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58 Publications
2014 | Conference Paper | LibreCat-ID: 46693
Münkhoff, Eva, et al. “Salespersons’ Solution Crafting Capability: A Knowledge-Based Perspective.” ISBM 2014 Academic Conference, San Francisco, CA, 2014.
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2014 | Conference Paper | LibreCat-ID: 46694
Eggert, A., et al. “Selling Value in Business Markets: Why a Powerful Idea Often Fails.” ISBM 2014 Academic Conference, San Francisco, CA, 2014.
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2014 | Journal Article | LibreCat-ID: 41341
Eggert, Andreas, et al. “Revenue and Profit Implications of Industrial Service Strategies.” Journal of Service Research, vol. 17, no. 1, SAGE Publications, 2014, pp. 23–39, doi:10.1177/1094670513485823.
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| DOI
2013 | Conference Paper | LibreCat-ID: 46697
Garnefeld, I., et al. “Threat and Normative Appeals to Reduce Product Returns in Online Retailing – An Effective Marketing Practice?” 42nd EMAC Annual Conference, Istanbul, 2013.
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2013 | Conference Paper | LibreCat-ID: 46696
Münkhoff, Eva, et al. “How to Prolong a Sales Promotion – Ex-Post Time Extension versus Reframing.” 42nd EMAC Annual Conference, Istanbul, 2013.
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2013 | Book | LibreCat-ID: 46643
Münkhoff, Eva. Umsatz- und Profitabilitätsauswirkungen industrieller Dienstleistungen. Springer Gabler, 2013, doi:10.1007/978-3-658-02122-1.
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| DOI
2012 | Conference Paper | LibreCat-ID: 46698
Garnefeld, I., et al. “I Thought It Was All over and Now It Is Back Again – Customer Reactions to Time Extensions of Sales Promotions.” 2012 AMA Summer Academic Conference, Chicago, IL, 2012.
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2012 | Conference Paper | LibreCat-ID: 46699
Eggert, A., et al. “Growing with Industrial Services – A Configurational Approach (Ausgezeichnet Mit Best Paper Award).” 2012 AMA Winter Academic Conference, St. Petersburg, FL, 2012.
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2011 | Conference Paper | LibreCat-ID: 46702
Eggert, A., et al. “Assessing the Long-Term Effect of Industrial Services on Firm Profitability: The Moderating Impact of Product Innovations (Ausgezeichnet Mit Best Overall Conference Paper Award).” 2011 AMA Winter Academic Conference, Austin, TX, 2011.
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2011 | Conference Paper | LibreCat-ID: 46701
Eggert, A., et al. “Service Orientation of Manufacturing Companies: A Necessary or Sufficient Condition for Firm Profitability?” 40th EMAC Annual Conference, Ljubljana, 2011.
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2011 | Conference Paper | LibreCat-ID: 46700
Münkhoff, Eva, et al. “Time Extension of Sales Promotions – How Do Customers React?” 40th EMAC Annual Conference, Ljubljana, 2011.
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2011 | Journal Article | LibreCat-ID: 46641
Eggert, Andreas, et al. “Industrial Services, Product Innovations, and Firm Profitability: A Multiple-Group Latent Growth Curve Analysis.” Industrial Marketing Management, vol. 40, no. 5, Elsevier BV, 2011, pp. 661–70, doi:10.1016/j.indmarman.2011.05.007.
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| DOI
2010 | Conference Paper | LibreCat-ID: 46705
Eggert, A., et al. “Industrial Services, Product Innovations, and Firm Profitability: A Longitudinal Analysis.” Frontiers Pre-Conference on Service and Solution Innovation, Karlstad, 2010.
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2010 | Conference Paper | LibreCat-ID: 46706
Garnefeld, I., et al. “Exploring the Effects of Referral Reward Programs on Satisfied and Dissatisfied Customers.” 2010 AMA Winter Academic Conference, New Orleans, LA, 2010.
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2010 | Conference Paper | LibreCat-ID: 46704
Eggert, A., et al. “Disentangling the Revenue and Cost Implications of the Service Transition: A Latent Growth Analysis.” ISBM 2010 Academic Conference, Boston, MA, 2010.
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2010 | Conference Paper | LibreCat-ID: 46703
Münkhoff, Eva, et al. “Referral Reward Programs: A Means for Service Recovery?” 18th International Colloquium on Relationship Marketing (ICRM), Reading, 2010.
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2009 | Conference Paper | LibreCat-ID: 46708
Garnefeld, I., et al. “Unintended Effects of Referral Reward Programs: Exploring the Impact of Rewards on Opportunistic Behavior.” 38th EMAC Annual Conference, Nantes, 2009.
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2009 | Conference Paper | LibreCat-ID: 46707
Garnefeld, I., et al. “Referral Reward Programs: New Customer Acquisition by Opportunism?” 15th AMS World Marketing Congress, Oslo, 2009.
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