445","language":[{"iso":"eng"}],"_id":"45724","page":"350-373"},{"citation":{"chicago":"Kim, J. J., Lena Steinhoff, and R. W. Palmatier. “An Emerging Theory of Loyalty Program Dynamics.” <i>Journal of the Academy of Marketing Science</i> 49, no. 1 (2021): 71–95. <a href=\"https://doi.org/10.1007/s11747-020-00719-1\">https://doi.org/10.1007/s11747-020-00719-1</a>.","short":"J.J. Kim, L. Steinhoff, R.W. Palmatier, Journal of the Academy of Marketing Science 49 (2021) 71–95.","ieee":"J. J. Kim, L. Steinhoff, and R. W. Palmatier, “An Emerging Theory of Loyalty Program Dynamics,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, pp. 71–95, 2021, doi: <a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>.","apa":"Kim, J. J., Steinhoff, L., &#38; Palmatier, R. W. (2021). An Emerging Theory of Loyalty Program Dynamics. <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(1), 71–95. <a href=\"https://doi.org/10.1007/s11747-020-00719-1\">https://doi.org/10.1007/s11747-020-00719-1</a>","bibtex":"@article{Kim_Steinhoff_Palmatier_2021, title={An Emerging Theory of Loyalty Program Dynamics}, volume={49}, DOI={<a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>}, number={1}, journal={Journal of the Academy of Marketing Science}, author={Kim, J. J. and Steinhoff, Lena and Palmatier, R. W.}, year={2021}, pages={71–95} }","ama":"Kim JJ, Steinhoff L, Palmatier RW. An Emerging Theory of Loyalty Program Dynamics. <i>Journal of the Academy of Marketing Science</i>. 2021;49(1):71-95. doi:<a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>","mla":"Kim, J. J., et al. “An Emerging Theory of Loyalty Program Dynamics.” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, 2021, pp. 71–95, doi:<a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>."},"issue":"1","publication":"Journal of the Academy of Marketing Science","department":[{"_id":"733"}],"type":"journal_article","date_created":"2023-06-22T16:36:19Z","intvolume":"        49","date_updated":"2024-01-15T15:38:33Z","publication_status":"published","author":[{"first_name":"J. J.","last_name":"Kim","full_name":"Kim, J. J."},{"id":"4336","first_name":"Lena","last_name":"Steinhoff","full_name":"Steinhoff, Lena"},{"last_name":"Palmatier","first_name":"R. W.","full_name":"Palmatier, R. 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Palmatier, “Commentary: Opportunities and Challenges of Technology in Relationship Marketing,” <i>Australasian Marketing Journal</i>, vol. 29, no. 2, pp. 111–117, 2021, doi: <a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">https://doi.org/10.1016/j.ausmj.2020.07.003</a>.","chicago":"Steinhoff, Lena, and R. W. Palmatier. “Commentary: Opportunities and Challenges of Technology in Relationship Marketing.” <i>Australasian Marketing Journal</i> 29, no. 2 (2021): 111–17. <a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">https://doi.org/10.1016/j.ausmj.2020.07.003</a>.","ama":"Steinhoff L, Palmatier RW. Commentary: Opportunities and Challenges of Technology in Relationship Marketing. <i>Australasian Marketing Journal</i>. 2021;29(2):111-117. doi:<a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">https://doi.org/10.1016/j.ausmj.2020.07.003</a>","short":"L. Steinhoff, R.W. Palmatier, Australasian Marketing Journal 29 (2021) 111–117.","bibtex":"@article{Steinhoff_Palmatier_2021, title={Commentary: Opportunities and Challenges of Technology in Relationship Marketing}, volume={29}, DOI={<a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">https://doi.org/10.1016/j.ausmj.2020.07.003</a>}, number={2}, journal={Australasian Marketing Journal}, author={Steinhoff, Lena and Palmatier, R. W.}, year={2021}, pages={111–117} }"},"issue":"2","publication":"Australasian Marketing Journal","date_created":"2023-06-22T16:33:05Z","department":[{"_id":"733"}],"type":"journal_article","author":[{"full_name":"Steinhoff, Lena","last_name":"Steinhoff","first_name":"Lena","id":"4336"},{"full_name":"Palmatier, R. W.","first_name":"R. 