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Haas, Journal of Personal Selling and Sales Management 40 (2020) 180–197.","bibtex":"@article{Böhm_Eggert_Terho_Ulaga_Haas_2020, title={Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling}, volume={40}, DOI={<a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>}, number={3}, journal={Journal of Personal Selling and Sales Management}, publisher={Informa UK Limited}, author={Böhm, Eva and Eggert, Andreas and Terho, Harri and Ulaga, Wolfgang and Haas, Alexander}, year={2020}, pages={180–197} }","mla":"Böhm, Eva, et al. “Drivers and Outcomes of Salespersons’ Value Opportunity Recognition Competence in Solution Selling.” <i>Journal of Personal Selling and Sales Management</i>, vol. 40, no. 3, Informa UK Limited, 2020, pp. 180–97, doi:<a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>.","ama":"Böhm E, Eggert A, Terho H, Ulaga W, Haas A. Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling. <i>Journal of Personal Selling and Sales Management</i>. 2020;40(3):180-197. doi:<a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>","ieee":"E. Böhm, A. Eggert, H. Terho, W. Ulaga, and A. Haas, “Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling,” <i>Journal of Personal Selling and Sales Management</i>, vol. 40, no. 3, pp. 180–197, 2020, doi: <a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>.","chicago":"Böhm, Eva, Andreas Eggert, Harri Terho, Wolfgang Ulaga, and Alexander Haas. “Drivers and Outcomes of Salespersons’ Value Opportunity Recognition Competence in Solution Selling.” <i>Journal of Personal Selling and Sales Management</i> 40, no. 3 (2020): 180–97. <a href=\"https://doi.org/10.1080/08853134.2020.1778484\">https://doi.org/10.1080/08853134.2020.1778484</a>."},"intvolume":"        40","page":"180-197","year":"2020","issue":"3","publication_status":"published","publication_identifier":{"issn":["0885-3134","1557-7813"]},"doi":"10.1080/08853134.2020.1778484","title":"Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling","date_created":"2023-08-22T13:24:08Z","author":[{"first_name":"Eva","full_name":"Böhm, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Böhm"},{"full_name":"Eggert, Andreas","last_name":"Eggert","first_name":"Andreas"},{"full_name":"Terho, Harri","last_name":"Terho","first_name":"Harri"},{"last_name":"Ulaga","full_name":"Ulaga, Wolfgang","first_name":"Wolfgang"},{"last_name":"Haas","full_name":"Haas, Alexander","first_name":"Alexander"}],"volume":40,"date_updated":"2023-09-05T22:15:36Z","publisher":"Informa UK Limited"},{"author":[{"first_name":"T.","last_name":"Reimer","full_name":"Reimer, T."},{"last_name":"Steinhoff","id":"4336","full_name":"Steinhoff, Lena","first_name":"Lena"},{"full_name":"Leyer, M.","last_name":"Leyer","first_name":"M."}],"date_created":"2023-06-22T16:58:40Z","date_updated":"2026-01-13T09:30:51Z","conference":{"name":"2020 Winter AMA Conference Proceedings","location":"San Diego"},"title":"“Dear Stranger, This Looks Good on You”: The Effect of Ambiguous Interactive Virtual Presence on Store Loyalty in Offline Retailing","publication_status":"published","citation":{"ama":"Reimer T, Steinhoff L, Leyer M. “Dear Stranger, This Looks Good on You”: The Effect of Ambiguous Interactive Virtual Presence on Store Loyalty in Offline Retailing. In: <i>2020 AMA Winter Academic Conference Proceedings, San Diego.</i> ; 2020.","chicago":"Reimer, T., Lena Steinhoff, and M. Leyer. “‘Dear Stranger, This Looks Good on You’: The Effect of Ambiguous Interactive Virtual Presence on Store Loyalty in Offline Retailing.” In <i>2020 AMA Winter Academic Conference Proceedings, San Diego.</i>, 2020.","ieee":"T. Reimer, L. Steinhoff, and M. Leyer, “‘Dear Stranger, This Looks Good on You’: The Effect of Ambiguous Interactive Virtual Presence on Store Loyalty in Offline Retailing,” presented at the 2020 Winter AMA Conference Proceedings, San Diego, 2020.","apa":"Reimer, T., Steinhoff, L., &#38; Leyer, M. (2020). “Dear Stranger, This Looks Good on You”: The Effect of Ambiguous Interactive Virtual Presence on Store Loyalty in Offline Retailing. <i>2020 AMA Winter Academic Conference Proceedings, San Diego.</i> 2020 Winter AMA Conference Proceedings, San Diego.","bibtex":"@inproceedings{Reimer_Steinhoff_Leyer_2020, title={“Dear Stranger, This Looks Good on You”: The Effect of Ambiguous Interactive Virtual Presence on Store Loyalty in Offline Retailing}, booktitle={2020 AMA Winter Academic Conference Proceedings, San Diego.}, author={Reimer, T. and Steinhoff, Lena and Leyer, M.}, year={2020} }","mla":"Reimer, T., et al. “‘Dear Stranger, This Looks Good on You’: The Effect of Ambiguous Interactive Virtual Presence on Store Loyalty in Offline Retailing.” <i>2020 AMA Winter Academic Conference Proceedings, San Diego.