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Salespersons’ solution crafting capability: A knowledge-based perspective. <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ISBM 2014 Academic Conference, San Francisco, CA.","mla":"Münkhoff, Eva, et al. “Salespersons’ Solution Crafting Capability: A Knowledge-Based Perspective.” <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014.","short":"E. Münkhoff, A. Eggert, H. Terho, A. Haas, W. Ulaga, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.","bibtex":"@inproceedings{Münkhoff_Eggert_Terho_Haas_Ulaga_2014, title={Salespersons’ solution crafting capability: A knowledge-based perspective}, booktitle={ISBM 2014 Academic Conference, San Francisco, CA}, author={Münkhoff, Eva and Eggert, A. and Terho, H. and Haas, A. and Ulaga, W.}, year={2014} }"},"date_updated":"2023-08-25T10:04:06Z","date_created":"2023-08-25T09:19:06Z","author":[{"full_name":"Münkhoff, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Münkhoff","first_name":"Eva"},{"first_name":"A.","full_name":"Eggert, A.","last_name":"Eggert"},{"full_name":"Terho, H.","last_name":"Terho","first_name":"H."},{"full_name":"Haas, A.","last_name":"Haas","first_name":"A."},{"full_name":"Ulaga, W.","last_name":"Ulaga","first_name":"W."}],"title":"Salespersons’ solution crafting capability: A knowledge-based perspective","conference":{"name":"ISBM 2014 Academic Conference","location":"San Francisco, CA"}},{"date_updated":"2023-08-25T10:11:35Z","author":[{"last_name":"Eggert","full_name":"Eggert, A.","first_name":"A."},{"full_name":"Haas, A.","last_name":"Haas","first_name":"A."},{"first_name":"H.","last_name":"Terho","full_name":"Terho, H."},{"first_name":"W.","full_name":"Ulaga, W.","last_name":"Ulaga"},{"orcid":"0000-0001-6053-1012","last_name":"Münkhoff","full_name":"Münkhoff, Eva","id":"3043","first_name":"Eva"}],"date_created":"2023-08-25T09:20:18Z","title":"Selling value in business markets: Why a powerful idea often fails","conference":{"location":"San Francisco, CA","name":"ISBM 2014 Academic Conference"},"publication_status":"published","year":"2014","citation":{"chicago":"Eggert, A., A. Haas, H. Terho, W. Ulaga, and Eva Münkhoff. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” In <i>ISBM 2014 Academic Conference, San Francisco, CA</i>, 2014.","ieee":"A. Eggert, A. Haas, H. Terho, W. Ulaga, and E. Münkhoff, “Selling value in business markets: Why a powerful idea often fails,” presented at the ISBM 2014 Academic Conference, San Francisco, CA, 2014.","ama":"Eggert A, Haas A, Terho H, Ulaga W, Münkhoff E. Selling value in business markets: Why a powerful idea often fails. In: <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. ; 2014.","apa":"Eggert, A., Haas, A., Terho, H., Ulaga, W., &#38; Münkhoff, E. (2014). Selling value in business markets: Why a powerful idea often fails. <i>ISBM 2014 Academic Conference, San Francisco, CA</i>. 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Münkhoff, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.","bibtex":"@inproceedings{Eggert_Haas_Terho_Ulaga_Münkhoff_2014, title={Selling value in business markets: Why a powerful idea often fails}, booktitle={ISBM 2014 Academic Conference, San Francisco, CA}, author={Eggert, A. and Haas, A. and Terho, H. and Ulaga, W. and Münkhoff, Eva}, year={2014} }"},"_id":"46694","user_id":"49063","department":[{"_id":"785"}],"language":[{"iso":"eng"}],"type":"conference","publication":"ISBM 2014 Academic Conference, San Francisco, CA","status":"public"},{"type":"journal_article","publication":"Journal of Service Research","abstract":[{"text":"<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>","lang":"eng"}],"status":"public","_id":"41341","user_id":"49063","department":[{"_id":"785"}],"keyword":["Organizational Behavior and Human Resource Management","Sociology and Political Science","Information Systems"],"language":[{"iso":"eng"}],"publication_status":"published","publication_identifier":{"issn":["1094-6705","1552-7379"]},"issue":"1","year":"2014","citation":{"apa":"Eggert, A., Hogreve, J., Ulaga, W., &#38; Münkhoff, E. (2014). Revenue