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58 Publications
2018 | Conference Paper | LibreCat-ID: 46677
Salonen, A., Terho, H., Böhm, E., Rajala, R., & Virtanen, A. (2018). How to transform a product-focused salesforce to solution sales? 47rd EMAC Annual Conference, Glasgow, UK. 47rd EMAC Annual Conference, Glasgow, UK.
LibreCat
2018 | Conference Paper | LibreCat-ID: 46676
Salonen, A., Terho, H., Böhm, E., Rajala, R., & Virtanen, A. (2018). Engaging a product-oriented salesforce in solution sales. ISBM 2018 Academic Conference, Cambridge, MA. ISBM 2018 Academic Conference, Cambridge, MA.
LibreCat
2018 | Journal Article | LibreCat-ID: 41340
Garnefeld, I., Böhm, E., Klimke, L., & Oestreich, A. (2018). I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions. Journal of the Academy of Marketing Science, 46(6), 1133–1147. https://doi.org/10.1007/s11747-018-0600-y
LibreCat
| DOI
2017 | Conference Paper | LibreCat-ID: 46679
Garnefeld, I., Böhm, E., & Feider, L. (2017). Managing the necessary evil: Can payment methods reduce product returns (ausgezeichnet mit Best Paper Award). 2017 AMA Winter Academic Conference, Orlando, FL. 2017 AMA Winter Academic Conference, Orlando, FL.
LibreCat
2017 | Conference Paper | LibreCat-ID: 46680
Cramer, C., Böhm, E., & Eggert, A. (2017). Service Awards: Do They Help or Harm in Case of a Service Failure? 2017 AMA Winter Academic Conference, Orlando, FL. 2017 AMA Winter Academic Conference, Orlando, FL.
LibreCat
2017 | Journal Article | LibreCat-ID: 46638
Terho, H., Eggert, A., Ulaga, W., Haas, A., & Böhm, E. (2017). Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action. Industrial Marketing Management, 66, 42–55. https://doi.org/10.1016/j.indmarman.2017.06.015
LibreCat
| DOI
2017 | Journal Article | LibreCat-ID: 46639
Eggert, A., Böhm, E., & Cramer, C. (2017). Business service outsourcing in manufacturing firms: an event study. Journal of Service Management, 28(3), 476–498. https://doi.org/10.1108/josm-11-2016-0306
LibreCat
| DOI
2016 | Conference Paper | LibreCat-ID: 46684
Böhm, E., Backhaus, C., Eggert, A., & Pitsis, T. (2016). Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective. 2016 AMA Winter Academic Conference, Las Vegas, NV. 2016 AMA Winter Academic Conference, Las Vegas, NV.
LibreCat
2016 | Conference Paper | LibreCat-ID: 46683
Cramer, C., Böhm, E., & Eggert, A. (2016). Understanding service awards: Exploit the bright side, avoid the dark side (ausgezeichnet mit Best Paper Award). 2016 AMA Winter Academic Conference, Las Vegas, NV. 2016 AMA Winter Academic Conference, Las Vegas, NV .
LibreCat
2016 | Conference Paper | LibreCat-ID: 46681
Eggert, A., Böhm, E., & Cramer, C. (2016). Business Service Outsourcing in Manufacturing Firms: An Event Study. International Colloquium on Relationship Marketing (ICRM), Toulouse (Nominiert Für Best Paper Award).
LibreCat
2016 | Conference Paper | LibreCat-ID: 46682
Cramer, C., Böhm, E., & Eggert, A. (2016). The service award paradox. 45rd EMAC Annual Conference, Oslo. 45rd EMAC Annual Conference, Oslo.
LibreCat
2016 | Journal Article | LibreCat-ID: 46663
Böhm, E., Backhaus, C., Eggert, A., & Cummins, T. (2016). Understanding outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective. Journal of Strategic Contracting and Negotiation, (Ausgezeichnet Mit Best Paper Award), 3(1–2), 128–149.
LibreCat
2016 | Book Chapter | LibreCat-ID: 46664
Garnefeld, I., Böhm, E., & Feider, L. (2016). Retourenmanagement zur Steigerung des Kundenwerts. In B. Günther, S. Helm, & A. Eggert (Eds.), Kundenwert: Grundlagen – Innovative Konzepte – Praktische Umsetzungen (2nd ed.).
LibreCat
2016 | Journal Article | LibreCat-ID: 46640
Böhm, E., Eggert, A., & Thiesbrummel, C. (2016). Service transition: A viable option for manufacturing companies with deteriorating financial performance? Industrial Marketing Management, 60(1), 101–111. https://doi.org/10.1016/j.indmarman.2016.04.007
LibreCat
| DOI
2015 | Conference Paper | LibreCat-ID: 46686
Feider, L., Garnefeld, I., & Böhm, E. (2015). Threatening customers not to return – An effective strategy for online retailers? 44th EMAC Annual Conference, Leuven. 44th EMAC Annual Conference, Leuven.
LibreCat
2015 | Conference Paper | LibreCat-ID: 46688
Eggert, A., Böhm, E., & Cramer, C. (2015). Stock market reactions to customer service outsourcing in manufacturing firms. 2015 AMA Winter Academic Conference, San Antonio, TX. 2015 AMA Winter Academic Conference, San Antonio, TX.
LibreCat
2015 | Conference Paper | LibreCat-ID: 46687
Böhm, E., Eggert, A., Terho, H., Ulaga, W., & Haas, A. (2015). Recognizing value creation opportunities in business markets. 2015 AMA Winter Academic Conference, San Antonio, TX. 2015 AMA Winter Academic Conference, San Antonio, TX.
LibreCat
2015 | Conference Paper | LibreCat-ID: 46685
Eggert, A., Böhm, E., & Cramer, C. (2015). Stock market reactions to business service outsourcing in manufacturing firms. 44th EMAC Annual Conference, Leuven. 44th EMAC Annual Conference, Leuven.
LibreCat
2014 | Conference Paper | LibreCat-ID: 46695
Eggert, A., Münkhoff, E., & Thiesbrummel, C. (2014). Service transition: A viable option for manufacturing companies with declining financial performance? 43rd EMAC Annual Conference, Valencia. 43rd EMAC Annual Conference, Valencia.
LibreCat
2014 | Conference Paper | LibreCat-ID: 46692
Kanuri, V., Münkhoff, E., & Scheer, L. K. (2014). Service transition versus service infusion: Different pathways to success for service-oriented manufacturers? ISBM 2014 Academic Conference, San Francisco, CA. ISBM 2014 Academic Conference, San Francisco, CA.
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