---
_id: '41297'
abstract:
- lang: eng
text: In service industries, hierarchical loyalty programs are common relationship
marketing instruments that award elevated status to customers who exceed a certain
spending level (e.g., gold membership). In practice, service companies offer elevated
status to some customers who do not meet the required spending level, in an attempt
to profit from the profound allure of status. Relying on social psychology research
and a mixed-method approach, this study analyzes the loyalty impact of status
endowments, defined as awards of elevated status to customers who are not entitled
to it. An exploratory qualitative study identifies customer gratitude and customer
skepticism as positive and negative mediators, respectively, of customers’ attitudinal
responses to endowed status. Quantitative studies—two experimental and one survey—substantiate
these bright and dark sides of endowed status. The efficacy of status endowment
is contingent on the context. To alleviate the dark-side effect, managers can
allow target customers to actively choose whether to be endowed, especially those
who are close to achieving the status already, and provide valuable preferential
treatment to customers elevated by either endowment or achievement. These insights
offer guidelines for whether and how to use status endowment in hierarchical loyalty
programs.
author:
- first_name: Andreas
full_name: Eggert, Andreas
last_name: Eggert
- first_name: Lena
full_name: Steinhoff, Lena
last_name: Steinhoff
- first_name: Ina
full_name: Garnefeld, Ina
last_name: Garnefeld
citation:
ama: Eggert A, Steinhoff L, Garnefeld I. Managing the Bright and Dark Sides of Status
Endowment in Hierarchical Loyalty Programs. Journal of Service Research.
2015;18(2):210-228. doi:10.1177/1094670514566797
apa: Eggert, A., Steinhoff, L., & Garnefeld, I. (2015). Managing the Bright
and Dark Sides of Status Endowment in Hierarchical Loyalty Programs. Journal
of Service Research, 18(2), 210–228. https://doi.org/10.1177/1094670514566797
bibtex: '@article{Eggert_Steinhoff_Garnefeld_2015, title={Managing the Bright and
Dark Sides of Status Endowment in Hierarchical Loyalty Programs}, volume={18},
DOI={10.1177/1094670514566797},
number={2}, journal={Journal of Service Research}, publisher={SAGE Publications},
author={Eggert, Andreas and Steinhoff, Lena and Garnefeld, Ina}, year={2015},
pages={210–228} }'
chicago: 'Eggert, Andreas, Lena Steinhoff, and Ina Garnefeld. “Managing the Bright
and Dark Sides of Status Endowment in Hierarchical Loyalty Programs.” Journal
of Service Research 18, no. 2 (2015): 210–28. https://doi.org/10.1177/1094670514566797.'
ieee: 'A. Eggert, L. Steinhoff, and I. Garnefeld, “Managing the Bright and Dark
Sides of Status Endowment in Hierarchical Loyalty Programs,” Journal of Service
Research, vol. 18, no. 2, pp. 210–228, 2015, doi: 10.1177/1094670514566797.'
mla: Eggert, Andreas, et al. “Managing the Bright and Dark Sides of Status Endowment
in Hierarchical Loyalty Programs.” Journal of Service Research, vol. 18,
no. 2, SAGE Publications, 2015, pp. 210–28, doi:10.1177/1094670514566797.
short: A. Eggert, L. Steinhoff, I. Garnefeld, Journal of Service Research 18 (2015)
210–228.
date_created: 2023-01-31T15:29:06Z
date_updated: 2023-01-31T15:30:31Z
doi: 10.1177/1094670514566797
intvolume: ' 18'
issue: '2'
keyword:
- Organizational Behavior and Human Resource Management
- Sociology and Political Science
- Information Systems
language:
- iso: eng
page: 210-228
publication: Journal of Service Research
publication_identifier:
issn:
- 1094-6705
- 1552-7379
publication_status: published
publisher: SAGE Publications
status: public
title: Managing the Bright and Dark Sides of Status Endowment in Hierarchical Loyalty
Programs
type: journal_article
user_id: '4336'
volume: 18
year: '2015'
...
---
_id: '41341'
abstract:
- lang: eng
text: ' In many business markets, manufacturers seek service-led growth
to secure their existing positions and continue to grow in increasingly competitive
environments. Using longitudinal data from 513 German mechanical engineering companies
and latent growth curve modeling, this study offers a fine-grained view of the
financial performance implications of industrial service strategies. By disentangling
the revenue and profit implications of industrial service strategies, findings
reveal that such strategies increase both the level and the growth of manufacturing
firms’ revenue streams. In contrast, they reduce the level but improve the growth
of manufacturers’ profits. Results further suggest that services supporting the
clients’ actions (SSC) and services supporting the supplier’s product (SSP) affect
performance outcomes in different ways. SSCs directly affect revenue and profit
streams. In turn, SSPs display only indirect effects on financial performance
mediated through SSCs. A moderator analysis identifies two organizational contingencies
that facilitate service business success: Only companies with decentralized decision-making
processes and a high share of loyal customers can expect favorable financial results
from industrial service strategies. In summary, this research provides significant
insights and managerial guidance for turning service strategies into financial
successes. '
author:
- first_name: Andreas
full_name: Eggert, Andreas
last_name: Eggert
- first_name: Jens
full_name: Hogreve, Jens
last_name: Hogreve
- first_name: Wolfgang
full_name: Ulaga, Wolfgang
last_name: Ulaga
- first_name: Eva
full_name: Münkhoff, Eva
id: '3043'
last_name: Münkhoff
orcid: 0000-0001-6053-1012
citation:
ama: Eggert A, Hogreve J, Ulaga W, Münkhoff E. Revenue and Profit Implications of
Industrial Service Strategies. Journal of Service Research. 2014;17(1):23-39.
