Christian Homburg

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Corporate Social Responsibility in Business-to-Business Markets

Christian Homburg, Marcel Stierl, Torsten Bornemann, 2012 .

The link between salespeople’s job satisfaction and customer satisfaction in a business-to-business context: A dyadic analysis

Christian Homburg, R. Stock, 2004 .

Marketing's Influence within the Firm

Christian Homburg, J. Workman, Harley Krohmer, 1999 .

Neglected Outcomes of Customer Satisfaction

Christian Homburg, Xueming Luo, 2007 .

Service Orientation of a Retailer's Business Strategy: Dimensions, Antecedents, and Performance Outcomes

Wayne D. Hoyer, Christian Homburg, M. Fassnacht, 2002 .

Towards an Improved Understanding of Industrial Services: Quality Dimensions and Their Impact on Buyer-Seller Relationships

Christian Homburg, Bernd Garbe, 1999 .

The Role of Cognition and Affect in the Formation of Customer Satisfaction: A Dynamic Perspective

Wayne D. Hoyer, Christian Homburg, Nicole Koschate, 2006 .

Social Identity and the Service-Profit Chain

Jan Wieseke, Wayne D. Hoyer, Christian Homburg, 2009 .

Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction

Ruth Stock, Christian Homburg, Christian Homburg, 2005 .

Should marketing be cross-functional? Conceptual development and international empirical evidence

Harley Krohmer, John P. Workman, Christian Homburg, 2002 .

Customer Satisfaction and Elapsed Time since Purchase as Drivers of Price Knowledge

Christian Homburg, Nicole Koschate-Fischer, Christian M. Wiegner, 2012 .

Understanding the adoption of new brands through salespeople: a multilevel framework

Nick Lee, Jan Wieseke, Christian Homburg, 2008 .

In the Eye of the Beholder? The Effect of Product Appearance on Shareholder Value

Christian Homburg, Torsten Bornemann, Lisa Schöler, 2015 .

The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?

Christian Homburg, Christian Homburg, O. Jensen, 2007 .

Responsiveness to Customers and Competitors:The Role of Affective and Cognitive Organizational Systems

Christian Homburg, M. Grozdanovic, M. Klarmann, 2007 .

Covariance structure analysis via specification searches

Christian Homburg, A. Dobratz, Ch. Homburg, 1992 .

Firm Value Creation through Major Channel Expansions: Evidence from an Event Study in the United States, Germany, and China

Christian Homburg, Josef Vollmayr, A. Hahn, 2014 .

How to Organize Pricing? Vertical Delegation and Horizontal Dispersion of Pricing Authority

Christian Homburg, O. Jensen, A. Hahn, 2012 .

Preannouncing pioneering versus follower products: what should the message be?

Dirk Totzek, Christian Homburg, Torsten Bornemann, 2009 .

Implementing the Marketing Concept at the Employee–Customer Interface: The Role of Customer Need Knowledge

Jan Wieseke, Torsten Bornemann, Christian Homburg, 2009 .

Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge

Christian Homburg, Torsten Bornemann, J. Wieseke, 2009 .

Marketing Performance Measurement Systems: Does Comprehensiveness Really Improve Performance?

Christian Homburg, J. Wieseke, M. Artz, 2012 .

Centre for Marketing DIMENSIONS AND DETERMINANTS OF RETALIATORY BEHAVIOUR TO NEW PRODUCT ENTRY

T. S. Robertson, Sabine Kuester, Christian Homburg, 1999 .

Incumbents’ defense strategies: a comparison of deterrence and shakeout strategy based on evolutionary game theory

Christian Homburg, Thomas S. Ehrmann, Andreas Fürst, 2013 .

Retaliatory Behavior to New Product Entry

Sabine Kuester, Thomas S. Robertson, Christian Homburg, 1999 .

A Marketing Perspective on Mergers and Acquisitions: How Marketing Integration Affects Postmerger Performance

Christian Homburg, M. Bucerius, 2005 .

A customer perspective on product eliminations: how the removal of products affects customers and business relationships

Christian Homburg, Andreas Fürst, Christian Homburg, 2010 .

Fundamental changes in marketing organization: The movement toward a customer-focused organizational structure

Christian Homburg, J. Workman, O. Jensen, 2000 .

