---
_id: '54916'
abstract:
- lang: eng
  text: 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:
- first_name: Simon
  full_name: Hemmrich, Simon
  id: '83557'
  last_name: Hemmrich
- first_name: Jannika Marie
  full_name: Schäfer, Jannika Marie
  id: '74374'
  last_name: Schäfer
- first_name: Philipp
  full_name: Hansmeier, Philipp
  id: '55603'
  last_name: Hansmeier
- first_name: Daniel
  full_name: Beverungen, Daniel
  id: '59677'
  last_name: Beverungen
citation:
  ama: 'Hemmrich S, Schäfer JM, Hansmeier P, Beverungen D. The Value of Reputation
    Systems in Business Contexts–A Qualitative Study Taking the View of Buyers. In:
    <i>Proceedings of the 57th Hawaii International Conference on System Sciences</i>.
    ; 2024.'
  apa: Hemmrich, S., Schäfer, J. M., Hansmeier, P., &#38; Beverungen, D. (2024). The
    Value of Reputation Systems in Business Contexts–A Qualitative Study Taking the
    View of Buyers. <i>Proceedings of the 57th Hawaii International Conference on
    System Sciences</i>. Hawaii International Conference on System Sciences 2024,
    Honolulu.
  bibtex: '@inproceedings{Hemmrich_Schäfer_Hansmeier_Beverungen_2024, title={The Value
    of Reputation Systems in Business Contexts–A Qualitative Study Taking the View
    of Buyers}, booktitle={Proceedings of the 57th Hawaii International Conference
    on System Sciences}, author={Hemmrich, Simon and Schäfer, Jannika Marie and Hansmeier,
    Philipp and Beverungen, Daniel}, year={2024} }'
  chicago: Hemmrich, Simon, Jannika Marie Schäfer, Philipp Hansmeier, and Daniel Beverungen.
    “The Value of Reputation Systems in Business Contexts–A Qualitative Study Taking
    the View of Buyers.” In <i>Proceedings of the 57th Hawaii International Conference
    on System Sciences</i>, 2024.
  ieee: S. Hemmrich, J. M. Schäfer, P. Hansmeier, and D. Beverungen, “The Value of
    Reputation Systems in Business Contexts–A Qualitative Study Taking the View of
    Buyers,” presented at the Hawaii International Conference on System Sciences 2024,
    Honolulu, 2024.
  mla: Hemmrich, Simon, et al. “The Value of Reputation Systems in Business Contexts–A
    Qualitative Study Taking the View of Buyers.” <i>Proceedings of the 57th Hawaii
    International Conference on System Sciences</i>, 2024.
  short: 'S. Hemmrich, J.M. Schäfer, P. Hansmeier, D. Beverungen, in: Proceedings
    of the 57th Hawaii International Conference on System Sciences, 2024.'
conference:
  end_date: 2024-01-06
  location: Honolulu
  name: Hawaii International Conference on System Sciences 2024
  start_date: 2024-01-03
date_created: 2024-06-27T09:52:26Z
date_updated: 2024-06-27T10:01:29Z
department:
- _id: '195'
keyword:
- Electronic Marketing
- business-to-business
- new design approach
- reputation systems
- value for buyers.
language:
- iso: eng
main_file_link:
- url: https://www.researchgate.net/profile/Simon-Hemmrich-3/publication/374550987_The_Value_of_Reputation_Systems_in_Business_Contexts_-A_Qualitative_Study_Taking_the_View_of_Buyers/links/652406723ab6cb4ec6d01951/The-Value-of-Reputation-Systems-in-Business-Contexts-A-Qualitative-Study-Taking-the-View-of-Buyers.pdf
publication: Proceedings of the 57th Hawaii International Conference on System Sciences
publication_status: published
status: public
title: The Value of Reputation Systems in Business Contexts–A Qualitative Study Taking
  the View of Buyers
type: conference
user_id: '74374'
year: '2024'
...
---
_id: '53217'
article_number: '113272'
author:
- first_name: Madjid
  full_name: Tavana, Madjid
  id: '31858'
  last_name: Tavana
- first_name: Hassan
  full_name: Mina, Hassan
  last_name: Mina
- first_name: Francisco J.
  full_name: Santos-Arteaga, Francisco J.
  last_name: Santos-Arteaga
citation:
  ama: Tavana M, Mina H, Santos-Arteaga FJ. A general Best-Worst method considering
    interdependency with application to innovation and technology assessment at NASA.
    <i>Journal of Business Research</i>. 2023;154. doi:<a href="https://doi.org/10.1016/j.jbusres.2022.08.036">10.1016/j.jbusres.2022.08.036</a>
  apa: Tavana, M., Mina, H., &#38; Santos-Arteaga, F. J. (2023). A general Best-Worst
    method considering interdependency with application to innovation and technology
    assessment at NASA. <i>Journal of Business Research</i>, <i>154</i>, Article 113272.
    <a href="https://doi.org/10.1016/j.jbusres.2022.08.036">https://doi.org/10.1016/j.jbusres.2022.08.036</a>
  bibtex: '@article{Tavana_Mina_Santos-Arteaga_2023, title={A general Best-Worst method
    considering interdependency with application to innovation and technology assessment
    at NASA}, volume={154}, DOI={<a href="https://doi.org/10.1016/j.jbusres.2022.08.036">10.1016/j.jbusres.2022.08.036</a>},
    number={113272}, journal={Journal of Business Research}, publisher={Elsevier BV},
    author={Tavana, Madjid and Mina, Hassan and Santos-Arteaga, Francisco J.}, year={2023}
    }'
  chicago: Tavana, Madjid, Hassan Mina, and Francisco J. Santos-Arteaga. “A General
    Best-Worst Method Considering Interdependency with Application to Innovation and
    Technology Assessment at NASA.” <i>Journal of Business Research</i> 154 (2023).
    <a href="https://doi.org/10.1016/j.jbusres.2022.08.036">https://doi.org/10.1016/j.jbusres.2022.08.036</a>.
  ieee: 'M. Tavana, H. Mina, and F. J. Santos-Arteaga, “A general Best-Worst method
    considering interdependency with application to innovation and technology assessment
    at NASA,” <i>Journal of Business Research</i>, vol. 154, Art. no. 113272, 2023,
    doi: <a href="https://doi.org/10.1016/j.jbusres.2022.08.036">10.1016/j.jbusres.2022.08.036</a>.'
  mla: Tavana, Madjid, et al. “A General Best-Worst Method Considering Interdependency
    with Application to Innovation and Technology Assessment at NASA.” <i>Journal
    of Business Research</i>, vol. 154, 113272, Elsevier BV, 2023, doi:<a href="https://doi.org/10.1016/j.jbusres.2022.08.036">10.1016/j.jbusres.2022.08.036</a>.
  short: M. Tavana, H. Mina, F.J. Santos-Arteaga, Journal of Business Research 154
    (2023).
date_created: 2024-04-04T13:46:45Z
date_updated: 2024-04-15T13:08:31Z
department:
- _id: '277'
doi: 10.1016/j.jbusres.2022.08.036
intvolume: '       154'
keyword:
- Marketing
language:
- iso: eng
publication: Journal of Business Research
publication_identifier:
  issn:
  - 0148-2963
publication_status: published
publisher: Elsevier BV
status: public
title: A general Best-Worst method considering interdependency with application to
  innovation and technology assessment at NASA
type: journal_article
user_id: '51811'
volume: 154
year: '2023'
...