</i>, 2020.","short":"T. Reimer, L. Steinhoff, M. Leyer, in: 2020 AMA Winter Academic Conference Proceedings, San Diego., 2020."},"year":"2020","department":[{"_id":"733"}],"user_id":"102525","_id":"45742","language":[{"iso":"eng"}],"publication":"2020 AMA Winter Academic Conference Proceedings, San Diego.","type":"conference","status":"public"},{"abstract":[{"lang":"eng","text":"<jats:p> Triggering the energy-efficient behavior of agents in firms simultaneously decreases costs and mitigates CO<jats:sub>2</jats:sub> emissions. If firms use team tournaments to increase energy-efficient behavior and thus employee performance, they may face unintended consequences, like a bifurcation effect: Individuals drop out if they believe that they cannot win the contest. By contrast, high-performing employees may overexert themselves. Additionally, some individuals might be tempted to free-ride. In a field experiment with truck drivers, we analyze whether proportional sharing of the bonus within teams based on individual effort instead of egalitarian sharing reduces both bifurcation and free-riding during team tournaments. Our results reveal that (1) the team contest improves performance; (2) this increase in performance is overall slightly stronger under the proportional than under the egalitarian sharing rule, using ceteris paribus comparisons; and (3) the performance increase is mainly driven by the team member performing worse. </jats:p>"}],"status":"public","type":"journal_article","publication":"Organization &amp; Environment","language":[{"iso":"eng"}],"_id":"63781","user_id":"72497","department":[{"_id":"178"},{"_id":"184"}],"year":"2020","citation":{"apa":"Hoffmann, C., &#38; Thommes, K. (2020). Combining Egalitarian and Proportional Sharing Rules in Team Tournaments to Incentivize Energy-Efficient Behavior in a Principal-Agent Context. <i>Organization &#38;amp; Environment</i>, <i>35</i>(2), 307–331. <a href=\"https://doi.org/10.1177/1086026620945343\">https://doi.org/10.1177/1086026620945343</a>","mla":"Hoffmann, Christin, and Kirsten Thommes. “Combining Egalitarian and Proportional Sharing Rules in Team Tournaments to Incentivize Energy-Efficient Behavior in a Principal-Agent Context.” <i>Organization &#38;amp; Environment</i>, vol. 35, no. 2, SAGE Publications, 2020, pp. 307–31, doi:<a href=\"https://doi.org/10.1177/1086026620945343\">10.1177/1086026620945343</a>.","short":"C. Hoffmann, K. Thommes, Organization &#38;amp; Environment 35 (2020) 307–331.","bibtex":"@article{Hoffmann_Thommes_2020, title={Combining Egalitarian and Proportional Sharing Rules in Team Tournaments to Incentivize Energy-Efficient Behavior in a Principal-Agent Context}, volume={35}, DOI={<a href=\"https://doi.org/10.1177/1086026620945343\">10.1177/1086026620945343</a>}, number={2}, journal={Organization &#38;amp; Environment}, publisher={SAGE Publications}, author={Hoffmann, Christin and Thommes, Kirsten}, year={2020}, pages={307–331} }","chicago":"Hoffmann, Christin, and Kirsten Thommes. “Combining Egalitarian and Proportional Sharing Rules in Team Tournaments to Incentivize Energy-Efficient Behavior in a Principal-Agent Context.” <i>Organization &#38;amp; Environment</i> 35, no. 2 (2020): 307–31. <a href=\"https://doi.org/10.1177/1086026620945343\">https://doi.org/10.1177/1086026620945343</a>.","ieee":"C. Hoffmann and K. Thommes, “Combining Egalitarian and Proportional Sharing Rules in Team Tournaments to Incentivize Energy-Efficient Behavior in a Principal-Agent Context,” <i>Organization &#38;amp; Environment</i>, vol. 35, no. 2, pp. 307–331, 2020, doi: <a href=\"https://doi.org/10.1177/1086026620945343\">10.1177/1086026620945343</a>.","ama":"Hoffmann C, Thommes K. Combining Egalitarian and Proportional Sharing Rules in Team Tournaments to Incentivize Energy-Efficient Behavior in a Principal-Agent Context. <i>Organization &#38;amp; Environment</i>. 2020;35(2):307-331. doi:<a href=\"https://doi.org/10.1177/1086026620945343\">10.1177/1086026620945343</a>"},"page":"307-331","intvolume":"        35","publication_status":"published","publication_identifier":{"issn":["1086-0266","1552-7417"]},"issue":"2","title":"Combining Egalitarian and Proportional Sharing Rules in Team Tournaments to Incentivize Energy-Efficient Behavior in a Principal-Agent Context","doi":"10.1177/1086026620945343","date_updated":"2026-01-28T09:52:13Z","publisher":"SAGE