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Universität Paderborn, 2021.","bibtex":"@book{N._2021, title={Preissetzungsstrategien für Neuprodukte}, publisher={Universität Paderborn}, author={N., N.}, year={2021} }","ama":"N. N. <i>Preissetzungsstrategien für Neuprodukte</i>. Universität Paderborn; 2021.","ieee":"N. N., <i>Preissetzungsstrategien für Neuprodukte</i>. Universität Paderborn, 2021.","apa":"N., N. (2021). <i>Preissetzungsstrategien für Neuprodukte</i>. Universität Paderborn.","chicago":"N., N. <i>Preissetzungsstrategien für Neuprodukte</i>. Universität Paderborn, 2021.","short":"N. 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Universität Paderborn, 2021.","bibtex":"@book{N._2021, title={Co-opetition in Two-Sided Markets}, publisher={Universität Paderborn}, author={N., N.}, year={2021} }","ama":"N. N. <i>Co-Opetition in Two-Sided Markets</i>. Universität Paderborn; 2021.","ieee":"N. N., <i>Co-opetition in Two-Sided Markets</i>. Universität Paderborn, 2021.","apa":"N., N. (2021). <i>Co-opetition in Two-Sided Markets</i>. Universität Paderborn.","short":"N. N., Co-Opetition in Two-Sided Markets, Universität Paderborn, 2021.","chicago":"N., N. <i>Co-Opetition in Two-Sided Markets</i>. 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(2021). <i>Revenue Sharing Contracts: Horizontale Koordination in der E-Commerce-Logistik</i>. Universität Paderborn.","ieee":"N. N., <i>Revenue Sharing Contracts: Horizontale Koordination in der E-Commerce-Logistik</i>. Universität Paderborn, 2021.","ama":"N. N. <i>Revenue Sharing Contracts: Horizontale Koordination in Der E-Commerce-Logistik</i>. Universität Paderborn; 2021.","bibtex":"@book{N._2021, title={Revenue Sharing Contracts: Horizontale Koordination in der E-Commerce-Logistik}, publisher={Universität Paderborn}, author={N., N.}, year={2021} }","mla":"N., N. <i>Revenue Sharing Contracts: Horizontale Koordination in Der E-Commerce-Logistik</i>. Universität Paderborn, 2021."},"supervisor":[{"id":"20801","last_name":"Haake","first_name":"Claus-Jochen","full_name":"Haake, Claus-Jochen"}],"project":[{"name":"SFB 901: SFB 901","_id":"1"},{"_id":"2","name":"SFB 901 - A: SFB 901 - Project Area A"},{"_id":"7","name":"SFB 901 - A3: SFB 901 - Subproject A3"}],"date_created":"2023-02-22T11:16:49Z","department":[{"_id":"204"},{"_id":"205"},{"_id":"475"},{"_id":"200"}],"type":"mastersthesis"},{"citation":{"mla":"Szopinski, Daniel. <i>Essays on Modeling Languages and Software Tools for Business Model Innovation: Theory and Empirical Evidence</i>. 2021, doi:<a href=\"https://doi.org/10.17619/UNIPB/1-1647 \">10.17619/UNIPB/1-1647 </a>.","bibtex":"@book{Szopinski_2021, title={Essays on Modeling Languages and Software Tools for Business Model Innovation: Theory and Empirical Evidence}, DOI={<a href=\"https://doi.org/10.17619/UNIPB/1-1647 \">10.17619/UNIPB/1-1647 </a>}, author={Szopinski, Daniel}, year={2021} }","ama":"Szopinski D. <i>Essays on Modeling Languages and Software Tools for Business Model Innovation: Theory and Empirical Evidence</i>.; 2021. doi:<a href=\"https://doi.org/10.17619/UNIPB/1-1647 \">10.17619/UNIPB/1-1647 </a>","ieee":"D. 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Szopinski, Essays on Modeling Languages and Software Tools for Business Model Innovation: Theory and Empirical Evidence, 2021.","chicago":"Szopinski, Daniel. <i>Essays on Modeling Languages and Software Tools for Business Model Innovation: Theory and Empirical Evidence</i>, 2021. <a href=\"https://doi.org/10.17619/UNIPB/1-1647 \">https://doi.org/10.17619/UNIPB/1-1647 </a>."},"supervisor":[{"first_name":"Dennis","last_name":"Kundisch","full_name":"Kundisch, Dennis"}],"project":[{"_id":"1","grant_number":"160364472","name":"SFB 901"},{"name":"SFB 901 - Project Area C","_id":"4"},{"_id":"17","name":"SFB 901 - Subproject C5"}],"date_created":"2021-09-22T12:24:00Z","department":[{"_id":"276"}],"type":"dissertation","author":[{"last_name":"Szopinski","first_name":"Daniel","full_name":"Szopinski, Daniel"}],"year":"2021","status":"public","title":"Essays on Modeling Languages and Software Tools for Business Model Innovation: Theory and Empirical Evidence","date_updated":"2023-06-27T05:15:21Z","_id":"24884","language":[{"iso":"eng"}],"user_id":"15504","doi":"10.17619/UNIPB/1-1647 "},{"project":[{"name":"SFB 901 - A3: SFB 901 - Der Markt für Services: Anreize, Algorithmen, Implementation (Subproject A3)","_id":"7","grant_number":"160364472"},{"grant_number":"160364472","_id":"1","name":"SFB 901: SFB 901: On-The-Fly Computing - Individualisierte IT-Dienstleistungen in dynamischen Märkten "},{"_id":"2","name":"SFB 901 - A: SFB 901 - Project Area A"}],"quality_controlled":"1","citation":{"mla":"Hoof, Simon. “Dynamic Monopolistic Competition.” <i>Journal of Optimization Theory and Applications</i>, vol. 189, no. 2, Springer, 2021.","bibtex":"@article{Hoof_2021, title={Dynamic Monopolistic Competition}, volume={189}, number={2}, journal={Journal of Optimization Theory and Applications}, publisher={Springer}, author={Hoof, Simon}, year={2021} }","ama":"Hoof S. Dynamic Monopolistic Competition. <i>Journal of Optimization Theory and Applications</i>. 2021;189(2).","ieee":"S. Hoof, “Dynamic Monopolistic Competition,” <i>Journal of Optimization Theory and Applications</i>, vol. 189, no. 2, 2021.","apa":"Hoof, S. (2021). Dynamic Monopolistic Competition. <i>Journal of Optimization Theory and Applications</i>, <i>189</i>(2).","short":"S. Hoof, Journal of Optimization Theory and Applications 189 (2021).","chicago":"Hoof, Simon. “Dynamic Monopolistic Competition.” <i>Journal of Optimization Theory and Applications</i> 189, no. 2 (2021)."},"status":"public","volume":189,"user_id":"477","publisher":"Springer","_id":"45640","abstract":[{"lang":"eng","text":"I study a dynamic variant of the Dixit–Stiglitz (Am Econ Rev 67(3), 1977) model of monopolistic competition by introducing price stickiness à la Fershtman and Kamien (Econometrica 55(5), 1987). The analysis is restricted to bounded quantity and price paths that fulfill the necessary conditions for an open-loop Nash equilibrium. I show that there exists a symmetric steady state and that its stability depends on the degree of product differentiation. When moving from complements to perfect substitutes, the steady state is either a locally asymptotically unstable (spiral) source, a stable (spiral) sink or a saddle point. I further apply the Hopf bifurcation theorem and prove the existence of limit cycles, when passing from a stable to an unstable steady state. Lastly, I provide a numerical example and show that there exists a stable limit cycle."}],"publication":"Journal of Optimization Theory and Applications","issue":"2","department":[{"_id":"205"},{"_id":"475"}],"type":"journal_article","date_created":"2023-06-15T14:05:25Z","intvolume":"       189","publication_status":"published","date_updated":"2023-07-05T07:23:54Z","author":[{"last_name":"Hoof","first_name":"Simon","full_name":"Hoof, Simon"}],"publication_identifier":{"issn":["1573-2878"]},"title":"Dynamic Monopolistic Competition","year":"2021","language":[{"iso":"eng"}]},{"intvolume":"       117","publication_status":"published","date_updated":"2023-07-18T08:39:13Z","publication_identifier":{"issn":["0172-2875","2366-2433"]},"author":[{"id":"10186","full_name":"Daniel-Söltenfuß, Desiree","first_name":"Desiree","last_name":"Daniel-Söltenfuß"},{"id":"37157","full_name":"Schwabl, Franziska","last_name":"Schwabl","first_name":"Franziska"}],"year":"2021","title":"Selbstreguliertes Lernen im berufsschulischen Übergangssystem","alternative_title":["Zwei Fallbeispiele aus dem Design-Based Research Projekt NeGeL. Two case studies from the design-based research project NeGeL"],"doi":"10.25162/zbw-2021-0019","language":[{"iso":"ger"}],"issue":"3","publication":"Zeitschrift für Berufs- und Wirtschaftspädagogik","department":[{"_id":"33"},{"_id":"208"}],"type":"journal_article","keyword":["Applied Mathematics","General Mathematics"],"date_created":"2023-01-11T09:41:40Z","status":"public","volume":117,"user_id":"37157","_id":"35952","publisher":"Wissenschaftliche Verlagsgesellschaft mbH","page":"431-460","citation":{"bibtex":"@article{Daniel-Söltenfuß_Schwabl_2021, title={Selbstreguliertes Lernen im berufsschulischen Übergangssystem}, volume={117}, DOI={<a href=\"https://doi.org/10.25162/zbw-2021-0019\">10.25162/zbw-2021-0019</a>}, number={3}, journal={Zeitschrift für Berufs- und Wirtschaftspädagogik}, publisher={Wissenschaftliche Verlagsgesellschaft mbH}, author={Daniel-Söltenfuß, Desiree and Schwabl, Franziska}, year={2021}, pages={431–460} }","ama":"Daniel-Söltenfuß D, Schwabl F. Selbstreguliertes Lernen im berufsschulischen Übergangssystem. <i>Zeitschrift für Berufs- und Wirtschaftspädagogik</i>. 