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131 Publications
2017 | Conference Paper | LibreCat-ID: 5483
Cramer, C., et al. Service Awards: Do They Help or Harm in Case of a Service Failure? 2017.
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2016 | Journal Article | LibreCat-ID: 4839
Steiner, Michael, et al. “Do Customized Service Packages Impede Value Capture in Industrial Markets?” Journal of the Academy of Marketing Science, no. 2, 2016, pp. 151--165.
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2016 | Journal Article | LibreCat-ID: 4842
Boehm, Eva, et al. “Understanding Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” Journal of Strategic Contracting and Negotiation, no. 1–2, 2016, pp. 128--149.
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2016 | Journal Article | LibreCat-ID: 4843
Steiner, Michael, et al. “Platform Adoption in System Markets: The Roles of Preference Heterogeneity and Consumer Expectations.” International Journal of Research in Marketing, no. 2, 2016, pp. 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, pp. 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, vol. 44, no. 1, 2016, pp. 88–107.
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2016 | Conference Paper | LibreCat-ID: 7673
Cramer, C., et al. “The Service Award Paradox.” Proceedings of the 45th European Marketing Academy (EMAC) Conference, 2016.
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2016 | Conference Paper | LibreCat-ID: 7675
Cramer, C., et al. “Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side.” 2016 AMA Winter Marketing Educators’ Conference Proceeding, 2016.
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2016 | Conference Paper | LibreCat-ID: 7686
Böhm, E., et al. “Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” 2016 AMA Winter Marketing Educators’ Conference Proceedings, 2016.
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2015 | Conference Paper | LibreCat-ID: 7722
Eggert, A., et al. “ You Might Want to Engage Your Customers, But Choose Them Wisely: The Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty.” 2015 AMA Summer Marketing Educators’ Conference Proceedings, 2015.
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2015 | Conference Paper | LibreCat-ID: 7723
Cramer, C., et al. “Stock Market Reactions to Business Service Outsourcing in Manufacturing Firms.” Proceedings of the 44th European Marketing Academy (EMAC) Conference, 2015.
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2015 | Conference Paper | LibreCat-ID: 7724
Feider, L., et al. “Threatening Customers Not to Return – An Effective Strategy for Online Retailers?” Proceedings of the 44th European Marketing Academy (EMAC) Conference, 2015.
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2015 | Journal Article | LibreCat-ID: 4847
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, 2015, pp. 210--228.
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2015 | Journal Article | LibreCat-ID: 4848
Terho, Harri, et al. “How Sales Strategy Translates into Performance: The Role of Salesperson Customer Orientation and Value-Based Selling.” Industrial Marketing Management, 2015, pp. 12--21.
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2015 | Journal Article | LibreCat-ID: 4849
Eggert, Andreas, et al. “Heading for New Shores: Do Service and Hybrid Innovations Outperform Product Innovations in Industrial Companies?” Industrial Marketing Management, 2015, pp. 173--183.
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2015 | Book Chapter | LibreCat-ID: 4943
Eggert, Andreas, et al. “Wertbasiertes Verkaufen Auf Industriegütermärkten.” Handbuch Business-to-Business-Marketing, Springer Fachmedien Wiesbaden, 2015, pp. 483–95, doi:10.1007/978-3-8349-4681-2_23.
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| DOI
2014 | Conference Paper | LibreCat-ID: 7725
Eggert, A., et al. “Stock Market Reactions to Customer Service Outsourcing in Manufacturing Firms.” 2015 AMA Winter Marketing Educators’ Conference Proceedings, 2014.
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2014 | Conference Paper | LibreCat-ID: 7727
Kanuri, V., et al. “Service Transition versus Service Infusion: Different Pathways to Success for Service-Oriented Manufacturers?” ISBM 2014 Academic Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7728
Eggert, A., et al. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” ISBM 2014 Academic Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7729
Ritter, T., et al. “The Corporate Marketing Department - Between Value and Vanish.” ISBM 2014 Academic Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7730
Eggert, A., et al. “Service Transition: A Viable Option for Manufacturing Companies with Declining Financial Performance?” Proceedings of the 43rd European Marketing Academy (EMAC) Conference, 2014.
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2014 | Conference Paper | LibreCat-ID: 7731
Terho, H., et al. “Overcoming Roadblocks to Value-Based Selling: Aligning Organizational Support With Sales Force Activities.” 2014 AMA Winter Marketing Educators’ Proceedings, 2014.
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2014 | Journal Article | LibreCat-ID: 4850
Eggert, Andreas, et al. “Revenue and Profit Implications of Industrial Service Strategies.” Journal of Service Research, no. 1, 2014, pp. 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, vol. 7, no. 1, 2014, pp. 312–328.