doi:10.1177/1094670513485823
apa: Eggert, A., Hogreve, J., Ulaga, W., & Münkhoff, E. (2014). Revenue and
Profit Implications of Industrial Service Strategies. Journal of Service Research,
17(1), 23–39. https://doi.org/10.1177/1094670513485823
bibtex: '@article{Eggert_Hogreve_Ulaga_Münkhoff_2014, title={Revenue and Profit
Implications of Industrial Service Strategies}, volume={17}, DOI={10.1177/1094670513485823},
number={1}, journal={Journal of Service Research}, publisher={SAGE Publications},
author={Eggert, Andreas and Hogreve, Jens and Ulaga, Wolfgang and Münkhoff, Eva},
year={2014}, pages={23–39} }'
chicago: 'Eggert, Andreas, Jens Hogreve, Wolfgang Ulaga, and Eva Münkhoff. “Revenue
and Profit Implications of Industrial Service Strategies.” Journal of Service
Research 17, no. 1 (2014): 23–39. https://doi.org/10.1177/1094670513485823.'
ieee: 'A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Revenue and Profit Implications
of Industrial Service Strategies,” Journal of Service Research, vol. 17,
no. 1, pp. 23–39, 2014, doi: 10.1177/1094670513485823.'
mla: Eggert, Andreas, et al. “Revenue and Profit Implications of Industrial Service
Strategies.” Journal of Service Research, vol. 17, no. 1, SAGE Publications,
2014, pp. 23–39, doi:10.1177/1094670513485823.
short: A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, Journal of Service Research
17 (2014) 23–39.
date_created: 2023-02-01T08:31:19Z
date_updated: 2023-09-01T10:08:03Z
department:
- _id: '785'
doi: 10.1177/1094670513485823
intvolume: ' 17'
issue: '1'
keyword:
- Organizational Behavior and Human Resource Management
- Sociology and Political Science
- Information Systems
language:
- iso: eng
page: 23-39
publication: Journal of Service Research
publication_identifier:
issn:
- 1094-6705
- 1552-7379
publication_status: published
publisher: SAGE Publications
status: public
title: Revenue and Profit Implications of Industrial Service Strategies
type: journal_article
user_id: '49063'
volume: 17
year: '2014'
...
---
_id: '45595'
author:
- first_name: Martin
full_name: Kesternich, Martin
id: '98922'
last_name: Kesternich
- first_name: Andreas
full_name: Lange, Andreas
last_name: Lange
- first_name: Bodo
full_name: Sturm, Bodo
last_name: Sturm
citation:
ama: Kesternich M, Lange A, Sturm B. The impact of burden sharing rules on the voluntary
provision of public goods. Journal of Economic Behavior and Organization.
2014;105:107-123. doi:10.1016/j.jebo.2014.04.024
apa: Kesternich, M., Lange, A., & Sturm, B. (2014). The impact of burden sharing
rules on the voluntary provision of public goods. Journal of Economic Behavior
and Organization, 105, 107–123. https://doi.org/10.1016/j.jebo.2014.04.024
bibtex: '@article{Kesternich_Lange_Sturm_2014, title={The impact of burden sharing
rules on the voluntary provision of public goods}, volume={105}, DOI={10.1016/j.jebo.2014.04.024},
journal={Journal of Economic Behavior and Organization}, publisher={Elsevier BV},
author={Kesternich, Martin and Lange, Andreas and Sturm, Bodo}, year={2014}, pages={107–123}
}'
chicago: 'Kesternich, Martin, Andreas Lange, and Bodo Sturm. “The Impact of Burden
Sharing Rules on the Voluntary Provision of Public Goods.” Journal of Economic
Behavior and Organization 105 (2014): 107–23. https://doi.org/10.1016/j.jebo.2014.04.024.'
ieee: 'M. Kesternich, A. Lange, and B. Sturm, “The impact of burden sharing rules
on the voluntary provision of public goods,” Journal of Economic Behavior and
Organization, vol. 105, pp. 107–123, 2014, doi: 10.1016/j.jebo.2014.04.024.'
mla: Kesternich, Martin, et al. “The Impact of Burden Sharing Rules on the Voluntary
Provision of Public Goods.” Journal of Economic Behavior and Organization,
vol. 105, Elsevier BV, 2014, pp. 107–23, doi:10.1016/j.jebo.2014.04.024.
short: M. Kesternich, A. Lange, B. Sturm, Journal of Economic Behavior and Organization
105 (2014) 107–123.
date_created: 2023-06-13T09:39:16Z
date_updated: 2023-09-15T07:35:35Z
doi: 10.1016/j.jebo.2014.04.024
intvolume: ' 105'
keyword:
- Organizational Behavior and Human Resource Management
- Economics and Econometrics
language:
- iso: eng
page: 107-123
publication: Journal of Economic Behavior and Organization
publication_identifier:
issn:
- 0167-2681
publication_status: published
publisher: Elsevier BV
status: public
title: The impact of burden sharing rules on the voluntary provision of public goods
type: journal_article
user_id: '98922'
volume: 105
year: '2014'
...
