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Helm. “Unboxing Video Effectiveness – Does Speech Matter?” In <i>2023 AMA Summer Academic Conference, San Francisco, CA</i>, 2023.","short":"I. Garnefeld, E. Böhm, L. Hanf, S. Helm, in: 2023 AMA Summer Academic Conference, San Francisco, CA, 2023.","bibtex":"@inproceedings{Garnefeld_Böhm_Hanf_Helm_2023, title={Unboxing video effectiveness – Does speech matter?}, booktitle={2023 AMA Summer Academic Conference, San Francisco, CA}, author={Garnefeld, I. and Böhm, Eva and Hanf, L. and Helm, S.}, year={2023} }","mla":"Garnefeld, I., et al. “Unboxing Video Effectiveness – Does Speech Matter?” <i>2023 AMA Summer Academic Conference, San Francisco, CA</i>, 2023.","apa":"Garnefeld, I., Böhm, E., Hanf, L., &#38; Helm, S. (2023). Unboxing video effectiveness – Does speech matter? <i>2023 AMA Summer Academic Conference, San Francisco, CA</i>. 2023 AMA Summer Academic Conference, San Francisco, CA."},"year":"2023","publication_status":"published","language":[{"iso":"eng"}],"department":[{"_id":"785"}],"user_id":"49063","_id":"46665","status":"public","publication":"2023 AMA Summer Academic Conference, San Francisco, CA","type":"conference"},{"status":"public","publication":"EMAC Annual Conference, Odense, Denmark","type":"conference","language":[{"iso":"eng"}],"department":[{"_id":"785"}],"user_id":"49063","_id":"46666","citation":{"ama":"Kessing K, Garnefeld I, Böhm E. The dark and bright side of online reviews in manufacturer online shops. In: <i>EMAC Annual Conference, Odense, Denmark</i>. ; 2023.","chicago":"Kessing, K., I. Garnefeld, and Eva Böhm. “The Dark and Bright Side of Online Reviews in Manufacturer Online Shops.” In <i>EMAC Annual Conference, Odense, Denmark</i>, 2023.","ieee":"K. Kessing, I. Garnefeld, and E. Böhm, “The dark and bright side of online reviews in manufacturer online shops,” presented at the EMAC Annual Conference, Odense, Denmark., 2023.","apa":"Kessing, K., Garnefeld, I., &#38; Böhm, E. (2023). The dark and bright side of online reviews in manufacturer online shops. <i>EMAC Annual Conference, Odense, Denmark</i>. EMAC Annual Conference, Odense, Denmark.","short":"K. Kessing, I. Garnefeld, E. Böhm, in: EMAC Annual Conference, Odense, Denmark, 2023.","bibtex":"@inproceedings{Kessing_Garnefeld_Böhm_2023, title={The dark and bright side of online reviews in manufacturer online shops}, booktitle={EMAC Annual Conference, Odense, Denmark}, author={Kessing, K. and Garnefeld, I. and Böhm, Eva}, year={2023} }","mla":"Kessing, K., et al. “The Dark and Bright Side of Online Reviews in Manufacturer Online Shops.” <i>EMAC Annual Conference, Odense, Denmark</i>, 2023."},"year":"2023","publication_status":"published","conference":{"location":"Odense, Denmark.","name":"EMAC Annual Conference"},"title":"The dark and bright side of online reviews in manufacturer online shops","author":[{"first_name":"K.","last_name":"Kessing","full_name":"Kessing, K."},{"first_name":"I.","last_name":"Garnefeld","full_name":"Garnefeld, I."},{"orcid":"0000-0001-6053-1012","last_name":"Böhm","full_name":"Böhm, Eva","id":"3043","first_name":"Eva"}],"date_created":"2023-08-25T07:29:44Z","date_updated":"2023-08-25T10:07:36Z"},{"status":"public","type":"conference","publication":"EMAC Annual Conference, Odense, Denmark","language":[{"iso":"eng"}],"user_id":"49063","department":[{"_id":"785"}],"_id":"46667","citation":{"chicago":"Hanf, L., I. Garnefeld, Eva Böhm, and S. Helm. “Stimulating Engagement with Unboxing Videos – Does Speech Matter?” In <i>EMAC Annual Conference, Odense, Denmark</i>, 2023.","ieee":"L. Hanf, I. Garnefeld, E. Böhm, and S. Helm, “Stimulating engagement with unboxing videos – Does speech matter?,” presented at the EMAC Annual Conference, Odense, Denmark, 2023.","ama":"Hanf L, Garnefeld I, Böhm E, Helm S. Stimulating engagement with unboxing videos – Does speech matter? In: <i>EMAC Annual Conference, Odense, Denmark</i>. ; 2023.","mla":"Hanf, L., et al. “Stimulating Engagement with Unboxing Videos – Does Speech Matter?” <i>EMAC Annual Conference, Odense, Denmark</i>, 2023.","short":"L. Hanf, I. Garnefeld, E. Böhm, S. Helm, in: EMAC Annual Conference, Odense, Denmark, 2023.","bibtex":"@inproceedings{Hanf_Garnefeld_Böhm_Helm_2023, title={Stimulating engagement with unboxing videos – Does speech matter?