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Zondag. “Loyalty Programs as Travel Companions: Complementary Service Features across Customer Journey Stages.” <i>Journal of Business Research</i> 129 (2021): 70–82. <a href=\"https://doi.org/10.1016/j.jbusres.2021.02.016\">https://doi.org/10.1016/j.jbusres.2021.02.016</a>.","short":"L. Steinhoff, M.M. Zondag, Journal of Business Research 129 (2021) 70–82.","mla":"Steinhoff, Lena, and M. M. Zondag. “Loyalty Programs as Travel Companions: Complementary Service Features across Customer Journey Stages.” <i>Journal of Business Research</i>, vol. 129, 2021, pp. 70–82, doi:<a href=\"https://doi.org/10.1016/j.jbusres.2021.02.016\">10.1016/j.jbusres.2021.02.016</a>.","bibtex":"@article{Steinhoff_Zondag_2021, title={Loyalty Programs as Travel Companions: Complementary Service Features across Customer Journey Stages}, volume={129}, DOI={<a href=\"https://doi.org/10.1016/j.jbusres.2021.02.016\">10.1016/j.jbusres.2021.02.016</a>}, journal={Journal of Business Research}, author={Steinhoff, Lena and Zondag, M. M.}, year={2021}, pages={70–82} }","ama":"Steinhoff L, Zondag MM. 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Understanding and Measuring Consumer Solidarity as a Collective Bond. <i>Proceedings of the 50th European Marketing Academy (EMAC) Conference, Madrid</i>. 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Wünderlich, “Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers,” <i>Journal of Service Management</i>, vol. 32, no. 4, pp. 507–532, 2021, doi: <a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>.","mla":"Beverungen, Daniel, et al. “Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers.” <i>Journal of Service Management</i>, vol. 32, no. 4, Emerald Insight, 2021, pp. 507–32, doi:<a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>.","apa":"Beverungen, D., Kundisch, D., &#38; Wünderlich, N. (2021). Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers. <i>Journal of Service Management</i>, <i>32</i>(4), 507–532. <a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">https://doi.org/10.1108/JOSM-03-2020-0066</a>","bibtex":"@article{Beverungen_Kundisch_Wünderlich_2021, title={Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers}, volume={32}, DOI={<a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>}, number={4}, journal={Journal of Service Management}, publisher={Emerald Insight}, author={Beverungen, Daniel and Kundisch, Dennis and Wünderlich, Nancy}, year={2021}, pages={507–532} }","ama":"Beverungen D, Kundisch D, Wünderlich N. Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers. <i>Journal of Service Management</i>. 2021;32(4):507-532. doi:<a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>","short":"D. Beverungen, D. Kundisch, N. Wünderlich, Journal of Service Management 32 (2021) 507–532.","chicago":"Beverungen, Daniel, Dennis Kundisch, and Nancy Wünderlich. “Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers.” <i>Journal of Service Management</i> 32, no. 4 (2021): 507–32. <a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">https://doi.org/10.1108/JOSM-03-2020-0066</a>."},"project":[{"_id":"1","grant_number":"160364472","name":"SFB 901"},{"name":"SFB 901 - Project Area C","_id":"4"},{"name":"SFB 901 - Subproject C5","_id":"17"}],"quality_controlled":"1","_id":"17860","publisher":"Emerald Insight","page":"507-532","volume":32,"ddc":["380"],"user_id":"59677","status":"public","date_created":"2020-08-12T12:12:36Z","department":[{"_id":"276"},{"_id":"181"}],"type":"journal_article","keyword":["Smart service","Platform","Interdisciplinary research","Manufacturing company","Smart service provider","Platform economics","Information systems","Multi-sided markets","Business-to-business (B2B) markets"],"publication":"Journal of Service Management","issue":"4","abstract":[{"text":"Purpose\r\nThe purpose of this paper is to identify strategic options and challenges that arise when an industrial firm moves from providing smart service toward providing a platform.