All Outputs (36)

Contemporary and Emerging Content Marketing Trends (2023)
Book Chapter
Kurtzke, S. (2023). Contemporary and Emerging Content Marketing Trends. In A. Krowinska, C. Backhaus, B. Becker, & F. Bosser (Eds.), Digital Content Marketing: Creating Value in Practice. London: Routledge. https://doi.org/10.4324/9781003346500-12

As technology is evolving, so is content marketing. This final chapter considers contemporary and emerging content marketing trends. It is difficult to predict exactly how content marketing will develop in years to come, as this will depend on a vari... Read More about Contemporary and Emerging Content Marketing Trends.

CIE Report: Bridging the gap (2023)
Report
Buchmann, A., Backhaus, C., Anderman, M., Plant O'Toole, E., Weaver, M., Neye, C., & Florida-James, G. (2023). CIE Report: Bridging the gap. Cycling Industries Europe

Planning Horizon in International Travel Decision-Making: The Role of Individual and Cultural Determinants (2022)
Journal Article
Backhaus, C., Heussler, T., & Croce, V. (2023). Planning Horizon in International Travel Decision-Making: The Role of Individual and Cultural Determinants. Journal of Travel Research, 62(2), 432-447. https://doi.org/10.1177/00472875211066112

A solid understanding of when travel decisions are made in relation to travelers’ planning horizons is crucial for travel service providers. Despite its importance, there are very few empirical studies investigating the planning horizon and its antec... Read More about Planning Horizon in International Travel Decision-Making: The Role of Individual and Cultural Determinants.

Technological Diversification in Retail Agglomerations: Case Studies Alongside the Digital Marketing Mix (2020)
Book Chapter
Dicdarevic, A., Evanschitzky, H., & Backhaus, C. (2020). Technological Diversification in Retail Agglomerations: Case Studies Alongside the Digital Marketing Mix. In E. Pantano (Ed.), Retail Futures: The Good, the Bad and the Ugly of the Digital Transformation (37-50). Bingley: Emerald. https://doi.org/10.1108/9781838676636

The degree to which technologies are spread across retailing, the so-called technological diversification, is mainly considered at the firm-or store level in the retailing and marketing literature. However, also physical clusters of business and serv... Read More about Technological Diversification in Retail Agglomerations: Case Studies Alongside the Digital Marketing Mix.

The role of emotions in shaping purchase intentions for innovations using emerging technologies: A scenario‐based investigation in the context of nanotechnology (2019)
Journal Article
Seegebarth, B., Backhaus, C., & Woisetschläger, D. M. (2019). The role of emotions in shaping purchase intentions for innovations using emerging technologies: A scenario‐based investigation in the context of nanotechnology. Psychology and Marketing, 36(9), 844-862. https://doi.org/10.1002/mar.21228

Although emotions may not play a major role as antecedents of consumers′ innovation acceptance, this study proposes that attitude formation works differently in the context of emerging technologies because of their high levels of uncertainty. To inve... Read More about The role of emotions in shaping purchase intentions for innovations using emerging technologies: A scenario‐based investigation in the context of nanotechnology.

Erbringung kooperativer Dienstleistungen durch Netzwerke – Erfolgspotenziale und Herausforderungen am Beispiel eines telemedizinischen Netzwerks zur integrierten Schlaganfallversorgung (2019)
Book Chapter
Evanschitzky, H., Woisetschläger, D., Backhaus, C., & Miachaelis, M. (2019). Erbringung kooperativer Dienstleistungen durch Netzwerke – Erfolgspotenziale und Herausforderungen am Beispiel eines telemedizinischen Netzwerks zur integrierten Schlaganfallversorgung. In M. Bruhn, & K. Hadwich (Eds.), Kooperative Dienstleistungen: Spannungsfelder zwischen Service Cooperation und Service Coopetition (89-112). Wiesbaden: Springer Gabler. https://doi.org/10.1007/978-3-658-26389-8_5

Strategische Dienstleistungsnetzwerke sind nicht nur im Konsumbereich prädestiniert, Produkte und Dienstleistungen kunden- und gleichzeitig effizienzorientiert zu erstellen. Auch im Bereich der sogenannten „Transformative Services“ und hier insbesond... Read More about Erbringung kooperativer Dienstleistungen durch Netzwerke – Erfolgspotenziale und Herausforderungen am Beispiel eines telemedizinischen Netzwerks zur integrierten Schlaganfallversorgung.

The Impact of Language Competencies of International Business Performance: Small and Medium Enterprise Perspective (2019)
Conference Proceeding
Tibrewal, A., de Jong, A., Parkes, G., Haji, I., & Backhaus, C. (2019). The Impact of Language Competencies of International Business Performance: Small and Medium Enterprise Perspective. In 42nd Annual Conference of the Institute for Small Business and Entreprenuership

The purpose of this research is to draw attention to the role of language competencies in international marketing and business performance. The project aims to quantify the impact of linguistic competency on international marketing and business manag... Read More about The Impact of Language Competencies of International Business Performance: Small and Medium Enterprise Perspective.

