---
_id: '46500'
abstract:
- lang: eng
  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.
author:
- first_name: Jens
  full_name: Pottebaum, Jens
  id: '405'
  last_name: Pottebaum
  orcid: http://orcid.org/0000-0001-8778-2989
- first_name: Jost
  full_name: Rossel, Jost
  id: '58331'
  last_name: Rossel
  orcid: 0000-0002-3182-4059
- first_name: Juraj
  full_name: Somorovsky, Juraj
  id: '83504'
  last_name: Somorovsky
  orcid: 0000-0002-3593-7720
- first_name: Yasemin
  full_name: Acar, Yasemin
  id: '94636'
  last_name: Acar
- first_name: René
  full_name: Fahr, René
  id: '111'
  last_name: Fahr
- first_name: Patricia
  full_name: Arias Cabarcos, Patricia
  id: '92804'
  last_name: Arias Cabarcos
- first_name: Eric
  full_name: Bodden, Eric
  id: '59256'
  last_name: Bodden
  orcid: 0000-0003-3470-3647
- first_name: Iris
  full_name: Gräßler, Iris
  id: '47565'
  last_name: Gräßler
  orcid: 0000-0001-5765-971X
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>'
  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>
  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} }'
  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>.
  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>.'
  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>.
  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.'
conference:
  end_date: 2023-07-07
  location: Delft, Netherlands
  name: 2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&PW)
  start_date: 2023-07-03
date_created: 2023-08-15T12:21:05Z
date_updated: 2025-07-16T11:06:47Z
ddc:
- '000'
department:
- _id: '34'
- _id: '152'
- _id: '76'
- _id: '632'
- _id: '858'
doi: 10.1109/eurospw59978.2023.00048
file:
- access_level: closed
  content_type: application/pdf
  creator: jrossel
  date_created: 2024-09-05T13:00:09Z
  date_updated: 2024-09-05T13:00:09Z
  file_id: '56077'
  file_name: Re_envisioning_Industrial_Control_Systems_security.pdf
  file_size: 197727
  relation: main_file
file_date_updated: 2024-09-05T13:00:09Z
has_accepted_license: '1'
keyword:
- Defense-in-Depth
- Human Factors
- Production Engineering
- Product Design
- Systems Engineering
language:
- iso: eng
main_file_link:
- url: https://ieeexplore.ieee.org/stamp/stamp.jsp?tp=&arnumber=10190647
page: 379-385
publication: 2023 IEEE European Symposium on Security and Privacy Workshops (EuroS&PW)
publication_status: published
publisher: IEEE
quality_controlled: '1'
status: public
title: Re-Envisioning Industrial Control Systems Security by Considering Human Factors
  as a Core Element of Defense-in-Depth
type: conference
user_id: '58331'
year: '2023'
...
---
_id: '32266'
author:
- first_name: Julia Amelie
  full_name: Hoppe, Julia Amelie
  last_name: Hoppe
- first_name: Helinä
  full_name: Melkas, Helinä
  last_name: Melkas
- first_name: Satu
  full_name: Pekkarinen, Satu
  last_name: Pekkarinen
- first_name: Outi
  full_name: Tuisku, Outi
  last_name: Tuisku
- first_name: Lea
  full_name: Hennala, Lea
  last_name: Hennala
- first_name: Rose-Marie
  full_name: Johansson-Pajala, Rose-Marie
  last_name: Johansson-Pajala
- first_name: Christine
  full_name: Gustafsson, Christine
  last_name: Gustafsson
- first_name: Kirsten
  full_name: Thommes, Kirsten
  last_name: Thommes
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>
  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>
  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} }'
  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>.'
  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.
date_created: 2022-06-28T13:13:41Z
date_updated: 2022-06-28T13:13:56Z
department:
- _id: '178'
- _id: '184'
doi: 10.1080/10447318.2022.2081283
keyword:
- Computer Science Applications
- Human-Computer Interaction
- Human Factors and Ergonomics
language:
- iso: eng
page: 1-17
publication: International Journal of Human–Computer Interaction
publication_identifier:
  issn:
  - 1044-7318
  - 1532-7590
publication_status: published
publisher: Informa UK Limited
status: public
title: Perception of Society’s Trust in Care Robots by Public Opinion Leaders
type: journal_article
user_id: '72497'
year: '2022'
...
---
_id: '32267'
author:
- first_name: Julia Amelie
  full_name: Hoppe, Julia Amelie
  last_name: Hoppe
- first_name: Helinä
  full_name: Melkas, Helinä
  last_name: Melkas
- first_name: Satu
  full_name: Pekkarinen, Satu
  last_name: Pekkarinen
- first_name: Outi
  full_name: Tuisku, Outi
  last_name: Tuisku
- first_name: Lea
  full_name: Hennala, Lea
  last_name: Hennala
- first_name: Rose-Marie
  full_name: Johansson-Pajala, Rose-Marie
  last_name: Johansson-Pajala
- first_name: Christine
  full_name: Gustafsson, Christine
  last_name: Gustafsson
- first_name: Kirsten
  full_name: Thommes, Kirsten
  last_name: Thommes
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>
  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>
  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} }'
  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>.'
