Stephan C. Henneberg

Stephan Henneberg is the Chair Professor of Marketing and Strategy at the School of Business and Management, Queen Mary University of London, UK. Previously, he held academic appointments at Manchester Business School (MBS), University of Manchester, and at the School of Management, University of Bath. He has degrees in Management Studies, Philosophy, Political Sciences, and Economics, and obtained his PhD in Marketing from the Judge Business School, University of Cambridge. Before coming back to academia, he worked in senior positions as a management consultant with A.T. Kearney and McKinsey & Co.

Prof. Henneberg has published more than 150 research articles in leading international journals, such as the Journal of the Academy of Marketing Science, Journal of Service Research, Journal of Product Innovation Management, Journal of Supply Chain Management, International Journal of Operations and Production Management, Industrial Marketing Management, Journal of International Marketing, Long Range Planning, Marketing Theory, and Journal of Business Research.

His research interests are mainly in the area of business marketing, supply chain management, and business strategy, e.g., covering topics such as business relationships and networks, relationship marketing, service infusion business models, managerial cognition in networks, business model innovation, and political marketing.

Stephan is currently Visiting Professor of Marketing at Università IULM (Italy). He is also Visiting Professor of Marketing and Strategy at the University of Bamberg (Germany), a Visiting Scholar at the Culverhouse College of Business, University of Alabama (USA), and Visiting Academic Fellow, Cambridge Service Alliance, Institute for Manufacturing, University of Cambridge (UK).

PRINCIPALI AREE DI INTERESSE SCIENTIFICO

• relationship marketing

  • dark side effects/corruption & deviance

  • interaction structures

  • trust levels

• sales management

  • visit frequency changes

• service infusion/servitization

  • business model innovation

  • underying capabilities

  • organizational alignment

• digitalization strategy

  • strategizing for digitalization

• researcg methods

  • fsQCA

  • endogeneity

• political marketing

Although IULM University takes all necessary care to ensure the publication of correct, updated and complete information, it is not responsible for the contents of the curricula published online on the Portal www.iulm.it. The holder of this curriculum vitae is the exclusive guarantor and responsible for the correctness and truthfulness of the information contained therein.

Ghasem Zaefarian, Vita Kadile, Stephan Henneberg, Alexander Leischnig (2019). “First Things (Should) Come First”, Industrial Marketing Management, 77, 63-67.

Nima Heirati, Stephan Henneberg, Ansgar Richter, Peter Harste (2019). “Differential Importance of Social and Economic Determinants of Relationship Performance in Professional Services:, Industrial Marketing Management, 76, 23-35.

Sebastian Forkmann, Stephan Henneberg, Maciej Mitrega (2018). “Capabilities in Business Relationships and Networks: Research Recommendations and Directions”, Industrial Marketing Management, 74, 4- 26.

Sebastian Forkmann, Stephan Henneberg, Lars Witell, Daniel Kindstroem (2017). “Driver Configurations for Successful Service Infusion”, Journal of Service Research, 20, 3, 275-291

Ghasem Zaefarian, Vita Kadile, Stephan Henneberg, Alexander Leischnig (2017). “Endogeneity Bias in Marketing Research: Problem, Causes and Remedies”, Industrial Marketing Management, 65, 39-46.

Maciej Mitrega, Sebastian Forkmann, Ghasem Zaefarian, Stephan Henneberg (2017). “Networking Capability in Supplier Relationships and its Impact on Product Innovation and Firm Performance:, International Journal of Operations and Production Management, 37, 5, 577-606.

Ghasem Zaefarian, Christop Thiesbrummel, Stephan Henneberg, Peter Naude (2017). “Different Recipes for Success in Business Relationships”, Industrial Marketing Management, 63, 69-81.

Zsofia Toth, Stephan Henneberg, Peter Naude (2017). “Addressing the 'Qualitative' in fuzzy set Qualitative Comparative Analysis: The Generic Membership Evaluation Template”, Industrial Marketing Management, 63, 192-204.

Michael Burkert, Bjoern Ivens, Stephan Henneberg, Philip Schradi (2017). “Organizing for Value Appropriation: Configurations and Performance Outcomes of Price Management”, Industrial Marketing Management), 61, 194-209.

Ghasem Zaefarian, Sebastian Forkmann, Maciej Mitrega, Stephan Henneberg (2017). “A Capability Perspective on Relationship Ending and its Impact on Product Innovation Success and Firm Performance”, Long Range Planning, 50, 2, 184-199.

Sebastian Forkmann, Carla Ramos, Stephan Henneberg, Peter Naude (2017). “Understanding the Service Infusion Process as a Business Model Reconfiguration”, Industrial Marketing Management, 60, 151- 166.

Sebastian Forkmann, Stephan Henneberg, Peter Naude, Maciej Mitrega (2016). “Supplier Relationship Management Capability: A Qualification and Extension”, Industrial Marketing Management, 57, 185- 200.

Morten Abrahamsen, Stephan Henneberg, Lars Huemer, Peter Naude (2016). “Network Picturing: An Action Research Study of Strategizing in Business Networks”, Industrial Marketing Management, 59, 107-119.

Alexander Leischnig, Stephan Henneberg, Sabrina Thornton (2016). “Net versus Combinatory Effects of Firm and Industry Antecedents of Sales Growth”, Journal of Business Research, 69, 3576-3583.

Zhizhong Jiang, Eric Shiu, Stephan Henneberg, Peter Naude (2016). “Relationship Quality in Business to Business Relationships: Reviewing the Current Literature and Proposing a New Measurement Model”, Psychology & Marketing, 33,4, 297-313.

Ghasem Zaefarian, Zhaleh Najafi-Tavani, Stephan Henneberg, Peter Naude (2016). “Do Supplier Perceptions of Buyer Fairness Lead to Supplier Sales Growth?”, Industrial Marketing Management, 53, 160-171.

Bahar Ashnai, Stephan Henneberg, Peter Naude, Anthony Francescucci (2016). “Inter-personal and Inter- organizational Trust in Business Relationships”, Industrial Marketing Management, 52, 128-139.

Zhaleh Najafi-Tavani, Ghasem Zaefarian, Stephan Henneberg, Peter Naude, Axele Giroud, Ulf Andersson (2015). “Subsidiary Knowledge Development in Knowledge Intensive Business Services: A Configuration Approach”, Journal of International Marketing, 23/4, 22-43.

Alexander Leischnig, Bjoern Ivens, Stephan Henneberg ”(2015). When Stress Frustrates & When It Does Not: Configural Models of Frustrated versus Mellow Salespeople”, Psychology & Marketing, 32/11, 1098-1114.

Stefanos Mouzas, Stephan Henneberg (2015). “Intercognitive Representations in Business Networks”, Industrial Marketing Management, 48/6, 61-67.

Sabrina Thornton, Stephan Henneberg, Peter Naude (2015). “Network-Oriented Behaviors in Business-to- Business Markets: An Empirical Study”, Industrial Marketing Management, 49, 167-180.

Zsofia Toth, Christoph Thiesbrummel, Stephan Henneberg, Peter Naude (2015). “Understanding Configurations of Relational Attractiveness of the Customer Firm using fuzzy set QCA”, Journal of Business Research, 68, 723-734.

Although IULM University takes all necessary care to ensure the publication of correct, updated and complete information, it is not responsible for the contents of the curricula published online on the Portal www.iulm.it. The holder of this curriculum vitae is the exclusive guarantor and responsible for the correctness and truthfulness of the information contained therein.