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131 Publications
2017 | Conference Paper | LibreCat-ID: 5483
Cramer, C, E Boehm, and A Eggert. “Service Awards: Do They Help or Harm in Case of a Service Failure?” 2017 AMA Winter Marketing Educators’ Conference Proceedings, 2017.
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2016 | Journal Article | LibreCat-ID: 4839
Steiner, Michael, Andreas Eggert, Wolfgang Ulaga, and Klaus Backhaus. “Do Customized Service Packages Impede Value Capture in Industrial Markets?” Journal of the Academy of Marketing Science, no. 2 (2016): 151--165.
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2016 | Journal Article | LibreCat-ID: 4842
Boehm, Eva, Christof Backhaus, Andreas Eggert, and Tim Cummins. “Understanding Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” Journal of Strategic Contracting and Negotiation, no. 1–2 (2016): 128--149.
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2016 | Journal Article | LibreCat-ID: 4843
Steiner, Michael, Nico Wiegand, Andreas Eggert, and Klaus Backhaus. “Platform Adoption in System Markets: The Roles of Preference Heterogeneity and Consumer Expectations.” International Journal of Research in Marketing, no. 2 (2016): 276--296.
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2016 | Journal Article | LibreCat-ID: 4845
Wagner, Stephan M, and Andreas Eggert. “Co-Management of Purchasing and Marketing: Why, When and How?” Industrial Marketing Management, 2016, 27--36.
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2016 | Journal Article | LibreCat-ID: 7419
Steinhoff, Lena, and Robert W. Palmatier. “Understanding Loyalty Program Effectiveness: Managing Target and Bystander Effects.” Journal of the Academy of Marketing Science 44, no. 1 (2016): 88–107.
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2016 | Conference Paper | LibreCat-ID: 7673
Cramer, C, E Böhm, and A Eggert. “The Service Award Paradox.” In Proceedings of the 45th European Marketing Academy (EMAC) Conference, 2016.
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2016 | Conference Paper | LibreCat-ID: 7675
Cramer, C, E Böhm, and A Eggert. “Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side.” In 2016 AMA Winter Marketing Educators’ Conference Proceeding, 2016.
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2016 | Conference Paper | LibreCat-ID: 7686
Böhm, E, C Backhaus, A Eggert, and T Pitsis. “Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” In 2016 AMA Winter Marketing Educators’ Conference Proceedings, 2016.
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2015 | Conference Paper | LibreCat-ID: 7722
Eggert, A, L Steinhoff, and C Witte. “ You Might Want to Engage Your Customers, But Choose Them Wisely: The Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty.” In 2015 AMA Summer Marketing Educators’ Conference Proceedings, 2015.
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2015 | Conference Paper | LibreCat-ID: 7723
Cramer, C, E Böhm, and A Eggert. “Stock Market Reactions to Business Service Outsourcing in Manufacturing Firms.” In Proceedings of the 44th European Marketing Academy (EMAC) Conference, 2015.
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2015 | Conference Paper | LibreCat-ID: 7724
Feider, L, I Garnefeld, and E Böhm. “Threatening Customers Not to Return – An Effective Strategy for Online Retailers?” In Proceedings of the 44th European Marketing Academy (EMAC) Conference, 2015.
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2015 | Journal Article | LibreCat-ID: 4847
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--228.
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2015 | Journal Article | LibreCat-ID: 4848
Terho, Harri, Andreas Eggert, Alexander Haas, and Wolfgang Ulaga. “How Sales Strategy Translates into Performance: The Role of Salesperson Customer Orientation and Value-Based Selling.” Industrial Marketing Management, 2015, 12--21.
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2015 | Journal Article | LibreCat-ID: 4849
Eggert, Andreas, Christoph Thiesbrummel, and Christian Deutscher. “Heading for New Shores: Do Service and Hybrid Innovations Outperform Product Innovations in Industrial Companies?” Industrial Marketing Management, 2015, 173--183.