Publications","author":[{"first_name":"Christin","last_name":"Hoffmann","full_name":"Hoffmann, Christin"},{"last_name":"Thommes","full_name":"Thommes, Kirsten","id":"72497","first_name":"Kirsten"}],"date_created":"2026-01-28T09:52:08Z","volume":35},{"volume":26,"author":[{"first_name":"Daniel","last_name":"Kaimann","full_name":"Kaimann, Daniel","id":"18949"},{"first_name":"Britta","last_name":"Hoyer","id":"42447","full_name":"Hoyer, Britta"}],"date_updated":"2022-01-06T06:51:00Z","doi":"10.1080/13504851.2018.1436141","main_file_link":[{"url":"http://www.tandfonline.com/doi/full/10.1080/13504851.2018.1436141"}],"has_accepted_license":"1","publication_status":"epub_ahead","page":"54-57","intvolume":"        26","citation":{"short":"D. Kaimann, B. Hoyer, Applied Economics Letters 26 (2019) 54–57.","bibtex":"@article{Kaimann_Hoyer_2019, title={Price competition and the Bertrand model: The paradox of the German mobile discount market}, volume={26}, DOI={<a href=\"https://doi.org/10.1080/13504851.2018.1436141\">10.1080/13504851.2018.1436141</a>}, number={1}, journal={Applied Economics Letters}, publisher={Taylor and Francis Online}, author={Kaimann, Daniel and Hoyer, Britta}, year={2019}, pages={54–57} }","mla":"Kaimann, Daniel, and Britta Hoyer. “Price Competition and the Bertrand Model: The Paradox of the German Mobile Discount Market.” <i>Applied Economics Letters</i>, vol. 26, no. 1, Taylor and Francis Online, 2019, pp. 54–57, doi:<a href=\"https://doi.org/10.1080/13504851.2018.1436141\">10.1080/13504851.2018.1436141</a>.","apa":"Kaimann, D., &#38; Hoyer, B. (2019). Price competition and the Bertrand model: The paradox of the German mobile discount market. <i>Applied Economics Letters</i>, <i>26</i>(1), 54–57. <a href=\"https://doi.org/10.1080/13504851.2018.1436141\">https://doi.org/10.1080/13504851.2018.1436141</a>","ama":"Kaimann D, Hoyer B. Price competition and the Bertrand model: The paradox of the German mobile discount market. <i>Applied Economics Letters</i>. 2019;26(1):54-57. doi:<a href=\"https://doi.org/10.1080/13504851.2018.1436141\">10.1080/13504851.2018.1436141</a>","chicago":"Kaimann, Daniel, and Britta Hoyer. “Price Competition and the Bertrand Model: The Paradox of the German Mobile Discount Market.” <i>Applied Economics Letters</i> 26, no. 1 (2019): 54–57. <a href=\"https://doi.org/10.1080/13504851.2018.1436141\">https://doi.org/10.1080/13504851.2018.1436141</a>.","ieee":"D. Kaimann and B. Hoyer, “Price competition and the Bertrand model: The paradox of the German mobile discount market,” <i>Applied Economics Letters</i>, vol. 26, no. 1, pp. 54–57, 2019."},"department":[{"_id":"280"},{"_id":"183"},{"_id":"475"}],"user_id":"18949","_id":"1139","project":[{"_id":"2","name":"SFB 901 - Project Area A"},{"name":"SFB 901 - Subproject A3","_id":"7"},{"_id":"8","name":"SFB 901 - Subproject A4"},{"name":"SFB 901","_id":"1"}],"file_date_updated":"2018-11-02T15:35:29Z","type":"journal_article","status":"public","date_created":"2018-01-31T08:34:35Z","publisher":"Taylor and Francis Online","title":"Price competition and the Bertrand model: The paradox of the German mobile discount market","issue":"1","year":"2019","language":[{"iso":"eng"}],"ddc":["000"],"publication":"Applied Economics Letters","file":[{"content_type":"application/pdf","success":1,"relation":"main_file","date_updated":"2018-11-02T15:35:29Z","date_created":"2018-11-02T15:35:29Z","creator":"ups","file_size":625230,"file_id":"5307","access_level":"closed","file_name":"KaimannHoyer.pdf"}],"abstract":[{"text":"We investigate the degree of price competition among telecommunication firms. Underlying a Bertrand model of price competition, we empirically model pricing behaviour in an oligopoly. We analyse panel data of individual pricing information of mobile phone contracts offered between 2011 and 2017. We provide empirical evidence that price differences as well as reputational effects serve as a signal to buyers and significantly affect market demand. Additionally, we find that brands lead to an increase in demand and thus are able to generate spillover effects even after price increase.","lang":"eng"}]},{"date_created":"2017-10-17T12:41:07Z","title":"Network Formation and Disruption - An Experiment: Are equilibrium networks too complex?","year":"2019","ddc":["330"],"language":[{"iso":"eng"}],"publication":"Journal of Economic Behavior and Organization ","abstract":[{"lang":"eng","text":"Models on network formation have often been extended to include the potential of network disruption in recent years. Whereas the theoretical research on network formation under the threat of disruption has thus gained prominence, hardly any experimental research exists so far. In this paper, we therefore experimentally study the emergence of networks including the aspect of a known external threat by relating theoretical predictions by Dzuibiński and Goyal (2013) to actual observed behaviour. We deal with the question if subjects in the role of a strategic Designer are able to form safe networks for least costs while facing a strategic Adversary who is going to attack their networks. Varying the costs for protecting nodes, we designed and tested two treatments with different predictions for the equilibrium network and investigated whether one of the least cost equilibrium networks was more likely to be reached. Furthermore, the influence of the subjects’ farsightedness on their decision-making process was elicited and analysed.