[{"has_accepted_license":"1","publication_status":"published","page":"379-385","citation":{"ama":"Pottebaum J, Rossel J, Somorovsky J, et al. Re-Envisioning Industrial Control Systems Security by Considering Human Factors as a Core Element of Defense-in-Depth. In: <i>2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&#38;PW)</i>. IEEE; 2023:379-385. doi:<a href=\"https://doi.org/10.1109/eurospw59978.2023.00048\">10.1109/eurospw59978.2023.00048</a>","ieee":"J. Pottebaum <i>et al.</i>, “Re-Envisioning Industrial Control Systems Security by Considering Human Factors as a Core Element of Defense-in-Depth,” in <i>2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&#38;PW)</i>, Delft, Netherlands, 2023, pp. 379–385, doi: <a href=\"https://doi.org/10.1109/eurospw59978.2023.00048\">10.1109/eurospw59978.2023.00048</a>.","chicago":"Pottebaum, Jens, Jost Rossel, Juraj Somorovsky, Yasemin Acar, René Fahr, Patricia Arias Cabarcos, Eric Bodden, and Iris Gräßler. “Re-Envisioning Industrial Control Systems Security by Considering Human Factors as a Core Element of Defense-in-Depth.” In <i>2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&#38;PW)</i>, 379–85. IEEE, 2023. <a href=\"https://doi.org/10.1109/eurospw59978.2023.00048\">https://doi.org/10.1109/eurospw59978.2023.00048</a>.","apa":"Pottebaum, J., Rossel, J., Somorovsky, J., Acar, Y., Fahr, R., Arias Cabarcos, P., Bodden, E., &#38; Gräßler, I. (2023). Re-Envisioning Industrial Control Systems Security by Considering Human Factors as a Core Element of Defense-in-Depth. <i>2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&#38;PW)</i>, 379–385. <a href=\"https://doi.org/10.1109/eurospw59978.2023.00048\">https://doi.org/10.1109/eurospw59978.2023.00048</a>","short":"J. Pottebaum, J. Rossel, J. Somorovsky, Y. Acar, R. Fahr, P. Arias Cabarcos, E. Bodden, I. Gräßler, in: 2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&#38;PW), IEEE, 2023, pp. 379–385.","mla":"Pottebaum, Jens, et al. “Re-Envisioning Industrial Control Systems Security by Considering Human Factors as a Core Element of Defense-in-Depth.” <i>2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&#38;PW)</i>, IEEE, 2023, pp. 379–85, doi:<a href=\"https://doi.org/10.1109/eurospw59978.2023.00048\">10.1109/eurospw59978.2023.00048</a>.","bibtex":"@inproceedings{Pottebaum_Rossel_Somorovsky_Acar_Fahr_Arias Cabarcos_Bodden_Gräßler_2023, title={Re-Envisioning Industrial Control Systems Security by Considering Human Factors as a Core Element of Defense-in-Depth}, DOI={<a href=\"https://doi.org/10.1109/eurospw59978.2023.00048\">10.1109/eurospw59978.2023.00048</a>}, booktitle={2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&#38;PW)}, publisher={IEEE}, author={Pottebaum, Jens and Rossel, Jost and Somorovsky, Juraj and Acar, Yasemin and Fahr, René and Arias Cabarcos, Patricia and Bodden, Eric and Gräßler, Iris}, year={2023}, pages={379–385} }"},"author":[{"first_name":"Jens","orcid":"http://orcid.org/0000-0001-8778-2989","last_name":"Pottebaum","id":"405","full_name":"Pottebaum, Jens"},{"full_name":"Rossel, Jost","id":"58331","orcid":"0000-0002-3182-4059","last_name":"Rossel","first_name":"Jost"},{"last_name":"Somorovsky","orcid":"0000-0002-3593-7720","full_name":"Somorovsky, Juraj","id":"83504","first_name":"Juraj"},{"first_name":"Yasemin","last_name":"Acar","id":"94636","full_name":"Acar, Yasemin"},{"first_name":"René","full_name":"Fahr, René","id":"111","last_name":"Fahr"},{"first_name":"Patricia","last_name":"Arias Cabarcos","full_name":"Arias