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58 Publications
2023 | Conference Paper | LibreCat-ID: 46665
Unboxing video effectiveness – Does speech matter?
I. Garnefeld, E. Böhm, L. Hanf, S. Helm, in: 2023 AMA Summer Academic Conference, San Francisco, CA, 2023.
LibreCat
I. Garnefeld, E. Böhm, L. Hanf, S. Helm, in: 2023 AMA Summer Academic Conference, San Francisco, CA, 2023.
2023 | Conference Paper | LibreCat-ID: 46666
The dark and bright side of online reviews in manufacturer online shops
K. Kessing, I. Garnefeld, E. Böhm, in: EMAC Annual Conference, Odense, Denmark, 2023.
LibreCat
K. Kessing, I. Garnefeld, E. Böhm, in: EMAC Annual Conference, Odense, Denmark, 2023.
2023 | Conference Paper | LibreCat-ID: 46667
Stimulating engagement with unboxing videos – Does speech matter?
L. Hanf, I. Garnefeld, E. Böhm, S. Helm, in: EMAC Annual Conference, Odense, Denmark, 2023.
LibreCat
L. Hanf, I. Garnefeld, E. Böhm, S. Helm, in: EMAC Annual Conference, Odense, Denmark, 2023.
2023 | Journal Article | LibreCat-ID: 46642
Digital technology usage as a driver of servitization paths in manufacturing industries
L.K. Harrmann, A. Eggert, E. Böhm, European Journal of Marketing 57 (2023) 834–857.
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| DOI
L.K. Harrmann, A. Eggert, E. Böhm, European Journal of Marketing 57 (2023) 834–857.
2022 | Journal Article | LibreCat-ID: 46662
Strategic emphasis on service-based business models during the corona crisis: Are customer solutions a curse or blessing for manufacturing firms?
R. Akalan, A. Eggert, E. Böhm, Journal of Service Management Research 6 (2022) 47–63.
LibreCat
R. Akalan, A. Eggert, E. Böhm, Journal of Service Management Research 6 (2022) 47–63.
2022 | Journal Article | LibreCat-ID: 46668
Digital technology usage as a driver of servitization paths in manufacturing industries
A. Eggert, L. Harrmann, E. Böhm, EMAC Annual Conference, Budapest, Hungary (2022).
LibreCat
A. Eggert, L. Harrmann, E. Böhm, EMAC Annual Conference, Budapest, Hungary (2022).
2022 | Conference Paper | LibreCat-ID: 46669
Should manufacturers publish online reviews in their own online shops?
K. Kessing, I. Garnefeld, E. Böhm, in: EMAC Annual Conference, Budapest, Hungary, 2022.
LibreCat
K. Kessing, I. Garnefeld, E. Böhm, in: EMAC Annual Conference, Budapest, Hungary, 2022.
2022 | Journal Article | LibreCat-ID: 46661
Servitization in the manufacturing industry: Where do we stand? Where do we come from?
R. Akalan, E. Böhm, A. Eggert, Journal of Service Management Research 6 (2022) 204–213.
LibreCat
R. Akalan, E. Böhm, A. Eggert, Journal of Service Management Research 6 (2022) 204–213.
2022 | Journal Article | LibreCat-ID: 46634
The ambivalent role of monetary sales incentives in service innovation selling
S. Alavi, E. Böhm, J. Habel, J. Wieseke, C. Schmitz, F. Brüggemann, Journal of Product Innovation Management 39 (2022) 445–463.
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| DOI
S. Alavi, E. Böhm, J. Habel, J. Wieseke, C. Schmitz, F. Brüggemann, Journal of Product Innovation Management 39 (2022) 445–463.
2022 | Journal Article | LibreCat-ID: 46660
Exploring the customer journey of voice commerce: A research agenda
E. Böhm, A. Eggert, I. Garnefeld, H. Holzmüller, T. Schaefers, L. Steinhoff, D. Woisetschläger, Journal of Service Management 6 (2022) 216–231.
LibreCat
E. Böhm, A. Eggert, I. Garnefeld, H. Holzmüller, T. Schaefers, L. Steinhoff, D. Woisetschläger, Journal of Service Management 6 (2022) 216–231.
