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Salespersons’ solution crafting capability: A knowledge-based perspective. In: <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ; 2014.","bibtex":"@inproceedings{Münkhoff_Eggert_Terho_Haas_Ulaga_2014, title={Salespersons’ solution crafting capability: A knowledge-based perspective}, booktitle={ISBM 2014 Academic Conference, San Francisco, CA}, author={Münkhoff, Eva and Eggert, A. and Terho, H. and Haas, A. and Ulaga, W.}, year={2014} }","apa":"Münkhoff, E., Eggert, A., Terho, H., Haas, A., &#38; Ulaga, W. (2014). Salespersons’ solution crafting capability: A knowledge-based perspective. <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ISBM 2014 Academic Conference, San Francisco, CA.","ieee":"E. Münkhoff, A. Eggert, H. Terho, A. Haas, and W. Ulaga, “Salespersons’ solution crafting capability: A knowledge-based perspective,” presented at the ISBM 2014 Academic Conference, San Francisco, CA, 2014.","chicago":"Münkhoff, Eva, A. Eggert, H. Terho, A. Haas, and W. Ulaga. “Salespersons’ Solution Crafting Capability: A Knowledge-Based Perspective.” In <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014.","short":"E. Münkhoff, A. Eggert, H. Terho, A. Haas, W. Ulaga, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014."}},{"publication_status":"published","date_updated":"2023-08-25T10:11:35Z","status":"public","year":"2014","title":"Selling value in business markets: Why a powerful idea often fails","author":[{"last_name":"Eggert","first_name":"A.","full_name":"Eggert, A."},{"full_name":"Haas, A.","first_name":"A.","last_name":"Haas"},{"full_name":"Terho, H.","first_name":"H.","last_name":"Terho"},{"last_name":"Ulaga","first_name":"W.","full_name":"Ulaga, W."},{"last_name":"Münkhoff","orcid":"0000-0001-6053-1012","first_name":"Eva","full_name":"Münkhoff, Eva","id":"3043"}],"conference":{"name":"ISBM 2014 Academic Conference","location":"San Francisco, CA"},"user_id":"49063","language":[{"iso":"eng"}],"_id":"46694","publication":"ISBM 2014 Academic Conference, San Francisco, CA","citation":{"short":"A. Eggert, A. Haas, H. Terho, W. Ulaga, E. 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Revenue and Profit Implications of Industrial Service Strategies. <i>Journal of Service Research</i>, <i>17</i>(1), 23–39. <a href=\"https://doi.org/10.1177/1094670513485823\">https://doi.org/10.1177/1094670513485823</a>","ieee":"A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Revenue and Profit Implications of Industrial Service Strategies,” <i>Journal of Service Research</i>, vol. 17, no. 1, pp. 23–39, 2014, doi: <a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>.","short":"A. Eggert, J. Hogreve, W. Ulaga, E. 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Revenue and Profit Implications of Industrial Service Strategies. <i>Journal of Service Research</i>. 2014;17(1):23-39. doi:<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>","bibtex":"@article{Eggert_Hogreve_Ulaga_Münkhoff_2014, title={Revenue and Profit Implications of Industrial Service Strategies}, volume={17}, DOI={<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>}, number={1}, journal={Journal of Service Research}, publisher={SAGE Publications}, author={Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Münkhoff, Eva}, year={2014}, pages={23–39} }"},"status":"public","_id":"41341","publisher":"SAGE Publications","page":"23-39","volume":17,"user_id":"49063","publication":"Journal of Service Research","issue":"1","abstract":[{"lang":"eng","text":"<jats:p> 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. </jats:p>"}],"date_created":"2023-02-01T08:31:19Z","department":[{"_id":"785"}],"type":"journal_article","keyword":["Organizational Behavior and Human Resource Management","Sociology and Political Science","Information Systems"],"author":[{"last_name":"Eggert","first_name":"Andreas","full_name":"Eggert, Andreas"},{"full_name":"Hogreve, Jens","last_name":"Hogreve","first_name":"Jens"},{"full_name":"Ulaga, Wolfgang","first_name":"Wolfgang","last_name":"Ulaga"},{"full_name":"Münkhoff, Eva","last_name":"Münkhoff","orcid":"0000-0001-6053-1012","first_name":"Eva","id":"3043"}],"publication_identifier":{"issn":["1094-6705","1552-7379"]},"year":"2014","title":"Revenue and Profit Implications of Industrial Service Strategies","intvolume":"        17","date_updated":"2023-09-01T10:08:03Z","publication_status":"published","language":[{"iso":"eng"}],"doi":"10.1177/1094670513485823"},{"citation":{"ama":"Fahr R, Janssen EA, Sureth-Sloane C. <i>Can Tax Rate Changes Accelerate Investment Under Entry and Exit Flexibility? - Insights from an Economic Experiment</i>. 