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All Outputs (19)

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.

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

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.

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.

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-

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

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.ind

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.

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/jsb

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

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.

Drivers of Brand Extension Success: What Really Matters for Luxury Brands (2013)
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 into traditional luxury sectors beyond their core business. Some brands such... Read More about Drivers of Brand Extension Success: What Really Matters for Luxury Brands.

Consequences of customer loyalty to the loyalty program and to the company (2011)
Journal Article
Evanschitzky, H., Ramaseshan, B., Woisetschläger, D. M., Richelsen, V., Blut, M., & Backhaus, C. (2012). Consequences of customer loyalty to the loyalty program and to the company. Journal of the Academy of Marketing Science, 40, 625-638. https://doi.org

Gaining customer loyalty is an important goal of marketing, and loyalty programs are intended to help in reaching it. Research on loyalty programs suggests that customers differentiate between loyalty to a company and loyalty to a loyalty program, ye... Read More about Consequences of customer loyalty to the loyalty program and to the company.

Determinants of sponsorship fit: a multilevel analysis (2010)
Journal Article
Woisetschläger, D. M., Backhaus, C., Evanschitzky, H., & Michaelis, M. (2010). Determinants of sponsorship fit: a multilevel analysis. NA - Advances in Consumer Research, 37, 548-549

Sponsorship fit is frequently mentioned and empirically examined as a success factor of sponsorship. While sponsorship fit has been considered as a determinant of sponsorship success, little knowledge exists about the antecedents of sponsorship fit.... Read More about Determinants of sponsorship fit: a multilevel analysis.

Zur Wirkung von Neukunden-Promotions auf Bestandskunden (2010)
Journal Article
Woisetschläger, D., Evanschitzky, H., & Backhaus, C. (2011). Zur Wirkung von Neukunden-Promotions auf Bestandskunden. Zeitschrift für Betriebswirtschaft, 81, 183-204. https://doi.org/10.1007/s11573-010-0427-6

Neukundenverträge werden häufig mit wesentlich attraktiveren Konditionen ausgestaltet als Vertragsangebote für Bestandskunden. Dabei scheinen Neukunden-Promotions zwar grundsätzlich geeignet, die Kaufbereitschaft potenzieller Kunden zu steigern, even... Read More about Zur Wirkung von Neukunden-Promotions auf Bestandskunden.

What to Expect After the Honeymoon: Testing a Lifecycle Theory of Franchise Relationships (2010)
Journal Article
Blut, M., Backhaus, C., Heussler, T., Woisetschläger, D. M., Evanschitzky, H., & Ahlert, D. (2020). What to Expect After the Honeymoon: Testing a Lifecycle Theory of Franchise Relationships. Journal of Retailing, 87(3), 306-319. https://doi.org/10.1016/j

This research examines the evolution of interorganizational relationships in a franchising context. Using U-curve theory, we develop three hypotheses and contrast them with traditional lifecycle theory. Three groups of constructs are affected by life... Read More about What to Expect After the Honeymoon: Testing a Lifecycle Theory of Franchise Relationships.