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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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