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12 Result(s)
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Andreas Eggert
Marketing
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Chapter
Bringing Industrial Software to Market: Managerial Challenges and an Agenda for Future Research
Industrial manufacturers are increasingly develo** and marketing industrial software systems (ISS) in addition to their traditional hardware-based products. ISS are complex market offerings with a software c...
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Article
Advancing marketing theory and practice: guidelines for crafting research propositions
Effective research propositions are key to advancing marketing theory and practice. However, our discipline provides little guidance on how to systematically craft impactful propositions. Consequently, scholar...
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Chapter
Customer Success
Recent years have witnessed an ever-growing interest among business practitioners in customer success. Despite the growing managerial emphasis on customer success in the business press, academic research in th...
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Article
Exploring the link between payment schemes and customer fraud: a mental accounting perspective
Containing customer fraud has great economic relevance. This research proposes a fresh approach, derived from mental accounting theory and behavioral pricing research. Large-scale field data from more than 100...
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Article
The customer value proposition: evolution, development, and application in marketing
The customer value proposition (CVP) has a critical role in communicating how a company aims to provide value to customers. Managers and scholars increasingly use CVP terminology, yet the concept remains poorl...
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Book
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Article
Do customized service packages impede value capture in industrial markets?
Capturing the value of industrial services is an issue of growing concern as services increasingly define manufacturing companies’ competitive market positions. In business markets, suppliers often create cust...
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Chapter and Conference Paper
Referral Reward Programs: New Customer Acquisition by Opportunism?
Referral reward programs are frequently used in services marketing. In referral reward programs, a customer receives a reward for convincing others to become a customer. Numerous large service firms offer rewa...
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Chapter and Conference Paper
Conceptualizing, Measuring, and Managing Customer Share in Key Supplier Relationships
Marketing metrics have experienced a substantial growth of interest in recent years. From a managerial perspective, top management increasingly calls for “marketing accountability” pressuring marketers to prod...
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Chapter and Conference Paper
Customer-Perceived Value in Business Relationships: A Cross-Sectional Survey Among Purchasing Managers in Germany
In recent years, there has been a resurgence of interest in the value construct. Delivering superior value to customers is a major concern of management in many business markets of today. In addition, « value ...
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Chapter
Modeling the Impact of Corporate Reputation on Customer Satisfaction and Loyalty Using Partial Least Squares
Reputation is one of the most important intangible assets of a firm. For the most part, recent articles have investigated its impact on firm profitability whereas its effects on individual customers have been ...
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Article
Determinanten der Weiterempfehlung: Kundenzufriedenheit oder Kundenbindung?
Die Marketingwissenschaft wird der hohen praktischen Bedeutung von Weiterempfehlungen bislang nicht gerecht. Viele Ausführungen zu diesem Thema basieren auf bloßen Plausibilitätsannahmen. Zumeist wird unterste...