\r\n\r\nDesign/methodology/approach\r\nThis conceptual study takes on a multidisciplinary research perspective that integrates concepts, theories and insights from service management and marketing, information systems and platform economics.\r\n\r\nFindings\r\nThe paper outlines three platform types – smart data platform, smart product platform and matching platform – as strategic options for firms that wish to evolve from smart service providers to platform providers.\r\n\r\nResearch limitations/implications\r\nInvestigating smart service platforms calls for launching interdisciplinary research initiatives. Promising research avenues are outlined to span boundaries that separate different research disciplines today.\r\n\r\nPractical implications\r\nManaging a successful transition from providing smart service toward providing a platform requires making significant investments in IT, platform-related capabilities and skills, as well as implement new approaches toward relationship management and brand-building.\r\n\r\nOriginality/value\r\nThe findings described in this paper are valuable to researchers in multiple disciplines seeking to develop and to justify theory related to platforms in industrial scenarios.","lang":"eng"}],"language":[{"iso":"eng"}],"doi":"10.1108/JOSM-03-2020-0066","author":[{"last_name":"Beverungen","first_name":"Daniel","full_name":"Beverungen, Daniel","id":"59677"},{"first_name":"Dennis","last_name":"Kundisch","full_name":"Kundisch, Dennis","id":"21117"},{"id":"36392","full_name":"Wünderlich, Nancy","first_name":"Nancy","last_name":"Wünderlich"}],"publication_identifier":{"issn":["507-532"]},"year":"2021","title":"Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers","intvolume":"        32","article_type":"original","date_updated":"2024-04-18T12:46:37Z","publication_status":"published"},{"date_created":"2021-02-26T13:21:40Z","department":[{"_id":"183"}],"type":"journal_article","publication":"Managerial and Decision Economics","issue":"1","language":[{"iso":"eng"}],"doi":"10.1002/mde.3226","author":[{"id":"18949","full_name":"Kaimann, Daniel","last_name":"Kaimann","first_name":"Daniel"},{"last_name":"Tanneberg","first_name":"Ilka","full_name":"Tanneberg, Ilka"},{"full_name":"Cox, Joe","last_name":"Cox","first_name":"Joe"}],"publication_identifier":{"issn":["0143-6570","1099-1468"]},"year":"2021","title":"“I will survive”: Online streaming and the chart survival of music tracks","intvolume":"        42","date_updated":"2023-05-16T15:38:01Z","publication_status":"published","citation":{"apa":"Kaimann, D., Tanneberg, I., &#38; Cox, J. (2021). “I will survive”: Online streaming and the chart survival of music tracks. <i>Managerial and Decision Economics</i>, <i>42</i>(1), 3–20. <a href=\"https://doi.org/10.1002/mde.3226\">https://doi.org/10.1002/mde.3226</a>","ieee":"D. Kaimann, I. Tanneberg, and J. Cox, “‘I will survive’: Online streaming and the chart survival of music tracks,” <i>Managerial and Decision Economics</i>, vol. 42, no. 1, pp. 3–20, 2021, doi: <a href=\"https://doi.org/10.1002/mde.3226\">10.1002/mde.3226</a>.","short":"D. Kaimann, I. Tanneberg, J. Cox, Managerial and Decision Economics 42 (2021) 3–20.","chicago":"Kaimann, Daniel, Ilka Tanneberg, and Joe Cox. “‘I Will Survive’: Online Streaming and the Chart Survival of Music Tracks.” <i>Managerial and Decision Economics</i> 42, no. 1 (2021): 3–20. <a href=\"https://doi.org/10.1002/mde.3226\">https://doi.org/10.1002/mde.3226</a>.","mla":"Kaimann, Daniel, et al. “‘I Will Survive’: Online Streaming and the Chart Survival of Music Tracks.” <i>Managerial and Decision Economics</i>, vol. 42, no. 1, 2021, pp. 3–20, doi:<a href=\"https://doi.org/10.1002/mde.3226\">10.1002/mde.3226</a>.","ama":"Kaimann D, Tanneberg I, Cox J. “I will survive”: Online streaming and the chart survival of music tracks. <i>Managerial and Decision Economics</i>. 