Personal characteristics as moderators of the relationship between customer satisfaction and loyalty—an empirical analysis

Christian Homburg, Annette Giering, 2001 .

Strategic Consensus and Performance: The Role of Strategy Type and Market-Related Dynamism

Harley Krohmer, John P. Workman, Christian Homburg, 1999 .

Addressing a product management's orphan: How to externally implement product eliminations in a B2B setting

Christian Homburg, Andreas Fürst, Jana-Kristin Prigge, 2018 .

Toward a Differentiated Understanding of the Value‐Creation Chain

Christian Homburg, Andreas Fürst, Christina Kuehnl, 2017 .

Exploring Subsidiary Desire for Autonomy: A Conceptual Framework and Empirical Findings

Christian Homburg, Jana-Kristin Prigge, 2014 .

What Drives Key Informant Accuracy?

Oliver Schilke, Martin Reimann, Martin Klarmann, 2012 .

A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes

Christian Homburg, Christian Pflesser, 2000 .

The Role of Soft Factors in Implementing a Service-Oriented Strategy in Industrial Marketing Companies

Martin Fassnacht, Christian Homburg, Christian Homburg, 2003 .

Buyer–Supplier Relationships and Customer Firm Costs

Joseph P. Cannon, Christian Homburg, 2001 .

Does Customer Interaction Enhance New Product Success

Christian Homburg, Kjell E. Gruner, 2000 .

Customer satisfaction in industrial markets: dimensional and multiple role issues

Christian Homburg, Christian Homburg, Bettina Rudolph, 2001 .

Externally Directed and Internally Directed Market Launch Management: The Role of Organizational Factors in Influencing New Product Success†

Sabine Kuester, Christian Homburg, S. C. Hess, 2012 .

Firm-hosted online brand communities and new product success

Richard Gruner, Bryan A. Lukas, Richard L. Gruner, 2014 .

Customer Uncertainty following Downsizing: The Effects of Extent of Downsizing and Open Communication

Christian Homburg, M. Klarmann, Sabine Staritz, 2012 .

Managing Dynamics in a Customer Portfolio

Christian Homburg, Dirk Totzek, Dirk Totzek, 2009 .

Measuring and Managing Consumer Sentiment in an Online Community Environment

Christian Homburg, M. Artz, Laura Ehm, 2015 .

Supporting New Product Launches With Social Media Communication and Online Advertising: Sales Volume and Profit Implications

Richard L. Gruner, Christian Homburg, B. Lukas, 2018, Journal of Product Innovation Management.

When does salespeople’s customer orientation lead to customer loyalty? The differential effects of relational and functional customer orientation

Martin Klarmann, Christian Homburg, Christian Homburg, 2011 .

When should the customer really be king? : On the optimum level of salesperson customer orientation in sales encounters

Christian Homburg, M. Klarmann, Michael Müller, 2011 .

Do Satisfied Customers Really Pay More? A Study of the Relationship between Customer Satisfaction and Willingness to Pay

Wayne D. Hoyer, Christian Homburg, Christian Homburg, 2005 .

How Organizational Complaint Handling Drives Customer Loyalty: An Analysis of the Mechanistic and the Organic Approach

Christian Homburg, Andreas Fürst, 2005 .

Relationship Characteristics as Moderators of the Satisfaction-Loyalty Link: Findings in a Business-to-Business Context

Christian Homburg, Ajay Menon, Annette Giering, 2003 .

On the importance of complaint handling design: a multi-level analysis of the impact in specific complaint situations

Christian Homburg, Andreas Fürst, Christian Homburg, 2010 .

Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment

Christian Homburg, Torsten Bornemann, Max Kretzer, 2014 .

A Configurational Perspective on Key Account Management

Christian Homburg, J. Workman, O. Jensen, 2002 .

New Product Design: Concept, Measurement, and Consequences

Christian Homburg, Christina Kuehnl, M. Schwemmle, 2015 .

Market-Oriented Management: A Systems-Based Perspective

Jan U. Becker, Christian Homburg, 1999 .

Understanding Customer Value in Business-to-Business Relationships

Christian Homburg, Ajay Menon, Nikolas Beutin, 2005 .

Brand awareness in business markets: When is it related to firm performance?

Christian Homburg, M. Klarmann, Jens B. Schmitt, 2010 .

