@article{37144,
  abstract     = {{<jats:title>Abstract</jats:title><jats:p>Artificial intelligence (AI) is being increasingly integrated into enterprises to foster collaboration within humanmachine teams and assist employees with work-related tasks. However, introducing AI may negatively impact employees’ identifications with their jobs as AI is expected to fundamentally change workplaces and professions, feeding into individuals’ fears of being replaced. To broaden the understanding of the AI identity threat, the findings of this study reveal three central predictors for AI identity threat in the workplace: changes to work, loss of status position, and AI identity predicting AI identity threat in the workplace. This study enriches information systems literature by extending our understanding of collaboration with AI in the workplace to drive future research in this field. Researchers and practitioners understand the implications of employees’ identity when collaborating with AI and comprehend which factors are relevant when introducing AI in the workplace.</jats:p>}},
  author       = {{Mirbabaie, Milad and Brünker, Felix and Möllmann Frick, Nicholas R. J. and Stieglitz, Stefan}},
  issn         = {{1019-6781}},
  journal      = {{Electronic Markets}},
  keywords     = {{Management of Technology and Innovation, Marketing, Computer Science Applications, Economics and Econometrics, Business and International Management}},
  number       = {{1}},
  pages        = {{73--99}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{The rise of artificial intelligence – understanding the AI identity threat at the workplace}}},
  doi          = {{10.1007/s12525-021-00496-x}},
  volume       = {{32}},
  year         = {{2021}},
}

@article{41338,
  abstract     = {{<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>}},
  author       = {{Salonen, Anna and Terho, Harri and Böhm, Eva and Virtanen, Ari and Rajala, Risto}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{1}},
  pages        = {{139--163}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions}}},
  doi          = {{10.1007/s11747-020-00729-z}},
  volume       = {{49}},
  year         = {{2021}},
}

@article{41337,
  abstract     = {{<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>}},
  author       = {{Garnefeld, Ina and Krah, Tabea and Böhm, Eva and Gremler, Dwayne D.}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{4}},
  pages        = {{703--722}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Online reviews generated through product testing: can more favorable reviews be enticed with free products?}}},
  doi          = {{10.1007/s11747-021-00770-6}},
  volume       = {{49}},
  year         = {{2021}},
}

@article{48524,
  author       = {{Hubner-Benz, Sylvia}},
  issn         = {{1742-5360}},
  journal      = {{International Journal of Entrepreneurial Venturing}},
  keywords     = {{Management of Technology and Innovation, Strategy and Management, Business and International Management}},
  number       = {{2}},
  publisher    = {{Inderscience Publishers}},
  title        = {{{When entrepreneurs become leaders: how entrepreneurs deal with people management}}},
  doi          = {{10.1504/ijev.2020.105571}},
  volume       = {{12}},
  year         = {{2020}},
}

@article{48521,
  author       = {{Rudic, Biljana and Hubner-Benz, Sylvia and Baum, Matthias}},
  issn         = {{2352-6734}},
  journal      = {{Journal of Business Venturing Insights}},
  keywords     = {{Management of Technology and Innovation, Business and International Management}},
  publisher    = {{Elsevier BV}},
  title        = {{{Hustlers, hipsters and hackers: Potential employees’ stereotypes of entrepreneurial leaders}}},
  doi          = {{10.1016/j.jbvi.2020.e00220}},
  volume       = {{15}},
  year         = {{2020}},
}

@article{41299,
  author       = {{Kim, Jisu J. and Steinhoff, Lena and Palmatier, Robert W.}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{1}},
  pages        = {{71--95}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{An emerging theory of loyalty program dynamics}}},
  doi          = {{10.1007/s11747-020-00719-1}},
  volume       = {{49}},
  year         = {{2020}},
}

@article{41310,
  author       = {{Henderson, Conor M. and Steinhoff, Lena and Harmeling, Colleen M. and Palmatier, Robert W.}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{2}},
  pages        = {{350--373}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Customer inertia marketing}}},
  doi          = {{10.1007/s11747-020-00744-0}},
  volume       = {{49}},
  year         = {{2020}},
}

@article{48515,
  abstract     = {{This article analyzes the contagion process of entrepreneurial passion and its effects on employee outcomes. We develop a mediation model showing entrepreneurs’ entrepreneurial passion affects an employee passion response, which in turn affects employee outcomes. We draw on a dual-process perspective to analyze how entrepreneurs’ emotional and identity displays interact to create employees’ perceptions of entrepreneurs’ passion, and question whether the contagion effect uniformly works for all employees. Our empirical studies, one field study and one experiment, provide empirical support for a contagion effect of entrepreneurial passion, and show the particularities of the effects of entrepreneurs’ passion on employee outcomes.}},
  author       = {{Hubner-Benz, Sylvia and Baum, Matthias and Frese, Michael}},
  issn         = {{1042-2587}},
  journal      = {{Entrepreneurship Theory and Practice}},
  keywords     = {{Economics and Econometrics, Business and International Management}},
  number       = {{6}},
  pages        = {{1112--1140}},
  publisher    = {{SAGE Publications}},
  title        = {{{Contagion of Entrepreneurial Passion: Effects on Employee Outcomes}}},
  doi          = {{10.1177/1042258719883995}},
  volume       = {{44}},
  year         = {{2019}},
}