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The authors’ foundational Delphi study confirms smart interactive services (e.g., remote diagnosis, remote repair of equipment, and telemedicine) are a rapidly growing innovation category across industries. Yet, gaining user acceptance of these types of services presents a significant challenge for managers. To address this challenge, the authors employ a grounded theory approach, drawing on depth interviews, to develop a framework of barriers and facilitators to users’ attitudinal and behavioral responses to smart interactive services. The findings reveal a new set of beliefs that are critical in this context. These beliefs are tied to the human element and specifically pertain to beliefs about the “service counterpart (SC),” who is the provider’s employee controlling the technology. Control, trustworthiness, and collaboration beliefs emerge jointly as important and interrelated influencers tied to the SC. Contrary to conventional wisdom that focuses on features of the technology itself to gain user acceptance, this research encourages providers to emphasize the interpersonal elements of the service by providing control cues, raising social presence, and enhancing human trust mechanisms."}],"date_created":"2018-11-16T09:31:00Z","department":[{"_id":"181"}],"type":"journal_article","keyword":["service technology","technology-mediated service","service counterpart","smart service","remote service","technology adoption"],"author":[{"id":"36392","full_name":"Wünderlich, Nancy","first_name":"Nancy","last_name":"Wünderlich"},{"first_name":"Florian V","last_name":"Wangenheim","full_name":"Wangenheim, Florian V"},{"last_name":"Bitner","first_name":"Mary Jo","full_name":"Bitner, Mary Jo"}],"year":"2013","title":"High Tech and High Touch: A Framework for Understanding User Attitudes and Behaviors Related to Smart Interactive Services.","intvolume":"        16","article_type":"original","date_updated":"2022-01-06T07:02:37Z","publication_status":"published","language":[{"iso":"eng"}]},{"date_updated":"2022-01-06T07:02:53Z","intvolume":"        65","year":"2013","status":"public","title":"Editorial: Internationales Personalmanagement: Den kulturellen Kontext gestalten","author":[{"full_name":"Kabst, Rüdiger","first_name":"Rüdiger","last_name":"Kabst","id":"42362"},{"first_name":"M C","last_name":"Wehner","full_name":"Wehner, M C"}],"user_id":"46632","volume":65,"page":"34-39","language":[{"iso":"eng"}],"_id":"6101","issue":"4","publication":"PERSONALquartely","citation":{"mla":"Kabst, Rüdiger, and M. 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Baden-Baden: Nomos.","bibtex":"@inbook{Weber_Kabst_2013, place={Baden-Baden}, title={Unterstützung von Kommunalverwaltung bei Bürgerbeteiligung}, booktitle={Verwaltungskommunikation - Wissenschaftliche Analyse und praktische Beispiele}, publisher={Nomos}, author={Weber, P and Kabst, Rüdiger}, editor={Hill, HermannEditor}, year={2013}, pages={145–152} }","ama":"Weber P, Kabst R. Unterstützung von Kommunalverwaltung bei Bürgerbeteiligung. In: Hill H, ed. <i>Verwaltungskommunikation - Wissenschaftliche Analyse Und Praktische Beispiele</i>. Baden-Baden: Nomos; 2013:145-152.","short":"P. Weber, R. Kabst, in: H. Hill (Ed.), Verwaltungskommunikation - Wissenschaftliche Analyse Und Praktische Beispiele, Nomos, Baden-Baden, 2013, pp. 145–152.","chicago":"Weber, P, and Rüdiger Kabst. “Unterstützung von Kommunalverwaltung Bei Bürgerbeteiligung.” In <i>Verwaltungskommunikation - Wissenschaftliche Analyse Und Praktische Beispiele</i>, edited by Hermann Hill, 145–52. 