[{"publication_identifier":{"issn":["0148-2963 "]},"isi":"1","author":[{"orcid":"0000-0002-2533-335X","full_name":"Schäfers, Tobias","last_name":"Schäfers","id":"77945","first_name":"Tobias"},{"first_name":"Marina","last_name":"Leban","full_name":"Leban, Marina"},{"first_name":"Florian","last_name":"Vogt","full_name":"Vogt, Florian"}],"intvolume":"        39","date_created":"2022-04-13T10:44:43Z","language":[{"iso":"eng"}],"volume":39,"publication_status":"published","place":"New York, NY","citation":{"ama":"Schäfers T, Leban M, Vogt F. On-demand features: Consumer reactions to tangibility and pricing structure. <i>Journal of Business Research</i>. 2022;39(2):751-761. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">10.1016/j.jbusres.2021.09.054</a>","van":"Schäfers T, Leban M, Vogt F. On-demand features: Consumer reactions to tangibility and pricing structure. Journal of Business Research. 2022;39(2):751–61.","havard":"T. Schäfers, M. Leban, F. Vogt, On-demand features: Consumer reactions to tangibility and pricing structure, Journal of Business Research. 39 (2022) 751–761.","ieee":"T. Schäfers, M. Leban, and F. Vogt, “On-demand features: Consumer reactions to tangibility and pricing structure,” <i>Journal of Business Research</i>, vol. 39, no. 2, pp. 751–761, 2022, doi: <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">10.1016/j.jbusres.2021.09.054</a>.","chicago":"Schäfers, Tobias, Marina Leban, and Florian Vogt. “On-Demand Features: Consumer Reactions to Tangibility and Pricing Structure.” <i>Journal of Business Research</i> 39, no. 2 (2022): 751–61. <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">https://doi.org/10.1016/j.jbusres.2021.09.054</a>.","chicago-de":"Schäfers, Tobias, Marina Leban und Florian Vogt. 2022. On-demand features: Consumer reactions to tangibility and pricing structure. <i>Journal of Business Research</i> 39, Nr. 2: 751–761. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">10.1016/j.jbusres.2021.09.054</a>, .","ufg":"<b>Schäfers, Tobias/Leban, Marina/Vogt, Florian</b>: On-demand features: Consumer reactions to tangibility and pricing structure, in: <i>Journal of Business Research</i> 39 (2022), H. 2,  S. 751–761.","mla":"Schäfers, Tobias, et al. “On-Demand Features: Consumer Reactions to Tangibility and Pricing Structure.” <i>Journal of Business Research</i>, vol. 39, no. 2, 2022, pp. 751–61, <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">https://doi.org/10.1016/j.jbusres.2021.09.054</a>.","apa":"Schäfers, T., Leban, M., &#38; Vogt, F. (2022). On-demand features: Consumer reactions to tangibility and pricing structure. <i>Journal of Business Research</i>, <i>39</i>(2), 751–761. <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">https://doi.org/10.1016/j.jbusres.2021.09.054</a>","din1505-2-1":"<span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Leban, Marina</span> ; <span style=\"font-variant:small-caps;\">Vogt, Florian</span>: On-demand features: Consumer reactions to tangibility and pricing structure. In: <i>Journal of Business Research</i> Bd. 39. New York, NY, Elsevier (2022), Nr. 2, S. 751–761","bjps":"<b>Schäfers T, Leban M and Vogt F</b> (2022) On-Demand Features: Consumer Reactions to Tangibility and Pricing Structure. <i>Journal of Business Research</i> <b>39</b>, 751–761.","short":"T. Schäfers, M. Leban, F. Vogt, Journal of Business Research 39 (2022) 751–761."},"title":"On-demand features: Consumer reactions to tangibility and pricing structure","publication":"Journal of Business Research","_id":"7517","type":"scientific_journal_article","publisher":"Elsevier","article_type":"original","issue":"2","quality_controlled":"1","external_id":{"isi":["000712590300014"]},"date_updated":"2025-06-26T13:29:56Z","doi":"10.1016/j.jbusres.2021.09.054","department":[{"_id":"DEP1521"}],"user_id":"83781","year":"2022","status":"public","keyword":["Sharing economy","Service innovation","Access-based services","Fairness perception"],"page":"751-761","abstract":[{"text":"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.","lang":"eng"}]},{"publication":"  Industrial marketing management : the international journal for industrial and high-tech firms","_id":"8328","intvolume":"       103","author":[{"first_name":"Michel","last_name":"van der Borgh","full_name":"van der Borgh, Michel"},{"last_name":"Schäfers","id":"77945","full_name":"Schäfers, Tobias","first_name":"Tobias","orcid":"0000-0002-2533-335X"},{"full_name":"Lindgreen, Adam","last_name":"Lindgreen","first_name":"Adam"},{"first_name":"C. Anthony","last_name":"Di Benedetto","full_name":"Di Benedetto, C. Anthony"}],"publication_identifier":{"eissn":["1873-2062"],"issn":["0019-8501"]},"place":"New York,NY","citation":{"ieee":"M. van der Borgh, T. Schäfers, A. Lindgreen, and C. A. Di Benedetto, “Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management,” <i>  Industrial marketing management : the international journal for industrial and high-tech firms</i>, vol. 103, no. 5, pp. A1–A6, 2022, doi: <a href=\"https://doi.org/10.1016/j.indmarman.2022.03.015\">10.1016/j.indmarman.2022.03.015</a>.","havard":"M. van der Borgh, T. Schäfers, A. Lindgreen, C.A. Di Benedetto, Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management,   Industrial Marketing Management : The International Journal for Industrial and High-Tech Firms. 103 (2022) A1–A6.","van":"van der Borgh M, Schäfers T, Lindgreen A, Di Benedetto CA. Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management.   Industrial marketing management : the international journal for industrial and high-tech firms. 2022;103(5):A1–6.","ama":"van der Borgh M, Schäfers T, Lindgreen A, Di Benedetto CA. Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management. <i>  Industrial marketing management : the international journal for industrial and high-tech firms</i>. 2022;103(5):A1-A6. doi:<a href=\"https://doi.org/10.1016/j.indmarman.2022.03.015\">10.1016/j.indmarman.2022.03.015</a>","short":"M. van der Borgh, T. Schäfers, A. Lindgreen, C.A. Di Benedetto,   Industrial Marketing Management : The International Journal for Industrial and High-Tech Firms 103 (2022) A1–A6.","bjps":"<b>van der Borgh M <i>et al.</i></b> (2022) Moving the Needle: Publishing Academic-Practitioner Research in Industrial Marketing Management. <i>  Industrial marketing management : the international journal for industrial and high-tech firms</i> <b>103</b>, A1–A6.","din1505-2-1":"<span style=\"font-variant:small-caps;\">van der Borgh, Michel</span> ; <span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Lindgreen, Adam</span> ; <span style=\"font-variant:small-caps;\">Di Benedetto, C. Anthony</span>: Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management. In: <i>  Industrial marketing management : the international journal for industrial and high-tech firms</i> Bd. 103. New York,NY, Elsevier (2022), Nr. 5, S. A1–A6","mla":"van der Borgh, Michel, et al. “Moving the Needle: Publishing Academic-Practitioner Research in Industrial Marketing Management.” <i>  Industrial Marketing Management : The International Journal for Industrial and High-Tech Firms</i>, vol. 103, no. 5, 2022, pp. A1–6, <a href=\"https://doi.org/10.1016/j.indmarman.2022.03.015\">https://doi.org/10.1016/j.indmarman.2022.03.015</a>.","apa":"van der Borgh, M., Schäfers, T., Lindgreen, A., &#38; Di Benedetto, C. A. (2022). Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management. <i>  Industrial Marketing Management : The International Journal for Industrial and High-Tech Firms</i>, <i>103</i>(5), A1–A6. <a href=\"https://doi.org/10.1016/j.indmarman.2022.03.015\">https://doi.org/10.1016/j.indmarman.2022.03.015</a>","ufg":"<b>Borgh, Michel van der u. a.</b>: Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management, in: <i>  Industrial marketing management : the international journal for industrial and high-tech firms</i> 103 (2022), H. 5,  S. A1–A6.","chicago-de":"van der Borgh, Michel, Tobias Schäfers, Adam Lindgreen und C. Anthony Di Benedetto. 2022. Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management. <i>  Industrial marketing management : the international journal for industrial and high-tech firms</i> 103, Nr. 5: A1–A6. doi:<a href=\"https://doi.org/10.1016/j.indmarman.2022.03.015\">10.1016/j.indmarman.2022.03.015</a>, .","chicago":"Borgh, Michel van der, Tobias Schäfers, Adam Lindgreen, and C. Anthony Di Benedetto. “Moving the Needle: Publishing Academic-Practitioner Research in Industrial Marketing Management.” <i>  Industrial Marketing Management : The International Journal for Industrial and High-Tech Firms</i> 103, no. 5 (2022): A1–6. <a href=\"https://doi.org/10.1016/j.indmarman.2022.03.015\">https://doi.org/10.1016/j.indmarman.2022.03.015</a>."},"language":[{"iso":"eng"}],"date_created":"2022-05-31T11:34:05Z","volume":103,"publication_status":"published","title":"Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management","year":"2022","user_id":"83781","department":[{"_id":"DEP1521"}],"status":"public","keyword":["Academic-practitioner","Research","Rigor","Relevance"],"abstract":[{"lang":"eng","text":"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."}],"page":"A1-A6","type":"scientific_journal_article","publisher":"Elsevier","issue":"5","date_updated":"2024-08-08T07:29:18Z","doi":"10.1016/j.indmarman.2022.03.015"},{"department":[{"_id":"DEP1521"}],"user_id":"83781","year":"2022","status":"public","_id":"8339","conference":{"name":"5th Industrial Marketing Management Summit","end_date":"2022-01-21","start_date":"2022-01-20","location":"Online"},"type":"conference_speech","author":[{"full_name":"Lauzi, F.","last_name":"Lauzi","first_name":"F."},{"first_name":"J.","full_name":"Westphal, J.","last_name":"Westphal"},{"first_name":"D.","last_name":"Rangarajan","full_name":"Rangarajan, D."},{"orcid":"0000-0002-2533-335X","first_name":"Tobias","full_name":"Schäfers, Tobias","last_name":"Schäfers","id":"77945"},{"full_name":"Parra-Merono, M.C.","last_name":"Parra-Merono","first_name":"M.C."},{"first_name":"M.D.","full_name":"De-Juan-Vigaray, M.D.","last_name":"De-Juan-Vigaray"}],"publication_status":"accepted","date_created":"2022-06-10T06:56:54Z","language":[{"iso":"eng"}],"citation":{"van":"Lauzi F, Westphal J, Rangarajan D, Schäfers T, Parra-Merono MC, De-Juan-Vigaray MD. Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics.","ama":"Lauzi F, Westphal J, Rangarajan D, Schäfers T, Parra-Merono MC, De-Juan-Vigaray MD. <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>.","ieee":"F. Lauzi, J. Westphal, D. Rangarajan, T. Schäfers, M. C. Parra-Merono, and M. D. De-Juan-Vigaray, <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>.","havard":"F. Lauzi, J. Westphal, D. Rangarajan, T. Schäfers, M.C. Parra-Merono, M.D. De-Juan-Vigaray, Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics, n.d.","ufg":"<b>Lauzi, F. u. a.</b>: Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics, o. O. u. J. .","chicago":"Lauzi, F., J. Westphal, D. Rangarajan, Tobias Schäfers, M.C. Parra-Merono, and M.D. De-Juan-Vigaray. <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>, n.d.","chicago-de":"Lauzi, F., J. Westphal, D. Rangarajan, Tobias Schäfers, M.C. Parra-Merono und M.D. De-Juan-Vigaray. <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>.","short":"F. Lauzi, J. Westphal, D. Rangarajan, T. Schäfers, M.C. Parra-Merono, M.D. De-Juan-Vigaray, Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics, n.d.","bjps":"<b>Lauzi F <i>et al.</i></b> (n.d.) <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>. .","din1505-2-1":"<span style=\"font-variant:small-caps;\">Lauzi, F.</span> ; <span style=\"font-variant:small-caps;\">Westphal, J.</span> ; <span style=\"font-variant:small-caps;\">Rangarajan, D.</span> ; <span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Parra-Merono, M.C.</span> ; <span style=\"font-variant:small-caps;\">De-Juan-Vigaray, M.D.</span>: <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>","apa":"Lauzi, F., Westphal, J., Rangarajan, D., Schäfers, T., Parra-Merono, M. C., &#38; De-Juan-Vigaray, M. D. (n.d.). <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>. 5th Industrial Marketing Management Summit, Online.","mla":"Lauzi, F., et al. <i>Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics</i>."