}, booktitle={EMAC Annual Conference, Odense, Denmark}, author={Hanf, L. and Garnefeld, I. and Böhm, Eva and Helm, S.}, year={2023} }","apa":"Hanf, L., Garnefeld, I., Böhm, E., &#38; Helm, S. (2023). Stimulating engagement with unboxing videos – Does speech matter? <i>EMAC Annual Conference, Odense, Denmark</i>. EMAC Annual Conference, Odense, Denmark."},"year":"2023","publication_status":"published","conference":{"name":"EMAC Annual Conference","location":"Odense, Denmark"},"title":"Stimulating engagement with unboxing videos – Does speech matter?","date_created":"2023-08-25T07:30:51Z","author":[{"first_name":"L.","full_name":"Hanf, L.","last_name":"Hanf"},{"first_name":"I.","last_name":"Garnefeld","full_name":"Garnefeld, I."},{"first_name":"Eva","full_name":"Böhm, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Böhm"},{"full_name":"Helm, S.","last_name":"Helm","first_name":"S."}],"date_updated":"2023-08-25T10:07:31Z"},{"_id":"46642","user_id":"49063","department":[{"_id":"785"}],"keyword":["Marketing"],"language":[{"iso":"eng"}],"type":"journal_article","publication":"European Journal of Marketing","abstract":[{"lang":"eng","text":"<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Purpose</jats:title>\r\n<jats:p>This study aims to conceptually propose and empirically validate a path perspective on the servitization process of manufacturing firms. It identifies a customer and an outcome path to servitization, sheds light on the pivotal role of digital technology usage for both value-creating paths and explores their financial and relational performance outcomes.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Design/methodology/approach</jats:title>\r\n<jats:p>The authors use a mixed-method approach, combining a qualitative study with a cross-sectional survey in the USA, the UK and Germany.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Findings</jats:title>\r\n<jats:p>Manufacturing firms choose between two generic paths to servitization, a customer and an outcome path. Digital technology usage is equally important for both value-creating paths. Progress on the outcome path has a positive effect on firms’ financial performance, whereas the customer path has an indirect effect only, fully mediated by firms’ relational performance. Customer tenure and customer’s open-mindedness are contingency variables in the digital technology usage – servitization path – firm performance framework.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Research limitations/implications</jats:title>\r\n<jats:p>A path perspective is useful to conceptualize the servitization processes in manufacturing industries. Future research should investigate the sequential choice of servitization paths and explore its drivers and performance outcomes.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Practical implications</jats:title>\r\n<jats:p>To create and claim superior value for their customers, managers can choose between two servitization paths, leading to differential performance outcomes. While digital technology usage is key to progress on both paths, it is particularly effective for newly acquired customers on the customer path. Suppliers should target their value-creating service offerings at open-minded customer firms to reap their full performance potential.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Originality/value</jats:title>\r\n<jats:p>Propose and empirically validate a path-perspective on servitization. Understand the pivotal importance of digital technology usage for both servitization paths.