[{"author":[{"first_name":"Lennart","full_name":"Hofeditz, Lennart","last_name":"Hofeditz"},{"first_name":"Sünje","last_name":"Clausen","full_name":"Clausen, Sünje"},{"full_name":"Rieß, Alexander","last_name":"Rieß","first_name":"Alexander"},{"first_name":"Milad","last_name":"Mirbabaie","id":"88691","full_name":"Mirbabaie, Milad"},{"full_name":"Stieglitz, Stefan","last_name":"Stieglitz","first_name":"Stefan"}],"date_created":"2023-01-17T15:17:03Z","publisher":"Springer Science and Business Media LLC","date_updated":"2023-01-18T07:56:16Z","doi":"10.1007/s12525-022-00600-9","title":"Applying XAI to an AI-based system for candidate management to mitigate bias and discrimination in hiring","publication_identifier":{"issn":["1019-6781","1422-8890"]},"publication_status":"published","citation":{"ama":"Hofeditz L, Clausen S, Rieß A, Mirbabaie M, Stieglitz S. Applying XAI to an AI-based system for candidate management to mitigate bias and discrimination in hiring. <i>Electronic Markets (ELMA)</i>. Published online 2022. doi:<a href=\"https://doi.org/10.1007/s12525-022-00600-9\">10.1007/s12525-022-00600-9</a>","ieee":"L. Hofeditz, S. Clausen, A. Rieß, M. Mirbabaie, and S. Stieglitz, “Applying XAI to an AI-based system for candidate management to mitigate bias and discrimination in hiring,” <i>Electronic Markets (ELMA)</i>, 2022, doi: <a href=\"https://doi.org/10.1007/s12525-022-00600-9\">10.1007/s12525-022-00600-9</a>.","chicago":"Hofeditz, Lennart, Sünje Clausen, Alexander Rieß, Milad Mirbabaie, and Stefan Stieglitz. “Applying XAI to an AI-Based System for Candidate Management to Mitigate Bias and Discrimination in Hiring.” <i>Electronic Markets (ELMA)</i>, 2022. <a href=\"https://doi.org/10.1007/s12525-022-00600-9\">https://doi.org/10.1007/s12525-022-00600-9</a>.","short":"L. Hofeditz, S. Clausen, A. Rieß, M. Mirbabaie, S. Stieglitz, Electronic Markets (ELMA) (2022).","bibtex":"@article{Hofeditz_Clausen_Rieß_Mirbabaie_Stieglitz_2022, title={Applying XAI to an AI-based system for candidate management to mitigate bias and discrimination in hiring}, DOI={<a href=\"https://doi.org/10.1007/s12525-022-00600-9\">10.1007/s12525-022-00600-9</a>}, journal={Electronic Markets (ELMA)}, publisher={Springer Science and Business Media LLC}, author={Hofeditz, Lennart and Clausen, Sünje and Rieß, Alexander and Mirbabaie, Milad and Stieglitz, Stefan}, year={2022} }","mla":"Hofeditz, Lennart, et al. “Applying XAI to an AI-Based System for Candidate Management to Mitigate Bias and Discrimination in Hiring.” <i>Electronic Markets (ELMA)</i>, Springer Science and Business Media LLC, 2022, doi:<a href=\"https://doi.org/10.1007/s12525-022-00600-9\">10.1007/s12525-022-00600-9</a>.","apa":"Hofeditz, L., Clausen, S., Rieß, A., Mirbabaie, M., &#38; Stieglitz, S. (2022). Applying XAI to an AI-based system for candidate management to mitigate bias and discrimination in hiring. <i>Electronic Markets (ELMA)</i>. <a href=\"https://doi.org/10.1007/s12525-022-00600-9\">https://doi.org/10.1007/s12525-022-00600-9</a>"},"year":"2022","user_id":"80546","_id":"37138","language":[{"iso":"eng"}],"keyword":["Management of Technology and Innovation","Marketing","Computer Science Applications","Economics and Econometrics","Business and International Management"],"publication":"Electronic Markets (ELMA)","type":"journal_article","status":"public","abstract":[{"lang":"eng","text":"<jats:title>Abstract</jats:title><jats:p>Assuming that potential biases of Artificial Intelligence (AI)-based systems can be identified and controlled for (e.g., by providing high quality training data), employing such systems to augment human resource (HR)-decision makers in candidate selection provides an opportunity to make selection processes more objective. However, as the final hiring decision is likely to remain with humans, prevalent human biases could still cause discrimination. This work investigates the impact of an AI-based system’s candidate recommendations on humans’ hiring decisions and how this relation could be moderated by an Explainable AI (XAI) approach. We used a self-developed platform and conducted an online experiment with 194 participants. Our quantitative and qualitative findings suggest that the recommendations of an AI-based system can reduce discrimination against older and female candidates but appear to cause fewer selections of foreign-race candidates. Contrary to our expectations, the same XAI approach moderated these effects differently depending on the context.</jats:p>"}]},{"date_updated":"2023-05-31T10:09:51Z","publisher":"Informa UK Limited","author":[{"last_name":"Seiler","full_name":"Seiler, Volker","first_name":"Volker"},{"full_name":"Gilroy, Bernard Michael","last_name":"Gilroy","first_name":"Bernard Michael"},{"last_name":"Peitz","full_name":"Peitz, Christian","first_name":"Christian"},{"first_name":"Nico","full_name":"Stöckmann, Nico","last_name":"Stöckmann"}],"date_created":"2022-08-03T08:28:17Z","title":"40 years of economic reform - the case of Pudong new area open economic zone in Shanghai","doi":"https://doi.org/10.1080/00036846.2022.2099803","publication_status":"published","publication_identifier":{"issn":["0003-6846","1466-4283"]},"year":"2022","jel":["C21","E02","O47","P21"],"citation":{"ama":"Seiler V, Gilroy BM, Peitz C, Stöckmann N. 40 years of economic reform - the case of Pudong new area open economic zone in Shanghai. <i>Applied Economics</i>. Published online 2022:1-14. doi:<a href=\"https://doi.org/10.1080/00036846.2022.2099803\">https://doi.org/10.1080/00036846.2022.2099803</a>","apa":"Seiler, V., Gilroy, B. M., Peitz, C., &#38; Stöckmann, N. (2022). 40 years of economic reform - the case of Pudong new area open economic zone in Shanghai. <i>Applied Economics</i>, 1–14. <a href=\"https://doi.org/10.1080/00036846.2022.2099803\">https://doi.org/10.1080/00036846.2022.2099803</a>","short":"V. Seiler, B.M. Gilroy, C. Peitz, N. Stöckmann, Applied Economics (2022) 1–14.","mla":"Seiler, Volker, et al. “40 Years of Economic Reform - the Case of Pudong New Area Open Economic Zone in Shanghai.” <i>Applied Economics</i>, Informa UK Limited, 2022, pp. 1–14, doi:<a href=\"https://doi.org/10.1080/00036846.2022.2099803\">https://doi.org/10.1080/00036846.2022.2099803</a>.","bibtex":"@article{Seiler_Gilroy_Peitz_Stöckmann_2022, title={40 years of economic reform - the case of Pudong new area open economic zone in Shanghai}, DOI={<a href=\"https://doi.org/10.1080/00036846.2022.2099803\">https://doi.org/10.1080/00036846.2022.2099803</a>}, journal={Applied Economics}, publisher={Informa UK Limited}, author={Seiler, Volker and Gilroy, Bernard Michael and Peitz, Christian and Stöckmann, Nico}, year={2022}, pages={1–14} }","chicago":"Seiler, Volker, Bernard Michael Gilroy, Christian Peitz, and Nico Stöckmann. “40 Years of Economic Reform - the Case of Pudong New Area Open Economic Zone in Shanghai.” <i>Applied Economics</i>, 2022, 1–14. <a href=\"https://doi.org/10.1080/00036846.2022.2099803\">https://doi.org/10.1080/00036846.2022.2099803</a>.","ieee":"V. Seiler, B. M. Gilroy, C. Peitz, and N. Stöckmann, “40 years of economic reform - the case of Pudong new area open economic zone in Shanghai,” <i>Applied Economics</i>, pp. 1–14, 2022, doi: <a href=\"https://doi.org/10.1080/00036846.2022.2099803\">https://doi.org/10.1080/00036846.2022.2099803</a>."