},"title":"Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics","date_updated":"2024-12-04T14:46:41Z"},{"date_updated":"2024-12-04T14:47:05Z","title":"On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models","citation":{"ama":"Schäfers T, Leban M. <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>.","van":"Schäfers T, Leban M. On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models.","ieee":"T. Schäfers and M. Leban, <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>.","chicago":"Schäfers, Tobias, and Marina Leban. <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>, n.d.","din1505-2-1":"<span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Leban, Marina</span>: <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>","bjps":"<b>Schäfers T and Leban M</b> (n.d.) <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>. .","havard":"T. Schäfers, M. Leban, On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models, n.d.","chicago-de":"Schäfers, Tobias und Marina Leban. <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>.","ufg":"<b>Schäfers, Tobias/Leban, Marina</b>: On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models, o. O. u. J. .","mla":"Schäfers, Tobias, and Marina Leban. <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>.","apa":"Schäfers, T., &#38; Leban, M. (n.d.). <i>On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models</i>. American Marketing Association Winter Academic Conference,  Online.","short":"T. Schäfers, M. Leban, On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models, n.d."},"publication_status":"accepted","date_created":"2022-06-10T06:59:07Z","language":[{"iso":"eng"}],"author":[{"id":"77945","last_name":"Schäfers","full_name":"Schäfers, Tobias","first_name":"Tobias","orcid":"0000-0002-2533-335X"},{"first_name":"Marina","full_name":"Leban, Marina","last_name":"Leban"}],"type":"conference_speech","conference":{"end_date":"2022-02-11","start_date":"2022-02-10","name":"American Marketing Association Winter Academic Conference","location":" Online"},"_id":"8340","status":"public","user_id":"83781","year":"2022","department":[{"_id":"DEP1521"}]},{"language":[{"iso":"eng"}],"date_created":"2022-06-10T07:04:12Z","publication_status":"accepted","citation":{"havard":"G. Cziehso, T. Schäfers, S. Brinkhoff, N. Nauß, „Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement, n.d.","chicago-de":"Cziehso, Gerrit, Tobias Schäfers, Stefan Brinkhoff und Nina Nauß. <i>„Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement</i>.","ufg":"<b>Cziehso, Gerrit u. a.</b>: „Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement, o. O. u. J. .","mla":"Cziehso, Gerrit, et al. <i>„Just Try It on!” - Using Location-Based Bluetooth Technology to Reveal the Effects of Fitting Room Visits on Purchases and in-Store Movement</i>.","apa":"Cziehso, G., Schäfers, T., Brinkhoff, S., &#38; Nauß, N. (n.d.). <i>„Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement</i>. 2022 European Marketing Academy Conference, Budapest.","short":"G. Cziehso, T. Schäfers, S. Brinkhoff, N. Nauß, „Just Try It on!” - Using Location-Based Bluetooth Technology to Reveal the Effects of Fitting Room Visits on Purchases and in-Store Movement, n.d.","van":"Cziehso G, Schäfers T, Brinkhoff S, Nauß N. „Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement.","ama":"Cziehso G, Schäfers T, Brinkhoff S, Nauß N. <i>„Just Try It on!” - Using Location-Based Bluetooth Technology to Reveal the Effects of Fitting Room Visits on Purchases and in-Store Movement</i>.","ieee":"G. Cziehso, T. Schäfers, S. Brinkhoff, and N. Nauß, <i>„Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement</i>.","chicago":"Cziehso, Gerrit, Tobias Schäfers, Stefan Brinkhoff, and Nina Nauß. <i>„Just Try It on!” - Using Location-Based Bluetooth Technology to Reveal the Effects of Fitting Room Visits on Purchases and in-Store Movement</i>, n.d.","din1505-2-1":"<span style=\"font-variant:small-caps;\">Cziehso, Gerrit</span> ; <span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Brinkhoff, Stefan</span> ; <span style=\"font-variant:small-caps;\">Nauß, Nina</span>: <i>„Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement</i>","bjps":"<b>Cziehso G <i>et al.