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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.
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| 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.
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| 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.
2016 | Conference Paper | LibreCat-ID: 46682
The service award paradox
C. Cramer, E. Böhm, A. Eggert, in: 45rd EMAC Annual Conference, Oslo, 2016.
LibreCat
C. Cramer, E. Böhm, A. Eggert, in: 45rd EMAC Annual Conference, Oslo, 2016.
2016 | Journal Article | LibreCat-ID: 46663
Understanding outcome-based contracts: Benefits and risks from the buyers’ and sellers’ perspective
E. Böhm, C. Backhaus, A. Eggert, T. Cummins, Journal of Strategic Contracting and Negotiation, (Ausgezeichnet Mit Best Paper Award) 3 (2016) 128–149.
LibreCat
E. Böhm, C. Backhaus, A. Eggert, T. Cummins, Journal of Strategic Contracting and Negotiation, (Ausgezeichnet Mit Best Paper Award) 3 (2016) 128–149.
2016 | Book Chapter | LibreCat-ID: 46664
Retourenmanagement zur Steigerung des Kundenwerts
I. Garnefeld, E. Böhm, L. Feider, in: B. Günther, S. Helm, A. Eggert (Eds.), Kundenwert: Grundlagen – Innovative Konzepte – Praktische Umsetzungen, 2nd ed., 2016.
LibreCat
I. Garnefeld, E. Böhm, L. Feider, in: B. Günther, S. Helm, A. Eggert (Eds.), Kundenwert: Grundlagen – Innovative Konzepte – Praktische Umsetzungen, 2nd ed., 2016.
2016 | Journal Article | LibreCat-ID: 46640
Service transition: A viable option for manufacturing companies with deteriorating financial performance?
E. Böhm, A. Eggert, C. Thiesbrummel, Industrial Marketing Management 60 (2016) 101–111.
LibreCat
| DOI
E. Böhm, A. Eggert, C. Thiesbrummel, Industrial Marketing Management 60 (2016) 101–111.
2015 | Conference Paper | LibreCat-ID: 46686
Threatening customers not to return – An effective strategy for online retailers?
L. Feider, I. Garnefeld, E. Böhm, in: 44th EMAC Annual Conference, Leuven, 2015.
LibreCat
L. Feider, I. Garnefeld, E. Böhm, in: 44th EMAC Annual Conference, Leuven, 2015.
2015 | Conference Paper | LibreCat-ID: 46688
Stock market reactions to customer service outsourcing in manufacturing firms
A. Eggert, E. Böhm, C. Cramer, in: 2015 AMA Winter Academic Conference, San Antonio, TX, 2015.
LibreCat
A. Eggert, E. Böhm, C. Cramer, in: 2015 AMA Winter Academic Conference, San Antonio, TX, 2015.
2015 | Conference Paper | LibreCat-ID: 46687
Recognizing value creation opportunities in business markets
E. Böhm, A. Eggert, H. Terho, W. Ulaga, A. Haas, in: 2015 AMA Winter Academic Conference, San Antonio, TX, 2015.
LibreCat
E. Böhm, A. Eggert, H. Terho, W. Ulaga, A. Haas, in: 2015 AMA Winter Academic Conference, San Antonio, TX, 2015.
2015 | Conference Paper | LibreCat-ID: 46685
Stock market reactions to business service outsourcing in manufacturing firms
A. Eggert, E. Böhm, C. Cramer, in: 44th EMAC Annual Conference, Leuven, 2015.
LibreCat
A. Eggert, E. Böhm, C. Cramer, in: 44th EMAC Annual Conference, Leuven, 2015.
2014 | Conference Paper | LibreCat-ID: 46695
Service transition: A viable option for manufacturing companies with declining financial performance?
A. Eggert, E. Münkhoff, C. Thiesbrummel, in: 43rd EMAC Annual Conference, Valencia, 2014.
LibreCat
A. Eggert, E. Münkhoff, C. Thiesbrummel, in: 43rd EMAC Annual Conference, Valencia, 2014.
2014 | Conference Paper | LibreCat-ID: 46692
Service transition versus service infusion: Different pathways to success for service-oriented manufacturers?
V. Kanuri, E. Münkhoff, L.K. Scheer, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.
LibreCat
V. Kanuri, E. Münkhoff, L.K. Scheer, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.
2014 | Conference Paper | LibreCat-ID: 46693
Salespersons’ solution crafting capability: A knowledge-based perspective
E. Münkhoff, A. Eggert, H. Terho, A. Haas, W. Ulaga, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.
LibreCat
E. Münkhoff, A. Eggert, H. Terho, A. Haas, W. Ulaga, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.
2014 | Conference Paper | LibreCat-ID: 46694
Selling value in business markets: Why a powerful idea often fails
A. Eggert, A. Haas, H. Terho, W. Ulaga, E. Münkhoff, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.
LibreCat
A. Eggert, A. Haas, H. Terho, W. Ulaga, E. Münkhoff, in: ISBM 2014 Academic Conference, San Francisco, CA, 2014.
2014 | Journal Article | LibreCat-ID: 41341
Revenue and Profit Implications of Industrial Service Strategies
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, Journal of Service Research 17 (2014) 23–39.
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| DOI
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, Journal of Service Research 17 (2014) 23–39.
2013 | Conference Paper | LibreCat-ID: 46697
Threat and normative appeals to reduce product returns in online retailing – An effective marketing practice?
