---
_id: '37144'
abstract:
- lang: eng
  text: '<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:
- first_name: Milad
  full_name: Mirbabaie, Milad
  last_name: Mirbabaie
- first_name: Felix
  full_name: Brünker, Felix
  last_name: Brünker
- first_name: Nicholas R. J.
  full_name: Möllmann Frick, Nicholas R. J.
  last_name: Möllmann Frick
- first_name: Stefan
  full_name: Stieglitz, Stefan
  last_name: Stieglitz
citation:
  ama: Mirbabaie M, Brünker F, Möllmann Frick NRJ, Stieglitz S. The rise of artificial
    intelligence – understanding the AI identity threat at the workplace. <i>Electronic
    Markets</i>. 2021;32(1):73-99. doi:<a href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>
  apa: Mirbabaie, M., Brünker, F., Möllmann Frick, N. R. J., &#38; Stieglitz, S. (2021).
    The rise of artificial intelligence – understanding the AI identity threat at
    the workplace. <i>Electronic Markets</i>, <i>32</i>(1), 73–99. <a href="https://doi.org/10.1007/s12525-021-00496-x">https://doi.org/10.1007/s12525-021-00496-x</a>
  bibtex: '@article{Mirbabaie_Brünker_Möllmann Frick_Stieglitz_2021, title={The rise
    of artificial intelligence – understanding the AI identity threat at the workplace},
    volume={32}, DOI={<a href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>},
    number={1}, journal={Electronic Markets}, publisher={Springer Science and Business
    Media LLC}, author={Mirbabaie, Milad and Brünker, Felix and Möllmann Frick, Nicholas
    R. J. and Stieglitz, Stefan}, year={2021}, pages={73–99} }'
  chicago: 'Mirbabaie, Milad, Felix Brünker, Nicholas R. J. Möllmann Frick, and Stefan
    Stieglitz. “The Rise of Artificial Intelligence – Understanding the AI Identity
    Threat at the Workplace.” <i>Electronic Markets</i> 32, no. 1 (2021): 73–99. <a
    href="https://doi.org/10.1007/s12525-021-00496-x">https://doi.org/10.1007/s12525-021-00496-x</a>.'
  ieee: 'M. Mirbabaie, F. Brünker, N. R. J. Möllmann Frick, and S. Stieglitz, “The
    rise of artificial intelligence – understanding the AI identity threat at the
    workplace,” <i>Electronic Markets</i>, vol. 32, no. 1, pp. 73–99, 2021, doi: <a
    href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>.'
  mla: Mirbabaie, Milad, et al. “The Rise of Artificial Intelligence – Understanding
    the AI Identity Threat at the Workplace.” <i>Electronic Markets</i>, vol. 32,
    no. 1, Springer Science and Business Media LLC, 2021, pp. 73–99, doi:<a href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>.
  short: M. Mirbabaie, F. Brünker, N.R.J. Möllmann Frick, S. Stieglitz, Electronic
    Markets 32 (2021) 73–99.
date_created: 2023-01-17T15:24:18Z
date_updated: 2023-01-18T07:57:16Z
doi: 10.1007/s12525-021-00496-x
intvolume: '        32'
issue: '1'
keyword:
- Management of Technology and Innovation
- Marketing
- Computer Science Applications
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 73-99
publication: Electronic Markets
publication_identifier:
  issn:
  - 1019-6781
  - 1422-8890
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: The rise of artificial intelligence – understanding the AI identity threat
  at the workplace
type: journal_article
user_id: '80546'
volume: 32
year: '2021'
...
---
_id: '41338'
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>
author:
- first_name: Anna
  full_name: Salonen, Anna
  last_name: Salonen
- first_name: Harri
  full_name: Terho, Harri
  last_name: Terho
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
- first_name: Ari
  full_name: Virtanen, Ari
  last_name: Virtanen
- first_name: Risto
  full_name: Rajala, Risto
  last_name: Rajala
citation:
  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} }'
  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>.'
  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.
date_created: 2023-02-01T08:30:20Z
date_updated: 2023-09-01T10:15:17Z
department:
- _id: '785'
doi: 10.1007/s11747-020-00729-z
extern: '1'
intvolume: '        49'
issue: '1'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 139-163
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Engaging a product-focused sales force in solution selling: interplay of individual-
  and organizational-level conditions'
type: journal_article
user_id: '49063'
volume: 49
year: '2021'
...
---
_id: '41337'
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>
author:
- first_name: Ina
  full_name: Garnefeld, Ina
  last_name: Garnefeld
- first_name: Tabea
  full_name: Krah, Tabea
  last_name: Krah
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
- first_name: Dwayne D.
  full_name: Gremler, Dwayne D.
  last_name: Gremler
citation:
  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>'
  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} }'
  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>.'
  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>.'
  short: I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing
    Science 49 (2021) 703–722.
date_created: 2023-02-01T08:29:53Z
date_updated: 2023-09-01T10:12:36Z
department:
- _id: '785'
doi: 10.1007/s11747-021-00770-6
extern: '1'
intvolume: '        49'
issue: '4'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 703-722
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Online reviews generated through product testing: can more favorable reviews
  be enticed with free products?'
type: journal_article
user_id: '49063'
volume: 49
year: '2021'
...