\r\n\r\nWe find that while subjects are able to build safe networks in both treatments, equilibrium networks are only built in one of the two treatments. In the other treatment, predominantly safe networks are built but they are not for least costs. Additionally, we find that farsightedness –as measured in our experiment– has no influence on whether subjects are able to build safe or least cost equilibrium networks. Two robustness settings with a reduced external threat or more liberties to modify the initial networks qualitatively confirm our results. Overall, in this experiment observed behaviour is only partially in line with the theoretical predictions by Dzuibiński and Goyal (2013)."}],"file":[{"date_updated":"2018-11-19T07:39:42Z","creator":"bhoyer","date_created":"2018-11-19T07:39:42Z","file_size":1569991,"file_name":"Publication Jebo.pdf","file_id":"5723","access_level":"closed","content_type":"application/pdf","relation":"main_file"}],"date_updated":"2022-01-06T07:03:49Z","author":[{"first_name":"Angelika Elfriede","full_name":"Endres, Angelika Elfriede","id":"48794","last_name":"Endres"},{"full_name":"Recker, Sonja","last_name":"Recker","first_name":"Sonja"},{"last_name":"Mir Djawadi","orcid":"0000-0002-6271-5912","full_name":"Mir Djawadi, Behnud","id":"26032","first_name":"Behnud"},{"last_name":"Hoyer","id":"42447","full_name":"Hoyer, Britta","first_name":"Britta"}],"volume":157,"doi":"10.1016/j.jebo.2018.11.004","publication_status":"epub_ahead","has_accepted_license":"1","citation":{"bibtex":"@article{Endres_Recker_Mir Djawadi_Hoyer_2019, title={Network Formation and Disruption - An Experiment: Are equilibrium networks too complex?}, volume={157}, DOI={<a href=\"https://doi.org/10.1016/j.jebo.2018.11.004\">10.1016/j.jebo.2018.11.004</a>}, journal={Journal of Economic Behavior and Organization }, author={Endres, Angelika Elfriede and Recker, Sonja and Mir Djawadi, Behnud and Hoyer, Britta}, year={2019}, pages={708–734} }","mla":"Endres, Angelika Elfriede, et al. “Network Formation and Disruption - An Experiment: Are Equilibrium Networks Too Complex?” <i>Journal of Economic Behavior and Organization </i>, vol. 157, 2019, pp. 708–34, doi:<a href=\"https://doi.org/10.1016/j.jebo.2018.11.004\">10.1016/j.jebo.2018.11.004</a>.","short":"A.E. Endres, S. Recker, B. Mir Djawadi, B. Hoyer, Journal of Economic Behavior and Organization  157 (2019) 708–734.","apa":"Endres, A. E., Recker, S., Mir Djawadi, B., &#38; Hoyer, B. (2019). Network Formation and Disruption - An Experiment: Are equilibrium networks too complex? <i>Journal of Economic Behavior and Organization </i>, <i>157</i>, 708–734. <a href=\"https://doi.org/10.1016/j.jebo.2018.11.004\">https://doi.org/10.1016/j.jebo.2018.11.004</a>","ama":"Endres AE, Recker S, Mir Djawadi B, Hoyer B. Network Formation and Disruption - An Experiment: Are equilibrium networks too complex? <i>Journal of Economic Behavior and Organization </i>. 2019;157:708-734. doi:<a href=\"https://doi.org/10.1016/j.jebo.2018.11.004\">10.1016/j.jebo.2018.11.004</a>","chicago":"Endres, Angelika Elfriede, Sonja Recker, Behnud Mir Djawadi, and Britta Hoyer. “Network Formation and Disruption - An Experiment: Are Equilibrium Networks Too Complex?” <i>Journal of Economic Behavior and Organization </i> 157 (2019): 708–34. <a href=\"https://doi.org/10.1016/j.jebo.2018.11.004\">https://doi.org/10.1016/j.jebo.2018.11.004</a>.","ieee":"A. E. Endres, S. Recker, B. Mir Djawadi, and B. Hoyer, “Network Formation and Disruption - An Experiment: Are equilibrium networks too complex?,” <i>Journal of Economic Behavior and Organization </i>, vol. 157, pp. 708–734, 2019."