},"page":"1-14","_id":"32568","user_id":"65503","keyword":["Economics and Econometrics"],"language":[{"iso":"eng"}],"type":"journal_article","publication":"Applied Economics","abstract":[{"lang":"eng","text":"This paper investigates the impact of special economic zones (SEZs) on economic growth. We use the Pudong New Area Open Economic Zone in Shanghai for our comparative case study and find this policy tool to have added up to CNY 7,166 to GDP per capita compared to a synthetic counterfactual without such a policy. Given that different reform policies were undertaken in different provinces including Shanghai itself even before the launch of the Pudong New Area Open Economic Zone, our findings might be considered conservative"}],"status":"public"},{"year":"2022","intvolume":"         9","citation":{"apa":"Göbel, C., Mauermeister, S., &#38; Henke, J. (2022). Citizen Social Science in Germany—cooperation beyond invited and uninvited participation. <i>Humanities and Social Sciences Communications</i>, <i>9</i>(1), Article 193. <a href=\"https://doi.org/10.1057/s41599-022-01198-1\">https://doi.org/10.1057/s41599-022-01198-1</a>","short":"C. Göbel, S. Mauermeister, J. Henke, Humanities and Social Sciences Communications 9 (2022).","bibtex":"@article{Göbel_Mauermeister_Henke_2022, title={Citizen Social Science in Germany—cooperation beyond invited and uninvited participation}, volume={9}, DOI={<a href=\"https://doi.org/10.1057/s41599-022-01198-1\">10.1057/s41599-022-01198-1</a>}, number={1193}, journal={Humanities and Social Sciences Communications}, publisher={Springer Science and Business Media LLC}, author={Göbel, Claudia and Mauermeister, Sylvi and Henke, Justus}, year={2022} }","mla":"Göbel, Claudia, et al. “Citizen Social Science in Germany—Cooperation beyond Invited and Uninvited Participation.” <i>Humanities and Social Sciences Communications</i>, vol. 9, no. 1, 193, Springer Science and Business Media LLC, 2022, doi:<a href=\"https://doi.org/10.1057/s41599-022-01198-1\">10.1057/s41599-022-01198-1</a>.","chicago":"Göbel, Claudia, Sylvi Mauermeister, and Justus Henke. “Citizen Social Science in Germany—Cooperation beyond Invited and Uninvited Participation.” <i>Humanities and Social Sciences Communications</i> 9, no. 1 (2022). <a href=\"https://doi.org/10.1057/s41599-022-01198-1\">https://doi.org/10.1057/s41599-022-01198-1</a>.","ieee":"C. Göbel, S. Mauermeister, and J. Henke, “Citizen Social Science in Germany—cooperation beyond invited and uninvited participation,” <i>Humanities and Social Sciences Communications</i>, vol. 9, no. 1, Art. no. 193, 2022, doi: <a href=\"https://doi.org/10.1057/s41599-022-01198-1\">10.1057/s41599-022-01198-1</a>.","ama":"Göbel C, Mauermeister S, Henke J. Citizen Social Science in Germany—cooperation beyond invited and uninvited participation. <i>Humanities and Social Sciences Communications</i>. 2022;9(1). doi:<a href=\"https://doi.org/10.1057/s41599-022-01198-1\">10.1057/s41599-022-01198-1</a>"},"publication_identifier":{"issn":["2662-9992"]},"publication_status":"published","issue":"1","title":"Citizen Social Science in Germany—cooperation beyond invited and uninvited participation","doi":"10.1057/s41599-022-01198-1","publisher":"Springer Science and Business Media LLC","date_updated":"2023-09-20T11:33:49Z","volume":9,"author":[{"first_name":"Claudia","last_name":"Göbel","full_name":"Göbel, Claudia"},{"full_name":"Mauermeister, Sylvi","last_name":"Mauermeister","first_name":"Sylvi"},{"first_name":"Justus","last_name":"Henke","full_name":"Henke, Justus"}],"date_created":"2023-01-24T09:36:55Z","abstract":[{"text":"<jats:title>Abstract</jats:title><jats:p>This article presents an overview of characteristics of Citizen Social Science (CSS) in Germany. CSS is defined as scientific research in the humanities and social sciences, carried out in cooperation between professional and non-professional researchers. The study draws on an online survey and semi-structured interviews with project coordinators and co-researchers. It finds that participatory research activities in the humanities and social sciences are very diverse in their disciplinary traditions and organisational settings. Key features of CSS activities initiated inside as well as outside academic institutions are analysed to understand patterns of participation and cooperation. The results show that CSS activities are frequently realised in heterogeneous consortia of academic and non-academic partners. These consortia influence interactions between professional and non-professional researchers. To investigate these observations further, the article extends the analytical gaze from participation of individual volunteers to various forms of cooperation in consortia. This shift in attention brings to sight additional actors and activities that are usually not, or only marginally, considered in discussions about C(S)S. Staff of civil society organisations, municipalities, schools or cross-sectoral initiatives as well as university students are involved in making CSS work. In addition to research tasks, CSS rests on science communication, project management and intermediation activities. This extended perspective captures more diverse constellations of knowledge production in participatory research in the social sciences and humanities than the common focus on participation. In this way, the article aims to lay the groundwork for understanding the functioning of CSS beyond aspects described by the concept of invited and uninvited participation. It shows that CSS activities are not limited to capacitating lay people for participation in science. A more adequate description is that such projects are concerned with facilitating cooperation with co-researchers and other partners in consortia inside and outside of academia. On this basis, the article introduces the notion of cooperation capacity as a heuristic device to propose new prompts for research on CSS as well as for supporting CSS practice.</jats:p>","lang":"eng"}],"status":"public","publication":"Humanities and Social Sciences Communications","type":"journal_article","keyword":["General Economics","Econometrics and Finance","General Psychology","General Social Sciences","General Arts and Humanities","General Business","Management and Accounting"],"article_number":"193","language":[{"iso":"eng"}],"_id":"39362","user_id":"98032"},{"title":"Systematizing the lexicon of platforms in information systems: a data-driven study","doi":"10.1007/s12525-022-00530-6","publisher":"Springer Science and Business Media LLC","date_updated":"2024-11-11T09:51:01Z","author":[{"first_name":"Christian","last_name":"Bartelheimer","full_name":"Bartelheimer, Christian","id":"49160"},{"first_name":"Philipp","last_name":"zur Heiden","full_name":"zur Heiden, Philipp","id":"64394"},{"first_name":"Hedda","last_name":"Lüttenberg","id":"60612","full_name":"Lüttenberg, Hedda"},{"first_name":"Daniel","id":"59677","full_name":"Beverungen, Daniel","last_name":"Beverungen"}],"date_created":"2022-04-04T10:01:11Z","year":"2022","citation":{"mla":"Bartelheimer, Christian, et al. “Systematizing the Lexicon of Platforms in Information Systems: A Data-Driven Study.” <i>Electronic Markets</i>, Springer Science and Business Media LLC, 2022, doi:<a href=\"https://doi.org/10.1007/s12525-022-00530-6\">10.1007/s12525-022-00530-6</a>.","short":"C. Bartelheimer, P. zur Heiden, H. Lüttenberg, D. Beverungen, Electronic Markets (2022).","bibtex":"@article{Bartelheimer_zur Heiden_Lüttenberg_Beverungen_2022, title={Systematizing the lexicon of platforms in information systems: a data-driven study}, DOI={<a href=\"https://doi.org/10.1007/s12525-022-00530-6\">10.1007/s12525-022-00530-6</a>}, journal={Electronic Markets}, publisher={Springer Science and Business Media LLC}, author={Bartelheimer, Christian and zur Heiden, Philipp and Lüttenberg, Hedda and Beverungen, Daniel}, year={2022} }","apa":"Bartelheimer, C., zur Heiden, P., Lüttenberg, H., &#38; Beverungen, D. (2022). Systematizing the lexicon of platforms in information systems: a data-driven study. <i>Electronic Markets</i>. <a href=\"https://doi.org/10.1007/s12525-022-00530-6\">https://doi.org/10.1007/s12525-022-00530-6</a>","chicago":"Bartelheimer, Christian, Philipp zur Heiden, Hedda Lüttenberg, and Daniel Beverungen. “Systematizing the Lexicon of Platforms in Information Systems: A Data-Driven Study.” <i>Electronic Markets</i>, 2022. <a href=\"https://doi.org/10.1007/s12525-022-00530-6\">https://doi.org/10.1007/s12525-022-00530-6</a>.","ieee":"C. Bartelheimer, P. zur Heiden, H. Lüttenberg, and D. Beverungen, “Systematizing the lexicon of platforms in information systems: a data-driven study,” <i>Electronic Markets</i>, 2022, doi: <a href=\"https://doi.org/10.1007/s12525-022-00530-6\">10.1007/s12525-022-00530-6</a>.","ama":"Bartelheimer C, zur Heiden P, Lüttenberg H, Beverungen D. Systematizing the lexicon of platforms in information systems: a data-driven study. <i>Electronic Markets</i>. Published online 2022. doi:<a href=\"https://doi.org/10.1007/s12525-022-00530-6\">10.1007/s12525-022-00530-6</a>"},"publication_identifier":{"issn":["1019-6781","1422-8890"]},"publication_status":"published","keyword":["Management of Technology and Innovation","Marketing","Computer Science Applications","Economics and Econometrics","Business and International Management"],"language":[{"iso":"eng"}],"_id":"30735","user_id":"49160","abstract":[{"text":"While the Information Systems (IS) discipline has researched digital platforms