Publikationen

I. Veröffentlichungen in referierten Zeitschriften

• Accumulate or Diversify Ecological Innovation Assets? The Effect of Ecological Innovation Asset Depth and Breadth on Firm Financial Performance, 2025, Business Strategy and the Environment, 34, 4, 4001-4029 (mit Louisa Gropengießer-Arlt).
  
  
• Planting the Seeds of Innovation: Established Companies’ Startup Cooperation Capability, its Mechanism, and Innovation Outcomes, 2024, R&D Management, 55, 3, 952-973 (mit Nele Richter).
  
  
• Innovation Contests als effektive Methode zur Nutzung von Startup-Potenzialen, 2024, Zeitschrift für KMU und Entrepreneurship (ZfKE), 72, 2, 107-113 (mit Nele Richter).
  
  
• Neuroticism and the Sales Profession, 2024, Organizational Behavior and Human Decision Processes, 184, 1-19 (mit Johannes Habel, Selma Kadić-Maglajlić, Nathaniel Hartmann, Ad de Jong und Fabian Kosse).
  
  
• The Stress of Prospecting: Salesperson Genetics and Managerial Remedies, 2024, Industrial Marketing Management, 120, 146-159 (mit Christian Winter, Ad de Jong und Johannes Habel).

• Which Collaborations Allow Firms to Become Gatekeepers? A Longitudinal Analysis of a Large-scale Collaboration Network, 2023, European Management Journal, 41, 2, 263-273 (mit Dace Daldere und Oliver Hinz).
  
  
• Resource Acquisition and Opportunistic Behaviour in Open Innovation Relationships: The Contingency Effects of an Open Organizational Context, 2022, International Journal of Innovation Management, 26, 1, 1-36 (mit Dace Daldere).
  
  
• How Young Companies Can Effectively Manage Their Slack Resources Over Time to Ensure Sales Growth: The Contingent Role of Value-Based Selling, 2021, Journal of the Academy of Marketing Science, 49, 2, 304-326 (mit Ad de Jong und Edwin Nijssen).
  
  
• Variety Is the Spice of Life: How Much Partner Alignment Is Preferable in Open Innovation Activities to Enhance Firms’ Adaptiveness and Innovation Success?, 2020, Journal of Business Research, 117, 290-301 (mit Dace Daldere und Christian Winter).
  
  
• How Do Strategy and Leadership Styles Jointly Affect Co-Development and Its Innovation Outcomes?, 2017, Journal of Product Innovation Management, 34, 2, 201-222 (mit Ruth Stock und Armin Schnellbächer). Video-LinkExterner Link zu den Forschungsergebnissen.

• Frontline Employees’ Innovative Service Behavior as Key to Customer Loyalty: Insights into FLEs’ Resource Gain Spiral, 2017, Journal of Product Innovation Management, 34, 2, 223-245 (mit Ruth Stock und Ad de Jong).

• Strategic Givens in New Product Development: Understanding Curvilinear Effects on New Product Performance, 2017, International Journal of Innovation Management, 21, 1, 1-31 (mit Ruth Stock und Subin Im).

• Effective Configurations of Value Creation and Capture Capabilities: Extending Treacy and Wiersema's Value Disciplines, 2016, Journal of Business Research, 69, 10, 4121-4131 (mit Edwin Nijssen und Ruth Stock).

• Nonlinear and Dynamic Effects of Responsive and Proactive Market Orientation: A Longitudinal Investigation, 2016, International Journal of Research in Marketing, 33, 4, 767-779 (mit Nikolai Jäger und Malte Brettel).

• Salespersons’ Empathy as a Missing Link in the Customer Orientation—Loyalty Chain: An Investigation of Drivers and Age Differences as a Contingency, 2016, Journal of Personal Selling & Sales Management, 36, 3, 221-239 (mit Gisela Gerlach, Kai Rödiger und Ruth Stock).

• CEO Influences on Firms’ Strategic Actions: A Comparison of CEO-, Firm-, and Industry-Level Effects, 2015, Journal of Business Research, 68, 11, 2338-2346 (mit Björn Six, Dirk Schiereck und Ruth Stock).

• A Closer Look at Cross-functional R&D Cooperation for Innovativeness: Innovation-oriented Leadership and Human Resource Practices as Driving Forces, 2014, Journal of Product Innovation Management, 31, 5, 924-938 (mit Ruth Stock und Florian Totzauer).