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2015 | Book Chapter | LibreCat-ID: 4943
Eggert, Andreas, Alexander Haas, Wolfgang Ulaga, and Harri Terho. “Wertbasiertes Verkaufen Auf Industriegütermärkten.” In Handbuch Business-to-Business-Marketing, 483–95. Wiesbaden: Springer Fachmedien Wiesbaden, 2015. https://doi.org/10.1007/978-3-8349-4681-2_23.
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| DOI
2014 | Conference Paper | LibreCat-ID: 7725
Eggert, A, E Böhm, and C Cramer. “Stock Market Reactions to Customer Service Outsourcing in Manufacturing Firms.” In 2015 AMA Winter Marketing Educators’ Conference Proceedings, 2014.
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2014 | Conference Paper | LibreCat-ID: 7727
Kanuri, V, E Münkhoff, and L. K Scheer. “Service Transition versus Service Infusion: Different Pathways to Success for Service-Oriented Manufacturers?” In ISBM 2014 Academic Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7728
Eggert, A, A Haas, H Terho, W Ulaga, and E Münkhoff. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” In ISBM 2014 Academic Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7729
Ritter, T, A Eggert, E Münkhoff, and W Ulaga. “The Corporate Marketing Department - Between Value and Vanish.” In ISBM 2014 Academic Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7730
Eggert, A, E Münkhoff, and C Thiesbrummel. “Service Transition: A Viable Option for Manufacturing Companies with Declining Financial Performance?” In Proceedings of the 43rd European Marketing Academy (EMAC) Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7731
Terho, H, A Eggert, W Ulaga, and A Haas. “Overcoming Roadblocks to Value-Based Selling: Aligning Organizational Support With Sales Force Activities.” In 2014 AMA Winter Marketing Educators’ Proceedings, 2014.
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2014 | Journal Article | LibreCat-ID: 4850
Eggert, Andreas, Jens Hogreve, Wolfgang Ulaga, and Eva Muenkhoff. “Revenue and Profit Implications of Industrial Service Strategies.” Journal of Service Research, no. 1 (2014): 23--39.
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2014 | Journal Article | LibreCat-ID: 7426
Schneider, M, and A Eggert. “Embracing Complex Causality with the QCA Method: An Invitation.” Journal of Business Market Management 7, no. 1 (2014): 312–328.
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2014 | Journal Article | LibreCat-ID: 7428
Eggert, A, C Thiesbrummel, and C Deutscher. “Differential Effects of Product and Service Innovations on the Financial Performance of Industrial Firms.” Journal of Business Market Management 7, no. 3 (2014): 380–405.
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2014 | Book (Editor) | LibreCat-ID: 7435
Steinhoff, Lena, ed. Loyalitätswirkung Des Geschenkten Bevorzugten Kundenstatus – Eine Theoretische Und Empirisch-Experimentelle Analyse. Wiesbaden: Springer Gabler, 2014.
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2013 | Conference Paper | LibreCat-ID: 7732
Eggert, A, C Thiesbrummel, and C Deutscher. “Can Service Innovations Substitute or Complement Product Innovations? The Case of German Industrial Firms.” In Proceedings of the 20th International Product Development Management Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7733
Eggert, A, W Ulaga, M Steiner, and K Backhaus. “Increasing Customers’ Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats.” In Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7734
Garnefeld, I, E Münkhoff, and K Raum. “Threat and Normative Appeals to Reduce Product Returns in Online Retailing – An Effective Marketing Practice?” In Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7735
Münkhoff, E, I Garnefeld, and A Bruns. “How to Prolong a Sales Promotion – Ex-Post Time Extension versus Reframing.” In Roceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7736
Posner , T, I Garnefeld, and A Eggert. “Creating Emotional Brand Attachment through the Salesperson’s Brand-Consistent Behavior.” In Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7737
Steinhoff, L, and R. W Palmatier. “The Effect of Loyalty Programs on Target and Bystander Customers: A Customer Portfolio Perspective on Loyalty Program Performance.” In Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7738
Eggert, A, C Thiesbrummel, and C Deutscher. “Exploring Differential Effects of Product and Service Innovations on Industrial Firms’ Financial Performance.” In 2013 AMA Winter Marketing Educators’ Proceedings, 2013.
