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58 Publications
2018 | Conference Paper | LibreCat-ID: 46677
How to transform a product-focused salesforce to solution sales?
A. Salonen, H. Terho, E. Böhm, R. Rajala, A. Virtanen, in: 47rd EMAC Annual Conference, Glasgow, UK, 2018.
LibreCat
A. Salonen, H. Terho, E. Böhm, R. Rajala, A. Virtanen, in: 47rd EMAC Annual Conference, Glasgow, UK, 2018.
2018 | Conference Paper | LibreCat-ID: 46676
Engaging a product-oriented salesforce in solution sales
A. Salonen, H. Terho, E. Böhm, R. Rajala, A. Virtanen, in: ISBM 2018 Academic Conference, Cambridge, MA, 2018.
LibreCat
A. Salonen, H. Terho, E. Böhm, R. Rajala, A. Virtanen, in: ISBM 2018 Academic Conference, Cambridge, MA, 2018.
2018 | Journal Article | LibreCat-ID: 41340
I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions
I. Garnefeld, E. Böhm, L. Klimke, A. Oestreich, Journal of the Academy of Marketing Science 46 (2018) 1133–1147.
LibreCat
| DOI
I. Garnefeld, E. Böhm, L. Klimke, A. Oestreich, Journal of the Academy of Marketing Science 46 (2018) 1133–1147.
2017 | Conference Paper | LibreCat-ID: 46679
Managing the necessary evil: Can payment methods reduce product returns (ausgezeichnet mit Best Paper Award)
I. Garnefeld, E. Böhm, L. Feider, in: 2017 AMA Winter Academic Conference, Orlando, FL, 2017.
LibreCat
I. Garnefeld, E. Böhm, L. Feider, in: 2017 AMA Winter Academic Conference, Orlando, FL, 2017.
2017 | Conference Paper | LibreCat-ID: 46680
Service Awards: Do They Help or Harm in Case of a Service Failure?
C. Cramer, E. Böhm, A. Eggert, in: 2017 AMA Winter Academic Conference, Orlando, FL, 2017.
LibreCat
C. Cramer, E. Böhm, A. Eggert, in: 2017 AMA Winter Academic Conference, Orlando, FL, 2017.
2017 | Journal Article | LibreCat-ID: 46638
Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action
H. Terho, A. Eggert, W. Ulaga, A. Haas, E. Böhm, Industrial Marketing Management 66 (2017) 42–55.
LibreCat
| DOI
H. Terho, A. Eggert, W. Ulaga, A. Haas, E. Böhm, Industrial Marketing Management 66 (2017) 42–55.
2017 | Journal Article | LibreCat-ID: 46639
Business service outsourcing in manufacturing firms: an event study
A. Eggert, E. Böhm, C. Cramer, Journal of Service Management 28 (2017) 476–498.
LibreCat
| DOI
A. Eggert, E. Böhm, C. Cramer, Journal of Service Management 28 (2017) 476–498.
2016 | Conference Paper | LibreCat-ID: 46684
Shedding light on outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective
E. Böhm, C. Backhaus, A. Eggert, T. Pitsis, in: 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016.
LibreCat
E. Böhm, C. Backhaus, A. Eggert, T. Pitsis, in: 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016.
2016 | Conference Paper | LibreCat-ID: 46683
Understanding service awards: Exploit the bright side, avoid the dark side (ausgezeichnet mit Best Paper Award)
C. Cramer, E. Böhm, A. Eggert, in: 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016.
LibreCat
C. Cramer, E. Böhm, A. Eggert, in: 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016.
2016 | Conference Paper | LibreCat-ID: 46681
Business Service Outsourcing in Manufacturing Firms: An Event Study
A. Eggert, E. Böhm, C. Cramer, in: International Colloquium on Relationship Marketing (ICRM), Toulouse (Nominiert Für Best Paper Award), 2016.
LibreCat
A. Eggert, E. Böhm, C. Cramer, in: International Colloquium on Relationship Marketing (ICRM), Toulouse (Nominiert Für Best Paper Award), 2016.