2021;117(3):431-460. doi:<a href=\"https://doi.org/10.25162/zbw-2021-0019\">10.25162/zbw-2021-0019</a>","mla":"Daniel-Söltenfuß, Desiree, and Franziska Schwabl. “Selbstreguliertes Lernen im berufsschulischen Übergangssystem.” <i>Zeitschrift für Berufs- und Wirtschaftspädagogik</i>, vol. 117, no. 3, Wissenschaftliche Verlagsgesellschaft mbH, 2021, pp. 431–60, doi:<a href=\"https://doi.org/10.25162/zbw-2021-0019\">10.25162/zbw-2021-0019</a>.","short":"D. Daniel-Söltenfuß, F. Schwabl, Zeitschrift für Berufs- und Wirtschaftspädagogik 117 (2021) 431–460.","chicago":"Daniel-Söltenfuß, Desiree, and Franziska Schwabl. “Selbstreguliertes Lernen im berufsschulischen Übergangssystem.” <i>Zeitschrift für Berufs- und Wirtschaftspädagogik</i> 117, no. 3 (2021): 431–60. <a href=\"https://doi.org/10.25162/zbw-2021-0019\">https://doi.org/10.25162/zbw-2021-0019</a>.","ieee":"D. Daniel-Söltenfuß and F. Schwabl, “Selbstreguliertes Lernen im berufsschulischen Übergangssystem,” <i>Zeitschrift für Berufs- und Wirtschaftspädagogik</i>, vol. 117, no. 3, pp. 431–460, 2021, doi: <a href=\"https://doi.org/10.25162/zbw-2021-0019\">10.25162/zbw-2021-0019</a>.","apa":"Daniel-Söltenfuß, D., &#38; Schwabl, F. (2021). Selbstreguliertes Lernen im berufsschulischen Übergangssystem. <i>Zeitschrift für Berufs- und Wirtschaftspädagogik</i>, <i>117</i>(3), 431–460. <a href=\"https://doi.org/10.25162/zbw-2021-0019\">https://doi.org/10.25162/zbw-2021-0019</a>"}},{"department":[{"_id":"33"},{"_id":"208"}],"type":"journal_article","date_created":"2023-01-11T09:50:35Z","citation":{"chicago":"Schwabl, Franziska, and Desiree Daniel-Söltenfuß. “Selbstreguliertes Lernen Fördern - Lernen Auf Distanz Ermöglichen.” <i>Berufsbildung. Zeitschrift Für Theorie-Praxis-Dialog</i> Heft 187 (2021): 37–39.","short":"F. Schwabl, D. Daniel-Söltenfuß, Berufsbildung. Zeitschrift Für Theorie-Praxis-Dialog Heft 187 (2021) 37–39.","apa":"Schwabl, F., &#38; Daniel-Söltenfuß, D. (2021). Selbstreguliertes Lernen fördern - Lernen auf Distanz ermöglichen. <i>Berufsbildung. Zeitschrift Für Theorie-Praxis-Dialog</i>, <i>Heft 187</i>, 37–39.","ieee":"F. Schwabl and D. Daniel-Söltenfuß, “Selbstreguliertes Lernen fördern - Lernen auf Distanz ermöglichen,” <i>berufsbildung. Zeitschrift für Theorie-Praxis-Dialog</i>, vol. Heft 187, pp. 37–39, 2021.","ama":"Schwabl F, Daniel-Söltenfuß D. Selbstreguliertes Lernen fördern - Lernen auf Distanz ermöglichen. <i>berufsbildung Zeitschrift für Theorie-Praxis-Dialog</i>. 2021;Heft 187:37-39.","bibtex":"@article{Schwabl_Daniel-Söltenfuß_2021, title={Selbstreguliertes Lernen fördern - Lernen auf Distanz ermöglichen}, volume={Heft 187}, journal={berufsbildung. Zeitschrift für Theorie-Praxis-Dialog}, author={Schwabl, Franziska and Daniel-Söltenfuß, Desiree}, year={2021}, pages={37–39} }","mla":"Schwabl, Franziska, and Desiree Daniel-Söltenfuß. “Selbstreguliertes Lernen Fördern - Lernen Auf Distanz Ermöglichen.” <i>Berufsbildung. Zeitschrift Für Theorie-Praxis-Dialog</i>, vol. Heft 187, 2021, pp. 37–39."},"publication":"berufsbildung. Zeitschrift für Theorie-Praxis-Dialog","volume":"Heft 187","user_id":"37157","_id":"35962","language":[{"iso":"eng"}],"page":"37-39","date_updated":"2023-07-18T08:38:31Z","author":[{"last_name":"Schwabl","first_name":"Franziska","full_name":"Schwabl, Franziska","id":"37157"},{"id":"10186","full_name":"Daniel-Söltenfuß, Desiree","last_name":"Daniel-Söltenfuß","first_name":"Desiree"}],"status":"public","title":"Selbstreguliertes Lernen fördern - Lernen auf Distanz ermöglichen","year":"2021"},{"abstract":[{"lang":"eng","text":"Individual cognitive functioning declines over time. We seek to understand how adverse physical health shocks in older ages contribute to this development. By use of event-study methods and data from the USA, England and several countries in Continental Europe we find evidence that health shocks lead to an immediate and persistent decline in cognitive functioning. This robust finding holds in all regions representing different health insurance systems and seems to be independent of underlying individual demographic characteristics such as sex and age. We also ask whether variables that are susceptible to policy action can reduce the negative consequences of a health shock. Our results suggest that neither compulsory education nor retirement regulations moderate the effects, thus emphasizing the importance of maintaining good physical health in old age for cognitive functioning."