---
_id: '53226'
article_number: '100454'
author:
- first_name: Raquel
  full_name: Marín, Raquel
  last_name: Marín
- first_name: Francisco J.
  full_name: Santos-Arteaga, Francisco J.
  last_name: Santos-Arteaga
- first_name: Madjid
  full_name: Tavana, Madjid
  id: '31858'
  last_name: Tavana
- first_name: Debora
  full_name: Di Caprio, Debora
  last_name: Di Caprio
citation:
  ama: Marín R, Santos-Arteaga FJ, Tavana M, Di Caprio D. Value Chain digitalization
    and technological development as innovation catalysts in small and medium-sized
    enterprises. <i>Journal of Innovation &#38; Knowledge</i>. 2023;8(4). doi:<a href="https://doi.org/10.1016/j.jik.2023.100454">10.1016/j.jik.2023.100454</a>
  apa: Marín, R., Santos-Arteaga, F. J., Tavana, M., &#38; Di Caprio, D. (2023). Value
    Chain digitalization and technological development as innovation catalysts in
    small and medium-sized enterprises. <i>Journal of Innovation &#38; Knowledge</i>,
    <i>8</i>(4), Article 100454. <a href="https://doi.org/10.1016/j.jik.2023.100454">https://doi.org/10.1016/j.jik.2023.100454</a>
  bibtex: '@article{Marín_Santos-Arteaga_Tavana_Di Caprio_2023, title={Value Chain
    digitalization and technological development as innovation catalysts in small
    and medium-sized enterprises}, volume={8}, DOI={<a href="https://doi.org/10.1016/j.jik.2023.100454">10.1016/j.jik.2023.100454</a>},
    number={4100454}, journal={Journal of Innovation &#38; Knowledge}, publisher={Elsevier
    BV}, author={Marín, Raquel and Santos-Arteaga, Francisco J. and Tavana, Madjid
    and Di Caprio, Debora}, year={2023} }'
  chicago: Marín, Raquel, Francisco J. Santos-Arteaga, Madjid Tavana, and Debora Di
    Caprio. “Value Chain Digitalization and Technological Development as Innovation
    Catalysts in Small and Medium-Sized Enterprises.” <i>Journal of Innovation &#38;
    Knowledge</i> 8, no. 4 (2023). <a href="https://doi.org/10.1016/j.jik.2023.100454">https://doi.org/10.1016/j.jik.2023.100454</a>.
  ieee: 'R. Marín, F. J. Santos-Arteaga, M. Tavana, and D. Di Caprio, “Value Chain
    digitalization and technological development as innovation catalysts in small
    and medium-sized enterprises,” <i>Journal of Innovation &#38; Knowledge</i>, vol.
    8, no. 4, Art. no. 100454, 2023, doi: <a href="https://doi.org/10.1016/j.jik.2023.100454">10.1016/j.jik.2023.100454</a>.'
  mla: Marín, Raquel, et al. “Value Chain Digitalization and Technological Development
    as Innovation Catalysts in Small and Medium-Sized Enterprises.” <i>Journal of
    Innovation &#38; Knowledge</i>, vol. 8, no. 4, 100454, Elsevier BV, 2023, doi:<a
    href="https://doi.org/10.1016/j.jik.2023.100454">10.1016/j.jik.2023.100454</a>.
  short: R. Marín, F.J. Santos-Arteaga, M. Tavana, D. Di Caprio, Journal of Innovation
    &#38; Knowledge 8 (2023).
date_created: 2024-04-04T13:55:31Z
date_updated: 2024-04-15T13:12:06Z
department:
- _id: '277'
doi: 10.1016/j.jik.2023.100454
intvolume: '         8'
issue: '4'
keyword:
- Management of Technology and Innovation
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
publication: Journal of Innovation & Knowledge
publication_identifier:
  issn:
  - 2444-569X
publication_status: published
publisher: Elsevier BV
status: public
title: Value Chain digitalization and technological development as innovation catalysts
  in small and medium-sized enterprises
type: journal_article
user_id: '51811'
volume: 8
year: '2023'
...
---
_id: '53222'
article_number: '113642'
author:
- first_name: Shahryar
  full_name: Sorooshian, Shahryar
  last_name: Sorooshian
- first_name: Madjid
  full_name: Tavana, Madjid
  id: '31858'
  last_name: Tavana
- first_name: Samuel
  full_name: Ribeiro-Navarrete, Samuel
  last_name: Ribeiro-Navarrete
citation:
  ama: 'Sorooshian S, Tavana M, Ribeiro-Navarrete S. From classical interpretive structural
    modeling to total interpretive structural modeling and beyond: A half-century
    of business research. <i>Journal of Business Research</i>. 2023;157. doi:<a href="https://doi.org/10.1016/j.jbusres.2022.113642">10.1016/j.jbusres.2022.113642</a>'
  apa: 'Sorooshian, S., Tavana, M., &#38; Ribeiro-Navarrete, S. (2023). From classical
    interpretive structural modeling to total interpretive structural modeling and
    beyond: A half-century of business research. <i>Journal of Business Research</i>,
    <i>157</i>, Article 113642. <a href="https://doi.org/10.1016/j.jbusres.2022.113642">https://doi.org/10.1016/j.jbusres.2022.113642</a>'
  bibtex: '@article{Sorooshian_Tavana_Ribeiro-Navarrete_2023, title={From classical
    interpretive structural modeling to total interpretive structural modeling and
    beyond: A half-century of business research}, volume={157}, DOI={<a href="https://doi.org/10.1016/j.jbusres.2022.113642">10.1016/j.jbusres.2022.113642</a>},
    number={113642}, journal={Journal of Business Research}, publisher={Elsevier BV},
    author={Sorooshian, Shahryar and Tavana, Madjid and Ribeiro-Navarrete, Samuel},
    year={2023} }'
  chicago: 'Sorooshian, Shahryar, Madjid Tavana, and Samuel Ribeiro-Navarrete. “From
    Classical Interpretive Structural Modeling to Total Interpretive Structural Modeling
    and beyond: A Half-Century of Business Research.” <i>Journal of Business Research</i>
    157 (2023). <a href="https://doi.org/10.1016/j.jbusres.2022.113642">https://doi.org/10.1016/j.jbusres.2022.113642</a>.'
  ieee: 'S. Sorooshian, M. Tavana, and S. Ribeiro-Navarrete, “From classical interpretive
    structural modeling to total interpretive structural modeling and beyond: A half-century
    of business research,” <i>Journal of Business Research</i>, vol. 157, Art. no.
    113642, 2023, doi: <a href="https://doi.org/10.1016/j.jbusres.2022.113642">10.1016/j.jbusres.2022.113642</a>.'
  mla: 'Sorooshian, Shahryar, et al. “From Classical Interpretive Structural Modeling
    to Total Interpretive Structural Modeling and beyond: A Half-Century of Business
    Research.” <i>Journal of Business Research</i>, vol. 157, 113642, Elsevier BV,
    2023, doi:<a href="https://doi.org/10.1016/j.jbusres.2022.113642">10.1016/j.jbusres.2022.113642</a>.'
  short: S. Sorooshian, M. Tavana, S. Ribeiro-Navarrete, Journal of Business Research
    157 (2023).
date_created: 2024-04-04T13:51:26Z
date_updated: 2024-04-15T13:11:01Z
department:
- _id: '277'
doi: 10.1016/j.jbusres.2022.113642
intvolume: '       157'
keyword:
- Marketing
language:
- iso: eng
publication: Journal of Business Research
publication_identifier:
  issn:
  - 0148-2963
publication_status: published
publisher: Elsevier BV
status: public
title: 'From classical interpretive structural modeling to total interpretive structural
  modeling and beyond: A half-century of business research'
type: journal_article
user_id: '51811'
volume: 157
year: '2023'
...
---
_id: '46642'
abstract:
- lang: eng
  text: "<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Purpose</jats:title>\r\n<jats:p>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.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title
    content-type=\"abstract-subheading\">Design/methodology/approach</jats:title>\r\n<jats:p>The
    authors use a mixed-method approach, combining a qualitative study with a cross-sectional
    survey in the USA, the UK and Germany.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title
    content-type=\"abstract-subheading\">Findings</jats:title>\r\n<jats:p>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.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Research
    limitations/implications</jats:title>\r\n<jats:p>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.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title
    content-type=\"abstract-subheading\">Practical implications</jats:title>\r\n<jats:p>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.</jats:p>\r\n</jats:sec>\r\n<jats:sec>\r\n<jats:title content-type=\"abstract-subheading\">Originality/value</jats:title>\r\n<jats:p>Propose
    and empirically validate a path-perspective on servitization. Understand the pivotal
    importance of digital technology usage for both servitization paths.</jats:p>\r\n</jats:sec>"
author:
- first_name: Lisa Katharina
  full_name: Harrmann, Lisa Katharina
  last_name: Harrmann
- first_name: Andreas
  full_name: Eggert, Andreas
  last_name: Eggert
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
citation:
  ama: Harrmann LK, Eggert A, Böhm E. Digital technology usage as a driver of servitization
    paths in manufacturing industries. <i>European Journal of Marketing</i>. 2023;57(3):834-857.
    doi:<a href="https://doi.org/10.1108/ejm-11-2021-0914">10.1108/ejm-11-2021-0914</a>
  apa: Harrmann, L. K., Eggert, A., &#38; Böhm, E. (2023). Digital technology usage
    as a driver of servitization paths in manufacturing industries. <i>European Journal
    of Marketing</i>, <i>57</i>(3), 834–857. <a href="https://doi.org/10.1108/ejm-11-2021-0914">https://doi.org/10.1108/ejm-11-2021-0914</a>
  bibtex: '@article{Harrmann_Eggert_Böhm_2023, title={Digital technology usage as
    a driver of servitization paths in manufacturing industries}, volume={57}, DOI={<a
    href="https://doi.org/10.1108/ejm-11-2021-0914">10.1108/ejm-11-2021-0914</a>},
    number={3}, journal={European Journal of Marketing}, publisher={Emerald}, author={Harrmann,
    Lisa Katharina and Eggert, Andreas and Böhm, Eva}, year={2023}, pages={834–857}
    }'
  chicago: 'Harrmann, Lisa Katharina, Andreas Eggert, and Eva Böhm. “Digital Technology
    Usage as a Driver of Servitization Paths in Manufacturing Industries.” <i>European
    Journal of Marketing</i> 57, no. 3 (2023): 834–57. <a href="https://doi.org/10.1108/ejm-11-2021-0914">https://doi.org/10.1108/ejm-11-2021-0914</a>.'
  ieee: 'L. K. Harrmann, A. Eggert, and E. Böhm, “Digital technology usage as a driver
    of servitization paths in manufacturing industries,” <i>European Journal of Marketing</i>,
    vol. 57, no. 3, pp. 834–857, 2023, doi: <a href="https://doi.org/10.1108/ejm-11-2021-0914">10.1108/ejm-11-2021-0914</a>.'
  mla: Harrmann, Lisa Katharina, et al. “Digital Technology Usage as a Driver of Servitization
    Paths in Manufacturing Industries.” <i>European Journal of Marketing</i>, vol.
