Acceptance of Smartphone-Based Mobile Shopping: Mobile Benefits, Customer Characteristics, Perceived Risks, and the Impact of Application Context
Journal Article
Hubert, M., Blut, M., Brock, C., Backhaus, C., & Eberhardt, T. (2017)
Acceptance of Smartphone-Based Mobile Shopping: Mobile Benefits, Customer Characteristics, Perceived Risks, and the Impact of Application Context. Psychology and Marketing, 34(2), 175-194. https://doi.org/10.1002/mar.20982
Despite their generally increasing use, the adoption of mobile shopping applications often differs across purchase contexts. In order to advance our understanding of smartphon...
Understanding outcome-based contracts
Journal Article
Böhm, E., Backhaus, C., Eggert, A., & Cummins, T. (2016)
Understanding outcome-based contracts. Journal of Strategic Contracting and Negotiation, 2(1-2), 128-149. https://doi.org/10.1177/2055563616669740
Increasingly complex industrial services rely on outcome-based contracts (OBCs); however, there is a dearth of research in this area of growth. The present research examines t...
Toward a better understanding of stakeholder participation in the service innovation process: More than one path to success
Journal Article
Ommen, N. O., Blut, M., Backhaus, C., & Woisetschläger, D. M. (2016)
Toward a better understanding of stakeholder participation in the service innovation process: More than one path to success. Journal of Business Research, 69(7), 2409-2416. https://doi.org/10.1016/j.jbusres.2016.01.010
Acknowledging the positive effects of stakeholder participation in new service development projects, the present research examines factors contributing to well-designed stakeh...
Securing business-to-business relationships: The impact of switching costs
Journal Article
Blut, M., Evanschitzky, H., Backhaus, C., Rudd, J., & Marck, M. (2016)
Securing business-to-business relationships: The impact of switching costs. Industrial Marketing Management, 52(1), 82-90. https://doi.org/10.1016/j.indmarman.2015.05.010
While the relationship marketing literature acknowledges the importance of switching costs for increasing customer retention, little is known about its relevance in industrial...
Why frontline employees engage as idea collectors: An assessment of underlying motives and critical success factors
Journal Article
Woisetschläger, D. M., Hanning, D., & Backhaus, C. (2016)
Why frontline employees engage as idea collectors: An assessment of underlying motives and critical success factors. Industrial Marketing Management, 52(1), 109-116. https://doi.org/10.1016/j.indmarman.2015.05.015
The importance of frontline employees for the success of organizations is recognized by researchers and practitioners alike. However, their importance for the innovativeness o...
Multi-Level Modeling
Other
Evanschitzky, A., & Backhaus, C. (2015)
Multi-Level Modeling
Whenever research is concerned with the analysis of relationships between lowerlevel units (e.g., individuals) and the higherlevel unit they belong to (e.g., group), a hierarc...
The Franchise Dilemma: Entrepreneurial Characteristics, Relational Contracting, and Opportunism in Hybrid Governance
Journal Article
Evanschitzky, H., Caemmerer, B., & Backhaus, C. (2016)
The Franchise Dilemma: Entrepreneurial Characteristics, Relational Contracting, and Opportunism in Hybrid Governance. Journal of Small Business Management, 54(1), 279-298. https://doi.org/10.1111/jsbm.12145
Using franchise data, we identify that entrepreneurial characteristics of franchisees partially impact on their opportunistic tendencies. Further, relational contracting incre...
Fans’ resistance to naming right sponsorships: Why stadium names remain the same for fans
Journal Article
Woisetschläger, D. M., Haselhoff, V. J., & Backhaus, C. (2014)
Fans’ resistance to naming right sponsorships: Why stadium names remain the same for fans. European Journal of Marketing, 48(7/8), 1487-1510. https://doi.org/10.1108/ejm-03-2012-0140
Purpose
The aim of this article is to contribute to the literature by analyzing potential determinants of fan resistance to naming right sponsorships. Although sports sponsors...
Value Creation for Luxury Brands through Brand Extensions: An Investigation of Forward and Reciprocal Effects
Journal Article
Albrecht, C., Backhaus, C., Gurzki, H., & Woisetschläger, D. M. (2013)
Value Creation for Luxury Brands through Brand Extensions: An Investigation of Forward and Reciprocal Effects. Marketing ZFP, 35(2), 91-103. https://doi.org/10.15358/0344-1369_2013_2_91
Luxury brands such as Louis Vuitton, Gucci, or Chanel regularly expand beyond their core business and nowadays offer a wide range of products including accessories, perfumes, ...
Drivers of Brand Extension Success: What Really Matters for Luxury Brands
Journal Article
Albrecht, C., Backhaus, C., Gurzki, H., & Woisetschläger, D. M. (2013)
Drivers of Brand Extension Success: What Really Matters for Luxury Brands. Psychology and Marketing, 30(8), 647-659. https://doi.org/10.1002/mar.20635
The use of brand extensions has become fundamental to the business model of most luxury brands. Many traditional luxury brands such as Louis Vuitton or Chanel have expanded in...