@inproceedings{46677,
  author       = {{Salonen, A. and Terho, H. and Böhm, Eva and Rajala, R. and Virtanen, A.}},
  booktitle    = {{47rd EMAC Annual Conference, Glasgow, UK}},
  location     = {{Glasgow, UK}},
  title        = {{{How to transform a product-focused salesforce to solution sales?}}},
  year         = {{2018}},
}

@inproceedings{46676,
  author       = {{Salonen, A. and Terho, H. and Böhm, Eva and Rajala, R. and Virtanen, A.}},
  booktitle    = {{ISBM 2018 Academic Conference, Cambridge, MA}},
  location     = {{Cambridge, MA}},
  title        = {{{Engaging a product-oriented salesforce in solution sales}}},
  year         = {{2018}},
}

@article{41340,
  author       = {{Garnefeld, Ina and Böhm, Eva and Klimke, Lena and Oestreich, Andrea}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{6}},
  pages        = {{1133--1147}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions}}},
  doi          = {{10.1007/s11747-018-0600-y}},
  volume       = {{46}},
  year         = {{2018}},
}

@inproceedings{46679,
  author       = {{Garnefeld, I. and Böhm, Eva and Feider, L.}},
  booktitle    = {{2017 AMA Winter Academic Conference, Orlando, FL}},
  location     = {{Orlando, FL}},
  title        = {{{Managing the necessary evil: Can payment methods reduce product returns (ausgezeichnet mit Best Paper Award)}}},
  year         = {{2017}},
}

@inproceedings{46680,
  author       = {{Cramer, C. and Böhm, Eva and Eggert, A.}},
  booktitle    = {{2017 AMA Winter Academic Conference, Orlando, FL}},
  location     = {{Orlando, FL}},
  title        = {{{Service Awards: Do They Help or Harm in Case of a Service Failure?}}},
  year         = {{2017}},
}

@article{46638,
  author       = {{Terho, Harri and Eggert, Andreas and Ulaga, Wolfgang and Haas, Alexander and Böhm, Eva}},
  issn         = {{0019-8501}},
  journal      = {{Industrial Marketing Management}},
  keywords     = {{Marketing}},
  pages        = {{42--55}},
  publisher    = {{Elsevier BV}},
  title        = {{{Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action}}},
  doi          = {{10.1016/j.indmarman.2017.06.015}},
  volume       = {{66}},
  year         = {{2017}},
}

@article{46639,
  abstract     = {{<jats:sec>
<jats:title content-type="abstract-subheading">Purpose</jats:title>
<jats:p>Many manufacturing firms entrust partners to provide services on their behalf. However, it is not clear whether and when firms can capture the potential value advantages of outsourcing business services. The purpose of this paper is to investigate the effects of different types of business service outsourcing on firm value.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Design/methodology/approach</jats:title>
<jats:p>The paper uses event study methodology to estimate the impact of business service outsourcing announcements on abnormal returns of publicly traded manufacturing companies in Europe.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Findings</jats:title>
<jats:p>External service outsourcing that directly affects the company’s customers leads to more favorable outcomes than internal service outsourcing. This effect is contingent on the strategic outsourcing intention, the service’s reliance on technology, and the choice of the outsourcing partner.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Research limitations/implications</jats:title>
<jats:p>Findings show that firm value depends critically on the service value it delivers to customers. Future research could explore further contingency variables, and investigate the role of service outsourcing networks and relationships.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Practical implications</jats:title>
<jats:p>The insights of this study help managers to decide why, how, and to whom they should outsource their business services, as well as how to justify their outsourcing decisions, and how to communicate them toward the financial markets.</jats:p>
</jats:sec>
<jats:sec>
<jats:title content-type="abstract-subheading">Originality/value</jats:title>
<jats:p>This research sheds light on the value implications of outsourcing decisions. Two types of business service outsourcing are distinguished, namely, internal and external. Furthermore, the study enhances our understanding of a contingency perspective on service outsourcing decisions.</jats:p>
</jats:sec>}},
  author       = {{Eggert, Andreas and Böhm, Eva and Cramer, Christina}},
  issn         = {{1757-5818}},
  journal      = {{Journal of Service Management}},
  keywords     = {{Strategy and Management, Tourism, Leisure and Hospitality Management, Business, Management and Accounting (miscellaneous)}},
  number       = {{3}},
  pages        = {{476--498}},
  publisher    = {{Emerald}},
  title        = {{{Business service outsourcing in manufacturing firms: an event study}}},
  doi          = {{10.1108/josm-11-2016-0306}},
  volume       = {{28}},
  year         = {{2017}},
}

@inproceedings{46684,
  author       = {{Böhm, Eva and Backhaus, C. and Eggert, A. and Pitsis, T.}},
  booktitle    = {{2016 AMA Winter Academic Conference, Las Vegas, NV}},
  location     = {{Las Vegas, NV}},
  title        = {{{Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective}}},
  year         = {{2016}},
}

