@inproceedings{54916, abstract = {{Reputation systems for companies to rate each other's performance are largely unexplored in research and hardly available in practice. However, these systems are relevant for prospective buyers to find a trustworthy seller. This observation applies especially to short-lived business relationships where fulfilling the performance promise is subject to a high degree of uncertainty. This paper explores the value of a reputation system for a business-to-business (B2B) context and focuses on three novel solutions for designing reputation systems. These solutions include selling ratings, conducting ratings as payments, and employing a counter-rating mechanism. We interview buyers to fathom the added value of these solutions in different contexts. Our findings suggest that such a system is useful for companies acting in less transparent markets and also helps when companies already have a good market overview. Depending on the market conditions and business context, the perceived value of the proposed system varies.}}, author = {{Hemmrich, Simon and Schäfer, Jannika Marie and Hansmeier, Philipp and Beverungen, Daniel}}, booktitle = {{Proceedings of the 57th Hawaii International Conference on System Sciences}}, keywords = {{Electronic Marketing, business-to-business, new design approach, reputation systems, value for buyers.}}, location = {{Honolulu}}, title = {{{The Value of Reputation Systems in Business Contexts–A Qualitative Study Taking the View of Buyers}}}, year = {{2024}}, } @article{53217, author = {{Tavana, Madjid and Mina, Hassan and Santos-Arteaga, Francisco J.}}, issn = {{0148-2963}}, journal = {{Journal of Business Research}}, keywords = {{Marketing}}, publisher = {{Elsevier BV}}, title = {{{A general Best-Worst method considering interdependency with application to innovation and technology assessment at NASA}}}, doi = {{10.1016/j.jbusres.2022.08.036}}, volume = {{154}}, year = {{2023}}, } @article{53226, author = {{Marín, Raquel and Santos-Arteaga, Francisco J. and Tavana, Madjid and Di Caprio, Debora}}, issn = {{2444-569X}}, journal = {{Journal of Innovation & Knowledge}}, keywords = {{Management of Technology and Innovation, Marketing, Economics and Econometrics, Business and International Management}}, number = {{4}}, publisher = {{Elsevier BV}}, title = {{{Value Chain digitalization and technological development as innovation catalysts in small and medium-sized enterprises}}}, doi = {{10.1016/j.jik.2023.100454}}, volume = {{8}}, year = {{2023}}, } @article{53222, author = {{Sorooshian, Shahryar and Tavana, Madjid and Ribeiro-Navarrete, Samuel}}, issn = {{0148-2963}}, journal = {{Journal of Business Research}}, keywords = {{Marketing}}, publisher = {{Elsevier BV}}, title = {{{From classical interpretive structural modeling to total interpretive structural modeling and beyond: A half-century of business research}}}, doi = {{10.1016/j.jbusres.2022.113642}}, volume = {{157}}, year = {{2023}}, } @article{46642, abstract = {{ Purpose This study aims to conceptually propose and empirically validate a path perspective on the servitization process of manufacturing firms. It identifies a customer and an outcome path to servitization, sheds light on the pivotal role of digital technology usage for both value-creating paths and explores their financial and relational performance outcomes. Design/methodology/approach The authors use a mixed-method approach, combining a qualitative study with a cross-sectional survey in the USA, the UK and Germany. Findings Manufacturing firms choose between two generic paths to servitization, a customer and an outcome path. Digital technology usage is equally important for both value-creating paths. Progress on the outcome path has a positive effect on firms’ financial performance, whereas the customer path has an indirect effect only, fully mediated by firms’ relational performance. Customer tenure and customer’s open-mindedness are contingency variables in the digital technology usage – servitization path – firm performance framework. Research limitations/implications A path perspective is useful to conceptualize the servitization processes in manufacturing industries. Future research should investigate the sequential choice of servitization paths and explore its drivers and performance outcomes. Practical implications To create and claim superior value for their customers, managers can choose between two servitization paths, leading to differential performance outcomes. While digital technology usage is key to progress on both paths, it is particularly effective for newly acquired customers on the customer path. Suppliers should target their value-creating service offerings at open-minded customer firms to reap their full performance potential. Originality/value Propose and empirically validate a path-perspective on servitization. Understand the pivotal importance of digital technology usage for both servitization paths. }}, author = {{Harrmann, Lisa Katharina and Eggert, Andreas and Böhm, Eva}}, issn = {{0309-0566}}, journal = {{European Journal of Marketing}}, keywords = {{Marketing}}, number = {{3}}, pages = {{834--857}}, publisher = {{Emerald}}, title = {{{Digital technology usage as a driver of servitization paths in manufacturing industries}}}, doi = {{10.1108/ejm-11-2021-0914}}, volume = {{57}}, year = {{2023}}, } @article{35740, abstract = {{AbstractWhile 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.