},"page":"708-734","intvolume":"       157","project":[{"_id":"1","name":"SFB 901"},{"_id":"7","name":"SFB 901 - Subprojekt A3"},{"name":"SFB 901 - Subprojekt A4","_id":"8"},{"_id":"2","name":"SFB 901 - Project Area A"}],"_id":"80","user_id":"42447","department":[{"_id":"280"},{"_id":"179"},{"_id":"204"},{"_id":"475"}],"article_type":"original","file_date_updated":"2018-11-19T07:39:42Z","type":"journal_article","status":"public"},{"status":"public","publication":"Proceedings of the 2019 Frontiers in Service Conference","type":"conference","language":[{"iso":"eng"}],"department":[{"_id":"181"}],"user_id":"65649","_id":"15532","citation":{"ama":"Purrmann M, Wünderlich N. Value Co-Creation Patterns in Multi-Actor Service Interactions: A Framework for Collaborative Consumption Platforms. In: <i>Proceedings of the 2019 Frontiers in Service Conference</i>. ; 2019.","ieee":"M. Purrmann and N. Wünderlich, “Value Co-Creation Patterns in Multi-Actor Service Interactions: A Framework for Collaborative Consumption Platforms,” in <i>Proceedings of the 2019 Frontiers in Service Conference</i>, Singapore, 2019.","chicago":"Purrmann, Maren, and Nancy Wünderlich. “Value Co-Creation Patterns in Multi-Actor Service Interactions: A Framework for Collaborative Consumption Platforms.” In <i>Proceedings of the 2019 Frontiers in Service Conference</i>, 2019.","bibtex":"@inproceedings{Purrmann_Wünderlich_2019, title={Value Co-Creation Patterns in Multi-Actor Service Interactions: A Framework for Collaborative Consumption Platforms}, booktitle={Proceedings of the 2019 Frontiers in Service Conference}, author={Purrmann, Maren and Wünderlich, Nancy}, year={2019} }","short":"M. Purrmann, N. Wünderlich, in: Proceedings of the 2019 Frontiers in Service Conference, 2019.","mla":"Purrmann, Maren, and Nancy Wünderlich. “Value Co-Creation Patterns in Multi-Actor Service Interactions: A Framework for Collaborative Consumption Platforms.” <i>Proceedings of the 2019 Frontiers in Service Conference</i>, 2019.","apa":"Purrmann, M., &#38; Wünderlich, N. (2019). Value Co-Creation Patterns in Multi-Actor Service Interactions: A Framework for Collaborative Consumption Platforms. In <i>Proceedings of the 2019 Frontiers in Service Conference</i>. Singapore."},"year":"2019","conference":{"name":"2019 Frontiers in Service Conference","location":"Singapore"},"title":"Value Co-Creation Patterns in Multi-Actor Service Interactions: A Framework for Collaborative Consumption Platforms","date_created":"2020-01-13T14:33:01Z","author":[{"first_name":"Maren","last_name":"Purrmann","id":"65649","full_name":"Purrmann, Maren"},{"last_name":"Wünderlich","full_name":"Wünderlich, Nancy","id":"36392","first_name":"Nancy"}],"date_updated":"2022-01-06T06:52:29Z"},{"year":"2019","citation":{"apa":"Szierbowski-Seibel, K., Wach, B. A., &#38; Kabst, R. (2019). The Collaboration of Human Resource Management and Line Management–An International Comparison. <i>Organization Management Journal</i>, 262–277. <a href=\"https://doi.org/10.1080/15416518.2019.1679076\">https://doi.org/10.1080/15416518.2019.1679076</a>","bibtex":"@article{Szierbowski-Seibel_Wach_Kabst_2019, title={The Collaboration of Human Resource Management and Line Management–An International Comparison}, DOI={<a href=\"https://doi.org/10.1080/15416518.2019.1679076\">10.1080/15416518.2019.1679076</a>}, journal={Organization Management Journal}, author={Szierbowski-Seibel, Klaas and Wach, Bernhard A. and Kabst, Rüdiger}, year={2019}, pages={262–277} }","mla":"Szierbowski-Seibel, Klaas, et al. “The Collaboration of Human Resource Management and Line Management–An International Comparison.” <i>Organization Management Journal</i>, 2019, pp. 262–77, doi:<a href=\"https://doi.org/10.1080/15416518.2019.1679076\">10.1080/15416518.2019.1679076</a>.","short":"K. Szierbowski-Seibel, B.A. Wach, R. Kabst, Organization Management Journal (2019) 262–277.","ama":"Szierbowski-Seibel K, Wach BA, Kabst R. The Collaboration of Human Resource Management and Line Management–An International Comparison. <i>Organization Management Journal</i>. 2019:262-277. doi:<a href=\"https://doi.org/10.1080/15416518.2019.1679076\">10.1080/15416518.2019.1679076</a>","ieee":"K. Szierbowski-Seibel, B. A. Wach, and R. Kabst, “The Collaboration of Human Resource Management and Line Management–An International Comparison,” <i>Organization Management Journal</i>, pp. 262–277, 2019.","chicago":"Szierbowski-Seibel, Klaas, Bernhard A. Wach, and Rüdiger Kabst. “The Collaboration of Human Resource Management and Line Management–An International Comparison.” <i>Organization Management Journal</i>, 2019, 262–77. <a href=\"https://doi.org/10.1080/15416518.2019.1679076\">https://doi.org/10.1080/15416518.2019.1679076</a>."},"page":"262-277","publication_status":"published","publication_identifier":{"issn":["1541-6518"]},"title":"The Collaboration of Human Resource Management and Line Management–An International Comparison","doi":"10.1080/15416518.2019.1679076","date_updated":"2022-01-06T06:52:20Z","date_created":"2019-12-10T12:24:13Z","author":[{"last_name":"Szierbowski-Seibel","full_name":"Szierbowski-Seibel, Klaas","first_name":"Klaas"},{"first_name":"Bernhard A.","last_name":"Wach","full_name":"Wach, Bernhard A."