Publications:  Prof Stephan Henneberg

Chakrabarti R, Henneberg SC, Ivens BS(2020). Open sustainability: Conceptualization and considerations. Industrial Marketing Management

Kohtamäki M, Henneberg SC, Martinez V, Kimita K, Gebauer H (2019). A configurational approach to servitization: Review and research directions. Service Science. vol. 11, 213-240.

Thornton SC, Henneberg SC, Leischnig A, Naudé P(2019). It’s in the Mix: How Firms Configure Resource Mobilization for New Product Success. Journal of Product Innovation Management vol. 36, (4) 513-531.

Forkmann S, Henneberg SC, Mitrega M(2018). Capabilities in business relationships and networks: Research recommendations and directions. Industrial Marketing Management vol. 74, 4-26.

HEIRATI N, HENNEBERG S, Richter A, Harste R(2018). Differential Importance of Social and Economic Determinants of Relationship Performance in Professional Services. Industrial Marketing Management

Francescucci A, Henneberg SC, Naudé P(2018). Scale development for the inter-firm market orientation concept. Journal of Business and Industrial Marketing vol. 33, (3) 253-264.

Forkmann S, Henneberg SC, Witell L, Kindström D(2017). Driver Configurations for Successful Service Infusion. Journal of Service Research vol. 20, (3) 275-291.

Zaefarian G, Kadile V, Henneberg SC, Leischnig A(2017). Endogeneity bias in marketing research: Problem, causes and remedies. INDUSTRIAL MARKETING MANAGEMENT vol. 65, 39-46.

Tóth Z, Henneberg SC, Naudé P(2017). Addressing the ‘Qualitative’ in fuzzy set Qualitative Comparative Analysis: The Generic Membership Evaluation Template. Industrial Marketing Management vol. 63, 192-204.

Zaefarian G, Thiesbrummel C, Henneberg SC, Naudé P(2017). Different recipes for success in business relationships. Industrial Marketing Management vol. 63, 69-81.

Mitrega M, Forkmann S, Zaefarian G, HENNEBERG S(2017). Networking capability in supplier relationships and its impact on Product Innovation and Firm Performance. International Journal of Operations and Production Management

Abrahamsen MH, Henneberg SC, Huemer L, Naudé P(2016). Network picturing: An action research study of strategizing in business networks. Industrial Marketing Management vol. 59, 107-119.

HENNEBERG S, IVENS BS, Burkert M, Schradi P(2016). Organizing for Value Appropriation: Configurations and Performance Outcomes of Price Management. Industrial Marketing Management

Forkmann S, Ramos C, Henneberg SC, Naudé P(2016). Understanding the service infusion process as a business model reconfiguration. Industrial Marketing Management

Jiang Z, Shiu E, Henneberg S, Naude P(2016). Relationship Quality in Business to Business Relationships-Reviewing the Current Literatures and Proposing a New Measurement Model. Psychology and Marketing vol. 33, (4) 297-313.

Forkmann S, Henneberg SC, Naudé P, Mitrega M(2016). Supplier relationship management capability: a qualification and extension. Industrial Marketing Management vol. 57, Article C, 185-200.

Leischnig A, Henneberg SC, Thornton SC(2016). Net versus combinatory effects of firm and industry antecedents of sales growth. Journal of Business Research vol. 69, (9) 3576-3583.

Zaefarian G, Najafi-Tavani Z, Henneberg SC, Naudé P(2016). Do supplier perceptions of buyer fairness lead to supplier sales growth?. Industrial Marketing Management vol. 53, 160-171.

FORKMANN S, Zaefarian G, Mitrega M, Henneberg S(2016). A Capability Perspective on Relationship Ending and its Impact on Product Innovation Success and Firm Performance. Long Range Planning

Ashnai B, Henneberg SC, Naudé P, Francescucci A(2016). Inter-personal and inter-organizational trust in business relationships: An attitude-behavior-outcome model. Industrial Marketing Management vol. 52, 128-139.

Thornton SC, Henneberg SC, Naudé P(2015). An empirical investigation of network-oriented behaviors in business-to-business markets. Industrial Marketing Management vol. 49, 167-180.

Henneberg SC, Gruber T, Reppel A, Naudé P, Ashnai B, Huber F, Chowdhury IN(2015). A cross-cultural comparison of business complaint management expectations. Journal of Marketing Theory and Practice vol. 23, (3) 254-271.

Mouzas S, Henneberg SC(2015). Inter-cognitive representations in business networks. Industrial Marketing Management vol. 48, 61-67.