}],"citation":{"apa":"Schiele, V., &#38; Schmitz, H. (2021). <i>Understanding cognitive decline in older ages: The role of health shocks</i> (Vol. 919). RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen.","mla":"Schiele, Valentin, and Hendrik Schmitz. <i>Understanding Cognitive Decline in Older Ages: The Role of Health Shocks</i>. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021.","ieee":"V. Schiele and H. Schmitz, <i>Understanding cognitive decline in older ages: The role of health shocks</i>, vol. 919. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021.","short":"V. Schiele, H. Schmitz, Understanding Cognitive Decline in Older Ages: The Role of Health Shocks, RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021.","ama":"Schiele V, Schmitz H. <i>Understanding Cognitive Decline in Older Ages: The Role of Health Shocks</i>. Vol 919. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen; 2021.","chicago":"Schiele, Valentin, and Hendrik Schmitz. <i>Understanding Cognitive Decline in Older Ages: The Role of Health Shocks</i>. Vol. 919.  Ruhr Economic Papers. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021.","bibtex":"@book{Schiele_Schmitz_2021, series={ Ruhr Economic Papers}, title={Understanding cognitive decline in older ages: The role of health shocks}, volume={919}, publisher={RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen}, author={Schiele, Valentin and Schmitz, Hendrik}, year={2021}, collection={ Ruhr Economic Papers} }"},"type":"working_paper","keyword":["Cognitive decline","health shocks","retirement","education","event study"],"department":[{"_id":"281"},{"_id":"475"}],"date_created":"2023-08-16T10:47:00Z","date_updated":"2023-08-20T17:53:54Z","intvolume":"       919","year":"2021","status":"public","title":"Understanding cognitive decline in older ages: The role of health shocks","author":[{"full_name":"Schiele, Valentin","first_name":"Valentin","last_name":"Schiele","id":"53779"},{"full_name":"Schmitz, Hendrik","first_name":"Hendrik","last_name":"Schmitz","id":"48879"}],"user_id":"53779","volume":919,"publisher":"RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen","_id":"46540","series_title":" Ruhr Economic Papers","language":[{"iso":"eng"}]},{"_id":"46537","language":[{"iso":"eng"}],"publisher":"RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen","series_title":" Ruhr Economic Papers","volume":918,"user_id":"53779","author":[{"id":"48879","full_name":"Schmitz, Hendrik","last_name":"Schmitz","first_name":"Hendrik"},{"full_name":"Westphal, Matthias","last_name":"Westphal","first_name":"Matthias","id":"64661"}],"year":"2021","status":"public","title":"The dynamic and heterogeneous effects of retirement on cognitive decline","intvolume":"       918","date_updated":"2023-08-20T17:54:49Z","date_created":"2023-08-16T10:02:17Z","department":[{"_id":"281"},{"_id":"475"}],"keyword":["Cognitive abilities","retirement","event study","marginal treatment effects"],"type":"working_paper","citation":{"ieee":"H. Schmitz and M. Westphal, <i>The dynamic and heterogeneous effects of retirement on cognitive decline</i>, vol. 918. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021.","mla":"Schmitz, Hendrik, and Matthias Westphal. <i>The Dynamic and Heterogeneous Effects of Retirement on Cognitive Decline</i>. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021.","apa":"Schmitz, H., &#38; Westphal, M. (2021). <i>The dynamic and heterogeneous effects of retirement on cognitive decline</i> (Vol. 918). RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen.","bibtex":"@book{Schmitz_Westphal_2021, series={ Ruhr Economic Papers}, title={The dynamic and heterogeneous effects of retirement on cognitive decline}, volume={918}, publisher={RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen}, author={Schmitz, Hendrik and Westphal, Matthias}, year={2021}, collection={ Ruhr Economic Papers} }","ama":"Schmitz H, Westphal M. <i>The Dynamic and Heterogeneous Effects of Retirement on Cognitive Decline</i>. Vol 918. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen; 2021.","short":"H. Schmitz, M. Westphal, The Dynamic and Heterogeneous Effects of Retirement on Cognitive Decline, RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021.","chicago":"Schmitz, Hendrik, and Matthias Westphal. <i>The Dynamic and Heterogeneous Effects of Retirement on Cognitive Decline</i>. Vol. 918.  