TY - THES AU - Kaimann, Daniel ID - 440 TI - Decision Making under Asymmetric Information in Markets for Experience Goods: Empirical Evidence of Signaling Effects on Consumer Perceptions ER - TY - GEN AU - Fahr, Rene AU - Janssen, Elmar A. AU - Sureth-Sloane, Caren ID - 5036 TI - Can Tax Rate Increases Foster Investment Under Entry and Exit Flexibility? - Insights from an Economic Experiment VL - 166 ER - TY - GEN AU - Fahr, Rene ID - 5142 T2 - Theologie und Glaube TI - Vom Wollen und Können ethischen Entscheidens VL - 104 ER - TY - BOOK AU - Fahr, Rene ID - 5147 TI - Verantwortungsvolles Handeln in Unternehmen. Die Rolle von kognitiven Verzerrungen und Selbsttäuschung bei ethischen Entscheidungen ER - TY - CHAP AU - Akkerman, Agnes AU - Torenvlied, Ren{\'e} AU - Lehr, Alex AU - Thommes, Kirsten ID - 5164 T2 - Social conflict within and between groups TI - Contagious conflict: spill-over effects of labor conflict between and within organizations ER - TY - BOOK AU - Thommes, Kirsten AU - Walgenbach, Peter AU - Oertel, Simon ID - 5167 TI - Die Rechte von Arbeitnehmervertretern in Ost- und Westeuropa - Einheitseuropa oder Zweiklassengesellschaft? ER - TY - JOUR AU - Zapkau, F B AU - Schwens, C AU - Kabst, Rüdiger ID - 5444 JF - Journal of Small Business Management. TI - The Role of prior Entrepreneurial Exposure in the Entrepreneurial Process: A Review and Future Research Implications. ER - TY - JOUR AU - Vogt, S AU - Förster, B AU - Kabst, Rüdiger ID - 5460 IS - 3 JF - International Journal of Public Administration in the Digital Age. TI - Social media and e-participation: Challenges of social media for managing public projects. VL - 1 ER - TY - JOUR AU - Zapkau, F B AU - Schwens, C AU - Kabst, Rüdiger ID - 5461 IS - 3 JF - Journal of Small Business Management (JSBM). TI - Foreign Direct Investments and domestic employment of German SMEs: The moderating effect of owner-management. VL - 52 ER - TY - JOUR AU - Isidor, R AU - Steinmetz, Holger AU - Schwens, C AU - Kabst, Rüdiger ID - 5462 IS - 2 JF - International Journal of Strategic Business Alliances. TI - Linking Transaction Cost and Social Exchange Theory to Explain Strategic Alliance Performance: A Meta-Analytic Structural Equation Model. VL - 3 ER - TY - JOUR AU - Strohmeier, S AU - Kabst, Rüdiger ID - 5463 IS - 4 JF - Employee Relations. TI - Configurations of e-HRM - An Empirical Exploration. VL - 36 ER - TY - JOUR AU - Schnedler, Wendelin AU - Vanberg, Christoph ID - 5778 JF - European Economic Review TI - Playing hard to get: an economic rationale for crowding out of intrinsically motivated behavior ER - TY - CONF AU - Eggert, A. AU - Münkhoff, Eva AU - Thiesbrummel, C. ID - 46695 T2 - 43rd EMAC Annual Conference, Valencia TI - Service transition: A viable option for manufacturing companies with declining financial performance? ER - TY - CONF AU - Kanuri, V. AU - Münkhoff, Eva AU - Scheer, L. K. ID - 46692 T2 - ISBM 2014 Academic Conference, San Francisco, CA TI - Service transition versus service infusion: Different pathways to success for service-oriented manufacturers? ER - TY - CONF AU - Münkhoff, Eva AU - Eggert, A. AU - Terho, H. AU - Haas, A. AU - Ulaga, W. ID - 46693 T2 - ISBM 2014 Academic Conference, San Francisco, CA TI - Salespersons’ solution crafting capability: A knowledge-based perspective ER - TY - CONF AU - Eggert, A. AU - Haas, A. AU - Terho, H. AU - Ulaga, W. AU - Münkhoff, Eva ID - 46694 T2 - ISBM 2014 Academic Conference, San Francisco, CA TI - Selling value in business markets: Why a powerful idea often fails ER - TY - JOUR AB - 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. AU - Eggert, Andreas AU - Hogreve, Jens AU - Ulaga, Wolfgang AU - Münkhoff, Eva ID - 41341 IS - 1 JF - Journal of Service Research KW - Organizational Behavior and Human Resource Management KW - Sociology and Political Science KW - Information Systems SN - 1094-6705 TI - Revenue and Profit Implications of Industrial Service Strategies VL - 17 ER - TY - JOUR AU - Schneider, Martin