2021 | Conference Paper | LibreCat-ID: 46670
Exploring the paths towards service growth in manufacturing companies
L. Harrmann, E. Böhm, A. Eggert, in: 2021 AMA Winter Academic Conference, 2021.
LibreCat
L. Harrmann, E. Böhm, A. Eggert, in: 2021 AMA Winter Academic Conference, 2021.
2021 | Journal Article | LibreCat-ID: 41338
Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions
A. Salonen, H. Terho, E. Böhm, A. Virtanen, R. Rajala, Journal of the Academy of Marketing Science 49 (2021) 139–163.
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| DOI
A. Salonen, H. Terho, E. Böhm, A. Virtanen, R. Rajala, Journal of the Academy of Marketing Science 49 (2021) 139–163.
2021 | Journal Article | LibreCat-ID: 41337
Online reviews generated through product testing: can more favorable reviews be enticed with free products?
I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing Science 49 (2021) 703–722.
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| DOI
I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, Journal of the Academy of Marketing Science 49 (2021) 703–722.
2021 | Journal Article | LibreCat-ID: 46635
Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration
T. Schaefers, S. Ruffer, E. Böhm, Industrial Marketing Management 93 (2021) 466–481.
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| DOI
T. Schaefers, S. Ruffer, E. Böhm, Industrial Marketing Management 93 (2021) 466–481.
2020 | Conference Paper | LibreCat-ID: 46689
Do product testing programs lead to more favorable online reviews? (ausgezeichnet mit Best Paper Award)
I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, in: 2020 AMA Winter Academic Conference, San Diego, CA, 2020.
LibreCat
I. Garnefeld, T. Krah, E. Böhm, D.D. Gremler, in: 2020 AMA Winter Academic Conference, San Diego, CA, 2020.
2020 | Conference Paper | LibreCat-ID: 46690
Manufacturers’ service growth through mergers and acquisitions – An event study
A. Eggert, E. Böhm, R. Akalan, H. Gebauer, in: 2020 AMA Winter Academic Conference, San Diego, CA, 2020.
LibreCat
A. Eggert, E. Böhm, R. Akalan, H. Gebauer, in: 2020 AMA Winter Academic Conference, San Diego, CA, 2020.
2020 | Journal Article | LibreCat-ID: 46636
Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling
E. Böhm, A. Eggert, H. Terho, W. Ulaga, A. Haas, Journal of Personal Selling and Sales Management 40 (2020) 180–197.
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| DOI
E. Böhm, A. Eggert, H. Terho, W. Ulaga, A. Haas, Journal of Personal Selling and Sales Management 40 (2020) 180–197.
2019 | Conference Paper | LibreCat-ID: 46675
Service growth by acquisition – An event study
A. Eggert, E. Böhm, R. Akalan, H. Gebauer, in: 9th BMM-EMAC Biennial International Conference on Business Market Management, Berlin, 2019.
LibreCat
A. Eggert, E. Böhm, R. Akalan, H. Gebauer, in: 9th BMM-EMAC Biennial International Conference on Business Market Management, Berlin, 2019.
2019 | Journal Article | LibreCat-ID: 41339
Exploring the link between payment schemes and customer fraud: a mental accounting perspective
I. Garnefeld, A. Eggert, M. Husemann-Kopetzky, E. Böhm, Journal of the Academy of Marketing Science 47 (2019) 595–616.
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| DOI
I. Garnefeld, A. Eggert, M. Husemann-Kopetzky, E. Böhm, Journal of the Academy of Marketing Science 47 (2019) 595–616.
2018 | Conference Paper | LibreCat-ID: 46678
The bright and dark side of service quality signals: A contingency perspective
S. Henkelmann, E. Böhm, C. Cramer, A. Eggert, in: 2018 AMA Winter Academic Conference, New Orleans, FL, 2018.
LibreCat
S. Henkelmann, E. Böhm, C. Cramer, A. Eggert, in: 2018 AMA Winter Academic Conference, New Orleans, FL, 2018.
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.
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| 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.
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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.
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| 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.