[{"conference":{"name":"47rd EMAC Annual Conference","location":"Glasgow, UK"},"title":"How to transform a product-focused salesforce to solution sales?","author":[{"last_name":"Salonen","full_name":"Salonen, A.","first_name":"A."},{"full_name":"Terho, H.","last_name":"Terho","first_name":"H."},{"first_name":"Eva","full_name":"Böhm, Eva","id":"3043","last_name":"Böhm","orcid":"0000-0001-6053-1012"},{"full_name":"Rajala, R.","last_name":"Rajala","first_name":"R."},{"full_name":"Virtanen, A.","last_name":"Virtanen","first_name":"A."}],"date_created":"2023-08-25T08:51:12Z","date_updated":"2023-08-25T10:06:49Z","citation":{"ieee":"A. Salonen, H. Terho, E. Böhm, R. Rajala, and A. Virtanen, “How to transform a product-focused salesforce to solution sales?,” presented at the 47rd EMAC Annual Conference, Glasgow, UK, 2018.","chicago":"Salonen, A., H. Terho, Eva Böhm, R. Rajala, and A. Virtanen. “How to Transform a Product-Focused Salesforce to Solution Sales?” In <i>47rd EMAC Annual Conference, Glasgow, UK</i>, 2018.","ama":"Salonen A, Terho H, Böhm E, Rajala R, Virtanen A. How to transform a product-focused salesforce to solution sales? In: <i>47rd EMAC Annual Conference, Glasgow, UK</i>. ; 2018.","apa":"Salonen, A., Terho, H., Böhm, E., Rajala, R., &#38; Virtanen, A. (2018). How to transform a product-focused salesforce to solution sales? <i>47rd EMAC Annual Conference, Glasgow, UK</i>. 47rd EMAC Annual Conference, Glasgow, UK.","mla":"Salonen, A., et al. “How to Transform a Product-Focused Salesforce to Solution Sales?” <i>47rd EMAC Annual Conference, Glasgow, UK</i>, 2018.","bibtex":"@inproceedings{Salonen_Terho_Böhm_Rajala_Virtanen_2018, title={How to transform a product-focused salesforce to solution sales?}, booktitle={47rd EMAC Annual Conference, Glasgow, UK}, author={Salonen, A. and Terho, H. and Böhm, Eva and Rajala, R. and Virtanen, A.}, year={2018} }","short":"A. Salonen, H. Terho, E. Böhm, R. Rajala, A. Virtanen, in: 47rd EMAC Annual Conference, Glasgow, UK, 2018."},"year":"2018","publication_status":"published","language":[{"iso":"eng"}],"user_id":"49063","department":[{"_id":"785"}],"_id":"46677","status":"public","type":"conference","publication":"47rd EMAC Annual Conference, Glasgow, UK"},{"conference":{"location":"Cambridge, MA","name":"ISBM 2018 Academic Conference"},"title":"Engaging a product-oriented salesforce in solution sales","author":[{"first_name":"A.","last_name":"Salonen","full_name":"Salonen, A."},{"first_name":"H.","last_name":"Terho","full_name":"Terho, H."},{"orcid":"0000-0001-6053-1012","last_name":"Böhm","id":"3043","full_name":"Böhm, Eva","first_name":"Eva"},{"first_name":"R.","full_name":"Rajala, R.","last_name":"Rajala"},{"first_name":"A.","full_name":"Virtanen, A.","last_name":"Virtanen"}],"date_created":"2023-08-25T08:50:00Z","date_updated":"2023-08-25T10:10:35Z","citation":{"apa":"Salonen, A., Terho, H., Böhm, E., Rajala, R., &#38; Virtanen, A. (2018). Engaging a product-oriented salesforce in solution sales. <i>ISBM 2018 Academic Conference, Cambridge, MA</i>. ISBM 2018 Academic Conference, Cambridge, MA.","bibtex":"@inproceedings{Salonen_Terho_Böhm_Rajala_Virtanen_2018, title={Engaging a product-oriented salesforce in solution sales}, booktitle={ISBM 2018 Academic Conference, Cambridge, MA}, author={Salonen, A. and Terho, H. and Böhm, Eva and Rajala, R. and Virtanen, A.}, year={2018} }","mla":"Salonen, A., et al. “Engaging a Product-Oriented Salesforce in Solution Sales.” <i>ISBM 2018 Academic Conference, Cambridge, MA</i>, 2018.","short":"A. Salonen, H. Terho, E. Böhm, R. Rajala, A. Virtanen, in: ISBM 2018 Academic Conference, Cambridge, MA, 2018.","ama":"Salonen A, Terho H, Böhm E, Rajala R, Virtanen A. Engaging a product-oriented salesforce in solution sales. In: <i>ISBM 2018 Academic Conference, Cambridge, MA</i>. ; 2018.","chicago":"Salonen, A., H. Terho, Eva Böhm, R. Rajala, and A. 