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Suppliers in business markets are increasingly providing complex offerings, which is reflected in concepts like hybrid offerings, servitization and solution business. Such complex offerings are characterized by value propositions ...
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Suppliers in business markets are increasingly providing complex offerings, which is reflected in concepts like hybrid offerings, servitization and solution business. Such complex offerings are characterized by value propositions in which the value that emerges throughout the entire customer usage cycle builds the core element. To secure and increase this value in use, as perceived by the customers, suppliers need to establish activities of value-in-use management. This value-in-use management comprises monitoring the delivery of the promised value, and enhancing customer value in use throughout the entire lifecycle of a complex offering. This article investigates which value-in-use management activities are currently implemented by suppliers, how these activities are linked to other business processes, and what differences in value-in-use management activities exist between various types of complex offerings. By addressing these questions, this research contributes to literature by exploring post-deployment processes that affect value in use customer experience when using complex offerings. Moreover, from a managerial perspective, it reveals in which constellations measures of value-in-use management are currently implemented in practice and therefore are of particular importance. Furthermore, the results of the study may serve as a starting point to elucidate how measures of value-in-use management can be implemented successfully.
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This paper examines the impact of pre-existing brand attitudes on consumer processing of electronic word-of-mouth (eWOM). This topic is particularly important for brands that simultaneously possess strongly pronounced proponents a...
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This paper examines the impact of pre-existing brand attitudes on consumer processing of electronic word-of-mouth (eWOM). This topic is particularly important for brands that simultaneously possess strongly pronounced proponents as well as opponents. Two experimental studies using univalent (study 1, N = 538) and mixed (study 2, N = 262) sets of online reviews find indications for biased assimilation effects of eWOM processing. Consumers perceive positive (negative) arguments in online reviews as more (less) persuasive when having a positive (negative) attitude towards the brand. Perceived persuasiveness in turn influences behavioral intentions and acts as a mediator on the relationship between attitude and behavioral intentions. We examine two moderators of this effect. When priming individuals to focus on other consumers (vs. a self focus prime), the biased assimilation effect is weaker (study 3a, N = 131). In contrast, we show that biased assimilation becomes stronger under conditions of high (vs. low) cognitive impairment (study 3b, N = 124). Our findings contribute to the literature on the relationship between eWOM and brands and advance our understanding of potential outcomes of brand polarization. (C) 2016 Direct Marketing Educational Foundation, Inc., dba Marketing EDGE. All rights reserved.
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Consumers frequently rely on online reviews, a prominent form of electronic word-of-mouth (eWOM), before making a purchase decision. However, consumers are usually confronted with hundreds of reviews for a single product or servic...
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Consumers frequently rely on online reviews, a prominent form of electronic word-of-mouth (eWOM), before making a purchase decision. However, consumers are usually confronted with hundreds of reviews for a single product or service, as well as rich information cues on online review websites (review texts, helpfulness ratings, author information, etc.). In turn, consumers face more information cues on online review websites than they can or want to process, and are likely to proceed selectively. This paper investigates selective processing of such eWOM information cues. Results of Study 1, an exploratory study using verbal protocols, confirm that consumers display selective eWOM processing patterns and are able to articulate them. Study 2 develops and applies a measurement instrument to capture these patterns. A subsequent cluster analysis on members of a large-scale online panel (N = 2,295) indicates five prominent eWOM processing types, termed "The Efficients", "The Meticulous", "The Quality-Evaluators", "The Cautious Critics", and "The Swift Pessimists". Insights of this research can help firms to better understand consumers' eWOM processing and improve the user-friendliness of online review websites. (C) 2017 Direct Marketing Educational Foundation, Inc., dba Marketing EDGE. All rights reserved.
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Repurchase in business-to-business settings is driven by relational outcomes like satisfaction. Recent research suggests that these are mainly determined by the customer perceived value in use, which stems from the customers' expe...