    57, no. 3, Emerald, 2023, pp. 834–57, doi:<a href="https://doi.org/10.1108/ejm-11-2021-0914">10.1108/ejm-11-2021-0914</a>.
  short: L.K. Harrmann, A. Eggert, E. Böhm, European Journal of Marketing 57 (2023)
    834–857.
date_created: 2023-08-22T13:33:33Z
date_updated: 2023-09-01T10:11:11Z
department:
- _id: '785'
doi: 10.1108/ejm-11-2021-0914
intvolume: '        57'
issue: '3'
keyword:
- Marketing
language:
- iso: eng
page: 834-857
publication: European Journal of Marketing
publication_identifier:
  issn:
  - 0309-0566
  - 0309-0566
publication_status: published
publisher: Emerald
status: public
title: Digital technology usage as a driver of servitization paths in manufacturing
  industries
type: journal_article
user_id: '49063'
volume: 57
year: '2023'
...
---
_id: '35740'
abstract:
- lang: eng
  text: <jats:title>Abstract</jats:title><jats:p>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.</jats:p>
author:
- first_name: Christian
  full_name: Bartelheimer, Christian
  last_name: Bartelheimer
- first_name: Philipp
  full_name: zur Heiden, Philipp
  last_name: zur Heiden
- first_name: Hedda
  full_name: Lüttenberg, Hedda
  last_name: Lüttenberg
- first_name: Daniel
  full_name: Beverungen, Daniel
  last_name: Beverungen
citation:
  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>. 2022;32(1):375-396. doi:<a href="https://doi.org/10.1007/s12525-022-00530-6">10.1007/s12525-022-00530-6</a>'
  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>, <i>32</i>(1), 375–396. <a href="https://doi.org/10.1007/s12525-022-00530-6">https://doi.org/10.1007/s12525-022-00530-6</a>'
  bibtex: '@article{Bartelheimer_zur Heiden_Lüttenberg_Beverungen_2022, title={Systematizing
    the lexicon of platforms in information systems: a data-driven study}, volume={32},
    DOI={<a href="https://doi.org/10.1007/s12525-022-00530-6">10.1007/s12525-022-00530-6</a>},
    number={1}, 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}, pages={375–396} }'
  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> 32, no. 1 (2022): 375–96. <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>, vol. 32, no. 1, pp. 375–396, 2022, doi: <a href="https://doi.org/10.1007/s12525-022-00530-6">10.1007/s12525-022-00530-6</a>.'
  mla: 'Bartelheimer, Christian, et al. “Systematizing the Lexicon of Platforms in
    Information Systems: A Data-Driven Study.” <i>Electronic Markets</i>, vol. 32,
    no. 1, Springer Science and Business Media LLC, 2022, pp. 375–96, 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 32 (2022) 375–396.
date_created: 2023-01-10T10:10:17Z
date_updated: 2023-01-10T10:12:09Z
department:
- _id: '526'
doi: 10.1007/s12525-022-00530-6
intvolume: '        32'
issue: '1'
keyword:
- Management of Technology and Innovation
- Marketing
- Computer Science Applications
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 375-396
publication: Electronic Markets
publication_identifier:
  issn:
  - 1019-6781
  - 1422-8890
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Systematizing the lexicon of platforms in information systems: a data-driven
  study'
type: journal_article
user_id: '21671'
volume: 32
year: '2022'
...
---
_id: '34317'
author:
- first_name: Kader
  full_name: Arslan, Kader
  id: '20388'
  last_name: Arslan
- first_name: Matthias
  full_name: Trier, Matthias
  id: '72744'
  last_name: Trier
citation:
  ama: 'Arslan K, Trier M. Towards a Process Model for Social Media Marketing. In:
    <i>Proceedings of the 33rd Australasian Conference on Information Systems (ACIS
    2022)</i>. ; 2022.'
  apa: Arslan, K., &#38; Trier, M. (2022). Towards a Process Model for Social Media
    Marketing. <i>Proceedings of the 33rd Australasian Conference on Information Systems
    (ACIS 2022)</i>. ACIS 2022, Melbourne, Australia.
  bibtex: '@inproceedings{Arslan_Trier_2022, place={Melbourne, Australia}, title={Towards
    a Process Model for Social Media Marketing}, booktitle={Proceedings of the 33rd Australasian
    Conference on Information Systems (ACIS 2022)}, author={Arslan, Kader and Trier,
    Matthias}, year={2022} }'
  chicago: Arslan, Kader, and Matthias Trier. “Towards a Process Model for Social
    Media Marketing.” In <i>Proceedings of the 33rd Australasian Conference on Information
    Systems (ACIS 2022)</i>. Melbourne, Australia, 2022.
  ieee: K. Arslan and M. Trier, “Towards a Process Model for Social Media Marketing,”
    presented at the ACIS 2022, Melbourne, Australia, 2022.
  mla: Arslan, Kader, and Matthias Trier. “Towards a Process Model for Social Media
    Marketing.” <i>Proceedings of the 33rd Australasian Conference on Information
    Systems (ACIS 2022)</i>, 2022.
  short: 'K. Arslan, M. Trier, in: Proceedings of the 33rd Australasian Conference
    on Information Systems (ACIS 2022), Melbourne, Australia, 2022.'
conference:
  location: Melbourne, Australia
  name: ACIS 2022
date_created: 2022-12-10T15:32:15Z
date_updated: 2023-12-26T11:06:43Z
department:
- _id: '198'
keyword:
- Social media
- Social media marketing process
- Social media strategy
- Social media management
- Guidelines
language:
- iso: eng
place: Melbourne, Australia
publication: Proceedings of the 33rd Australasian Conference on Information Systems
  (ACIS 2022)
publication_status: published
related_material:
  link:
  - relation: research_paper
    url: https://aisel.aisnet.org/acis2022/81/
status: public
title: Towards a Process Model for Social Media Marketing
type: conference
user_id: '20388'
year: '2022'
...
---
_id: '50463'
abstract:
- lang: eng
  text: <jats:sec><jats:title content-type="abstract-subheading">Purpose</jats:title><jats:p>Enabled
    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.</jats:p></jats:sec><jats:sec><jats:title content-type="abstract-subheading">Design/methodology/approach</jats:title><jats:p>Theoretically,
    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.</jats:p></jats:sec><jats:sec><jats:title
    content-type="abstract-subheading">Findings</jats:title><jats:p>The 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.</jats:p></jats:sec><jats:sec><jats:title
    content-type="abstract-subheading">Research limitations/implications</jats:title><jats:p>Major
    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.</jats:p></jats:sec><jats:sec><jats:title
    content-type="abstract-subheading">Originality/value</jats:title><jats:p>The 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.</jats:p></jats:sec>
author:
- first_name: Stefan
  full_name: Strohmeier, Stefan
  last_name: Strohmeier
- first_name: Julian
  full_name: Collet, Julian
  last_name: Collet
- first_name: Rüdiger
  full_name: Kabst, Rüdiger
  last_name: Kabst
citation:
  ama: Strohmeier S, Collet J, Kabst R. (How) do advanced data and analyses enable
    HR analytics success? A neo-configurational analysis. <i>Baltic Journal of Management</i>.