Corporate Social Responsibility in Business-to-Business Markets: How Organizational Customers Account for Supplier Corporate Social Responsibility Engagement

Christian Homburg, Marcel Stierl, Torsten Bornemann, 2013 .

The loss of the marketing department’s influence: is it really happening? And why worry?

Christian Homburg, M. Enke, Arnd Vomberg, 2015 .

Governance of International Business Relationships: A Cross-Cultural Study on Alternative Governance Modes

Joseph P. Cannon, Christian Homburg, Harley Krohmer, 2009 .

Psychological Distance and the Dual Role of Price

Christian Homburg, Torsten Bornemann, 2011 .

Customer experience management: toward implementing an evolving marketing concept

Christian Homburg, Christina Kuehnl, Danijel Jozic, 2015, Journal of the Academy of Marketing Science.

Is speed of integration really a success factor of mergers and acquisitions? An analysis of the role of internal and external relatedness

Christian Homburg, 2006 .

Is Speed of Integration really a Success Factor of Mergers and Acquisitions? : An Analysis of the Role of Internal and External Relatedness

Christian Homburg, M. Bucerius, 2006 .

STRATEGIC CONSENSUS AND PERFORMANCE : THE ROLE OF STRATEGY TYPE AND MARKET-RELATED DYNAMISM

Christian Homburg, J. Workman, Harley Krohmer, 1999 .

The Role of Chief Marketing Officers for Venture Capital Funding: Endowing New Ventures with Marketing Legitimacy

Philipp G. Sandner, Christian Homburg, Torsten Bornemann, 2013 .

Customers’ reactions to price increases: Do customer satisfaction and perceived motive fairness matter?

Wayne D. Hoyer, Christian Homburg, Christian Homburg, 2005 .

Looking beyond the Horizon: How to Approach the Customers’ Customers in Business-to-Business Markets

Christian Homburg, Christian Homburg, A. Hahn, 2014 .

Customer Prioritization: Does it Pay off, and how Should it be Implemented?

Christian Homburg, Dirk Totzek, Dirk Totzek, 2008 .

Customer Satisfaction in Transnational Buyer–Supplier Relationships

Harley Krohmer, Joseph P. Cannon, Christian Homburg, 2002 .

Marketing's Influence within the Firm

Harley Krohmer, John P. Workman, Christian Homburg, 1999 .

On Closeness to the Customer in Industrial Markets

Christian Homburg, Christian Homburg, 1998 .

Effective customer journey design: consumers’ conception, measurement, and consequences

Christian Homburg, Christina Kuehnl, Danijel Jozic, 2019, Journal of the Academy of Marketing Science.

Marketing Theory and Applications

Paola Cillo, Mary Jo Bitner, Amy L. Ostrom, 2011 .

Marketing Excellence: Nature, Measurement, and Investor Valuations

Christian Homburg, Sebastian Hohenberg, Marcus Theel, 2020 .

How price complexity takes its toll: The neglected role of a simplicity bias and fairness in price evaluations

Christian Homburg, Dirk Totzek, Dirk Totzek, 2014 .

Social influence on salespeople’s adoption of sales technology: a multilevel analysis

Jan Wieseke, Christian Homburg, Christian Homburg, 2010 .

Satisfaction, Complaint, and the Stock Value Gap

Christian Homburg, Xueming Luo, 2008 .

Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers

Sabine Kuester, Christian Homburg, 2001 .

Closeness to the Customer in Industrial Markets : Towards a Theory — Based Understanding of Measurement , Organizational Antecedents , and Performance Outcomes

Christian Homburg, 2000 .

Customer Satisfaction, Analyst Stock Recommendations, and Firm Value

Christian Homburg, Xueming Luo, J. Wieseke, 2010 .

Customer Satisfaction, Analyst Stock Recommendations, and Firm Value

Christian Homburg, Xueming Luo, J. Wieseke, 2010 .

Patient empowerment: A cross-disease exploration of antecedents and consequences

Jennifer L. Burton, Wayne D. Hoyer, Christian Homburg, 2015 .

The Customer: The Unknown Factor?

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

Sales Organization: Successfully Designing Structures and Processes

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

Steering the Sales Force for New Product Selling: Why Is it Different, and How Can Firms Motivate Different Sales Reps?