• Linking Multiple Layers of Innovation-oriented Corporate Culture, Product Program Innovativeness, and Business Performance: A Contingency Approach, 2013, Journal of the Academy of Marketing Science, 41, 3, 283-299 (mit Ruth Stock und Björn Six).

• Two Sides of the Same Coin: How Do Different Dimensions of Product Program Innovativeness Affect Customer Loyalty?, 2013, Journal of Product Innovation Management, 30, 3, 516-532 (mit Ruth Stock).

• Patterns and Performance Outcomes of Innovation Orientation, 2011, Journal of the Academy of Marketing Science, 39, 6, 870-888 (mit Ruth Stock).

• Optimal Platform Investment for Product Family Design, 2008, Journal of Intelligent Manufacturing, 19, 2, 131-148 (mit Ali Yassine).

II. Referierte Konferenzbeiträge 

• Patient Preferences in Frontline Services: A Self-Regulation Perspective on Value Co-Creation, 2025, 9. Rostocker Dienstleistungstagung, Rostock (mit Vivienne Schünemeyer).
  
  
• Adoption of Sustainable Innovations and Willingness to Pay for Product Attributes: An Adaptive Choice-Based Conjoint Analysis, 2025, 28th Annual Interdisciplinary Conference on Entrepreneurship, Innovation and SMEs, Stuttgart (mit Jasmin Thiele).
  
  
• The Contingent Effects of Competitive Intensity and Market Turbulence on the Relationship between Ecological Innovation Quality and Firm Value, 2025, Innovation and Product Development Management Conference (IPDMC), Porto, Portugal (mit Louisa Gropengießer-Arlt).
  
  
• Innovation Orientation, Competitive Positioning, and Long-Term Performance a Longitudinal Text-Mining-Based Investigation, 2025, Innovation and Product Development Management Conference (IPDMC), Porto, Portugal (mit Kevin Rocker und Nikolai Jäger).
  
  
• Transforming Frontline Healthcare Services: The Role of Digital Service Innovations in Patient Experience, 2025, EMAC Spring Conference 2025, Madrid, Spanien (mit Vivienne Schünemeyer).
  
  
• Unveiling the Role of ChatGPT in Sentiment Analysis for Predicting Review Helpfulness: A Comprehensive Multistudy Approach, 2025, 39^th AMA Winter Academic Conference: Marketing in Service of Nature and Humanity, Phoenix, Az, USA (mit Christian Winter und Mattis Hartwig).
  
  
• Decoding the Link Between Innovation Orientation and Firm Performance: Longitudinal Evidence on Firm Efficiency and Market-Based Outcomes Using a Novel Text-Based Measure, 2024, 27th Annual Interdisciplinary Conference on Entrepreneurship, Innovation and SMEs, Ingolstadt (mit Kevin Rocker und Nikolai Jäger).
  
  
• AI-Human Coaching for Salespeople Learning, 2023, ANZMAC Annual Conference, Dunedin, Neuseeland (mit Ozlem Ozkok, Christian Winter, Mehdi Khiari und Laurent Scaringella).
  
  
• Salesperson Learning from Customer Engagement with AI-Human Coach Assemblage, 2023, AMA Summer Academic Conference, San Francisco, USA (mit Ozlem Ozkok, Mehdi Khiari, Christian Winter und Laurent Scaringella).
  
  
• How Should Firms Manage Their Ecological Innovation Assets? The Effect of Portfolio Depth and Breadth on Financial Firm Performance, 2023, R&D Management Conference, Sevilla, Spanien (mit Louisa Gropengießer-Arlt).
  
  
• The Contingent Effects of Digital and Sustainability Orientation in the Context of Strategic Industry Settings, 2023, EMAC Annual Conference, Odense, Dänemark (mit Kevin Rocker und Nikolai Jäger).
  
  
• The Neurotic Salesperson, 2022, AMA Summer Academic Conference, Chicago, USA (mit Ad de Jong, Johannes Habel, Nathaniel Hartmann und Selma Kadić-Maglajlić).
  
  
• Startup Cooperation Capability: How Established Companies Can Utilize Startups’ Potential, 2022, Academy of Management Annual Meeting, Seattle, USA (mit Nele Oldenburg).
  
