Eva Böhm

Juniorprofessorin

Technische Universität Dortmund

Germany

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Eva Böhm is a Juniorprofessorin at TU Dortmund University, Germany. Her research focuses on marketing, sales strategies, and consumer behavior, as evidenced by her recent articles examining online reviews, solution selling, and outcome-based contracting. She explores the dynamics of sales incentives and the competencies required for effective sales performance within organizations.

Articles (6)

Year:

2021

Year:

2021

Year:

2021

Year:

2021

Year:

2021

Year:

2020

Collaborators (5)

Tobias Schaefers

Professor

Bielefeld University

GERMANY

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Jan Wieseke

GERMANY

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Alexander Haas

Chaired Professor

Justus Liebig University

GERMANY

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Anna Salonen

Senior Lecturer

University of Jyväskylä

FINLAND

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Sascha Alavi

Professor

Ruhr-Universität Bochum

GERMANY

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Eva Böhm

Research Interests

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Articles (6)

Online reviews generated through product testing: can more favorable reviews be enticed with free products?

Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions

Correction to: Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions (Journal of the Academy of Marketing Science, (2021), 49, 1, (139-163), 10.1007/s11747-020-00729-z)

Outcome-based contracting from the customers' perspective: A means-end chain analytical exploration

The ambivalent role of monetary sales incentives in service innovation selling

Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling

Collaborators (5)

Tobias Schaefers

Jan Wieseke

Alexander Haas

Anna Salonen

Sascha Alavi

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