and Profit Implications of Industrial Service Strategies. <i>Journal of Service Research</i>, <i>17</i>(1), 23–39. <a href=\"https://doi.org/10.1177/1094670513485823\">https://doi.org/10.1177/1094670513485823</a>","short":"A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, Journal of Service Research 17 (2014) 23–39.","mla":"Eggert, Andreas, et al. “Revenue and Profit Implications of Industrial Service Strategies.” <i>Journal of Service Research</i>, vol. 17, no. 1, SAGE Publications, 2014, pp. 23–39, doi:<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>.","bibtex":"@article{Eggert_Hogreve_Ulaga_Münkhoff_2014, title={Revenue and Profit Implications of Industrial Service Strategies}, volume={17}, DOI={<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>}, number={1}, journal={Journal of Service Research}, publisher={SAGE Publications}, author={Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Münkhoff, Eva}, year={2014}, pages={23–39} }","ama":"Eggert A, Hogreve J, Ulaga W, Münkhoff E. Revenue and Profit Implications of Industrial Service Strategies. <i>Journal of Service Research</i>. 2014;17(1):23-39. doi:<a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>","chicago":"Eggert, Andreas, Jens Hogreve, Wolfgang Ulaga, and Eva Münkhoff. “Revenue and Profit Implications of Industrial Service Strategies.” <i>Journal of Service Research</i> 17, no. 1 (2014): 23–39. <a href=\"https://doi.org/10.1177/1094670513485823\">https://doi.org/10.1177/1094670513485823</a>.","ieee":"A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Revenue and Profit Implications of Industrial Service Strategies,” <i>Journal of Service Research</i>, vol. 17, no. 1, pp. 23–39, 2014, doi: <a href=\"https://doi.org/10.1177/1094670513485823\">10.1177/1094670513485823</a>."},"page":"23-39","intvolume":"        17","publisher":"SAGE Publications","date_updated":"2023-09-01T10:08:03Z","author":[{"first_name":"Andreas","full_name":"Eggert, Andreas","last_name":"Eggert"},{"first_name":"Jens","full_name":"Hogreve, Jens","last_name":"Hogreve"},{"first_name":"Wolfgang","last_name":"Ulaga","full_name":"Ulaga, Wolfgang"},{"orcid":"0000-0001-6053-1012","last_name":"Münkhoff","id":"3043","full_name":"Münkhoff, Eva","first_name":"Eva"}],"date_created":"2023-02-01T08:31:19Z","volume":17,"title":"Revenue and Profit Implications of Industrial Service Strategies","doi":"10.1177/1094670513485823"},{"publication_status":"published","year":"2013","citation":{"ama":"Garnefeld I, Münkhoff E, Raum K. Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice? In: <i>42nd EMAC Annual Conference, Istanbul</i>. ; 2013.","chicago":"Garnefeld, I., Eva Münkhoff, and K. Raum. “Threat and Normative Appeals to Reduce Product Returns in Online Retailing – An Effective Marketing Practice?” In <i>42nd EMAC Annual Conference, Istanbul</i>, 2013.","ieee":"I. Garnefeld, E. Münkhoff, and K. Raum, “Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice?,” presented at the 42nd EMAC Annual Conference, Istanbul, 2013.","apa":"Garnefeld, I., Münkhoff, E., &#38; Raum, K. (2013). Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice? <i>42nd EMAC Annual Conference, Istanbul</i>. 42nd EMAC Annual Conference, Istanbul.","mla":"Garnefeld, I., et al. “Threat and Normative Appeals to Reduce Product Returns in Online Retailing – An Effective Marketing Practice?” <i>42nd EMAC Annual Conference, Istanbul</i>, 2013.","short":"I. Garnefeld, E. Münkhoff, K. Raum, in: 42nd EMAC Annual Conference, Istanbul, 2013.","bibtex":"@inproceedings{Garnefeld_Münkhoff_Raum_2013, title={Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice?}, booktitle={42nd EMAC Annual Conference, Istanbul}, author={Garnefeld, I. and Münkhoff, Eva and Raum, K.}, year={2013} }"},"date_updated":"2023-08-25T10:03:46Z","author":[{"first_name":"I.","last_name":"Garnefeld","full_name":"Garnefeld, I."},{"first_name":"Eva","id":"3043","full_name":"Münkhoff, Eva","last_name":"Münkhoff","orcid":"0000-0001-6053-1012"},{"full_name":"Raum, K.","last_name":"Raum","first_name":"K."