@inproceedings{46683,
  author       = {{Cramer, C. and Böhm, Eva and Eggert, A.}},
  booktitle    = {{2016 AMA Winter Academic Conference, Las Vegas, NV}},
  location     = {{Las Vegas, NV }},
  title        = {{{Understanding service awards: Exploit the bright side, avoid the dark side (ausgezeichnet mit Best Paper Award)}}},
  year         = {{2016}},
}

@inproceedings{46681,
  author       = {{Eggert, A. and Böhm, Eva and Cramer, C.}},
  booktitle    = {{International Colloquium on Relationship Marketing (ICRM), Toulouse (nominiert für Best Paper Award)}},
  title        = {{{Business Service Outsourcing in Manufacturing Firms: An Event Study}}},
  year         = {{2016}},
}

@inproceedings{46682,
  author       = {{Cramer, C. and Böhm, Eva and Eggert, A.}},
  booktitle    = {{45rd EMAC Annual Conference, Oslo}},
  location     = {{Oslo}},
  title        = {{{The service award paradox}}},
  year         = {{2016}},
}

@article{46663,
  author       = {{Böhm, Eva and Backhaus, C. and Eggert, A. and Cummins, T.}},
  journal      = {{Journal of Strategic Contracting and Negotiation,  (ausgezeichnet mit Best Paper Award)}},
  number       = {{1-2}},
  pages        = {{128--149}},
  title        = {{{Understanding outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective}}},
  volume       = {{3}},
  year         = {{2016}},
}

@inbook{46664,
  author       = {{Garnefeld, I. and Böhm, Eva and Feider, L.}},
  booktitle    = {{Kundenwert: Grundlagen – Innovative Konzepte – Praktische Umsetzungen}},
  editor       = {{Günther, B. and Helm, S. and Eggert, A.}},
  title        = {{{Retourenmanagement zur Steigerung des Kundenwerts}}},
  year         = {{2016}},
}

@article{46640,
  author       = {{Böhm, Eva and Eggert, Andreas and Thiesbrummel, Christoph}},
  issn         = {{0019-8501}},
  journal      = {{Industrial Marketing Management}},
  keywords     = {{Marketing}},
  number       = {{1}},
  pages        = {{101--111}},
  publisher    = {{Elsevier BV}},
  title        = {{{Service transition: A viable option for manufacturing companies with deteriorating financial performance?}}},
  doi          = {{10.1016/j.indmarman.2016.04.007}},
  volume       = {{60}},
  year         = {{2016}},
}

@inproceedings{46686,
  author       = {{Feider, L. and Garnefeld, I. and Böhm, Eva}},
  booktitle    = {{44th EMAC Annual Conference, Leuven}},
  location     = {{Leuven}},
  title        = {{{Threatening customers not to return – An effective strategy for online retailers?}}},
  year         = {{2015}},
}

@inproceedings{46688,
  author       = {{Eggert, A. and Böhm, Eva and Cramer, C.}},
  booktitle    = {{2015 AMA Winter Academic Conference, San Antonio, TX}},
  location     = {{San Antonio, TX}},
  title        = {{{Stock market reactions to customer service outsourcing in manufacturing firms}}},
  year         = {{2015}},
}

@inproceedings{46687,
  author       = {{Böhm, Eva and Eggert, A. and Terho, H. and Ulaga, W. and Haas, A.}},
  booktitle    = {{2015 AMA Winter Academic Conference, San Antonio, TX}},
  location     = {{San Antonio, TX}},
  title        = {{{Recognizing value creation opportunities in business markets}}},
  year         = {{2015}},
}

@inproceedings{46685,
  author       = {{Eggert, A. and Böhm, Eva and Cramer, C.}},
  booktitle    = {{44th EMAC Annual Conference, Leuven}},
  location     = {{Leuven}},
  title        = {{{Stock market reactions to business service outsourcing in manufacturing firms}}},
  year         = {{2015}},
}

@inproceedings{46695,
  author       = {{Eggert, A. and Münkhoff, Eva and Thiesbrummel, C.}},
  booktitle    = {{43rd EMAC Annual Conference, Valencia}},
  location     = {{Valencia}},
  title        = {{{Service transition: A viable option for manufacturing companies with declining financial performance?}}},
  year         = {{2014}},
}

@inproceedings{46692,
  author       = {{Kanuri, V. and Münkhoff, Eva and Scheer, L. K.}},
  booktitle    = {{ISBM 2014 Academic Conference, San Francisco, CA}},
  location     = {{San Francisco, CA}},
  title        = {{{Service transition versus service infusion: Different pathways to success for service-oriented manufacturers?}}},
  year         = {{2014}},
}