Cabarcos, Patricia","id":"92804"},{"id":"59256","full_name":"Bodden, Eric","orcid":"0000-0003-3470-3647","last_name":"Bodden","first_name":"Eric"},{"orcid":"0000-0001-5765-971X","last_name":"Gräßler","full_name":"Gräßler, Iris","id":"47565","first_name":"Iris"}],"date_updated":"2025-07-16T11:06:47Z","conference":{"name":"2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&PW)","start_date":"2023-07-03","end_date":"2023-07-07","location":"Delft, Netherlands"},"doi":"10.1109/eurospw59978.2023.00048","main_file_link":[{"url":"https://ieeexplore.ieee.org/stamp/stamp.jsp?tp=&arnumber=10190647"}],"type":"conference","status":"public","department":[{"_id":"34"},{"_id":"152"},{"_id":"76"},{"_id":"632"},{"_id":"858"}],"user_id":"58331","_id":"46500","file_date_updated":"2024-09-05T13:00:09Z","quality_controlled":"1","year":"2023","date_created":"2023-08-15T12:21:05Z","publisher":"IEEE","title":"Re-Envisioning Industrial Control Systems Security by Considering Human Factors as a Core Element of Defense-in-Depth","publication":"2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&PW)","file":[{"relation":"main_file","content_type":"application/pdf","file_id":"56077","access_level":"closed","file_name":"Re_envisioning_Industrial_Control_Systems_security.pdf","file_size":197727,"creator":"jrossel","date_created":"2024-09-05T13:00:09Z","date_updated":"2024-09-05T13:00:09Z"}],"abstract":[{"text":"The security of Industrial Control Systems is relevant both for reliable production system operations and for high-quality throughput in terms of manufactured products. Security measures are designed, operated and maintained by different roles along product and production system lifecycles. Defense-in-Depth as a paradigm builds upon the assumption that breaches are unavoidable. The paper at hand provides an analysis of roles, corresponding Human Factors and their relevance for data theft and sabotage attacks. The resulting taxonomy is reflected by an example related to Additive Manufacturing. The results assist in both designing and redesigning Industrial Control System as part of an entire production system so that Defense-in-Depth with regard to Human Factors is built in by design.","lang":"eng"}],"language":[{"iso":"eng"}],"keyword":["Defense-in-Depth","Human Factors","Production Engineering","Product Design","Systems Engineering"],"ddc":["000"]},{"publication_status":"published","publication_identifier":{"issn":["1044-7318","1532-7590"]},"year":"2022","citation":{"ama":"Hoppe JA, Melkas H, Pekkarinen S, et al. Perception of Society’s Trust in Care Robots by Public Opinion Leaders. <i>International Journal of Human–Computer Interaction</i>. Published online 2022:1-17. doi:<a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>","chicago":"Hoppe, Julia Amelie, Helinä Melkas, Satu Pekkarinen, Outi Tuisku, Lea Hennala, Rose-Marie Johansson-Pajala, Christine Gustafsson, and Kirsten Thommes. “Perception of Society’s Trust in Care Robots by Public Opinion Leaders.” <i>International Journal of Human–Computer Interaction</i>, 2022, 1–17. <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">https://doi.org/10.1080/10447318.2022.2081283</a>.","ieee":"J. A. Hoppe <i>et al.</i>, “Perception of Society’s Trust in Care Robots by Public Opinion Leaders,” <i>International Journal of Human–Computer Interaction</i>, pp. 1–17, 2022, doi: <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>.","bibtex":"@article{Hoppe_Melkas_Pekkarinen_Tuisku_Hennala_Johansson-Pajala_Gustafsson_Thommes_2022, title={Perception of Society’s Trust in Care Robots by Public Opinion Leaders}, DOI={<a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>}, journal={International Journal of Human–Computer Interaction}, publisher={Informa UK Limited}, author={Hoppe, Julia Amelie and Melkas, Helinä and Pekkarinen, Satu and Tuisku, Outi and Hennala, Lea and Johansson-Pajala, Rose-Marie and Gustafsson, Christine and Thommes, Kirsten}, year={2022}, pages={1–17} }","short":"J.A. Hoppe, H. Melkas, S. Pekkarinen, O. Tuisku, L. Hennala, R.