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Repurchase in business-to-business settings is driven by relational outcomes like satisfaction. Recent research suggests that these are mainly determined by the customer perceived value in use, which stems from the customers' experiences within the usage of products and services. This usage usually takes place in multi-actor usage processes, which encompass a multitude of interactions between the users of a focal resource, the members of a business usage center. These users typically perceive the processes and interactions differently depending on their position, responsibilities, expertise, mood, etc. As the actors follow various multiple goals on the individual and collective levels, they perceive the value in use of the same product or service typically differently. Thus, understanding the interactions during organizational usage processes is crucial for grasping the peculiarities of value cocreation in business-to-business usage processes. Hence, we develop a typology of business usage center members through 20 interviews using repertory grid technique and means-end chaining. We elicit five types of users based on 32 characteristics of perceived behaviors in organizational usage processes: Lead, Doer, Soldier, Maven, and Laggard. Furthermore, we show how the characteristics and types influence the actors' value-in-use perceptions and their behaviors toward a focal resource and their co-workers.
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Transition metal oxides are promising electrocatalysts for water oxidation, i.e., the oxygen evolution reaction (OER), which is critical in electrochemical production of non-fossil fuels. The involvement of oxidation state changes...
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Transition metal oxides are promising electrocatalysts for water oxidation, i.e., the oxygen evolution reaction (OER), which is critical in electrochemical production of non-fossil fuels. The involvement of oxidation state changes of the metal in OER electrocatalysis is increasingly recognized in the literature. Tracing these oxidation states under operation conditions could provide relevant information for performance optimization and development of durable catalysts, but further methodical developments are needed. Here, we propose a strategy to use single-energy X-ray absorption spectroscopy for monitoring metal oxidation-state changes during OER operation with millisecond time resolution. The procedure to obtain time-resolved oxidation state values, using two calibration curves, is explained in detail. We demonstrate the significance of this approach as well as possible sources of data misinterpretation. We conclude that the combination of X-ray absorption spectroscopy with electrochemical techniques allows us to investigate the kinetics of redox transitions and to distinguish the catalytic current from the redox current. Tracking of the oxidation state changes of Co ions in electrodeposited oxide films during cyclic voltammetry in neutral pH electrolyte serves as a proof of principle.
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In future technological systems for chemical storage of renewable energy and production of non-fossil fuels, NiFe oxyhydroxides are prime candidates for efficient alkaline water oxidation (oxygen evolution reaction, OER). The syne...
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In future technological systems for chemical storage of renewable energy and production of non-fossil fuels, NiFe oxyhydroxides are prime candidates for efficient alkaline water oxidation (oxygen evolution reaction, OER). The synergistic effect of Ni and Fe is well documented but still insufficiently understood. Fluorescence-detected X-ray absorption spectroscopy at the K-edges of Ni and Fe provided structural information on the non-catalytic (reduced) and catalytic (oxidized) state of the NiFe catalyst. Time-resolved detection of X-ray signals during (i) cyclic voltammetry and (ii) in response to potential steps revealed that the Ni(2+)/Ni(3+) redox transition is directly coupled to modification of the Fe ligand environment. We propose that the lattice-geometry modification of the Ni(Fe) oxyhydroxide that results from Ni oxidation enforces changes in the ligand environment of the Fe ions. The Fe sites do not undergo a distinctive redox transition, but are enslaved by the oxidation state changes of the Ni ions.
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The mechanism of water oxidation by the Photosystem II (PSII) protein-cofactor complex is of high interest, but specifically, the crucial coupling of protonation dynamics to electron transfer (ET) and dioxygen chemistry remains in...
