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131 Publications
2014 | Conference Paper | LibreCat-ID: 7730
A. Eggert, 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.
LibreCat
2014 | Conference Paper | LibreCat-ID: 7731
H. Terho, 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.
LibreCat
2014 | Journal Article | LibreCat-ID: 4850
A. Eggert, J. Hogreve, W. Ulaga, and E. Muenkhoff, “Revenue and profit implications of industrial service strategies,” Journal of Service Research, no. 1, pp. 23--39, 2014.
LibreCat
2014 | Journal Article | LibreCat-ID: 7426
M. Schneider and A. Eggert, “Embracing complex causality with the QCA method: An invitation,” Journal of Business Market Management, vol. 7, no. 1, pp. 312–328, 2014.
LibreCat
2014 | Journal Article | LibreCat-ID: 7428
A. Eggert, C. Thiesbrummel, and C. Deutscher, “Differential effects of product and service innovations on the financial performance of industrial firms,” Journal of Business Market Management, vol. 7, no. 3, pp. 380–405, 2014.
LibreCat
2014 | Book (Editor) | LibreCat-ID: 7435
L. Steinhoff, Ed., Loyalitätswirkung des geschenkten bevorzugten Kundenstatus – Eine theoretische und empirisch-experimentelle Analyse. Wiesbaden: Springer Gabler, 2014.
LibreCat
2013 | Conference Paper | LibreCat-ID: 7732
A. Eggert, 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.
LibreCat
2013 | Conference Paper | LibreCat-ID: 7733
A. Eggert, 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.
LibreCat
2013 | Conference Paper | LibreCat-ID: 7734
I. Garnefeld, 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.
LibreCat
2013 | Conference Paper | LibreCat-ID: 7735
E. Münkhoff, 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.
LibreCat
2013 | Conference Paper | LibreCat-ID: 7736
T. Posner , 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.
LibreCat
2013 | Conference Paper | LibreCat-ID: 7737
L. Steinhoff 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.
LibreCat
2013 | Conference Paper | LibreCat-ID: 7738
A. Eggert, 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.
LibreCat
2013 | Journal Article | LibreCat-ID: 4851
I. Garnefeld, A. Eggert, S. V. Helm, and S. S. Tax, “Growing existing customers’ revenue streams through customer referral programs,” Journal of Marketing, no. 4, pp. 17--32, 2013.
LibreCat
2013 | Journal Article | LibreCat-ID: 4852
A. Haas, A. Eggert, H. Terho, and W. Ulaga, “Erfolgsfaktor Value-Based Selling—Verkaufen, wenn Kundenorientierung nicht zum Erfolg führt,” Marketing Review St. Gallen, no. 4, pp. 64--73, 2013.
LibreCat
2013 | Journal Article | LibreCat-ID: 7429
I. Garnefeld and L. Steinhoff, “Primacy versus Recency Effects in Extended Service Encounters,” Journal of Service Management, vol. 24, no. 1, pp. 64–81, 2013.
LibreCat
2013 | Book (Editor) | LibreCat-ID: 7437
E. Münkhoff, Ed., Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen – Eine latente Wachstumskurvenanalyse. Wiesbaden: Springer Gabler, 2013.
LibreCat
2012 | Conference Paper | LibreCat-ID: 7739
A. Eggert, 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.
LibreCat
2012 | Conference Paper | LibreCat-ID: 7740
I. Garnefeld, 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.
LibreCat
2012 | Conference Paper | LibreCat-ID: 7741
A. Eggert, 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.
LibreCat
2012 | Conference Paper | LibreCat-ID: 7742
T. Ritter and A. Eggert, “Dispersion of Market Activities: A Configurational Approach,” in Proceedings of the 2012 ISBM Academic Workshop, 2012.
LibreCat
2012 | Conference Paper | LibreCat-ID: 7743
A. Eggert, E. Münkhoff, and C. Thiesbrummel, “Growing with Industrial Services - A Configurational Approach,” in 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
LibreCat
2012 | Conference Paper | LibreCat-ID: 7744
A. Eggert, I. Garnefeld, and L. Steinhoff, “Endowed Status in Hierarchical Loyalty Programs,” in 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
LibreCat
2012 | Conference Paper | LibreCat-ID: 7745
I. Garnefeld, S. Helm, A. Eggert, and S. Tax, “Growing Existing Customers’ Profitability with Customer Referral Programs,” in 2012 AMA Winter Marketing Educators’ Proceedings, 2012.
LibreCat
2012 | Journal Article | LibreCat-ID: 4853
A. Eggert, J. Henseler, and S. Hollmann, “Who owns the customer? Disentangling customer loyalty in indirect distribution channels,” Journal of Supply Chain Management, no. 2, pp. 75--92, 2012.