@article{41294,
  author       = {{Steinhoff, Lena and Arli, Denni and Weaven, Scott and Kozlenkova, Irina V.}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{3}},
  pages        = {{369--393}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Online relationship marketing}}},
  doi          = {{10.1007/s11747-018-0621-6}},
  volume       = {{47}},
  year         = {{2019}},
}

@article{41309,
  abstract     = {{<jats:p> Gift giving is an effective means to strengthen interpersonal relationships; it also may initiate and enhance customer–brand relationships. Through a field study conducted with an international monobrand retailer of beauty products, a combination of propensity score matching with difference-in-differences estimations, and two experimental scenario studies, this research demonstrates that gift buyers spend 63% more in the year following a gift purchase than a matched sample of customers who purchase for their personal use. Specifically, gift buyers increase their purchase frequency (25%), spend more per shopping trip (41%), and engage in more cross-buying (49%). The sales lift is particularly pronounced among new customers. Identity theory suggests customer gratitude and public commitment as mediating mechanisms. Gift purchase design characteristics (i.e., assistance during gift purchase and branded gift wrapping) influence the strength of the mediating mechanisms. </jats:p>}},
  author       = {{Eggert, Andreas and Steinhoff, Lena and Witte, Carina}},
  issn         = {{0022-2429}},
  journal      = {{Journal of Marketing}},
  keywords     = {{Marketing, Business and International Management}},
  number       = {{5}},
  pages        = {{115--132}},
  publisher    = {{SAGE Publications}},
  title        = {{{Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships}}},
  doi          = {{10.1177/0022242919860802}},
  volume       = {{83}},
  year         = {{2019}},
}

@article{41339,
  author       = {{Garnefeld, Ina and Eggert, Andreas and Husemann-Kopetzky, Markus and Böhm, Eva}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{4}},
  pages        = {{595--616}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Exploring the link between payment schemes and customer fraud: a mental accounting perspective}}},
  doi          = {{10.1007/s11747-019-00653-x}},
  volume       = {{47}},
  year         = {{2019}},
}

@article{48526,
  author       = {{Hubner-Benz, Sylvia and Baum, Matthias}},
  issn         = {{1742-5360}},
  journal      = {{International Journal of Entrepreneurial Venturing}},
  keywords     = {{Management of Technology and Innovation, Strategy and Management, Business and International Management}},
  number       = {{4}},
  publisher    = {{Inderscience Publishers}},
  title        = {{{Effectuation, entrepreneurs' leadership behaviour, and employee outcomes: a conceptual model}}},
  doi          = {{10.1504/ijev.2018.093917}},
  volume       = {{10}},
  year         = {{2018}},
}

@article{41340,
  author       = {{Garnefeld, Ina and Böhm, Eva and Klimke, Lena and Oestreich, Andrea}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{6}},
  pages        = {{1133--1147}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions}}},
  doi          = {{10.1007/s11747-018-0600-y}},
  volume       = {{46}},
  year         = {{2018}},
}

@article{47913,
  author       = {{Reimsbach, Daniel and Hahn, Rüdiger and Gürtürk, Anil}},
  issn         = {{0963-8180}},
  journal      = {{European Accounting Review}},
  keywords     = {{Business, Management and Accounting (miscellaneous), Accounting, Business and International Management, Economics, Econometrics and Finance (miscellaneous), Economics and Econometrics, Finance}},
  number       = {{3}},
  pages        = {{559--581}},
  publisher    = {{Informa UK Limited}},
  title        = {{{Integrated Reporting and Assurance of Sustainability Information: An Experimental Study on Professional Investors’ Information Processing}}},
  doi          = {{10.1080/09638180.2016.1273787}},
  volume       = {{27}},
  year         = {{2017}},
}