},{"first_name":"Rüdiger","last_name":"Kabst","id":"42362","full_name":"Kabst, Rüdiger"}],"status":"public","type":"journal_article","publication":"Organization Management Journal","language":[{"iso":"eng"}],"_id":"15268","user_id":"42362","department":[{"_id":"274"}]},{"year":"2019","citation":{"ama":"Prince NR, Kabst R. Impact of national culture on organizations’ use of selection practices. <i>Employee Relations: The International Journal</i>. 2019:1145-1161. doi:<a href=\"https://doi.org/10.1108/er-10-2018-0284\">10.1108/er-10-2018-0284</a>","chicago":"Prince, Nicholas Ryan, and Rüdiger Kabst. “Impact of National Culture on Organizations’ Use of Selection Practices.” <i>Employee Relations: The International Journal</i>, 2019, 1145–61. <a href=\"https://doi.org/10.1108/er-10-2018-0284\">https://doi.org/10.1108/er-10-2018-0284</a>.","ieee":"N. R. Prince and R. Kabst, “Impact of national culture on organizations’ use of selection practices,” <i>Employee Relations: The International Journal</i>, pp. 1145–1161, 2019.","apa":"Prince, N. R., &#38; Kabst, R. (2019). Impact of national culture on organizations’ use of selection practices. <i>Employee Relations: The International Journal</i>, 1145–1161. <a href=\"https://doi.org/10.1108/er-10-2018-0284\">https://doi.org/10.1108/er-10-2018-0284</a>","mla":"Prince, Nicholas Ryan, and Rüdiger Kabst. “Impact of National Culture on Organizations’ Use of Selection Practices.” <i>Employee Relations: The International Journal</i>, 2019, pp. 1145–61, doi:<a href=\"https://doi.org/10.1108/er-10-2018-0284\">10.1108/er-10-2018-0284</a>.","bibtex":"@article{Prince_Kabst_2019, title={Impact of national culture on organizations’ use of selection practices}, DOI={<a href=\"https://doi.org/10.1108/er-10-2018-0284\">10.1108/er-10-2018-0284</a>}, journal={Employee Relations: The International Journal}, author={Prince, Nicholas Ryan and Kabst, Rüdiger}, year={2019}, pages={1145–1161} }","short":"N.R. Prince, R. Kabst, Employee Relations: The International Journal (2019) 1145–1161."},"page":"1145-1161","publication_status":"published","publication_identifier":{"issn":["0142-5455"]},"title":"Impact of national culture on organizations’ use of selection practices","doi":"10.1108/er-10-2018-0284","date_updated":"2022-01-06T06:52:20Z","author":[{"last_name":"Prince","full_name":"Prince, Nicholas Ryan","first_name":"Nicholas Ryan"},{"first_name":"Rüdiger","id":"42362","full_name":"Kabst, Rüdiger","last_name":"Kabst"}],"date_created":"2019-12-10T12:42:32Z","abstract":[{"lang":"eng","text":"<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Purpose</jats:title>\r\n<jats:p>The purpose of this paper is to investigate the impact of national culture on organizations’ use of selection practices, specifically to investigate the impact of in-group collectivism, uncertainty avoidance and power distance on interview panels, one-on-one interviews, applications forms, references, ability, technical and psychometric tests.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Design/methodology/approach</jats:title>\r\n<jats:p>This study uses survey data from the 2008–2010 CRANET database. It uses OLS regression analysis to test the impact of national culture on organizations’ use of selection practices.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Findings</jats:title>\r\n<jats:p>In-group collectivism increases the use of panel interviews and technical tests, and decreases the use of one-on-one interviews and application forms. Uncertainty avoidance increases the use of panel interviews and technical tests, and a decrease in one-on-one interviews, applications ability, and psychometric tests. Power distance leads to an increase in one-on-one interviews, applications and ability tests, and a decrease in panel interviews, psychometric tests and references.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Originality/value</jats:title>\r\n<jats:p>This paper investigates the use of the impact of national culture on selection practices. Specifically, it looks at the use of a large number of selection practices panel interviews, one-on-one interviews, applications and references, and several different tests, ability, technical and psychometric.