---
_id: '7517'
abstract:
- lang: eng
  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.
article_type: original
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Marina
  full_name: Leban, Marina
  last_name: Leban
- first_name: Florian
  full_name: Vogt, Florian
  last_name: Vogt
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>'
  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>'
  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.'
  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>,
    .'
  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'
  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>.'
  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>.'
  short: T. Schäfers, M. Leban, F. Vogt, Journal of Business Research 39 (2022) 751–761.
  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.'
  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.'
date_created: 2022-04-13T10:44:43Z
date_updated: 2025-06-26T13:29:56Z
department:
- _id: DEP1521
doi: 10.1016/j.jbusres.2021.09.054
external_id:
  isi:
  - '000712590300014'
intvolume: '        39'
isi: '1'
issue: '2'
keyword:
- Sharing economy
- Service innovation
- Access-based services
- Fairness perception
language:
- iso: eng
page: 751-761
place: New York, NY
publication: Journal of Business Research
publication_identifier:
  issn:
  - '0148-2963 '
publication_status: published
publisher: Elsevier
quality_controlled: '1'
status: public
title: 'On-demand features: Consumer reactions to tangibility and pricing structure'
type: scientific_journal_article
user_id: '83781'
volume: 39
year: '2022'
...
---
_id: '8328'
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.
author:
- first_name: Michel
  full_name: van der Borgh, Michel
  last_name: van der Borgh
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Adam
  full_name: Lindgreen, Adam
  last_name: Lindgreen
- first_name: C. Anthony
  full_name: Di Benedetto, C. Anthony
  last_name: Di Benedetto
citation:
  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>'
  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>'
  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.'
  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>.'
  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>,
    .'
  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'
  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.'
  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>.'
  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>.'
  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.'
  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.'
  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.'
date_created: 2022-05-31T11:34:05Z
date_updated: 2024-08-08T07:29:18Z
department:
- _id: DEP1521
doi: 10.1016/j.indmarman.2022.03.015
intvolume: '       103'
issue: '5'
keyword:
- Academic-practitioner
- Research
- Rigor
- Relevance
language:
- iso: eng
page: A1-A6
place: New York,NY
publication: '  Industrial marketing management : the international journal for industrial
  and high-tech firms'
publication_identifier:
  eissn:
  - 1873-2062
  issn:
  - 0019-8501
publication_status: published
publisher: Elsevier
status: public
title: 'Moving the needle: Publishing academic-practitioner research in Industrial
  Marketing Management'
type: scientific_journal_article
user_id: '83781'
volume: 103
year: '2022'
...
---
_id: '8339'
author:
- first_name: F.
  full_name: Lauzi, F.
  last_name: Lauzi
- first_name: J.
  full_name: Westphal, J.
  last_name: Westphal
- first_name: D.
  full_name: Rangarajan, D.
  last_name: Rangarajan
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: M.C.
  full_name: Parra-Merono, M.C.
  last_name: Parra-Merono
- first_name: M.D.
  full_name: De-Juan-Vigaray, M.D.
  last_name: De-Juan-Vigaray
citation:
  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>.'
  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.'
  bjps: '<b>Lauzi F <i>et al.</i></b> (n.d.) <i>Sales Enablement for Industrial Marketing:
    Exploring Contingencies and Dynamics</i>. .'
  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>.'
  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>'
  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.'
  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>.'
  mla: 'Lauzi, F., et al. <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.'
  ufg: '<b>Lauzi, F. u. a.</b>: Sales Enablement for Industrial Marketing: Exploring
    Contingencies and Dynamics, o. O. u. J. .'
  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.'
conference:
  end_date: 2022-01-21
  location: Online
  name: 5th Industrial Marketing Management Summit
  start_date: 2022-01-20
date_created: 2022-06-10T06:56:54Z
date_updated: 2024-12-04T14:46:41Z
department:
- _id: DEP1521
language:
- iso: eng
publication_status: accepted
status: public
title: 'Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics'
type: conference_speech
user_id: '83781'
year: '2022'
...
---
_id: '8340'
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Marina
  full_name: Leban, Marina
  last_name: Leban
citation:
  ama: 'Schäfers T, Leban M. <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.'
