---
_id: '5404'
article_type: original
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '253685'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Daniela
  full_name: Hülsebusch, Daniela
  last_name: Hülsebusch
- first_name: Gerrit
  full_name: Cziehso, Gerrit
  last_name: Cziehso
citation:
  alphadin: '<span style="font-variant:small-caps;">Schäfers, Tobias</span> ; <span
    style="font-variant:small-caps;">Hülsebusch, Daniela</span> ; <span style="font-variant:small-caps;">Cziehso,
    Gerrit</span>: “Come and visit us!”: The effects of factory tour participation
    on customers. In: <i>Industrial Marketing Management</i> Bd. 125, Elsevier BV
    (2025), S. 169–178'
  ama: 'Schäfers T, Hülsebusch D, Cziehso G. “Come and visit us!”: The effects of
    factory tour participation on customers. <i>Industrial Marketing Management</i>.
    2025;125:169-178. doi:<a href="https://doi.org/10.1016/j.indmarman.2025.01.004">10.1016/j.indmarman.2025.01.004</a>'
  apa: 'Schäfers, T., Hülsebusch, D., &#38; Cziehso, G. (2025). “Come and visit us!”:
    The effects of factory tour participation on customers. <i>Industrial Marketing
    Management</i>, <i>125</i>, 169–178. <a href="https://doi.org/10.1016/j.indmarman.2025.01.004">https://doi.org/10.1016/j.indmarman.2025.01.004</a>'
  bibtex: '@article{Schäfers_Hülsebusch_Cziehso_2025, title={“Come and visit us!”:
    The effects of factory tour participation on customers}, volume={125}, DOI={<a
    href="https://doi.org/10.1016/j.indmarman.2025.01.004">10.1016/j.indmarman.2025.01.004</a>},
    journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Schäfers,
    Tobias and Hülsebusch, Daniela and Cziehso, Gerrit}, year={2025}, pages={169–178}
    }'
  chicago: 'Schäfers, Tobias, Daniela Hülsebusch, and Gerrit Cziehso. “‘Come and Visit
    Us!’: The Effects of Factory Tour Participation on Customers.” <i>Industrial Marketing
    Management</i> 125 (2025): 169–78. <a href="https://doi.org/10.1016/j.indmarman.2025.01.004">https://doi.org/10.1016/j.indmarman.2025.01.004</a>.'
  ieee: 'T. Schäfers, D. Hülsebusch, and G. Cziehso, “‘Come and visit us!’: The effects
    of factory tour participation on customers,” <i>Industrial Marketing Management</i>,
    vol. 125, pp. 169–178, 2025.'
  mla: 'Schäfers, Tobias, et al. “‘Come and Visit Us!’: The Effects of Factory Tour
    Participation on Customers.” <i>Industrial Marketing Management</i>, vol. 125,
    Elsevier BV, 2025, pp. 169–78, doi:<a href="https://doi.org/10.1016/j.indmarman.2025.01.004">10.1016/j.indmarman.2025.01.004</a>.'
  short: T. Schäfers, D. Hülsebusch, G. Cziehso, Industrial Marketing Management 125
    (2025) 169–178.
date_created: 2025-01-27T08:27:18Z
date_updated: 2026-03-17T15:29:17Z
department:
- _id: 4b2dc5c9-bee3-11eb-b75f-ecc80f94fb21
doi: 10.1016/j.indmarman.2025.01.004
intvolume: '       125'
language:
- iso: eng
main_file_link:
- open_access: '1'
  url: https://doi.org/10.1016/j.indmarman.2025.01.004
oa: '1'
page: 169-178
publication: Industrial Marketing Management
publication_identifier:
  issn:
  - 0019-8501
publication_status: published
publisher: Elsevier BV
quality_controlled: '1'
status: public
title: '“Come and visit us!”: The effects of factory tour participation on customers'
type: journal_article
user_id: '220548'
volume: 125
year: '2025'
...
---
_id: '4873'
article_type: original
author:
- first_name: Fabian
  full_name: Lauzi, Fabian
  last_name: Lauzi
- first_name: Jörg
  full_name: Westphal, Jörg
  last_name: Westphal
- first_name: Deva
  full_name: Rangarajan, Deva
  last_name: Rangarajan
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '253685'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
  orcid_put_code_url: https://api.orcid.org/v2.0/0000-0002-2533-335X/work/165774554
- first_name: Maria C.
  full_name: Parra-Merono, Maria C.
  last_name: Parra-Merono
- first_name: Maria D.
  full_name: De-Juan-Vigaray, Maria D.
  last_name: De-Juan-Vigaray
citation:
  alphadin: '<span style="font-variant:small-caps;">Lauzi, Fabian</span> ; <span style="font-variant:small-caps;">Westphal,
    Jörg</span> ; <span style="font-variant:small-caps;">Rangarajan, Deva</span> ;
    <span style="font-variant:small-caps;">Schäfers, Tobias</span> ; <span style="font-variant:small-caps;">Parra-Merono,
    Maria C.</span> ; <span style="font-variant:small-caps;">De-Juan-Vigaray, Maria
    D.</span>: Understanding sales enablement in complex B2B companies: Uncovering
    similarities and differences in a cross-functional and multi-level case study.