2021;42(1):3-20. doi:<a href=\"https://doi.org/10.1002/mde.3226\">10.1002/mde.3226</a>","bibtex":"@article{Kaimann_Tanneberg_Cox_2021, title={“I will survive”: Online streaming and the chart survival of music tracks}, volume={42}, DOI={<a href=\"https://doi.org/10.1002/mde.3226\">10.1002/mde.3226</a>}, number={1}, journal={Managerial and Decision Economics}, author={Kaimann, Daniel and Tanneberg, Ilka and Cox, Joe}, year={2021}, pages={3–20} }"},"project":[{"_id":"1","name":"SFB 901"},{"_id":"2","name":"SFB 901 - Project Area A"},{"_id":"8","name":"SFB 901 - Subproject A4"}],"_id":"21289","page":"3-20","volume":42,"user_id":"18949","status":"public"},{"conference":{"name":"2021 AMA Winter Academic Conference"},"author":[{"full_name":"Harrmann, L.","first_name":"L.","last_name":"Harrmann"},{"full_name":"Böhm, Eva","first_name":"Eva","last_name":"Böhm","orcid":"0000-0001-6053-1012","id":"3043"},{"first_name":"A.","last_name":"Eggert","full_name":"Eggert, A."}],"title":"Exploring the paths towards service growth in manufacturing companies","status":"public","year":"2021","date_updated":"2023-08-25T10:07:10Z","publication_status":"published","language":[{"iso":"eng"}],"_id":"46670","user_id":"49063","citation":{"bibtex":"@inproceedings{Harrmann_Böhm_Eggert_2021, title={Exploring the paths towards service growth in manufacturing companies}, booktitle={2021 AMA Winter Academic Conference}, author={Harrmann, L. and Böhm, Eva and Eggert, A.}, year={2021} }","ama":"Harrmann L, Böhm E, Eggert A. Exploring the paths towards service growth in manufacturing companies. In: <i>2021 AMA Winter Academic Conference</i>. ; 2021.","mla":"Harrmann, L., et al. “Exploring the Paths towards Service Growth in Manufacturing Companies.” <i>2021 AMA Winter Academic Conference</i>, 2021.","short":"L. Harrmann, E. Böhm, A. Eggert, in: 2021 AMA Winter Academic Conference, 2021.","chicago":"Harrmann, L., Eva Böhm, and A. Eggert. “Exploring the Paths towards Service Growth in Manufacturing Companies.” In <i>2021 AMA Winter Academic Conference</i>, 2021.","ieee":"L. Harrmann, E. Böhm, and A. Eggert, “Exploring the paths towards service growth in manufacturing companies,” presented at the 2021 AMA Winter Academic Conference, 2021.","apa":"Harrmann, L., Böhm, E., &#38; Eggert, A. (2021). Exploring the paths towards service growth in manufacturing companies. <i>2021 AMA Winter Academic Conference</i>. 2021 AMA Winter Academic Conference."},"publication":"2021 AMA Winter Academic Conference","date_created":"2023-08-25T07:34:06Z","department":[{"_id":"785"}],"type":"conference"},{"citation":{"short":"A. Salonen, H. Terho, E. Böhm, A. Virtanen, R. Rajala, Journal of the Academy of Marketing Science 49 (2021) 139–163.","chicago":"Salonen, Anna, Harri Terho, Eva Böhm, Ari Virtanen, and Risto Rajala. “Engaging a Product-Focused Sales Force in Solution Selling: Interplay of Individual- and Organizational-Level Conditions.” <i>Journal of the Academy of Marketing Science</i> 49, no. 1 (2021): 139–63. <a href=\"https://doi.org/10.1007/s11747-020-00729-z\">https://doi.org/10.1007/s11747-020-00729-z</a>.","apa":"Salonen, A., Terho, H., Böhm, E., Virtanen, A., &#38; Rajala, R. (2021). Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions. <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(1), 139–163. <a href=\"https://doi.org/10.1007/s11747-020-00729-z\">https://doi.org/10.1007/s11747-020-00729-z</a>","ieee":"A. Salonen, H. Terho, E. Böhm, A. Virtanen, and R. Rajala, “Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, pp. 139–163, 2021, doi: <a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>.","ama":"Salonen A, Terho H, Böhm E, Virtanen A, Rajala R. Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions. <i>Journal of the Academy of Marketing Science</i>. 