---
_id: '48524'
article_number: '161'
author:
- first_name: Sylvia
  full_name: Hubner-Benz, Sylvia
  id: '100407'
  last_name: Hubner-Benz
citation:
  ama: 'Hubner-Benz S. When entrepreneurs become leaders: how entrepreneurs deal with
    people management. <i>International Journal of Entrepreneurial Venturing</i>.
    2020;12(2). doi:<a href="https://doi.org/10.1504/ijev.2020.105571">10.1504/ijev.2020.105571</a>'
  apa: 'Hubner-Benz, S. (2020). When entrepreneurs become leaders: how entrepreneurs
    deal with people management. <i>International Journal of Entrepreneurial Venturing</i>,
    <i>12</i>(2), Article 161. <a href="https://doi.org/10.1504/ijev.2020.105571">https://doi.org/10.1504/ijev.2020.105571</a>'
  bibtex: '@article{Hubner-Benz_2020, title={When entrepreneurs become leaders: how
    entrepreneurs deal with people management}, volume={12}, DOI={<a href="https://doi.org/10.1504/ijev.2020.105571">10.1504/ijev.2020.105571</a>},
    number={2161}, journal={International Journal of Entrepreneurial Venturing}, publisher={Inderscience
    Publishers}, author={Hubner-Benz, Sylvia}, year={2020} }'
  chicago: 'Hubner-Benz, Sylvia. “When Entrepreneurs Become Leaders: How Entrepreneurs
    Deal with People Management.” <i>International Journal of Entrepreneurial Venturing</i>
    12, no. 2 (2020). <a href="https://doi.org/10.1504/ijev.2020.105571">https://doi.org/10.1504/ijev.2020.105571</a>.'
  ieee: 'S. Hubner-Benz, “When entrepreneurs become leaders: how entrepreneurs deal
    with people management,” <i>International Journal of Entrepreneurial Venturing</i>,
    vol. 12, no. 2, Art. no. 161, 2020, doi: <a href="https://doi.org/10.1504/ijev.2020.105571">10.1504/ijev.2020.105571</a>.'
  mla: 'Hubner-Benz, Sylvia. “When Entrepreneurs Become Leaders: How Entrepreneurs
    Deal with People Management.” <i>International Journal of Entrepreneurial Venturing</i>,
    vol. 12, no. 2, 161, Inderscience Publishers, 2020, doi:<a href="https://doi.org/10.1504/ijev.2020.105571">10.1504/ijev.2020.105571</a>.'
  short: S. Hubner-Benz, International Journal of Entrepreneurial Venturing 12 (2020).
date_created: 2023-10-27T12:49:35Z
date_updated: 2023-10-27T12:49:50Z
doi: 10.1504/ijev.2020.105571
intvolume: '        12'
issue: '2'
keyword:
- Management of Technology and Innovation
- Strategy and Management
- Business and International Management
language:
- iso: eng
publication: International Journal of Entrepreneurial Venturing
publication_identifier:
  issn:
  - 1742-5360
  - 1742-5379
publication_status: published
publisher: Inderscience Publishers
status: public
title: 'When entrepreneurs become leaders: how entrepreneurs deal with people management'
type: journal_article
user_id: '100407'
volume: 12
year: '2020'
...
---
_id: '48521'
article_number: e00220
author:
- first_name: Biljana
  full_name: Rudic, Biljana
  last_name: Rudic
- first_name: Sylvia
  full_name: Hubner-Benz, Sylvia
  id: '100407'
  last_name: Hubner-Benz
- first_name: Matthias
  full_name: Baum, Matthias
  last_name: Baum
citation:
  ama: 'Rudic B, Hubner-Benz S, Baum M. Hustlers, hipsters and hackers: Potential
    employees’ stereotypes of entrepreneurial leaders. <i>Journal of Business Venturing
    Insights</i>. 2020;15. doi:<a href="https://doi.org/10.1016/j.jbvi.2020.e00220">10.1016/j.jbvi.2020.e00220</a>'
  apa: 'Rudic, B., Hubner-Benz, S., &#38; Baum, M. (2020). Hustlers, hipsters and
    hackers: Potential employees’ stereotypes of entrepreneurial leaders. <i>Journal
    of Business Venturing Insights</i>, <i>15</i>, Article e00220. <a href="https://doi.org/10.1016/j.jbvi.2020.e00220">https://doi.org/10.1016/j.jbvi.2020.e00220</a>'
  bibtex: '@article{Rudic_Hubner-Benz_Baum_2020, title={Hustlers, hipsters and hackers:
    Potential employees’ stereotypes of entrepreneurial leaders}, volume={15}, DOI={<a
    href="https://doi.org/10.1016/j.jbvi.2020.e00220">10.1016/j.jbvi.2020.e00220</a>},
    number={e00220}, journal={Journal of Business Venturing Insights}, publisher={Elsevier
    BV}, author={Rudic, Biljana and Hubner-Benz, Sylvia and Baum, Matthias}, year={2020}
    }'
  chicago: 'Rudic, Biljana, Sylvia Hubner-Benz, and Matthias Baum. “Hustlers, Hipsters
    and Hackers: Potential Employees’ Stereotypes of Entrepreneurial Leaders.” <i>Journal
    of Business Venturing Insights</i> 15 (2020). <a href="https://doi.org/10.1016/j.jbvi.2020.e00220">https://doi.org/10.1016/j.jbvi.2020.e00220</a>.'