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2013 | Journal Article | LibreCat-ID: 4851
Garnefeld, Ina, Andreas Eggert, Sabrina V Helm, and Stephen S Tax. “Growing Existing Customers’ Revenue Streams through Customer Referral Programs.” Journal of Marketing, no. 4 (2013): 17--32.
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2013 | Journal Article | LibreCat-ID: 4852
Haas, Alexander, Andreas Eggert, Harri Terho, and Wolfgang Ulaga. “Erfolgsfaktor Value-Based Selling—Verkaufen, Wenn Kundenorientierung Nicht Zum Erfolg Führt.” Marketing Review St. Gallen, no. 4 (2013): 64--73.
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2013 | Journal Article | LibreCat-ID: 7429
Garnefeld, Ina, and Lena Steinhoff. “Primacy versus Recency Effects in Extended Service Encounters.” Journal of Service Management 24, no. 1 (2013): 64–81.
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2013 | Book (Editor) | LibreCat-ID: 7437
Münkhoff, Eva, ed. Umsatz- Und Profitabilitätsauswirkungen Industrieller Dienstleistungen – Eine Latente Wachstumskurvenanalyse. Wiesbaden: Springer Gabler, 2013.
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2012 | Conference Paper | LibreCat-ID: 7739
Eggert, A, I Garnefeld, and L Steinhoff. “The Bright and Dark Side of Endowed Status in Hierarchical Loyalty Programs.” In 2012 AMA Summer Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7740
Garnefeld, I, E Münkhoff, and A Bruns. “I Thought It Was All over and Now It Is Back Again – Customer Reactions to Time Extensions of Sales Promotions.” In 2012 AMA Summer Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7741
Eggert, A, M Steiner, W Ulaga, and K Backhaus. “Capturing the Value of Hybrid Offerings: The Impact of the Price Presentation Format.” In Proceedings of the 2012 ISBM Academic Workshop, 2012.
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2012 | Conference Paper | LibreCat-ID: 7742
Ritter, T, and A Eggert. “Dispersion of Market Activities: A Configurational Approach.” In Proceedings of the 2012 ISBM Academic Workshop, 2012.
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2012 | Conference Paper | LibreCat-ID: 7743
Eggert, A, E Münkhoff, and C Thiesbrummel. “Growing with Industrial Services - A Configurational Approach.” In 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7744
Eggert, A, I Garnefeld, and L Steinhoff. “Endowed Status in Hierarchical Loyalty Programs.” In 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7745
Garnefeld, I, S Helm, A Eggert, and S Tax. “Growing Existing Customers’ Profitability with Customer Referral Programs.” In 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
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2012 | Journal Article | LibreCat-ID: 4853
Eggert, Andreas, J{\ Henseler, and Sabine Hollmann. “Who Owns the Customer? Disentangling Customer Loyalty in Indirect Distribution Channels.” Journal of Supply Chain Management, no. 2 (2012): 75--92.
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2012 | Journal Article | LibreCat-ID: 4854
Terho, Harri, Alexander Haas, Andreas Eggert, and Wolfgang Ulaga. “‘It’s Almost like Taking the Sales out of Selling’—towards a Conceptualization of Value-Based Selling in Business Markets.” Industrial Marketing Management, no. 1 (2012): 174--185.
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2011 | Conference Paper | LibreCat-ID: 7746
Terho, H, A Haas, A Eggert, and W Ulaga. “‘It’s Almost Like Taking the Sales out of Selling’: Conceptualizing Value-Based Selling in Business Markets.” In 2011 AMA Summer Marketing Educators’ Proceedings, 2011.
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2011 | Conference Paper | LibreCat-ID: 7747
Eggert, A, E Münkhoff, and C Thiesbrummel. “Service Orientation of Manufacturing Companies: A Necessary or Sufficient Condition for Firm Profitability?” In Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.
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2011 | Conference Paper | LibreCat-ID: 7802
Doescher, K, J Hogreve, and A Eggert. “Embracing the Complexity of Recovery Management in Business-to-Business Relationships.” In Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.
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2011 | Conference Paper | LibreCat-ID: 7803
Garnefeld, I, S Helm, A Eggert, and S Tax. “All or Nothing at All – Referral Reward Programs, Customer Retention and Reward Size.” In Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.
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