-M. Johansson-Pajala, C. Gustafsson, K. Thommes, International Journal of Human–Computer Interaction (2022) 1–17.","mla":"Hoppe, Julia Amelie, et al. “Perception of Society’s Trust in Care Robots by Public Opinion Leaders.” <i>International Journal of Human–Computer Interaction</i>, Informa UK Limited, 2022, pp. 1–17, doi:<a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>.","apa":"Hoppe, J. A., Melkas, H., Pekkarinen, S., Tuisku, O., Hennala, L., Johansson-Pajala, R.-M., Gustafsson, C., &#38; Thommes, K. (2022). Perception of Society’s Trust in Care Robots by Public Opinion Leaders. <i>International Journal of Human–Computer Interaction</i>, 1–17. <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">https://doi.org/10.1080/10447318.2022.2081283</a>"},"page":"1-17","date_updated":"2022-06-28T13:13:56Z","publisher":"Informa UK Limited","author":[{"last_name":"Hoppe","full_name":"Hoppe, Julia Amelie","first_name":"Julia Amelie"},{"full_name":"Melkas, Helinä","last_name":"Melkas","first_name":"Helinä"},{"last_name":"Pekkarinen","full_name":"Pekkarinen, Satu","first_name":"Satu"},{"first_name":"Outi","full_name":"Tuisku, Outi","last_name":"Tuisku"},{"full_name":"Hennala, Lea","last_name":"Hennala","first_name":"Lea"},{"last_name":"Johansson-Pajala","full_name":"Johansson-Pajala, Rose-Marie","first_name":"Rose-Marie"},{"first_name":"Christine","last_name":"Gustafsson","full_name":"Gustafsson, Christine"},{"first_name":"Kirsten","last_name":"Thommes","full_name":"Thommes, Kirsten"}],"date_created":"2022-06-28T13:13:41Z","title":"Perception of Society’s Trust in Care Robots by Public Opinion Leaders","doi":"10.1080/10447318.2022.2081283","type":"journal_article","publication":"International Journal of Human–Computer Interaction","status":"public","_id":"32266","user_id":"72497","department":[{"_id":"178"},{"_id":"184"}],"keyword":["Computer Science Applications","Human-Computer Interaction","Human Factors and Ergonomics"],"language":[{"iso":"eng"}]},{"publication_status":"published","publication_identifier":{"issn":["1044-7318","1532-7590"]},"citation":{"ieee":"J. A. Hoppe <i>et al.</i>, “Perception of Society’s Trust in Care Robots by Public Opinion Leaders,” <i>International Journal of Human–Computer Interaction</i>, pp. 1–17, 2022, doi: <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>.","chicago":"Hoppe, Julia Amelie, Helinä Melkas, Satu Pekkarinen, Outi Tuisku, Lea Hennala, Rose-Marie Johansson-Pajala, Christine Gustafsson, and Kirsten Thommes. “Perception of Society’s Trust in Care Robots by Public Opinion Leaders.” <i>International Journal of Human–Computer Interaction</i>, 2022, 1–17. <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">https://doi.org/10.1080/10447318.2022.2081283</a>.","ama":"Hoppe JA, Melkas H, Pekkarinen S, et al. Perception of Society’s Trust in Care Robots by Public Opinion Leaders. <i>International Journal of Human–Computer Interaction</i>. 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Perception of Society’s Trust in Care Robots by Public Opinion Leaders. <i>International Journal of Human–Computer Interaction</i>, 1–17. <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">https://doi.org/10.1080/10447318.2022.2081283</a>"},"page":"1-17","year":"2022","author":[{"first_name":"Julia Amelie","last_name":"Hoppe","full_name":"Hoppe, Julia