@inproceedings{46693,
  author       = {{Münkhoff, Eva and Eggert, A. and Terho, H. and Haas, A. and Ulaga, W.}},
  booktitle    = {{ISBM 2014 Academic Conference, San Francisco, CA}},
  location     = {{San Francisco, CA}},
  title        = {{{Salespersons’ solution crafting capability: A knowledge-based perspective}}},
  year         = {{2014}},
}

@inproceedings{46694,
  author       = {{Eggert, A. and Haas, A. and Terho, H. and Ulaga, W. and Münkhoff, Eva}},
  booktitle    = {{ISBM 2014 Academic Conference, San Francisco, CA}},
  location     = {{San Francisco, CA}},
  title        = {{{Selling value in business markets: Why a powerful idea often fails}}},
  year         = {{2014}},
}

@article{41341,
  abstract     = {{<jats:p> 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. </jats:p>}},
  author       = {{Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Münkhoff, Eva}},
  issn         = {{1094-6705}},
  journal      = {{Journal of Service Research}},
  keywords     = {{Organizational Behavior and Human Resource Management, Sociology and Political Science, Information Systems}},
  number       = {{1}},
  pages        = {{23--39}},
  publisher    = {{SAGE Publications}},
  title        = {{{Revenue and Profit Implications of Industrial Service Strategies}}},
  doi          = {{10.1177/1094670513485823}},
  volume       = {{17}},
  year         = {{2014}},
}

@inproceedings{46697,
  author       = {{Garnefeld, I. and Münkhoff, Eva and Raum, K.}},
  booktitle    = {{42nd EMAC Annual Conference, Istanbul}},
  location     = {{Istanbul}},
  title        = {{{Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice?}}},
  year         = {{2013}},
}

@inproceedings{46696,
  author       = {{Münkhoff, Eva and Garnefeld, I. and Bruns, A.}},
  booktitle    = {{42nd EMAC Annual Conference, Istanbul}},
  location     = {{Istanbul}},
  title        = {{{How to prolong a sales promotion – Ex-post time extension versus reframing}}},
  year         = {{2013}},
}

@book{46643,
  author       = {{Münkhoff, Eva}},
  isbn         = {{9783658021214}},
  publisher    = {{Springer Gabler}},
  title        = {{{Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen}}},
  doi          = {{10.1007/978-3-658-02122-1}},
  year         = {{2013}},
}

@inproceedings{46698,
  author       = {{Garnefeld, I. and Münkhoff, Eva and Bruns, A.}},
  booktitle    = {{2012 AMA Summer Academic Conference, Chicago, IL}},
  location     = {{Chicago, IL}},
  title        = {{{I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions}}},
  year         = {{2012}},
}

@inproceedings{46699,
  author       = {{Eggert, A. and Münkhoff, Eva and Thiesbrummel, C.}},
  booktitle    = {{2012 AMA Winter Academic Conference, St. Petersburg, FL}},
  location     = {{St. Petersburg, FL}},
  title        = {{{Growing with industrial services – A configurational approach (ausgezeichnet mit Best Paper Award)}}},
  year         = {{2012}},
}

@inproceedings{46702,
  author       = {{Eggert, A. and Hogreve, J. and Ulaga, W. and Münkhoff, Eva}},
  booktitle    = {{2011 AMA Winter Academic Conference, Austin, TX}},
  location     = {{Austin, TX}},
  title        = {{{Assessing the long-term effect of industrial services on firm profitability: The moderating impact of product innovations (ausgezeichnet mit Best Overall Conference Paper Award)}}},
  year         = {{2011}},
}

@inproceedings{46701,
  author       = {{Eggert, A. and Münkhoff, Eva and Thiesbrummel, C.}},
  booktitle    = {{40th EMAC Annual Conference, Ljubljana}},
  location     = {{Ljubljana}},
  title        = {{{Service orientation of manufacturing companies: A necessary or sufficient condition for firm profitability?}}},
  year         = {{2011}},
}

@inproceedings{46700,
  author       = {{Münkhoff, Eva and Garnefeld, I. and Bruns, A.}},
  booktitle    = {{40th EMAC Annual Conference, Ljubljana}},
  location     = {{Ljubljana}},
  title        = {{{Time extension of sales promotions – How do customers react?}}},
  year         = {{2011}},
}

@article{46641,
  author       = {{Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Münkhoff, Eva}},
  issn         = {{0019-8501}},
  journal      = {{Industrial Marketing Management}},
  keywords     = {{Marketing}},
  number       = {{5}},
  pages        = {{661--670}},
  publisher    = {{Elsevier BV}},
  title        = {{{Industrial services, product innovations, and firm profitability: A multiple-group latent growth curve analysis}}},
  doi          = {{10.1016/j.indmarman.2011.05.007}},
  volume       = {{40}},
  year         = {{2011}},
}

@inproceedings{46705,
  author       = {{Eggert, A. and Hogreve, J. and Ulaga, W. and Münkhoff, Eva}},
  booktitle    = {{Frontiers Pre-Conference on Service and Solution Innovation, Karlstad}},
  location     = {{Karlstad}},
  title        = {{{Industrial services, product innovations, and firm profitability: A longitudinal analysis}}},
  year         = {{2010}},
}

@inproceedings{46706,
  author       = {{Garnefeld, I. and Münkhoff, Eva and Hogreve, J. and Eggert, A.}},
  booktitle    = {{2010 AMA Winter Academic Conference, New Orleans, LA}},
  location     = {{New Orleans, LA}},
  title        = {{{Exploring the effects of referral reward programs on satisfied and dissatisfied customers}}},
  year         = {{2010}},
}

@inproceedings{46704,
  author       = {{Eggert, A. and Hogreve, J. and Ulaga, W. and Münkhoff, Eva}},
  booktitle    = {{ISBM 2010 Academic Conference, Boston, MA}},
  location     = {{Boston, MA}},
  title        = {{{Disentangling the revenue and cost implications of the service transition: A latent growth analysis}}},
  year         = {{2010}},
}

@inproceedings{46703,
  author       = {{Münkhoff, Eva and Garnefeld, I. and Hogreve, J. and Eggert, A.}},
  booktitle    = {{18th International Colloquium on Relationship Marketing (ICRM), Reading}},
  title        = {{{Referral reward programs: A means for service recovery?}}},
  year         = {{2010}},
}

@inproceedings{46708,
  author       = {{Garnefeld, I. and Münkhoff, Eva and Hogreve, J. and Eggert, A.}},
  booktitle    = {{38th EMAC Annual Conference, Nantes}},
  location     = {{Nantes}},
  title        = {{{Unintended effects of referral reward programs: Exploring the impact of rewards on opportunistic behavior}}},
  year         = {{2009}},
}

@inproceedings{46707,
  author       = {{Garnefeld, I. and Münkhoff, Eva and Hogreve, J. and Eggert, A.}},
  booktitle    = {{15th AMS World Marketing Congress, Oslo}},
  location     = {{Oslo}},
  title        = {{{Referral reward programs: New customer acquisition by opportunism?}}},
  year         = {{2009}},
}