@article{47906,
  abstract     = {{<jats:sec><jats:title content-type="abstract-heading">Purpose</jats:title><jats:p>– In this viewpoint, the authors aim to discuss sustainability issues in university education. Balancing what we call the “Accounting View” and the “Sustainability View”, the authors illuminate the status of value relevance of sustainability information and question the depth of business students' processing of this information.</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-heading">Design/methodology/approach</jats:title><jats:p>– The discussion was triggered by an experimental study on sustainability disclosure which revealed interesting findings related to the participating students' prior sustainability and accounting coursework. The authors start the viewpoint from these findings and contrast them with existing views on sustainability and accounting (education).</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-heading">Findings</jats:title><jats:p>– The amount of accounting coursework was positively related to the probability of including sustainability information in future stock value estimates, whereas this applied only marginally to sustainability coursework. However, students with more sophisticated sustainability knowledge seemed to scrutinize the given sustainability information more deeply, while students with “pure” accounting knowledge seemed more willing to simply accept the information.</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-heading">Practical implications</jats:title><jats:p>– The authors argue for advancements in the curriculum for business students that foster critical thinking and might prevent students (and thus potential future managers) from using sustainability information superficially. The authors caution against regarding sustainability issues as an “add-on” to existing courses and curricula and call for a combination of integrating sustainability issues in (core) business courses and offering standalone courses on sustainability management or CSR.</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-heading">Originality/value</jats:title><jats:p>– Triggered by findings from an experimental study, the authors contrast different opinions on sustainability education of business students and offer a new viewpoint on the (supposed) value relevance of sustainability information for future business leaders.</jats:p></jats:sec>}},
  author       = {{Hahn, Rüdiger and Reimsbach, Daniel}},
  issn         = {{2041-2568}},
  journal      = {{Journal of Global Responsibility}},
  keywords     = {{Business and International Management}},
  number       = {{1}},
  pages        = {{55--67}},
  publisher    = {{Emerald}},
  title        = {{{Are we on track with sustainability literacy?}}},
  doi          = {{10.1108/jgr-12-2013-0016}},
  volume       = {{5}},
  year         = {{2014}},
}

@article{41296,
  author       = {{Steinhoff, Lena and Palmatier, Robert W.}},
  issn         = {{0092-0703}},
  journal      = {{Journal of the Academy of Marketing Science}},
  keywords     = {{Marketing, Economics and Econometrics, Business and International Management}},
  number       = {{1}},
  pages        = {{88--107}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Understanding loyalty program effectiveness: managing target and bystander effects}}},
  doi          = {{10.1007/s11747-014-0405-6}},
  volume       = {{44}},
  year         = {{2014}},
}

@article{47907,
  author       = {{Reimsbach, Daniel}},
  issn         = {{0044-2372}},
  journal      = {{Journal of Business Economics}},
  keywords     = {{Economics and Econometrics, Business and International Management}},
  number       = {{4}},
  pages        = {{479--515}},
  publisher    = {{Springer Science and Business Media LLC}},
  title        = {{{Pro forma earnings disclosure: the effects of non-GAAP earnings and earnings-before on investors’ information processing}}},
  doi          = {{10.1007/s11573-013-0688-y}},
  volume       = {{84}},
  year         = {{2013}},
}

@article{47911,
  abstract     = {{<jats:title>ABSTRACT</jats:title><jats:p>This study examines how the disclosure of negative sustainability‐related incidents affects the investment‐related judgments of decision‐makers. Participants in a sequential 2 × 2 between‐subjects experiment first received a company's financial information before viewing additional sustainability information (by the company and by a non‐governmental organization (NGO); with and without negative disclosure). Results indicate that self‐reporting of negative incidents does not affect decision‐makers’ stock price estimates and investment decisions compared with judgments based on financial information only. However, third‐party disclosure of these incidents by a NGO has a negative affect on these investment‐related judgments. Furthermore, the magnitude of the NGO reporting effect depends on whether the company itself simultaneously reports these incidents. Thus, disclosing negative incidents in sustainability reporting could lose some of its apparent stigma. Instead of avoiding negative reporting altogether, managers might use it as a risk mitigation tool in their reporting strategy. The results also emphasize the power of the often‐mentioned ‘watchdog’ function of NGOs acting as stakeholder advocates. Copyright © 2013 John Wiley &amp; Sons, Ltd and ERP Environment</jats:p>}},
  author       = {{Reimsbach, Daniel and Hahn, Rüdiger}},
  issn         = {{0964-4733}},
  journal      = {{Business Strategy and the Environment}},
  keywords     = {{Management, Monitoring, Policy and Law, Strategy and Management, Geography, Planning and Development, Business and International Management}},
  number       = {{4}},
  pages        = {{217--235}},
  publisher    = {{Wiley}},
  title        = {{{The Effects of Negative Incidents in Sustainability Reporting on Investors’ Judgments–an Experimental Study of Third‐party Versus Self‐disclosure in the Realm of Sustainable Development}}},
  doi          = {{10.1002/bse.1816}},
  volume       = {{24}},
  year         = {{2013}},
}