extensively, the body of knowledge appertaining to platforms still appears fragmented and lacking conceptual consistency. Based on automated text mining and unsupervised machine learning, we collect, analyze, and interpret the IS discipline’s comprehensive research on platforms—comprising 11,049 papers spanning 44 years of research activity. From a cluster analysis concerning platform concepts’ semantically most similar words, we identify six research streams on platforms, each with their own platform terms. Based on interpreting the identified concepts vis-à-vis the extant research and considering a temporal perspective on the concepts’ application, we present a lexicon of platform concepts, to guide further research on platforms in the IS discipline. Researchers and managers can build on our results to position their work appropriately, applying a specific theoretical perspective on platforms in isolation or combining multiple perspectives to study platform phenomena at a more abstract level.","lang":"eng"}],"status":"public","publication":"Electronic Markets","type":"journal_article"},{"keyword":["Economics and Econometrics","History"],"language":[{"iso":"ger"}],"publication":"Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook","abstract":[{"lang":"eng","text":"From the 1880s scientists developed methods to measure (dishonest) tax payment behaviour. The first part of this article provides an overview of these methods and their development. The second part enquires into the function of measuring methods in the societal discourse about (honest) tax payments. The tax morale research of Günter Schmölders, carried out in the 1950s and 1960s, is then examined as a case study. The focus of interest is on the political advice that Schmölders gave, as based on his empirical results, and on the ideal image of the citizen and society which underlay the scientific method."}],"publisher":"Walter de Gruyter GmbH","date_created":"2022-01-11T07:50:57Z","title":"Steuerzahlverhalten quantifizieren","quality_controlled":"1","issue":"2","year":"2021","_id":"29214","department":[{"_id":"445"}],"user_id":"89037","alternative_title":["Die Entwicklung von Messmethoden und ihre politische Dimension am Beispiel von Günter Schmölders’ Erfassung der Steuermoral"],"type":"journal_article","status":"public","date_updated":"2022-01-11T08:54:18Z","volume":62,"author":[{"first_name":"Korinna","id":"89037","full_name":"Schönhärl, Korinna","last_name":"Schönhärl","orcid":"0000-0002-7967-3261"}],"doi":"10.1515/jbwg-2021-0017","publication_identifier":{"issn":["2196-6842","0075-2800"]},"publication_status":"published","page":"473-503","intvolume":"        62","citation":{"mla":"Schönhärl, Korinna. “Steuerzahlverhalten quantifizieren.” <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>, vol. 62, no. 2, Walter de Gruyter GmbH, 2021, pp. 473–503, doi:<a href=\"https://doi.org/10.1515/jbwg-2021-0017\">10.1515/jbwg-2021-0017</a>.","short":"K. Schönhärl, Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook 62 (2021) 473–503.","bibtex":"@article{Schönhärl_2021, title={Steuerzahlverhalten quantifizieren}, volume={62}, DOI={<a href=\"https://doi.org/10.1515/jbwg-2021-0017\">10.1515/jbwg-2021-0017</a>}, number={2}, journal={Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook}, publisher={Walter de Gruyter GmbH}, author={Schönhärl, Korinna}, year={2021}, pages={473–503} }","apa":"Schönhärl, K. (2021). Steuerzahlverhalten quantifizieren. <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>, <i>62</i>(2), 473–503. <a href=\"https://doi.org/10.1515/jbwg-2021-0017\">https://doi.org/10.1515/jbwg-2021-0017</a>","chicago":"Schönhärl, Korinna. “Steuerzahlverhalten quantifizieren.” <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i> 62, no. 2 (2021): 473–503. <a href=\"https://doi.org/10.1515/jbwg-2021-0017\">https://doi.org/10.1515/jbwg-2021-0017</a>.","ieee":"K. Schönhärl, “Steuerzahlverhalten quantifizieren,” <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>, vol. 62, no. 2, pp. 473–503, 2021, doi: <a href=\"https://doi.org/10.1515/jbwg-2021-0017\">10.1515/jbwg-2021-0017</a>.","ama":"Schönhärl K. Steuerzahlverhalten quantifizieren. <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>. 2021;62(2):473-503. doi:<a href=\"https://doi.org/10.1515/jbwg-2021-0017\">10.1515/jbwg-2021-0017</a>"}},{"language":[{"iso":"ger"}],"keyword":["Economics and Econometrics","History"],"abstract":[{"text":"The following issue arose from a section at the Congress for Economic and Social History in Regensburg in March 2019 and focuses on fiscal conflicts in Europe from the early modern period until today. Distributive fiscal conflicts are seen here as a probe into the past which can increase our understanding of historical social structures. Fiscal history is analysed as a central arena of the modern state. The introduction provides an overview of current research into fiscal history in Germany and of the contributions presented in this focus issue.","lang":"eng"}],"publication":"Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook","title":"Einleitung: Staatsfinanzen und Konflikt","date_created":"2022-01-11T08:19:24Z","publisher":"Walter de Gruyter GmbH","year":"2021","issue":"2","quality_controlled":"1","department":[{"_id":"445"}],"user_id":"89037","_id":"29218","status":"public","type":"journal_article","doi":"10.1515/jbwg-2021-0011","volume":62,"author":[{"first_name":"Korinna","last_name":"Schönhärl","orcid":"0000-0002-7967-3261","id":"89037","full_name":"Schönhärl, Korinna"},{"first_name":"Mark","full_name":"Spoerer, Mark","last_name":"Spoerer"}],"date_updated":"2022-01-11T08:53:53Z","intvolume":"        62","page":"291-302","citation":{"short":"K. Schönhärl, M. Spoerer, Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook 62 (2021) 291–302.","mla":"Schönhärl, Korinna, and Mark Spoerer. “Einleitung: Staatsfinanzen und Konflikt.” <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>, vol. 62, no. 2, Walter de Gruyter GmbH, 2021, pp. 291–302, doi:<a href=\"https://doi.org/10.1515/jbwg-2021-0011\">10.1515/jbwg-2021-0011</a>.","bibtex":"@article{Schönhärl_Spoerer_2021, title={Einleitung: Staatsfinanzen und Konflikt}, volume={62}, DOI={<a href=\"https://doi.org/10.1515/jbwg-2021-0011\">10.1515/jbwg-2021-0011</a>}, number={2}, journal={Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook}, publisher={Walter de Gruyter GmbH}, author={Schönhärl, Korinna and Spoerer, Mark}, year={2021}, pages={291–302} }","apa":"Schönhärl, K., &#38; Spoerer, M. (2021). Einleitung: Staatsfinanzen und Konflikt. <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>, <i>62</i>(2), 291–302. <a href=\"https://doi.org/10.1515/jbwg-2021-0011\">https://doi.org/10.1515/jbwg-2021-0011</a>","ama":"Schönhärl K, Spoerer M. Einleitung: Staatsfinanzen und Konflikt. <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>. 2021;62(2):291-302. doi:<a href=\"https://doi.org/10.1515/jbwg-2021-0011\">10.1515/jbwg-2021-0011</a>","ieee":"K. Schönhärl and M. Spoerer, “Einleitung: Staatsfinanzen und Konflikt,” <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i>, vol. 62, no. 2, pp. 291–302, 2021, doi: <a href=\"https://doi.org/10.1515/jbwg-2021-0011\">10.1515/jbwg-2021-0011</a>.","chicago":"Schönhärl, Korinna, and Mark Spoerer. “Einleitung: Staatsfinanzen und Konflikt.” <i>Jahrbuch für Wirtschaftsgeschichte / Economic History Yearbook</i> 62, no. 2 (2021): 291–302. <a href=\"https://doi.org/10.1515/jbwg-2021-0011\">https://doi.org/10.1515/jbwg-2021-0011</a>."