Amelie"},{"first_name":"Helinä","full_name":"Melkas, Helinä","last_name":"Melkas"},{"first_name":"Satu","full_name":"Pekkarinen, Satu","last_name":"Pekkarinen"},{"full_name":"Tuisku, Outi","last_name":"Tuisku","first_name":"Outi"},{"full_name":"Hennala, Lea","last_name":"Hennala","first_name":"Lea"},{"full_name":"Johansson-Pajala, Rose-Marie","last_name":"Johansson-Pajala","first_name":"Rose-Marie"},{"full_name":"Gustafsson, Christine","last_name":"Gustafsson","first_name":"Christine"},{"first_name":"Kirsten","full_name":"Thommes, Kirsten","last_name":"Thommes"}],"date_created":"2022-06-28T13:14:46Z","publisher":"Informa UK Limited","date_updated":"2022-06-28T13:14:54Z","doi":"10.1080/10447318.2022.2081283","title":"Perception of Society’s Trust in Care Robots by Public Opinion Leaders","type":"journal_article","publication":"International Journal of Human–Computer Interaction","status":"public","user_id":"72497","department":[{"_id":"178"},{"_id":"184"}],"_id":"32267","language":[{"iso":"eng"}],"keyword":["Computer Science Applications","Human-Computer Interaction","Human Factors and Ergonomics"]},{"date_updated":"2023-01-09T14:05:54Z","publisher":"Institute of Electrical and Electronics Engineers (IEEE)","author":[{"first_name":"Christin","full_name":"Hoffmann, Christin","last_name":"Hoffmann"},{"full_name":"Thommes, Kirsten","id":"72497","last_name":"Thommes","first_name":"Kirsten"}],"date_created":"2022-11-10T07:49:01Z","title":"Seizing the Opportunity for Automation—How Traffic Density Determines Truck Drivers' Use of Cruise Control","doi":"10.1109/thms.2022.3212335","publication_status":"published","quality_controlled":"1","publication_identifier":{"issn":["2168-2291","2168-2305"]},"year":"2022","citation":{"ama":"Hoffmann C, Thommes K. Seizing the Opportunity for Automation—How Traffic Density Determines Truck Drivers’ Use of Cruise Control. <i>IEEE Transactions on Human-Machine Systems</i>. Published online 2022:1-11. doi:<a href=\"https://doi.org/10.1109/thms.2022.3212335\">10.1109/thms.2022.3212335</a>","chicago":"Hoffmann, Christin, and Kirsten Thommes. “Seizing the Opportunity for Automation—How Traffic Density Determines Truck Drivers’ Use of Cruise Control.” <i>IEEE Transactions on Human-Machine Systems</i>, 2022, 1–11. <a href=\"https://doi.org/10.1109/thms.2022.3212335\">https://doi.org/10.1109/thms.2022.3212335</a>.","ieee":"C. Hoffmann and K. Thommes, “Seizing the Opportunity for Automation—How Traffic Density Determines Truck Drivers’ Use of Cruise Control,” <i>IEEE Transactions on Human-Machine Systems</i>, pp. 1–11, 2022, doi: <a href=\"https://doi.org/10.1109/thms.2022.3212335\">10.1109/thms.2022.3212335</a>.","bibtex":"@article{Hoffmann_Thommes_2022, title={Seizing the Opportunity for Automation—How Traffic Density Determines Truck Drivers’ Use of Cruise Control}, DOI={<a href=\"https://doi.org/10.1109/thms.2022.3212335\">10.1109/thms.2022.3212335</a>}, journal={IEEE Transactions on Human-Machine Systems}, publisher={Institute of Electrical and Electronics Engineers (IEEE)}, author={Hoffmann, Christin and Thommes, Kirsten}, year={2022}, pages={1–11} }","short":"C. Hoffmann, K. Thommes, IEEE Transactions on Human-Machine Systems (2022) 1–11.","mla":"Hoffmann, Christin, and Kirsten Thommes. “Seizing the Opportunity for Automation—How Traffic Density Determines Truck Drivers’ Use of Cruise Control.” <i>IEEE Transactions on Human-Machine Systems</i>, Institute of Electrical and Electronics Engineers (IEEE), 2022, pp. 1–11, doi:<a href=\"https://doi.org/10.1109/thms.2022.3212335\">10.1109/thms.2022.3212335</a>.","apa":"Hoffmann, C., &#38; Thommes, K. (2022). Seizing the Opportunity for Automation—How Traffic Density Determines Truck Drivers’ Use of Cruise Control. <i>IEEE Transactions on Human-Machine Systems</i>, 1–11. <a href=\"https://doi.org/10.1109/thms.2022.3212335\">https://doi.org/10.1109/thms.2022.3212335</a>"},"page":"1-11","_id":"34046","user_id":"72497","department":[{"_id":"178"},{"_id":"184"}],"keyword":["Artificial