</jats:p>\r\n</jats:sec>"}],"status":"public","date_updated":"2023-09-01T10:11:11Z","publisher":"Emerald","date_created":"2023-08-22T13:33:33Z","author":[{"full_name":"Harrmann, Lisa Katharina","last_name":"Harrmann","first_name":"Lisa Katharina"},{"last_name":"Eggert","full_name":"Eggert, Andreas","first_name":"Andreas"},{"full_name":"Böhm, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Böhm","first_name":"Eva"}],"volume":57,"title":"Digital technology usage as a driver of servitization paths in manufacturing industries","doi":"10.1108/ejm-11-2021-0914","publication_status":"published","publication_identifier":{"issn":["0309-0566","0309-0566"]},"issue":"3","year":"2023","citation":{"bibtex":"@article{Harrmann_Eggert_Böhm_2023, title={Digital technology usage as a driver of servitization paths in manufacturing industries}, volume={57}, DOI={<a href=\"https://doi.org/10.1108/ejm-11-2021-0914\">10.1108/ejm-11-2021-0914</a>}, number={3}, journal={European Journal of Marketing}, publisher={Emerald}, author={Harrmann, Lisa Katharina and Eggert, Andreas and Böhm, Eva}, year={2023}, pages={834–857} }","short":"L.K. Harrmann, A. Eggert, E. Böhm, European Journal of Marketing 57 (2023) 834–857.","mla":"Harrmann, Lisa Katharina, et al. “Digital Technology Usage as a Driver of Servitization Paths in Manufacturing Industries.” <i>European Journal of Marketing</i>, vol. 57, no. 3, Emerald, 2023, pp. 834–57, doi:<a href=\"https://doi.org/10.1108/ejm-11-2021-0914\">10.1108/ejm-11-2021-0914</a>.","apa":"Harrmann, L. K., Eggert, A., &#38; Böhm, E. (2023). Digital technology usage as a driver of servitization paths in manufacturing industries. <i>European Journal of Marketing</i>, <i>57</i>(3), 834–857. <a href=\"https://doi.org/10.1108/ejm-11-2021-0914\">https://doi.org/10.1108/ejm-11-2021-0914</a>","ieee":"L. K. Harrmann, A. Eggert, and E. Böhm, “Digital technology usage as a driver of servitization paths in manufacturing industries,” <i>European Journal of Marketing</i>, vol. 57, no. 3, pp. 834–857, 2023, doi: <a href=\"https://doi.org/10.1108/ejm-11-2021-0914\">10.1108/ejm-11-2021-0914</a>.","chicago":"Harrmann, Lisa Katharina, Andreas Eggert, and Eva Böhm. “Digital Technology Usage as a Driver of Servitization Paths in Manufacturing Industries.” <i>European Journal of Marketing</i> 57, no. 3 (2023): 834–57. <a href=\"https://doi.org/10.1108/ejm-11-2021-0914\">https://doi.org/10.1108/ejm-11-2021-0914</a>.","ama":"Harrmann LK, Eggert A, Böhm E. Digital technology usage as a driver of servitization paths in manufacturing industries. <i>European Journal of Marketing</i>. 2023;57(3):834-857. doi:<a href=\"https://doi.org/10.1108/ejm-11-2021-0914\">10.1108/ejm-11-2021-0914</a>"},"intvolume":"        57","page":"834-857"},{"publication":"Journal of Service Management Research","type":"journal_article","status":"public","department":[{"_id":"785"}],"user_id":"49063","_id":"46662","extern":"1","language":[{"iso":"eng"}],"issue":"1","publication_status":"published","intvolume":"         6","page":"47-63","citation":{"short":"R. Akalan, A. Eggert, E. Böhm, Journal of Service Management Research 6 (2022) 47–63.","mla":"Akalan, R., et al. “Strategic Emphasis on Service-Based Business Models during the Corona Crisis: Are Customer Solutions a Curse or Blessing for Manufacturing Firms?” <i>Journal of Service Management Research</i>, vol. 6, no. 1, 2022, pp. 47–63.","bibtex":"@article{Akalan_Eggert_Böhm_2022, title={Strategic emphasis on service-based business models during the corona crisis: Are customer solutions a curse or blessing for manufacturing firms?