Browsing by Division "IMC – Institute for Marketing and Customer Insight"
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Publication10 Thesen zur Marktbearbeitung des Fachhandels( 1990)Type: newspaper articleJournal: ProfilVolume: Okt./1990
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Publication100 Jahre HSG: Integrierte und agile Konzepte für eine erfolgreiche Marktbearbeitung - Unternehmen brauchen innovative Kommunikationskonzepte in dynamischen MärktenType: journal articleJournal: Management ZeitschriftVolume: 1998Issue: 3
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Publication13 Thesen zur Vorbereitung und Durchführung der Verkaufsleiterprüfung aus der Sicht des Prüflings( 1982)Type: journal articleJournal: Verkauf und MarketingVolume: Nr. 10/1982
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Publication“35 Candy for a T-Shirt?”: How a Currency’s Dissimilarity to Money Decreases Purchase Intentions( 2021-05)Money is much more than dollars, pounds or yen. The digitization of money has led to the emergence of numerous virtual currencies (i.e., company-issued currencies for purchases within the company’s ecosystem). Billions of US dollars are exchanged using such virtual currencies every year. Still, most pricing-related research focuses on payments using official currencies. In our article, we build upon payment mechanism and processing fluency research to predict consumers’ purchase intentions with virtual currencies. Study 1 addresses how perceived money similarity can be predicted by semantic similarity measurements. In Studies 2 and 3, we replicate real-world purchase scenarios to show how a virtual currency’s dissimilarity to money decreases purchase intentions through both the decrease of processing fluency and the increase of pain of payment. Managerial as well as theoretical implications are discussed.Type: conference paper
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PublicationA COMPUTATIONAL VISUAL ANALYSIS OF IMAGE DESIGN IN SOCIAL MEDIA CAR MODEL COMMUNITIES( 2019)
;Ludwig, StephanType: conference paper -
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PublicationA Dynamic Model of Fan Behavior : When Team Expenditures and Brand Equity Signal Future Performance in Professional Sports Market(ISCTE Business School, 2012-05-22)
;Hattula, Stefan ;Wetzel, Hauke ;Hammerschmidt, Maik ;Ebertin, Cornelia ;Bauer, Hans H.Paulo, RitaType: conference paper -
PublicationA Marketing Approach to Financial Disclosure Narratives : Relevance of Market-Based Intangibles in Earnings Conference Calls(Rosch Druck, 2011)Ebersbach, LydiaType: doctoral thesis
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PublicationA Meta Analysis of the Antecedents and Consequences of Strategic FlexibilityIt is axiomatic that strategic flexibility is a key success factor in generating competitive advantage. Despite this maxim, often peddled in the normative literature, empirical studies have produced inconsistent results for the strength and direction of this relationship. We synthesize these results and provide empirical support for a general, moderate, and positive effect of strategic flexibility on firm performance. Moreover, we find that strategic flexibility indirectly affects financial performance through its positive effects on innovation capability and superior market position, and that strategic flexibility has a negative direct effect on financial performance. Importantly, the meta-analytic evidence also indicates that the strategic flexibility-performance relationship depends on measurement methods, the research context, and certain environmental characteristics. Exploratory analyses regarding the antecedents of strategic flexibility reveal many meaningful differences to the predominant expectations in prior research. Overall, our results provide the necessary nuance to discerning the specific antecedent and consequential effects of strategic flexibility, thereby providing valuable implications for managers, and outlining a research agenda for future inquiries.Type: journal articleJournal: Academy of Management Best Paper ProceedingsIssue: 2014