  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>. .'
  chicago: 'Schäfers, Tobias, and Marina Leban. <i>On-Demand Features: Opportunities
    and Challenges of Fractional as-a-Service Business Models</i>, n.d.'
  chicago-de: 'Schäfers, Tobias und Marina Leban. <i>On-Demand Features: Opportunities
    and Challenges of Fractional as-a-Service Business Models</i>.'
  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>'
  havard: 'T. Schäfers, M. Leban, On-Demand Features: Opportunities and Challenges
    of Fractional as-a-Service Business Models, n.d.'
  ieee: 'T. Schäfers and M. Leban, <i>On-Demand Features: Opportunities and Challenges
    of Fractional as-a-Service Business Models</i>.'
  mla: 'Schäfers, Tobias, and Marina Leban. <i>On-Demand Features: Opportunities and
    Challenges of Fractional as-a-Service Business Models</i>.'
  short: 'T. Schäfers, M. Leban, On-Demand Features: Opportunities and Challenges
    of Fractional as-a-Service Business Models, n.d.'
  ufg: '<b>Schäfers, Tobias/Leban, Marina</b>: On-Demand Features: Opportunities and
    Challenges of Fractional as-a-Service Business Models, o. O. u. J. .'
  van: 'Schäfers T, Leban M. On-Demand Features: Opportunities and Challenges of Fractional
    as-a-Service Business Models.'
conference:
  end_date: 2022-02-11
  location: ' Online'
  name: American Marketing Association Winter Academic Conference
  start_date: 2022-02-10
date_created: 2022-06-10T06:59:07Z
date_updated: 2024-12-04T14:47:05Z
department:
- _id: DEP1521
language:
- iso: eng
publication_status: accepted
status: public
title: 'On-Demand Features: Opportunities and Challenges of Fractional as-a-Service
  Business Models'
type: conference_speech
user_id: '83781'
year: '2022'
...
---
_id: '8341'
author:
- first_name: Gerrit
  full_name: Cziehso, Gerrit
  last_name: Cziehso
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Stefan
  full_name: Brinkhoff, Stefan
  last_name: Brinkhoff
- first_name: Nina
  full_name: Nauß, Nina
  last_name: Nauß
citation:
  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>.
  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.
  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>. .
  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.
  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>.
  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>'
  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.
  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>.
  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>.
  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.
  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. .'
  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.
conference:
  end_date: 2022-05-27
  location: Budapest
  name: 2022 European Marketing Academy Conference
  start_date: 2022-05-24
date_created: 2022-06-10T07:04:12Z
date_updated: 2024-12-04T14:47:45Z
department:
- _id: DEP1521
language:
- iso: eng
publication_status: accepted
status: public
title: „Just try it on!” - Using location-based bluetooth technology to reveal the
  effects of fitting room visits on purchases and in-store movement
type: conference_speech
user_id: '83781'
year: '2022'
...
---
_id: '8808'
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Mark
  full_name: Groza, Mark
  last_name: Groza
citation:
  ama: Schäfers T, Groza M. <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
    .
  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.
  chicago-de: Schäfers, Tobias und Mark Groza. <i>Selling ownership or selling access?
    Examining salespersons’ preferences and capabilities </i>.
  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>'
  havard: T. Schäfers, M. Groza, Selling ownership or selling access? Examining salespersons’
    preferences and capabilities , n.d.
  ieee: T. Schäfers and M. Groza, <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>.
  short: T. Schäfers, M. Groza, Selling Ownership or Selling Access? Examining Salespersons’
    Preferences and Capabilities , n.d.
  ufg: '<b>Schäfers, Tobias/Groza, Mark</b>: Selling ownership or selling access?
    Examining salespersons’ preferences and capabilities , o. O. u. J. .'
  van: Schäfers T, Groza M. Selling ownership or selling access? Examining salespersons’
    preferences and capabilities .
conference:
  end_date: 2022-08-26
  location: 'Bielefeld '
  name: 3rd International Conference on Challenges in Managing Smart Products and
    Services (CHIMSPAS 2022)
  start_date: 2022-08-25
date_created: 2022-08-26T09:08:42Z
date_updated: 2024-08-08T06:43:37Z
department:
- _id: DEP1521
language:
- iso: eng
publication_status: accepted
status: public
title: 'Selling ownership or selling access? Examining salespersons'' preferences
  and capabilities '
type: conference_speech
user_id: '83781'
year: '2022'
...
