[{"volume":53,"author":[{"id":"4336","full_name":"Steinhoff, Lena","last_name":"Steinhoff","first_name":"Lena"},{"full_name":"Kim, Jisu J.","last_name":"Kim","first_name":"Jisu J."},{"full_name":"Kanuri, Vamsi K.","last_name":"Kanuri","first_name":"Vamsi K."},{"full_name":"Palmatier, Robert W.","last_name":"Palmatier","first_name":"Robert W."}],"date_created":"2025-04-23T08:07:39Z","publisher":"Springer Science and Business Media LLC","date_updated":"2026-01-13T09:50:24Z","doi":"10.1007/s11747-025-01088-3","title":"Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding","related_material":{"link":[{"relation":"confirmation","url":"https://link.springer.com/article/10.1007/s11747-025-01088-3"}]},"issue":"5","publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","intvolume":"        53","page":"1447-1481","citation":{"apa":"Steinhoff, L., Kim, J. J., Kanuri, V. K., &#38; Palmatier, R. W. (2025). Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding. <i>Journal of the Academy of Marketing Science</i>, <i>53</i>(5), 1447–1481. <a href=\"https://doi.org/10.1007/s11747-025-01088-3\">https://doi.org/10.1007/s11747-025-01088-3</a>","bibtex":"@article{Steinhoff_Kim_Kanuri_Palmatier_2025, title={Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding}, volume={53}, DOI={<a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>}, number={5}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Steinhoff, Lena and Kim, Jisu J. and Kanuri, Vamsi K. and Palmatier, Robert W.}, year={2025}, pages={1447–1481} }","short":"L. Steinhoff, J.J. Kim, V.K. Kanuri, R.W. Palmatier, Journal of the Academy of Marketing Science 53 (2025) 1447–1481.","mla":"Steinhoff, Lena, et al. “Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding.” <i>Journal of the Academy of Marketing Science</i>, vol. 53, no. 5, Springer Science and Business Media LLC, 2025, pp. 1447–81, doi:<a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>.","ieee":"L. Steinhoff, J. J. Kim, V. K. Kanuri, and R. W. Palmatier, “Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding,” <i>Journal of the Academy of Marketing Science</i>, vol. 53, no. 5, pp. 1447–1481, 2025, doi: <a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>.","chicago":"Steinhoff, Lena, Jisu J. Kim, Vamsi K. Kanuri, and Robert W. Palmatier. “Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding.” <i>Journal of the Academy of Marketing Science</i> 53, no. 5 (2025): 1447–81. <a href=\"https://doi.org/10.1007/s11747-025-01088-3\">https://doi.org/10.1007/s11747-025-01088-3</a>.","ama":"Steinhoff L, Kim JJ, Kanuri VK, Palmatier RW. Unintended Consequences of Selling B2B Digital Subscription Add-Ons for Customer Onboarding. <i>Journal of the Academy of Marketing Science</i>. 2025;53(5):1447-1481. doi:<a href=\"https://doi.org/10.1007/s11747-025-01088-3\">10.1007/s11747-025-01088-3</a>"},"year":"2025","user_id":"102525","_id":"59638","language":[{"iso":"eng"}],"publication":"Journal of the Academy of Marketing Science","type":"journal_article","status":"public","abstract":[{"lang":"eng","text":"Business-to-business (B2B) software-as-a-service (SaaS) providers increasingly bundle add-on services with their core service. The implications of such bundles for onboarding customers to the relationship remain unclear; in particular, the common practice of trying to maximize add-on bundling during the customer acquisition phase arguably might conflict with goals to achieve long-term retention of customers. The current study therefore focuses explicitly on the impact of add-on bundling on customer retention during the onboarding