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(2018). I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions. <i>Journal of the Academy of Marketing Science</i>, <i>46</i>(6), 1133–1147. <a href=\"https://doi.org/10.1007/s11747-018-0600-y\">https://doi.org/10.1007/s11747-018-0600-y</a>"}},{"citation":{"short":"I. Garnefeld, E. Böhm, L. Feider, in: 2017 AMA Winter Academic Conference, Orlando, FL, 2017.","bibtex":"@inproceedings{Garnefeld_Böhm_Feider_2017, title={Managing the necessary evil: Can payment methods reduce product returns (ausgezeichnet mit Best Paper Award)}, booktitle={2017 AMA Winter Academic Conference, Orlando, FL}, author={Garnefeld, I. and Böhm, Eva and Feider, L.}, year={2017} }","mla":"Garnefeld, I., et al. “Managing the Necessary Evil: Can Payment Methods Reduce Product Returns (Ausgezeichnet Mit Best Paper Award).” <i>2017 AMA Winter Academic Conference, Orlando, FL</i>, 2017.","apa":"Garnefeld, I., Böhm, E., &#38; Feider, L. (2017). 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In: <i>2017 AMA Winter Academic Conference, Orlando, FL</i>. ; 2017."},"year":"2017","publication_status":"published","conference":{"name":"2017 AMA Winter Academic Conference","location":"Orlando, FL"},"title":"Managing the necessary evil: Can payment methods reduce product returns (ausgezeichnet mit Best Paper Award)","author":[{"first_name":"I.","last_name":"Garnefeld","full_name":"Garnefeld, I."},{"first_name":"Eva","full_name":"Böhm, Eva","id":"3043","last_name":"Böhm","orcid":"0000-0001-6053-1012"},{"last_name":"Feider","full_name":"Feider, L.","first_name":"L."}],"date_created":"2023-08-25T08:53:58Z","date_updated":"2023-08-25T10:06:35Z","status":"public","type":"conference","publication":"2017 AMA Winter Academic Conference, Orlando, FL","language":[{"iso":"eng"}],"user_id":"49063","department":[{"_id":"785"}],"_id":"46679"},{"language":[{"iso":"eng"}],"_id":"46680","user_id":"49063","department":[{"_id":"785"}],"status":"public","type":"conference","publication":"2017 AMA Winter Academic Conference, Orlando, FL","title":"Service Awards: Do They Help or Harm in Case of a Service Failure?","conference":{"location":"Orlando, FL","name":"2017 AMA Winter Academic Conference"},"date_updated":"2023-08-25T10:06:14Z","date_created":"2023-08-25T08:55:01Z","author":[{"full_name":"Cramer, C.","last_name":"Cramer","first_name":"C."},{"first_name":"Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm","full_name":"Böhm, Eva","id":"3043"},{"first_name":"A.","full_name":"Eggert, A.","last_name":"Eggert"}],"year":"2017","citation":{"ama":"Cramer C, Böhm E, Eggert A. 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Eggert, in: 2017 AMA Winter Academic Conference, Orlando, FL, 2017.","bibtex":"@inproceedings{Cramer_Böhm_Eggert_2017, title={Service Awards: Do They Help or Harm in Case of a Service Failure?}, booktitle={2017 AMA Winter Academic Conference, Orlando, FL}, author={Cramer, C. and Böhm, Eva and Eggert, A.}, year={2017} }","mla":"Cramer, C., et al. “Service Awards: Do They Help or Harm in Case of a Service Failure?” <i>2017 AMA Winter Academic Conference, Orlando, FL</i>, 2017.","apa":"Cramer, C., Böhm, E., &#38; Eggert, A. (2017). Service Awards: Do They Help or Harm in Case of a Service Failure? <i>2017 AMA Winter Academic Conference, Orlando, FL</i>. 2017 AMA Winter Academic Conference, Orlando, FL."