Ruhr Economic Papers. RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen, 2021."},"abstract":[{"lang":"eng","text":"We study effects of retirement on cognitive abilities (up to ten years after retirement) using data from 21 countries in Continental Europe, England, and the US, and exploiting early-retirement thresholds for identification. For this purpose, combines event-study estimations with the marginal treatment effect framework to allow for effect heterogeneity. This helps to decompose event-study estimates into true medium-run effects of retirement and effects driven by differential retirement preferences. Our results suggest considerable negative effects of retirement on cognitive abilities. We also detect substantial effect heterogeneity: Those who retire as early as possible are not affected while those who retire later exhibit negative effects."}]},{"citation":{"apa":"Harrmann, L., Böhm, E., &#38; Eggert, A. (2021). Exploring the paths towards service growth in manufacturing companies. <i>2021 AMA Winter Academic Conference</i>. 2021 AMA Winter Academic Conference.","ieee":"L. Harrmann, E. Böhm, and A. Eggert, “Exploring the paths towards service growth in manufacturing companies,” presented at the 2021 AMA Winter Academic Conference, 2021.","short":"L. Harrmann, E. Böhm, A. Eggert, in: 2021 AMA Winter Academic Conference, 2021.","chicago":"Harrmann, L., Eva Böhm, and A. Eggert. “Exploring the Paths towards Service Growth in Manufacturing Companies.” In <i>2021 AMA Winter Academic Conference</i>, 2021.","mla":"Harrmann, L., et al. “Exploring the Paths towards Service Growth in Manufacturing Companies.” <i>2021 AMA Winter Academic Conference</i>, 2021.","ama":"Harrmann L, Böhm E, Eggert A. Exploring the paths towards service growth in manufacturing companies. In: <i>2021 AMA Winter Academic Conference</i>. ; 2021.","bibtex":"@inproceedings{Harrmann_Böhm_Eggert_2021, title={Exploring the paths towards service growth in manufacturing companies}, booktitle={2021 AMA Winter Academic Conference}, author={Harrmann, L. and Böhm, Eva and Eggert, A.}, year={2021} }"},"publication":"2021 AMA Winter Academic Conference","date_created":"2023-08-25T07:34:06Z","department":[{"_id":"785"}],"type":"conference","author":[{"full_name":"Harrmann, L.","last_name":"Harrmann","first_name":"L."},{"full_name":"Böhm, Eva","last_name":"Böhm","first_name":"Eva","orcid":"0000-0001-6053-1012","id":"3043"},{"full_name":"Eggert, A.","last_name":"Eggert","first_name":"A."}],"conference":{"name":"2021 AMA Winter Academic Conference"},"title":"Exploring the paths towards service growth in manufacturing companies","year":"2021","status":"public","publication_status":"published","date_updated":"2023-08-25T10:07:10Z","language":[{"iso":"eng"}],"_id":"46670","user_id":"49063"},{"citation":{"chicago":"Salonen, Anna, Harri Terho, Eva Böhm, Ari Virtanen, and Risto Rajala. “Engaging a Product-Focused Sales Force in Solution Selling: Interplay of Individual- and Organizational-Level Conditions.” <i>Journal of the Academy of Marketing Science</i> 49, no. 1 (2021): 139–63. <a href=\"https://doi.org/10.1007/s11747-020-00729-z\">https://doi.org/10.1007/s11747-020-00729-z</a>.","short":"A. Salonen, H. Terho, E. Böhm, A. Virtanen, R. Rajala, Journal of the Academy of Marketing Science 49 (2021) 139–163.","ieee":"A. Salonen, H. Terho, E. Böhm, A. Virtanen, and R. Rajala, “Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, pp. 139–163, 2021, doi: <a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>.","apa":"Salonen, A., Terho, H., Böhm, E., Virtanen, A., &#38; Rajala, R. (2021). Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions. <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(1), 139–163. <a href=\"https://doi.org/10.1007/s11747-020-00729-z\">https://doi.org/10.1007/s11747-020-00729-z</a>","bibtex":"@article{Salonen_Terho_Böhm_Virtanen_Rajala_2021, title={Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions}, volume={49}, DOI={<a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>}, number={1}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Salonen, Anna and Terho, Harri and Böhm, Eva and Virtanen, Ari and Rajala, Risto}, year={2021}, pages={139–163} }","ama":"Salonen A, Terho H, Böhm E, Virtanen A, Rajala R. Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions. <i>Journal of the Academy of Marketing Science</i>. 2021;49(1):139-163. doi:<a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>","mla":"Salonen, Anna, et al. “Engaging a Product-Focused Sales Force in Solution Selling: Interplay of Individual- and Organizational-Level Conditions.” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, Springer Science and Business Media LLC, 2021, pp. 139–63, doi:<a href=\"https://doi.org/10.1007/s11747-020-00729-z\">10.1007/s11747-020-00729-z</a>."},"_id":"41338","publisher":"Springer Science and Business Media LLC","page":"139-163","volume":49,"user_id":"49063","status":"public","date_created":"2023-02-01T08:30:20Z","department":[{"_id":"785"}],"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"type":"journal_article","publication":"Journal of the Academy of Marketing Science","issue":"1","extern":"1","abstract":[{"lang":"eng","text":"<jats:title>Abstract</jats:title><jats:p>This 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 (<jats:italic>N</jats:italic> = 184), solution champions (<jats:italic>N</jats:italic> = 23), and sales managers (<jats:italic>N</jats:italic> = 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.</jats:p>"}],"language":[{"iso":"eng"}],"doi":"10.1007/s11747-020-00729-z","author":[{"full_name":"Salonen, Anna","first_name":"Anna","last_name":"Salonen"},{"first_name":"Harri","last_name":"Terho","full_name":"Terho, Harri"},{"last_name":"Böhm","orcid":"0000-0001-6053-1012","first_name":"Eva","full_name":"Böhm, Eva","id":"3043"},{"full_name":"Virtanen, Ari","last_name":"Virtanen","first_name":"Ari"},{"last_name":"Rajala","first_name":"Risto","full_name":"Rajala, Risto"}],"publication_identifier":{"issn":["0092-0703","1552-7824"]},"year":"2021","title":"Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions","intvolume":"        49","publication_status":"published","date_updated":"2023-09-01T10:15:17Z"},{"citation":{"ieee":"I. Garnefeld, T. Krah, E. Böhm, and D. D. Gremler, “Online reviews generated through product testing: can more favorable reviews be enticed with free products?,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 4, pp. 703–722, 2021, doi: <a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>.","apa":"Garnefeld, I., Krah, T., Böhm, E., &#38; Gremler, D. D. (2021). Online reviews generated through product testing: can more favorable reviews be enticed with free products? <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(4), 703–722. <a href=\"https://doi.org/10.1007/s11747-021-00770-6\">https://doi.org/10.1007/s11747-021-00770-6</a>","short":"I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing Science 49 (2021) 703–722.","chicago":"Garnefeld, Ina, Tabea Krah, Eva Böhm, and Dwayne D. Gremler. “Online Reviews Generated through Product Testing: Can More Favorable Reviews Be Enticed with Free Products?” <i>Journal of the Academy of Marketing Science</i> 49, no. 4 (2021): 703–22. <a href=\"https://doi.org/10.1007/s11747-021-00770-6\">https://doi.org/10.1007/s11747-021-00770-6</a>.","mla":"Garnefeld, Ina, et al. “Online Reviews Generated through Product Testing: Can More Favorable Reviews Be Enticed with Free Products?” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 4, Springer Science and Business Media LLC, 2021, pp. 703–22, doi:<a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>.","bibtex":"@article{Garnefeld_Krah_Böhm_Gremler_2021, title={Online reviews generated through product testing: can more favorable reviews be enticed with free products?}, volume={49}, DOI={<a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>}, number={4}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Garnefeld, Ina and Krah, Tabea and Böhm, Eva and Gremler, Dwayne D.}, year={2021}, pages={703–722} }","ama":"Garnefeld I, Krah T, Böhm E, Gremler DD. Online reviews generated through product testing: can more favorable reviews be enticed with free products? <i>Journal of the Academy of Marketing Science</i>. 2021;49(4):703-722. doi:<a href=\"https://doi.org/10.1007/s11747-021-00770-6\">10.1007/s11747-021-00770-6</a>"},"volume":49,"user_id":"49063","_id":"41337","publisher":"Springer Science and Business Media LLC","page":"703-722","status":"public","department":[{"_id":"785"}],"type":"journal_article","keyword":["Marketing","Economics and Econometrics","Business and International Management"],"date_created":"2023-02-01T08:29:53Z","extern":"1","abstract":[{"text":"<jats:title>Abstract</jats:title><jats:p>Online 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.