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The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley. <i>Journal of Business Economics</i>, <i>83</i>(2), 101–119. <a href=\"https://doi.org/10.1007/s11573-013-0652-x\">https://doi.org/10.1007/s11573-013-0652-x</a>","ieee":"B. Frick and R. Simmons, “The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley,” <i>Journal of Business Economics</i>, vol. 83, no. 2, pp. 101–119, 2013.","short":"B. Frick, R. Simmons, Journal of Business Economics 83 (2013) 101–119.","ama":"Frick B, Simmons R. The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley. <i>Journal of Business Economics</i>. 2013;83(2):101-119. doi:<a href=\"https://doi.org/10.1007/s11573-013-0652-x\">10.1007/s11573-013-0652-x</a>","chicago":"Frick, Bernd, and Robert Simmons. “The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley.” <i>Journal of Business Economics</i> 83, no. 2 (2013): 101–19. <a href=\"https://doi.org/10.1007/s11573-013-0652-x\">https://doi.org/10.1007/s11573-013-0652-x</a>.","bibtex":"@article{Frick_Simmons_2013, title={The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley}, volume={83}, DOI={<a href=\"https://doi.org/10.1007/s11573-013-0652-x\">10.1007/s11573-013-0652-x</a>}, number={2}, journal={Journal of Business Economics}, publisher={Springer}, author={Frick, Bernd and Simmons, Robert}, year={2013}, pages={101–119} }"},"file_date_updated":"2018-03-15T14:02:36Z","project":[{"name":"SFB 901","_id":"1"},{"_id":"7","name":"SFB 901 - Subprojekt A3"},{"_id":"8","name":"SFB 901 - Subproject A4"},{"name":"SFB 901 - Project Area A","_id":"2"}],"status":"public","has_accepted_license":"1","_id":"480","publisher":"Springer","page":"101-119","volume":83,"ddc":["040"],"user_id":"477","issue":"2","publication":"Journal of Business Economics","abstract":[{"text":"Although of considerable practical importance, the separate impact of individual and collective reputation on firm performance (e.g. product prices) has not yet been convincingly demonstrated. We use a sample of some 70 different wineries offering more than 1,300 different Riesling wines from the Mosel valley to isolate the returns to individual reputation (measured by expert ratings in a highly respected wine guide) from the returns to collective reputation (measured by membership in two different professional associations where members are assumed to monitor each other very closely). 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V., &#38; Tax, S. S. (2013). Growing existing customers’ revenue streams through customer referral programs. <i>Journal of Marketing</i>, (4), 17--32.","ieee":"I. Garnefeld, A. Eggert, S. V. Helm, and S. S. Tax, “Growing existing customers’ revenue streams through customer referral programs,” <i>Journal of Marketing</i>, no. 4, pp. 17--32, 2013.","short":"I. Garnefeld, A. Eggert, S.V. Helm, S.S. Tax, Journal of Marketing (2013) 17--32.","chicago":"Garnefeld, Ina, Andreas Eggert, Sabrina V Helm, and Stephen S Tax. “Growing Existing Customers’ Revenue Streams through Customer Referral Programs.” <i>Journal of Marketing</i>, no. 4 (2013): 17--32.","mla":"Garnefeld, Ina, et al. “Growing Existing Customers’ Revenue Streams through Customer Referral Programs.” <i>Journal of Marketing</i>, no. 4, 2013, pp. 17--32.","ama":"Garnefeld I, Eggert A, Helm SV, Tax SS. Growing existing customers’ revenue streams through customer referral programs. <i>Journal of Marketing</i>. 2013;(4):17--32.","bibtex":"@article{Garnefeld_Eggert_Helm_Tax_2013, title={Growing existing customers’ revenue streams through customer referral programs}, number={4}, journal={Journal of Marketing}, author={Garnefeld, Ina and Eggert, Andreas and Helm, Sabrina V and Tax, Stephen S}, year={2013}, pages={17--32} }"},"type":"journal_article","department":[{"_id":"180"}],"date_created":"2018-10-25T09:39:22Z","date_updated":"2022-01-06T07:01:27Z","status":"public","year":"2013","title":"Growing existing customers' revenue streams through customer referral programs","author":[{"first_name":"Ina","last_name":"Garnefeld","full_name":"Garnefeld, Ina"},{"first_name":"Andreas","last_name":"Eggert","full_name":"Eggert, Andreas"},{"first_name":"Sabrina V","last_name":"Helm","full_name":"Helm, Sabrina V"},{"full_name":"Tax, Stephen S","last_name":"Tax","first_name":"Stephen S"}],"user_id":"57352","page":"17--32","_id":"4851"}]