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PublicationA Meta Analysis of the Antecedents and Consequences of Strategic FlexibilityIt is axiomatic that strategic flexibility is a key success factor in generating competitive advantage. Despite this maxim, often peddled in the normative literature, empirical studies have produced inconsistent results for the strength and direction of this relationship. We synthesize these results and provide empirical support for a general, moderate, and positive effect of strategic flexibility on firm performance. Moreover, we find that strategic flexibility indirectly affects financial performance through its positive effects on innovation capability and superior market position, and that strategic flexibility has a negative direct effect on financial performance. Importantly, the meta-analytic evidence also indicates that the strategic flexibility-performance relationship depends on measurement methods, the research context, and certain environmental characteristics. Exploratory analyses regarding the antecedents of strategic flexibility reveal many meaningful differences to the predominant expectations in prior research. Overall, our results provide the necessary nuance to discerning the specific antecedent and consequential effects of strategic flexibility, thereby providing valuable implications for managers, and outlining a research agenda for future inquiries.Type: conference paper
Scopus© Citations 2 -
PublicationA narrative review and meta-analysis of service interaction quality : New research directions and implicationsPurpose - This paper conceptualizes and empirically tests the determinants of service interaction quality (SIQ) as attitude, behavior, and expertise of service provider (SP). Further, the individual and simultaneous effects of SIQ and its dimensions on important marketing outcomes are tested. Design/methodology/approach - The narrative review of extant research helps formulate a conceptual model of SIQ, which is investigated using univariate and multivariate meta-analysis. Findings - There are interdependencies between drivers of SIQ that underlines the need to (a) conceptualize service interaction as a dyadic phenomenon, (b) use contemporary multilevel models, dyadic models, non-linear SEMs, and process studies, and (c) study new and diverse services contexts. Meta-analysis illustrates the relative importance of the three drivers of SIQ and, in turn, their impact on consumer satisfaction and loyalty. Research limitations/implications - The meta-analysis is based on existing research, which unfortunately has not examined critical services or exigency situations where SIQ is of paramount importance. Future research will be tasked with diversifying to several important domains where SIQ is a critical aspect of perceived service quality. Practical implications - This study emphasizes that, although the expertise of SP is important, firms would be surprised to learn that the attitude and behavior of their employees are equally important antecedents. In fact, there is a delicate balance that needs to be found; otherwise, attitudinal factors can have an overall counterproductive effect on consumer satisfaction. Originality/value - This paper provides an empirical synthesis of SIQ and opens up interesting areas for further research. Keywords: Service interaction quality, Attitude, Behavior, Expertise, Meta-analysis, Review Paper type: Research paperType: journal articleJournal: Journal of Services MarketingVolume: 29Issue: 1
Scopus© Citations 40 -
PublicationA Salesperson's Cross-Functional Orientation : Antecedents and Effects on Cross-Selling SuccessThis study investigates antecedents of a salesperson's cross-functional orientation and its effect on cross-selling success. Results indicate a strong effect of cross-functional orientation on cross-selling success. Moreover, results show a strong influence of salesperson specific variables on cross-functional orientation and cross-selling success.Type: conference paperJournal: AMA Educators ProceedingsVolume: Vol. 21
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PublicationA self-based trickle-down model of work meaningfulness( 2017-05-04)
;Raes, AnneloesKark, RonitType: conference paper -
PublicationA Typology of Business Models in Electronic Commerce for Marketing Consumer Goods( 1999-09-26)
;Birkhofer, Ben ;Dholakia, Ruby RoyWikistrom, SolveigType: conference paper -
PublicationA Vast Natural Resource Waiting to be Mined : Interview on Big Data with Moshe RappoportType: newspaper articleJournal: Marketing Review St. GallenVolume: 2014Issue: 01
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PublicationABC für erfolgreiche Reifenfachhändler und Probleme und Marketingreserven für Reifenfachhändler( 1991)Type: journal articleJournal: ThexisVolume: Nr. 2/1991
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PublicationAbhängigkeit der Hersteller vom Handel und Tendenz zur Rivalität im vertikalen Marketing( 1989-01-01)Type: journal articleJournal: Der MarkenartikelVolume: Nr. 4/1989
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PublicationAbility2Delight - Entwicklung organisationaler Kompetenzen zur KundenbegeisterungType: journal articleJournal: Marketing Review St. GallenIssue: 1
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