},"publication_identifier":{"issn":["2196-6842","0075-2800"]},"publication_status":"published"},{"abstract":[{"text":"This paper introduces narratives in entrepreneurial ecosystems as drivers of effectuation vs. causation. Drawing on 43 interviews with successful players in Silicon Valley, Munich, and Singapore, we found ecosystem-specific narratives indicate what is common, appropriate, and successful in each ecosystem, and these narratives encourage either effectuation or causation. Our findings indicate that the narratives in the ecosystem in Silicon Valley facilitate effectuation, in Munich causation, and in Singapore a cautious balance of both. Our research suggests that narratives can explain mechanisms how ecosystems influence entrepreneurship: the national culture, market characteristics, available resources, and networks in an ecosystem spark ecosystem-specific narratives, which in turn shape tendencies towards effectuation and causation. Thereby, we introduce a new ecosystem-focused perspective on predictors of effectuation and causation.","lang":"eng"}],"status":"public","type":"journal_article","publication":"Small Business Economics","keyword":["Economics and Econometrics","General Business","Management and Accounting"],"language":[{"iso":"eng"}],"_id":"48514","user_id":"100407","year":"2021","citation":{"chicago":"Hubner-Benz, Sylvia, Fabian Most, Jochen Wirtz, and Christine Auer. “Narratives in Entrepreneurial Ecosystems: Drivers of Effectuation versus Causation.” <i>Small Business Economics</i> 59, no. 1 (2021): 211–42. <a href=\"https://doi.org/10.1007/s11187-021-00531-3\">https://doi.org/10.1007/s11187-021-00531-3</a>.","ieee":"S. Hubner-Benz, F. Most, J. Wirtz, and C. Auer, “Narratives in entrepreneurial ecosystems: drivers of effectuation versus causation,” <i>Small Business Economics</i>, vol. 59, no. 1, pp. 211–242, 2021, doi: <a href=\"https://doi.org/10.1007/s11187-021-00531-3\">10.1007/s11187-021-00531-3</a>.","ama":"Hubner-Benz S, Most F, Wirtz J, Auer C. Narratives in entrepreneurial ecosystems: drivers of effectuation versus causation. <i>Small Business Economics</i>. 2021;59(1):211-242. doi:<a href=\"https://doi.org/10.1007/s11187-021-00531-3\">10.1007/s11187-021-00531-3</a>","mla":"Hubner-Benz, Sylvia, et al. “Narratives in Entrepreneurial Ecosystems: Drivers of Effectuation versus Causation.” <i>Small Business Economics</i>, vol. 59, no. 1, Springer Science and Business Media LLC, 2021, pp. 211–42, doi:<a href=\"https://doi.org/10.1007/s11187-021-00531-3\">10.1007/s11187-021-00531-3</a>.","bibtex":"@article{Hubner-Benz_Most_Wirtz_Auer_2021, title={Narratives in entrepreneurial ecosystems: drivers of effectuation versus causation}, volume={59}, DOI={<a href=\"https://doi.org/10.1007/s11187-021-00531-3\">10.1007/s11187-021-00531-3</a>}, number={1}, journal={Small Business Economics}, publisher={Springer Science and Business Media LLC}, author={Hubner-Benz, Sylvia and Most, Fabian and Wirtz, Jochen and Auer, Christine}, year={2021}, pages={211–242} }","short":"S. Hubner-Benz, F. Most, J. Wirtz, C. Auer, Small Business Economics 59 (2021) 211–242.","apa":"Hubner-Benz, S., Most, F., Wirtz, J., &#38; Auer, C. (2021). Narratives in entrepreneurial ecosystems: drivers of effectuation versus causation. <i>Small Business Economics</i>, <i>59</i>(1), 211–242. <a href=\"https://doi.org/10.1007/s11187-021-00531-3\">https://doi.org/10.1007/s11187-021-00531-3</a>"},"intvolume":"        59","page":"211-242","publication_status":"published","publication_identifier":{"issn":["0921-898X","1573-0913"]},"issue":"1","title":"Narratives in entrepreneurial ecosystems: drivers of effectuation versus causation","doi":"10.1007/s11187-021-00531-3","date_updated":"2023-10-27T12:43:57Z","publisher":"Springer Science and Business Media LLC","date_created":"2023-10-27T12:35:34Z","author":[{"first_name":"Sylvia","last_name":"Hubner-Benz","full_name":"Hubner-Benz, Sylvia","id":"100407"},{"last_name":"Most","full_name":"Most, Fabian","first_name":"Fabian"},{"last_name":"Wirtz","full_name":"Wirtz, Jochen","first_name":"Jochen"},{"first_name":"Christine","full_name":"Auer, Christine","last_name":"Auer"}],"volume":59},{"author":[{"first_name":"Daniel","last_name":"Beverungen","id":"59677","full_name":"Beverungen, Daniel"},{"first_name":"Dennis","last_name":"Kundisch","id":"21117","full_name":"Kundisch, Dennis"},{"full_name":"Wünderlich, Nancy","id":"36392","last_name":"Wünderlich","first_name":"Nancy"}],"volume":32,"date_updated":"2024-04-18T12:46:37Z","doi":"10.1108/JOSM-03-2020-0066","publication_status":"published","publication_identifier":{"issn":["507-532"]},"citation":{"short":"D. Beverungen, D. Kundisch, N. Wünderlich, Journal of Service Management 32 (2021) 507–532.","bibtex":"@article{Beverungen_Kundisch_Wünderlich_2021, title={Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers}, volume={32}, DOI={<a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>}, number={4}, journal={Journal of Service Management}, publisher={Emerald Insight}, author={Beverungen, Daniel and Kundisch, Dennis and Wünderlich, Nancy}, year={2021}, pages={507–532} }","mla":"Beverungen, Daniel, et al. “Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers.” <i>Journal of Service Management</i>, vol. 32, no. 4, Emerald Insight, 2021, pp. 507–32, doi:<a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>.","apa":"Beverungen, D., Kundisch, D., &#38; Wünderlich, N. (2021). Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers. <i>Journal of Service Management</i>, <i>32</i>(4), 507–532. <a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">https://doi.org/10.1108/JOSM-03-2020-0066</a>","ama":"Beverungen D, Kundisch D, Wünderlich N. Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers. <i>Journal of Service Management</i>. 2021;32(4):507-532. doi:<a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>","ieee":"D. Beverungen, D. Kundisch, and N. Wünderlich, “Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers,” <i>Journal of Service Management</i>, vol. 32, no. 4, pp. 507–532, 2021, doi: <a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">10.1108/JOSM-03-2020-0066</a>.","chicago":"Beverungen, Daniel, Dennis Kundisch, and Nancy Wünderlich. “Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers.” <i>Journal of Service Management</i> 32, no. 4 (2021): 507–32. <a href=\"https://doi.org/10.1108/JOSM-03-2020-0066\">https://doi.org/10.1108/JOSM-03-2020-0066</a>."},"intvolume":"        32","page":"507-532","user_id":"59677","department":[{"_id":"276"},{"_id":"181"}],"project":[{"_id":"1","name":"SFB 901","grant_number":"160364472"},{"_id":"4","name":"SFB 901 - Project Area C"},{"_id":"17","name":"SFB 901 - Subproject C5"}],"_id":"17860","article_type":"original","type":"journal_article","status":"public","date_created":"2020-08-12T12:12:36Z","publisher":"Emerald Insight","title":"Transforming into a Platform Provider: Strategic Options for Industrial Smart Service Providers","issue":"4","quality_controlled":"1","year":"2021","language":[{"iso":"eng"}],"ddc":["380"],"keyword":["Smart service","Platform","Interdisciplinary research","Manufacturing company","Smart service provider","Platform economics","Information systems","Multi-sided markets","Business-to-business (B2B) markets"],"publication":"Journal of Service Management","abstract":[{"text":"Purpose\r\nThe purpose of this paper is to identify strategic options and challenges that arise when an industrial firm moves from providing smart service toward providing a platform.\r\n\r\nDesign/methodology/approach\r\nThis conceptual study takes on a multidisciplinary research perspective that integrates concepts, theories and insights from service management and marketing, information systems and platform economics.\r\n\r\nFindings\r\nThe paper outlines three platform types – smart data platform, smart product platform and matching platform – as strategic options for firms that wish to evolve from smart service providers to platform providers.\r\n\r\nResearch limitations/implications\r\nInvestigating smart service platforms calls for launching interdisciplinary research initiatives. Promising research avenues are outlined to span boundaries that separate different research disciplines today.\r\n\r\nPractical implications\r\nManaging a successful transition from providing smart service toward providing a platform requires making significant investments in IT, platform-related capabilities and skills, as well as implement new approaches toward relationship management and brand-building.\r\n\r\nOriginality/value\r\nThe findings described in this paper are valuable to researchers in multiple disciplines seeking to develop and to justify theory related to platforms in industrial scenarios.","lang":"eng"}]},{"_id":"33668","department":[{"_id":"475"},{"_id":"19"},{"_id":"200"}],"user_id":"186","status":"public","type":"journal_article","doi":"10.1007/s10368-021-00495-5","date_updated":"2024-06-12T12:50:47Z","volume":18,"author":[{"first_name":"Thomas","id":"186","full_name":"Gries, Thomas","last_name":"Gries"},{"first_name":"Paul J. J.","last_name":"Welfens","full_name":"Welfens, Paul J. J."}],"intvolume":"        18","page":"1-24","citation":{"ama":"Gries T, Welfens PJJ. Testing as an approach to control the Corona epidemic dynamics and avoid lockdowns. <i>International Economics and Economic Policy</i>. 