</i></b> (n.d.) <i>„Just Try It on!” - Using Location-Based Bluetooth Technology to Reveal the Effects of Fitting Room Visits on Purchases and in-Store Movement</i>. ."},"author":[{"last_name":"Cziehso","full_name":"Cziehso, Gerrit","first_name":"Gerrit"},{"orcid":"0000-0002-2533-335X","first_name":"Tobias","id":"77945","last_name":"Schäfers","full_name":"Schäfers, Tobias"},{"first_name":"Stefan","last_name":"Brinkhoff","full_name":"Brinkhoff, Stefan"},{"first_name":"Nina","last_name":"Nauß","full_name":"Nauß, Nina"}],"type":"conference_speech","title":"„Just try it on!” - Using location-based bluetooth technology to reveal the effects of fitting room visits on purchases and in-store movement","date_updated":"2024-12-04T14:47:45Z","status":"public","department":[{"_id":"DEP1521"}],"user_id":"83781","year":"2022","conference":{"location":"Budapest","name":"2022 European Marketing Academy Conference","start_date":"2022-05-24","end_date":"2022-05-27"},"_id":"8341"},{"type":"conference_speech","author":[{"first_name":"Tobias","full_name":"Schäfers, Tobias","id":"77945","last_name":"Schäfers","orcid":"0000-0002-2533-335X"},{"first_name":"Mark","last_name":"Groza","full_name":"Groza, Mark"}],"publication_status":"accepted","date_created":"2022-08-26T09:08:42Z","language":[{"iso":"eng"}],"citation":{"din1505-2-1":"<span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Groza, Mark</span>: <i>Selling ownership or selling access? Examining salespersons’ preferences and capabilities </i>","bjps":"<b>Schäfers T and Groza M</b> (n.d.) <i>Selling Ownership or Selling Access? Examining Salespersons’ Preferences and Capabilities </i>. .","chicago":"Schäfers, Tobias, and Mark Groza. <i>Selling Ownership or Selling Access? Examining Salespersons’ Preferences and Capabilities </i>, n.d.","ieee":"T. Schäfers and M. Groza, <i>Selling ownership or selling access? Examining salespersons’ preferences and capabilities </i>.","van":"Schäfers T, Groza M. Selling ownership or selling access? Examining salespersons’ preferences and capabilities .","ama":"Schäfers T, Groza M. <i>Selling Ownership or Selling Access? Examining Salespersons’ Preferences and Capabilities </i>.","mla":"Schäfers, Tobias, and Mark Groza. <i>Selling Ownership or Selling Access? Examining Salespersons’ Preferences and Capabilities </i>.","apa":"Schäfers, T., &#38; Groza, M. (n.d.). <i>Selling ownership or selling access? Examining salespersons’ preferences and capabilities </i>. 3rd International Conference on Challenges in Managing Smart Products and Services (CHIMSPAS 2022), Bielefeld .","short":"T. Schäfers, M. Groza, Selling Ownership or Selling Access? Examining Salespersons’ Preferences and Capabilities , n.d.","chicago-de":"Schäfers, Tobias und Mark Groza. <i>Selling ownership or selling access? Examining salespersons’ preferences and capabilities </i>.","ufg":"<b>Schäfers, Tobias/Groza, Mark</b>: Selling ownership or selling access? Examining salespersons’ preferences and capabilities , o. O. u. J. .","havard":"T. Schäfers, M. Groza, Selling ownership or selling access? Examining salespersons’ preferences and capabilities , n.d."},"title":"Selling ownership or selling access? Examining salespersons' preferences and capabilities ","date_updated":"2024-08-08T06:43:37Z","department":[{"_id":"DEP1521"}],"user_id":"83781","year":"2022","status":"public","_id":"8808","conference":{"location":"Bielefeld ","start_date":"2022-08-25","end_date":"2022-08-26","name":"3rd International Conference on Challenges in Managing Smart Products and Services (CHIMSPAS 2022)"}},{"_id":"7518","publication":"Psychology & Marketing","title":"The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks","isi":"1","intvolume":"        38","author":[{"orcid":"0000-0002-2533-335X","last_name":"Schäfers","id":"77945","full_name":"Schäfers, Tobias","first_name":"Tobias"},{"last_name":"Narayanamurthy","full_name":"Narayanamurthy, Gopalakrishnan","first_name":"Gopalakrishnan"},{"first_name":"Roger","last_name":"Moser","full_name":"Moser, Roger"},{"full_name":"Leban, Marina","last_name":"Leban","first_name":"Marina"}],"publication_identifier":{"eissn":["1520-6793"],"issn":["0742-6046"]},"place":"New York, NY","citation":{"van":"Schäfers T, Narayanamurthy G, Moser R, Leban M. The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. Psychology &#38; Marketing. 