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2014 | Journal Article | LibreCat-ID: 7428
Eggert, A., et al. “Differential Effects of Product and Service Innovations on the Financial Performance of Industrial Firms.” Journal of Business Market Management, vol. 7, no. 3, 2014, pp. 380–405.
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2014 | Book (Editor) | LibreCat-ID: 7435
Steinhoff, Lena, editor. Loyalitätswirkung Des Geschenkten Bevorzugten Kundenstatus – Eine Theoretische Und Empirisch-Experimentelle Analyse. Springer Gabler, 2014.
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2013 | Conference Paper | LibreCat-ID: 7732
Eggert, A., et al. “Can Service Innovations Substitute or Complement Product Innovations? The Case of German Industrial Firms.” Proceedings of the 20th International Product Development Management Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7733
Eggert, A., et al. “Increasing Customers’ Willingness to Pay for Hybrid Offerings: The Impact of Price Presentation Formats.” Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7734
Garnefeld, I., et al. “Threat and Normative Appeals to Reduce Product Returns in Online Retailing – An Effective Marketing Practice?” Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7735
Münkhoff, E., et al. “How to Prolong a Sales Promotion – Ex-Post Time Extension versus Reframing.” Roceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7736
Posner , T., et al. “Creating Emotional Brand Attachment through the Salesperson’s Brand-Consistent Behavior.” 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.” Proceedings of the 42nd European Marketing Academy (EMAC) Conference, 2013.
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2013 | Conference Paper | LibreCat-ID: 7738
Eggert, A., et al. “Exploring Differential Effects of Product and Service Innovations on Industrial Firms’ Financial Performance.” 2013 AMA Winter Marketing Educators’ Proceedings, 2013.
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2013 | Journal Article | LibreCat-ID: 4851
Garnefeld, Ina, et al. “Growing Existing Customers’ Revenue Streams through Customer Referral Programs.” Journal of Marketing, no. 4, 2013, pp. 17--32.
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2013 | Journal Article | LibreCat-ID: 4852
Haas, Alexander, et al. “Erfolgsfaktor Value-Based Selling—Verkaufen, Wenn Kundenorientierung Nicht Zum Erfolg Führt.” Marketing Review St. Gallen, no. 4, 2013, pp. 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, vol. 24, no. 1, 2013, pp. 64–81.
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2013 | Book (Editor) | LibreCat-ID: 7437
Münkhoff, Eva, editor. Umsatz- Und Profitabilitätsauswirkungen Industrieller Dienstleistungen – Eine Latente Wachstumskurvenanalyse. Springer Gabler, 2013.
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2012 | Conference Paper | LibreCat-ID: 7739
Eggert, A., et al. “The Bright and Dark Side of Endowed Status in Hierarchical Loyalty Programs.” 2012 AMA Summer Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7740
Garnefeld, I., et al. “I Thought It Was All over and Now It Is Back Again – Customer Reactions to Time Extensions of Sales Promotions.” 2012 AMA Summer Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7741
Eggert, A., et al. “Capturing the Value of Hybrid Offerings: The Impact of the Price Presentation Format.” 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.” Proceedings of the 2012 ISBM Academic Workshop, 2012.
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2012 | Conference Paper | LibreCat-ID: 7743
Eggert, A., et al. “Growing with Industrial Services - A Configurational Approach.” 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7744
Eggert, A., et al. “Endowed Status in Hierarchical Loyalty Programs.” 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
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2012 | Conference Paper | LibreCat-ID: 7745
Garnefeld, I., et al. “Growing Existing Customers’ Profitability with Customer Referral Programs.” 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
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2012 | Journal Article | LibreCat-ID: 4853
Eggert, Andreas, et al. “Who Owns the Customer? Disentangling Customer Loyalty in Indirect Distribution Channels.” Journal of Supply Chain Management, no. 2, 2012, pp. 75--92.
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2012 | Journal Article | LibreCat-ID: 4854
Terho, Harri, et al. “‘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, pp. 174--185.
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2011 | Conference Paper | LibreCat-ID: 7746
Terho, H., et al. “‘It’s Almost Like Taking the Sales out of Selling’: Conceptualizing Value-Based Selling in Business Markets.” 2011 AMA Summer Marketing Educators’ Proceedings, 2011.
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2011 | Conference Paper | LibreCat-ID: 7747
Eggert, A., et al. “Service Orientation of Manufacturing Companies: A Necessary or Sufficient Condition for Firm Profitability?” Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.
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2011 | Conference Paper | LibreCat-ID: 7802
Doescher, K., et al. “Embracing the Complexity of Recovery Management in Business-to-Business Relationships.” Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.
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2011 | Conference Paper | LibreCat-ID: 7803
Garnefeld, I., et al. “All or Nothing at All – Referral Reward Programs, Customer Retention and Reward Size.” Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.
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