},"publication_status":"published"},{"author":[{"first_name":"Harri","last_name":"Terho","full_name":"Terho, Harri"},{"last_name":"Eggert","full_name":"Eggert, Andreas","first_name":"Andreas"},{"first_name":"Wolfgang","full_name":"Ulaga, Wolfgang","last_name":"Ulaga"},{"last_name":"Haas","full_name":"Haas, Alexander","first_name":"Alexander"},{"full_name":"Böhm, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Böhm","first_name":"Eva"}],"date_created":"2023-08-22T13:27:16Z","volume":66,"publisher":"Elsevier BV","date_updated":"2023-09-01T10:17:45Z","doi":"10.1016/j.indmarman.2017.06.015","title":"Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action","publication_status":"published","publication_identifier":{"issn":["0019-8501"]},"citation":{"apa":"Terho, H., Eggert, A., Ulaga, W., Haas, A., &#38; Böhm, E. (2017). Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action. <i>Industrial Marketing Management</i>, <i>66</i>, 42–55. <a href=\"https://doi.org/10.1016/j.indmarman.2017.06.015\">https://doi.org/10.1016/j.indmarman.2017.06.015</a>","short":"H. Terho, A. Eggert, W. Ulaga, A. Haas, E. Böhm, Industrial Marketing Management 66 (2017) 42–55.","mla":"Terho, Harri, et al. “Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action.” <i>Industrial Marketing Management</i>, vol. 66, Elsevier BV, 2017, pp. 42–55, doi:<a href=\"https://doi.org/10.1016/j.indmarman.2017.06.015\">10.1016/j.indmarman.2017.06.015</a>.","bibtex":"@article{Terho_Eggert_Ulaga_Haas_Böhm_2017, title={Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action}, volume={66}, DOI={<a href=\"https://doi.org/10.1016/j.indmarman.2017.06.015\">10.1016/j.indmarman.2017.06.015</a>}, journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Terho, Harri and Eggert, Andreas and Ulaga, Wolfgang and Haas, Alexander and Böhm, Eva}, year={2017}, pages={42–55} }","chicago":"Terho, Harri, Andreas Eggert, Wolfgang Ulaga, Alexander Haas, and Eva Böhm. “Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action.” <i>Industrial Marketing Management</i> 66 (2017): 42–55. <a href=\"https://doi.org/10.1016/j.indmarman.2017.06.015\">https://doi.org/10.1016/j.indmarman.2017.06.015</a>.","ieee":"H. Terho, A. Eggert, W. Ulaga, A. Haas, and E. Böhm, “Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action,” <i>Industrial Marketing Management</i>, vol. 66, pp. 42–55, 2017, doi: <a href=\"https://doi.org/10.1016/j.indmarman.2017.06.015\">10.1016/j.indmarman.2017.06.015</a>.","ama":"Terho H, Eggert A, Ulaga W, Haas A, Böhm E. Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action. <i>Industrial Marketing Management</i>. 2017;66:42-55. doi:<a href=\"https://doi.org/10.1016/j.indmarman.2017.06.015\">10.1016/j.indmarman.2017.06.015</a>"},"page":"42-55","intvolume":"        66","year":"2017","user_id":"49063","department":[{"_id":"785"}],"_id":"46638","language":[{"iso":"eng"}],"keyword":["Marketing"],"type":"journal_article","publication":"Industrial Marketing Management","status":"public"},{"volume":28,"date_created":"2023-08-22T13:29:54Z","author":[{"last_name":"Eggert","full_name":"Eggert, Andreas","first_name":"Andreas"},{"first_name":"Eva","last_name":"Böhm","orcid":"0000-0001-6053-1012","full_name":"Böhm, Eva","id":"3043"},{"first_name":"Christina","full_name":"Cramer, Christina","last_name":"Cramer"}],"date_updated":"2023-09-01T10:18:20Z","publisher":"Emerald","doi":"10.1108/josm-11-2016-0306","title":"Business service outsourcing in manufacturing firms: an event study","issue":"3","publication_identifier":{"issn":["1757-5818"]},"publication_status":"published","page":"476-498","intvolume":"        28","citation":{"ieee":"A. Eggert, E. Böhm, and C. Cramer, “Business service outsourcing in manufacturing firms: an event study,” <i>Journal of Service Management</i>, vol. 28, no. 3, pp. 476–498, 2017, doi: <a href=\"https://doi.org/10.1108/josm-11-2016-0306\">10.1108/josm-11-2016-0306</a>.","chicago":"Eggert, Andreas, Eva Böhm, and Christina Cramer. “Business Service Outsourcing in Manufacturing Firms: An Event Study.” <i>Journal of Service Management</i> 28, no. 3 (2017): 476–98. <a href=\"https://doi.org/10.1108/josm-11-2016-0306\">https://doi.org/10.1108/josm-11-2016-0306</a>.","ama":"Eggert A, Böhm E, Cramer C. Business service outsourcing in manufacturing firms: an event study. <i>Journal of Service Management</i>. 