  ieee: 'B. Rudic, S. Hubner-Benz, and M. Baum, “Hustlers, hipsters and hackers: Potential
    employees’ stereotypes of entrepreneurial leaders,” <i>Journal of Business Venturing
    Insights</i>, vol. 15, Art. no. e00220, 2020, doi: <a href="https://doi.org/10.1016/j.jbvi.2020.e00220">10.1016/j.jbvi.2020.e00220</a>.'
  mla: 'Rudic, Biljana, et al. “Hustlers, Hipsters and Hackers: Potential Employees’
    Stereotypes of Entrepreneurial Leaders.” <i>Journal of Business Venturing Insights</i>,
    vol. 15, e00220, Elsevier BV, 2020, doi:<a href="https://doi.org/10.1016/j.jbvi.2020.e00220">10.1016/j.jbvi.2020.e00220</a>.'
  short: B. Rudic, S. Hubner-Benz, M. Baum, Journal of Business Venturing Insights
    15 (2020).
date_created: 2023-10-27T12:47:59Z
date_updated: 2023-10-27T12:48:16Z
doi: 10.1016/j.jbvi.2020.e00220
intvolume: '        15'
keyword:
- Management of Technology and Innovation
- Business and International Management
language:
- iso: eng
publication: Journal of Business Venturing Insights
publication_identifier:
  issn:
  - 2352-6734
publication_status: published
publisher: Elsevier BV
status: public
title: 'Hustlers, hipsters and hackers: Potential employees’ stereotypes of entrepreneurial
  leaders'
type: journal_article
user_id: '100407'
volume: 15
year: '2020'
...
---
_id: '41299'
author:
- first_name: Jisu J.
  full_name: Kim, Jisu J.
  last_name: Kim
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Robert W.
  full_name: Palmatier, Robert W.
  last_name: Palmatier
citation:
  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} }'
  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>.'
  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>.
  short: J.J. Kim, L. Steinhoff, R.W. Palmatier, Journal of the Academy of Marketing
    Science 49 (2020) 71–95.
date_created: 2023-01-31T15:30:56Z
date_updated: 2023-01-31T15:45:14Z
doi: 10.1007/s11747-020-00719-1
extern: '1'
intvolume: '        49'
issue: '1'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 71-95
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: An emerging theory of loyalty program dynamics
type: journal_article
user_id: '4336'
volume: 49
year: '2020'
...
---
_id: '41310'
author:
- first_name: Conor M.
  full_name: Henderson, Conor M.
  last_name: Henderson
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Colleen M.
  full_name: Harmeling, Colleen M.
  last_name: Harmeling
- first_name: Robert W.
  full_name: Palmatier, Robert W.
  last_name: Palmatier
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>
  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>
  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}
    }'
  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>.'
  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>.'
  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.
date_created: 2023-01-31T15:34:52Z
date_updated: 2023-01-31T15:44:29Z
doi: 10.1007/s11747-020-00744-0
extern: '1'
intvolume: '        49'
issue: '2'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 350-373
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: Customer inertia marketing
type: journal_article
user_id: '4336'
volume: 49
year: '2020'
...
---
_id: '48515'
abstract:
- lang: eng
  text: 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:
- first_name: Sylvia
  full_name: Hubner-Benz, Sylvia
  id: '100407'
  last_name: Hubner-Benz
- first_name: Matthias
  full_name: Baum, Matthias
  last_name: Baum
- first_name: Michael
  full_name: Frese, Michael
  last_name: Frese
citation:
  ama: 'Hubner-Benz S, Baum M, Frese M. Contagion of Entrepreneurial Passion: Effects
    on Employee Outcomes. <i>Entrepreneurship Theory and Practice</i>. 2019;44(6):1112-1140.
    doi:<a href="https://doi.org/10.1177/1042258719883995">10.1177/1042258719883995</a>'
  apa: 'Hubner-Benz, S., Baum, M., &#38; Frese, M. (2019). Contagion of Entrepreneurial
    Passion: Effects on Employee Outcomes. <i>Entrepreneurship Theory and Practice</i>,
    <i>44</i>(6), 1112–1140. <a href="https://doi.org/10.1177/1042258719883995">https://doi.org/10.1177/1042258719883995</a>'
  bibtex: '@article{Hubner-Benz_Baum_Frese_2019, title={Contagion of Entrepreneurial
    Passion: Effects on Employee Outcomes}, volume={44}, DOI={<a href="https://doi.org/10.1177/1042258719883995">10.1177/1042258719883995</a>},
    number={6}, journal={Entrepreneurship Theory and Practice}, publisher={SAGE Publications},
    author={Hubner-Benz, Sylvia and Baum, Matthias and Frese, Michael}, year={2019},
    pages={1112–1140} }'
  chicago: 'Hubner-Benz, Sylvia, Matthias Baum, and Michael Frese. “Contagion of Entrepreneurial
    Passion: Effects on Employee Outcomes.” <i>Entrepreneurship Theory and Practice</i>
    44, no. 6 (2019): 1112–40. <a href="https://doi.org/10.1177/1042258719883995">https://doi.org/10.1177/1042258719883995</a>.'
  ieee: 'S. Hubner-Benz, M. Baum, and M. Frese, “Contagion of Entrepreneurial Passion:
    Effects on Employee Outcomes,” <i>Entrepreneurship Theory and Practice</i>, vol.