Najafi-Tavani Z, Zaefarian G, Henneberg SC, Naudé P, Giroud A, Andersson U(2015). Subsidiary knowledge development in knowledge-intensive business services: A configuration approach. Journal of International Marketing vol. 23, (4) 22-43.

Tóth Z, Thiesbrummel C, Henneberg SC, Naudé P(2015). Understanding configurations of relational attractiveness of the customer firm using fuzzy set QCA. Journal of Business Research vol. 68, (3) 723-734.

Leischnig A, Ivens BS, Henneberg SC(2015). When Stress Frustrates and When It Does Not: Configural Models of Frustrated versus Mellow Salespeople. Psychology and Marketing vol. 32, (11) 1098-1114.

Thornton SC, Henneberg SC, Naudé P, Naudé P(2014). An empirical investigation of network-oriented behaviors in business-to-business markets. Industrial Marketing Management

Tóth Z, Thiesbrummel C, Henneberg SC, Naudé P(2014). Understanding configurations of relational attractiveness of the customer firm using fuzzy set QCA. Journal of Business Research

Ashnai B, Henneberg SC, Naudé P, Francescucci A(2014). Inter-personal and inter-organizational trust in business relationships: An attitude-behavior-outcome model. Industrial Marketing Management

Thornton SC, Henneberg SC, Naudé P(2014). Conceptualizing and validating organizational networking as a second-order formative construct. Industrial Marketing Management

Ormrod R, Zaefarian G, Henneberg S, de Vries P(2013). Strategy, market orientation and performance: the political context. Journal of Public Affairs

Jiang Z, Shiu E, Henneberg S, Naude P(2013). Operationalizing Trust, Reliance, and Dependence in Business Relationships: Responding to the Ongoing Naming and Cross-Level Problems. Journal of Business-to-Business Marketing vol. 20, (4) 193-225.

Thornton SC, Henneberg SC, Naudé P(2013). Understanding types of organizational networking behaviors in the UK manufacturing sector. Industrial Marketing Management vol. 42, (7) 1154-1166.

Corsaro D, Fiocca R, Henneberg SC, Tunisini A(2013). A value perspective on relationship portfolios. Marketing Theory vol. 13, (3) 275-302.

Ramos C, Roseira C, Brito C, Henneberg SC, Naudé P(2013). Business service networks and their process of emergence: The case of the Health Cluster Portugal. Industrial Marketing Management vol. 42, (6) 950-968.

Mouzas S, Henneberg SC(2013). Inter-cognitive representations in business networks. Industrial Marketing Management

Chakrabarti R, Ramos C, Henneberg S(2013). Network dynamics in the UK pharmaceutical network - A network-as-practice perspective. Industrial Marketing Management vol. 42, (3) 356-371.

Henneberg SC, Ormrod RP(2013). The triadic interaction model of political marketing exchange. Marketing Theory vol. 13, (1) 87-103.

Zaefarian G, Henneberg SC, Naudé P(2013). Assessing the strategic fit between business strategies and business relationships in knowledge-intensive business services. Industrial Marketing Management vol. 42, (2) 260-272.

Henneberg SC(2013). An exploratory analysis of CRM implementation models. The Future of Relationship Marketing,

Ramos C, Roseira C, Brito C, Henneberg SC, Naudé P(2013). Business service networks and their process of emergence: The case of the Health Cluster Portugal. Industrial Marketing Management

Henneberg SC, Gruber T, Naudé P(2013). Services networks: Concept and research agenda. Industrial Marketing Management vol. 42, (1) 3-8.

Ormrod RP, Zaefarian G, Henneberg SC, de Vries P(2013). Strategy, market orientation and performance: The political context. Journal of Public Affairs

Thornton SC, Henneberg SC, Naudé P(2013). Understanding types of organizational networking behaviors in the UK manufacturing sector. Industrial Marketing Management

Kohtamäki M, Vesalainen J, Henneberg S, Naudé P, Ventresca MJ(2012). Enabling relationship structures and relationship performance improvement: The moderating role of relational capital. Industrial Marketing Management vol. 41, (8) 1298-1309.

Öberg C, Henneberg SC, Mouzas S(2012). Organizational inscriptions of network pictures: A meso-level analysis. Industrial Marketing Management vol. 41, (8) 1270-1283.

Abrahamsen MH, Henneberg SC, Naudé P(2012). Sensemaking in business networks: Introducing dottograms to analyse network changes. Industrial Marketing Management vol. 41, (6) 1035-1046.

