@misc{7517,
  abstract     = {{As a service innovation in the sharing economy, on-demand features (ODFs) allow customers to temporarily access additional features of a product they already own in return for a fee. Using ODFs, manufacturers can infuse existing product-centric business models with sharing economy and servitization principles, in order to generate recurring revenues. This article conceptualizes the novel phenomenon and delineates it from other concepts. Moreover, based on two experimental studies and drawing from fairness theory, first evidence is provided for how consumers react to key characteristics of ODFs, namely their tangibility and pricing structure. While intangible, software-based ODFs appear to find acceptance, consumers perceive on-demand access to tangible, hardware-based features as unfair, which explains their reduced purchase intent. Moreover, fairness perceptions and behavioral intentions are more positive towards ODFs that offer flat rate pricing compared to those that employ a pay-per-use pricing structure.}},
  author       = {{Schäfers, Tobias and Leban, Marina and Vogt, Florian}},
  booktitle    = {{Journal of Business Research}},
  issn         = {{0148-2963 }},
  keywords     = {{Sharing economy, Service innovation, Access-based services, Fairness perception}},
  number       = {{2}},
  pages        = {{751--761}},
  publisher    = {{Elsevier}},
  title        = {{{On-demand features: Consumer reactions to tangibility and pricing structure}}},
  doi          = {{10.1016/j.jbusres.2021.09.054}},
  volume       = {{39}},
  year         = {{2022}},
}

@misc{8328,
  abstract     = {{Industrial Marketing Management (IMM) has made academic-practitioner articles central to its development strategy, creating a section to incubate articles co-authored by academics and practitioners. In this editorial, we provide insight to the current state of academic-practitioner articles in Industrial Marketing Management, outline suitable research methodologies, and provide guidelines for prospective authors.}},
  author       = {{van der Borgh, Michel and Schäfers, Tobias and Lindgreen, Adam and Di Benedetto, C. Anthony}},
  booktitle    = {{  Industrial marketing management : the international journal for industrial and high-tech firms}},
  issn         = {{1873-2062}},
  keywords     = {{Academic-practitioner, Research, Rigor, Relevance}},
  number       = {{5}},
  pages        = {{A1--A6}},
  publisher    = {{Elsevier}},
  title        = {{{Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management}}},
  doi          = {{10.1016/j.indmarman.2022.03.015}},
  volume       = {{103}},
  year         = {{2022}},
}

@misc{8339,
  author       = {{Lauzi, F. and Westphal, J. and Rangarajan, D. and Schäfers, Tobias and Parra-Merono, M.C. and De-Juan-Vigaray, M.D.}},
  location     = {{Online}},
  title        = {{{Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics}}},
  year         = {{2022}},
}

@misc{8340,
  author       = {{Schäfers, Tobias and Leban, Marina}},
  location     = {{ Online}},
  title        = {{{On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models}}},
  year         = {{2022}},
}

@misc{8341,
  author       = {{Cziehso, Gerrit and Schäfers, Tobias and Brinkhoff, Stefan and Nauß, Nina}},
  location     = {{Budapest}},
  title        = {{{„Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement}}},
  year         = {{2022}},
}

@misc{8808,
  author       = {{Schäfers, Tobias and Groza, Mark}},
  location     = {{Bielefeld }},
  title        = {{{Selling ownership or selling access? Examining salespersons' preferences and capabilities }}},
  year         = {{2022}},
}

@misc{7518,
  abstract     = {{The sharing economy provides short-term access to products without the risks associated with ownership. While extant research primarily examined it in the context of affluent consumer segments, the sharing economy may offer opportunities for consumers at the base of the economic pyramid, where ownership risks prevent access to products that could create societal benefits. Drawing from risk perception theory, we examine how access-based services, as an alternative to ownership, can mitigate perceived risk dimensions. An experimental study reveals that, in contrast to consumers with higher income, low-income consumers perceive access-based services to entail less financial risk, resulting in a greater inclination to access a good than to own it. In a second study, we explore these differences by comparing access with a risk mitigation strategy. We find that at the base of the pyramid, access is perceived to entail less financial risk than both ownership and ownership with a warranty. The results indicate the importance of the sharing economy for addressing the limited availability of resources for alleviating poverty. Based on our findings, we derive implications for consumers and service providers at the base of the pyramid, and discuss how the COVID-19 pandemic may be detrimental to the identified opportunities.}},
  author       = {{Schäfers, Tobias and Narayanamurthy, Gopalakrishnan and Moser, Roger and Leban, Marina}},
  booktitle    = {{Psychology & Marketing}},
  issn         = {{1520-6793}},
  keywords     = {{access-based services, base of the pyramid, risk perception theory, sharing economy}},
  number       = {{11}},
  pages        = {{2073--2088}},
  publisher    = {{Wiley}},
  title        = {{{The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks}}},
  doi          = {{10.1002/mar.21541}},
  volume       = {{38}},
  year         = {{2021}},
}

@misc{7519,
  abstract     = {{Increasing consumer engagement is a cornerstone of companies' social media efforts. However, how social media brand engagement behavior affects brand performance remains largely unexplored. We capture engagement along two dimensions - volume and variety - and measure brand performance using consumers' brand attachment, attitudes, and purchase intentions. Based on the power law of practice and combining survey measures with social media data, our analyses reveal a diminishing marginal utility of engagement volume, as the positive impact of engagement behavior on brand outcomes declines at higher engagement levels. However, the variation across performed activities attenuates these diminishing returns on engagement volume. We find consistent evidence for these effects across two studies with 1347 consumers who interacted with different brands. The results question companies' often unidimensional focus on increasing engagement volume. Instead, our findings suggest that to maximize brand performance on social media platforms, companies should also encourage engagement variety.}},
  author       = {{Schäfers, Tobias and Falk, Tomas and Kumar, Ashish and Schamari, Julia}},
  booktitle    = {{Journal of Business Research}},
  issn         = {{1873-7978}},
  keywords     = {{Social media, Brand engagement, Diminishing marginal utility, Learning curve}},
  pages        = {{282--294}},
  publisher    = {{Elsevier}},
  title        = {{{More of the same? Effects of volume and variety of social media brand engagement behavior}}},
  doi          = {{10.1016/j.jbusres.2021.06.033}},
  volume       = {{135}},
  year         = {{2021}},
}