2021;49(1):139-163. doi:<a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>","bibtex":"@article{Salonen_Terho_Böhm_Virtanen_Rajala_2021, title={Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions}, volume={49}, DOI={<a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>}, number={1}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Salonen, Anna and Terho, Harri and Böhm, Eva and Virtanen, Ari and Rajala, Risto}, year={2021}, pages={139–163} }","mla":"Salonen, Anna, et al. “Engaging a Product-Focused Sales Force in Solution Selling: Interplay of Individual- and Organizational-Level Conditions.” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, Springer Science and Business Media LLC, 2021, pp. 139–63, doi:<a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>."},"volume":49,"user_id":"49063","publisher":"Springer Science and Business Media LLC","_id":"41338","page":"139-163","status":"public","department":[{"_id":"785"}],"type":"journal_article","keyword":["Marketing","Economics and Econometrics","Business and International Management"],"date_created":"2023-02-01T08:30:20Z","extern":"1","abstract":[{"text":"<jats:title>Abstract</jats:title><jats:p>This 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 (<jats:italic>N</jats:italic> = 184), solution champions (<jats:italic>N</jats:italic> = 23), and sales managers (<jats:italic>N</jats:italic> = 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.</jats:p>","lang":"eng"}],"issue":"1","publication":"Journal of the Academy of Marketing Science","doi":"10.1007/s11747-020-00729-z","language":[{"iso":"eng"}],"intvolume":"        49","publication_status":"published","date_updated":"2023-09-01T10:15:17Z","publication_identifier":{"issn":["0092-0703","1552-7824"]},"author":[{"full_name":"Salonen, Anna","first_name":"Anna","last_name":"Salonen"},{"full_name":"Terho, Harri","first_name":"Harri","last_name":"Terho"},{"last_name":"Böhm","first_name":"Eva","orcid":"0000-0001-6053-1012","full_name":"Böhm, Eva","id":"3043"},{"last_name":"Virtanen","first_name":"Ari","full_name":"Virtanen, Ari"},{"last_name":"Rajala","first_name":"Risto","full_name":"Rajala, Risto"}],"year":"2021","title":"Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions"},{"doi":"10.1007/s11747-021-00770-6","language":[{"iso":"eng"}],"intvolume":"        49","date_updated":"2023-09-01T10:12:36Z","publication_status":"published","author":[{"last_name":"Garnefeld","first_name":"Ina","full_name":"Garnefeld, Ina"},{"first_name":"Tabea","last_name":"Krah","full_name":"Krah, Tabea"},{"id":"3043","last_name":"Böhm","orcid":"0000-0001-6053-1012","first_name":"Eva","full_name":"Böhm, Eva"},{"full_name":"Gremler, Dwayne D.","first_name":"Dwayne D.","last_name":"Gremler"}],"publication_identifier":{"issn":["0092-0703","1552-7824"]},"title":"Online reviews generated through product testing: can more favorable reviews be enticed with free products?","year":"2021","department":[{"_id":"785"}],"type":"journal_article","keyword":["Marketing","Economics and Econometrics","Business and International Management"],"date_created":"2023-02-01T08:29:53Z","abstract":[{"text":"<jats:title>Abstract</jats:title><jats:p>Online 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.</jats:p>","lang":"eng"}],"extern":"1","publication":"Journal of the Academy of Marketing Science","issue":"4","volume":49,"user_id":"49063","_id":"41337","publisher":"Springer Science and Business Media LLC","page":"703-722","status":"public","citation":{"short":"I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing Science 49 (2021) 703–722.","chicago":"Garnefeld, Ina, Tabea Krah, Eva Böhm, and Dwayne D. Gremler. “Online Reviews Generated through Product Testing: Can More Favorable Reviews Be Enticed with Free Products?” <i>Journal of the Academy of Marketing Science</i> 49, no. 4 (2021): 703–22. <a href=\"https://doi.org/10.1007/s11747-021-00770-6\">https://doi.org/10.1007/s11747-021-00770-6</a>.","ieee":"I. Garnefeld, T. Krah, E. Böhm, and D. D. Gremler, “Online reviews generated through product testing: can more favorable reviews be enticed with free products?,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 4, pp. 703–722, 2021, doi: <a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>.","apa":"Garnefeld, I., Krah, T., Böhm, E., &#38; Gremler, D. D. (2021). Online reviews generated through product testing: can more favorable reviews be enticed with free products? <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(4), 703–722. <a href=\"https://doi.org/10.1007/s11747-021-00770-6\">https://doi.org/10.1007/s11747-021-00770-6</a>","bibtex":"@article{Garnefeld_Krah_Böhm_Gremler_2021, title={Online reviews generated through product testing: can more favorable reviews be enticed with free products?