}, volume={6}, number={1}, journal={Journal of Service Management Research}, author={Akalan, R. and Eggert, A. and Böhm, Eva}, year={2022}, pages={47–63} }","apa":"Akalan, R., Eggert, A., &#38; Böhm, E. (2022). Strategic emphasis on service-based business models during the corona crisis: Are customer solutions a curse or blessing for manufacturing firms? <i>Journal of Service Management Research</i>, <i>6</i>(1), 47–63.","chicago":"Akalan, R., A. Eggert, and Eva Böhm. “Strategic Emphasis on Service-Based Business Models during the Corona Crisis: Are Customer Solutions a Curse or Blessing for Manufacturing Firms?” <i>Journal of Service Management Research</i> 6, no. 1 (2022): 47–63.","ieee":"R. Akalan, A. Eggert, and E. Böhm, “Strategic emphasis on service-based business models during the corona crisis: Are customer solutions a curse or blessing for manufacturing firms?,” <i>Journal of Service Management Research</i>, vol. 6, no. 1, pp. 47–63, 2022.","ama":"Akalan R, Eggert A, Böhm E. Strategic emphasis on service-based business models during the corona crisis: Are customer solutions a curse or blessing for manufacturing firms? <i>Journal of Service Management Research</i>. 2022;6(1):47-63."},"year":"2022","volume":6,"author":[{"first_name":"R.","last_name":"Akalan","full_name":"Akalan, R."},{"last_name":"Eggert","full_name":"Eggert, A.","first_name":"A."},{"orcid":"0000-0001-6053-1012","last_name":"Böhm","full_name":"Böhm, Eva","id":"3043","first_name":"Eva"}],"date_created":"2023-08-25T07:19:43Z","date_updated":"2023-08-25T10:08:10Z","title":"Strategic emphasis on service-based business models during the corona crisis: Are customer solutions a curse or blessing for manufacturing firms?"},{"status":"public","type":"journal_article","publication":"EMAC Annual Conference, Budapest, Hungary","extern":"1","language":[{"iso":"eng"}],"_id":"46668","user_id":"49063","department":[{"_id":"785"}],"year":"2022","citation":{"chicago":"Eggert, A., L. 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Where do we come from? <i>Journal of Service Management Research</i>. 2022;6(3):204-213.","apa":"Akalan, R., Böhm, E., &#38; Eggert, A. (2022). Servitization in the manufacturing industry: Where do we stand? Where do we come from? <i>Journal of Service Management Research</i>, <i>6</i>(3), 204–213.","bibtex":"@article{Akalan_Böhm_Eggert_2022, title={Servitization in the manufacturing industry: Where do we stand? Where do we come from?}, volume={6}, number={3}, journal={Journal of Service Management Research}, author={Akalan, R. and Böhm, Eva and Eggert, A.}, year={2022}, pages={204–213} }","short":"R. Akalan, E. Böhm, A. Eggert, Journal of Service Management Research 6 (2022) 204–213.","mla":"Akalan, R., et al. “Servitization in the Manufacturing Industry: Where Do We Stand? Where Do We Come From?” <i>Journal of Service Management Research</i>, vol. 6, no. 3, 2022, pp. 204–13."},"publication_status":"published","issue":"3"},{"keyword":["Management of Technology and Innovation","Strategy and Management"],"language":[{"iso":"eng"}],"publication":"Journal of Product Innovation Management","title":"The ambivalent role of monetary sales incentives in service innovation selling","publisher":"Wiley","date_created":"2023-08-22T12:59:21Z","year":"2022","issue":"3","extern":"1","_id":"46634","department":[{"_id":"785"}],"user_id":"49063","status":"public","type":"journal_article","doi":"10.1111/jpim.12600","date_updated":"2023-09-01T10:10:35Z","volume":39,"author":[{"first_name":"Sascha","last_name":"Alavi","full_name":"Alavi, Sascha"},{"first_name":"Eva","last_name":"Böhm","orcid":"0000-0001-6053-1012","full_name":"Böhm, Eva","id":"3043"},{"first_name":"Johannes","full_name":"Habel, Johannes","last_name":"Habel"},{"last_name":"Wieseke","full_name":"Wieseke, Jan","first_name":"Jan"},{"first_name":"Christian","full_name":"Schmitz, Christian","last_name":"Schmitz"},{"last_name":"Brüggemann","full_name":"Brüggemann, Felix","first_name":"Felix"}],"page":"445-463","intvolume":"        39","citation":{"short":"S. Alavi, E. Böhm, J. Habel, J. Wieseke, C. Schmitz, F. Brüggemann, Journal of Product Innovation Management 39 (2022) 445–463.","mla":"Alavi, Sascha, et al. “The Ambivalent Role of Monetary Sales Incentives in Service Innovation Selling.” <i>Journal of Product Innovation Management</i>, vol. 39, no. 3, Wiley, 2022, pp. 445–63, doi:<a