2021;38(11):2073–88.","ama":"Schäfers T, Narayanamurthy G, Moser R, Leban M. The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. <i>Psychology &#38; Marketing</i>. 2021;38(11):2073-2088. doi:<a href=\"https://doi.org/10.1002/mar.21541\">10.1002/mar.21541</a>","ieee":"T. Schäfers, G. Narayanamurthy, R. Moser, and M. Leban, “The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks,” <i>Psychology &#38; Marketing</i>, vol. 38, no. 11, pp. 2073–2088, 2021, doi: <a href=\"https://doi.org/10.1002/mar.21541\">10.1002/mar.21541</a>.","havard":"T. Schäfers, G. Narayanamurthy, R. Moser, M. Leban, The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks, Psychology &#38; Marketing. 38 (2021) 2073–2088.","chicago-de":"Schäfers, Tobias, Gopalakrishnan Narayanamurthy, Roger Moser und Marina Leban. 2021. The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. <i>Psychology &#38; Marketing</i> 38, Nr. 11: 2073–2088. doi:<a href=\"https://doi.org/10.1002/mar.21541\">10.1002/mar.21541</a>, .","chicago":"Schäfers, Tobias, Gopalakrishnan Narayanamurthy, Roger Moser, and Marina Leban. “The Sharing Economy at the Base of the Economic Pyramid: How Access‐based Services Can Help Overcome Ownership Risks.” <i>Psychology &#38; Marketing</i> 38, no. 11 (2021): 2073–88. <a href=\"https://doi.org/10.1002/mar.21541\">https://doi.org/10.1002/mar.21541</a>.","ufg":"<b>Schäfers, Tobias u. a.</b>: The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks, in: <i>Psychology &#38; Marketing</i> 38 (2021), H. 11,  S. 2073–2088.","din1505-2-1":"<span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Narayanamurthy, Gopalakrishnan</span> ; <span style=\"font-variant:small-caps;\">Moser, Roger</span> ; <span style=\"font-variant:small-caps;\">Leban, Marina</span>: The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. In: <i>Psychology &#38; Marketing</i> Bd. 38. New York, NY, Wiley (2021), Nr. 11, S. 2073–2088","mla":"Schäfers, Tobias, et al. “The Sharing Economy at the Base of the Economic Pyramid: How Access‐based Services Can Help Overcome Ownership Risks.” <i>Psychology &#38; Marketing</i>, vol. 38, no. 11, 2021, pp. 2073–88, <a href=\"https://doi.org/10.1002/mar.21541\">https://doi.org/10.1002/mar.21541</a>.","apa":"Schäfers, T., Narayanamurthy, G., Moser, R., &#38; Leban, M. (2021). The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. <i>Psychology &#38; Marketing</i>, <i>38</i>(11), 2073–2088. <a href=\"https://doi.org/10.1002/mar.21541\">https://doi.org/10.1002/mar.21541</a>","bjps":"<b>Schäfers T <i>et al.</i></b> (2021) The Sharing Economy at the Base of the Economic Pyramid: How Access‐based Services Can Help Overcome Ownership Risks. <i>Psychology &#38; Marketing</i> <b>38</b>, 2073–2088.","short":"T. Schäfers, G. Narayanamurthy, R. Moser, M. Leban, Psychology &#38; Marketing 38 (2021) 2073–2088."},"language":[{"iso":"eng"}],"date_created":"2022-04-13T10:45:02Z","volume":38,"publication_status":"published","keyword":["access-based services","base of the pyramid","risk perception theory","sharing economy"],"abstract":[{"text":"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.","lang":"eng"}],"page":"2073-2088","year":"2021","user_id":"83781","department":[{"_id":"DEP1521"}],"status":"public","issue":"11","article_type":"original","doi":"10.1002/mar.21541","date_updated":"2025-06-26T13:23:58Z","quality_controlled":"1","external_id":{"isi":["000672550800001"]},"type":"scientific_journal_article","publisher":"Wiley"},{"date_created":"2022-04-13T10:52:38Z","language":[{"iso":"eng"}],"volume":135,"publication_status":"published","place":"Amsterdam [u.a.]","citation":{"van":"Schäfers T, Falk T, Kumar A, Schamari J. More of the same? Effects of volume and variety of social media brand engagement behavior. Journal of Business Research. 