I. Garnefeld, E. Münkhoff, K. Raum, in: 42nd EMAC Annual Conference, Istanbul, 2013.
LibreCat
I. Garnefeld, E. Münkhoff, K. Raum, in: 42nd EMAC Annual Conference, Istanbul, 2013.
2013 | Conference Paper | LibreCat-ID: 46696
How to prolong a sales promotion – Ex-post time extension versus reframing
E. Münkhoff, I. Garnefeld, A. Bruns, in: 42nd EMAC Annual Conference, Istanbul, 2013.
LibreCat
E. Münkhoff, I. Garnefeld, A. Bruns, in: 42nd EMAC Annual Conference, Istanbul, 2013.
2013 | Book | LibreCat-ID: 46643
Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen
E. Münkhoff, Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen, Springer Gabler, Wiesbaden, 2013.
LibreCat
| DOI
E. Münkhoff, Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen, Springer Gabler, Wiesbaden, 2013.
2012 | Conference Paper | LibreCat-ID: 46698
I thought it was all over and now it is back again – Customer reactions to time extensions of sales promotions
I. Garnefeld, E. Münkhoff, A. Bruns, in: 2012 AMA Summer Academic Conference, Chicago, IL, 2012.
LibreCat
I. Garnefeld, E. Münkhoff, A. Bruns, in: 2012 AMA Summer Academic Conference, Chicago, IL, 2012.
2012 | Conference Paper | LibreCat-ID: 46699
Growing with industrial services – A configurational approach (ausgezeichnet mit Best Paper Award)
A. Eggert, E. Münkhoff, C. Thiesbrummel, in: 2012 AMA Winter Academic Conference, St. Petersburg, FL, 2012.
LibreCat
A. Eggert, E. Münkhoff, C. Thiesbrummel, in: 2012 AMA Winter Academic Conference, St. Petersburg, FL, 2012.
2011 | Conference Paper | LibreCat-ID: 46702
Assessing the long-term effect of industrial services on firm profitability: The moderating impact of product innovations (ausgezeichnet mit Best Overall Conference Paper Award)
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, in: 2011 AMA Winter Academic Conference, Austin, TX, 2011.
LibreCat
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, in: 2011 AMA Winter Academic Conference, Austin, TX, 2011.
2011 | Conference Paper | LibreCat-ID: 46701
Service orientation of manufacturing companies: A necessary or sufficient condition for firm profitability?
A. Eggert, E. Münkhoff, C. Thiesbrummel, in: 40th EMAC Annual Conference, Ljubljana, 2011.
LibreCat
A. Eggert, E. Münkhoff, C. Thiesbrummel, in: 40th EMAC Annual Conference, Ljubljana, 2011.
2011 | Conference Paper | LibreCat-ID: 46700
Time extension of sales promotions – How do customers react?
E. Münkhoff, I. Garnefeld, A. Bruns, in: 40th EMAC Annual Conference, Ljubljana, 2011.
LibreCat
E. Münkhoff, I. Garnefeld, A. Bruns, in: 40th EMAC Annual Conference, Ljubljana, 2011.
2011 | Journal Article | LibreCat-ID: 46641
Industrial services, product innovations, and firm profitability: A multiple-group latent growth curve analysis
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, Industrial Marketing Management 40 (2011) 661–670.
LibreCat
| DOI
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, Industrial Marketing Management 40 (2011) 661–670.
2010 | Conference Paper | LibreCat-ID: 46705
Industrial services, product innovations, and firm profitability: A longitudinal analysis
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, in: Frontiers Pre-Conference on Service and Solution Innovation, Karlstad, 2010.
LibreCat
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, in: Frontiers Pre-Conference on Service and Solution Innovation, Karlstad, 2010.
2010 | Conference Paper | LibreCat-ID: 46706
Exploring the effects of referral reward programs on satisfied and dissatisfied customers
I. Garnefeld, E. Münkhoff, J. Hogreve, A. Eggert, in: 2010 AMA Winter Academic Conference, New Orleans, LA, 2010.
LibreCat
I. Garnefeld, E. Münkhoff, J. Hogreve, A. Eggert, in: 2010 AMA Winter Academic Conference, New Orleans, LA, 2010.
2010 | Conference Paper | LibreCat-ID: 46704
Disentangling the revenue and cost implications of the service transition: A latent growth analysis
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, in: ISBM 2010 Academic Conference, Boston, MA, 2010.
LibreCat
A. Eggert, J. Hogreve, W. Ulaga, E. Münkhoff, in: ISBM 2010 Academic Conference, Boston, MA, 2010.
2010 | Conference Paper | LibreCat-ID: 46703
Referral reward programs: A means for service recovery?
E. Münkhoff, I. Garnefeld, J. Hogreve, A. Eggert, in: 18th International Colloquium on Relationship Marketing (ICRM), Reading, 2010.
LibreCat
E. Münkhoff, I. Garnefeld, J. Hogreve, A. Eggert, in: 18th International Colloquium on Relationship Marketing (ICRM), Reading, 2010.
2009 | Conference Paper | LibreCat-ID: 46708
Unintended effects of referral reward programs: Exploring the impact of rewards on opportunistic behavior
I. Garnefeld, E. Münkhoff, J. Hogreve, A. Eggert, in: 38th EMAC Annual Conference, Nantes, 2009.
LibreCat
I. Garnefeld, E. Münkhoff, J. Hogreve, A. Eggert, in: 38th EMAC Annual Conference, Nantes, 2009.
2009 | Conference Paper | LibreCat-ID: 46707
Referral reward programs: New customer acquisition by opportunism?
I. Garnefeld, E. Münkhoff, J. Hogreve, A. Eggert, in: 15th AMS World Marketing Congress, Oslo, 2009.
LibreCat
I. Garnefeld, E. Münkhoff, J. Hogreve, A. Eggert, in: 15th AMS World Marketing Congress, Oslo, 2009.