}, volume={49}, DOI={<a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>}, number={4}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Garnefeld, Ina and Krah, Tabea and Böhm, Eva and Gremler, Dwayne D.}, year={2021}, pages={703–722} }","ama":"Garnefeld I, Krah T, Böhm E, Gremler DD. Online reviews generated through product testing: can more favorable reviews be enticed with free products? <i>Journal of the Academy of Marketing Science</i>. 2021;49(4):703-722. doi:<a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>","mla":"Garnefeld, Ina, et al. “Online Reviews Generated through Product Testing: Can More Favorable Reviews Be Enticed with Free Products?” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 4, Springer Science and Business Media LLC, 2021, pp. 703–22, doi:<a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>."}},{"status":"public","_id":"46635","publisher":"Elsevier BV","page":"466-481","volume":93,"user_id":"49063","citation":{"ieee":"T. Schaefers, S. Ruffer, and E. Böhm, “Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration,” <i>Industrial Marketing Management</i>, vol. 93, pp. 466–481, 2021, doi: <a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>.","apa":"Schaefers, T., Ruffer, S., &#38; Böhm, E. (2021). Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration. <i>Industrial Marketing Management</i>, <i>93</i>, 466–481. <a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">https://doi.org/10.1016/j.indmarman.2020.06.002</a>","mla":"Schaefers, Tobias, et al. “Outcome-Based Contracting from the Customers’ Perspective: A Means-End Chain Analytical Exploration.” <i>Industrial Marketing Management</i>, vol. 93, Elsevier BV, 2021, pp. 466–81, doi:<a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>.","bibtex":"@article{Schaefers_Ruffer_Böhm_2021, title={Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration}, volume={93}, DOI={<a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>}, journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Schaefers, Tobias and Ruffer, Stefan and Böhm, Eva}, year={2021}, pages={466–481} }","short":"T. Schaefers, S. Ruffer, E. Böhm, Industrial Marketing Management 93 (2021) 466–481.","ama":"Schaefers T, Ruffer S, Böhm E. Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration. <i>Industrial Marketing Management</i>. 2021;93:466-481. doi:<a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>","chicago":"Schaefers, Tobias, Stefan Ruffer, and Eva Böhm. “Outcome-Based Contracting from the Customers’ Perspective: A Means-End Chain Analytical Exploration.” <i>Industrial Marketing Management</i> 93 (2021): 466–81. <a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">https://doi.org/10.1016/j.indmarman.2020.06.002</a>."},"publication_identifier":{"issn":["0019-8501"]},"author":[{"full_name":"Schaefers, Tobias","first_name":"Tobias","last_name":"Schaefers"},{"full_name":"Ruffer, Stefan","first_name":"Stefan","last_name":"Ruffer"},{"full_name":"Böhm, Eva","last_name":"Böhm","orcid":"0000-0001-6053-1012","first_name":"Eva","id":"3043"}],"year":"2021","title":"Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration","intvolume":"        93","publication_status":"published","date_updated":"2023-09-01T10:13:53Z","language":[{"iso":"eng"}],"doi":"10.1016/j.indmarman.2020.06.002","publication":"Industrial Marketing Management","extern":"1","date_created":"2023-08-22T13:22:58Z","department":[{"_id":"785"}],"type":"journal_article","keyword":["Marketing"]}]