    2022;17(3):285-303. doi:<a href="https://doi.org/10.1108/bjm-05-2021-0188">10.1108/bjm-05-2021-0188</a>
  apa: Strohmeier, S., Collet, J., &#38; Kabst, R. (2022). (How) do advanced data
    and analyses enable HR analytics success? A neo-configurational analysis. <i>Baltic
    Journal of Management</i>, <i>17</i>(3), 285–303. <a href="https://doi.org/10.1108/bjm-05-2021-0188">https://doi.org/10.1108/bjm-05-2021-0188</a>
  bibtex: '@article{Strohmeier_Collet_Kabst_2022, title={(How) do advanced data and analyses
    enable HR analytics success? A neo-configurational analysis}, volume={17}, DOI={<a
    href="https://doi.org/10.1108/bjm-05-2021-0188">10.1108/bjm-05-2021-0188</a>},
    number={3}, journal={Baltic Journal of Management}, publisher={Emerald}, author={Strohmeier,
    Stefan and Collet, Julian and Kabst, Rüdiger}, year={2022}, pages={285–303} }'
  chicago: 'Strohmeier, Stefan, Julian Collet, and Rüdiger Kabst. “(How) Do Advanced
    Data and Analyses Enable HR Analytics Success? A Neo-Configurational Analysis.”
    <i>Baltic Journal of Management</i> 17, no. 3 (2022): 285–303. <a href="https://doi.org/10.1108/bjm-05-2021-0188">https://doi.org/10.1108/bjm-05-2021-0188</a>.'
  ieee: 'S. Strohmeier, J. Collet, and R. Kabst, “(How) do advanced data and analyses
    enable HR analytics success? A neo-configurational analysis,” <i>Baltic Journal
    of Management</i>, vol. 17, no. 3, pp. 285–303, 2022, doi: <a href="https://doi.org/10.1108/bjm-05-2021-0188">10.1108/bjm-05-2021-0188</a>.'
  mla: Strohmeier, Stefan, et al. “(How) Do Advanced Data and Analyses Enable HR Analytics Success?
    A Neo-Configurational Analysis.” <i>Baltic Journal of Management</i>, vol. 17,
    no. 3, Emerald, 2022, pp. 285–303, doi:<a href="https://doi.org/10.1108/bjm-05-2021-0188">10.1108/bjm-05-2021-0188</a>.
  short: S. Strohmeier, J. Collet, R. Kabst, Baltic Journal of Management 17 (2022)
    285–303.
date_created: 2024-01-11T14:41:54Z
date_updated: 2024-01-11T14:42:01Z
department:
- _id: '371'
doi: 10.1108/bjm-05-2021-0188
intvolume: '        17'
issue: '3'
keyword:
- Management of Technology and Innovation
- Marketing
- Organizational Behavior and Human Resource Management
- Strategy and Management
- Business and International Management
language:
- iso: eng
page: 285-303
publication: Baltic Journal of Management
publication_identifier:
  issn:
  - 1746-5265
publication_status: published
publisher: Emerald
status: public
title: (How) do advanced data and analyses enable HR analytics success? A neo-configurational
  analysis
type: journal_article
user_id: '100439'
volume: 17
year: '2022'
...
---
_id: '37138'
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>
author:
- first_name: Lennart
  full_name: Hofeditz, Lennart
  last_name: Hofeditz
- first_name: Sünje
  full_name: Clausen, Sünje
  last_name: Clausen
- first_name: Alexander
  full_name: Rieß, Alexander
  last_name: Rieß
- first_name: Milad
  full_name: Mirbabaie, Milad
  id: '88691'
  last_name: Mirbabaie
- first_name: Stefan
  full_name: Stieglitz, Stefan
  last_name: Stieglitz
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>
  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>
  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} }'
  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>.
  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>.'
  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>.
  short: L. Hofeditz, S. Clausen, A. Rieß, M. Mirbabaie, S. Stieglitz, Electronic
    Markets (ELMA) (2022).
date_created: 2023-01-17T15:17:03Z
date_updated: 2023-01-18T07:56:16Z
doi: 10.1007/s12525-022-00600-9
keyword:
- Management of Technology and Innovation
- Marketing
- Computer Science Applications
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
publication: Electronic Markets (ELMA)
publication_identifier:
  issn:
  - 1019-6781
  - 1422-8890
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: Applying XAI to an AI-based system for candidate management to mitigate bias
  and discrimination in hiring
type: journal_article
user_id: '80546'
year: '2022'
...
---
_id: '41316'
abstract:
- lang: eng
  text: <jats:p> 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.
    </jats:p>
author:
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Juanyi (Sunny)
  full_name: Liu, Juanyi (Sunny)
  last_name: Liu
- first_name: Xiaoling
  full_name: Li, Xiaoling
  last_name: Li
- first_name: Robert W.
  full_name: Palmatier, Robert W.
  last_name: Palmatier
citation:
  ama: Steinhoff L, Liu J (Sunny), Li X, Palmatier RW. Customer Engagement in International
    Markets. <i>Journal of International Marketing</i>. 2022;31(1):1-31. doi:<a href="https://doi.org/10.1177/1069031x221099211">10.1177/1069031x221099211</a>
  apa: Steinhoff, L., Liu, J. (Sunny), Li, X., &#38; Palmatier, R. W. (2022). Customer
    Engagement in International Markets. <i>Journal of International Marketing</i>,
    <i>31</i>(1), 1–31. <a href="https://doi.org/10.1177/1069031x221099211">https://doi.org/10.1177/1069031x221099211</a>
  bibtex: '@article{Steinhoff_Liu_Li_Palmatier_2022, title={Customer Engagement in
    International Markets}, volume={31}, DOI={<a href="https://doi.org/10.1177/1069031x221099211">10.1177/1069031x221099211</a>},
    number={1}, journal={Journal of International Marketing}, publisher={SAGE Publications},
    author={Steinhoff, Lena and Liu, Juanyi (Sunny) and Li, Xiaoling and Palmatier,
    Robert W.}, year={2022}, pages={1–31} }'
  chicago: 'Steinhoff, Lena, Juanyi (Sunny) Liu, Xiaoling Li, and Robert W. Palmatier.
    “Customer Engagement in International Markets.” <i>Journal of International Marketing</i>
    31, no. 1 (2022): 1–31. <a href="https://doi.org/10.1177/1069031x221099211">https://doi.org/10.1177/1069031x221099211</a>.'
  ieee: 'L. Steinhoff, J. (Sunny) Liu, X. Li, and R. W. Palmatier, “Customer Engagement
    in International Markets,” <i>Journal of International Marketing</i>, vol. 31,
    no. 1, pp. 1–31, 2022, doi: <a href="https://doi.org/10.1177/1069031x221099211">10.1177/1069031x221099211</a>.'
  mla: Steinhoff, Lena, et al. “Customer Engagement in International Markets.” <i>Journal
    of International Marketing</i>, vol. 31, no. 1, SAGE Publications, 2022, pp. 1–31,
    doi:<a href="https://doi.org/10.1177/1069031x221099211">10.1177/1069031x221099211</a>.
  short: L. Steinhoff, J. (Sunny) Liu, X. Li, R.W. Palmatier, Journal of International
    Marketing 31 (2022) 1–31.
date_created: 2023-01-31T15:39:21Z
date_updated: 2023-01-31T15:41:32Z
doi: 10.1177/1069031x221099211
intvolume: '        31'
issue: '1'
keyword:
- Marketing
- Business and International Management
language:
- iso: eng
page: 1-31
publication: Journal of International Marketing
publication_identifier:
  issn:
  - 1069-031X
  - 1547-7215
publication_status: published
publisher: SAGE Publications
status: public
title: Customer Engagement in International Markets
type: journal_article
user_id: '4336'
volume: 31
year: '2022'
...
---
_id: '30735'
abstract:
- lang: eng
  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.
author:
- first_name: Christian
  full_name: Bartelheimer, Christian
  id: '49160'
  last_name: Bartelheimer
- first_name: Philipp
  full_name: zur Heiden, Philipp
  id: '64394'
  last_name: zur Heiden
- first_name: Hedda
  full_name: Lüttenberg, Hedda
  id: '60612'
  last_name: Lüttenberg
- first_name: Daniel
  full_name: Beverungen, Daniel
  id: '59677'
  last_name: Beverungen
citation:
  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>'
  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>'
  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} }'
  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>.'
  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).
date_created: 2022-04-04T10:01:11Z
date_updated: 2024-11-11T09:51:01Z
doi: 10.1007/s12525-022-00530-6
keyword:
- Management of Technology and Innovation
- Marketing
- Computer Science Applications
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
publication: Electronic Markets
publication_identifier:
  issn:
  - 1019-6781
  - 1422-8890
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Systematizing the lexicon of platforms in information systems: a data-driven
  study'
type: journal_article
user_id: '49160'
year: '2022'
...