---
_id: '1998'
abstract:
- lang: eng
text: "Nearly all existing HPC systems are operated by resource management systems
based on the queuing approach. With the increasing acceptance of grid middleware
like Globus, new requirements for the underlying local resource management systems
arise. Features like advanced reservation or quality of service are needed to
implement high level functions like co-allocation. However it is difficult to
realize these features with a resource management system based on the queuing
concept since it considers only the present resource usage.\r\n\r\nIn this paper
we present an approach which closes this gap. By assigning start times to each
resource request, a complete schedule is planned. Advanced reservations are now
easily possible. Based on this planning approach functions like diffuse requests,
automatic duration extension, or service level agreements are described. We think
they are useful to increase the usability, acceptance and performance of HPC machines.
In the second part of this paper we present a planning based resource management
system which already covers some of the mentioned features."
author:
- first_name: Matthias
full_name: Hovestadt, Matthias
last_name: Hovestadt
- first_name: Odej
full_name: Kao, Odej
last_name: Kao
- first_name: Axel
full_name: Keller, Axel
id: '15274'
last_name: Keller
- first_name: Achim
full_name: Streit, Achim
last_name: Streit
citation:
ama: 'Hovestadt M, Kao O, Keller A, Streit A. Scheduling in HPC Resource Management
Systems: Queuing vs. Planning. In: Proc. Workshop on Job Scheduling Strategies
for Parallel Processing (JSSPP). Vol 2862. Lecture Notes in Computer Science.
Berlin / Heidelberg; 2003:1-20. doi:10.1007/10968987_1'
apa: 'Hovestadt, M., Kao, O., Keller, A., & Streit, A. (2003). Scheduling in
HPC Resource Management Systems: Queuing vs. Planning. In Proc. Workshop on
Job Scheduling Strategies for Parallel Processing (JSSPP) (Vol. 2862, pp.
1–20). Berlin / Heidelberg. https://doi.org/10.1007/10968987_1'
bibtex: '@inproceedings{Hovestadt_Kao_Keller_Streit_2003, place={Berlin / Heidelberg},
series={Lecture Notes in Computer Science}, title={Scheduling in HPC Resource
Management Systems: Queuing vs. Planning}, volume={2862}, DOI={10.1007/10968987_1},
booktitle={Proc. Workshop on Job Scheduling Strategies for Parallel Processing
(JSSPP)}, author={Hovestadt, Matthias and Kao, Odej and Keller, Axel and Streit,
Achim}, year={2003}, pages={1–20}, collection={Lecture Notes in Computer Science}
}'
chicago: 'Hovestadt, Matthias, Odej Kao, Axel Keller, and Achim Streit. “Scheduling
in HPC Resource Management Systems: Queuing vs. Planning.” In Proc. Workshop
on Job Scheduling Strategies for Parallel Processing (JSSPP), 2862:1–20. Lecture
Notes in Computer Science. Berlin / Heidelberg, 2003. https://doi.org/10.1007/10968987_1.'
ieee: 'M. Hovestadt, O. Kao, A. Keller, and A. Streit, “Scheduling in HPC Resource
Management Systems: Queuing vs. Planning,” in Proc. Workshop on Job Scheduling
Strategies for Parallel Processing (JSSPP), 2003, vol. 2862, pp. 1–20.'
mla: 'Hovestadt, Matthias, et al. “Scheduling in HPC Resource Management Systems:
Queuing vs. Planning.” Proc. Workshop on Job Scheduling Strategies for Parallel
Processing (JSSPP), vol. 2862, 2003, pp. 1–20, doi:10.1007/10968987_1.'
short: 'M. Hovestadt, O. Kao, A. Keller, A. Streit, in: Proc. Workshop on Job Scheduling
Strategies for Parallel Processing (JSSPP), Berlin / Heidelberg, 2003, pp. 1–20.'
date_created: 2018-03-29T11:37:24Z
date_updated: 2022-01-06T06:54:17Z
department:
- _id: '27'
doi: 10.1007/10968987_1
intvolume: ' 2862'
keyword:
- High Performance Computing
- Service Level Agreement
- Grid Resource
- Resource Management System
- Advance Reservation
language:
- iso: eng
page: 1-20
place: Berlin / Heidelberg
publication: Proc. Workshop on Job Scheduling Strategies for Parallel Processing (JSSPP)
publication_status: published
series_title: Lecture Notes in Computer Science
status: public
title: 'Scheduling in HPC Resource Management Systems: Queuing vs. Planning'
type: conference
user_id: '15274'
volume: 2862
year: '2003'
...