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 -