---
_id: '48519'
author:
- first_name: Sylvia
  full_name: Hubner-Benz, Sylvia
  id: '100407'
  last_name: Hubner-Benz
- first_name: Michael
  full_name: Frese, Michael
  last_name: Frese
- first_name: Zhaoli
  full_name: Song, Zhaoli
  last_name: Song
- first_name: Neha
  full_name: Tripathi, Neha
  last_name: Tripathi
- first_name: Tamara
  full_name: Kaschner, Tamara
  last_name: Kaschner
- first_name: Xing
  full_name: Le Kong, Xing
  last_name: Le Kong
citation:
  ama: 'Hubner-Benz S, Frese M, Song Z, Tripathi N, Kaschner T, Le Kong X. An Asia-centric
    approach to team innovation: Cultural differences in exploration and exploitation
    behavior. <i>Journal of Business Research</i>. 2021;138:408-421. doi:<a href="https://doi.org/10.1016/j.jbusres.2021.09.009">10.1016/j.jbusres.2021.09.009</a>'
  apa: 'Hubner-Benz, S., Frese, M., Song, Z., Tripathi, N., Kaschner, T., &#38; Le
    Kong, X. (2021). An Asia-centric approach to team innovation: Cultural differences
    in exploration and exploitation behavior. <i>Journal of Business Research</i>,
    <i>138</i>, 408–421. <a href="https://doi.org/10.1016/j.jbusres.2021.09.009">https://doi.org/10.1016/j.jbusres.2021.09.009</a>'
  bibtex: '@article{Hubner-Benz_Frese_Song_Tripathi_Kaschner_Le Kong_2021, title={An
    Asia-centric approach to team innovation: Cultural differences in exploration
    and exploitation behavior}, volume={138}, DOI={<a href="https://doi.org/10.1016/j.jbusres.2021.09.009">10.1016/j.jbusres.2021.09.009</a>},
    journal={Journal of Business Research}, publisher={Elsevier BV}, author={Hubner-Benz,
    Sylvia and Frese, Michael and Song, Zhaoli and Tripathi, Neha and Kaschner, Tamara
    and Le Kong, Xing}, year={2021}, pages={408–421} }'
  chicago: 'Hubner-Benz, Sylvia, Michael Frese, Zhaoli Song, Neha Tripathi, Tamara
    Kaschner, and Xing Le Kong. “An Asia-Centric Approach to Team Innovation: Cultural
    Differences in Exploration and Exploitation Behavior.” <i>Journal of Business
    Research</i> 138 (2021): 408–21. <a href="https://doi.org/10.1016/j.jbusres.2021.09.009">https://doi.org/10.1016/j.jbusres.2021.09.009</a>.'
  ieee: 'S. Hubner-Benz, M. Frese, Z. Song, N. Tripathi, T. Kaschner, and X. Le Kong,
    “An Asia-centric approach to team innovation: Cultural differences in exploration
    and exploitation behavior,” <i>Journal of Business Research</i>, vol. 138, pp.
    408–421, 2021, doi: <a href="https://doi.org/10.1016/j.jbusres.2021.09.009">10.1016/j.jbusres.2021.09.009</a>.'
  mla: 'Hubner-Benz, Sylvia, et al. “An Asia-Centric Approach to Team Innovation:
    Cultural Differences in Exploration and Exploitation Behavior.” <i>Journal of
    Business Research</i>, vol. 138, Elsevier BV, 2021, pp. 408–21, doi:<a href="https://doi.org/10.1016/j.jbusres.2021.09.009">10.1016/j.jbusres.2021.09.009</a>.'
  short: S. Hubner-Benz, M. Frese, Z. Song, N. Tripathi, T. Kaschner, X. Le Kong,
    Journal of Business Research 138 (2021) 408–421.
date_created: 2023-10-27T12:46:35Z
date_updated: 2023-10-27T12:46:51Z
doi: 10.1016/j.jbusres.2021.09.009
intvolume: '       138'
keyword:
- Marketing
language:
- iso: eng
page: 408-421
publication: Journal of Business Research
publication_identifier:
  issn:
  - 0148-2963
publication_status: published
publisher: Elsevier BV
status: public
title: 'An Asia-centric approach to team innovation: Cultural differences in exploration
  and exploitation behavior'
type: journal_article
user_id: '100407'
volume: 138
year: '2021'
...
---
_id: '37144'
abstract:
- lang: eng
  text: '<jats:title>Abstract</jats:title><jats:p>Artificial intelligence (AI) is
    being increasingly integrated into enterprises to foster collaboration within
    humanmachine teams and assist employees with work-related tasks. However, introducing
    AI may negatively impact employees’ identifications with their jobs as AI is expected
    to fundamentally change workplaces and professions, feeding into individuals’
    fears of being replaced. To broaden the understanding of the AI identity threat,
    the findings of this study reveal three central predictors for AI identity threat
    in the workplace: changes to work, loss of status position, and AI identity predicting
    AI identity threat in the workplace. This study enriches information systems literature
    by extending our understanding of collaboration with AI in the workplace to drive
    future research in this field. Researchers and practitioners understand the implications
    of employees’ identity when collaborating with AI and comprehend which factors
    are relevant when introducing AI in the workplace.</jats:p>'
author:
- first_name: Milad
  full_name: Mirbabaie, Milad
  last_name: Mirbabaie
- first_name: Felix
  full_name: Brünker, Felix
  last_name: Brünker
- first_name: Nicholas R. J.
  full_name: Möllmann Frick, Nicholas R. J.
  last_name: Möllmann Frick
- first_name: Stefan
  full_name: Stieglitz, Stefan
  last_name: Stieglitz
citation:
  ama: Mirbabaie M, Brünker F, Möllmann Frick NRJ, Stieglitz S. The rise of artificial
    intelligence – understanding the AI identity threat at the workplace. <i>Electronic
    Markets</i>. 2021;32(1):73-99. doi:<a href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>
  apa: Mirbabaie, M., Brünker, F., Möllmann Frick, N. R. J., &#38; Stieglitz, S. (2021).
    The rise of artificial intelligence – understanding the AI identity threat at
    the workplace. <i>Electronic Markets</i>, <i>32</i>(1), 73–99. <a href="https://doi.org/10.1007/s12525-021-00496-x">https://doi.org/10.1007/s12525-021-00496-x</a>
  bibtex: '@article{Mirbabaie_Brünker_Möllmann Frick_Stieglitz_2021, title={The rise
    of artificial intelligence – understanding the AI identity threat at the workplace},
    volume={32}, DOI={<a href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>},
    number={1}, journal={Electronic Markets}, publisher={Springer Science and Business
    Media LLC}, author={Mirbabaie, Milad and Brünker, Felix and Möllmann Frick, Nicholas
    R. J. and Stieglitz, Stefan}, year={2021}, pages={73–99} }'
  chicago: 'Mirbabaie, Milad, Felix Brünker, Nicholas R. J. Möllmann Frick, and Stefan
    Stieglitz. “The Rise of Artificial Intelligence – Understanding the AI Identity
    Threat at the Workplace.” <i>Electronic Markets</i> 32, no. 1 (2021): 73–99. <a
    href="https://doi.org/10.1007/s12525-021-00496-x">https://doi.org/10.1007/s12525-021-00496-x</a>.'
  ieee: 'M. Mirbabaie, F. Brünker, N. R. J. Möllmann Frick, and S. Stieglitz, “The
    rise of artificial intelligence – understanding the AI identity threat at the
    workplace,” <i>Electronic Markets</i>, vol. 32, no. 1, pp. 73–99, 2021, doi: <a
    href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>.'
  mla: Mirbabaie, Milad, et al. “The Rise of Artificial Intelligence – Understanding
    the AI Identity Threat at the Workplace.” <i>Electronic Markets</i>, vol. 32,
    no. 1, Springer Science and Business Media LLC, 2021, pp. 73–99, doi:<a href="https://doi.org/10.1007/s12525-021-00496-x">10.1007/s12525-021-00496-x</a>.
  short: M. Mirbabaie, F. Brünker, N.R.J. Möllmann Frick, S. Stieglitz, Electronic
    Markets 32 (2021) 73–99.
date_created: 2023-01-17T15:24:18Z
date_updated: 2023-01-18T07:57:16Z
doi: 10.1007/s12525-021-00496-x
intvolume: '        32'
issue: '1'
keyword:
- Management of Technology and Innovation
- Marketing
- Computer Science Applications
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 73-99
publication: Electronic Markets
publication_identifier:
  issn:
  - 1019-6781
  - 1422-8890
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: The rise of artificial intelligence – understanding the AI identity threat
  at the workplace
type: journal_article
user_id: '80546'
volume: 32
year: '2021'
...