Ramos C, Henneberg SC, Naudé P(2012). Understanding network picture complexity: An empirical analysis of contextual factors. Industrial Marketing Management vol. 41, (6) 951-972.

Mitrega M, Forkmann S, Ramos C, Henneberg SC(2012). Networking capability in business relationships - Concept and scale development. Industrial Marketing Management vol. 41, (5) 739-751.

Forkmann S, Wang D, Henneberg SC, Naudé P, Sutcliffe A(2012). Strategic decision making in business relationships: A dyadic agent-based simulation approach. Industrial Marketing Management vol. 41, (5) 816-830.

Abrahamsen MH, Henneberg SC, Naudé P(2012). Using actors' perceptions of network roles and positions to understand network dynamics. Industrial Marketing Management vol. 41, (2) 259-269.

FORKMANN S, Wang D, Henneberg S, Sutcliffe A, Naudé P(2012). Strategic decision making in business relationships: A dyadic agent-based simulation approach. Industrial Marketing Management vol. 41, (5) 816-830.

Corsaro D, Ramos C, Henneberg SC, Naudé P(2012). The impact of network configurations on value constellations in business markets - The case of an innovation network. Industrial Marketing Management vol. 41, (1) 54-67.

Jiang Z, Henneberg SC, Naudé P(2011). Supplier relationship management in the construction industry: the effects of trust and dependence. Journal of Business & Industrial Marketing vol. 27, (1) 3-15.

Jiang Z, Henneberg SC, Naudé P(2011). The importance of trust vis-à-vis reliance in business relationships: Some international findings. Studies in Economics and Finance vol. 28, (4) 318-339.

Corsaro D, Ramos C, Henneberg SC, Naudé P(2011). Actor network pictures and networking activities in business networks: An experimental study. Industrial Marketing Management vol. 40, (6) 919-932.

Zaefarian G, Henneberg SC, Naudé P(2011). Resource acquisition strategies in business relationships. Industrial Marketing Management vol. 40, (6) 862-874.

Jiang Z, Henneberg SC, Naudé P(2011). The importance of trust vis-à-vis reliance in business relationships: Some international findings. International Marketing Review vol. 28, (4) 318-339.

Ormrod RP, Henneberg SC(2011). Political market orientation and strategic party postures in Danish political parties. European Journal of Marketing vol. 45, (6) 852-881.

Smirnova M, Naudé P, Henneberg SC, Mouzas S, Kouchtch SP(2011). The impact of market orientation on the development of relational capabilities and performance outcomes: The case of Russian industrial firms. Industrial Marketing Management vol. 40, (1) 44-53.

Smirnova M, Henneberg SC, Ashnai B, Naudé P, Mouzas S(2011). Understanding the role of marketing-purchasing collaboration in industrial markets: The case of Russia. Industrial Marketing Management vol. 40, (1) 54-64.

Ormrod RP, Henneberg SC(2010). Understanding voter orientation in the context of political market orientation: Is the political customer king?. Journal of Marketing Management vol. 26, (1-2) 108-130.

Ormrod RP, Henneberg SCM(2010). Strategic political postures and political market orientation: Toward an integrated concept of political marketing strategy. Journal of Political Marketing vol. 9, (4) 294-313.

Jiang Z, Henneberg SC, Naudé P(2010). Exploring trust vis-à-vis reliance in business relationships: A qualitative analysis in the UK construction industry. Marketing Intelligence and Planning vol. 28, (6) 706-722.

Herrmann A, Henneberg SC, Landwehr J(2010). Squaring customer demands, brand strength, and production requirements: A case example of an integrated product and branding strategy. Total Quality Management and Business Excellence vol. 21, (10) 1017-1031.

Roseira C, Brito C, Henneberg SC(2010). Managing interdependencies in supplier networks. Industrial Marketing Management vol. 39, (6) 925-935.

Gruber T, Henneberg SC, Ashnai B, Naudé P, Reppel A(2010). Complaint resolution management expectations in an asymmetric business-to-business context. Journal of Business and Industrial Marketing vol. 25, (5) 360-371.

Ormrod RP, Henneberg SC(2010). An investigation into the relationship between political activity levels and political market orientation. European Journal of Marketing vol. 44, (3-4) 382-400.

Henneberg SC, Naudé P, Mouzas S(2010). Sense-making and management in business networks - some observations, considerations, and a research agenda. Industrial Marketing Management vol. 39, (3) 355-360.