href=\"https://doi.org/10.1111/jpim.12600\">10.1111/jpim.12600</a>.","bibtex":"@article{Alavi_Böhm_Habel_Wieseke_Schmitz_Brüggemann_2022, title={The ambivalent role of monetary sales incentives in service innovation selling}, volume={39}, DOI={<a href=\"https://doi.org/10.1111/jpim.12600\">10.1111/jpim.12600</a>}, number={3}, journal={Journal of Product Innovation Management}, publisher={Wiley}, author={Alavi, Sascha and Böhm, Eva and Habel, Johannes and Wieseke, Jan and Schmitz, Christian and Brüggemann, Felix}, year={2022}, pages={445–463} }","apa":"Alavi, S., Böhm, E., Habel, J., Wieseke, J., Schmitz, C., &#38; Brüggemann, F. (2022). The ambivalent role of monetary sales incentives in service innovation selling. <i>Journal of Product Innovation Management</i>, <i>39</i>(3), 445–463. <a href=\"https://doi.org/10.1111/jpim.12600\">https://doi.org/10.1111/jpim.12600</a>","ama":"Alavi S, Böhm E, Habel J, Wieseke J, Schmitz C, Brüggemann F. The ambivalent role of monetary sales incentives in service innovation selling. <i>Journal of Product Innovation Management</i>. 2022;39(3):445-463. doi:<a href=\"https://doi.org/10.1111/jpim.12600\">10.1111/jpim.12600</a>","ieee":"S. Alavi, E. Böhm, J. Habel, J. Wieseke, C. Schmitz, and F. Brüggemann, “The ambivalent role of monetary sales incentives in service innovation selling,” <i>Journal of Product Innovation Management</i>, vol. 39, no. 3, pp. 445–463, 2022, doi: <a href=\"https://doi.org/10.1111/jpim.12600\">10.1111/jpim.12600</a>.","chicago":"Alavi, Sascha, Eva Böhm, Johannes Habel, Jan Wieseke, Christian Schmitz, and Felix Brüggemann. “The Ambivalent Role of Monetary Sales Incentives in Service Innovation Selling.” <i>Journal of Product Innovation Management</i> 39, no. 3 (2022): 445–63. <a href=\"https://doi.org/10.1111/jpim.12600\">https://doi.org/10.1111/jpim.12600</a>."},"publication_identifier":{"issn":["0737-6782","1540-5885"]},"publication_status":"published"},{"volume":6,"date_created":"2023-08-25T07:17:47Z","author":[{"full_name":"Böhm, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Böhm","first_name":"Eva"},{"last_name":"Eggert","full_name":"Eggert, A.","first_name":"A."},{"full_name":"Garnefeld, I.","last_name":"Garnefeld","first_name":"I."},{"first_name":"H.","last_name":"Holzmüller","full_name":"Holzmüller, H."},{"first_name":"T","full_name":"Schaefers, T","last_name":"Schaefers"},{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","id":"4336","first_name":"Lena"},{"last_name":"Woisetschläger","full_name":"Woisetschläger, D.","first_name":"D."}],"date_updated":"2024-12-13T11:00:02Z","title":"Exploring the customer journey of voice commerce: A research agenda","issue":"4","publication_status":"published","page":"216-231","intvolume":"         6","citation":{"bibtex":"@article{Böhm_Eggert_Garnefeld_Holzmüller_Schaefers_Steinhoff_Woisetschläger_2022, title={Exploring the customer journey of voice commerce: A research agenda}, volume={6}, number={4}, journal={SMR - Journal of Service Management Research}, author={Böhm, Eva and Eggert, A. and Garnefeld, I. and Holzmüller, H. and Schaefers, T and Steinhoff, Lena and Woisetschläger, D.}, year={2022}, pages={216–231} }","short":"E. Böhm, A. Eggert, I. Garnefeld, H. Holzmüller, T. Schaefers, L. Steinhoff, D. Woisetschläger, SMR - Journal of Service Management Research 6 (2022) 216–231.","mla":"Böhm, Eva, et al. “Exploring the Customer Journey of Voice Commerce: A Research Agenda.” <i>SMR - Journal of Service Management Research</i>, vol. 6, no. 4, 2022, pp. 216–31.","apa":"Böhm, E., Eggert, A., Garnefeld, I., Holzmüller, H., Schaefers, T., Steinhoff, L., &#38; Woisetschläger, D. (2022). Exploring the customer journey of voice commerce: A research agenda. <i>SMR - Journal of Service Management Research</i>, <i>6</i>(4), 216–231.","chicago":"Böhm, Eva, A. Eggert, I. Garnefeld, H. Holzmüller, T Schaefers, Lena Steinhoff, and D. Woisetschläger. “Exploring the Customer Journey of Voice Commerce: A Research Agenda.” <i>SMR - Journal of Service Management Research</i> 6, no. 4 (2022): 216–31.","ieee":"E. Böhm <i>et al.