2021;18(1):1-24. doi:<a href=\"https://doi.org/10.1007/s10368-021-00495-5\">10.1007/s10368-021-00495-5</a>","chicago":"Gries, Thomas, and Paul J. J. Welfens. “Testing as an Approach to Control the Corona Epidemic Dynamics and Avoid Lockdowns.” <i>International Economics and Economic Policy</i> 18, no. 1 (2021): 1–24. <a href=\"https://doi.org/10.1007/s10368-021-00495-5\">https://doi.org/10.1007/s10368-021-00495-5</a>.","ieee":"T. Gries and P. J. J. Welfens, “Testing as an approach to control the Corona epidemic dynamics and avoid lockdowns,” <i>International Economics and Economic Policy</i>, vol. 18, no. 1, pp. 1–24, 2021, doi: <a href=\"https://doi.org/10.1007/s10368-021-00495-5\">10.1007/s10368-021-00495-5</a>.","short":"T. Gries, P.J.J. Welfens, International Economics and Economic Policy 18 (2021) 1–24.","mla":"Gries, Thomas, and Paul J. J. Welfens. “Testing as an Approach to Control the Corona Epidemic Dynamics and Avoid Lockdowns.” <i>International Economics and Economic Policy</i>, vol. 18, no. 1, Springer Science and Business Media LLC, 2021, pp. 1–24, doi:<a href=\"https://doi.org/10.1007/s10368-021-00495-5\">10.1007/s10368-021-00495-5</a>.","bibtex":"@article{Gries_Welfens_2021, title={Testing as an approach to control the Corona epidemic dynamics and avoid lockdowns}, volume={18}, DOI={<a href=\"https://doi.org/10.1007/s10368-021-00495-5\">10.1007/s10368-021-00495-5</a>}, number={1}, journal={International Economics and Economic Policy}, publisher={Springer Science and Business Media LLC}, author={Gries, Thomas and Welfens, Paul J. J.}, year={2021}, pages={1–24} }","apa":"Gries, T., &#38; Welfens, P. J. J. (2021). Testing as an approach to control the Corona epidemic dynamics and avoid lockdowns. <i>International Economics and Economic Policy</i>, <i>18</i>(1), 1–24. <a href=\"https://doi.org/10.1007/s10368-021-00495-5\">https://doi.org/10.1007/s10368-021-00495-5</a>"},"publication_identifier":{"issn":["1612-4804","1612-4812"]},"publication_status":"published","keyword":["Economics and Econometrics"],"language":[{"iso":"eng"}],"abstract":[{"text":"<jats:title>Abstract</jats:title><jats:p>Vaccinations, lockdowns and testing strategies are three potential elements of an effective anti-coronavirus, and in particular Covid-19, health policy. The following analysis considers - within a simple model - the potentially crucial role of a Corona testing approach in combination with a quarantine approach which is shown herein to be a substitute for broad lockdown measures. The cost of lockdowns/shutdowns are rather high so that – beyond progress in terms of a broad vaccination program – a rational testing strategy should also be carefully considered. Testing has to be organized on the basis of an adequate testing infrastructure which could largely be implemented in firms, schools, universities and public administration settings. As regards the cost of a systematic broad Covid-19 testing strategy, these could come close to 0.5% of national income if there are no vaccinations. The Testing &amp; Quarantine approach suggested here – with tests for symptomatic as well as asymptomatic people - is based on a random sampling and would require rather broad and frequent testing; possibly one test per person every 7–10 days. At the same time, one should consider that the cost of further lockdowns/shutdowns of a duration of 1 month could be very high, such that a standard cost benefit analysis supports the testing approach suggested herein. Also, an optimal policy mix could be designed where both vaccinations and testing play a crucial role. As of late January 2021, no further lockdowns in Germany and other OECD countries would be necessary if a broad testing infrastructure can be established rather quickly. This in turn will reinforce economic optimism and help to jumpstart economic growth in Europe, the US and Asia in a solid way. The basic logic of the testing approach pointed out here for industrialized countries could also be applied in developing countries. The approach presented is complementary to the IMF analysis of Cherif/Hasanov.</jats:p>","lang":"eng"}],"publication":"International Economics and Economic Policy","title":"Testing as an approach to control the Corona epidemic dynamics and avoid lockdowns","publisher":"Springer Science and Business Media LLC","date_created":"2022-10-10T18:44:46Z","year":"2021","issue":"1"},{"user_id":"80546","_id":"37144","language":[{"iso":"eng"}],"keyword":["Management of Technology and Innovation","Marketing","Computer Science Applications","Economics and Econometrics","Business and International Management"],"type":"journal_article","publication":"Electronic Markets","status":"public","abstract":[{"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>","lang":"eng"}],"author":[{"last_name":"Mirbabaie","full_name":"Mirbabaie, Milad","first_name":"Milad"},{"first_name":"Felix","last_name":"Brünker","full_name":"Brünker, Felix"},{"first_name":"Nicholas R. J.","last_name":"Möllmann Frick","full_name":"Möllmann Frick, Nicholas R. J."},{"last_name":"Stieglitz","full_name":"Stieglitz, Stefan","first_name":"Stefan"}],"date_created":"2023-01-17T15:24:18Z","volume":32,"date_updated":"2023-01-18T07:57:16Z","publisher":"Springer Science and Business Media LLC","doi":"10.1007/s12525-021-00496-x","title":"The rise of artificial intelligence – understanding the AI identity threat at the workplace","issue":"1","publication_status":"published","publication_identifier":{"issn":["1019-6781","1422-8890"]},"citation":{"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} }","short":"M. Mirbabaie, F. Brünker, N.R.J. Möllmann Frick, S. Stieglitz, Electronic Markets 32 (2021) 73–99.","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>.","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>","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>.","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>"},"page":"73-99","intvolume":"        32","year":"2021"},{"status":"public","type":"journal_article","extern":"1","department":[{"_id":"785"}],"user_id":"49063","_id":"41338","intvolume":"        49","page":"139-163","citation":{"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>.","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} }","short":"A. Salonen, H. Terho, E. Böhm, A. Virtanen, R. Rajala, Journal of the Academy of Marketing Science 49 (2021) 139–163.","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>","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>"},"publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","doi":"10.1007/s11747-020-00729-z","volume":49,"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","last_name":"Virtanen","full_name":"Virtanen, Ari"},{"last_name":"Rajala","full_name":"Rajala, Risto","first_name":"Risto"}],"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"},{"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"language":[{"iso":"eng"}],"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>"}],"publication":"Journal of the Academy of Marketing Science","title":"Online reviews generated through product testing: can more favorable reviews be enticed with free products?","publisher":"Springer Science and Business Media LLC","date_created":"2023-02-01T08:29:53Z","year":"2021","issue":"4","extern":"1","_id":"41337","user_id":"49063","department":[{"_id":"785"}],"status":"public","type":"journal_article","doi":"10.1007/s11747-021-00770-6","date_updated":"2023-09-01T10:12:36Z","author":[{"full_name":"Garnefeld, Ina","last_name":"Garnefeld","first_name":"Ina"},{"last_name":"Krah","full_name":"Krah, Tabea","first_name":"Tabea"},{"full_name":"Böhm, Eva","id":"3043","last_name":"Böhm","orcid":"0000-0001-6053-1012","first_name":"Eva"},{"full_name":"Gremler, Dwayne D.","last_name":"Gremler","first_name":"Dwayne D."}],"volume":49,"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>","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} }","short":"I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing Science 49 (2021) 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>.","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>"},"page":"703-722","intvolume":"        49","publication_status":"published","publication_identifier":{"issn":["0092-0703","1552-7824"]}},{"status":"public","publication":"Kritikon Litterarum","type":"review","language":[{"iso":"eng"}],"keyword":["Materials Chemistry","Economics and Econometrics","Media Technology","Forestry"],"user_id":"14608","_id":"36006","intvolume":"        48","page":"404-410","citation":{"short":"A. Hartmann, Kritikon Litterarum 48 (2021) 404–410.","mla":"Hartmann, Alexandra. “<b>Ashe, Bertram D.; Saal, Ilka (Eds.). </b>                  <i>Slavery and the Post-Black Imagination.