stage, using multiple methods. A theories-in-use exploration suggests that the positive effects of add-on bundling may not manifest in the initial relational stage of customer onboarding. A field study involving a B2B SaaS provider further reveals that bundling more add-on services can significantly decrease customer retention during the onboarding stage. Moving to leaner communication channels can aggravate such attrition. Finally, a cross-industry survey of B2B managers identifies complexity perceptions as the likely source of these detrimental effects of add-on bundling during the customer onboarding stage."}]},{"status":"public","type":"journal_article","extern":"1","user_id":"49063","department":[{"_id":"785"}],"_id":"41338","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>","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>","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} }","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."},"page":"139-163","intvolume":"        49","publication_status":"published","publication_identifier":{"issn":["0092-0703","1552-7824"]},"doi":"10.1007/s11747-020-00729-z","author":[{"full_name":"Salonen, Anna","last_name":"Salonen","first_name":"Anna"},{"last_name":"Terho","full_name":"Terho, Harri","first_name":"Harri"},{"full_name":"Böhm, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Böhm","first_name":"Eva"},{"first_name":"Ari","last_name":"Virtanen","full_name":"Virtanen, Ari"},{"first_name":"Risto","last_name":"Rajala","full_name":"Rajala, Risto"}],"volume":49,"date_updated":"2023-09-01T10:15:17Z","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>"}],"publication":"Journal of the Academy of Marketing Science","language":[{"iso":"eng"}],"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"year":"2021","issue":"1","title":"Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions","date_created":"2023-02-01T08:30:20Z","publisher":"Springer Science and Business Media LLC"},{"publisher":"Springer Science and Business Media LLC","date_created":"2023-02-01T08:29:53Z","title":"Online reviews generated through product testing: can more favorable reviews be enticed with free products?","issue":"4","year":"2021","keyword":["Marketing","Economics and Econometrics","Business and International Management"],"language":[{"iso":"eng"}],"publication":"Journal of the Academy of Marketing Science","abstract":[{"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>","lang":"eng"}],"date_updated":"2023-09-01T10:12:36Z","author":[{"last_name":"Garnefeld","full_name":"Garnefeld, Ina","first_name":"Ina"},{"first_name":"Tabea","full_name":"Krah, Tabea","last_name":"Krah"},{"first_name":"Eva","full_name":"Böhm, Eva","id":"3043","orcid":"0000-0001-6053-1012","last_name":"Böhm"},{"first_name":"Dwayne D.","last_name":"Gremler","full_name":"Gremler, Dwayne D."}],"volume":49,"doi":"10.1007/s11747-021-00770-6","publication_status":"published","publication_identifier":{"issn":["0092-0703","1552-7824"]},"citation":{"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>.","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>","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>","short":"I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing Science 49 (2021) 703–722.","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} }","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>."