</jats:p>","lang":"eng"}],"issue":"4","publication":"Journal of the Academy of Marketing Science","doi":"10.1007/s11747-021-00770-6","language":[{"iso":"eng"}],"intvolume":"        49","publication_status":"published","date_updated":"2023-09-01T10:12:36Z","author":[{"last_name":"Garnefeld","first_name":"Ina","full_name":"Garnefeld, Ina"},{"last_name":"Krah","first_name":"Tabea","full_name":"Krah, Tabea"},{"orcid":"0000-0001-6053-1012","last_name":"Böhm","first_name":"Eva","full_name":"Böhm, Eva","id":"3043"},{"first_name":"Dwayne D.","last_name":"Gremler","full_name":"Gremler, Dwayne D."}],"publication_identifier":{"issn":["0092-0703","1552-7824"]},"year":"2021","title":"Online reviews generated through product testing: can more favorable reviews be enticed with free products?"},{"citation":{"mla":"Schaefers, Tobias, et al. “Outcome-Based Contracting from the Customers’ Perspective: A Means-End Chain Analytical Exploration.” <i>Industrial Marketing Management</i>, vol. 93, Elsevier BV, 2021, pp. 466–81, doi:<a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>.","apa":"Schaefers, T., Ruffer, S., &#38; Böhm, E. (2021). Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration. <i>Industrial Marketing Management</i>, <i>93</i>, 466–481. <a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">https://doi.org/10.1016/j.indmarman.2020.06.002</a>","ieee":"T. Schaefers, S. Ruffer, and E. Böhm, “Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration,” <i>Industrial Marketing Management</i>, vol. 93, pp. 466–481, 2021, doi: <a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>.","chicago":"Schaefers, Tobias, Stefan Ruffer, and Eva Böhm. “Outcome-Based Contracting from the Customers’ Perspective: A Means-End Chain Analytical Exploration.” <i>Industrial Marketing Management</i> 93 (2021): 466–81. <a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">https://doi.org/10.1016/j.indmarman.2020.06.002</a>.","ama":"Schaefers T, Ruffer S, Böhm E. Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration. <i>Industrial Marketing Management</i>. 2021;93:466-481. doi:<a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>","short":"T. Schaefers, S. Ruffer, E. Böhm, Industrial Marketing Management 93 (2021) 466–481.","bibtex":"@article{Schaefers_Ruffer_Böhm_2021, title={Outcome-based contracting from the customers’ perspective: A means-end chain analytical exploration}, volume={93}, DOI={<a href=\"https://doi.org/10.1016/j.indmarman.2020.06.002\">10.1016/j.indmarman.2020.06.002</a>}, journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Schaefers, Tobias and Ruffer, Stefan and Böhm, Eva}, year={2021}, pages={466–481} }"},"status":"public","page":"466-481","publisher":"Elsevier BV","_id":"46635","user_id":"49063","volume":93,"publication":"Industrial Marketing Management","extern":"1","date_created":"2023-08-22T13:22:58Z","keyword":["Marketing"],"type":"journal_article","department":[{"_id":"785"}],"title":"Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration","year":"2021","publication_identifier":{"issn":["0019-8501"]},"author":[{"full_name":"Schaefers, Tobias","last_name":"Schaefers","first_name":"Tobias"},{"last_name":"Ruffer","first_name":"Stefan","full_name":"Ruffer, Stefan"},{"id":"3043","full_name":"Böhm, Eva","first_name":"Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm"}],"publication_status":"published","date_updated":"2023-09-01T10:13:53Z","intvolume":"        93","language":[{"iso":"eng"}],"doi":"10.1016/j.indmarman.2020.06.002"},{"citation":{"chicago":"Engler, Daniel, Elke D. Groh, Gunnar Gutsche, and Andreas Ziegler. “Acceptance of Climate-Oriented Policy Measures under the COVID-19 Crisis: An Empirical Analysis for Germany.” <i>Climate Policy</i> 21, no. 10 (2021): 1281–97. <a href=\"https://doi.org/10.1080/14693062.2020.1864269\">https://doi.org/10.1080/14693062.2020.1864269</a>.","ama":"Engler D, Groh ED, Gutsche G, Ziegler A. Acceptance of climate-oriented policy measures under the COVID-19 crisis: an empirical analysis for Germany. <i>Climate Policy</i>. 