Zobrazeno 1 - 10
of 478
pro vyhledávání: '"Christian Homburg"'
Autor:
Christian Homburg, Theresa R. Schyma, Sebastian Hohenberg, Yashar Atefi, Robin-Christopher M. Ruhnau
Publikováno v:
Homburg, C, Schyma, T R, Hohenberg, S, Atefi, Y & Ruhnau, R-C M 2023, ' “Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization ', Journal of the Academy of Marketing Science . https://doi.org/10.1007/s11747-023-00939-1
Team and individual incentives are ubiquitous in sales, but little is known about their impact on collaboration when they are applied simultaneously. The presence of both types of incentives creates a “coopetitive” environment, where forces of co
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::735529bd1ec3f6cc462938b312378d4f
https://doi.org/10.1007/s11747-023-00939-1
https://doi.org/10.1007/s11747-023-00939-1
Autor:
Christian Homburg, Moritz Tischer
Publikováno v:
Homburg, C & Tischer, M 2023, ' Customer journey management capability in business-to-business markets: Its bright and dark sides and overall impact on firm performance ', Journal of the Academy of Marketing Science . https://doi.org/10.1007/s11747-023-00923-9
Business-to-business (B2B) practitioners are increasingly interested in capabilities to holistically manage touchpoints along B2B customer journeys (CJs) to remain competitive. Research in the B2B context, however, has investigated neither what const
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::71376b4fa192b9af233dba27a0742082
https://doi.org/10.1007/s11747-023-00923-9
https://doi.org/10.1007/s11747-023-00923-9
Autor:
Hans Baumgartner, Christian Homburg
Publikováno v:
Handbook of Market Research ISBN: 9783319055428
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4aae8f5efc47dab50b9be45ff5fab015
https://doi.org/10.1007/978-3-319-05542-8_13-1
https://doi.org/10.1007/978-3-319-05542-8_13-1
Publikováno v:
Harz, N, Hohenberg, S & Homburg, C 2021, ' EXPRESS: Virtual Reality in New Product Development: Insights from Pre-Launch Sales Forecasting for Durables ', Journal of Marketing . https://doi.org/10.1177/00222429211014902
This investigation examines how consumer durable goods producers can leverage virtual reality for new product development. First, the authors develop a prelaunch sales forecasting approach with two key features: virtual reality and an extended macro-
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::26a45727e67be63c5e81ce0260084044
https://doi.org/10.1177/00222429211014902
https://doi.org/10.1177/00222429211014902
Publikováno v:
Journal of the Academy of Marketing Science. 49:762-789
Digital business transformation forces firms to develop foundational capabilities to remain competitive. However, despite considerable academic and managerial interest, the nature of a digital business capability (DBC) that creates value by effective
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::30400b563e14deb553b6a3c995851a85
https://doi.org/10.1007/s11747-021-00771-5
https://doi.org/10.1007/s11747-021-00771-5
Autor:
Kateryna Ukrainets, Christian Homburg
Publikováno v:
Psychology & Marketing. 38:908-932
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::0c47b1212d818f5acde11282739a3556
https://doi.org/10.1002/mar.21482
https://doi.org/10.1002/mar.21482
Publikováno v:
Journal of Personal Selling & Sales Management. 41:181-199
Although companies are increasingly deploying inside sales units, knowledge is scarce regarding how to effectively incentivize them. In addressing this neglect, this study draws on network theory t...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::6bd5afdc1a5b8229db1d9a70c8d33bc5
https://doi.org/10.1080/08853134.2021.1872381
https://doi.org/10.1080/08853134.2021.1872381
Publikováno v:
Journal of Marketing Research, 57(6), 1113-1134. AMER MARKETING ASSOC
Multichannel sales systems in business-to-business markets vary substantially in their designs and thereby either attenuate or aggravate agency conflicts between manufacturers and sales partners. Drawing on multiple agency theory, the authors introdu
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::377087c35847019dc7ea2df90368a01f
https://doi.org/10.1177/0022243720929676
https://doi.org/10.1177/0022243720929676
Autor:
Christian Homburg, Dominik M. Wielgos
Publikováno v:
Homburg, C & Wielgos, D M 2022, ' The Value Relevance of Digital Marketing Capabilities to Firm Performance ', Journal of the Academy of Marketing Science . https://doi.org/10.1007/s11747-022-00858-7
Digital transformation of the marketing organization forces firms to develop new digital marketing capabilities (DMCs) to remain competitive. However, despite considerable academic and managerial interest, the value relevance of DMCs beyond the value
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::66f9ff2860c4328f66570893348dd1db
https://research.manchester.ac.uk/en/publications/38f3cc43-12a5-4311-b30e-30dfb7cb9c10
https://research.manchester.ac.uk/en/publications/38f3cc43-12a5-4311-b30e-30dfb7cb9c10
Publikováno v:
Journal of Marketing, 84(5), 117-136. AMER MARKETING ASSOC
Although reacquiring customers can lead to beneficial outcomes, reacquisition processes are often unpleasant for employees, who may be required to admit and address failures. Because many organizational environments reward success and punish failure,
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::630cf71fe895005dac1b82e11e8b90e1
https://research.rug.nl/en/publications/ac5b9de1-2080-4eee-9325-ad9ff212b638
https://research.rug.nl/en/publications/ac5b9de1-2080-4eee-9325-ad9ff212b638