},"page":"703-722","intvolume":"        49","_id":"41337","user_id":"49063","department":[{"_id":"785"}],"extern":"1","type":"journal_article","status":"public"},{"user_id":"4336","_id":"41299","extern":"1","language":[{"iso":"eng"}],"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"publication":"Journal of the Academy of Marketing Science","type":"journal_article","status":"public","volume":49,"date_created":"2023-01-31T15:30:56Z","author":[{"first_name":"Jisu J.","last_name":"Kim","full_name":"Kim, Jisu J."},{"first_name":"Lena","full_name":"Steinhoff, Lena","last_name":"Steinhoff"},{"last_name":"Palmatier","full_name":"Palmatier, Robert W.","first_name":"Robert W."}],"date_updated":"2023-01-31T15:45:14Z","publisher":"Springer Science and Business Media LLC","doi":"10.1007/s11747-020-00719-1","title":"An emerging theory of loyalty program dynamics","issue":"1","publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","page":"71-95","intvolume":"        49","citation":{"chicago":"Kim, Jisu J., Lena Steinhoff, and Robert W. Palmatier. “An Emerging Theory of Loyalty Program Dynamics.” <i>Journal of the Academy of Marketing Science</i> 49, no. 1 (2020): 71–95. <a href=\"https://doi.org/10.1007/s11747-020-00719-1\">https://doi.org/10.1007/s11747-020-00719-1</a>.","ieee":"J. J. Kim, L. Steinhoff, and R. W. Palmatier, “An emerging theory of loyalty program dynamics,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, pp. 71–95, 2020, doi: <a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>.","ama":"Kim JJ, Steinhoff L, Palmatier RW. An emerging theory of loyalty program dynamics. <i>Journal of the Academy of Marketing Science</i>. 2020;49(1):71-95. doi:<a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>","apa":"Kim, J. J., Steinhoff, L., &#38; Palmatier, R. W. (2020). An emerging theory of loyalty program dynamics. <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(1), 71–95. <a href=\"https://doi.org/10.1007/s11747-020-00719-1\">https://doi.org/10.1007/s11747-020-00719-1</a>","bibtex":"@article{Kim_Steinhoff_Palmatier_2020, title={An emerging theory of loyalty program dynamics}, volume={49}, DOI={<a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>}, number={1}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Kim, Jisu J. and Steinhoff, Lena and Palmatier, Robert W.}, year={2020}, pages={71–95} }","short":"J.J. Kim, L. Steinhoff, R.W. Palmatier, Journal of the Academy of Marketing Science 49 (2020) 71–95.","mla":"Kim, Jisu J., et al. “An Emerging Theory of Loyalty Program Dynamics.” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 1, Springer Science and Business Media LLC, 2020, pp. 71–95, doi:<a href=\"https://doi.org/10.1007/s11747-020-00719-1\">10.1007/s11747-020-00719-1</a>."},"year":"2020"},{"language":[{"iso":"eng"}],"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"publication":"Journal of the Academy of Marketing Science","date_created":"2023-01-31T15:34:52Z","publisher":"Springer Science and Business Media LLC","title":"Customer inertia marketing","issue":"2","year":"2020","user_id":"4336","_id":"41310","extern":"1","type":"journal_article","status":"public","author":[{"last_name":"Henderson","full_name":"Henderson, Conor M.","first_name":"Conor M."},{"first_name":"Lena","full_name":"Steinhoff, Lena","last_name":"Steinhoff"},{"first_name":"Colleen M.","full_name":"Harmeling, Colleen M.","last_name":"Harmeling"},{"full_name":"Palmatier, Robert W.","last_name":"Palmatier","first_name":"Robert W."}],"volume":49,"date_updated":"2023-01-31T15:44:29Z","doi":"10.1007/s11747-020-00744-0","publication_status":"published","publication_identifier":{"issn":["0092-0703","1552-7824"]},"citation":{"ama":"Henderson CM, Steinhoff L, Harmeling CM, Palmatier RW. Customer inertia marketing. <i>Journal of the Academy of Marketing Science</i>. 