---
_id: '41313'
author:
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Marcellis M.
  full_name: Zondag, Marcellis M.
  last_name: Zondag
citation:
  ama: 'Steinhoff L, Zondag MM. Loyalty programs as travel companions: Complementary
    service features across customer journey stages. <i>Journal of Business Research</i>.
    2021;129:70-82. doi:<a href="https://doi.org/10.1016/j.jbusres.2021.02.016">10.1016/j.jbusres.2021.02.016</a>'
  apa: 'Steinhoff, L., &#38; Zondag, M. M. (2021). Loyalty programs as travel companions:
    Complementary service features across customer journey stages. <i>Journal of Business
    Research</i>, <i>129</i>, 70–82. <a href="https://doi.org/10.1016/j.jbusres.2021.02.016">https://doi.org/10.1016/j.jbusres.2021.02.016</a>'
  bibtex: '@article{Steinhoff_Zondag_2021, title={Loyalty programs as travel companions:
    Complementary service features across customer journey stages}, volume={129},
    DOI={<a href="https://doi.org/10.1016/j.jbusres.2021.02.016">10.1016/j.jbusres.2021.02.016</a>},
    journal={Journal of Business Research}, publisher={Elsevier BV}, author={Steinhoff,
    Lena and Zondag, Marcellis M.}, year={2021}, pages={70–82} }'
  chicago: 'Steinhoff, Lena, and Marcellis M. Zondag. “Loyalty Programs as Travel
    Companions: Complementary Service Features across Customer Journey Stages.” <i>Journal
    of Business Research</i> 129 (2021): 70–82. <a href="https://doi.org/10.1016/j.jbusres.2021.02.016">https://doi.org/10.1016/j.jbusres.2021.02.016</a>.'
  ieee: 'L. Steinhoff and M. M. Zondag, “Loyalty programs as travel companions: Complementary
    service features across customer journey stages,” <i>Journal of Business Research</i>,
    vol. 129, pp. 70–82, 2021, doi: <a href="https://doi.org/10.1016/j.jbusres.2021.02.016">10.1016/j.jbusres.2021.02.016</a>.'
  mla: 'Steinhoff, Lena, and Marcellis M. Zondag. “Loyalty Programs as Travel Companions:
    Complementary Service Features across Customer Journey Stages.” <i>Journal of
    Business Research</i>, vol. 129, Elsevier BV, 2021, pp. 70–82, doi:<a href="https://doi.org/10.1016/j.jbusres.2021.02.016">10.1016/j.jbusres.2021.02.016</a>.'
  short: L. Steinhoff, M.M. Zondag, Journal of Business Research 129 (2021) 70–82.
date_created: 2023-01-31T15:38:01Z
date_updated: 2023-01-31T15:44:50Z
doi: 10.1016/j.jbusres.2021.02.016
extern: '1'
intvolume: '       129'
keyword:
- Marketing
language:
- iso: eng
page: 70-82
publication: Journal of Business Research
publication_identifier:
  issn:
  - 0148-2963
publication_status: published
publisher: Elsevier BV
status: public
title: 'Loyalty programs as travel companions: Complementary service features across
  customer journey stages'
type: journal_article
user_id: '4336'
volume: 129
year: '2021'
...
---
_id: '41338'
abstract:
- lang: eng
  text: <jats:title>Abstract</jats:title><jats:p>This study explains how manufacturers
    tackle the critical managerial challenge of transforming a product-focused sales
    force to undertake solution selling. Through an application of configurational
    theory, the authors explain how individual and organizational conditions combine
    to determine salespeople’s engagement in solution selling. Multilevel, multisource
    data from the sales organization of a global supplier of building solutions represent
    input from salespeople (<jats:italic>N</jats:italic> = 184), solution champions
    (<jats:italic>N</jats:italic> = 23), and sales managers (<jats:italic>N</jats:italic> = 26).
    A fuzzy set qualitative comparative analysis reveals no single, optimal way to
    overcome transformation challenges. Rather, consistent with prior research, solution
    selling requires certain types of salespeople, because value-based selling is
    a necessary condition for successful engagement. Beyond this foundational condition,
    a heterogeneous sales force can be engaged, as long as the organization provides
    appropriate support that is tailored to individual salespersons’ needs. The findings
    affirm that this viable support can come from either sales managers or solution
    champions.</jats:p>
author:
- first_name: Anna
  full_name: Salonen, Anna
  last_name: Salonen
- first_name: Harri
  full_name: Terho, Harri
  last_name: Terho
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
- first_name: Ari
  full_name: Virtanen, Ari
  last_name: Virtanen
- first_name: Risto
  full_name: Rajala, Risto
  last_name: Rajala
citation:
  ama: 'Salonen A, Terho H, Böhm E, Virtanen A, Rajala R. Engaging a product-focused
    sales force in solution selling: interplay of individual- and organizational-level
    conditions. <i>Journal of the Academy of Marketing Science</i>. 2021;49(1):139-163.
    doi:<a href="https://doi.org/10.1007/s11747-020-00729-z">10.1007/s11747-020-00729-z</a>'
  apa: 'Salonen, A., Terho, H., Böhm, E., Virtanen, A., &#38; Rajala, R. (2021). Engaging
    a product-focused sales force in solution selling: interplay of individual- and
    organizational-level conditions. <i>Journal of the Academy of Marketing Science</i>,
    <i>49</i>(1), 139–163. <a href="https://doi.org/10.1007/s11747-020-00729-z">https://doi.org/10.1007/s11747-020-00729-z</a>'
  bibtex: '@article{Salonen_Terho_Böhm_Virtanen_Rajala_2021, title={Engaging a product-focused
    sales force in solution selling: interplay of individual- and organizational-level
    conditions}, volume={49}, DOI={<a href="https://doi.org/10.1007/s11747-020-00729-z">10.1007/s11747-020-00729-z</a>},
    number={1}, journal={Journal of the Academy of Marketing Science}, publisher={Springer
    Science and Business Media LLC}, author={Salonen, Anna and Terho, Harri and Böhm,
    Eva and Virtanen, Ari and Rajala, Risto}, year={2021}, pages={139–163} }'
  chicago: 'Salonen, Anna, Harri Terho, Eva Böhm, Ari Virtanen, and Risto Rajala.
    “Engaging a Product-Focused Sales Force in Solution Selling: Interplay of Individual-
    and Organizational-Level Conditions.” <i>Journal of the Academy of Marketing Science</i>
    49, no. 1 (2021): 139–63. <a href="https://doi.org/10.1007/s11747-020-00729-z">https://doi.org/10.1007/s11747-020-00729-z</a>.'
  ieee: 'A. Salonen, H. Terho, E. Böhm, A. Virtanen, and R. Rajala, “Engaging a product-focused
    sales force in solution selling: interplay of individual- and organizational-level
    conditions,” <i>Journal of the Academy of Marketing Science</i>, vol. 49, no.
    1, pp. 139–163, 2021, doi: <a href="https://doi.org/10.1007/s11747-020-00729-z">10.1007/s11747-020-00729-z</a>.'
  mla: 'Salonen, Anna, et al. “Engaging a Product-Focused Sales Force in Solution
    Selling: Interplay of Individual- and Organizational-Level Conditions.” <i>Journal
    of the Academy of Marketing Science</i>, vol. 49, no. 1, Springer Science and
    Business Media LLC, 2021, pp. 139–63, doi:<a href="https://doi.org/10.1007/s11747-020-00729-z">10.1007/s11747-020-00729-z</a>.'
  short: A. Salonen, H. Terho, E. Böhm, A. Virtanen, R. Rajala, Journal of the Academy
    of Marketing Science 49 (2021) 139–163.
date_created: 2023-02-01T08:30:20Z
date_updated: 2023-09-01T10:15:17Z
department:
- _id: '785'
doi: 10.1007/s11747-020-00729-z
extern: '1'
intvolume: '        49'
issue: '1'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 139-163
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Engaging a product-focused sales force in solution selling: interplay of individual-
  and organizational-level conditions'
type: journal_article
user_id: '49063'
volume: 49
year: '2021'
...
---
_id: '41337'
abstract:
- lang: eng
  text: <jats:title>Abstract</jats:title><jats:p>Online reviews have profound impacts
    on firm success in terms of sales volume and how much customers are willing to
    pay, yet firms remain highly dependent on customers’ voluntary contributions.
    A popular way to increase the number of online reviews is to use product testing
    programs, which offer participants free products in exchange for writing reviews.