2017;28(3):476-498. doi:<a href=\"https://doi.org/10.1108/josm-11-2016-0306\">10.1108/josm-11-2016-0306</a>","mla":"Eggert, Andreas, et al. “Business Service Outsourcing in Manufacturing Firms: An Event Study.” <i>Journal of Service Management</i>, vol. 28, no. 3, Emerald, 2017, pp. 476–98, doi:<a href=\"https://doi.org/10.1108/josm-11-2016-0306\">10.1108/josm-11-2016-0306</a>.","short":"A. Eggert, E. Böhm, C. Cramer, Journal of Service Management 28 (2017) 476–498.","bibtex":"@article{Eggert_Böhm_Cramer_2017, title={Business service outsourcing in manufacturing firms: an event study}, volume={28}, DOI={<a href=\"https://doi.org/10.1108/josm-11-2016-0306\">10.1108/josm-11-2016-0306</a>}, number={3}, journal={Journal of Service Management}, publisher={Emerald}, author={Eggert, Andreas and Böhm, Eva and Cramer, Christina}, year={2017}, pages={476–498} }","apa":"Eggert, A., Böhm, E., &#38; Cramer, C. (2017). Business service outsourcing in manufacturing firms: an event study. <i>Journal of Service Management</i>, <i>28</i>(3), 476–498. <a href=\"https://doi.org/10.1108/josm-11-2016-0306\">https://doi.org/10.1108/josm-11-2016-0306</a>"},"year":"2017","department":[{"_id":"785"}],"user_id":"49063","_id":"46639","language":[{"iso":"eng"}],"keyword":["Strategy and Management","Tourism","Leisure and Hospitality Management","Business","Management and Accounting (miscellaneous)"],"publication":"Journal of Service Management","type":"journal_article","status":"public","abstract":[{"lang":"eng","text":"<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Purpose</jats:title>\r\n<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>\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 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>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Findings</jats:title>\r\n<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>\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>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>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Practical implications</jats:title>\r\n<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>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Originality/value</jats:title>\r\n<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>\r\n</jats:sec>"}]},{"conference":{"name":"2016 AMA Winter Academic Conference","location":"Las Vegas, NV"},"title":"Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective","author":[{"first_name":"Eva","id":"3043","full_name":"Böhm, Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm"},{"first_name":"C.","last_name":"Backhaus","full_name":"Backhaus, C."},{"full_name":"Eggert, A.","last_name":"Eggert","first_name":"A."},{"last_name":"Pitsis","full_name":"Pitsis, T.","first_name":"T."}],"date_created":"2023-08-25T08:59:03Z","date_updated":"2023-08-25T10:05:44Z","citation":{"apa":"Böhm, E., Backhaus, C., Eggert, A., &#38; Pitsis, T. (2016). Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective. <i>2016 AMA Winter Academic Conference, Las Vegas, NV</i>. 2016 AMA Winter Academic Conference, Las Vegas, NV.","short":"E. Böhm, C. Backhaus, A. Eggert, T. Pitsis, in: 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016.","bibtex":"@inproceedings{Böhm_Backhaus_Eggert_Pitsis_2016, title={Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective}, booktitle={2016 AMA Winter Academic Conference, Las Vegas, NV}, author={Böhm, Eva and Backhaus, C. and Eggert, A. and Pitsis, T.