</i> Seattle: Washington University Press, 2020. 248 Pp.” <i>Kritikon Litterarum</i>, vol. 48, no. 3–4, Walter de Gruyter GmbH, 2021, pp. 404–10, doi:<a href=\"https://doi.org/10.1515/kl-2021-0046\">10.1515/kl-2021-0046</a>.","bibtex":"@article{Hartmann_2021, title={<b>Ashe, Bertram D.; Saal, Ilka (eds.). </b>                  <i>Slavery and the Post-Black Imagination.</i> Seattle: Washington University Press, 2020. 248 pp.}, volume={48}, DOI={<a href=\"https://doi.org/10.1515/kl-2021-0046\">10.1515/kl-2021-0046</a>}, number={3–4}, journal={Kritikon Litterarum}, publisher={Walter de Gruyter GmbH}, author={Hartmann, Alexandra}, year={2021}, pages={404–410} }","apa":"Hartmann, A. (2021). <b>Ashe, Bertram D.; Saal, Ilka (eds.). </b>                  <i>Slavery and the Post-Black Imagination.</i> Seattle: Washington University Press, 2020. 248 pp. In <i>Kritikon Litterarum</i> (Vol. 48, Issues 3–4, pp. 404–410). Walter de Gruyter GmbH. <a href=\"https://doi.org/10.1515/kl-2021-0046\">https://doi.org/10.1515/kl-2021-0046</a>","ieee":"A. Hartmann, “<b>Ashe, Bertram D.; Saal, Ilka (eds.). </b>                  <i>Slavery and the Post-Black Imagination.</i> Seattle: Washington University Press, 2020. 248 pp.,” <i>Kritikon Litterarum</i>, vol. 48, no. 3–4. Walter de Gruyter GmbH, pp. 404–410, 2021, doi: <a href=\"https://doi.org/10.1515/kl-2021-0046\">10.1515/kl-2021-0046</a>.","chicago":"Hartmann, Alexandra. “<b>Ashe, Bertram D.; Saal, Ilka (Eds.). </b>                  <i>Slavery and the Post-Black Imagination.</i> Seattle: Washington University Press, 2020. 248 Pp.” <i>Kritikon Litterarum</i>. Walter de Gruyter GmbH, 2021. <a href=\"https://doi.org/10.1515/kl-2021-0046\">https://doi.org/10.1515/kl-2021-0046</a>.","ama":"Hartmann A. <b>Ashe, Bertram D.; Saal, Ilka (eds.). </b>                  <i>Slavery and the Post-Black Imagination.</i> Seattle: Washington University Press, 2020. 248 pp. <i>Kritikon Litterarum</i>. 2021;48(3-4):404-410. doi:<a href=\"https://doi.org/10.1515/kl-2021-0046\">10.1515/kl-2021-0046</a>"},"year":"2021","issue":"3-4","publication_identifier":{"issn":["1865-7249","0340-9767"]},"publication_status":"published","doi":"10.1515/kl-2021-0046","title":"<b>Ashe, Bertram D.; Saal, Ilka (eds.). </b>                  <i>Slavery and the Post-Black Imagination.</i> Seattle: Washington University Press, 2020. 248 pp.","volume":48,"date_created":"2023-01-11T10:53:30Z","author":[{"last_name":"Hartmann","full_name":"Hartmann, Alexandra","first_name":"Alexandra"}],"publisher":"Walter de Gruyter GmbH","date_updated":"2025-01-22T15:36:32Z"},{"date_created":"2023-03-02T15:43:12Z","author":[{"first_name":"Anastasia I.","full_name":"Egorova, Anastasia I.","last_name":"Egorova"},{"first_name":"Nils","full_name":"Klowait, Nils","id":"98454","orcid":"0000-0002-7347-099X","last_name":"Klowait"}],"publisher":"VCIOM, Russia (Russian Public Opinion Research Center)","date_updated":"2026-03-09T12:20:40Z","doi":"10.14515/monitoring.2021.1.1810","title":"How to Say Good-Bye to a Robot? The Matter of Conversational Closing","issue":"1","publication_identifier":{"issn":["2219-5467"]},"publication_status":"published","citation":{"ieee":"A. I. Egorova and N. Klowait, “How to Say Good-Bye to a Robot? The Matter of Conversational Closing,” <i>The monitoring of public opinion economic&#38;social changes</i>, no. 1, 2021, doi: <a href=\"https://doi.org/10.14515/monitoring.2021.1.1810\">10.14515/monitoring.2021.1.1810</a>.","chicago":"Egorova, Anastasia I., and Nils Klowait. “How to Say Good-Bye to a Robot? The Matter of Conversational Closing.” <i>The Monitoring of Public Opinion Economic&#38;social Changes</i>, no. 1 (2021). <a href=\"https://doi.org/10.14515/monitoring.2021.1.1810\">https://doi.org/10.14515/monitoring.2021.1.1810</a>.","bibtex":"@article{Egorova_Klowait_2021, title={How to Say Good-Bye to a Robot? The Matter of Conversational Closing}, DOI={<a href=\"https://doi.org/10.14515/monitoring.2021.1.1810\">10.14515/monitoring.2021.1.1810</a>}, number={1}, journal={The monitoring of public opinion economic&#38;social changes}, publisher={VCIOM, Russia (Russian Public Opinion Research Center)}, author={Egorova, Anastasia I. and Klowait, Nils}, year={2021} }","short":"A.I. Egorova, N. Klowait, The Monitoring of Public Opinion Economic&#38;social Changes (2021).","mla":"Egorova, Anastasia I., and Nils Klowait. “How to Say Good-Bye to a Robot? The Matter of Conversational Closing.” <i>The Monitoring of Public Opinion Economic&#38;social Changes</i>, no. 1, VCIOM, Russia (Russian Public Opinion Research Center), 2021, doi:<a href=\"https://doi.org/10.14515/monitoring.2021.1.1810\">10.14515/monitoring.2021.1.1810</a>.","ama":"Egorova AI, Klowait N. How to Say Good-Bye to a Robot? The Matter of Conversational Closing. <i>The monitoring of public opinion economic&#38;social changes</i>. 2021;(1). doi:<a href=\"https://doi.org/10.14515/monitoring.2021.1.1810\">10.14515/monitoring.2021.1.1810</a>","apa":"Egorova, A. I., &#38; Klowait, N. (2021). How to Say Good-Bye to a Robot? The Matter of Conversational Closing. <i>The Monitoring of Public Opinion Economic&#38;social Changes</i>, <i>1</i>. <a href=\"https://doi.org/10.14515/monitoring.2021.1.1810\">https://doi.org/10.14515/monitoring.2021.1.1810</a>"},"year":"2021","department":[{"_id":"603"}],"user_id":"14972","_id":"42671","language":[{"iso":"eng"}],"extern":"1","keyword":["Economics","Econometrics and Finance (miscellaneous)","Sociology and Political Science"],"publication":"The monitoring of public opinion economic&social changes","type":"journal_article","status":"public","abstract":[{"lang":"eng","text":"Artificial conversational agents are becoming increasingly popular in various spheres of life. Contemporary AI is able to talk to humans using sophis­ticated conversational techniques and human-like conversational patterns. For instance, Google Duplex, a cutting-edge voice interface, is capable of autonomously making customer service calls that barely register as robotic. With the frequency of human-computer interactions on the rise, there is a growing need to study their features: how misunderstandings are resolved, how conversational aims are achieved. This article is an empirical investigation of the interaction between an advanced conver­sational agent and human interactant. Using the framework of ethnomethodology and conversation analysis, the authors analyze the procedurally unfolding and naturally emerging conversational practices, as well as the normative structures that emerge as a result. The research is based on a recording of a call between Google Duplex and a human operator. We explore how to reach conversational closing — a microstructure that requires cooperation between the speakers. Despite interactional tensions caused by the robot’s incongruous prosody, conversational closing is produced by the gradual achievement of epistemic balance. The authors empha­size the relationship between the institu­tional context of the interaction and the non-human agent’s robotic nature. The results serve as a foundation for future studies in human-robot interaction and provide a deeper understanding of how conversational closings are achieved in liminal cases."}]},{"author":[{"first_name":"Nils","orcid":"0000-0002-7347-099X","last_name":"Klowait","full_name":"Klowait, Nils","id":"98454"},{"last_name":"Erofeeva","full_name":"Erofeeva, Maria A.","first_name":"Maria A."