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The mechanism of water oxidation by the Photosystem II (PSII) protein-cofactor complex is of high interest, but specifically, the crucial coupling of protonation dynamics to electron transfer (ET) and dioxygen chemistry remains insufficiently understood. We drove spinach-PSII membranes by nanosecond-laser flashes synchronously through the water-oxidation cycle and traced the PSII processes by time-resolved single-frequency infrared (IR) spectroscopy in the spectral range of symmetric carboxylate vibrations of protein side chains. After the collection of IR-transients from 100 ns to 1 s, we analyzed the proton-removal step in the S-2 double right arrow S-3 transition, which precedes the ET that oxidizes the Mn4CaOx-cluster. Around 1400 cm(-1), pronounced changes in the IR-transients reflect this pre-ET process (similar to 40 mu s at 20 degrees C) and the ET step (similar to 300 mu s at 20 degrees C). For transients collected at various temperatures, unconstrained multi-exponential simulations did not provide a coherent set of time constants, but constraining the ET time constants to previously determined values solved the parameter correlation problem and resulted in an exceptionally high activation energy of 540 +/- 30 meV for the pre-ET step. We assign the pre-ET step to deprotonation of a group that is re-protonated by accepting a proton from the substrate-water, which binds concurrently with the ET step. The analyzed IR-transients disfavor carboxylic-acid deprotonation in the pre-ET step. Temperature-dependent amplitudes suggest thermal equilibria that determine how strongly the proton-removal step is reflected in the IR-transients. Unexpectedly, the proton-removal step is only weakly reflected in the 1400 cm(-1) transients of PSII core complexes of a thermophilic cyanobacterium (T. elongatus).
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We studied graphene growth from solid, aromatic precursors at low temperature (similar to 400 degrees C) on a metal surface via high vacuum (6 x 10(-6) mbar) chemical vapor deposition. A set of conjugated and condensed aromatic pr...
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We studied graphene growth from solid, aromatic precursors at low temperature (similar to 400 degrees C) on a metal surface via high vacuum (6 x 10(-6) mbar) chemical vapor deposition. A set of conjugated and condensed aromatic precursor molecules, i.e., structural isomers of terphenyl and anthracene are compared. While p-terphenyl and m-terphenyl were found to be excellent precursors for the formation of graphene, no graphene was obtained from o-terphenyl or anthracene. We propose a reaction mechanism that explains the differing growth products. The key requirement for the synthesis of graphene is a three-dimensional nature and suitable molecular structure of the precursor. Its incorporation into a flat aromatic system on a metal surface has to provide sufficient energy gain for the polymerization to occur.
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The electromagnetic enhancement theory describes surface-enhanced Raman scattering (SERS) as a Raman effect that takes place in the near-field of a plasmonic nanostructure. The theory has been very successful in explaining the fun...
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The electromagnetic enhancement theory describes surface-enhanced Raman scattering (SERS) as a Raman effect that takes place in the near-field of a plasmonic nanostructure. The theory has been very successful in explaining the fundamental properties of SERS, modelling the performance of different metals as enhancing materials and optimizing SERS hotspots for strongest possible enhancement. Over the last decade, a number of carefully designed experimental studies have examined predictions of the electromagnetic theory like the size and shape of SERS hotspots, the absolute magnitude of the enhancement and the width of the SERS resonance. Although the overall picture was quite satisfactory, the theory failed to predict key aspects of SERS, for example, the absolute magnitude of the plasmonic enhancement. We scrutinize these experiments and review them focusing on the results that require going beyond the electromagnetic enhancement theory. We argue that the results of these experiments create the need to develop the theory of SERS further, especially the exact role of plasmonic enhancement in inelastic light scattering.
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We experimentally investigate the effect of the structural and optoelectronic changes carbon nanotubes undergo after covalent functionalization. The carboxylation process alters the crystalline structure and the optical response o...
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We experimentally investigate the effect of the structural and optoelectronic changes carbon nanotubes undergo after covalent functionalization. The carboxylation process alters the crystalline structure and the optical response of the tubes. We analyzed the intensity of disorder modes in the Raman spectra to estimate the structural degradation of the sp(2) network. After functionalization the bands associated with the G and 2D mode shift to higher frequency, indicating a change of the Fermi level E-F approximate to-0.5 and -0.65eV in semiconducting and metallic nanotubes. This is also corroborated by the broadening of the semiconducting and narrowing of the metallic G mode phonons. Analysis of the luminescence correlated with absorption spectroscopy suggests that only the large-diameter tubes remain present after the functionalization procedure, whereas the small-diameter (d<8.2 angstrom) ones get destroyed in the process. The spectral shifts of the E-11 transition energies indicate uniaxial strain of (E=0.18%) in the semiconducting nanotubes due to functionalization.
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