2021;135:282–94.","ama":"Schäfers T, Falk T, Kumar A, Schamari J. More of the same? Effects of volume and variety of social media brand engagement behavior. <i>Journal of Business Research</i>. 2021;135:282-294. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2021.06.033\">10.1016/j.jbusres.2021.06.033</a>","ieee":"T. Schäfers, T. Falk, A. Kumar, and J. Schamari, “More of the same? Effects of volume and variety of social media brand engagement behavior,” <i>Journal of Business Research</i>, vol. 135, pp. 282–294, 2021, doi: <a href=\"https://doi.org/10.1016/j.jbusres.2021.06.033\">10.1016/j.jbusres.2021.06.033</a>.","chicago":"Schäfers, Tobias, Tomas Falk, Ashish Kumar, and Julia Schamari. “More of the Same? Effects of Volume and Variety of Social Media Brand Engagement Behavior.” <i>Journal of Business Research</i> 135 (2021): 282–94. <a href=\"https://doi.org/10.1016/j.jbusres.2021.06.033\">https://doi.org/10.1016/j.jbusres.2021.06.033</a>.","bjps":"<b>Schäfers T <i>et al.</i></b> (2021) More of the Same? Effects of Volume and Variety of Social Media Brand Engagement Behavior. <i>Journal of Business Research</i> <b>135</b>, 282–294.","din1505-2-1":"<span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Falk, Tomas</span> ; <span style=\"font-variant:small-caps;\">Kumar, Ashish</span> ; <span style=\"font-variant:small-caps;\">Schamari, Julia</span>: More of the same? Effects of volume and variety of social media brand engagement behavior. In: <i>Journal of Business Research</i> Bd. 135. Amsterdam [u.a.], Elsevier (2021), S. 282–294","havard":"T. Schäfers, T. Falk, A. Kumar, J. Schamari, More of the same? Effects of volume and variety of social media brand engagement behavior, Journal of Business Research. 135 (2021) 282–294.","ufg":"<b>Schäfers, Tobias u. a.</b>: More of the same? Effects of volume and variety of social media brand engagement behavior, in: <i>Journal of Business Research</i> 135 (2021),  S. 282–294.","chicago-de":"Schäfers, Tobias, Tomas Falk, Ashish Kumar und Julia Schamari. 2021. More of the same? Effects of volume and variety of social media brand engagement behavior. <i>Journal of Business Research</i> 135: 282–294. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2021.06.033\">10.1016/j.jbusres.2021.06.033</a>, .","short":"T. Schäfers, T. Falk, A. Kumar, J. Schamari, Journal of Business Research 135 (2021) 282–294.","mla":"Schäfers, Tobias, et al. “More of the Same? Effects of Volume and Variety of Social Media Brand Engagement Behavior.” <i>Journal of Business Research</i>, vol. 135, 2021, pp. 282–94, <a href=\"https://doi.org/10.1016/j.jbusres.2021.06.033\">https://doi.org/10.1016/j.jbusres.2021.06.033</a>.","apa":"Schäfers, T., Falk, T., Kumar, A., &#38; Schamari, J. (2021). More of the same? Effects of volume and variety of social media brand engagement behavior. <i>Journal of Business Research</i>, <i>135</i>, 282–294. <a href=\"https://doi.org/10.1016/j.jbusres.2021.06.033\">https://doi.org/10.1016/j.jbusres.2021.06.033</a>"},"publication_identifier":{"eissn":["1873-7978"],"issn":["0148-2963"]},"isi":"1","intvolume":"       135","author":[{"first_name":"Tobias","full_name":"Schäfers, Tobias","last_name":"Schäfers","id":"77945","orcid":"0000-0002-2533-335X"},{"last_name":"Falk","full_name":"Falk, Tomas","first_name":"Tomas"},{"full_name":"Kumar, Ashish","last_name":"Kumar","first_name":"Ashish"},{"first_name":"Julia","last_name":"Schamari","full_name":"Schamari, Julia"}],"title":"More of the same? Effects of volume and variety of social media brand engagement behavior","publication":"Journal of Business Research","_id":"7519","publisher":"Elsevier","type":"scientific_journal_article","external_id":{"isi":["000683569100021"]},"quality_controlled":"1","doi":"10.1016/j.jbusres.2021.06.033","date_updated":"2025-06-26T13:24:36Z","article_type":"original","status":"public","department":[{"_id":"DEP1521"}],"year":"2021","user_id":"83781","page":"282-294","abstract":[{"lang":"eng","text":"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."}],"keyword":["Social media","Brand engagement","Diminishing marginal utility","Learning curve"]}]