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131 Publications
2019 | Journal Article | LibreCat-ID: 13454
Eggert, Andreas, et al. “Mapping Value in Business Markets: An Integrative Framework.” Industrial Marketing Management, vol. 79, 2019, pp. 13--20.
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2019 | Journal Article | LibreCat-ID: 13455
Garnefeld, Ina, et al. “Exploring the Link between Payment Schemes and Customer Fraud: A Mental Accounting Perspective.” Journal of the Academy of Marketing Science, vol. 47, no. 4, 2019, pp. 595--616.
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2019 | Conference Paper | LibreCat-ID: 13456
Eggert, Andreas, et al. Service Growth by Acquisition – An Event Study. 2019.
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2019 | Journal Article | LibreCat-ID: 13457
Eggert, Andreas, et al. “Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships.” Journal of Marketing, 2019.
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2018 | Conference Paper | LibreCat-ID: 6199
Eggert, Andreas, et al. Are Gift Purchases an Effective Driver of Customer Loyalty? 2018.
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2018 | Journal Article | LibreCat-ID: 4833
Steinhoff, Lena, et al. “Mixed Effects of Company-Initiated Customer Engagement on Customer Loyalty: The Contingency Role of Service Category Involvement.” SMR-Journal of Service Management Research, no. 2, 2018, pp. 22--35.
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2018 | Journal Article | LibreCat-ID: 4834
Eggert, Andreas, et al. “Conceptualizing and Communicating Value in Business Markets: From Value in Exchange to Value in Use.” Industrial Marketing Management, 2018, pp. 80--90.
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2018 | Journal Article | LibreCat-ID: 5001
Garnefeld, Ina, et al. “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, vol. 46, no. 6, 2018, pp. 1133--1147.
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2018 | Conference Paper | LibreCat-ID: 5480
Salonen, A., et al. Engaging a Product-Oriented Salesforce in Solution Sales. 2018.
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2018 | Conference Paper | LibreCat-ID: 5481
Salonen, A., et al. How to Transform a Product-Focused Salesforce to Solution Sales? 2018.
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2017 | Journal Article | LibreCat-ID: 4836
Terho, Harri, et al. “Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action.” Industrial Marketing Management, 2017, pp. 42--55.
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2017 | Journal Article | LibreCat-ID: 4837
Payne, Adrian, et al. “The Customer Value Proposition: Evolution, Development, and Application in Marketing.” Journal of the Academy of Marketing Science, no. 4, 2017, pp. 467--489.
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2017 | Journal Article | LibreCat-ID: 4838
Eggert, Andreas, et al. “Business Service Outsourcing in Manufacturing Firms: An Event Study.” Journal of Service Management, no. 3, 2017, pp. 476--498.
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2017 | Journal Article | LibreCat-ID: 4840
Boehm, Eva, et al. “Service Transition: A Viable Option for Manufacturing Companies with Deteriorating Financial Performance?” Industrial Marketing Management, 2017, pp. 101--111.
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2017 | Book (Editor) | LibreCat-ID: 4908
Helm, Sabrina, et al., editors. Kundenwert. Springer Fachmedien Wiesbaden, 2017, doi:10.1007/978-3-658-10920-2.
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| DOI
2017 | Book Chapter | LibreCat-ID: 4941
Eggert, Andreas. “Die Zwei Perspektiven Des Kundenwerts: Darstellung Und Versuch Einer Integration.” Kundenwert, Springer Fachmedien Wiesbaden, 2017, pp. 37–51, doi:10.1007/978-3-658-10920-2_2.
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| DOI
2017 | Book Chapter | LibreCat-ID: 4942
Helm, Sabrina, et al. “Kundenwert – Eine Einführung in Die Theoretischen Und Praktischen Herausforderungen Der Bewertung von Kundenbeziehungen.” Kundenwert, Springer Fachmedien Wiesbaden, 2017, pp. 3–34, doi:10.1007/978-3-658-10920-2_1.
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| DOI
2017 | Book Chapter | LibreCat-ID: 5005
Garnefeld, Ina, et al. “Retourenmanagement Zur Steigerung Des Kundenwerts.” Kundenwert, 2017, pp. 599--624.
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2017 | Conference Paper | LibreCat-ID: 5479
Eggert, Andreas, et al. The Loyalty Effect of Gift Purchases. 2017.
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2017 | Conference Paper | LibreCat-ID: 5482
Garnefeld, I., et al. Managing the Necessary Evil: Can Payment Methods Reduce Product Returns. 2017.
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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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