}],"date_created":"2023-08-25T09:25:17Z","title":"Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice?","conference":{"name":"42nd EMAC Annual Conference","location":"Istanbul"},"type":"conference","publication":"42nd EMAC Annual Conference, Istanbul","status":"public","_id":"46697","user_id":"49063","department":[{"_id":"785"}],"language":[{"iso":"eng"}]},{"language":[{"iso":"eng"}],"_id":"46696","department":[{"_id":"785"}],"user_id":"49063","status":"public","publication":"42nd EMAC Annual Conference, Istanbul","type":"conference","title":"How to prolong a sales promotion – Ex-post time extension versus reframing","conference":{"name":"42nd EMAC Annual Conference","location":"Istanbul"},"date_updated":"2023-08-25T10:03:52Z","date_created":"2023-08-25T09:24:06Z","author":[{"last_name":"Münkhoff","orcid":"0000-0001-6053-1012","full_name":"Münkhoff, Eva","id":"3043","first_name":"Eva"},{"full_name":"Garnefeld, I.","last_name":"Garnefeld","first_name":"I."},{"last_name":"Bruns","full_name":"Bruns, A.","first_name":"A."}],"year":"2013","citation":{"apa":"Münkhoff, E., Garnefeld, I., &#38; Bruns, A. 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Münkhoff, Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen, Springer Gabler, Wiesbaden, 2013.","bibtex":"@book{Münkhoff_2013, place={Wiesbaden}, title={Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen}, DOI={<a href=\"https://doi.org/10.1007/978-3-658-02122-1\">10.1007/978-3-658-02122-1</a>}, publisher={Springer Gabler}, author={Münkhoff, Eva}, year={2013} }","apa":"Münkhoff, E. (2013). <i>Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen</i>. Springer Gabler. <a href=\"https://doi.org/10.1007/978-3-658-02122-1\">https://doi.org/10.1007/978-3-658-02122-1</a>","ama":"Münkhoff E. <i>Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen</i>. Springer Gabler; 2013. doi:<a href=\"https://doi.org/10.1007/978-3-658-02122-1\">10.1007/978-3-658-02122-1</a>","chicago":"Münkhoff, Eva. <i>Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen</i>. Wiesbaden: Springer Gabler, 2013. <a href=\"https://doi.org/10.1007/978-3-658-02122-1\">https://doi.org/10.1007/978-3-658-02122-1</a>.","ieee":"E. Münkhoff, <i>Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen</i>. Wiesbaden: Springer Gabler, 2013."},"date_updated":"2023-09-01T10:06:58Z","publisher":"Springer Gabler","date_created":"2023-08-22T15:34:19Z","author":[{"first_name":"Eva","full_name":"Münkhoff, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Münkhoff"}],"title":"Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen","doi":"10.1007/978-3-658-02122-1"},{"extern":"1","language":[{"iso":"eng"}],"department":[{"_id":"785"}],"user_id":"49063","_id":"46698","status":"public","publication":"2012 AMA Summer Academic Conference, Chicago, IL","type":"conference","conference":{"name":"2012 AMA Summer Academic Conference","location":"Chicago, IL"},"title":"I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions","date_created":"2023-08-25T09:26:24Z","author":[{"last_name":"Garnefeld","full_name":"Garnefeld, I.","first_name":"I."},{"first_name":"Eva","full_name":"Münkhoff, Eva","id":"3043","last_name":"Münkhoff","orcid":"0000-0001-6053-1012"},{"first_name":"A.","last_name":"Bruns","full_name":"Bruns, A."}],"date_updated":"2023-08-25T10:03:40Z","citation":{"ieee":"I. Garnefeld, E. Münkhoff, and A. Bruns, “I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions,” presented at the 2012 AMA Summer Academic Conference, Chicago, IL, 2012.","chicago":"Garnefeld, I., Eva Münkhoff, and A. Bruns. “I Thought It Was All over and Now It Is Back Again – Customer Reactions to Time Extensions of Sales Promotions.” In <i>2012 AMA Summer Academic Conference, Chicago, IL</i>, 2012.","ama":"Garnefeld I, Münkhoff E, Bruns A. I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions. In: <i>2012 AMA Summer Academic Conference, Chicago, IL</i>. ; 2012.","bibtex":"@inproceedings{Garnefeld_Münkhoff_Bruns_2012, title={I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions}, booktitle={2012 AMA Summer Academic Conference, Chicago, IL}, author={Garnefeld, I. and Münkhoff, Eva and Bruns, A.