TY - JOUR AU - Tuisku, Outi AU - Johansson-Pajala, Rose-Marie AU - Hoppe, Julia Amelie AU - Pekkarinen, Satu AU - Hennala, Lea AU - Thommes, Kirsten AU - Gustafsson, Christine AU - Melkas, Helinä ID - 51210 IS - 6 JF - Behaviour & Information Technology KW - Human-Computer Interaction KW - General Social Sciences KW - Arts and Humanities (miscellaneous) KW - Developmental and Educational Psychology SN - 0144-929X TI - Assistant nurses and orientation to care robot use in three European countries VL - 42 ER - TY - THES AU - van Straaten, Dirk ID - 24886 TI - Inferring Quality with Reputation Systems - Experimental Evidence on Elicitation Mechanisms and Aggregation Metrics ER - TY - CHAP AU - Krebs, Benjamin AU - Wehner, Marius Claus ED - Tarique, Ibraiz ID - 24371 T2 - The Routledge companion to talent management TI - The relationship between talent management and individual and organizational performance ER - TY - JOUR AU - Beverungen, Daniel AU - Kundisch, Dennis AU - Wünderlich, Nancy ID - 17860 IS - 4 JF - Journal of Service Management TI - Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers VL - 32 ER - TY - JOUR AU - Kaimann, Daniel AU - Tanneberg, Ilka AU - Cox, Joe ID - 21289 IS - 1 JF - Managerial and Decision Economics SN - 0143-6570 TI - “I will survive”: Online streaming and the chart survival of music tracks VL - 42 ER - TY - CONF AU - Harrmann, L. AU - Böhm, Eva AU - Eggert, A. ID - 46670 T2 - 2021 AMA Winter Academic Conference TI - Exploring the paths towards service growth in manufacturing companies ER - TY - JOUR AB - 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. AU - Salonen, Anna AU - Terho, Harri AU - Böhm, Eva AU - Virtanen, Ari AU - Rajala, Risto ID - 41338 IS - 1 JF - Journal of the Academy of Marketing Science KW - Marketing KW - Economics and Econometrics KW - Business and International Management SN - 0092-0703 TI - Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions VL - 49 ER - TY - JOUR AB - 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. AU - Garnefeld, Ina AU - Krah, Tabea AU - Böhm, Eva AU - Gremler, Dwayne D. ID - 41337 IS - 4 JF - Journal of the Academy of Marketing Science KW - Marketing KW - Economics and Econometrics KW - Business and International Management SN - 0092-0703 TI - Online reviews generated through product testing: can more favorable reviews be enticed with free products? VL - 49 ER - TY - JOUR AU - Schaefers, Tobias AU - Ruffer, Stefan AU - Böhm, Eva ID - 46635 JF - Industrial Marketing Management KW - Marketing SN - 0019-8501 TI - Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration VL - 93 ER - TY - CHAP AU - Wach, Bernhard AU - Krebs, Benjamin AU - Kabst, Rüdiger ED - Schwuchow, K. ED - Gutmann, J. ID - 24375 T2 - HR-Trends 2021 TI - HR-Manager als Intrapreneure ER -