}}, author = {{Bartelheimer, Christian and zur Heiden, Philipp and Lüttenberg, Hedda and Beverungen, Daniel}}, issn = {{1019-6781}}, journal = {{Electronic Markets}}, keywords = {{Management of Technology and Innovation, Marketing, Computer Science Applications, Economics and Econometrics, Business and International Management}}, number = {{1}}, pages = {{375--396}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{Systematizing the lexicon of platforms in information systems: a data-driven study}}}, doi = {{10.1007/s12525-022-00530-6}}, volume = {{32}}, year = {{2022}}, } @inproceedings{34317, author = {{Arslan, Kader and Trier, Matthias}}, booktitle = {{Proceedings of the 33rd Australasian Conference on Information Systems (ACIS 2022)}}, keywords = {{Social media, Social media marketing process, Social media strategy, Social media management, Guidelines}}, location = {{Melbourne, Australia}}, title = {{{Towards a Process Model for Social Media Marketing}}}, year = {{2022}}, } @article{50463, abstract = {{PurposeEnabled by increased (“big”) data stocks and advanced (“machine learning”) analyses, the concept of human resource analytics (HRA) is expected to systematically improve decisions in human resource management (HRM). Since so far empirical evidence on this is, however, lacking, the authors' study examines which combinations of data and analyses are employed and which combinations deliver on the promise of improved decision quality.Design/methodology/approachTheoretically, the paper employs a neo-configurational approach for founding and conceptualizing HRA. Methodically, based on a sample of German organizations, two varieties (crisp set and multi-value) of qualitative comparative analysis (QCA) are employed to identify combinations of data and analyses sufficient and necessary for HRA success.FindingsThe authors' study identifies existing configurations of data and analyses in HRM and uncovers which of these configurations cause improved decision quality. By evidencing that and which combinations of data and analyses conjuncturally cause decision quality, the authors' study provides a first confirmation of HRA success.Research limitations/implicationsMajor limitations refer to the cross-sectional and national sample and the usage of subjective measures. Major implications are the suitability of neo-configurational approaches for future research on HRA, while deeper conceptualizing and researching both the characteristics and outcomes of HRA constitutes a core future task.Originality/valueThe authors' paper employs an innovative theoretical-methodical approach to explain and analyze conditions that conjuncturally cause decision quality therewith offering much needed empirical evidence on HRA success.}}, author = {{Strohmeier, Stefan and Collet, Julian and Kabst, Rüdiger}}, issn = {{1746-5265}}, journal = {{Baltic Journal of Management}}, keywords = {{Management of Technology and Innovation, Marketing, Organizational Behavior and Human Resource Management, Strategy and Management, Business and International Management}}, number = {{3}}, pages = {{285--303}}, publisher = {{Emerald}}, title = {{{(How) do advanced data and analyses enable HR analytics success? A neo-configurational analysis}}}, doi = {{10.1108/bjm-05-2021-0188}}, volume = {{17}}, year = {{2022}}, } @article{37138, abstract = {{AbstractAssuming 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.}}, author = {{Hofeditz, Lennart and Clausen, Sünje and Rieß, Alexander and Mirbabaie, Milad and Stieglitz, Stefan}}, issn = {{1019-6781}}, journal = {{Electronic Markets (ELMA)}}, keywords = {{Management of Technology and Innovation, Marketing, Computer Science Applications, Economics and Econometrics, Business and International Management}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{Applying XAI to an AI-based system for candidate management to mitigate bias and discrimination in hiring}}}, doi = {{10.1007/s12525-022-00600-9}}, year = {{2022}}, } @article{41316, abstract = {{ Relationship marketing managers around the world actively try to stimulate customer engagement because of its performance-enhancing effects. Research insights into how to engage customers, such that they voluntarily contribute their resources to support companies’ marketing efforts, almost exclusively pertain to individual, domestic markets. However, the prerequisites of customer engagement strategies naturally differ across country-specific market environments. Therefore, the authors develop a conceptual, comprehensive battery of cultural, institutional, societal, and economic country-level contingency factors (CISE indicators) as well as between-country psychic distances on those indicators. A set of 11 high-level research propositions aims to enhance marketing researchers’ and managers’ understanding of the contingencies of international customer engagement strategy effectiveness and customer engagement's performance ramifications. The analysis reflects the richness and complexity of potential contingency effects across the four CISE categories and encourages empirical research on their separate and joint effects. }}, author = {{Steinhoff, Lena and Liu, Juanyi (Sunny) and Li, Xiaoling and Palmatier, Robert W.