LibreCat
2012 | Journal Article | LibreCat-ID: 4854
H. Terho, A. Haas, A. Eggert, and W. 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, pp. 174--185, 2012.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7746
H. Terho, 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.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7747
A. Eggert, 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.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7802
K. Doescher, 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.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7803
I. Garnefeld, 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.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7804
E. Münkhoff, I. Garnefeld, and A. Bruns, “Time extension of sales promotions – How do customers react?,” in Proceedings of the 40th European Marketing Academy (EMAC) Conference, 2011.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7805
A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Assessing the long-term effect of industrial services on firm profitability: The moderating impact of product innovations,” in 2011 AMA Winter Marketing Educators’ Proceedings, 2011.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7806
A. Eggert, I. Garnefeld, and L. Steinhoff, “Identifying Valence as a Contingency Variable for the Primacy-Recency-Controversy,” in 2011 AMA Winter Marketing Educators’ Proceedings, 2011.
LibreCat
2011 | Conference Paper | LibreCat-ID: 7807
G. Hunter, I. Garnefeld, and L. Steinhoff, “Can Retailers Improve Loyalty by Empowering Consumers?,” in 2011 AMA Winter Marketing Educators’ Conference Proceedings, 2011.
LibreCat
2011 | Journal Article | LibreCat-ID: 4855
I. Garnefeld, S. Helm, and A. Eggert, “Walk your talk: an experimental investigation of the relationship between word of mouth and communicators’ loyalty,” Journal of Service Research, no. 1, pp. 93--107, 2011.
LibreCat
2011 | Journal Article | LibreCat-ID: 4856
A. Eggert, J. Hogreve, W. Ulaga, and E. Muenkhoff, “Industrial services, product innovations, and firm profitability: A multiple-group latent growth curve analysis,” Industrial Marketing Management, no. 5, pp. 661--670, 2011.
LibreCat
2011 | Journal Article | LibreCat-ID: 4857
A. Eggert and M. Serdaroglu, “Exploring the Impact of Sales Technology on Salesperson Performance: A Task-Base d Approach,” Journal of Marketing Theory and Practice, no. 2, pp. 169--186, 2011.
LibreCat
2011 | Book Chapter | LibreCat-ID: 4945
B. Ivens and A. Eggert, “Key Account Management,” in Handbuch Vertriebsmanagement, 2011.
LibreCat
2010 | Conference Paper | LibreCat-ID: 7808
I. Garnefeld, D. Woisetschläger, and A. Eggert, “Does Customer Acquisition Jeopardize Customer Retention? - An Experimental Investigation in an Electronic Retailing Setting,” in Proceedings of the 18th International Colloquium in Relationship Marketing, 2010.
LibreCat
2010 | Conference Paper | LibreCat-ID: 7809
E. Münkhoff, I. Garnefeld, J. Hogreve, and A. Eggert, “Referral Reward Programs: A Means for Service Recovery?,” in Proceedings of the 18th International Colloquium in Relationship Marketing, 2010.
LibreCat
2010 | Conference Paper | LibreCat-ID: 7810
I. Garnefeld, S. Helm, A. Eggert, and S. Tax, “Do Referral Reward Programs Enhance Customer Loyalty? – Results of a Propensity Score Matching Study,” in Proceedings of the 2010 AMA Summer Marketing Educators’ Conference, 2010.
LibreCat
2010 | Conference Paper | LibreCat-ID: 7846
A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Disentangling the Revenue and Cost Implications of the Service Transition: A Latent Growth Analysis,” in Proceedings of the 2nd ISBM Workshop at Harvard Business School, 2010.
LibreCat
2010 | Conference Paper | LibreCat-ID: 7853
B. Frick, A. Eggert, and J. Hogreve, “Corporate Reputation and Customers’ Value Perceptions: A Dynamic Analysis,” in Proceedings of the 39th EMAC Conference, 2010.
LibreCat
2010 | Conference Paper | LibreCat-ID: 7854
A. Eggert, J. Hogreve, W. Ulaga, and E. Münkhoff, “Industrial Services, Product Innovations, and Firm Profitability – A Longitudinal Analysis,” in Proceedings of the Frontiers Pre-Conference on Service and Solution Innovation, 2010.
LibreCat
2010 | Conference Paper | LibreCat-ID: 7855
I. Garnefeld, E. Münkhoff, J. Hogreve, and A. Eggert, “Exploring the Effects of Referral Reward Programs on Satisfied and Dissatisfied Customers,” in Proceedings of the 2010 AMA Winter Marketing Educators’ Conference, 2010.
LibreCat
2010 | Journal Article | LibreCat-ID: 4858
A. Eggert and W. Ulaga, “Managing customer share in key supplier relationships,” Industrial Marketing Management, no. 8, pp. 1346--1355, 2010.
LibreCat
2010 | Journal Article | LibreCat-ID: 4859
S. M. Wagner, A. Eggert, and E. Lindemann, “Creating and appropriating value in collaborative relationships,” Journal of business research, no. 8, pp. 840--848, 2010.
LibreCat
2009 | Conference Paper | LibreCat-ID: 7857
A. Eggert, J. Henseler, and S. Hollmann, “Who Owns the Customer? Disentangling Customer Loyalty in Indirect Distribution Channels,” in Proceedings of the 17th International Colloquium in Relationship Marketing, 2009.
LibreCat
2009 | Conference Paper | LibreCat-ID: 7866
D. Woisetschläger, I. Garnefeld, and A. Eggert, “Can Successful Customer Acquisition Hurt the Existing Customer Base?,” in Proceedings of the 2009 AMA Summer Marketing Educators’ Conference, 2009.
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