    44, no. 6, pp. 1112–1140, 2019, doi: <a href="https://doi.org/10.1177/1042258719883995">10.1177/1042258719883995</a>.'
  mla: 'Hubner-Benz, Sylvia, et al. “Contagion of Entrepreneurial Passion: Effects
    on Employee Outcomes.” <i>Entrepreneurship Theory and Practice</i>, vol. 44, no.
    6, SAGE Publications, 2019, pp. 1112–40, doi:<a href="https://doi.org/10.1177/1042258719883995">10.1177/1042258719883995</a>.'
  short: S. Hubner-Benz, M. Baum, M. Frese, Entrepreneurship Theory and Practice 44
    (2019) 1112–1140.
date_created: 2023-10-27T12:36:14Z
date_updated: 2023-10-27T12:44:12Z
doi: 10.1177/1042258719883995
intvolume: '        44'
issue: '6'
keyword:
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 1112-1140
publication: Entrepreneurship Theory and Practice
publication_identifier:
  issn:
  - 1042-2587
  - 1540-6520
publication_status: published
publisher: SAGE Publications
status: public
title: 'Contagion of Entrepreneurial Passion: Effects on Employee Outcomes'
type: journal_article
user_id: '100407'
volume: 44
year: '2019'
...
---
_id: '41294'
author:
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Denni
  full_name: Arli, Denni
  last_name: Arli
- first_name: Scott
  full_name: Weaven, Scott
  last_name: Weaven
- first_name: Irina V.
  full_name: Kozlenkova, Irina V.
  last_name: Kozlenkova
citation:
  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>
  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>
  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} }'
  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>.'
  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>.'
  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>.
  short: L. Steinhoff, D. Arli, S. Weaven, I.V. Kozlenkova, Journal of the Academy
    of Marketing Science 47 (2019) 369–393.
date_created: 2023-01-31T15:26:49Z
date_updated: 2023-01-31T15:45:55Z
doi: 10.1007/s11747-018-0621-6
extern: '1'
intvolume: '        47'
issue: '3'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 369-393
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: Online relationship marketing
type: journal_article
user_id: '4336'
volume: 47
year: '2019'
...
---
_id: '41309'
abstract:
- lang: eng
  text: <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:
- first_name: Andreas
  full_name: Eggert, Andreas
  last_name: Eggert
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Carina
  full_name: Witte, Carina
  last_name: Witte
citation:
  ama: Eggert A, Steinhoff L, Witte C. Gift Purchases as Catalysts for Strengthening
    Customer–Brand Relationships. <i>Journal of Marketing</i>. 2019;83(5):115-132.
    doi:<a href="https://doi.org/10.1177/0022242919860802">10.1177/0022242919860802</a>
  apa: Eggert, A., Steinhoff, L., &#38; Witte, C. (2019). Gift Purchases as Catalysts
    for Strengthening Customer–Brand Relationships. <i>Journal of Marketing</i>, <i>83</i>(5),
    115–132. <a href="https://doi.org/10.1177/0022242919860802">https://doi.org/10.1177/0022242919860802</a>
  bibtex: '@article{Eggert_Steinhoff_Witte_2019, title={Gift Purchases as Catalysts
    for Strengthening Customer–Brand Relationships}, volume={83}, DOI={<a href="https://doi.org/10.1177/0022242919860802">10.1177/0022242919860802</a>},
    number={5}, journal={Journal of Marketing}, publisher={SAGE Publications}, author={Eggert,
    Andreas and Steinhoff, Lena and Witte, Carina}, year={2019}, pages={115–132} }'
  chicago: 'Eggert, Andreas, Lena Steinhoff, and Carina Witte. “Gift Purchases as
    Catalysts for Strengthening Customer–Brand Relationships.” <i>Journal of Marketing</i>
    83, no. 5 (2019): 115–32. <a href="https://doi.org/10.1177/0022242919860802">https://doi.org/10.1177/0022242919860802</a>.'
  ieee: 'A. Eggert, L. Steinhoff, and C. Witte, “Gift Purchases as Catalysts for Strengthening
    Customer–Brand Relationships,” <i>Journal of Marketing</i>, vol. 83, no. 5, pp.
    115–132, 2019, doi: <a href="https://doi.org/10.1177/0022242919860802">10.1177/0022242919860802</a>.'
  mla: Eggert, Andreas, et al. “Gift Purchases as Catalysts for Strengthening Customer–Brand
    Relationships.” <i>Journal of Marketing</i>, vol. 83, no. 5, SAGE Publications,
    2019, pp. 115–32, doi:<a href="https://doi.org/10.1177/0022242919860802">10.1177/0022242919860802</a>.
  short: A. Eggert, L. Steinhoff, C. Witte, Journal of Marketing 83 (2019) 115–132.
date_created: 2023-01-31T15:34:31Z
date_updated: 2023-01-31T15:44:20Z
doi: 10.1177/0022242919860802
extern: '1'
intvolume: '        83'
issue: '5'
keyword:
- Marketing
- Business and International Management
language:
- iso: eng
page: 115-132
publication: Journal of Marketing
publication_identifier:
  issn:
  - 0022-2429
  - 1547-7185
publication_status: published
publisher: SAGE Publications
status: public
title: Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships
type: journal_article
user_id: '4336'
volume: 83
year: '2019'
...