AU - Eggert, Andreas ID - 4958 IS - 1 JF - Journal of Business Market Management TI - Embracing complex causality with the QCA method: An invitation ER - TY - JOUR AU - Wozny, Caroline AU - Schneider, Martin ID - 4957 IS - 2 JF - Socio-Economic Review TI - A matter of degree: the continuing training gap for women in Europe ER - TY - BOOK AU - Steinhoff, Lena ID - 45719 TI - Loyalitätswirkung des geschenkten bevorzugten Kundenstatus – Eine theoretische und empirisch-experimentelle Analyse ER - TY - CHAP AU - Eggert, A. AU - Garnefeld, I. AU - Steinhoff, Lena ED - Geyer-Schulz, A. ED - Meyer-Waarden, L. ID - 45735 T2 - Customer & Service Systems, Special Issue: Customer Empowerment, 1 (1) TI - How Profound Is the Allure of Endowed Status in Hierarchical Loyalty Programs? ER - TY - CHAP AU - Steinhoff, Lena AU - Palmatier, R. W. ED - Geyer-Schulz, A. ED - Meyer-Waarden, L. ID - 45736 T2 - Customer & Service Systems, Special Issue: Customer Empowerment, 1 (1) TI - Three Perspectives for Making Loyalty Programs More Effective ER - TY - GEN AU - Henderson, C. M. AU - Steinhoff, Lena AU - Palmatier, R. W. ID - 45755 TI - Consequences of Customer Engagement: How Customer Engagement Alters the Effects of Habit-, Dependence-, and Relationship-Based Intrinsic Loyalty, Marketing Science Institute (MSI) Working Paper Series. ER - TY - GEN AU - Oertel, Simon AU - Thommes, Kirsten AU - Walgenbach, Peter ED - Atinc, Guclu ID - 21133 SN - 0065-0668 T2 - Academy of Management Annual Meeting Proceedings TI - Born in the GDR: Imprinting, Structural Inertia and the Survival Chances of Organizations ER - TY - CONF AU - Eggert, A AU - Thiesbrummel, C AU - Deutscher, C ID - 7732 T2 - Proceedings of the 20th International Product Development Management Conference TI - Can service innovations substitute or complement product innovations? The case of German industrial firms ER - TY - CONF AU - Eggert, A AU - Ulaga, W AU - Steiner, M AU - Backhaus, K ID - 7733 T2 - Proceedings of the 42nd European Marketing Academy (EMAC) Conference TI - Increasing Customers' Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats ER - TY - CONF AU - Garnefeld, I AU - Münkhoff, E AU - Raum, K ID - 7734 T2 - Proceedings of the 42nd European Marketing Academy (EMAC) Conference TI - Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice? ER - TY - CONF AU - Münkhoff, E AU - Garnefeld, I AU - Bruns, A ID - 7735 T2 - roceedings of the 42nd European Marketing Academy (EMAC) Conference TI - How to prolong a sales promotion – Ex-post time extension versus reframing ER - TY - CONF AU - Posner , T AU - Garnefeld, I AU - Eggert, A ID - 7736 T2 - Proceedings of the 42nd European Marketing Academy (EMAC) Conference TI - Creating Emotional Brand Attachment through the Salesperson's Brand-Consistent Behavior ER - TY - CONF AU - Steinhoff, L AU - Palmatier, R. W ID - 7737 T2 - Proceedings of the 42nd European Marketing Academy (EMAC) Conference TI - The Effect of Loyalty Programs on Target and Bystander Customers: A Customer Portfolio Perspective on Loyalty Program Performance ER - TY - CONF AU - Eggert, A AU - Thiesbrummel, C AU - Deutscher, C ID - 7738 T2 - 2013 AMA Winter Marketing Educators' Proceedings TI - Exploring differential effects of product and service innovations on industrial firms’ financial performance ER - TY - JOUR AB - Smart interactive services, in contrast with other technology-based services, require significant human-to-human interaction and collaboration in addition to the service provided by the embedded technology itself. 