</i>, “Exploring the customer journey of voice commerce: A research agenda,” <i>SMR - Journal of Service Management Research</i>, vol. 6, no. 4, pp. 216–231, 2022.","ama":"Böhm E, Eggert A, Garnefeld I, et al. Exploring the customer journey of voice commerce: A research agenda. <i>SMR - Journal of Service Management Research</i>. 2022;6(4):216-231."},"year":"2022","department":[{"_id":"785"}],"user_id":"3043","_id":"46660","language":[{"iso":"eng"}],"extern":"1","publication":"SMR - Journal of Service Management Research","type":"journal_article","status":"public"},{"type":"conference","publication":"2021 AMA Winter Academic Conference","status":"public","_id":"46670","user_id":"49063","department":[{"_id":"785"}],"language":[{"iso":"eng"}],"publication_status":"published","year":"2021","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.","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} }","short":"L. Harrmann, E. Böhm, A. Eggert, in: 2021 AMA Winter Academic Conference, 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.","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.","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."},"date_updated":"2023-08-25T10:07:10Z","date_created":"2023-08-25T07:34:06Z","author":[{"first_name":"L.","last_name":"Harrmann","full_name":"Harrmann, L."},{"first_name":"Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm","full_name":"Böhm, Eva","id":"3043"},{"first_name":"A.","last_name":"Eggert","full_name":"Eggert, A."}],"title":"Exploring the paths towards service growth in manufacturing companies","conference":{"name":"2021 AMA Winter Academic Conference"}},{"issue":"1","year":"2021","date_created":"2023-02-01T08:30:20Z","publisher":"Springer Science and Business Media LLC","title":"Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions","publication":"Journal of the Academy of Marketing Science","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"}],"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"publication_status":"published","publication_identifier":{"issn":["0092-0703","1552-7824"]},"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>.","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>.","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>.","short":"A. Salonen, H. Terho, E. Böhm, A. Virtanen, R. Rajala, Journal of the Academy of Marketing Science 49 (2021) 139–163.","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} }","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>"},"page":"139-163","intvolume":"        49","author":[{"last_name":"Salonen","full_name":"Salonen, Anna","first_name":"Anna"},{"first_name":"Harri","last_name":"Terho","full_name":"Terho, Harri"},{"full_name":"Böhm, Eva","id":"3043","last_name":"Böhm","orcid":"0000-0001-6053-1012","first_name":"Eva"},{"full_name":"Virtanen, Ari","last_name":"Virtanen","first_name":"Ari"},{"first_name":"Risto","full_name":"Rajala, Risto","last_name":"Rajala"}],"volume":49,"date_updated":"2023-09-01T10:15:17Z","doi":"10.1007/s11747-020-00729-z","type":"journal_article","status":"public","user_id":"49063","department":[{"_id":"785"}],"_id":"41338","extern":"1"},{"publication":"Journal of the Academy of Marketing Science","abstract":[{"lang":"eng","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>"}],"language":[{"iso":"eng"}],"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"issue":"4","year":"2021","date_created":"2023-02-01T08:29:53Z","publisher":"Springer Science and Business Media LLC","title":"Online reviews generated through product testing: can more favorable reviews be enticed with free products?","type":"journal_article","status":"public","department":[{"_id":"785"}],"user_id":"49063","_id":"41337","extern":"1","publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","intvolume":"        49","page":"703-722","citation":{"short":"I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing Science 49 (2021) 703–722.","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} }","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>","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>","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>.","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>."