---
_id: '41339'
author:
- first_name: Ina
  full_name: Garnefeld, Ina
  last_name: Garnefeld
- first_name: Andreas
  full_name: Eggert, Andreas
  last_name: Eggert
- first_name: Markus
  full_name: Husemann-Kopetzky, Markus
  last_name: Husemann-Kopetzky
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
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>'
  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>'
  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} }'
  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>.'
  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>.'
  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.
date_created: 2023-02-01T08:30:38Z
date_updated: 2023-09-01T10:16:40Z
department:
- _id: '785'
doi: 10.1007/s11747-019-00653-x
intvolume: '        47'
issue: '4'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 595-616
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Exploring the link between payment schemes and customer fraud: a mental accounting
  perspective'
type: journal_article
user_id: '49063'
volume: 47
year: '2019'
...
---
_id: '48526'
article_number: '383'
author:
- first_name: Sylvia
  full_name: Hubner-Benz, Sylvia
  id: '100407'
  last_name: Hubner-Benz
- first_name: Matthias
  full_name: Baum, Matthias
  last_name: Baum
citation:
  ama: 'Hubner-Benz S, Baum M. Effectuation, entrepreneurs’ leadership behaviour,
    and employee outcomes: a conceptual model. <i>International Journal of Entrepreneurial
    Venturing</i>. 2018;10(4). doi:<a href="https://doi.org/10.1504/ijev.2018.093917">10.1504/ijev.2018.093917</a>'
  apa: 'Hubner-Benz, S., &#38; Baum, M. (2018). Effectuation, entrepreneurs’ leadership
    behaviour, and employee outcomes: a conceptual model. <i>International Journal
    of Entrepreneurial Venturing</i>, <i>10</i>(4), Article 383. <a href="https://doi.org/10.1504/ijev.2018.093917">https://doi.org/10.1504/ijev.2018.093917</a>'
  bibtex: '@article{Hubner-Benz_Baum_2018, title={Effectuation, entrepreneurs’ leadership
    behaviour, and employee outcomes: a conceptual model}, volume={10}, DOI={<a href="https://doi.org/10.1504/ijev.2018.093917">10.1504/ijev.2018.093917</a>},
    number={4383}, journal={International Journal of Entrepreneurial Venturing}, publisher={Inderscience
    Publishers}, author={Hubner-Benz, Sylvia and Baum, Matthias}, year={2018} }'
  chicago: 'Hubner-Benz, Sylvia, and Matthias Baum. “Effectuation, Entrepreneurs’
    Leadership Behaviour, and Employee Outcomes: A Conceptual Model.” <i>International
    Journal of Entrepreneurial Venturing</i> 10, no. 4 (2018). <a href="https://doi.org/10.1504/ijev.2018.093917">https://doi.org/10.1504/ijev.2018.093917</a>.'
  ieee: 'S. Hubner-Benz and M. Baum, “Effectuation, entrepreneurs’ leadership behaviour,
    and employee outcomes: a conceptual model,” <i>International Journal of Entrepreneurial
    Venturing</i>, vol. 10, no. 4, Art. no. 383, 2018, doi: <a href="https://doi.org/10.1504/ijev.2018.093917">10.1504/ijev.2018.093917</a>.'
  mla: 'Hubner-Benz, Sylvia, and Matthias Baum. “Effectuation, Entrepreneurs’ Leadership
    Behaviour, and Employee Outcomes: A Conceptual Model.” <i>International Journal
    of Entrepreneurial Venturing</i>, vol. 10, no. 4, 383, Inderscience Publishers,
    2018, doi:<a href="https://doi.org/10.1504/ijev.2018.093917">10.1504/ijev.2018.093917</a>.'
  short: S. Hubner-Benz, M. Baum, International Journal of Entrepreneurial Venturing
    10 (2018).
date_created: 2023-10-27T12:50:44Z
date_updated: 2023-10-27T12:50:55Z
doi: 10.1504/ijev.2018.093917
intvolume: '        10'
issue: '4'
keyword:
- Management of Technology and Innovation
- Strategy and Management
- Business and International Management
language:
- iso: eng
publication: International Journal of Entrepreneurial Venturing
publication_identifier:
  issn:
  - 1742-5360
  - 1742-5379
publication_status: published
publisher: Inderscience Publishers
status: public
title: 'Effectuation, entrepreneurs'' leadership behaviour, and employee outcomes:
  a conceptual model'
type: journal_article
user_id: '100407'
volume: 10
year: '2018'
...
---
_id: '41340'
author:
- first_name: Ina
  full_name: Garnefeld, Ina
  last_name: Garnefeld
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
- first_name: Lena
  full_name: Klimke, Lena
  last_name: Klimke
- first_name: Andrea
  full_name: Oestreich, Andrea
  last_name: Oestreich
citation:
  ama: 'Garnefeld I, Böhm E, Klimke L, Oestreich A. 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>'
  apa: 'Garnefeld, I., Böhm, E., Klimke, L., &#38; Oestreich, A. (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>'
  bibtex: '@article{Garnefeld_Böhm_Klimke_Oestreich_2018, title={I thought it was
    over, but now it is back: customer reactions to ex post time extensions of sales
    promotions}, volume={46}, DOI={<a href="https://doi.org/10.1007/s11747-018-0600-y">10.1007/s11747-018-0600-y</a>},
    number={6}, journal={Journal of the Academy of Marketing Science}, publisher={Springer
    Science and Business Media LLC}, author={Garnefeld, Ina and Böhm, Eva and Klimke,
    Lena and Oestreich, Andrea}, year={2018}, pages={1133–1147} }'
  chicago: 'Garnefeld, Ina, Eva Böhm, Lena Klimke, and Andrea Oestreich. “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> 46, no.