---
_id: '7518'
abstract:
- lang: eng
  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.
article_type: original
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Gopalakrishnan
  full_name: Narayanamurthy, Gopalakrishnan
  last_name: Narayanamurthy
- first_name: Roger
  full_name: Moser, Roger
  last_name: Moser
- first_name: Marina
  full_name: Leban, Marina
  last_name: Leban
citation:
  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>'
  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.'
  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>.'
  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>,
    .'
  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'
  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.'
  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>.'
  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>.'
  short: T. Schäfers, G. Narayanamurthy, R. Moser, M. Leban, Psychology &#38; Marketing
    38 (2021) 2073–2088.
  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.'
  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.'
date_created: 2022-04-13T10:45:02Z
date_updated: 2025-06-26T13:23:58Z
department:
- _id: DEP1521
doi: 10.1002/mar.21541
external_id:
  isi:
  - '000672550800001'
intvolume: '        38'
isi: '1'
issue: '11'
keyword:
- access-based services
- base of the pyramid
- risk perception theory
- sharing economy
language:
- iso: eng
page: 2073-2088
place: New York, NY
publication: Psychology & Marketing
publication_identifier:
  eissn:
  - 1520-6793
  issn:
  - 0742-6046
publication_status: published
publisher: Wiley
quality_controlled: '1'
status: public
title: 'The sharing economy at the base of the economic pyramid: How access‐based
  services can help overcome ownership risks'
type: scientific_journal_article
user_id: '83781'
volume: 38
year: '2021'
...
---
_id: '7519'
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.
article_type: original
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Tomas
  full_name: Falk, Tomas
  last_name: Falk
- first_name: Ashish
  full_name: Kumar, Ashish
  last_name: Kumar
- first_name: Julia
  full_name: Schamari, Julia
  last_name: Schamari
citation:
  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>
  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>
  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.
  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>.'
  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>,
    .'
  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.
  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>.'
  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>.
  short: T. Schäfers, T. Falk, A. Kumar, J. Schamari, 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.'
  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.
date_created: 2022-04-13T10:52:38Z
date_updated: 2025-06-26T13:24:36Z
department:
- _id: DEP1521
doi: 10.1016/j.jbusres.2021.06.033
external_id:
  isi:
  - '000683569100021'
intvolume: '       135'
isi: '1'
keyword:
- Social media
- Brand engagement
- Diminishing marginal utility
- Learning curve
language:
- iso: eng
page: 282-294
place: Amsterdam [u.a.]
publication: Journal of Business Research
publication_identifier:
  eissn:
  - 1873-7978
  issn:
  - 0148-2963
publication_status: published
publisher: Elsevier
quality_controlled: '1'
status: public
title: More of the same? Effects of volume and variety of social media brand engagement
  behavior
type: scientific_journal_article
user_id: '83781'
volume: 135
year: '2021'
...
---
_id: '7520'
article_type: original
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Stefan
  full_name: Ruffer, Stefan
  last_name: Ruffer
- first_name: Eva
  full_name: Böhm, Eva
  last_name: Böhm
citation:
  ama: 'Schäfers T, Ruffer S, Böhm E. Outcome-based contracting from the customers’
    perspective: A means-end chain analytical exploration. <i>Industrial Marketing
    Management</i>. 2020;93:466-481. doi:<a href="https://doi.org/10.1016/j.indmarman.2020.06.002">10.1016/j.indmarman.2020.06.002</a>'
  apa: 'Schäfers, T., Ruffer, S., &#38; Böhm, E. (2020). Outcome-based contracting
    from the customers’ perspective: A means-end chain analytical exploration. <i>Industrial
    Marketing Management</i>, <i>93</i>, 466–481. <a href="https://doi.org/10.1016/j.indmarman.2020.06.002">https://doi.org/10.1016/j.indmarman.2020.06.002</a>'
  bjps: '<b>Schäfers T, Ruffer S and Böhm E</b> (2020) Outcome-Based Contracting from
    the Customers’ Perspective: A Means-End Chain Analytical Exploration. <i>Industrial
    Marketing Management</i> <b>93</b>, 466–481.'
  chicago: 'Schäfers, Tobias, Stefan Ruffer, and Eva Böhm. “Outcome-Based Contracting
    from the Customers’ Perspective: A Means-End Chain Analytical Exploration.” <i>Industrial
    Marketing Management</i> 93 (2020): 466–81. <a href="https://doi.org/10.1016/j.indmarman.2020.06.002">https://doi.org/10.1016/j.indmarman.2020.06.002</a>.'