Intelligence","Computer Networks and Communications","Computer Science Applications","Human-Computer Interaction","Signal Processing","Control and Systems Engineering","Human Factors and Ergonomics"],"language":[{"iso":"eng"}],"type":"journal_article","publication":"IEEE Transactions on Human-Machine Systems","status":"public"},{"status":"public","publication":"International Journal of Human–Computer Interaction","type":"journal_article","language":[{"iso":"eng"}],"keyword":["Computer Science Applications","Human-Computer Interaction","Human Factors and Ergonomics"],"department":[{"_id":"178"},{"_id":"184"}],"user_id":"42933","_id":"32273","project":[{"_id":"46","name":"ORIENT: Use of care robots in welfare services: New models for effective orientation","grant_number":"16SV7954"}],"page":"1-17","citation":{"ama":"Hoppe JA, Melkas H, Pekkarinen S, et al. Perception of Society’s Trust in Care Robots by Public Opinion Leaders. <i>International Journal of Human–Computer Interaction</i>. Published online 2022:1-17. doi:<a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>","chicago":"Hoppe, Julia Amelie, Helinä Melkas, Satu Pekkarinen, Outi Tuisku, Lea Hennala, Rose-Marie Johansson-Pajala, Christine Gustafsson, and Kirsten Thommes. “Perception of Society’s Trust in Care Robots by Public Opinion Leaders.” <i>International Journal of Human–Computer Interaction</i>, 2022, 1–17. <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">https://doi.org/10.1080/10447318.2022.2081283</a>.","ieee":"J. A. Hoppe <i>et al.</i>, “Perception of Society’s Trust in Care Robots by Public Opinion Leaders,” <i>International Journal of Human–Computer Interaction</i>, pp. 1–17, 2022, doi: <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>.","apa":"Hoppe, J. A., Melkas, H., Pekkarinen, S., Tuisku, O., Hennala, L., Johansson-Pajala, R.-M., Gustafsson, C., &#38; Thommes, K. (2022). Perception of Society’s Trust in Care Robots by Public Opinion Leaders. <i>International Journal of Human–Computer Interaction</i>, 1–17. <a href=\"https://doi.org/10.1080/10447318.2022.2081283\">https://doi.org/10.1080/10447318.2022.2081283</a>","mla":"Hoppe, Julia Amelie, et al. “Perception of Society’s Trust in Care Robots by Public Opinion Leaders.” <i>International Journal of Human–Computer Interaction</i>, Informa UK Limited, 2022, pp. 1–17, doi:<a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>.","short":"J.A. Hoppe, H. Melkas, S. Pekkarinen, O. Tuisku, L. Hennala, R.-M. Johansson-Pajala, C. Gustafsson, K. Thommes, International Journal of Human–Computer Interaction (2022) 1–17.","bibtex":"@article{Hoppe_Melkas_Pekkarinen_Tuisku_Hennala_Johansson-Pajala_Gustafsson_Thommes_2022, title={Perception of Society’s Trust in Care Robots by Public Opinion Leaders}, DOI={<a href=\"https://doi.org/10.1080/10447318.2022.2081283\">10.1080/10447318.2022.2081283</a>}, journal={International Journal of Human–Computer Interaction}, publisher={Informa UK Limited}, author={Hoppe, Julia Amelie and Melkas, Helinä and Pekkarinen, Satu and Tuisku, Outi and Hennala, Lea and Johansson-Pajala, Rose-Marie and Gustafsson, Christine and Thommes, Kirsten}, year={2022}, pages={1–17} }"},"year":"2022","publication_identifier":{"issn":["1044-7318","1532-7590"]},"publication_status":"published","doi":"10.1080/10447318.2022.2081283","title":"Perception of Society’s Trust in Care Robots by Public Opinion Leaders","date_created":"2022-06-28T13:20:41Z","author":[{"id":"73093","full_name":"Hoppe, Julia Amelie","last_name":"Hoppe","first_name":"Julia