    In: <i>Industrial Marketing Management</i> Bd. 108, Elsevier BV (2023), S. 47–64'
  ama: 'Lauzi F, Westphal J, Rangarajan D, Schäfers T, Parra-Merono MC, De-Juan-Vigaray
    MD. Understanding sales enablement in complex B2B companies: Uncovering similarities
    and differences in a cross-functional and multi-level case study. <i>Industrial
    Marketing Management</i>. 2023;108:47-64. doi:<a href="https://doi.org/10.1016/j.indmarman.2022.11.008">10.1016/j.indmarman.2022.11.008</a>'
  apa: 'Lauzi, F., Westphal, J., Rangarajan, D., Schäfers, T., Parra-Merono, M. C.,
    &#38; De-Juan-Vigaray, M. D. (2023). Understanding sales enablement in complex
    B2B companies: Uncovering similarities and differences in a cross-functional and
    multi-level case study. <i>Industrial Marketing Management</i>, <i>108</i>, 47–64.
    <a href="https://doi.org/10.1016/j.indmarman.2022.11.008">https://doi.org/10.1016/j.indmarman.2022.11.008</a>'
  bibtex: '@article{Lauzi_Westphal_Rangarajan_Schäfers_Parra-Merono_De-Juan-Vigaray_2023,
    title={Understanding sales enablement in complex B2B companies: Uncovering similarities
    and differences in a cross-functional and multi-level case study}, volume={108},
    DOI={<a href="https://doi.org/10.1016/j.indmarman.2022.11.008">10.1016/j.indmarman.2022.11.008</a>},
    journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Lauzi,
    Fabian and Westphal, Jörg and Rangarajan, Deva and Schäfers, Tobias and Parra-Merono,
    Maria C. and De-Juan-Vigaray, Maria D.}, year={2023}, pages={47–64} }'
  chicago: 'Lauzi, Fabian, Jörg Westphal, Deva Rangarajan, Tobias Schäfers, Maria
    C. Parra-Merono, and Maria D. De-Juan-Vigaray. “Understanding Sales Enablement
    in Complex B2B Companies: Uncovering Similarities and Differences in a Cross-Functional
    and Multi-Level Case Study.” <i>Industrial Marketing Management</i> 108 (2023):
    47–64. <a href="https://doi.org/10.1016/j.indmarman.2022.11.008">https://doi.org/10.1016/j.indmarman.2022.11.008</a>.'
  ieee: 'F. Lauzi, J. Westphal, D. Rangarajan, T. Schäfers, M. C. Parra-Merono, and
    M. D. De-Juan-Vigaray, “Understanding sales enablement in complex B2B companies:
    Uncovering similarities and differences in a cross-functional and multi-level
    case study,” <i>Industrial Marketing Management</i>, vol. 108, pp. 47–64, 2023.'
  mla: 'Lauzi, Fabian, et al. “Understanding Sales Enablement in Complex B2B Companies:
    Uncovering Similarities and Differences in a Cross-Functional and Multi-Level
    Case Study.” <i>Industrial Marketing Management</i>, vol. 108, Elsevier BV, 2023,
    pp. 47–64, doi:<a href="https://doi.org/10.1016/j.indmarman.2022.11.008">10.1016/j.indmarman.2022.11.008</a>.'
  short: F. Lauzi, J. Westphal, D. Rangarajan, T. Schäfers, M.C. Parra-Merono, M.D.
    De-Juan-Vigaray, Industrial Marketing Management 108 (2023) 47–64.
date_created: 2024-08-19T14:04:39Z
date_updated: 2026-03-17T15:29:08Z
department:
- _id: 4b2dc5c9-bee3-11eb-b75f-ecc80f94fb21
doi: 10.1016/j.indmarman.2022.11.008
extern: '1'
intvolume: '       108'
language:
- iso: eng
page: 47-64
publication: Industrial Marketing Management
publication_identifier:
  issn:
  - 0019-8501
publication_status: published
publisher: Elsevier BV
quality_controlled: '1'
status: public
title: 'Understanding sales enablement in complex B2B companies: Uncovering similarities
  and differences in a cross-functional and multi-level case study'
type: journal_article
user_id: '220548'
volume: 108
year: '2023'
...