  chicago-de: 'Schäfers, Tobias, Stefan Ruffer und Eva Böhm. 2020. Outcome-based contracting
    from the customers’ perspective: A means-end chain analytical exploration. <i>Industrial
    Marketing Management</i> 93: 466–481. doi:<a href="https://doi.org/10.1016/j.indmarman.2020.06.002,">10.1016/j.indmarman.2020.06.002,</a>
    .'
  din1505-2-1: '<span style="font-variant:small-caps;">Schäfers, Tobias</span> ; <span
    style="font-variant:small-caps;">Ruffer, Stefan</span> ; <span style="font-variant:small-caps;">Böhm,
    Eva</span>: Outcome-based contracting from the customers’ perspective: A means-end
    chain analytical exploration. In: <i>Industrial Marketing Management</i> Bd. 93,
    Elsevier (2020), S. 466–481'
  havard: 'T. Schäfers, S. Ruffer, E. Böhm, Outcome-based contracting from the customers’
    perspective: A means-end chain analytical exploration, Industrial Marketing Management.
    93 (2020) 466–481.'
  ieee: 'T. Schäfers, S. Ruffer, and E. Böhm, “Outcome-based contracting from the
    customers’ perspective: A means-end chain analytical exploration,” <i>Industrial
    Marketing Management</i>, vol. 93, pp. 466–481, 2020.'
  mla: 'Schäfers, Tobias, et al. “Outcome-Based Contracting from the Customers’ Perspective:
    A Means-End Chain Analytical Exploration.” <i>Industrial Marketing Management</i>,
    vol. 93, Elsevier, 2020, pp. 466–81, doi:<a href="https://doi.org/10.1016/j.indmarman.2020.06.002">10.1016/j.indmarman.2020.06.002</a>.'
  short: T. Schäfers, S. Ruffer, E. Böhm, Industrial Marketing Management 93 (2020)
    466–481.
  ufg: '<b>Schäfers, Tobias et. al. (2020)</b>: Outcome-based contracting from the
    customers’ perspective: A means-end chain analytical exploration, in: <i>Industrial
    Marketing Management</i> <i>93</i>, S. 466–481.'
  van: 'Schäfers T, Ruffer S, Böhm E. Outcome-based contracting from the customers’
    perspective: A means-end chain analytical exploration. Industrial Marketing Management.
    2020;93:466–81.'
date_created: 2022-04-13T10:53:16Z
date_updated: 2023-03-15T13:50:10Z
doi: 10.1016/j.indmarman.2020.06.002
intvolume: '        93'
language:
- iso: eng
page: 466-481
publication: Industrial Marketing Management
publication_status: published
publisher: Elsevier
quality_controlled: '1'
status: public
title: 'Outcome-based contracting from the customers'' perspective: A means-end chain
  analytical exploration'
type: scientific_journal_article
user_id: '77945'
volume: 93
year: 2020
...
---
_id: '7521'
article_type: original
author:
- first_name: Joe
  full_name: Cobbs, Joe
  last_name: Cobbs
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Mark D.
  full_name: Groza, Mark D.
  last_name: Groza
citation:
  ama: 'Cobbs J, Schäfers T, Groza MD. Construal level effects in sponsorship-linked
    marketing: informativeness and timing of announcements. <i>Journal of Marketing
    Theory and Practice</i>. 2020;28(4):357-372. doi:<a href="https://doi.org/10.1080/10696679.2020.1768869">10.1080/10696679.2020.1768869</a>'
  apa: 'Cobbs, J., Schäfers, T., &#38; Groza, M. D. (2020). Construal level effects
    in sponsorship-linked marketing: informativeness and timing of announcements.
    <i>Journal of Marketing Theory and Practice</i>, <i>28</i>(4), 357–372. <a href="https://doi.org/10.1080/10696679.2020.1768869">https://doi.org/10.1080/10696679.2020.1768869</a>'
  bjps: '<b>Cobbs J, Schäfers T and Groza MD</b> (2020) Construal Level Effects in
    Sponsorship-Linked Marketing: Informativeness and Timing of Announcements. <i>Journal
    of Marketing Theory and Practice</i> <b>28</b>, 357–372.'
  chicago: 'Cobbs, Joe, Tobias Schäfers, and Mark D. Groza. “Construal Level Effects
    in Sponsorship-Linked Marketing: Informativeness and Timing of Announcements.”