    6 (2018): 1133–47. <a href="https://doi.org/10.1007/s11747-018-0600-y">https://doi.org/10.1007/s11747-018-0600-y</a>.'
  ieee: 'I. Garnefeld, E. Böhm, L. Klimke, and A. Oestreich, “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>, vol. 46, no. 6, pp. 1133–1147,
    2018, doi: <a href="https://doi.org/10.1007/s11747-018-0600-y">10.1007/s11747-018-0600-y</a>.'
  mla: 'Garnefeld, Ina, et al. “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>, vol. 46, no. 6, Springer Science and Business Media
    LLC, 2018, pp. 1133–47, doi:<a href="https://doi.org/10.1007/s11747-018-0600-y">10.1007/s11747-018-0600-y</a>.'
  short: I. Garnefeld, E. Böhm, L. Klimke, A. Oestreich, Journal of the Academy of
    Marketing Science 46 (2018) 1133–1147.
date_created: 2023-02-01T08:30:59Z
date_updated: 2023-09-01T10:17:15Z
department:
- _id: '785'
doi: 10.1007/s11747-018-0600-y
intvolume: '        46'
issue: '6'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 1133-1147
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'I thought it was over, but now it is back: customer reactions to ex post time
  extensions of sales promotions'
type: journal_article
user_id: '49063'
volume: 46
year: '2018'
...
---
_id: '47913'
article_type: original
author:
- first_name: Daniel
  full_name: Reimsbach, Daniel
  id: '100169'
  last_name: Reimsbach
- first_name: Rüdiger
  full_name: Hahn, Rüdiger
  last_name: Hahn
- first_name: Anil
  full_name: Gürtürk, Anil
  last_name: Gürtürk
citation:
  ama: 'Reimsbach D, Hahn R, Gürtürk A. Integrated Reporting and Assurance of Sustainability
    Information: An Experimental Study on Professional Investors’ Information Processing.
    <i>European Accounting Review</i>. 2017;27(3):559-581. doi:<a href="https://doi.org/10.1080/09638180.2016.1273787">10.1080/09638180.2016.1273787</a>'
  apa: 'Reimsbach, D., Hahn, R., &#38; Gürtürk, A. (2017). Integrated Reporting and
    Assurance of Sustainability Information: An Experimental Study on Professional
    Investors’ Information Processing. <i>European Accounting Review</i>, <i>27</i>(3),
    559–581. <a href="https://doi.org/10.1080/09638180.2016.1273787">https://doi.org/10.1080/09638180.2016.1273787</a>'
  bibtex: '@article{Reimsbach_Hahn_Gürtürk_2017, title={Integrated Reporting and Assurance
    of Sustainability Information: An Experimental Study on Professional Investors’
    Information Processing}, volume={27}, DOI={<a href="https://doi.org/10.1080/09638180.2016.1273787">10.1080/09638180.2016.1273787</a>},
    number={3}, journal={European Accounting Review}, publisher={Informa UK Limited},
    author={Reimsbach, Daniel and Hahn, Rüdiger and Gürtürk, Anil}, year={2017}, pages={559–581}
    }'
  chicago: 'Reimsbach, Daniel, Rüdiger Hahn, and Anil Gürtürk. “Integrated Reporting
    and Assurance of Sustainability Information: An Experimental Study on Professional
    Investors’ Information Processing.” <i>European Accounting Review</i> 27, no.
    3 (2017): 559–81. <a href="https://doi.org/10.1080/09638180.2016.1273787">https://doi.org/10.1080/09638180.2016.1273787</a>.'
  ieee: 'D. Reimsbach, R. Hahn, and A. Gürtürk, “Integrated Reporting and Assurance
    of Sustainability Information: An Experimental Study on Professional Investors’
    Information Processing,” <i>European Accounting Review</i>, vol. 27, no. 3, pp.
    559–581, 2017, doi: <a href="https://doi.org/10.1080/09638180.2016.1273787">10.1080/09638180.2016.1273787</a>.'
  mla: 'Reimsbach, Daniel, et al. “Integrated Reporting and Assurance of Sustainability
    Information: An Experimental Study on Professional Investors’ Information Processing.”
    <i>European Accounting Review</i>, vol. 27, no. 3, Informa UK Limited, 2017, pp.
    559–81, doi:<a href="https://doi.org/10.1080/09638180.2016.1273787">10.1080/09638180.2016.1273787</a>.'
  short: D. Reimsbach, R. Hahn, A. Gürtürk, European Accounting Review 27 (2017) 559–581.
date_created: 2023-10-10T09:19:32Z
date_updated: 2023-10-30T11:36:28Z
department:
- _id: '186'
- _id: '815'
doi: 10.1080/09638180.2016.1273787
intvolume: '        27'
issue: '3'
keyword:
- Business
- Management and Accounting (miscellaneous)
- Accounting
- Business and International Management
- Economics
- Econometrics and Finance (miscellaneous)
- Economics and Econometrics
- Finance
language:
- iso: eng
page: 559-581
publication: European Accounting Review
publication_identifier:
  issn:
  - 0963-8180
  - 1468-4497
publication_status: published
publisher: Informa UK Limited
status: public
title: 'Integrated Reporting and Assurance of Sustainability Information: An Experimental
  Study on Professional Investors’ Information Processing'
type: journal_article
user_id: '21810'
volume: 27
year: '2017'
...