}],"date_created":"2023-03-02T15:43:03Z","publisher":"VCIOM, Russia (Russian Public Opinion Research Center)","date_updated":"2026-03-09T10:33:05Z","doi":"10.14515/monitoring.2021.1.1793","title":"The Rise of Interactional Multimodality in Human-Computer Interaction","issue":"1","publication_status":"published","publication_identifier":{"issn":["2219-5467"]},"citation":{"mla":"Klowait, Nils, and Maria A. Erofeeva. “The Rise of Interactional Multimodality in Human-Computer Interaction.” <i>The Monitoring of Public Opinion Economic&#38;social Changes</i>, no. 1, VCIOM, Russia (Russian Public Opinion Research Center), 2021, doi:<a href=\"https://doi.org/10.14515/monitoring.2021.1.1793\">10.14515/monitoring.2021.1.1793</a>.","short":"N. Klowait, M.A. Erofeeva, The Monitoring of Public Opinion Economic&#38;social Changes (2021).","bibtex":"@article{Klowait_Erofeeva_2021, title={The Rise of Interactional Multimodality in Human-Computer Interaction}, DOI={<a href=\"https://doi.org/10.14515/monitoring.2021.1.1793\">10.14515/monitoring.2021.1.1793</a>}, number={1}, journal={The monitoring of public opinion economic&#38;social changes}, publisher={VCIOM, Russia (Russian Public Opinion Research Center)}, author={Klowait, Nils and Erofeeva, Maria A.}, year={2021} }","apa":"Klowait, N., &#38; Erofeeva, M. A. (2021). The Rise of Interactional Multimodality in Human-Computer Interaction. <i>The Monitoring of Public Opinion Economic&#38;social Changes</i>, <i>1</i>. <a href=\"https://doi.org/10.14515/monitoring.2021.1.1793\">https://doi.org/10.14515/monitoring.2021.1.1793</a>","ama":"Klowait N, Erofeeva MA. The Rise of Interactional Multimodality in Human-Computer Interaction. <i>The monitoring of public opinion economic&#38;social changes</i>. 2021;(1). doi:<a href=\"https://doi.org/10.14515/monitoring.2021.1.1793\">10.14515/monitoring.2021.1.1793</a>","ieee":"N. Klowait and M. A. Erofeeva, “The Rise of Interactional Multimodality in Human-Computer Interaction,” <i>The monitoring of public opinion economic&#38;social changes</i>, no. 1, 2021, doi: <a href=\"https://doi.org/10.14515/monitoring.2021.1.1793\">10.14515/monitoring.2021.1.1793</a>.","chicago":"Klowait, Nils, and Maria A. Erofeeva. “The Rise of Interactional Multimodality in Human-Computer Interaction.” <i>The Monitoring of Public Opinion Economic&#38;social Changes</i>, no. 1 (2021). <a href=\"https://doi.org/10.14515/monitoring.2021.1.1793\">https://doi.org/10.14515/monitoring.2021.1.1793</a>."},"year":"2021","user_id":"14972","department":[{"_id":"603"}],"_id":"42670","language":[{"iso":"eng"}],"extern":"1","keyword":["Economics","Econometrics and Finance (miscellaneous)","Sociology and Political Science"],"type":"journal_article","publication":"The monitoring of public opinion economic&social changes","status":"public","abstract":[{"lang":"eng","text":"The field of human-computer interaction (HCI) investigates the intersection between the design of devices and users. From an early focus on interaction modeling based on psychological experiments, the field has since experienced a shift towards the study of how actual humans interact with autonomous devices. The field became conductive to ethnographic, observational and videographic studies of human-device interaction. Conversation-analytic HCI became possible. That said, this new wave of researchers was never truly able to dethrone the psychological common sense of the field. With recent developments in both the technical-sensorial capabilities and outward actuational range of embodied virtual agents, the field of HCI has once again returned to the question of the sequential unfolding of the interaction between users and intelligent agents, and the multimodal interactional repertoire that is deployed throughout. This review will highlight the situational orientation of high-impact research in the field, and relate it to the cotemporaneous development of ethnomethodological and conversation analytic frameworks.\r\nAcknowledgments. The article was prepared in the framework of a research grant funded by the Ministry of Science and Higher Education of the Russian Federation (grant ID: 075-15-2020-908). The article was prepared in cooperation with the Sber (ex. – Sberbank’s) Gamification Lab."}]},{"date_updated":"2023-10-30T11:34:31Z","volume":60,"author":[{"first_name":"Zhi","last_name":"Wang","full_name":"Wang, Zhi"},{"last_name":"Braam","full_name":"Braam, Geert","first_name":"Geert"},{"first_name":"Daniel","last_name":"Reimsbach","id":"100169","full_name":"Reimsbach, Daniel"},{"last_name":"Wang","full_name":"Wang, Jiaxin","first_name":"Jiaxin"}],"doi":"10.1111/acfi.12690","publication_identifier":{"issn":["0810-5391","1467-629X"]},"publication_status":"published","intvolume":"        60","page":"4723-4755","citation":{"bibtex":"@article{Wang_Braam_Reimsbach_Wang_2020, title={Political embeddedness and firms’ choices of earnings management strategies in China}, volume={60}, DOI={<a href=\"https://doi.org/10.1111/acfi.12690\">10.1111/acfi.12690</a>}, number={5}, journal={Accounting &#38;amp; Finance}, publisher={Wiley}, author={Wang, Zhi and Braam, Geert and Reimsbach, Daniel and Wang, Jiaxin}, year={2020}, pages={4723–4755} }","mla":"Wang, Zhi, et al. “Political Embeddedness and Firms’ Choices of Earnings Management Strategies in China.” <i>Accounting &#38;amp; Finance</i>, vol. 60, no. 5, Wiley, 2020, pp. 4723–55, doi:<a href=\"https://doi.org/10.1111/acfi.12690\">10.1111/acfi.12690</a>.","short":"Z. Wang, G. Braam, D. Reimsbach, J. Wang, Accounting &#38;amp; Finance 60 (2020) 4723–4755.","apa":"Wang, Z., Braam, G., Reimsbach, D., &#38; Wang, J. (2020). Political embeddedness and firms’ choices of earnings management strategies in China. <i>Accounting &#38;amp; Finance</i>, <i>60</i>(5), 4723–4755. <a href=\"https://doi.org/10.1111/acfi.12690\">https://doi.org/10.1111/acfi.12690</a>","ama":"Wang Z, Braam G, Reimsbach D, Wang J. Political embeddedness and firms’ choices of earnings management strategies in China. <i>Accounting &#38;amp; Finance</i>. 2020;60(5):4723-4755. doi:<a href=\"https://doi.org/10.1111/acfi.12690\">10.1111/acfi.12690</a>","ieee":"Z. Wang, G. Braam, D. Reimsbach, and J. Wang, “Political embeddedness and firms’ choices of earnings management strategies in China,” <i>Accounting &#38;amp; Finance</i>, vol. 60, no. 5, pp. 4723–4755, 2020, doi: <a href=\"https://doi.org/10.1111/acfi.12690\">10.1111/acfi.12690</a>.","chicago":"Wang, Zhi, Geert Braam, Daniel Reimsbach, and Jiaxin Wang. “Political Embeddedness and Firms’ Choices of Earnings Management Strategies in China.” <i>Accounting &#38;amp; Finance</i> 60, no. 5 (2020): 4723–55. <a href=\"https://doi.org/10.1111/acfi.12690\">https://doi.org/10.1111/acfi.12690</a>."},"_id":"47919","department":[{"_id":"186"},{"_id":"815"}],"user_id":"21810","type":"journal_article","status":"public","publisher":"Wiley","date_created":"2023-10-10T10:01:10Z","title":"Political embeddedness and firms’ choices of earnings management strategies in China","issue":"5","year":"2020","keyword":["Economics","Econometrics and Finance (miscellaneous)","Finance","Accounting"],"language":[{"iso":"eng"}],"publication":"Accounting &amp; Finance","abstract":[{"lang":"eng","text":"<jats:title>Abstract</jats:title><jats:p>We examine whether and how political embeddedness influences financial reporting quality in China by investigating how government ownership and political connections affect Chinese listed firms’ choices of earnings management strategies. The results show that state‐owned enterprises (SOEs), and in particular, central SOEs, are more likely to substitute accrual‐based earnings management strategies with costlier but less detectable real earnings management strategies than non‐SOEs. The results also indicate that politically connected enterprises (PCEs) are more likely to employ less detectable real earnings management strategies than non‐PCEs, so much so that PCEs’ total earnings management level is higher than that of non‐PCEs.</jats:p>"}]},{"keyword":["Marketing","Economics and Econometrics","Business and International Management"],"extern":"1","language":[{"iso":"eng"}],"_id":"41299","user_id":"4336","status":"public","publication":"Journal of the Academy of Marketing Science","type":"journal_article","title":"An emerging theory of loyalty program dynamics","doi":"10.1007/s11747-020-00719-1","date_updated":"2023-01-31T15:45:14Z","publisher":"Springer Science and Business Media LLC","volume":49,"author":[{"first_name":"Jisu J.","full_name":"Kim, Jisu J.","last_name":"Kim"},{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","first_name":"Lena"},{"first_name":"Robert W.","full_name":"Palmatier, Robert W.","last_name":"Palmatier"}],"date_created":"2023-01-31T15:30:56Z","year":"2020","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>","short":"J.J. Kim, L. Steinhoff, R.W. Palmatier, Journal of the Academy of Marketing Science 49 (2020) 71–95.","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} }","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>."