    <i>Journal of Marketing Theory and Practice</i> 28, no. 4 (2020): 357–72. <a href="https://doi.org/10.1080/10696679.2020.1768869">https://doi.org/10.1080/10696679.2020.1768869</a>.'
  chicago-de: 'Cobbs, Joe, Tobias Schäfers und Mark D. Groza. 2020. Construal level
    effects in sponsorship-linked marketing: informativeness and timing of announcements.
    <i>Journal of Marketing Theory and Practice</i> 28, Nr. 4: 357–372. doi:<a href="https://doi.org/10.1080/10696679.2020.1768869,">10.1080/10696679.2020.1768869,</a>
    .'
  din1505-2-1: '<span style="font-variant:small-caps;">Cobbs, Joe</span> ; <span style="font-variant:small-caps;">Schäfers,
    Tobias</span> ; <span style="font-variant:small-caps;">Groza, Mark D.</span>:
    Construal level effects in sponsorship-linked marketing: informativeness and timing
    of announcements. In: <i>Journal of Marketing Theory and Practice</i> Bd. 28,
    Taylor &#38; Francis (2020), Nr. 4, S. 357–372'
  havard: 'J. Cobbs, T. Schäfers, M.D. Groza, Construal level effects in sponsorship-linked
    marketing: informativeness and timing of announcements, Journal of Marketing Theory
    and Practice. 28 (2020) 357–372.'
  ieee: 'J. Cobbs, T. Schäfers, and M. D. Groza, “Construal level effects in sponsorship-linked
    marketing: informativeness and timing of announcements,” <i>Journal of Marketing
    Theory and Practice</i>, vol. 28, no. 4, pp. 357–372, 2020.'
  mla: 'Cobbs, Joe, et al. “Construal Level Effects in Sponsorship-Linked Marketing:
    Informativeness and Timing of Announcements.” <i>Journal of Marketing Theory and
    Practice</i>, vol. 28, no. 4, Taylor &#38; Francis, 2020, pp. 357–72, doi:<a href="https://doi.org/10.1080/10696679.2020.1768869">10.1080/10696679.2020.1768869</a>.'
  short: J. Cobbs, T. Schäfers, M.D. Groza, Journal of Marketing Theory and Practice
    28 (2020) 357–372.
  ufg: '<b>Cobbs, Joe et. al. (2020)</b>: Construal level effects in sponsorship-linked
    marketing: informativeness and timing of announcements, in: <i>Journal of Marketing
    Theory and Practice</i> <i>28</i> (<i>4</i>), S. 357–372.'
  van: 'Cobbs J, Schäfers T, Groza MD. Construal level effects in sponsorship-linked
    marketing: informativeness and timing of announcements. Journal of Marketing Theory
    and Practice. 2020;28(4):357–72.'
date_created: 2022-04-13T10:53:21Z
date_updated: 2023-03-15T13:50:10Z
doi: 10.1080/10696679.2020.1768869
extern: '1'
intvolume: '        28'
issue: '4'
language:
- iso: eng
page: 357-372
publication: Journal of Marketing Theory and Practice
publication_status: published
publisher: Taylor & Francis
quality_controlled: '1'
status: public
title: 'Construal level effects in sponsorship-linked marketing: informativeness and
  timing of announcements'
type: scientific_journal_article
user_id: '77945'
volume: 28
year: 2020
...
---
_id: '7522'
article_type: original
author:
- first_name: Gerrit Paul
  full_name: Cziehso, Gerrit Paul
  last_name: Cziehso
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Monika
  full_name: Kukar-Kinney, Monika
  last_name: Kukar-Kinney
citation:
  ama: Cziehso GP, Schäfers T, Kukar-Kinney M. Free no more - investigating customer
    reactions to unexpected free-to-fee switches. <i>Journal of Business Research</i>.
