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Research

Publications: Prof Stephan Henneberg

Hartmann J, Forkmann S, Benoit S, Henneberg SC ( 2022 ) . A consumer perspective on managing the consequences of chain liability . Journal of Supply Chain Management vol. 58 , ( 4 ) 58 - 89 .
Forkmann S, Webb J, Henneberg SC, Scheer LK ( 2022 ) . Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships . Journal of the Academy of Marketing Science vol. 50 , ( 5 ) 889 - 914 .
Kohtamäki M, Rabetino R, Parida V, Sjödin D, Henneberg S ( 2022 ) . Managing digital servitization toward smart solutions: Framing the connections between technologies, business models, and ecosystems . Industrial Marketing Management vol. 105 , 253 - 267 .
Henneberg S ( 2022 ) . Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective . Journal of the Academy of Marketing Science
Zhang Y, Leischnig A, Heirati N, Henneberg SC ( 2021 ) . Dark-side-effect contagion in business relationships . Journal of Business Research vol. 130 , 260 - 270 .
Toth Z, Naudé P, Henneberg S, Ruiz D ( 2020 ) . The Strategic Role of Corporate Online References: Building Social Capital through Signaling in Business Networks . Journal of Business and Industrial Marketing
Chakrabarti R, Henneberg SC, Ivens BS ( 2020 ) . Open sustainability: Conceptualization and considerations . Industrial Marketing Management vol. 89 , 528 - 534 .
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 .
Zaefarian G, Kadile V, Henneberg SC, Leischnig A ( 2019 ) . First things (should) come first: A reply to Gretz & Malshe's “rejoinder to ‘endogeneity bias in marketing research: Problem, causes and remedies’” . Industrial Marketing Management vol. 77 , 63 - 64 .
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 ( 2016 ) . Drivers of Inter-organizational Trust in Buyer-Seller Relationships: A fsQCA Analysis . Developments in Marketing Science: Proceedings of the Academy of Marketing Science ,
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 .
Leischnig A, Ivens B, Henneberg SC, Ashnai B ( 2016 ) . Understanding Conditions of Sales Force Frustration . Developments in Marketing Science: Proceedings of the Academy of Marketing Science ,
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 ( 2015 ) . An empirical investigation of network-oriented behaviors in business-to-business markets . Industrial Marketing Management vol. 49 , 167 - 180 .
Zaefarian G, Forkman S, Mitrega M, Henneberg S, Naude P ( 2015 ) . A Capability Perspective on Relationship Ending and its Impact on Innovation and Performance . Developments in Marketing Science: Proceedings of the Academy of Marketing Science ,
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 .
Thornton SC, Henneberg SC, Naudé P, Naudé P ( 2014 ) . An empirical investigation of network-oriented behaviors in business-to-business markets . Industrial Marketing Management
Zaefarian G, Henneberg SC, Naudé P ( 2014 ) . Configuration Theory Assessment of Business Relationships . The Sustainable Global Marketplace ,
Henneberg SC, Ashnai B, Smirnova M, Naudé P ( 2014 ) . Dyadic Operationalization in Business Marketing . The Sustainable Global Marketplace ,
Thornton SC, Henneberg SC, Naudé P ( 2014 ) . Conceptualizing and validating organizational networking as a second-order formative construct . Industrial Marketing Management vol. 43 , ( 6 ) 951 - 966 .
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
Ivens BS, Henneberg SC, Forkmann S ( 2014 ) . Service Infusion im Industriegütermarketing – Konzept, Wertschöpfung und Wirklichkeit . Service Value als Werttreiber ,
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 .
Naudé P, Henneberg SC, Mouzas S, Ramos C, Graves A, Crute V ( 2009 ) . Seeking for Solutions within a Project Setting . Journal of Business Market Management vol. 3 , ( 3 )
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 .
Henneberg SC, Mouzas S, Naudé P ( 2009 ) . Going Beyond Customers – A Business Segmentation Approach Using Network Pictures to Identify Network Segments . Journal of Business Market Management vol. 3 , ( 2 ) 91 - 113 .
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 .
Hennerberg, Stephan C, O'Shaughnessy, Nicholas J ( 2009 ) . Political Relationship Marketing: Some Micro-Macro Thoughts . Journal of Marketing Management vol. 25 , ( 1/2 ) 5 - 29 .
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 .
Henneberg SC, Mouzas S ( 2007 ) . Managing the customer horizon — final customers and the network perspective . Marketing Review St. Gallen vol. 24 , ( 3 ) 7 - 10 .
Ormrod RP, Henneberg SC, Forward N, Miller J, Tymms L ( 2007 ) . Political marketing in untraditional campaigns: the case of David Cameron's Conservative Party leadership victory . Journal of Public Affairs vol. 7 , ( 3 ) 235 - 248 .
O'Shaughnessy NJ, Henneberg SCM ( 2007 ) . The Selling of The President 2004: A Marketing Perspective . Journal of Public Affairs vol. 7 , ( 3 ) 249 - 268 .
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 .
Henneberg SC ( 2006 ) . Strategic postures of political marketing: an exploratory operationalization . Journal of Public Affairs vol. 6 , ( 1 ) 15 - 30 .
Henneberg SC ( 2004 ) . The views of an advocatus dei: political marketing and its critics . Journal of Public Affairs vol. 4 , ( 3 ) 225 - 243 .