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. AU - Wünderlich, Nancy AU - Wangenheim, Florian V AU - Bitner, Mary Jo ID - 5715 IS - 1 JF - Journal of Service Research KW - service technology KW - technology-mediated service KW - service counterpart KW - smart service KW - remote service KW - technology adoption TI - High Tech and High Touch: A Framework for Understanding User Attitudes and Behaviors Related to Smart Interactive Services. VL - 16 ER - TY - JOUR AU - Kabst, Rüdiger AU - Wehner, M C ID - 6101 IS - 4 JF - PERSONALquartely TI - Editorial: Internationales Personalmanagement: Den kulturellen Kontext gestalten VL - 65 ER - TY - CHAP AU - Weber, P AU - Kabst, Rüdiger ED - Hill, Hermann ID - 6147 T2 - Verwaltungskommunikation - Wissenschaftliche Analyse und praktische Beispiele TI - Unterstützung von Kommunalverwaltung bei Bürgerbeteiligung ER - TY - CONF AU - Weber, H AU - Wehner, M AU - Kabst, Rüdiger ID - 6271 TI - Institutional Determinants of Work-Family Practices: An International Comparative Examination. ER - TY - CONF AU - Golubovic, S AU - Wehner, M AU - Baum, M AU - Kabst, Rüdiger ID - 6272 TI - HR-Praktiken und Innovation: Wie können Wissens- und Technologievorsprünge im Unternehmen generiert werden? ER - TY - CONF AU - Isidor, R AU - Wehner, M AU - Li, C AU - Kabst, Rüdiger ID - 6274 TI - Institutional Pressures and Interorganizational Imitation: A Quasilongitudinal Analyses of Temporary Work in the UK and Germany ER - TY - JOUR AB - 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). We find that both effects are statistically significant and economically relevant with the latter being more important in quantitative terms than the former. AU - Frick, Bernd AU - Simmons, Robert ID - 480 IS - 2 JF - Journal of Business Economics TI - The Impact of Individual and Collective Reputation on Wine Prices: Empirical Evidence from the Mosel Valley VL - 83 ER - TY - JOUR AU - Garnefeld, Ina AU - Eggert, Andreas AU - Helm, Sabrina V AU - Tax, Stephen S ID - 4851 IS - 4 JF - Journal of Marketing TI - Growing existing customers' revenue streams through customer referral programs ER - TY - JOUR AU - Haas, Alexander AU - Eggert, Andreas AU - Terho, Harri AU - Ulaga, Wolfgang ID - 4852 IS - 4 JF - Marketing Review St. Gallen TI - Erfolgsfaktor Value-Based Selling—Verkaufen, wenn Kundenorientierung nicht zum Erfolg führt ER - TY - JOUR AU - St{\, Susi AU - Fahr, Rene ID - 4880 IS - 19 JF - Applied Economics TI - Individual determinants of work attendance: Evidence on the role of personality ER - TY - BOOK AU - Zimmermann, Klaus F AU - Bauer, Thomas K AU - Bonin, Holger AU - Fahr, Rene AU - Hinte, Holger ID - 4911 TI - Arbeitskräftebedarf bei hoher Arbeitslosigkeit: ein ökonomisches Zuwanderungskonzept für Deutschland ER - TY - GEN AU - Mir Djawadi, Behnud AU - Fahr, Rene ID - 4915 TI - The impact of risk perception and risk attitudes on corrupt behavior: Evidence from a petty corruption experiment ER - TY - CONF AU - Oertel, Simon AU - Thommes, Kirsten AU - Walgenbach, Peter ID - 4991 IS - 1 T2 - Academy of Management Proceedings TI - Born in the GDR: Imprinting, Structural Inertia and the Survival Chances of Organizations ER - TY - CONF AU - Thommes, Kirsten AU - Akkerman, Agnes AU - Vyrastekova, Jana ID - 4992 IS - 1 T2 - Academy of Management Proceedings TI - The after effects of strikes on team collaboration-experimental evidence ER - TY - JOUR AU - Garnefeld, Ina AU - Steinhoff, Lena ID - 7429 IS - 1 JF - Journal of Service Management TI - Primacy versus Recency Effects in Extended Service Encounters VL - 24 ER - TY - BOOK ED - Münkhoff, Eva ID - 7437 TI - Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen – Eine latente Wachstumskurvenanalyse ER - TY - JOUR AU - Bauhoff, Frauke AU - Schneider, Martin ID - 3979 JF - Industrielle Beziehungen/The German Journal of Industrial Relations TI - „Sekretärin des Vorstandes“ gesucht: Stellenanzeigen und die expressive Funktion des AGG ER - TY - JOUR AU - Baum, M AU - Schwens, C AU - Kabst, Rüdiger ID - 5464 IS - 5 JF - International Small Business Journal (ISBJ). TI - International as Opposed to Domestic New Venturing: The Moderating Role of Perceived Barriers to Internationalization. VL - 31 ER - TY - JOUR AU - Baum, M AU - Kabst, Rüdiger ID - 5465 IS - 7 JF - International Journal of Human Resource Management (IJHRM). TI - Conjoint implications on job preferences: The moderating role of involvement. VL - 24 ER -