    2019;101:229-242. doi:<a href="https://doi.org/10.1016/j.jbusres.2019.03.050">10.1016/j.jbusres.2019.03.050</a>
  apa: Cziehso, G. P., Schäfers, T., &#38; Kukar-Kinney, M. (2019). Free no more -
    investigating customer reactions to unexpected free-to-fee switches. <i>Journal
    of Business Research</i>, <i>101</i>, 229–242. <a href="https://doi.org/10.1016/j.jbusres.2019.03.050">https://doi.org/10.1016/j.jbusres.2019.03.050</a>
  bjps: <b>Cziehso GP, Schäfers T and Kukar-Kinney M</b> (2019) Free No More - Investigating
    Customer Reactions to Unexpected Free-to-Fee Switches. <i>Journal of Business
    Research</i> <b>101</b>, 229–242.
  chicago: 'Cziehso, Gerrit Paul, Tobias Schäfers, and Monika Kukar-Kinney. “Free
    No More - Investigating Customer Reactions to Unexpected Free-to-Fee Switches.”
    <i>Journal of Business Research</i> 101 (2019): 229–42. <a href="https://doi.org/10.1016/j.jbusres.2019.03.050">https://doi.org/10.1016/j.jbusres.2019.03.050</a>.'
  chicago-de: 'Cziehso, Gerrit Paul, Tobias Schäfers und Monika Kukar-Kinney. 2019.
    Free no more - investigating customer reactions to unexpected free-to-fee switches.
    <i>Journal of Business Research</i> 101: 229–242. doi:<a href="https://doi.org/10.1016/j.jbusres.2019.03.050,">10.1016/j.jbusres.2019.03.050,</a>
    .'
  din1505-2-1: '<span style="font-variant:small-caps;">Cziehso, Gerrit Paul</span>
    ; <span style="font-variant:small-caps;">Schäfers, Tobias</span> ; <span style="font-variant:small-caps;">Kukar-Kinney,
    Monika</span>: Free no more - investigating customer reactions to unexpected free-to-fee
    switches. In: <i>Journal of Business Research</i> Bd. 101, Elsevier (2019), S. 229–242'
  havard: G.P. Cziehso, T. Schäfers, M. Kukar-Kinney, Free no more - investigating
    customer reactions to unexpected free-to-fee switches, Journal of Business Research.
    101 (2019) 229–242.
  ieee: G. P. Cziehso, T. Schäfers, and M. Kukar-Kinney, “Free no more - investigating
    customer reactions to unexpected free-to-fee switches,” <i>Journal of Business
    Research</i>, vol. 101, pp. 229–242, 2019.
  mla: Cziehso, Gerrit Paul, et al. “Free No More - Investigating Customer Reactions
    to Unexpected Free-to-Fee Switches.” <i>Journal of Business Research</i>, vol.
    101, Elsevier, 2019, pp. 229–42, doi:<a href="https://doi.org/10.1016/j.jbusres.2019.03.050">10.1016/j.jbusres.2019.03.050</a>.
  short: G.P. Cziehso, T. Schäfers, M. Kukar-Kinney, Journal of Business Research
    101 (2019) 229–242.
  ufg: '<b>Cziehso, Gerrit Paul et. al. (2019)</b>: Free no more - investigating customer
    reactions to unexpected free-to-fee switches, in: <i>Journal of Business Research</i>
    <i>101</i>, S. 229–242.'
  van: Cziehso GP, Schäfers T, Kukar-Kinney M. Free no more - investigating customer
    reactions to unexpected free-to-fee switches. Journal of Business Research. 2019;101:229–42.
date_created: 2022-04-13T10:53:29Z
date_updated: 2023-03-15T13:50:10Z
doi: 10.1016/j.jbusres.2019.03.050
extern: '1'
intvolume: '       101'
language:
- iso: eng
page: 229-242
publication: Journal of Business Research
publication_status: published
publisher: Elsevier
quality_controlled: '1'
status: public
title: Free no more - investigating customer reactions to unexpected free-to-fee switches
type: scientific_journal_article
user_id: '77945'
volume: 101
year: 2019
...
---
_id: '7524'
article_type: original
author:
- first_name: Arne K.
  full_name: Albrecht, Arne K.
  last_name: Albrecht
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Gianfranco
  full_name: Walsh, Gianfranco
  last_name: Walsh
- first_name: Sharon E.
  full_name: Beatty, Sharon E.
  last_name: Beatty
citation:
  ama: 'Albrecht AK, Schäfers T, Walsh G, Beatty SE. The Effect of Compensation Size
    on Recovery Satisfaction After Group Service Failures: The Role of Group Versus
    Individual Service Recovery. <i>Journal of Service Research</i>. 2019;22(1):60-74.