}}, issn = {{1069-031X}}, journal = {{Journal of International Marketing}}, keywords = {{Marketing, Business and International Management}}, number = {{1}}, pages = {{1--31}}, publisher = {{SAGE Publications}}, title = {{{Customer Engagement in International Markets}}}, doi = {{10.1177/1069031x221099211}}, volume = {{31}}, year = {{2022}}, } @article{30735, abstract = {{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.}}, author = {{Bartelheimer, Christian and zur Heiden, Philipp and Lüttenberg, Hedda and Beverungen, Daniel}}, issn = {{1019-6781}}, journal = {{Electronic Markets}}, keywords = {{Management of Technology and Innovation, Marketing, Computer Science Applications, Economics and Econometrics, Business and International Management}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{Systematizing the lexicon of platforms in information systems: a data-driven study}}}, doi = {{10.1007/s12525-022-00530-6}}, year = {{2022}}, } @article{48519, author = {{Hubner-Benz, Sylvia and Frese, Michael and Song, Zhaoli and Tripathi, Neha and Kaschner, Tamara and Le Kong, Xing}}, issn = {{0148-2963}}, journal = {{Journal of Business Research}}, keywords = {{Marketing}}, pages = {{408--421}}, publisher = {{Elsevier BV}}, title = {{{An Asia-centric approach to team innovation: Cultural differences in exploration and exploitation behavior}}}, doi = {{10.1016/j.jbusres.2021.09.009}}, volume = {{138}}, year = {{2021}}, } @article{37144, abstract = {{AbstractArtificial 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.}}, author = {{Mirbabaie, Milad and Brünker, Felix and Möllmann Frick, Nicholas R. J. and Stieglitz, Stefan}}, issn = {{1019-6781}}, journal = {{Electronic Markets}}, keywords = {{Management of Technology and Innovation, Marketing, Computer Science Applications, Economics and Econometrics, Business and International Management}}, number = {{1}}, pages = {{73--99}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{The rise of artificial intelligence – understanding the AI identity threat at the workplace}}}, doi = {{10.1007/s12525-021-00496-x}}, volume = {{32}}, year = {{2021}}, } @article{41313, author = {{Steinhoff, Lena and Zondag, Marcellis M.}}, issn = {{0148-2963}}, journal = {{Journal of Business Research}}, keywords = {{Marketing}}, pages = {{70--82}}, publisher = {{Elsevier BV}}, title = {{{Loyalty programs as travel companions: Complementary service features across customer journey stages}}}, doi = {{10.1016/j.jbusres.2021.02.016}}, volume = {{129}}, year = {{2021}}, } @article{41338, abstract = {{AbstractThis 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 (N = 184), solution champions (N = 23), and sales managers (N = 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.}}, author = {{Salonen, Anna and Terho, Harri and Böhm, Eva and Virtanen, Ari and Rajala, Risto}}, issn = {{0092-0703}}, journal = {{Journal of the Academy of Marketing Science}}, keywords = {{Marketing, Economics and Econometrics, Business and International Management}}, number = {{1}}, pages = {{139--163}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions}}}, doi = {{10.1007/s11747-020-00729-z}}, volume = {{49}}, year = {{2021}}, } @article{41337, abstract = {{AbstractOnline 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.}}, author = {{Garnefeld, Ina and Krah, Tabea and Böhm, Eva and Gremler, Dwayne D.}}, issn = {{0092-0703}}, journal = {{Journal of the Academy of Marketing Science}}, keywords = {{Marketing, Economics and Econometrics, Business and International Management}}, number = {{4}}, pages = {{703--722}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{Online reviews generated through product testing: can more favorable reviews be enticed with free products?}}}, doi = {{10.1007/s11747-021-00770-6}}, volume = {{49}}, year = {{2021}}, } @article{46635, author = {{Schaefers, Tobias and Ruffer, Stefan and Böhm, Eva}}, issn = {{0019-8501}}, journal = {{Industrial Marketing Management}}, keywords = {{Marketing}}, pages = {{466--481}}, publisher = {{Elsevier BV}}, title = {{{Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration}}}, doi = {{10.1016/j.indmarman.2020.06.002}}, volume = {{93}}, year = {{2021}}, } @article{41299, author = {{Kim, Jisu J. and Steinhoff, Lena and Palmatier, Robert W.}}, issn = {{0092-0703}}, journal = {{Journal of the Academy of Marketing Science}}, keywords = {{Marketing, Economics and Econometrics, Business and International Management}}, number = {{1}}, pages = {{71--95}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{An emerging theory of loyalty program dynamics}}}, doi = {{10.1007/s11747-020-00719-1}}, volume = {{49}}, year = {{2020}}, } @article{41310, author = {{Henderson, Conor M. and Steinhoff, Lena and Harmeling, Colleen M. and Palmatier, Robert W.}}, issn = {{0092-0703}}, journal = {{Journal of the Academy of Marketing Science}}, keywords = {{Marketing, Economics and Econometrics, Business and International Management}}, number = {{2}}, pages = {{350--373}}, publisher = {{Springer Science and Business Media LLC}}, title = {{{Customer inertia marketing}}}, doi = {{10.1007/s11747-020-00744-0}}, volume = {{49}}, year = {{2020}}, } @article{41306, author = {{Payne, Adrian and Frow, Pennie and Steinhoff, Lena and Eggert, Andreas}}, issn = {{0019-8501}}, journal = {{Industrial Marketing Management}}, keywords = {{Marketing}}, pages = {{244--255}}, publisher = {{Elsevier BV}}, title = {{{Toward a comprehensive framework of value proposition development: From strategy to implementation}}}, doi = {{10.1016/j.indmarman.2020.02.015}}, volume = {{87}}, year = {{2020}}, }