}, year={2012} }","short":"I. Garnefeld, E. Münkhoff, A. Bruns, in: 2012 AMA Summer Academic Conference, Chicago, IL, 2012.","mla":"Garnefeld, I., et al. “I Thought It Was All over and Now It Is Back Again – Customer Reactions to Time Extensions of Sales Promotions.” <i>2012 AMA Summer Academic Conference, Chicago, IL</i>, 2012.","apa":"Garnefeld, I., Münkhoff, E., &#38; Bruns, A. (2012). I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions. <i>2012 AMA Summer Academic Conference, Chicago, IL</i>. 2012 AMA Summer Academic Conference, Chicago, IL."},"year":"2012","publication_status":"published"},{"status":"public","publication":"2012 AMA Winter Academic Conference, St. Petersburg, FL","type":"conference","language":[{"iso":"eng"}],"extern":"1","_id":"46699","department":[{"_id":"785"}],"user_id":"49063","year":"2012","citation":{"chicago":"Eggert, A., Eva Münkhoff, and C. Thiesbrummel. “Growing with Industrial Services – A Configurational Approach (Ausgezeichnet Mit Best Paper Award).” In <i>2012 AMA Winter Academic Conference, St. Petersburg, FL</i>, 2012.","ieee":"A. Eggert, E. Münkhoff, and C. Thiesbrummel, “Growing with industrial services – A configurational approach (ausgezeichnet mit Best Paper Award),” presented at the 2012 AMA Winter Academic Conference, St. Petersburg, FL, 2012.","ama":"Eggert A, Münkhoff E, Thiesbrummel C. Growing with industrial services – A configurational approach (ausgezeichnet mit Best Paper Award). In: <i>2012 AMA Winter Academic Conference, St. Petersburg, FL</i>. ; 2012.","mla":"Eggert, A., et al. “Growing with Industrial Services – A Configurational Approach (Ausgezeichnet Mit Best Paper Award).” <i>2012 AMA Winter Academic Conference, St. Petersburg, FL</i>, 2012.","bibtex":"@inproceedings{Eggert_Münkhoff_Thiesbrummel_2012, title={Growing with industrial services – A configurational approach (ausgezeichnet mit Best Paper Award)}, booktitle={2012 AMA Winter Academic Conference, St. Petersburg, FL}, author={Eggert, A. and Münkhoff, Eva and Thiesbrummel, C.}, year={2012} }","short":"A. Eggert, E. Münkhoff, C. 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Growing with industrial services – A configurational approach (ausgezeichnet mit Best Paper Award). <i>2012 AMA Winter Academic Conference, St. Petersburg, FL</i>. 2012 AMA Winter Academic Conference, St. Petersburg, FL."},"publication_status":"published","title":"Growing with industrial services – A configurational approach (ausgezeichnet mit Best Paper Award)","conference":{"location":"St. Petersburg, FL","name":"2012 AMA Winter Academic Conference"},"date_updated":"2023-08-25T10:03:33Z","date_created":"2023-08-25T09:27:24Z","author":[{"first_name":"A.","full_name":"Eggert, A.","last_name":"Eggert"},{"full_name":"Münkhoff, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Münkhoff","first_name":"Eva"},{"last_name":"Thiesbrummel","full_name":"Thiesbrummel, C.","first_name":"C."}]},{"publication":"2011 AMA Winter Academic Conference, Austin, TX","type":"conference","status":"public","department":[{"_id":"785"}],"user_id":"49063","_id":"46702","extern":"1","language":[{"iso":"eng"}],"publication_status":"published","citation":{"apa":"Eggert, A., Hogreve, J., Ulaga, W., &#38; Münkhoff, E. 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Ulaga, and Eva Münkhoff. “Assessing the Long-Term Effect of Industrial Services on Firm Profitability: The Moderating Impact of Product Innovations (Ausgezeichnet Mit Best Overall Conference Paper Award).” In <i>2011 AMA Winter Academic Conference, Austin, TX</i>, 2011.","ieee":"A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Assessing the long-term effect of industrial services on firm profitability: The moderating impact of product innovations (ausgezeichnet mit Best Overall Conference Paper Award),” presented at the 2011 AMA Winter Academic Conference, Austin, TX, 2011.","ama":"Eggert A, Hogreve J, Ulaga W, Münkhoff E. Assessing the long-term effect of industrial services on firm profitability: The moderating impact of product innovations (ausgezeichnet mit Best Overall Conference Paper Award). 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