2020;49(2):350-373. doi:<a href=\"https://doi.org/10.1007/s11747-020-00744-0\">10.1007/s11747-020-00744-0</a>","ieee":"C. M. Henderson, L. Steinhoff, C. M. Harmeling, and R. W. Palmatier, “Customer inertia marketing,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 2, pp. 350–373, 2020, doi: <a href=\"https://doi.org/10.1007/s11747-020-00744-0\">10.1007/s11747-020-00744-0</a>.","chicago":"Henderson, Conor M., Lena Steinhoff, Colleen M. Harmeling, and Robert W. Palmatier. “Customer Inertia Marketing.” <i>Journal of the Academy of Marketing Science</i> 49, no. 2 (2020): 350–73. <a href=\"https://doi.org/10.1007/s11747-020-00744-0\">https://doi.org/10.1007/s11747-020-00744-0</a>.","bibtex":"@article{Henderson_Steinhoff_Harmeling_Palmatier_2020, title={Customer inertia marketing}, volume={49}, DOI={<a href=\"https://doi.org/10.1007/s11747-020-00744-0\">10.1007/s11747-020-00744-0</a>}, number={2}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Henderson, Conor M. and Steinhoff, Lena and Harmeling, Colleen M. and Palmatier, Robert W.}, year={2020}, pages={350–373} }","mla":"Henderson, Conor M., et al. “Customer Inertia Marketing.” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 2, Springer Science and Business Media LLC, 2020, pp. 350–73, doi:<a href=\"https://doi.org/10.1007/s11747-020-00744-0\">10.1007/s11747-020-00744-0</a>.","short":"C.M. Henderson, L. Steinhoff, C.M. Harmeling, R.W. Palmatier, Journal of the Academy of Marketing Science 49 (2020) 350–373.","apa":"Henderson, C. M., Steinhoff, L., Harmeling, C. M., &#38; Palmatier, R. W. (2020). Customer inertia marketing. <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(2), 350–373. <a href=\"https://doi.org/10.1007/s11747-020-00744-0\">https://doi.org/10.1007/s11747-020-00744-0</a>"},"page":"350-373","intvolume":"        49"},{"publication":"Journal of the Academy of Marketing Science","keyword":["Marketing","Economics and Econometrics","Business and International Management"],"language":[{"iso":"eng"}],"year":"2019","issue":"3","title":"Online relationship marketing","publisher":"Springer Science and Business Media LLC","date_created":"2023-01-31T15:26:49Z","status":"public","type":"journal_article","extern":"1","_id":"41294","user_id":"4336","citation":{"apa":"Steinhoff, L., Arli, D., Weaven, S., &#38; Kozlenkova, I. V. (2019). Online relationship marketing. <i>Journal of the Academy of Marketing Science</i>, <i>47</i>(3), 369–393. <a href=\"https://doi.org/10.1007/s11747-018-0621-6\">https://doi.org/10.1007/s11747-018-0621-6</a>","short":"L. Steinhoff, D. Arli, S. Weaven, I.V. Kozlenkova, Journal of the Academy of Marketing Science 47 (2019) 369–393.","bibtex":"@article{Steinhoff_Arli_Weaven_Kozlenkova_2019, title={Online relationship marketing}, volume={47}, DOI={<a href=\"https://doi.org/10.1007/s11747-018-0621-6\">10.1007/s11747-018-0621-6</a>}, number={3}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Steinhoff, Lena and Arli, Denni and Weaven, Scott and Kozlenkova, Irina V.}, year={2019}, pages={369–393} }","mla":"Steinhoff, Lena, et al. “Online Relationship Marketing.” <i>Journal of the Academy of Marketing Science</i>, vol. 47, no. 3, Springer Science and Business Media LLC, 2019, pp. 369–93, doi:<a href=\"https://doi.org/10.1007/s11747-018-0621-6\">10.1007/s11747-018-0621-6</a>.","ieee":"L. Steinhoff, D. Arli, S. Weaven, and I. V. Kozlenkova, “Online relationship marketing,” <i>Journal of the Academy of Marketing Science</i>, vol. 47, no. 3, pp. 369–393, 2019, doi: <a href=\"https://doi.org/10.1007/s11747-018-0621-6\">10.1007/s11747-018-0621-6</a>.","chicago":"Steinhoff, Lena, Denni Arli, Scott Weaven, and Irina V. Kozlenkova. “Online Relationship Marketing.” <i>Journal of the Academy of Marketing Science</i> 47, no. 3 (2019): 369–93. <a href=\"https://doi.org/10.1007/s11747-018-0621-6\">https://doi.org/10.1007/s11747-018-0621-6</a>.","ama":"Steinhoff L, Arli D, Weaven S, Kozlenkova IV. Online relationship marketing. <i>Journal of the Academy of Marketing Science</i>. 