    Firms that employ this practice generally hope to increase review quality and
    secure higher product rating scores. However, a qualitative study, experimental
    study, and multilevel analysis of a field study dataset of more than 200,000 online
    reviews by product testers combine to reveal that product testing programs do
    not necessarily generate higher quality reviews, nor better product ratings. Only
    in certain circumstances (e.g., higher priced products) does offering a product
    testing program generate these benefits for the firm. Therefore, companies should
    consider carefully if and when they want to offer product testing programs.</jats:p>
author:
- first_name: Ina
  full_name: Garnefeld, Ina
  last_name: Garnefeld
- first_name: Tabea
  full_name: Krah, Tabea
  last_name: Krah
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
- first_name: Dwayne D.
  full_name: Gremler, Dwayne D.
  last_name: Gremler
citation:
  ama: 'Garnefeld I, Krah T, Böhm E, Gremler DD. Online reviews generated through
    product testing: can more favorable reviews be enticed with free products? <i>Journal
    of the Academy of Marketing Science</i>. 2021;49(4):703-722. doi:<a href="https://doi.org/10.1007/s11747-021-00770-6">10.1007/s11747-021-00770-6</a>'
  apa: 'Garnefeld, I., Krah, T., Böhm, E., &#38; Gremler, D. D. (2021). Online reviews
    generated through product testing: can more favorable reviews be enticed with
    free products? <i>Journal of the Academy of Marketing Science</i>, <i>49</i>(4),
    703–722. <a href="https://doi.org/10.1007/s11747-021-00770-6">https://doi.org/10.1007/s11747-021-00770-6</a>'
  bibtex: '@article{Garnefeld_Krah_Böhm_Gremler_2021, title={Online reviews generated
    through product testing: can more favorable reviews be enticed with free products?},
    volume={49}, DOI={<a href="https://doi.org/10.1007/s11747-021-00770-6">10.1007/s11747-021-00770-6</a>},
    number={4}, journal={Journal of the Academy of Marketing Science}, publisher={Springer
    Science and Business Media LLC}, author={Garnefeld, Ina and Krah, Tabea and Böhm,
    Eva and Gremler, Dwayne D.}, year={2021}, pages={703–722} }'
  chicago: 'Garnefeld, Ina, Tabea Krah, Eva Böhm, and Dwayne D. Gremler. “Online Reviews
    Generated through Product Testing: Can More Favorable Reviews Be Enticed with
    Free Products?” <i>Journal of the Academy of Marketing Science</i> 49, no. 4 (2021):
    703–22. <a href="https://doi.org/10.1007/s11747-021-00770-6">https://doi.org/10.1007/s11747-021-00770-6</a>.'
  ieee: 'I. Garnefeld, T. Krah, E. Böhm, and D. D. Gremler, “Online reviews generated
    through product testing: can more favorable reviews be enticed with free products?,”
    <i>Journal of the Academy of Marketing Science</i>, vol. 49, no. 4, pp. 703–722,
    2021, doi: <a href="https://doi.org/10.1007/s11747-021-00770-6">10.1007/s11747-021-00770-6</a>.'
  mla: 'Garnefeld, Ina, et al. “Online Reviews Generated through Product Testing:
    Can More Favorable Reviews Be Enticed with Free Products?” <i>Journal of the Academy
    of Marketing Science</i>, vol. 49, no. 4, Springer Science and Business Media
    LLC, 2021, pp. 703–22, doi:<a href="https://doi.org/10.1007/s11747-021-00770-6">10.1007/s11747-021-00770-6</a>.'
  short: I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing
    Science 49 (2021) 703–722.
date_created: 2023-02-01T08:29:53Z
date_updated: 2023-09-01T10:12:36Z
department:
- _id: '785'
doi: 10.1007/s11747-021-00770-6
extern: '1'
intvolume: '        49'
issue: '4'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 703-722
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: 'Online reviews generated through product testing: can more favorable reviews
  be enticed with free products?'
type: journal_article
user_id: '49063'
volume: 49
year: '2021'
...
---
_id: '46635'
author:
- first_name: Tobias
  full_name: Schaefers, Tobias
  last_name: Schaefers
- first_name: Stefan
  full_name: Ruffer, Stefan
  last_name: Ruffer
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
citation:
  ama: 'Schaefers T, Ruffer S, Böhm E. Outcome-based contracting from the customers’
    perspective: A means-end chain analytical exploration. <i>Industrial Marketing
    Management</i>. 2021;93:466-481. doi:<a href="https://doi.org/10.1016/j.indmarman.2020.06.002">10.1016/j.indmarman.2020.06.002</a>'
  apa: 'Schaefers, T., Ruffer, S., &#38; Böhm, E. (2021). Outcome-based contracting
    from the customers’ perspective: A means-end chain analytical exploration. <i>Industrial
    Marketing Management</i>, <i>93</i>, 466–481. <a href="https://doi.org/10.1016/j.indmarman.2020.06.002">https://doi.org/10.1016/j.indmarman.2020.06.002</a>'
  bibtex: '@article{Schaefers_Ruffer_Böhm_2021, title={Outcome-based contracting from
    the customers’ perspective: A means-end chain analytical exploration}, volume={93},
    DOI={<a href="https://doi.org/10.1016/j.indmarman.2020.06.002">10.1016/j.indmarman.2020.06.002</a>},
    journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Schaefers,
    Tobias and Ruffer, Stefan and Böhm, Eva}, year={2021}, pages={466–481} }'
  chicago: 'Schaefers, Tobias, Stefan Ruffer, and Eva Böhm. “Outcome-Based Contracting
    from the Customers’ Perspective: A Means-End Chain Analytical Exploration.” <i>Industrial
    Marketing Management</i> 93 (2021): 466–81. <a href="https://doi.org/10.1016/j.indmarman.2020.06.002">https://doi.org/10.1016/j.indmarman.2020.06.002</a>.'
  ieee: 'T. Schaefers, S. Ruffer, and E. Böhm, “Outcome-based contracting from the
    customers’ perspective: A means-end chain analytical exploration,” <i>Industrial
    Marketing Management</i>, vol. 93, pp. 466–481, 2021, doi: <a href="https://doi.org/10.1016/j.indmarman.2020.06.002">10.1016/j.indmarman.2020.06.002</a>.'
  mla: 'Schaefers, Tobias, et al. “Outcome-Based Contracting from the Customers’ Perspective:
    A Means-End Chain Analytical Exploration.” <i>Industrial Marketing Management</i>,
    vol. 93, Elsevier BV, 2021, pp. 466–81, doi:<a href="https://doi.org/10.1016/j.indmarman.2020.06.002">10.1016/j.indmarman.2020.06.002</a>.'
  short: T. Schaefers, S. Ruffer, E. Böhm, Industrial Marketing Management 93 (2021)
    466–481.
date_created: 2023-08-22T13:22:58Z
date_updated: 2023-09-01T10:13:53Z
department:
- _id: '785'
doi: 10.1016/j.indmarman.2020.06.002
extern: '1'
intvolume: '        93'
keyword:
- Marketing
language:
- iso: eng
page: 466-481
publication: Industrial Marketing Management
publication_identifier:
  issn:
  - 0019-8501
publication_status: published
publisher: Elsevier BV
status: public
title: 'Outcome-based contracting from the customers'' perspective: A means-end chain
  analytical exploration'
type: journal_article
user_id: '49063'
volume: 93
year: '2021'
...
---
_id: '41299'
author:
- first_name: Jisu J.
  full_name: Kim, Jisu J.
  last_name: Kim
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Robert W.
  full_name: Palmatier, Robert W.
  last_name: Palmatier
citation:
  ama: Kim JJ, Steinhoff L, Palmatier RW. An emerging theory of loyalty program dynamics.