2021;21(10):1281-1297. doi:<a href=\"https://doi.org/10.1080/14693062.2020.1864269\">10.1080/14693062.2020.1864269</a>","short":"D. Engler, E.D. Groh, G. Gutsche, A. Ziegler, Climate Policy 21 (2021) 1281–1297.","bibtex":"@article{Engler_Groh_Gutsche_Ziegler_2021, title={Acceptance of climate-oriented policy measures under the COVID-19 crisis: an empirical analysis for Germany}, volume={21}, DOI={<a href=\"https://doi.org/10.1080/14693062.2020.1864269\">10.1080/14693062.2020.1864269</a>}, number={10}, journal={Climate Policy}, publisher={Informa UK Limited}, author={Engler, Daniel and Groh, Elke D. and Gutsche, Gunnar and Ziegler, Andreas}, year={2021}, pages={1281–1297} }","mla":"Engler, Daniel, et al. “Acceptance of Climate-Oriented Policy Measures under the COVID-19 Crisis: An Empirical Analysis for Germany.” <i>Climate Policy</i>, vol. 21, no. 10, Informa UK Limited, 2021, pp. 1281–97, doi:<a href=\"https://doi.org/10.1080/14693062.2020.1864269\">10.1080/14693062.2020.1864269</a>.","apa":"Engler, D., Groh, E. D., Gutsche, G., &#38; Ziegler, A. (2021). Acceptance of climate-oriented policy measures under the COVID-19 crisis: an empirical analysis for Germany. <i>Climate Policy</i>, <i>21</i>(10), 1281–1297. <a href=\"https://doi.org/10.1080/14693062.2020.1864269\">https://doi.org/10.1080/14693062.2020.1864269</a>","ieee":"D. Engler, E. D. Groh, G. Gutsche, and A. Ziegler, “Acceptance of climate-oriented policy measures under the COVID-19 crisis: an empirical analysis for Germany,” <i>Climate Policy</i>, vol. 21, no. 10, pp. 1281–1297, 2021, doi: <a href=\"https://doi.org/10.1080/14693062.2020.1864269\">10.1080/14693062.2020.1864269</a>."},"volume":21,"user_id":"37953","_id":"58508","publisher":"Informa UK Limited","page":"1281-1297","status":"public","department":[{"_id":"281"},{"_id":"475"}],"type":"journal_article","date_created":"2025-02-04T11:46:19Z","publication":"Climate Policy","issue":"10","doi":"10.1080/14693062.2020.1864269","language":[{"iso":"eng"}],"intvolume":"        21","date_updated":"2025-02-04T11:47:36Z","publication_status":"published","author":[{"last_name":"Engler","first_name":"Daniel","full_name":"Engler, Daniel"},{"first_name":"Elke D.","last_name":"Groh","full_name":"Groh, Elke D."},{"id":"113411","full_name":"Gutsche, Gunnar","first_name":"Gunnar","last_name":"Gutsche"},{"full_name":"Ziegler, Andreas","first_name":"Andreas","last_name":"Ziegler"}],"publication_identifier":{"issn":["1469-3062","1752-7457"]},"title":"Acceptance of climate-oriented policy measures under the COVID-19 crisis: an empirical analysis for Germany","year":"2021"},{"publication":"SSRN Electronic Journal","citation":{"mla":"Pfeifer, Christian, et al. “Effects of Training on Employee Suggestions and Promotions in an Internal Labor Market.” <i>SSRN Electronic Journal</i>, Elsevier BV, 2021, doi:<a href=\"https://doi.org/10.2139/ssrn.1835310\">10.2139/ssrn.1835310</a>.","bibtex":"@article{Pfeifer_Janssen_Yang_Backes-Gellner_2021, title={Effects of Training on Employee Suggestions and Promotions in an Internal Labor Market}, DOI={<a href=\"https://doi.org/10.2139/ssrn.1835310\">10.2139/ssrn.1835310</a>}, journal={SSRN Electronic Journal}, publisher={Elsevier BV}, author={Pfeifer, Christian and Janssen, Simon and Yang, Philip and Backes-Gellner, Uschi}, year={2021} }","ama":"Pfeifer C, Janssen S, Yang P, Backes-Gellner U. Effects of Training on Employee Suggestions and Promotions in an Internal Labor Market. <i>SSRN Electronic Journal</i>. Published online 2021. doi:<a href=\"https://doi.org/10.2139/ssrn.1835310\">10.2139/ssrn.1835310</a>","ieee":"C. Pfeifer, S. Janssen, P. Yang, and U. Backes-Gellner, “Effects of Training on Employee Suggestions and Promotions in an Internal Labor Market,” <i>SSRN Electronic Journal</i>, 2021, doi: <a href=\"https://doi.org/10.2139/ssrn.1835310\">10.2139/ssrn.1835310</a>.","apa":"Pfeifer, C., Janssen, S., Yang, P., &#38; Backes-Gellner, U. (2021). Effects of Training on Employee Suggestions and Promotions in an Internal Labor Market. <i>SSRN Electronic Journal</i>. <a href=\"https://doi.org/10.2139/ssrn.1835310\">https://doi.org/10.2139/ssrn.1835310</a>","chicago":"Pfeifer, Christian, Simon Janssen, Philip Yang, and Uschi Backes-Gellner. “Effects of Training on Employee Suggestions and Promotions in an Internal Labor Market.” <i>SSRN Electronic Journal</i>, 2021. <a href=\"https://doi.org/10.2139/ssrn.1835310\">https://doi.org/10.2139/ssrn.1835310</a>.","short":"C. Pfeifer, S. Janssen, P. Yang, U. 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