},"volume":49,"author":[{"first_name":"Ina","last_name":"Garnefeld","full_name":"Garnefeld, Ina"},{"full_name":"Krah, Tabea","last_name":"Krah","first_name":"Tabea"},{"last_name":"Böhm","orcid":"0000-0001-6053-1012","id":"3043","full_name":"Böhm, Eva","first_name":"Eva"},{"last_name":"Gremler","full_name":"Gremler, Dwayne D.","first_name":"Dwayne D."}],"date_updated":"2023-09-01T10:12:36Z","doi":"10.1007/s11747-021-00770-6"},{"date_created":"2023-08-22T13:22:58Z","author":[{"first_name":"Tobias","full_name":"Schaefers, Tobias","last_name":"Schaefers"},{"last_name":"Ruffer","full_name":"Ruffer, Stefan","first_name":"Stefan"},{"id":"3043","full_name":"Böhm, Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm","first_name":"Eva"}],"volume":93,"publisher":"Elsevier BV","date_updated":"2023-09-01T10:13:53Z","doi":"10.1016/j.indmarman.2020.06.002","title":"Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration","publication_status":"published","publication_identifier":{"issn":["0019-8501"]},"citation":{"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>","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>.","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} }","short":"T. Schaefers, S. Ruffer, E. Böhm, Industrial Marketing Management 93 (2021) 466–481.","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>.","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>.","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>"},"intvolume":"        93","page":"466-481","year":"2021","user_id":"49063","department":[{"_id":"785"}],"_id":"46635","extern":"1","language":[{"iso":"eng"}],"keyword":["Marketing"],"type":"journal_article","publication":"Industrial Marketing Management","status":"public"},{"publication_status":"published","citation":{"chicago":"Garnefeld, I., T. Krah, Eva Böhm, and D. D. Gremler. “Do Product Testing Programs Lead to More Favorable Online Reviews? (Ausgezeichnet Mit Best Paper Award).” In <i>2020 AMA Winter Academic Conference, San Diego, CA</i>, 2020.","ieee":"I. Garnefeld, T. Krah, E. Böhm, and D. D. Gremler, “Do product testing programs lead to more favorable online reviews? (ausgezeichnet mit Best Paper Award),” presented at the 2020 AMA Winter Academic Conference, San Diego, CA, 2020.","ama":"Garnefeld I, Krah T, Böhm E, Gremler DD. Do product testing programs lead to more favorable online reviews? (ausgezeichnet mit Best Paper Award). In: <i>2020 AMA Winter Academic Conference, San Diego, CA</i>. ; 2020.","bibtex":"@inproceedings{Garnefeld_Krah_Böhm_Gremler_2020, title={Do product testing programs lead to more favorable online reviews? (ausgezeichnet mit Best Paper Award)}, booktitle={2020 AMA Winter Academic Conference, San Diego, CA}, author={Garnefeld, I. and Krah, T. and Böhm, Eva and Gremler, D. D.}, year={2020} }","short":"I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, in: 2020 AMA Winter Academic Conference, San Diego, CA, 2020.","mla":"Garnefeld, I., et al. “Do Product Testing Programs Lead to More Favorable Online Reviews? (Ausgezeichnet Mit Best Paper Award).” <i>2020 AMA Winter Academic Conference, San Diego, CA</i>, 2020.","apa":"Garnefeld, I., Krah, T., Böhm, E., &#38; Gremler, D. D. (2020). Do product testing programs lead to more favorable online reviews? (ausgezeichnet mit Best Paper Award). <i>2020 AMA Winter Academic Conference, San Diego, CA</i>. 2020 AMA Winter Academic Conference, San Diego, CA."},"year":"2020","author":[{"full_name":"Garnefeld, I.","last_name":"Garnefeld","first_name":"I."},{"first_name":"T.","full_name":"Krah, T.","last_name":"Krah"},{"first_name":"Eva","full_name":"Böhm, Eva","id":"3043","last_name":"Böhm","orcid":"0000-0001-6053-1012"},{"full_name":"Gremler, D. D.","last_name":"Gremler","first_name":"D. D."