The Promise and Perils of Sensitive Consumer Data: A Relational Exchange Perspective (2018)
Presentation / Conference
Haji, I., Dose, D., & Backhaus, C. (2018, December). The Promise and Perils of Sensitive Consumer Data: A Relational Exchange Perspective. Paper presented at Thought Leaders’ Conference on Privacy in Marketing

To cope with growing market demands, retailers increasingly collect and utilize consumer data in order to provide personalized shopping experiences to their consumers and to increase marketing returns (e.g., Schumann et al., 2014). Personalizing reta... Read More about The Promise and Perils of Sensitive Consumer Data: A Relational Exchange Perspective.

The role of fan benefits in shaping responses to sponsorship activation (2018)
Journal Article
Dreisbach, J., Woisetschläger, D. M., Backhaus, C., & Cornwell, T. B. (2021). The role of fan benefits in shaping responses to sponsorship activation. Journal of Business Research, 124, 780-789. https://doi.org/10.1016/j.jbusres.2018.11.041

As sponsorship in sports, arts and entertainment has grown, so have the myriad ways to activate partnerships. This study investigates the mechanisms through which sales-oriented activation campaigns affect consumer evaluations. Based on a benefit typ... Read More about The role of fan benefits in shaping responses to sponsorship activation.

Inferring Corporate Motives: How Deal Characteristics Shape Sponsorship Perceptions (2017)
Journal Article
Woisetschläger, D. M., Backhaus, C., & Cornwell, T. B. (2017). Inferring Corporate Motives: How Deal Characteristics Shape Sponsorship Perceptions. Journal of Marketing, 81(5), 121-141. https://doi.org/10.1509/jm.16.0082

Sponsoring joins brands with sports, the arts, and events in mutually beneficial partnerships. In the context of sports, the authors examine how sponsorship deal characteristics affect consumer inferences, attitudes, and behavioral intentions toward... Read More about Inferring Corporate Motives: How Deal Characteristics Shape Sponsorship Perceptions.

The service dominant logic of understanding why consumers co create online experiences by disclosing the intimate public and private self-image (2017)
Presentation / Conference
Haji, I., & Backhaus, C. (2017, June). The service dominant logic of understanding why consumers co create online experiences by disclosing the intimate public and private self-image. Paper presented at 26th Annual Frontiers in Service Conference, New York, US

Online value co-creation is not only about co-creating the content such as sharing status, sending invitations, sharing videos, and sharing photos, it is about the development of exchanging experiences to build and maintain online service dominant in... Read More about The service dominant logic of understanding why consumers co create online experiences by disclosing the intimate public and private self-image.

Acceptance of Smartphone-Based Mobile Shopping: Mobile Benefits, Customer Characteristics, Perceived Risks, and the Impact of Application Context (2017)
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 smartphone‐based mobile shopping acceptance, this study integrates and extends exist... Read More about Acceptance of Smartphone-Based Mobile Shopping: Mobile Benefits, Customer Characteristics, Perceived Risks, and the Impact of Application Context.

Understanding outcome-based contracts (2016)
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 the benefits, risks, and overall contract performance of OBCs when they are... Read More about Understanding outcome-based contracts.

Toward a better understanding of stakeholder participation in the service innovation process: More than one path to success (2016)
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 stakeholder participation processes. Data come from 220 franchisees engaged in in... Read More about Toward a better understanding of stakeholder participation in the service innovation process: More than one path to success.

Securing business-to-business relationships: The impact of switching costs (2015)
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 markets. In particular, it is unclear whether switching costs, and associa... Read More about Securing business-to-business relationships: The impact of switching costs.

Why frontline employees engage as idea collectors: An assessment of underlying motives and critical success factors (2015)
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 of companies resulting from their boundary spanning role is often underestim... Read More about Why frontline employees engage as idea collectors: An assessment of underlying motives and critical success factors.

Multi-Level Modeling (2015)
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 hierarchical – multilevel or nested – data structure occurs. In such cases, multi‐... Read More about Multi-Level Modeling.

The Franchise Dilemma: Entrepreneurial Characteristics, Relational Contracting, and Opportunism in Hybrid Governance (2015)
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 increases franchisee opportunism by strengthening the opportunism‐enhancing impa... Read More about The Franchise Dilemma: Entrepreneurial Characteristics, Relational Contracting, and Opportunism in Hybrid Governance.

Fans’ resistance to naming right sponsorships: Why stadium names remain the same for fans (2014)
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 sponsorships mostly trigger neutral or positive reactions by fans, the authors fin... Read More about Fans’ resistance to naming right sponsorships: Why stadium names remain the same for fans.

Value Creation for Luxury Brands through Brand Extensions: An Investigation of Forward and Reciprocal Effects (2013)
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, watches or jewelry, and even services. The use of brand extensions has beco... Read More about Value Creation for Luxury Brands through Brand Extensions: An Investigation of Forward and Reciprocal Effects.