• Publications
  • Influence
"The (real) world is not enough:" Motivational drivers and user behavior in virtual worlds
Virtual worlds (VWs) have become increasingly prominent during the past decade, populated by individual users and more recently, even “real world” firms. To effectively use a VW for businessExpand
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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 oftenExpand
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Multivariate Analysemethoden - Eine anwendungsorientierte Einführung
Das Lehrbuch behandelt 12 wichtige Verfahren der multivariaten Analysemethoden. Dies sind Regressions-, Varianz-, Diskriminanz-, Kontingenz-, Faktoren-, Cluster-, Korrespondenz- und logistischeExpand
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The Impact of Critical Incidents on Customer Satisfaction in Business-to-Business Relationships
ABSTRACT The few existing studies of satisfaction measurement in business-to-business markets focus on attribute-based approaches and neglect the relevance of critical incidents in relationships.Expand
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Business-to-Business Marketing Textbooks: A Comparative Review
ABSTRACT Even in times of e-learning and multimedia, textbooks play a great part in business marketing education. For this reason and in order to help instructors select the appropriate textbook forExpand
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Steering Sales Reps Through Cost Information: An Investigation into the Black Box of Cognitive References and Negotiation Behavior
As previous research demonstrates, few firms provide full pricing authority to their sales representatives (in the following: sales reps), and those sales representatives who do have full pricingExpand
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