    doi:<a href="https://doi.org/10.1177/1094670518802059">10.1177/1094670518802059</a>'
  apa: 'Albrecht, A. K., Schäfers, T., Walsh, G., &#38; Beatty, S. E. (2019). The
    Effect of Compensation Size on Recovery Satisfaction After Group Service Failures:
    The Role of Group Versus Individual Service Recovery. <i>Journal of Service Research</i>,
    <i>22</i>(1), 60–74. <a href="https://doi.org/10.1177/1094670518802059">https://doi.org/10.1177/1094670518802059</a>'
  bjps: '<b>Albrecht AK <i>et al.</i></b> (2019) The Effect of Compensation Size on
    Recovery Satisfaction After Group Service Failures: The Role of Group Versus Individual
    Service Recovery. <i>Journal of Service Research</i> <b>22</b>, 60–74.'
  chicago: 'Albrecht, Arne K., Tobias Schäfers, Gianfranco Walsh, and Sharon E. Beatty.
    “The Effect of Compensation Size on Recovery Satisfaction After Group Service
    Failures: The Role of Group Versus Individual Service Recovery.” <i>Journal of
    Service Research</i> 22, no. 1 (2019): 60–74. <a href="https://doi.org/10.1177/1094670518802059">https://doi.org/10.1177/1094670518802059</a>.'
  chicago-de: 'Albrecht, Arne K., Tobias Schäfers, Gianfranco Walsh und Sharon E.
    Beatty. 2019. The Effect of Compensation Size on Recovery Satisfaction After Group
    Service Failures: The Role of Group Versus Individual Service Recovery. <i>Journal
    of Service Research</i> 22, Nr. 1: 60–74. doi:<a href="https://doi.org/10.1177/1094670518802059,">10.1177/1094670518802059,</a>
    .'
  din1505-2-1: '<span style="font-variant:small-caps;">Albrecht, Arne K.</span> ;
    <span style="font-variant:small-caps;">Schäfers, Tobias</span> ; <span style="font-variant:small-caps;">Walsh,
    Gianfranco</span> ; <span style="font-variant:small-caps;">Beatty, Sharon E.</span>:
    The Effect of Compensation Size on Recovery Satisfaction After Group Service Failures:
    The Role of Group Versus Individual Service Recovery. In: <i>Journal of Service
    Research</i> Bd. 22, Sage (2019), Nr. 1, S. 60–74'
  havard: 'A.K. Albrecht, T. Schäfers, G. Walsh, S.E. Beatty, The Effect of Compensation
    Size on Recovery Satisfaction After Group Service Failures: The Role of Group
    Versus Individual Service Recovery, Journal of Service Research. 22 (2019) 60–74.'
  ieee: 'A. K. Albrecht, T. Schäfers, G. Walsh, and S. E. Beatty, “The Effect of Compensation
    Size on Recovery Satisfaction After Group Service Failures: The Role of Group
    Versus Individual Service Recovery,” <i>Journal of Service Research</i>, vol.
    22, no. 1, pp. 60–74, 2019.'
  mla: 'Albrecht, Arne K., et al. “The Effect of Compensation Size on Recovery Satisfaction
    After Group Service Failures: The Role of Group Versus Individual Service Recovery.”
    <i>Journal of Service Research</i>, vol. 22, no. 1, Sage, 2019, pp. 60–74, doi:<a
    href="https://doi.org/10.1177/1094670518802059">10.1177/1094670518802059</a>.'
  short: A.K. Albrecht, T. Schäfers, G. Walsh, S.E. Beatty, Journal of Service Research
    22 (2019) 60–74.
  ufg: '<b>Albrecht, Arne K. et. al. (2019)</b>: The Effect of Compensation Size on
    Recovery Satisfaction After Group Service Failures: The Role of Group Versus Individual
    Service Recovery, in: <i>Journal of Service Research</i> <i>22</i> (<i>1</i>),
    S. 60–74.'
  van: 'Albrecht AK, Schäfers T, Walsh G, Beatty SE. The Effect of Compensation Size
    on Recovery Satisfaction After Group Service Failures: The Role of Group Versus
    Individual Service Recovery. Journal of Service Research. 2019;22(1):60–74.'
date_created: 2022-04-13T10:55:36Z
date_updated: 2023-03-15T13:50:10Z
doi: 10.1177/1094670518802059
extern: '1'
intvolume: '        22'
issue: '1'
language:
- iso: eng
page: 60-74
publication: Journal of Service Research
publication_status: published
publisher: Sage
quality_controlled: '1'
status: public
title: 'The Effect of Compensation Size on Recovery Satisfaction After Group Service
  Failures: The Role of Group Versus Individual Service Recovery'
type: scientific_journal_article
user_id: '77945'
volume: 22
year: 2019
...