    <i>Journal of the Academy of Marketing Science</i>. 2020;49(1):71-95. doi:<a href="https://doi.org/10.1007/s11747-020-00719-1">10.1007/s11747-020-00719-1</a>
  apa: Kim, J. J., Steinhoff, L., &#38; Palmatier, R. W. (2020). An emerging theory
    of loyalty program dynamics. <i>Journal of the Academy of Marketing Science</i>,
    <i>49</i>(1), 71–95. <a href="https://doi.org/10.1007/s11747-020-00719-1">https://doi.org/10.1007/s11747-020-00719-1</a>
  bibtex: '@article{Kim_Steinhoff_Palmatier_2020, title={An emerging theory of loyalty
    program dynamics}, volume={49}, DOI={<a href="https://doi.org/10.1007/s11747-020-00719-1">10.1007/s11747-020-00719-1</a>},
    number={1}, journal={Journal of the Academy of Marketing Science}, publisher={Springer
    Science and Business Media LLC}, author={Kim, Jisu J. and Steinhoff, Lena and
    Palmatier, Robert W.}, year={2020}, pages={71–95} }'
  chicago: 'Kim, Jisu J., Lena Steinhoff, and Robert W. Palmatier. “An Emerging Theory
    of Loyalty Program Dynamics.” <i>Journal of the Academy of Marketing Science</i>
    49, no. 1 (2020): 71–95. <a href="https://doi.org/10.1007/s11747-020-00719-1">https://doi.org/10.1007/s11747-020-00719-1</a>.'
  ieee: 'J. J. Kim, L. Steinhoff, and R. W. Palmatier, “An emerging theory of loyalty
    program dynamics,” <i>Journal of the Academy of Marketing Science</i>, vol. 49,
    no. 1, pp. 71–95, 2020, doi: <a href="https://doi.org/10.1007/s11747-020-00719-1">10.1007/s11747-020-00719-1</a>.'
  mla: Kim, Jisu J., et al. “An Emerging Theory of Loyalty Program Dynamics.” <i>Journal
    of the Academy of Marketing Science</i>, vol. 49, no. 1, Springer Science and
    Business Media LLC, 2020, pp. 71–95, doi:<a href="https://doi.org/10.1007/s11747-020-00719-1">10.1007/s11747-020-00719-1</a>.
  short: J.J. Kim, L. Steinhoff, R.W. Palmatier, Journal of the Academy of Marketing
    Science 49 (2020) 71–95.
date_created: 2023-01-31T15:30:56Z
date_updated: 2023-01-31T15:45:14Z
doi: 10.1007/s11747-020-00719-1
extern: '1'
intvolume: '        49'
issue: '1'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 71-95
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: An emerging theory of loyalty program dynamics
type: journal_article
user_id: '4336'
volume: 49
year: '2020'
...
---
_id: '41310'
author:
- first_name: Conor M.
  full_name: Henderson, Conor M.
  last_name: Henderson
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Colleen M.
  full_name: Harmeling, Colleen M.
  last_name: Harmeling
- first_name: Robert W.
  full_name: Palmatier, Robert W.
  last_name: Palmatier
citation:
  ama: Henderson CM, Steinhoff L, Harmeling CM, Palmatier RW. Customer inertia marketing.
    <i>Journal of the Academy of Marketing Science</i>. 2020;49(2):350-373. doi:<a
    href="https://doi.org/10.1007/s11747-020-00744-0">10.1007/s11747-020-00744-0</a>
  apa: Henderson, C. M., Steinhoff, L., Harmeling, C. M., &#38; Palmatier, R. W. (2020).
    Customer inertia marketing. <i>Journal of the Academy of Marketing Science</i>,
    <i>49</i>(2), 350–373. <a href="https://doi.org/10.1007/s11747-020-00744-0">https://doi.org/10.1007/s11747-020-00744-0</a>
  bibtex: '@article{Henderson_Steinhoff_Harmeling_Palmatier_2020, title={Customer
    inertia marketing}, volume={49}, DOI={<a href="https://doi.org/10.1007/s11747-020-00744-0">10.1007/s11747-020-00744-0</a>},
    number={2}, journal={Journal of the Academy of Marketing Science}, publisher={Springer
    Science and Business Media LLC}, author={Henderson, Conor M. and Steinhoff, Lena
    and Harmeling, Colleen M. and Palmatier, Robert W.}, year={2020}, pages={350–373}
    }'
  chicago: 'Henderson, Conor M., Lena Steinhoff, Colleen M. Harmeling, and Robert
    W. Palmatier. “Customer Inertia Marketing.” <i>Journal of the Academy of Marketing
    Science</i> 49, no. 2 (2020): 350–73. <a href="https://doi.org/10.1007/s11747-020-00744-0">https://doi.org/10.1007/s11747-020-00744-0</a>.'
  ieee: 'C. M. Henderson, L. Steinhoff, C. M. Harmeling, and R. W. Palmatier, “Customer
    inertia marketing,” <i>Journal of the Academy of Marketing Science</i>, vol. 49,
    no. 2, pp. 350–373, 2020, doi: <a href="https://doi.org/10.1007/s11747-020-00744-0">10.1007/s11747-020-00744-0</a>.'
  mla: Henderson, Conor M., et al. “Customer Inertia Marketing.” <i>Journal of the
    Academy of Marketing Science</i>, vol. 49, no. 2, Springer Science and Business
    Media LLC, 2020, pp. 350–73, doi:<a href="https://doi.org/10.1007/s11747-020-00744-0">10.1007/s11747-020-00744-0</a>.
  short: C.M. Henderson, L. Steinhoff, C.M. Harmeling, R.W. Palmatier, Journal of
    the Academy of Marketing Science 49 (2020) 350–373.
date_created: 2023-01-31T15:34:52Z
date_updated: 2023-01-31T15:44:29Z
doi: 10.1007/s11747-020-00744-0
extern: '1'
intvolume: '        49'
issue: '2'
keyword:
- Marketing
- Economics and Econometrics
- Business and International Management
language:
- iso: eng
page: 350-373
publication: Journal of the Academy of Marketing Science
publication_identifier:
  issn:
  - 0092-0703
  - 1552-7824
publication_status: published
publisher: Springer Science and Business Media LLC
status: public
title: Customer inertia marketing
type: journal_article
user_id: '4336'
volume: 49
year: '2020'
...
---
_id: '41306'
author:
- first_name: Adrian
  full_name: Payne, Adrian
  last_name: Payne
- first_name: Pennie
  full_name: Frow, Pennie
  last_name: Frow
- first_name: Lena
  full_name: Steinhoff, Lena
  last_name: Steinhoff
- first_name: Andreas
  full_name: Eggert, Andreas
  last_name: Eggert
citation:
  ama: 'Payne A, Frow P, Steinhoff L, Eggert A. Toward a comprehensive framework of
    value proposition development: From strategy to implementation. <i>Industrial
    Marketing Management</i>. 2020;87:244-255. doi:<a href="https://doi.org/10.1016/j.indmarman.2020.02.015">10.1016/j.indmarman.2020.02.015</a>'
  apa: 'Payne, A., Frow, P., Steinhoff, L., &#38; Eggert, A. (2020). Toward a comprehensive
    framework of value proposition development: From strategy to implementation. <i>Industrial
    Marketing Management</i>, <i>87</i>, 244–255. <a href="https://doi.org/10.1016/j.indmarman.2020.02.015">https://doi.org/10.1016/j.indmarman.2020.02.015</a>'
  bibtex: '@article{Payne_Frow_Steinhoff_Eggert_2020, title={Toward a comprehensive
    framework of value proposition development: From strategy to implementation},
    volume={87}, DOI={<a href="https://doi.org/10.1016/j.indmarman.2020.02.015">10.1016/j.indmarman.2020.02.015</a>},
    journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Payne,
    Adrian and Frow, Pennie and Steinhoff, Lena and Eggert, Andreas}, year={2020},
    pages={244–255} }'
  chicago: 'Payne, Adrian, Pennie Frow, Lena Steinhoff, and Andreas Eggert. “Toward
    a Comprehensive Framework of Value Proposition Development: From Strategy to Implementation.”
    <i>Industrial Marketing Management</i> 87 (2020): 244–55. <a href="https://doi.org/10.1016/j.indmarman.2020.02.015">https://doi.org/10.1016/j.indmarman.2020.02.015</a>.'
  ieee: 'A. Payne, P. Frow, L. Steinhoff, and A. Eggert, “Toward a comprehensive framework
    of value proposition development: From strategy to implementation,” <i>Industrial
    Marketing Management</i>, vol. 87, pp. 244–255, 2020, doi: <a href="https://doi.org/10.1016/j.indmarman.2020.02.015">10.1016/j.indmarman.2020.02.015</a>.'
  mla: 'Payne, Adrian, et al. “Toward a Comprehensive Framework of Value Proposition
    Development: From Strategy to Implementation.” <i>Industrial Marketing Management</i>,
    vol. 87, Elsevier BV, 2020, pp. 244–55, doi:<a href="https://doi.org/10.1016/j.indmarman.2020.02.015">10.1016/j.indmarman.2020.02.015</a>.'
  short: A. Payne, P. Frow, L. Steinhoff, A. Eggert, Industrial Marketing Management
    87 (2020) 244–255.
date_created: 2023-01-31T15:32:16Z
date_updated: 2023-01-31T15:43:59Z
doi: 10.1016/j.indmarman.2020.02.015
extern: '1'
intvolume: '        87'
keyword:
- Marketing
language:
- iso: eng
page: 244-255
publication: Industrial Marketing Management
publication_identifier:
  issn:
  - 0019-8501
publication_status: published
publisher: Elsevier BV
status: public
title: 'Toward a comprehensive framework of value proposition development: From strategy
  to implementation'
type: journal_article
user_id: '4336'
volume: 87
year: '2020'
...