Amelie"},{"last_name":"Melkas","full_name":"Melkas, Helinä","first_name":"Helinä"},{"full_name":"Pekkarinen, Satu","last_name":"Pekkarinen","first_name":"Satu"},{"first_name":"Outi","full_name":"Tuisku, Outi","last_name":"Tuisku"},{"first_name":"Lea","last_name":"Hennala","full_name":"Hennala, Lea"},{"first_name":"Rose-Marie","last_name":"Johansson-Pajala","full_name":"Johansson-Pajala, Rose-Marie"},{"first_name":"Christine","full_name":"Gustafsson, Christine","last_name":"Gustafsson"},{"last_name":"Thommes","id":"72497","full_name":"Thommes, Kirsten","first_name":"Kirsten"}],"date_updated":"2023-12-06T09:18:47Z","publisher":"Informa UK Limited"},{"year":"2020","citation":{"ama":"Böhm E, Eggert A, Terho H, Ulaga W, Haas A. Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling. <i>Journal of Personal Selling and Sales Management</i>. 2020;40(3):180-197. doi:<a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>","ieee":"E. Böhm, A. Eggert, H. Terho, W. Ulaga, and A. Haas, “Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling,” <i>Journal of Personal Selling and Sales Management</i>, vol. 40, no. 3, pp. 180–197, 2020, doi: <a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>.","chicago":"Böhm, Eva, Andreas Eggert, Harri Terho, Wolfgang Ulaga, and Alexander Haas. “Drivers and Outcomes of Salespersons’ Value Opportunity Recognition Competence in Solution Selling.” <i>Journal of Personal Selling and Sales Management</i> 40, no. 3 (2020): 180–97. <a href=\"https://doi.org/10.1080/08853134.2020.1778484\">https://doi.org/10.1080/08853134.2020.1778484</a>.","apa":"Böhm, E., Eggert, A., Terho, H., Ulaga, W., &#38; Haas, A. (2020). Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling. <i>Journal of Personal Selling and Sales Management</i>, <i>40</i>(3), 180–197. <a href=\"https://doi.org/10.1080/08853134.2020.1778484\">https://doi.org/10.1080/08853134.2020.1778484</a>","bibtex":"@article{Böhm_Eggert_Terho_Ulaga_Haas_2020, title={Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling}, volume={40}, DOI={<a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>}, number={3}, journal={Journal of Personal Selling and Sales Management}, publisher={Informa UK Limited}, author={Böhm, Eva and Eggert, Andreas and Terho, Harri and Ulaga, Wolfgang and Haas, Alexander}, year={2020}, pages={180–197} }","short":"E. Böhm, A. Eggert, H. Terho, W. Ulaga, A. Haas, Journal of Personal Selling and Sales Management 40 (2020) 180–197.","mla":"Böhm, Eva, et al. “Drivers and Outcomes of Salespersons’ Value Opportunity Recognition Competence in Solution Selling.” <i>Journal of Personal Selling and Sales Management</i>, vol. 40, no. 3, Informa UK Limited, 2020, pp. 180–97, doi:<a href=\"https://doi.org/10.1080/08853134.2020.1778484\">10.1080/08853134.2020.1778484</a>."},"intvolume":"        40","page":"180-197","publication_status":"published","publication_identifier":{"issn":["0885-3134","1557-7813"]},"issue":"3","title":"Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling","doi":"10.1080/08853134.2020.1778484","publisher":"Informa UK Limited","date_updated":"2023-09-05T22:15:36Z","date_created":"2023-08-22T13:24:08Z","author":[{"first_name":"Eva","full_name":"Böhm, Eva","id":"3043","last_name":"Böhm","orcid":"0000-0001-6053-1012"},{"first_name":"Andreas","full_name":"Eggert, Andreas","last_name":"Eggert"},{"first_name":"Harri","last_name":"Terho","full_name":"Terho, Harri"},{"full_name":"Ulaga, Wolfgang","last_name":"Ulaga","first_name":"Wolfgang"},{"last_name":"Haas","full_name":"Haas, Alexander","first_name":"Alexander"}],"volume":40,"status":"public","type":"journal_article","publication":"Journal of Personal Selling and Sales Management","keyword":["Management of Technology and Innovation","Human Factors and Ergonomics"],"language":[{"iso":"eng"}],"_id":"46636","user_id":"14931","department":[{"_id":"785"}]}]