2019;47(3):369-393. doi:<a href=\"https://doi.org/10.1007/s11747-018-0621-6\">10.1007/s11747-018-0621-6</a>"},"page":"369-393","intvolume":"        47","publication_status":"published","publication_identifier":{"issn":["0092-0703","1552-7824"]},"doi":"10.1007/s11747-018-0621-6","date_updated":"2023-01-31T15:45:55Z","author":[{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","first_name":"Lena"},{"last_name":"Arli","full_name":"Arli, Denni","first_name":"Denni"},{"last_name":"Weaven","full_name":"Weaven, Scott","first_name":"Scott"},{"full_name":"Kozlenkova, Irina V.","last_name":"Kozlenkova","first_name":"Irina V."}],"volume":47},{"publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","page":"595-616","intvolume":"        47","citation":{"ama":"Garnefeld I, Eggert A, Husemann-Kopetzky M, Böhm E. Exploring the link between payment schemes and customer fraud: a mental accounting perspective. <i>Journal of the Academy of Marketing Science</i>. 2019;47(4):595-616. doi:<a href=\"https://doi.org/10.1007/s11747-019-00653-x\">10.1007/s11747-019-00653-x</a>","ieee":"I. Garnefeld, A. Eggert, M. Husemann-Kopetzky, and E. Böhm, “Exploring the link between payment schemes and customer fraud: a mental accounting perspective,” <i>Journal of the Academy of Marketing Science</i>, vol. 47, no. 4, pp. 595–616, 2019, doi: <a href=\"https://doi.org/10.1007/s11747-019-00653-x\">10.1007/s11747-019-00653-x</a>.","chicago":"Garnefeld, Ina, Andreas Eggert, Markus Husemann-Kopetzky, and Eva Böhm. “Exploring the Link between Payment Schemes and Customer Fraud: A Mental Accounting Perspective.” <i>Journal of the Academy of Marketing Science</i> 47, no. 4 (2019): 595–616. <a href=\"https://doi.org/10.1007/s11747-019-00653-x\">https://doi.org/10.1007/s11747-019-00653-x</a>.","apa":"Garnefeld, I., Eggert, A., Husemann-Kopetzky, M., &#38; Böhm, E. (2019). Exploring the link between payment schemes and customer fraud: a mental accounting perspective. <i>Journal of the Academy of Marketing Science</i>, <i>47</i>(4), 595–616. <a href=\"https://doi.org/10.1007/s11747-019-00653-x\">https://doi.org/10.1007/s11747-019-00653-x</a>","mla":"Garnefeld, Ina, et al. “Exploring the Link between Payment Schemes and Customer Fraud: A Mental Accounting Perspective.” <i>Journal of the Academy of Marketing Science</i>, vol. 47, no. 4, Springer Science and Business Media LLC, 2019, pp. 595–616, doi:<a href=\"https://doi.org/10.1007/s11747-019-00653-x\">10.1007/s11747-019-00653-x</a>.","short":"I. Garnefeld, A. Eggert, M. Husemann-Kopetzky, E. Böhm, Journal of the Academy of Marketing Science 47 (2019) 595–616.","bibtex":"@article{Garnefeld_Eggert_Husemann-Kopetzky_Böhm_2019, title={Exploring the link between payment schemes and customer fraud: a mental accounting perspective}, volume={47}, DOI={<a href=\"https://doi.org/10.1007/s11747-019-00653-x\">10.1007/s11747-019-00653-x</a>}, number={4}, journal={Journal of the Academy of Marketing Science}, publisher={Springer Science and Business Media LLC}, author={Garnefeld, Ina and Eggert, Andreas and Husemann-Kopetzky, Markus and