</jats:p>\r\n</jats:sec>"}],"status":"public","type":"journal_article","publication":"Employee Relations: The International Journal","language":[{"iso":"eng"}],"_id":"15269","user_id":"42362","department":[{"_id":"274"}]},{"type":"journal_article","publication":"Journal of Business Research","status":"public","user_id":"24869","department":[{"_id":"181"}],"_id":"13149","language":[{"iso":"eng"}],"publication_status":"published","publication_identifier":{"issn":["0148-2963"]},"citation":{"apa":"Wünderlich, N. V., Hogreve, J., Chowdhury, I. N., Fleischer, H., Mousavi, S., Rötzmeier-Keuper, J., &#38; Sousa, R. (2019). Overcoming vulnerability: Channel design strategies to alleviate vulnerability perceptions in customer journeys. <i>Journal of Business Research</i>. <a href=\"https://doi.org/10.1016/j.jbusres.2019.07.027\">https://doi.org/10.1016/j.jbusres.2019.07.027</a>","mla":"Wünderlich, Nancy V., et al. “Overcoming Vulnerability: Channel Design Strategies to Alleviate Vulnerability Perceptions in Customer Journeys.” <i>Journal of Business Research</i>, 2019, doi:<a href=\"https://doi.org/10.1016/j.jbusres.2019.07.027\">10.1016/j.jbusres.2019.07.027</a>.","bibtex":"@article{Wünderlich_Hogreve_Chowdhury_Fleischer_Mousavi_Rötzmeier-Keuper_Sousa_2019, title={Overcoming vulnerability: Channel design strategies to alleviate vulnerability perceptions in customer journeys}, DOI={<a href=\"https://doi.org/10.1016/j.jbusres.2019.07.027\">10.1016/j.jbusres.2019.07.027</a>}, journal={Journal of Business Research}, author={Wünderlich, Nancy V. and Hogreve, Jens and Chowdhury, Ilma Nur and Fleischer, Hannes and Mousavi, Sahar and Rötzmeier-Keuper, Julia and Sousa, Rui}, year={2019} }","short":"N.V. Wünderlich, J. Hogreve, I.N. Chowdhury, H. Fleischer, S. Mousavi, J. Rötzmeier-Keuper, R. Sousa, Journal of Business Research (2019).","ama":"Wünderlich NV, Hogreve J, Chowdhury IN, et al. Overcoming vulnerability: Channel design strategies to alleviate vulnerability perceptions in customer journeys. <i>Journal of Business Research</i>. 2019. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2019.07.027\">10.1016/j.jbusres.2019.07.027</a>","ieee":"N. V. Wünderlich <i>et al.</i>, “Overcoming vulnerability: Channel design strategies to alleviate vulnerability perceptions in customer journeys,” <i>Journal of Business Research</i>, 2019.","chicago":"Wünderlich, Nancy V., Jens Hogreve, Ilma Nur Chowdhury, Hannes Fleischer, Sahar Mousavi, Julia Rötzmeier-Keuper, and Rui Sousa. “Overcoming Vulnerability: Channel Design Strategies to Alleviate Vulnerability Perceptions in Customer Journeys.” <i>Journal of Business Research</i>, 2019. <a href=\"https://doi.org/10.1016/j.jbusres.2019.07.027\">https://doi.org/10.1016/j.jbusres.2019.07.027</a>."},"year":"2019","author":[{"last_name":"Wünderlich","full_name":"Wünderlich, Nancy V.","first_name":"Nancy V."},{"last_name":"Hogreve","full_name":"Hogreve, Jens","first_name":"Jens"},{"first_name":"Ilma Nur","full_name":"Chowdhury, Ilma Nur","last_name":"Chowdhury"},{"first_name":"Hannes","full_name":"Fleischer, Hannes","last_name":"Fleischer"},{"first_name":"Sahar","full_name":"Mousavi, Sahar","last_name":"Mousavi"},{"full_name":"Rötzmeier-Keuper, Julia","last_name":"Rötzmeier-Keuper","first_name":"Julia"},{"last_name":"Sousa","full_name":"Sousa, Rui","first_name":"Rui"}],"date_created":"2019-09-06T10:43:50Z","date_updated":"2022-01-06T06:51:29Z","doi":"10.1016/j.jbusres.2019.07.027","title":"Overcoming vulnerability: Channel design strategies to alleviate vulnerability perceptions in customer journeys"},{"date_created":"2019-09-30T07:22:24Z","author":[{"full_name":"Eggert, Andreas","last_name":"Eggert","first_name":"Andreas"},{"full_name":"Kleinaltenkamp, Michael","last_name":"Kleinaltenkamp","first_name":"Michael"},{"first_name":"Vishal","full_name":"Kashyap, Vishal","last_name":"Kashyap"}],"volume":79,"date_updated":"2022-01-06T06:51:36Z","title":"Mapping Value in Business Markets: An Integrative Framework","citation":{"ama":"Eggert A, Kleinaltenkamp M, Kashyap V. Mapping Value in Business Markets: An Integrative Framework. <i>Industrial Marketing Management</i>. 2019;79:13--20.","chicago":"Eggert, Andreas, Michael Kleinaltenkamp, and Vishal Kashyap. “Mapping Value in Business Markets: An Integrative Framework.” <i>Industrial Marketing Management</i> 79 (2019): 13--20.","ieee":"A. Eggert, M. Kleinaltenkamp, and V. Kashyap, “Mapping Value in Business Markets: An Integrative Framework,” <i>Industrial Marketing Management</i>, vol. 79, pp. 13--20, 2019.","bibtex":"@article{Eggert_Kleinaltenkamp_Kashyap_2019, title={Mapping Value in Business Markets: An Integrative Framework}, volume={79}, journal={Industrial Marketing Management}, author={Eggert, Andreas and Kleinaltenkamp, Michael and Kashyap, Vishal}, year={2019}, pages={13--20} }","mla":"Eggert, Andreas, et al. “Mapping Value in Business Markets: An Integrative Framework.” <i>Industrial Marketing Management</i>, vol. 79, 2019, pp. 13--20.","short":"A. Eggert, M. Kleinaltenkamp, V. Kashyap, Industrial Marketing Management 79 (2019) 13--20.","apa":"Eggert, A., Kleinaltenkamp, M., &#38; Kashyap, V. (2019). Mapping Value in Business Markets: An Integrative Framework. <i>Industrial Marketing Management</i>, <i>79</i>, 13--20."