  
• Give Me Your Genes and I Tell You Your Sales Success?, 2022, AMA Winter Academic Conference, Las Vegas, USA (mit Christian Winter, Ad de Jong und Johannes Habel).
  
  
• Improving the Outcomes of Established Company - Startup Cooperation through an Overlapping Knowledge Base, 2021, Open and User Innovation Conference, Aachen (mit Nele Oldenburg).

• The Effect Of Genetic Predispositions On Salespeople’s Canvassing And Closing, 2021, Academy of Marketing Science Annual Conference, New York City, USA (mit Christian Winter, Ad de Jong und Johannes Habel).

• Optimizing Established Company – Startup Cooperation taking a Startup Perspective: Structured Abstract, 2021, Academy of Marketing Science Annual Conference, New York City, USA (mit Nele Oldenburg).
  
  
• What Drives Sales Success? A Closer Look into Salespeople’s Genetic Make-Up and Personality, 2021, EMAC Annual Conference, Madrid, Spanien (mit Christian Winter, Ad de Jong und Johannes Habel).

• Improving the Effectiveness of Cooperations between Established Companies and Startups using a Portfolio Perspective, 2020, 24th Annual Interdisciplinary Conference on Entrepreneurship, Innovation and SMEs, Karlsruhe (mit Nele Oldenburg).

• The Diverging Effect of Digitalization on Perceived Conflict during Service Provisions – An Empirical Comparison of Suppliers and Customers in the B2B Context, 2018, International Conference on Information Systems, San Francisco, USA (mit Torben Stoffer und Thomas Widjaja).

• The Effect of Service Modularity on Flexibility in the Digital Age – An Investigation in the B2B Context, 2018, 9th International Conference on Exploring Services Science – Lecture Notes in Business Information Processing, Karlsruhe (mit Torben Stoffer und Thomas Widjaja).

• Which Collaborative Activities Should Firms Perform to Become Gatekeepers in Collaboration Networks, 2018, Academy of Management Annual Meeting, Chicago, USA (mit Dace Daldere und Oliver Hinz).

• The Contingent Role of Value-Based Selling for the Long-Term Impacts of HR and Financial Slack on Young Firms’ Profit, 2018, Institute for the Study of Business Markets Academic Conference, Boston, USA (mit Ad de Jong und Edwin Nijssen).

• Internal vs. Open Innovation: How Does the Interplay of R&D and Network Position Influence Innovation and Financial Performance?, 2017, 21th Annual Interdisciplinary Conference on Entrepreneurship and Innovation, Wuppertal (mit Dace Shafi und Oliver Hinz).

• Selling Center Heterogeneity and Its Interplay with the Buying Center for Increasing Adoption of IT-Supported Service Innovations, 2017, 25th European Conference on Information Systems, Guimarães, Portugal (mit Ferdinand Rausch)

• The Good and Bad of Ambidexterity: In Which Domains Should Firms Be Ambidextrous or Not to Foster Innovativeness?, 2017, 50th Hawaii International Conference on System Sciences, Waikoloa Village, USA.

• How to Back the Right Horse: Choosing Open Innovation Activities that Support Firms’ Entrepreneurial Orientation for Adaptation to Market Change, 2016, 45th European Marketing Academy Conference, Oslo, Norwegen (mit Dace Shafi).

• Fostering Open Innovation Performance by Countering Relational Risk: A Network Perspective, 2016, 20th Annual Interdisciplinary Conference on Entrepreneurship and Innovation, Leipzig (mit Dace Shafi).

• Gains and Pains of Open Innovation: Potential Remedies for the Risk of Partners’ Opportunistic Behavior, 2016, TIE Tagung, Kopenhagen, Dänemark (mit Dace Shafi).

• How to Manage Opportunity and Risk in Open Innovation? Moderating Effects of Network Centrality and Knowledge Protection, 2016, Open and User Innovation Conference, Cambridge, USA (mit Dace Shafi).

• The Threat Is Coming from Within: How Do Shared Mental Models of Top Management Teams Affect Overlooked Market Threats?, 2015, American Marketing Association Summer Educators’ Conference, Chicago, USA (mit Ruth Stock und Katherine Xin).