Böhm, Eva}, year={2019}, pages={595–616} }"},"date_updated":"2023-09-01T10:16:40Z","volume":47,"author":[{"full_name":"Garnefeld, Ina","last_name":"Garnefeld","first_name":"Ina"},{"first_name":"Andreas","last_name":"Eggert","full_name":"Eggert, Andreas"},{"first_name":"Markus","last_name":"Husemann-Kopetzky","full_name":"Husemann-Kopetzky, Markus"},{"first_name":"Eva","last_name":"Böhm","orcid":"0000-0001-6053-1012","id":"3043","full_name":"Böhm, Eva"}],"doi":"10.1007/s11747-019-00653-x","type":"journal_article","status":"public","_id":"41339","department":[{"_id":"785"}],"user_id":"49063","issue":"4","year":"2019","publisher":"Springer Science and Business Media LLC","date_created":"2023-02-01T08:30:38Z","title":"Exploring the link between payment schemes and customer fraud: a mental accounting perspective","publication":"Journal of the Academy of Marketing Science","keyword":["Marketing","Economics and Econometrics","Business and International Management"],"language":[{"iso":"eng"}]},{"doi":"10.1007/s11747-018-0600-y","title":"I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions","volume":46,"date_created":"2023-02-01T08:30:59Z","author":[{"full_name":"Garnefeld, Ina","last_name":"Garnefeld","first_name":"Ina"},{"last_name":"Böhm","orcid":"0000-0001-6053-1012","full_name":"Böhm, Eva","id":"3043","first_name":"Eva"},{"last_name":"Klimke","full_name":"Klimke, Lena","first_name":"Lena"},{"first_name":"Andrea","full_name":"Oestreich, Andrea","last_name":"Oestreich"}],"date_updated":"2023-09-01T10:17:15Z","publisher":"Springer Science and Business Media LLC","intvolume":"        46","page":"1133-1147","citation":{"apa":"Garnefeld, I., Böhm, E., Klimke, L., &#38; Oestreich, A. 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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>. 2018;46(6):1133-1147. doi:<a href=\"https://doi.org/10.1007/s11747-018-0600-y\">10.1007/s11747-018-0600-y</a>","ieee":"I. Garnefeld, E. Böhm, L. Klimke, and A. 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Palmatier. “Understanding Loyalty Program Effectiveness: Managing Target and Bystander Effects.” <i>Journal of the Academy of Marketing Science</i>, vol. 44, no. 1, Springer Science and Business Media LLC, 2014, pp. 88–107, doi:<a href=\"https://doi.org/10.1007/s11747-014-0405-6\">10.1007/s11747-014-0405-6</a>.","short":"L. Steinhoff, R.W. Palmatier, Journal of the Academy of Marketing Science 44 (2014) 88–107.","apa":"Steinhoff, L., &#38; Palmatier, R. W. (2014). Understanding loyalty program effectiveness: managing target and bystander effects. <i>Journal of the Academy of Marketing Science</i>, <i>44</i>(1), 88–107. <a href=\"https://doi.org/10.1007/s11747-014-0405-6\">https://doi.org/10.1007/s11747-014-0405-6</a>","chicago":"Steinhoff, Lena, and Robert W. Palmatier. “Understanding Loyalty Program Effectiveness: Managing Target and Bystander Effects.” <i>Journal of the Academy of Marketing Science</i> 44, no. 1 (2014): 88–107. <a href=\"https://doi.org/10.1007/s11747-014-0405-6\">https://doi.org/10.1007/s11747-014-0405-6</a>.","ieee":"L. Steinhoff and R. W. Palmatier, “Understanding loyalty program effectiveness: managing target and bystander effects,” <i>Journal of the Academy of Marketing Science</i>, vol. 44, no. 1, pp. 88–107, 2014, doi: <a href=\"https://doi.org/10.1007/s11747-014-0405-6\">10.1007/s11747-014-0405-6</a>.","ama":"Steinhoff L, Palmatier RW. Understanding loyalty program effectiveness: managing target and bystander effects. <i>Journal of the Academy of Marketing Science</i>. 2014;44(1):88-107. doi:<a href=\"https://doi.org/10.1007/s11747-014-0405-6\">10.1007/s11747-014-0405-6</a>"},"publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","issue":"1"}]