},"intvolume":"        79","page":"13--20","year":"2019","user_id":"57352","department":[{"_id":"180"}],"_id":"13454","language":[{"iso":"eng"}],"type":"journal_article","publication":"Industrial Marketing Management","status":"public"},{"issue":"4","year":"2019","citation":{"chicago":"Garnefeld, Ina, Andreas Eggert, Markus Husemann-Kopetzky, and Eva Boehm. “Exploring the Link between Payment Schemes and Customer Fraud: A Mental Accounting Perspective.” <i>Journal of the Academy of Marketing Science</i> 47, no. 4 (2019): 595--616.","ieee":"I. Garnefeld, A. Eggert, M. Husemann-Kopetzky, and E. Boehm, “Exploring the link between payment schemes and customer fraud: a mental accounting perspective,” <i>Journal of the Academy of Marketing Science</i>, vol. 47, no. 4, pp. 595--616, 2019.","ama":"Garnefeld I, Eggert A, Husemann-Kopetzky M, Boehm E. Exploring the link between payment schemes and customer fraud: a mental accounting perspective. <i>Journal of the Academy of Marketing Science</i>. 2019;47(4):595--616.","apa":"Garnefeld, I., Eggert, A., Husemann-Kopetzky, M., &#38; Boehm, E. (2019). Exploring the link between payment schemes and customer fraud: a mental accounting perspective. <i>Journal of the Academy of Marketing Science</i>, <i>47</i>(4), 595--616.","bibtex":"@article{Garnefeld_Eggert_Husemann-Kopetzky_Boehm_2019, title={Exploring the link between payment schemes and customer fraud: a mental accounting perspective}, volume={47}, number={4}, journal={Journal of the Academy of Marketing Science}, author={Garnefeld, Ina and Eggert, Andreas and Husemann-Kopetzky, Markus and Boehm, Eva}, year={2019}, pages={595--616} }","short":"I. Garnefeld, A. Eggert, M. Husemann-Kopetzky, E. Boehm, Journal of the Academy of Marketing Science 47 (2019) 595--616.","mla":"Garnefeld, Ina, et al. “Exploring the Link between Payment Schemes and Customer Fraud: A Mental Accounting Perspective.” <i>Journal of the Academy of Marketing Science</i>, vol. 47, no. 4, 2019, pp. 595--616."},"page":"595--616","intvolume":"        47","date_updated":"2022-01-06T06:51:36Z","author":[{"last_name":"Garnefeld","full_name":"Garnefeld, Ina","first_name":"Ina"},{"first_name":"Andreas","full_name":"Eggert, Andreas","last_name":"Eggert"},{"last_name":"Husemann-Kopetzky","full_name":"Husemann-Kopetzky, Markus","first_name":"Markus"},{"full_name":"Boehm, Eva","last_name":"Boehm","first_name":"Eva"}],"date_created":"2019-09-30T07:27:46Z","volume":47,"title":"Exploring the link between payment schemes and customer fraud: a mental accounting perspective","type":"journal_article","publication":"Journal of the Academy of Marketing Science","status":"public","_id":"13455","user_id":"57352","department":[{"_id":"180"}],"language":[{"iso":"eng"}]},{"title":"Service Growth by Acquisition – An Event Study","author":[{"last_name":"Eggert","full_name":"Eggert, Andreas","first_name":"Andreas"},{"first_name":"Eva","full_name":"Boehm, Eva","last_name":"Boehm"},{"first_name":"Rodi","last_name":"Akalan","full_name":"Akalan, Rodi"},{"last_name":"Gebauer","full_name":"Gebauer, Heiko","first_name":"Heiko"}],"date_created":"2019-09-30T07:35:33Z","date_updated":"2022-01-06T06:51:36Z","citation":{"mla":"Eggert, Andreas, et al. <i>Service Growth by Acquisition – An Event Study</i>. 2019.","bibtex":"@article{Eggert_Boehm_Akalan_Gebauer_2019, series={9th BMM-EMAC Biennial International Conference on Business Market Management}, title={Service Growth by Acquisition – An Event Study}, author={Eggert, Andreas and Boehm, Eva and Akalan, Rodi and Gebauer, Heiko}, year={2019}, collection={9th BMM-EMAC Biennial International Conference on Business Market Management} }","short":"A. Eggert, E. Boehm, R. Akalan, H. Gebauer, (2019).","apa":"Eggert, A., Boehm, E., Akalan, R., &#38; Gebauer, H. (2019). Service Growth by Acquisition – An Event Study.","ieee":"A. Eggert, E. Boehm, R. Akalan, and H. Gebauer, “Service Growth by Acquisition – An Event Study.” 2019.","chicago":"Eggert, Andreas, Eva Boehm, Rodi Akalan, and Heiko Gebauer. “Service Growth by Acquisition – An Event Study.” 9th BMM-EMAC Biennial International Conference on Business Market Management, 2019.","ama":"Eggert A, Boehm E, Akalan R, Gebauer H. Service Growth by Acquisition – An Event Study. 2019."},"year":"2019","language":[{"iso":"eng"}],"user_id":"57352","series_title":"9th BMM-EMAC Biennial International Conference on Business Market Management","department":[{"_id":"19"},{"_id":"180"}],"_id":"13456","status":"public","type":"conference"}]