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7 Publikationen


2022 | Konferenz - Vortrag | ELSA-ID: 8340
Schäfers, Tobias, and Marina Leban. On-Demand Features: Opportunities and Challenges of Fractional as-a-Service Business Models. 2022.
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2022 | Konferenz - Vortrag | ELSA-ID: 8339
Lauzi, F., et al. Sales Enablement for Industrial Marketing: Exploring Contingencies and Dynamics. 2022.
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2022 | Konferenz - Vortrag | ELSA-ID: 8341
Cziehso, Gerrit, et al. „Just Try It on!” - Using Location-Based Bluetooth Technology to Reveal the Effects of Fitting Room Visits on Purchases and in-Store Movement. 2022.
ELSA
 

2022 | Konferenz - Vortrag | ELSA-ID: 8808
Schäfers, Tobias, and Mark Groza. Selling Ownership or Selling Access? Examining Salespersons’ Preferences and Capabilities . 2022.
ELSA
 

2022 | Zeitschriftenaufsatz (wiss.) | ELSA-ID: 8328
van der Borgh, Michel, et al. “Moving the Needle: Publishing Academic-Practitioner Research in Industrial Marketing Management.” Industrial Marketing Management, vol. 103, Elsevier, 2022, pp. A1–6, doi:10.1016/j.indmarman.2022.03.015.
ELSA | DOI
 

2021 | Zeitschriftenaufsatz (wiss.) | ELSA-ID: 7518
Schäfers, Tobias, et al. “The Sharing Economy at the Base of the Economic Pyramid: How Access‐based Services Can Help Overcome Ownership Risks.” Psychology & Marketing, vol. 38, no. 11, Wiley, 2021, pp. 2073–88, doi:10.1002/mar.21541.
ELSA | DOI | Download (ext.)
 

2021 | Zeitschriftenaufsatz (wiss.) | ELSA-ID: 7517
Schäfers, Tobias, et al. “On-Demand Features: Consumer Reactions to Tangibility and Pricing Structure.” Journal of Business Research, no. 139, Elsevier, 2021, pp. 751–61, doi:10.1016/j.jbusres.2021.09.054.
ELSA | DOI
 

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