---
_id: '7523'
article_type: original
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Roger
  full_name: Moser, Roger
  last_name: Moser
- first_name: Gopalakrishnan
  full_name: Narayanamurthy, Gopalakrishnan
  last_name: Narayanamurthy
citation:
  ama: Schäfers T, Moser R, Narayanamurthy G. Access-Based Services for the Base of
    the Pyramid. <i>Journal of Service Research</i>. 2018;21(4):421-437. doi:<a href="https://doi.org/10.1177/1094670518770034">10.1177/1094670518770034</a>
  apa: Schäfers, T., Moser, R., &#38; Narayanamurthy, G. (2018). Access-Based Services
    for the Base of the Pyramid. <i>Journal of Service Research</i>, <i>21</i>(4),
    421–437. <a href="https://doi.org/10.1177/1094670518770034">https://doi.org/10.1177/1094670518770034</a>
  bjps: <b>Schäfers T, Moser R and Narayanamurthy G</b> (2018) Access-Based Services
    for the Base of the Pyramid. <i>Journal of Service Research</i> <b>21</b>, 421–437.
  chicago: 'Schäfers, Tobias, Roger Moser, and Gopalakrishnan Narayanamurthy. “Access-Based
    Services for the Base of the Pyramid.” <i>Journal of Service Research</i> 21,
    no. 4 (2018): 421–37. <a href="https://doi.org/10.1177/1094670518770034">https://doi.org/10.1177/1094670518770034</a>.'
  chicago-de: 'Schäfers, Tobias, Roger Moser und Gopalakrishnan Narayanamurthy. 2018.
    Access-Based Services for the Base of the Pyramid. <i>Journal of Service Research</i>
    21, Nr. 4: 421–437. doi:<a href="https://doi.org/10.1177/1094670518770034,">10.1177/1094670518770034,</a>
    .'
  din1505-2-1: '<span style="font-variant:small-caps;">Schäfers, Tobias</span> ; <span
    style="font-variant:small-caps;">Moser, Roger</span> ; <span style="font-variant:small-caps;">Narayanamurthy,
    Gopalakrishnan</span>: Access-Based Services for the Base of the Pyramid. In:
    <i>Journal of Service Research</i> Bd. 21, Sage (2018), Nr. 4, S. 421–437'
  havard: T. Schäfers, R. Moser, G. Narayanamurthy, Access-Based Services for the
    Base of the Pyramid, Journal of Service Research. 21 (2018) 421–437.
  ieee: T. Schäfers, R. Moser, and G. Narayanamurthy, “Access-Based Services for the
    Base of the Pyramid,” <i>Journal of Service Research</i>, vol. 21, no. 4, pp.
    421–437, 2018.
  mla: Schäfers, Tobias, et al. “Access-Based Services for the Base of the Pyramid.”
    <i>Journal of Service Research</i>, vol. 21, no. 4, Sage, 2018, pp. 421–37, doi:<a
    href="https://doi.org/10.1177/1094670518770034">10.1177/1094670518770034</a>.
  short: T. Schäfers, R. Moser, G. Narayanamurthy, Journal of Service Research 21
    (2018) 421–437.
  ufg: '<b>Schäfers, Tobias et. al. (2018)</b>: Access-Based Services for the Base
    of the Pyramid, in: <i>Journal of Service Research</i> <i>21</i> (<i>4</i>), S.
    421–437.'
  van: Schäfers T, Moser R, Narayanamurthy G. Access-Based Services for the Base of
    the Pyramid. Journal of Service Research. 2018;21(4):421–37.
date_created: 2022-04-13T10:53:50Z
date_updated: 2023-03-15T13:50:10Z
doi: 10.1177/1094670518770034
extern: '1'
intvolume: '        21'
issue: '4'
language:
- iso: eng
page: 421-437
publication: Journal of Service Research
publication_status: published
publisher: Sage
quality_controlled: '1'
status: public
title: Access-Based Services for the Base of the Pyramid
type: scientific_journal_article
user_id: '77945'
volume: 21
year: 2018
...