---
_id: '47906'
abstract:
- lang: eng
  text: <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>
alternative_title:
- A viewpoint on the influence of sustainability and accounting education on future
  managers' processing of sustainability information
author:
- first_name: Rüdiger
  full_name: Hahn, Rüdiger
  last_name: Hahn
- first_name: Daniel
  full_name: Reimsbach, Daniel
  id: '100169'
  last_name: Reimsbach
citation:
  ama: Hahn R, Reimsbach D. Are we on track with sustainability literacy? <i>Journal
    of Global Responsibility</i>. 2014;5(1):55-67. doi:<a href="https://doi.org/10.1108/jgr-12-2013-0016">10.1108/jgr-12-2013-0016</a>
  apa: Hahn, R., &#38; Reimsbach, D. (2014). Are we on track with sustainability literacy?
    <i>Journal of Global Responsibility</i>, <i>5</i>(1), 55–67. <a href="https://doi.org/10.1108/jgr-12-2013-0016">https://doi.org/10.1108/jgr-12-2013-0016</a>
  bibtex: '@article{Hahn_Reimsbach_2014, title={Are we on track with sustainability
    literacy?}, volume={5}, DOI={<a href="https://doi.org/10.1108/jgr-12-2013-0016">10.1108/jgr-12-2013-0016</a>},
    number={1}, journal={Journal of Global Responsibility}, publisher={Emerald}, author={Hahn,
    Rüdiger and Reimsbach, Daniel}, year={2014}, pages={55–67} }'
  chicago: 'Hahn, Rüdiger, and Daniel Reimsbach. “Are We on Track with Sustainability
    Literacy?” <i>Journal of Global Responsibility</i> 5, no. 1 (2014): 55–67. <a
    href="https://doi.org/10.1108/jgr-12-2013-0016">https://doi.org/10.1108/jgr-12-2013-0016</a>.'
  ieee: 'R. Hahn and D. Reimsbach, “Are we on track with sustainability literacy?,”
    <i>Journal of Global Responsibility</i>, vol. 5, no. 1, pp. 55–67, 2014, doi:
    <a href="https://doi.org/10.1108/jgr-12-2013-0016">10.1108/jgr-12-2013-0016</a>.'
  mla: Hahn, Rüdiger, and Daniel Reimsbach. “Are We on Track with Sustainability Literacy?”
    <i>Journal of Global Responsibility</i>, vol. 5, no. 1, Emerald, 2014, pp. 55–67,
    doi:<a href="https://doi.org/10.1108/jgr-12-2013-0016">10.1108/jgr-12-2013-0016</a>.
  short: R. Hahn, D. Reimsbach, Journal of Global Responsibility 5 (2014) 55–67.
date_created: 2023-10-10T09:16:50Z
date_updated: 2023-10-30T11:36:37Z
department:
- _id: '186'
- _id: '815'
doi: 10.1108/jgr-12-2013-0016
intvolume: '         5'
issue: '1'
keyword:
- Business and International Management
language:
- iso: eng
page: 55-67
publication: Journal of Global Responsibility
publication_identifier:
  issn:
  - 2041-2568
publication_status: published
publisher: Emerald
status: public
title: Are we on track with sustainability literacy?
type: journal_article
user_id: '21810'
volume: 5
year: '2014'
...
---
_id: '41296'
author:
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Robert W.
  full_name: Palmatier, Robert W.
  last_name: Palmatier
citation:
  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>'
  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>'
  bibtex: '@article{Steinhoff_Palmatier_2014, title={Understanding loyalty program
    effectiveness: managing target and bystander effects}, volume={44}, DOI={<a href="https://doi.org/10.1007/s11747-014-0405-6">10.1007/s11747-014-0405-6</a>},
    number={1}, journal={Journal of the Academy of Marketing Science}, publisher={Springer
    Science and Business Media LLC}, author={Steinhoff, Lena and Palmatier, Robert
    W.}, year={2014}, pages={88–107} }'
  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>.'
  mla: 'Steinhoff, Lena, and Robert W. 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.
date_created: 2023-01-31T15:28:25Z
date_updated: 2023-01-31T15:30:34Z
doi: 10.1007/s11747-014-0405-6
intvolume: '        44'
issue: '1'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 88-107
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Understanding loyalty program effectiveness: managing target and bystander
  effects'
type: journal_article
user_id: '4336'
volume: 44
year: '2014'
...