• Which Open Innovation Activities Align with Entrepreneurial Orientation when Adapting to Market Changes? A Dynamic Capability Perspective, 2015, 19th Annual Interdisciplinary Conference on Entrepreneurship and Innovation, Kassel (mit Dace Shafi).

• Ambidextrous Ambidexterity: Two New Worlds of Exploration and Ambidexterity, 2014, Academy of Management Annual Meeting, Philadelphia, USA.

• Co-Development with Customers: Investigation of Strategic Drivers and Product Innovation Outcomes, 2014, Academy of Management Annual Meeting, Philadelphia, USA (mit Ruth Stock und Armin Schnellbächer).

• Ambidextrous Ambidexterity: Two New Worlds of Exploration and Ambidexterity, 2013, TIE Tagung, St. Gallen, Schweiz.

• Non-Linear Relationships of Executives' Strategic Actions on Innovation and New Product Performance, 2013, Academy of Management Annual Meeting, Lake Buena Vista (Orlando), USA (mit Ruth Stock und Subin Im).

• How Do Executives Impact New Product Performance? An Investigation of Non-Linear Effects, 2013, American Marketing Association Summer Educators’ Conference, Boston, USA (mit Ruth Stock und Subin Im)

• How Leadership and HR Systems Translate into Product Program Innovativeness, 2012, Academy of Management Annual Meeting, Boston, USA (mit Ruth Stock und Florian Totzauer).

• How to Combine Product Development and Customer Relationship Activities: A Typology of Successful Marketing Strategies, 2012, 41st European Marketing Academy Conference, Lissabon, Portugal (mit Edwin Nijssen und Ruth Stock).

• The Good and Bad of Product Program Innovativeness: Evidence from Buyer and Seller Companies, 2011, Academy of Marketing Science World Marketing Congress, Reims, Frankreich (mit Ruth Stock).

• Do Innovative Products Increase Customer Loyalty? Evidence from Marketing, R&D, and Customers, 2010, 32nd INFORMS Marketing Science Conference, Köln (mit Ruth Stock).

• Optimizing Make-or-Buy Decisions in Marketing: A Formal Model Merging Transaction Cost Economics and Resource-based Theory, 2010, 32nd INFORMS Marketing Science Conference, Köln (mit Ruth Stock und Niko Schmitt).

• A Configurational Perspective on Companies’ Innovation Orientation: A Triadic Analysis, 2009, American Marketing Association Winter Educators’ Conference, Tampa, USA (mit Ruth Stock).

• Platform Investment Decisions in Product Family Design, 2007, ASME International Design Engineering Technical Conferences, Las Vegas, USA (mit Ali Yassine).

III. Monographien und Beiträge zu Herausgeberbänden und Handbüchern

• Systematisierung und Potenziale von nachhaltigen Innovationen in Produkt-Service-Systemen, 2024, in: Bruhn, Manfred/Hadwich, Karsten (Hrsg.), Sustainable Service Management, Band 1, Springer Gabler, Wiesbaden, 561-585 (mit Louisa Gropengießer-Arlt).
  
  
• Selected Contributions on Innovative Organizational Environments, Effectiveness of New Product Development, and Value Creation Strategies, 2017, Habilitationsschrift, Technische Universität Darmstadt.
  
  
• An Integrative Approach to Innovation Management: Patterns of Companies’ Innovation Orientation and Customer Responses to Product Program Innovativeness, 2011, Gabler Verlag, Wiesbaden.
  
  
• Dienstleistungsinnovationen – Bedeutung, Herausforderungen und Perspektiven, 2011, in: Bruhn, Manfred/Hadwich, Karsten (Hrsg.), Dienstleistungsproduktivität: Innovationsentwicklung, Internationalität, Mitarbeiterperspektive, Band 2, Gabler Verlag, Wiesbaden, 35-57 (mit Sebastian Dreher und Ruth Stock-Homburg).
  
  

IV. Sonstige Veröffentlichungen

• Das richtige Maß für Innovationen, 2009, Harvard Businessmanager, 31, 7, 14-17 (mit Ruth Stock-Homburg).
  
  
• Rezension des Buchs „Marketing-Theorie: Eine Einführung” von Alfred Kuß (2009), Gabler Verlag, Wiesbaden, 2009, Zeitschrift für Betriebswirtschaft, 79, 7/8, 955-956.