},"publication_identifier":{"issn":["0092-0703","1552-7824"]},"publication_status":"published","issue":"1"},{"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."},{"last_name":"Steinhoff","full_name":"Steinhoff, Lena","first_name":"Lena"},{"first_name":"Colleen M.","last_name":"Harmeling","full_name":"Harmeling, Colleen M."},{"first_name":"Robert W.","full_name":"Palmatier, Robert W.","last_name":"Palmatier"}],"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":{"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>.","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} }","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>","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>","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>."},"intvolume":"        49","page":"350-373"},{"doi":"10.1016/j.ausmj.2020.07.003","title":"Commentary: Opportunities and challenges of technology in relationship marketing","date_created":"2023-01-31T15:33:36Z","author":[{"full_name":"Steinhoff, Lena","last_name":"Steinhoff","first_name":"Lena"},{"full_name":"Palmatier, Robert W.","last_name":"Palmatier","first_name":"Robert W."}],"volume":29,"date_updated":"2023-01-31T15:44:11Z","publisher":"SAGE Publications","citation":{"apa":"Steinhoff, L., &#38; Palmatier, R. W. (2020). Commentary: Opportunities and challenges of technology in relationship marketing. <i>Australasian Marketing Journal</i>, <i>29</i>(2), 111–117. <a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">https://doi.org/10.1016/j.ausmj.2020.07.003</a>","mla":"Steinhoff, Lena, and Robert W. Palmatier. “Commentary: Opportunities and Challenges of Technology in Relationship Marketing.” <i>Australasian Marketing Journal</i>, vol. 29, no. 2, SAGE Publications, 2020, pp. 111–17, doi:<a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">10.1016/j.ausmj.2020.07.003</a>.","short":"L. Steinhoff, R.W. Palmatier, Australasian Marketing Journal 29 (2020) 111–117.","bibtex":"@article{Steinhoff_Palmatier_2020, title={Commentary: Opportunities and challenges of technology in relationship marketing}, volume={29}, DOI={<a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">10.1016/j.ausmj.2020.07.003</a>}, number={2}, journal={Australasian Marketing Journal}, publisher={SAGE Publications}, author={Steinhoff, Lena and Palmatier, Robert W.}, year={2020}, pages={111–117} }","ama":"Steinhoff L, Palmatier RW. Commentary: Opportunities and challenges of technology in relationship marketing. <i>Australasian Marketing Journal</i>. 2020;29(2):111-117. doi:<a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">10.1016/j.ausmj.2020.07.003</a>","chicago":"Steinhoff, Lena, and Robert W. Palmatier. “Commentary: Opportunities and Challenges of Technology in Relationship Marketing.” <i>Australasian Marketing Journal</i> 29, no. 2 (2020): 111–17. <a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">https://doi.org/10.1016/j.ausmj.2020.07.003</a>.","ieee":"L. Steinhoff and R. W. Palmatier, “Commentary: Opportunities and challenges of technology in relationship marketing,” <i>Australasian Marketing Journal</i>, vol. 29, no. 2, pp. 111–117, 2020, doi: <a href=\"https://doi.org/10.1016/j.ausmj.2020.07.003\">10.1016/j.ausmj.2020.07.003</a>."},"page":"111-117","intvolume":"        29","year":"2020","issue":"2","publication_status":"published","publication_identifier":{"issn":["1839-3349","1839-3349"]},"language":[{"iso":"eng"}],"extern":"1","keyword":["Marketing","Economics and Econometrics"],"user_id":"4336","_id":"41308","status":"public","type":"journal_article","publication":"Australasian Marketing Journal"},{"status":"public","abstract":[{"text":"<jats:title>Abstract</jats:title><jats:p>We have collected data from a world-wide survey among COP delegates to empirically investigate preferences for certain burden sharing rules among key groups in a setting that reflects the possibility of observing concessions from negotiating partners. In our survey, the participants had the opportunity to select and combine up to eight (pre-defined) burden sharing rules and to assign relative weights to the selected rules in their preferred bundle. We examine whether such a mechanism helps to overcome the currently strictly (self-interested) strategic claims on equity in the negotiation process. We observe that delegates from different groups of countries show a general willingness for concessions. However, the degree to which different burden sharing rules are taken into consideration partly differs between countries. As a key insight we report that the individual assessment of the polluter-pays rule based on current emissions does not only stress the persistence of the traditional Annex-B/Non-Annex-B division but also suggests tendencies for a more fragmented grouping with different positions between, for example, delegates from developing countries (i.e. G77 members) and emerging countries (i.e. BASIC). At the same time, we observe tendencies for a more harmonized view among key groups towards the ability-to-pay rule in a setting of weighted burden sharing rules.</jats:p>","lang":"eng"}],"type":"journal_article","publication":"Environmental Economics and Policy Studies","language":[{"iso":"eng"}],"keyword":["Management","Monitoring","Policy and Law","Economics and Econometrics"],"user_id":"98922","_id":"45586","citation":{"bibtex":"@article{Kesternich_Löschel_Ziegler_2020, title={Negotiating weights for burden sharing rules in international climate negotiations: an empirical analysis}, volume={23}, DOI={<a href=\"https://doi.org/10.1007/s10018-020-00289-0\">10.1007/s10018-020-00289-0</a>}, number={2}, journal={Environmental Economics and Policy Studies}, publisher={Springer Science and Business Media LLC}, author={Kesternich, Martin and Löschel, Andreas and Ziegler, Andreas}, year={2020}, pages={309–331} }","short":"M. Kesternich, A. Löschel, A. Ziegler, Environmental Economics and Policy Studies 23 (2020) 309–331.","mla":"Kesternich, Martin, et al. “Negotiating Weights for Burden Sharing Rules in International Climate Negotiations: An Empirical Analysis.” <i>Environmental Economics and Policy Studies</i>, vol. 23, no. 2, Springer Science and Business Media LLC, 2020, pp. 309–31, doi:<a href=\"https://doi.org/10.1007/s10018-020-00289-0\">10.1007/s10018-020-00289-0</a>.","apa":"Kesternich, M., Löschel, A., &#38; Ziegler, A. (2020). Negotiating weights for burden sharing rules in international climate negotiations: an empirical analysis. <i>Environmental Economics and Policy Studies</i>, <i>23</i>(2), 309–331. <a href=\"https://doi.org/10.1007/s10018-020-00289-0\">https://doi.org/10.1007/s10018-020-00289-0</a>","chicago":"Kesternich, Martin, Andreas Löschel, and Andreas Ziegler. “Negotiating Weights for Burden Sharing Rules in International Climate Negotiations: An Empirical Analysis.” <i>Environmental Economics and Policy Studies</i> 23, no. 2 (2020): 309–31. <a href=\"https://doi.org/10.1007/s10018-020-00289-0\">https://doi.org/10.1007/s10018-020-00289-0</a>.","ieee":"M. Kesternich, A. Löschel, and A. Ziegler, “Negotiating weights for burden sharing rules in international climate negotiations: an empirical analysis,” <i>Environmental Economics and Policy Studies</i>, vol. 23, no. 2, pp. 309–331, 2020, doi: <a href=\"https://doi.org/10.1007/s10018-020-00289-0\">10.1007/s10018-020-00289-0</a>.","ama":"Kesternich M, Löschel A, Ziegler A. Negotiating weights for burden sharing rules in international climate negotiations: an empirical analysis. <i>Environmental Economics and Policy Studies</i>. 2020;23(2):309-331. doi:<a href=\"https://doi.org/10.1007/s10018-020-00289-0\">10.1007/s10018-020-00289-0</a>"},"intvolume":"        23","page":"309-331","year":"2020","issue":"2","publication_status":"published","publication_identifier":{"issn":["1432-847X","1867-383X"]},"doi":"10.1007/s10018-020-00289-0","title":"Negotiating weights for burden sharing rules in international climate negotiations: an empirical analysis","author":[{"last_name":"Kesternich","id":"98922","full_name":"Kesternich, Martin","first_name":"Martin"},{"full_name":"Löschel, Andreas","last_name":"Löschel","first_name":"Andreas"},{"first_name":"Andreas","full_name":"Ziegler, Andreas","last_name":"Ziegler"}],"date_created":"2023-06-13T09:31:01Z","volume":23,"publisher":"Springer Science and Business Media LLC","date_updated":"2023-09-15T07:36:45Z"}]