}, year={2016} }","mla":"Böhm, Eva, et al. “Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” <i>2016 AMA Winter Academic Conference, Las Vegas, NV</i>, 2016.","ama":"Böhm E, Backhaus C, Eggert A, Pitsis T. Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective. In: <i>2016 AMA Winter Academic Conference, Las Vegas, NV</i>. ; 2016.","chicago":"Böhm, Eva, C. Backhaus, A. Eggert, and T. Pitsis. “Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” In <i>2016 AMA Winter Academic Conference, Las Vegas, NV</i>, 2016.","ieee":"E. Böhm, C. Backhaus, A. Eggert, and T. Pitsis, “Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective,” presented at the 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016."},"year":"2016","publication_status":"published","language":[{"iso":"eng"}],"department":[{"_id":"785"}],"user_id":"49063","_id":"46684","status":"public","publication":"2016 AMA Winter Academic Conference, Las Vegas, NV","type":"conference"},{"type":"conference","publication":"2016 AMA Winter Academic Conference, Las Vegas, NV","status":"public","_id":"46683","user_id":"49063","department":[{"_id":"785"}],"language":[{"iso":"eng"}],"publication_status":"published","year":"2016","citation":{"mla":"Cramer, C., et al. “Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side (Ausgezeichnet Mit Best Paper Award).” <i>2016 AMA Winter Academic Conference, Las Vegas, NV</i>, 2016.","short":"C. Cramer, E. Böhm, A. 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Service transition versus service infusion: Different pathways to success for service-oriented manufacturers? In: <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ; 2014.","chicago":"Kanuri, V., Eva Münkhoff, and L. K. Scheer. “Service Transition versus Service Infusion: Different Pathways to Success for Service-Oriented Manufacturers?” In <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014.","ieee":"V. Kanuri, E. Münkhoff, and L. K. Scheer, “Service transition versus service infusion: Different pathways to success for service-oriented manufacturers?,” presented at the ISBM 2014 Academic Conference, San Francisco, CA, 2014.","apa":"Kanuri, V., Münkhoff, E., &#38; Scheer, L. K. (2014). Service transition versus service infusion: Different pathways to success for service-oriented manufacturers? <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ISBM 2014 Academic Conference, San Francisco, CA.","bibtex":"@inproceedings{Kanuri_Münkhoff_Scheer_2014, title={Service transition versus service infusion: Different pathways to success for service-oriented manufacturers?}, booktitle={ISBM 2014 Academic Conference, San Francisco, CA}, author={Kanuri, V. and Münkhoff, Eva and Scheer, L. K.}, year={2014} }","short":"V. Kanuri, E. Münkhoff, L.K. Scheer, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.","mla":"Kanuri, V., et al. “Service Transition versus Service Infusion: Different Pathways to Success for Service-Oriented Manufacturers?” <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014."},"date_updated":"2023-08-25T10:04:11Z","author":[{"last_name":"Kanuri","full_name":"Kanuri, V.","first_name":"V."},{"full_name":"Münkhoff, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Münkhoff","first_name":"Eva"},{"first_name":"L. K.","full_name":"Scheer, L. K.","last_name":"Scheer"}],"date_created":"2023-08-25T09:17:40Z","title":"Service transition versus service infusion: Different pathways to success for service-oriented manufacturers?","conference":{"name":"ISBM 2014 Academic Conference","location":"San Francisco, CA"}}]