Please note that LibreCat no longer supports Internet Explorer versions 8 or 9 (or earlier).
We recommend upgrading to the latest Internet Explorer, Google Chrome, or Firefox.
58 Publications
2021 | Conference Paper | LibreCat-ID: 46670
Harrmann, L., et al. “Exploring the Paths towards Service Growth in Manufacturing Companies.” 2021 AMA Winter Academic Conference, 2021.
LibreCat
2021 | Journal Article | LibreCat-ID: 41338
Salonen, Anna, et al. “Engaging a Product-Focused Sales Force in Solution Selling: Interplay of Individual- and Organizational-Level Conditions.” Journal of the Academy of Marketing Science, vol. 49, no. 1, Springer Science and Business Media LLC, 2021, pp. 139–63, doi:10.1007/s11747-020-00729-z.
LibreCat
| DOI
2021 | Journal Article | LibreCat-ID: 41337
Garnefeld, Ina, et al. “Online Reviews Generated through Product Testing: Can More Favorable Reviews Be Enticed with Free Products?” Journal of the Academy of Marketing Science, vol. 49, no. 4, Springer Science and Business Media LLC, 2021, pp. 703–22, doi:10.1007/s11747-021-00770-6.
LibreCat
| DOI
2021 | Journal Article | LibreCat-ID: 46635
Schaefers, Tobias, et al. “Outcome-Based Contracting from the Customers’ Perspective: A Means-End Chain Analytical Exploration.” Industrial Marketing Management, vol. 93, Elsevier BV, 2021, pp. 466–81, doi:10.1016/j.indmarman.2020.06.002.
LibreCat
| DOI
2020 | Conference Paper | LibreCat-ID: 46689
Garnefeld, I., et al. “Do Product Testing Programs Lead to More Favorable Online Reviews? (Ausgezeichnet Mit Best Paper Award).” 2020 AMA Winter Academic Conference, San Diego, CA, 2020.
LibreCat
2020 | Conference Paper | LibreCat-ID: 46690
Eggert, A., et al. “Manufacturers’ Service Growth through Mergers and Acquisitions – An Event Study.” 2020 AMA Winter Academic Conference, San Diego, CA, 2020.
LibreCat
2020 | Journal Article | LibreCat-ID: 46636
Böhm, Eva, et al. “Drivers and Outcomes of Salespersons’ Value Opportunity Recognition Competence in Solution Selling.” Journal of Personal Selling and Sales Management, vol. 40, no. 3, Informa UK Limited, 2020, pp. 180–97, doi:10.1080/08853134.2020.1778484.
LibreCat
| DOI
2019 | Conference Paper | LibreCat-ID: 46675
Eggert, A., et al. “Service Growth by Acquisition – An Event Study.” 9th BMM-EMAC Biennial International Conference on Business Market Management, Berlin, 2019.
LibreCat
2019 | Journal Article | LibreCat-ID: 41339
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, Springer Science and Business Media LLC, 2019, pp. 595–616, doi:10.1007/s11747-019-00653-x.
LibreCat
| DOI
2018 | Conference Paper | LibreCat-ID: 46678
Henkelmann, S., et al. “The Bright and Dark Side of Service Quality Signals: A Contingency Perspective.” 2018 AMA Winter Academic Conference, New Orleans, FL, 2018.
LibreCat
2018 | Conference Paper | LibreCat-ID: 46677
Salonen, A., et al. “How to Transform a Product-Focused Salesforce to Solution Sales?” 47rd EMAC Annual Conference, Glasgow, UK, 2018.
LibreCat
2018 | Conference Paper | LibreCat-ID: 46676
Salonen, A., et al. “Engaging a Product-Oriented Salesforce in Solution Sales.” ISBM 2018 Academic Conference, Cambridge, MA, 2018.
LibreCat
2018 | Journal Article | LibreCat-ID: 41340
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, Springer Science and Business Media LLC, 2018, pp. 1133–47, doi:10.1007/s11747-018-0600-y.
LibreCat
| DOI
2017 | Conference Paper | LibreCat-ID: 46679
Garnefeld, I., et al. “Managing the Necessary Evil: Can Payment Methods Reduce Product Returns (Ausgezeichnet Mit Best Paper Award).” 2017 AMA Winter Academic Conference, Orlando, FL, 2017.
LibreCat
2017 | Conference Paper | LibreCat-ID: 46680
Cramer, C., et al. “Service Awards: Do They Help or Harm in Case of a Service Failure?” 2017 AMA Winter Academic Conference, Orlando, FL, 2017.
LibreCat
2017 | Journal Article | LibreCat-ID: 46638
Terho, Harri, et al. “Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action.” Industrial Marketing Management, vol. 66, Elsevier BV, 2017, pp. 42–55, doi:10.1016/j.indmarman.2017.06.015.
LibreCat
| DOI
2017 | Journal Article | LibreCat-ID: 46639
Eggert, Andreas, et al. “Business Service Outsourcing in Manufacturing Firms: An Event Study.” Journal of Service Management, vol. 28, no. 3, Emerald, 2017, pp. 476–98, doi:10.1108/josm-11-2016-0306.
LibreCat
| DOI
2016 | Conference Paper | LibreCat-ID: 46684
Böhm, Eva, et al. “Shedding Light on Outcome-Based Contracts: Benefits and Risks from the Buyers’ and Sellers’ Perspective.” 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016.
LibreCat
2016 | Conference Paper | LibreCat-ID: 46683
Cramer, C., et al. “Understanding Service Awards: Exploit the Bright Side, Avoid the Dark Side (Ausgezeichnet Mit Best Paper Award).” 2016 AMA Winter Academic Conference, Las Vegas, NV, 2016.
LibreCat
2016 | Conference Paper | LibreCat-ID: 46681
Eggert, A., et al. “Business Service Outsourcing in Manufacturing Firms: An Event Study.” International Colloquium on Relationship Marketing (ICRM), Toulouse (Nominiert Für Best Paper Award), 2016.
LibreCat