  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.
date_created: 2022-06-28T13:14:46Z
date_updated: 2022-06-28T13:14:54Z
department:
- _id: '178'
- _id: '184'
doi: 10.1080/10447318.2022.2081283
keyword:
- Computer Science Applications
- Human-Computer Interaction
- Human Factors and Ergonomics
language:
- iso: eng
page: 1-17
publication: International Journal of Human–Computer Interaction
publication_identifier:
  issn:
  - 1044-7318
  - 1532-7590
publication_status: published
publisher: Informa UK Limited
status: public
title: Perception of Society’s Trust in Care Robots by Public Opinion Leaders
type: journal_article
user_id: '72497'
year: '2022'
...
---
_id: '34046'
author:
- first_name: Christin
  full_name: Hoffmann, Christin
  last_name: Hoffmann
- first_name: Kirsten
  full_name: Thommes, Kirsten
  id: '72497'
  last_name: Thommes
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>
  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>
  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} }'
  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>.'
  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>.
  short: C. Hoffmann, K. Thommes, IEEE Transactions on Human-Machine Systems (2022)
    1–11.
date_created: 2022-11-10T07:49:01Z
date_updated: 2023-01-09T14:05:54Z
department:
- _id: '178'
- _id: '184'
doi: 10.1109/thms.2022.3212335
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
page: 1-11
publication: IEEE Transactions on Human-Machine Systems
publication_identifier:
  issn:
  - 2168-2291
  - 2168-2305
publication_status: published
publisher: Institute of Electrical and Electronics Engineers (IEEE)
quality_controlled: '1'
status: public
title: Seizing the Opportunity for Automation—How Traffic Density Determines Truck
  Drivers' Use of Cruise Control
type: journal_article
user_id: '72497'
year: '2022'
...
---
_id: '32273'
author:
- first_name: Julia Amelie
  full_name: Hoppe, Julia Amelie
  id: '73093'
  last_name: Hoppe
- first_name: Helinä
  full_name: Melkas, Helinä
  last_name: Melkas
- first_name: Satu
  full_name: Pekkarinen, Satu
  last_name: Pekkarinen
- first_name: Outi
  full_name: Tuisku, Outi
  last_name: Tuisku
- first_name: Lea
  full_name: Hennala, Lea
  last_name: Hennala
- first_name: Rose-Marie
  full_name: Johansson-Pajala, Rose-Marie
  last_name: Johansson-Pajala
- first_name: Christine
  full_name: Gustafsson, Christine
  last_name: Gustafsson
- first_name: Kirsten
  full_name: Thommes, Kirsten
  id: '72497'
  last_name: Thommes
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>
  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>
  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} }'
  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>.'
  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.
date_created: 2022-06-28T13:20:41Z
date_updated: 2023-12-06T09:18:47Z
department:
- _id: '178'
- _id: '184'
doi: 10.1080/10447318.2022.2081283
keyword:
- Computer Science Applications
- Human-Computer Interaction
- Human Factors and Ergonomics
language:
- iso: eng
page: 1-17
project:
- _id: '46'
  grant_number: 16SV7954
  name: 'ORIENT: Use of care robots in welfare services: New models for effective
    orientation'
publication: International Journal of Human–Computer Interaction
publication_identifier:
  issn:
  - 1044-7318
  - 1532-7590
publication_status: published
publisher: Informa UK Limited
status: public
title: Perception of Society’s Trust in Care Robots by Public Opinion Leaders
type: journal_article
user_id: '42933'
year: '2022'
...
---
_id: '46636'
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
  full_name: Terho, Harri
  last_name: Terho
- first_name: Wolfgang
  full_name: Ulaga, Wolfgang
  last_name: Ulaga
- first_name: Alexander
  full_name: Haas, Alexander
  last_name: Haas
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>
  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} }'
  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>.'
  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>.'
  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>.
  short: E. Böhm, A. Eggert, H. Terho, W. Ulaga, A. Haas, Journal of Personal Selling
    and Sales Management 40 (2020) 180–197.
date_created: 2023-08-22T13:24:08Z
date_updated: 2023-09-05T22:15:36Z
department:
- _id: '785'
doi: 10.1080/08853134.2020.1778484
intvolume: '        40'
issue: '3'
keyword:
- Management of Technology and Innovation
- Human Factors and Ergonomics
language:
- iso: eng
page: 180-197
publication: Journal of Personal Selling and Sales Management
publication_identifier:
  issn:
  - 0885-3134
  - 1557-7813
publication_status: published
publisher: Informa UK Limited
status: public
title: Drivers and outcomes of salespersons’ value opportunity recognition competence
  in solution selling
type: journal_article
user_id: '14931'
volume: 40
year: '2020'
...