---
_id: '47907'
author:
- first_name: Daniel
  full_name: Reimsbach, Daniel
  id: '100169'
  last_name: Reimsbach
citation:
  ama: 'Reimsbach D. Pro forma earnings disclosure: the effects of non-GAAP earnings
    and earnings-before on investors’ information processing. <i>Journal of Business
    Economics</i>. 2013;84(4):479-515. doi:<a href="https://doi.org/10.1007/s11573-013-0688-y">10.1007/s11573-013-0688-y</a>'
  apa: 'Reimsbach, D. (2013). Pro forma earnings disclosure: the effects of non-GAAP
    earnings and earnings-before on investors’ information processing. <i>Journal
    of Business Economics</i>, <i>84</i>(4), 479–515. <a href="https://doi.org/10.1007/s11573-013-0688-y">https://doi.org/10.1007/s11573-013-0688-y</a>'
  bibtex: '@article{Reimsbach_2013, title={Pro forma earnings disclosure: the effects
    of non-GAAP earnings and earnings-before on investors’ information processing},
    volume={84}, DOI={<a href="https://doi.org/10.1007/s11573-013-0688-y">10.1007/s11573-013-0688-y</a>},
    number={4}, journal={Journal of Business Economics}, publisher={Springer Science
    and Business Media LLC}, author={Reimsbach, Daniel}, year={2013}, pages={479–515}
    }'
  chicago: 'Reimsbach, Daniel. “Pro Forma Earnings Disclosure: The Effects of Non-GAAP
    Earnings and Earnings-before on Investors’ Information Processing.” <i>Journal
    of Business Economics</i> 84, no. 4 (2013): 479–515. <a href="https://doi.org/10.1007/s11573-013-0688-y">https://doi.org/10.1007/s11573-013-0688-y</a>.'
  ieee: 'D. Reimsbach, “Pro forma earnings disclosure: the effects of non-GAAP earnings
    and earnings-before on investors’ information processing,” <i>Journal of Business
    Economics</i>, vol. 84, no. 4, pp. 479–515, 2013, doi: <a href="https://doi.org/10.1007/s11573-013-0688-y">10.1007/s11573-013-0688-y</a>.'
  mla: 'Reimsbach, Daniel. “Pro Forma Earnings Disclosure: The Effects of Non-GAAP
    Earnings and Earnings-before on Investors’ Information Processing.” <i>Journal
    of Business Economics</i>, vol. 84, no. 4, Springer Science and Business Media
    LLC, 2013, pp. 479–515, doi:<a href="https://doi.org/10.1007/s11573-013-0688-y">10.1007/s11573-013-0688-y</a>.'
  short: D. Reimsbach, Journal of Business Economics 84 (2013) 479–515.
date_created: 2023-10-10T09:17:34Z
date_updated: 2023-10-30T11:36:45Z
department:
- _id: '186'
- _id: '815'
doi: 10.1007/s11573-013-0688-y
intvolume: '        84'
issue: '4'
keyword:
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 479-515
publication: Journal of Business Economics
publication_identifier:
  issn:
  - 0044-2372
  - 1861-8928
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Pro forma earnings disclosure: the effects of non-GAAP earnings and earnings-before
  on investors’ information processing'
type: journal_article
user_id: '21810'
volume: 84
year: '2013'
...
---
_id: '47911'
abstract:
- lang: eng
  text: <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:
- first_name: Daniel
  full_name: Reimsbach, Daniel
  id: '100169'
  last_name: Reimsbach
- first_name: Rüdiger
  full_name: Hahn, Rüdiger
  last_name: Hahn
citation:
  ama: Reimsbach D, Hahn R. 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. <i>Business Strategy and the Environment</i>.
    2013;24(4):217-235. doi:<a href="https://doi.org/10.1002/bse.1816">10.1002/bse.1816</a>
  apa: Reimsbach, D., &#38; Hahn, R. (2013). 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. <i>Business Strategy
    and the Environment</i>, <i>24</i>(4), 217–235. <a href="https://doi.org/10.1002/bse.1816">https://doi.org/10.1002/bse.1816</a>
  bibtex: '@article{Reimsbach_Hahn_2013, 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}, volume={24},
    DOI={<a href="https://doi.org/10.1002/bse.1816">10.1002/bse.1816</a>}, number={4},
    journal={Business Strategy and the Environment}, publisher={Wiley}, author={Reimsbach,
    Daniel and Hahn, Rüdiger}, year={2013}, pages={217–235} }'
  chicago: 'Reimsbach, Daniel, and Rüdiger Hahn. “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.” <i>Business Strategy
    and the Environment</i> 24, no. 4 (2013): 217–35. <a href="https://doi.org/10.1002/bse.1816">https://doi.org/10.1002/bse.1816</a>.'
  ieee: 'D. Reimsbach and R. Hahn, “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,” <i>Business Strategy
    and the Environment</i>, vol. 24, no. 4, pp. 217–235, 2013, doi: <a href="https://doi.org/10.1002/bse.1816">10.1002/bse.1816</a>.'
  mla: Reimsbach, Daniel, and Rüdiger Hahn. “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.” <i>Business Strategy
    and the Environment</i>, vol. 24, no. 4, Wiley, 2013, pp. 217–35, doi:<a href="https://doi.org/10.1002/bse.1816">10.1002/bse.1816</a>.
  short: D. Reimsbach, R. Hahn, Business Strategy and the Environment 24 (2013) 217–235.
date_created: 2023-10-10T09:18:58Z
date_updated: 2023-10-30T11:37:18Z
department:
- _id: '186'
- _id: '815'
doi: 10.1002/bse.1816
intvolume: '        24'
issue: '4'
keyword:
- Management
- Monitoring
- Policy and Law
- Strategy and Management
- Geography
- Planning and Development
- Business and International Management
language:
- iso: eng
page: 217-235
publication: Business Strategy and the Environment
publication_identifier:
  issn:
  - 0964-4733
  - 1099-0836
publication_status: published
publisher: Wiley
status: public
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
type: journal_article
user_id: '21810'
volume: 24
year: '2013'
...