Naudé P, Henneberg S, Jiang Z(2010). Varying routes to the top: Identifying different strategies in the MBA marketplace. Journal of the Operational Research Society vol. 61, (8) 1193-1206.

Henneberg SC, Gruber T, Reppel A, Ashnai B, Naudé P(2009). Complaint management expectations: An online laddering analysis of small versus large firms. Industrial Marketing Management vol. 38, (6) 584-598.

Ormrod RP, Henneberg SC(2009). Different facets of market orientation: A comparative analysis of party manifestos. Journal of Political Marketing vol. 8, (3) 190-208.

Naudé P, Henneberg S, Zolkiewski J, Zhu X(2009). Exploiting the B2B knowledge network: New perspectives and core concepts. Industrial Marketing Management vol. 38, (5) 493-494.

Henneberg SC, Swart J, Naudé P, Jiang Z, Mouzas S(2009). Mobilizing ideas in knowledge networks: A social network analysis of the human resource management community 1990-2005. Learning Organization vol. 16, (6) 443-459.

Henneberg SC, Scammell M, O'Shaughnessy NJ(2009). Political marketing management and theories of democracy. MARKETING THEOR vol. 9, (2) 165-188.

Herrmann A, Heitmann M, Morgan R, Henneberg SC, Landwehr J(2009). Consumer decision making and variety of offerings: The effect of attribute alignability. Psychology and Marketing vol. 26, (4) 333-358.

O''SHAUGHNESSY NJ, Henneberg SC(2009). Political Relationship Marketing: some macro/micro thoughts. Journal of Marketing Management vol. 25, (1-2) 5-29.

Henneberg SC, Pardo C, Mouzas S, Naudé P(2009). Value dimensions and relationship postures in dyadic 'Key Relationship Programmes'. Journal of Marketing Management vol. 25, (5-6) 535-550.

Brennan R, Henneberg SC(2008). Does political marketing need the concept of customer value?. Marketing Intelligence & Planning vol. 26, (6) 559-572.

Henneberg SC(2008). An epistemological perspective on research in political marketing. Journal of Political Marketing vol. 7, (2) 151-182.

Mouzas S, Henneberg S, Naudé P(2008). Developing network insight. Industrial Marketing Management vol. 37, (2) 167-180.

Henneberg SC, Chen YL(2008). Celebrity political endorsement: Campaign management for the Taipei city councillor election 2002. Journal of Political Marketing vol. 6, (4) 1-31.

Swart JA, Henneberg SC(2007). Dynamic knowledge nets - The 3C model: Exploratory findings and conceptualisation of entrepreneurial knowledge constellations. Journal of Knowledge Management vol. 11, (6) 126-141.

Mouzas S, Henneberg S, Naudé P(2007). Trust and reliance in business relationships. European Journal of Marketing vol. 41, (9-10) 1016-1032.

Henneberg SC, O'Shaughnessy NJ(2007). Prolegomena to theory and concept development in political marketing. Journal of Political Marketing vol. 6, (2-3) 1-4.

Henneberg SC, O'Shaughnessy NJ(2007). Theory and concept development in political marketing: Issues and an agenda. Journal of Political Marketing vol. 6, (2-3) 5-31.

Öberg C, Henneberg SC, Mouzas S(2007). Changing network pictures: Evidence from mergers and acquisitions. Industrial Marketing Management vol. 36, (7 SPEC. ISS.) 926-940.

Huber F, Herrmann A, Henneberg SC(2007). Measuring customer value and satisfaction in services transactions, scale development, validation and cross-cultural comparison. International Journal of Consumer Studies vol. 31, (6) 554-564.

Vidgen R, Henneberg S, Naudé P(2007). What sort of community is the European conference on information systems? A social network analysis 1993-2005. European Journal of Information Systems vol. 16, (1) 5-19.

Pardo C, Henneberg SC, Mouzas S, Naudè P(2006). Unpicking the meaning of value in key account management. European Journal of Marketing vol. 40, (11-12) 1360-1374.

Henneberg SCM(2006). Leading or following? A theoretical analysis of political marketing postures. Journal of Political Marketing vol. 5, (3) 29-46.

Henneberg SC, Mouzas S, Naudé P(2006). Network pictures: Concepts and representations. European Journal of Marketing vol. 40, (3-4) 408-429.

Henneberg SC (2006). An exploratory analysis of CRM implementation models. Journal of Relationship Marketing. vol. 4, 85-104.