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Department of Business and Economics

Publications of Professorship

We would like to provide an overview of selected published articles of the Professorship of Marketing. Further publications by the individual employees can be found in the respective web profiles on the team pages.


  • O'Connor, G. E., Myrden, S., Alkire, L., Lee, K., Köcher, S., Kandampully, J., & Williams, J. D. (2021): Digital Health Experience: A Regulatory Focus Perspective, in: Journal of Interactive Marketing, 56, 121-136.
  • Garnefeld, I., Krah, T., Böhm, E., Gremler, D. D. (2021): Online reviews generated through product testing: Can more favorable reviews be enticed with free products?, in: Journal of the Academy of Marketing Science, 49 (4), 703-722.
  • Alavi, S., Böhm, E., Habel, J., Wieseke, J., Schmitz, C., Brüggemann, F. (2021): The ambivalent role of monetary sales incentives in service innovation selling, in: Journal of Product Innovation Management, available online.
  • Salonen, A., Terho, H., Böhm, E., Virtanen, A., Rajala, R. (2021): „Engaging a Product-Focused Sales Force in Solution Selling: Interplay of Individual- and Organizational-Level Conditions”, Journal of the Academy of Marketing Science, 49(1), 139-163.
  • Köcher, Sa., Köcher, Sö. (2021): „The Mode Heuristic in Service Consumers’ Interpretations of Online Rating Distributions", Journal of Service Research (Online first).
  • Köcher, Sö., Wilcox, K. (2021): „„I Made It Work”: How Using a Self-Assembled Product Increases Task Performance", Journal of Consumer Psychology (Online first).
  • Garnefeld, I., Krah, T., Böhm, E., & Gremler, D. D. (2021): „Online reviews generated through product testing: Can more favorable reviews be enticed with free products?", Journal of the Academy of Marketing Science, available online.


  • Alkire, L., O'Connor, G. E., Myrden, S., Köcher, Sö. (2020): „Patient experience in the digital age: An investigation into the effect of generational cohorts”, Journal of Retailing and Consumer Services, 57.
  • Autmaring, T., H., Holzmüller, H. H., Köhler, N., Kern, C., Refflinghaus, R. (2020): „Am Ort des Geschehens – Bedürfnisorientierte Produktentwicklung durch Beobachten der Kunden vor Ort“, QZ Qualität und Zuverlässigkeit, 11, 40-43.
  • Böhm, E., Eggert, A., Terho, H., Ulaga, W., Haas, A. (2020): „Drivers and Outcomes of Salespersons’ Value Opportunity Recognition Competence in Solution Selling”, Journal of Personal Selling & Sales Management, 40(3), 180-197.
  • Schäfers, T., Ruffer, S., Böhm, E. (2020): „Outcome-Based Contracting from the Customers’ Perspective: A Means-End Chain Analytical Exploration”, Industrial Marketing Management, im Druck.
  • Buchbeiträge/ Beiträge zu Sammelwerken
  • Owen, C., Manning L., Malik, A., Rosenberger III, P., Cunneen, D., Holzmüller, H. H. (2020): „Cyferlinx for coders: Hiring and performance assessment using an artificial intelligence tool”. In J. Crawshaw, P. Budhwar & A. Davis (Hrsg.), (2020), Human resource management: Strategic and international perspectives, (3. Aufl.), SAGE Publications Limited, 106-109.


  • De Keyser, A., Köcher, Sa., Alkire (née Nasr), L., Verbeeck, C., Kandampully, J. (2019): „Frontline Service Technology Infusion: Conceptual Archetypes and Future Research Directions”, Journal of Service Management, 30(1), 156-183.
  • Franuszkiewicz, J., Frye, S., Terkowsky, C., Heix, S. (2019): „Flexibles und selbstorganisiertes Lernen im Labor – Remote-Labore in der Hochschullehre“, Zeitschrift für Hochschulentwicklung, 14(3), 273-285.
  • Köcher, Sö., Holzmüller, H.H. (2019): „Context‐induced placebo effects – An investigation of contrast effects in response expectations and actual product efficacy”, Journal of Consumer Behaviour, 18(3), 179-189.
  • Köcher, Sö., Jugovac, M., Jannach, D., Holzmüller, H.H. (2019): „New Hidden Persuaders: An Investigation of Attribute-Level Anchoring Effects of Product Recommendations”, Journal of Retailing, 95(1), 24-41.
  • Köcher, Sö., Paluch, S. (2019): „’My bad’: investigating service failure effects in self-service and full-service settings”, Journal of Services Marketing, 33(2), 181-191.
  • Raufeisen, X., Wulf, L., Köcher, Sö., Faupel, U., Holzmüller, H. H. (2019): „Spillover effects in marketing: integrating core research domains”, American Marketing Society (AMS) Review, 9(3-4), 249-267.
  • Rosenthal-von der Pütten, A.M., Hastall, M.R., Köcher, Sö., Meske, C., Heinrich, T., Labrenz, F., Ocklenburg, S. (2019): „’Likes’ as social rewards: Their role in online social comparison and decisions to like other People's selfies”, Computers in Human Behavior, 92, 76-86.
  • Haertel, T., Terkowsky, C., Dany, S., Heix, S. (Hrsg.): „Hochschullehre & Industrie 4.0 – Herausforderungen, Lösungen, Perspektiven“, W. Bertelsmann Verlag, Bielefeld, 2019.


  • Köcher, Sa., Köcher, Sö. (2018): „Should We Reach for the Stars? Examining the Convergence between Online Product Ratings and Objective Product Quality and Their Impacts on Sales Performance”, Journal of Marketing Behavior, 3(2), 167-18 3.
  • Schaefers, T., Moser, R., Narayanamurthy, G. (2018): „Access-Based Services for the Base of the Pyramid”, Journal of Service Research, 21(4), 421-437.