Publications: Prof Stephan Henneberg
Heirati N, Thornton SC, Leischnig A, Henneberg SC
(
2024
)
.
Capability configurations for successful advanced servitization
.
International Journal of Operations & Production Management
vol.
ahead-of-print
,
(
ahead-of-print
)
Heirati N, Leischnig A, Henneberg SC
(
2023
)
.
Organization Architecture Configurations for Successful Servitization
.
Journal of Service Research
vol.
27
,
(
3
)
307
-
326
.
Chakrabarti R, Henneberg SC
(
2023
)
.
Base of the Pyramid entrepreneurship through silent design and effectuation
.
Journal of Business Research
vol.
158
,
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
.
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
.
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
.
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
.
Ashnai B, Smirnova M, Henneberg SC, Naudé P
(
2019
)
.
Dyadic Operationalization in Business Relationships: The Empirical Example of Marketing-Purchasing Collaboration
.
Journal of Business-to-Business Marketing
vol.
26
,
(
1
)
19
-
42
.
Mitrega M, Henneberg SC, Forkmann S
(
2018
)
.
Capabilities in business relationships and networks: An introduction to the special issue
.
Industrial Marketing Management
vol.
74
,
1
-
3
.
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
.
Webb J, Henneberg S, Forkmann S
(
2017
)
.
The Dark Side of Buyer-Supplier Relationships and the Role of Corruption
.
Academy of Management Proceedings
.
vol.
2017
,
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
.
Forkmann S, Henneberg SC, Witell L, Kindström D
(
2017
)
.
Driver Configurations for Successful Service Infusion
.
Journal of Service Research
vol.
20
,
(
3
)
275
-
291
.
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
.
Let’s Get Engaged! Crossing the Threshold of Marketing’s Engagement Era
,
Springer Nature
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
.
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
.
Let’s Get Engaged! Crossing the Threshold of Marketing’s Engagement Era
,
Springer Nature
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
.
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
.
Henneberg S, Pardo C, Mouzas S, Naudé P
(
2015
)
.
Value Dimensions and Relationship Postures in Dyadic ‘Key Relationship Programmes’
.
Handbook of Strategic Account Management
,
Wiley
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
.
Mouzas S, Henneberg SC
(
2015
)
.
Inter-cognitive representations in business networks
.
Industrial Marketing Management
vol.
48
,
61
-
67
.
Henneberg SC, Gruber T, Reppel A, Naudé P, Ashnai B, Huber F, Chowdhury IN
(
2015
)
.
A Cross-Cultural Comparison of Business Complaint Management Expectations
.
The 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
.
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
.
Zaefarian G, Forkman S, Mitrega M, Henneberg S, Naude P
(
2014
)
.
A Capability Perspective on Relationship Ending and its Impact on Innovation and Performance
.
Ideas in Marketing: Finding the New and Polishing the Old
,
Springer Nature
Zaefarian G, Henneberg SC, Naudé P
(
2014
)
.
Configuration Theory Assessment of Business Relationships
.
The Sustainable Global Marketplace
,
Springer Nature
Henneberg SC, Ashnai B, Smirnova M, Naudé P
(
2014
)
.
Dyadic Operationalization in Business Marketing
.
The Sustainable Global Marketplace
,
Springer Nature
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
,
Springer Nature
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
.
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
,
vol.
9781315870328
,
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
.
Henneberg SC, Mouzas S
(
2012
)
.
Managing the customer horizon — final customers and the network perspective
.
Marketing Review St. Gallen
vol.
24
,
(
3
)
7
-
10
.
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
.
O’Shaughnessy NJ, Henneberg SC
(
2010
)
.
The Selling of the President 2004: A Marketing Perspective
.
Routledge Handbook of Political Management
,
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, 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
.
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
.
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
.
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