}],"date_created":"2023-08-25T09:14:31Z","date_updated":"2023-08-25T10:04:29Z","conference":{"name":"2020 AMA Winter Academic Conference","location":"San Diego, CA"},"title":"Do product testing programs lead to more favorable online reviews? (ausgezeichnet mit Best Paper Award)","type":"conference","publication":"2020 AMA Winter Academic Conference, San Diego, CA","status":"public","user_id":"49063","department":[{"_id":"785"}],"_id":"46689","language":[{"iso":"eng"}]},{"date_updated":"2023-08-25T10:04:21Z","date_created":"2023-08-25T09:15:46Z","author":[{"first_name":"A.","last_name":"Eggert","full_name":"Eggert, A."},{"id":"3043","full_name":"Böhm, Eva","last_name":"Böhm","orcid":"0000-0001-6053-1012","first_name":"Eva"},{"last_name":"Akalan","full_name":"Akalan, R.","first_name":"R."},{"last_name":"Gebauer","full_name":"Gebauer, H.","first_name":"H."}],"title":"Manufacturers’ service growth through mergers and acquisitions – An event study","conference":{"name":"2020 AMA Winter Academic Conference","location":"San Diego, CA"},"publication_status":"published","year":"2020","citation":{"apa":"Eggert, A., Böhm, E., Akalan, R., &#38; Gebauer, H. (2020). Manufacturers’ service growth through mergers and acquisitions – An event study. <i>2020 AMA Winter Academic Conference, San Diego, CA</i>. 2020 AMA Winter Academic Conference, San Diego, CA.","bibtex":"@inproceedings{Eggert_Böhm_Akalan_Gebauer_2020, title={Manufacturers’ service growth through mergers and acquisitions – An event study}, booktitle={2020 AMA Winter Academic Conference, San Diego, CA}, author={Eggert, A. and Böhm, Eva and Akalan, R. and Gebauer, H.}, year={2020} }","short":"A. Eggert, E. Böhm, R. Akalan, H. Gebauer, in: 2020 AMA Winter Academic Conference, San Diego, CA, 2020.","mla":"Eggert, A., et al. “Manufacturers’ Service Growth through Mergers and Acquisitions – An Event Study.” <i>2020 AMA Winter Academic Conference, San Diego, CA</i>, 2020.","ama":"Eggert A, Böhm E, Akalan R, Gebauer H. Manufacturers’ service growth through mergers and acquisitions – An event study. In: <i>2020 AMA Winter Academic Conference, San Diego, CA</i>. ; 2020.","chicago":"Eggert, A., Eva Böhm, R. Akalan, and H. Gebauer. “Manufacturers’ Service Growth through Mergers and Acquisitions – An Event Study.” In <i>2020 AMA Winter Academic Conference, San Diego, CA</i>, 2020.","ieee":"A. Eggert, E. Böhm, R. Akalan, and H. Gebauer, “Manufacturers’ service growth through mergers and acquisitions – An event study,” presented at the 2020 AMA Winter Academic Conference, San Diego, CA, 2020."},"_id":"46690","department":[{"_id":"785"}],"user_id":"49063","language":[{"iso":"eng"}],"publication":"2020 AMA Winter Academic Conference, San Diego, CA","type":"conference","status":"public"},{"volume":40,"date_created":"2023-08-22T13:24:08Z","author":[{"first_name":"Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm","full_name":"Böhm, Eva","id":"3043"},{"first_name":"Andreas","full_name":"Eggert, Andreas","last_name":"Eggert"},{"full_name":"Terho, Harri","last_name":"Terho","first_name":"Harri"},{"first_name":"Wolfgang","last_name":"Ulaga","full_name":"Ulaga, Wolfgang"},{"first_name":"Alexander","last_name":"Haas","full_name":"Haas, Alexander"}],"date_updated":"2023-09-05T22:15:36Z","publisher":"Informa UK Limited","doi":"10.1080/08853134.2020.1778484","title":"Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling","issue":"3","publication_identifier":{"issn":["0885-3134","1557-7813"]},"publication_status":"published","page":"180-197","intvolume":"        40","citation":{"ama":"Böhm E, Eggert A, Terho H, Ulaga W, Haas A. Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling. <i>Journal of Personal Selling and Sales Management</i>. 2020;40(3):180-197. doi:<a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>","ieee":"E. Böhm, A. Eggert, H. Terho, W. Ulaga, and A. 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