Christian Homburg, A. Hahn, Sebastian Hohenberg, 2018, Journal of Product Innovation Management.

Customer Outcomes of Corporate Social Responsibility in Supplier-Customer Relationships

Christian Homburg, Marcel Stierl, Torsten Bornemann, 2012 .

The value relevance of digital marketing capabilities to firm performance

Christian Homburg, Dominik M. Wielgos, 2022, Journal of the Academy of Marketing Science.

Satisfied Customers Really Pay More ? A Study of the Relationship Between Customer Satisfaction and Willingness to Pay

Wayne D. Hoyer, Christian Homburg, Nicole Koschate, 2022 .

Talented people and strong brands: The contribution of human capital and brand equity to firm value

Christian Homburg, Torsten Bornemann, Arnd Vomberg, 2015 .

Publishing processes in the academic marketing discipline in the United States: A German perspective

Christian Homburg, 2003 .

Internationales Marketing

Christian Homburg, 2020, Marketingmanagement.

Marketing Organization: An Integrative Framework of Dimensions and Determinants

John P. Workman, Christian Homburg, Christian Homburg, 1998 .

Personnel Management: The Poor Cousin of Sales

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

Competitive Advantages: Quicker, Higher, Farther. . .

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

Sales Channels and Sales Partners: Designing the Route to the Customer

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

Produkt- und Key-Account-Management als objektorientierte Formen der Marketingorganisation

Christian Homburg, Kjell E. Gruner, Bernd Garbe, 1997 .

Effective customer journey design: consumers’ conception, measurement, and consequences

Christian Homburg, Christina Kuehnl, Danijel Jozic, 2019, Journal of the Academy of Marketing Science.

Customer experience management: toward implementing an evolving marketing concept

Christian Homburg, Christina Kuehnl, Danijel Jozic, 2015, Journal of the Academy of Marketing Science.

Incentivizing CEOs to build customer- and employee-firm relations for higher customer satisfaction and firm value

Christian Homburg, Xueming Luo, J. Wieseke, 2011, Journal of the Academy of Marketing Science.

Firm-hosted online brand communities and new product success

Richard L. Gruner, Christian Homburg, B. Lukas, 2013, Journal of the Academy of Marketing Science.

Organizing for cross-selling: Do it right, or not at all

Christian Homburg, Sebastian Hohenberg, Sina Böhler, 2020 .

Is the more always better? A comparative study of internal and external integration practices in new product and new service development

Christian Homburg, Christian Homburg, Christina Kuehnl, 2014 .

Applications of structural equation modeling in marketing and consumer research: A review

Christian Homburg, Hans Baumgartner, Christian Homburg, 1996 .

Digital business capability: its impact on firm and customer performance

Christian Homburg, Christina Kuehnl, Dominik M. Wielgos, 2021, Journal of the Academy of Marketing Science.

Internal and external price search in industrial buying: The moderating role of customer satisfaction

Christian Homburg, M. Klarmann, Jan Allmann, 2014 .

Change Management durch Reengineering

Christian Homburg, Gregor Hocke, 1998 .

Corporate Social Responsibility in Business-to-Business iViarkets : How Organizational Customers Account for Supplier Corporate Sociai Responsibiiity Engagement

Christian Homburg, Torsten Bornemann, iVlarcel Stier, 2013 .

Using Multi-Informant Designs to Address Key Informant and Common Method Bias

Christian Homburg, Martin Klarmann, Dirk Totzek, 2012 .

Virtual Reality in New Product Development: Insights from Prelaunch Sales Forecasting for Durables

Christian Homburg, Sebastian Hohenberg, Nathalie Harz, 2021, Journal of Marketing.

Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets

Christian Homburg, Arnd Vomberg, Stephan Muehlhaeuser, 2020, Journal of Marketing Research.

The multichannel pricing dilemma: Do consumers accept higher offline than online prices?

Christian Homburg, Arnd Vomberg, Karin Lauer, 2019, International Journal of Research in Marketing.

Configurations of Marketing and Sales: A Taxonomy

Harley Krohmer, Christian Homburg, Christian Homburg, 2008 .

The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms

Christian Homburg, J. Wieseke, S. Alavi, 2017 .

Enhancing innovation commercialization through supervisor–sales rep fit

Christian Homburg, Sebastian Hohenberg, 2019, Journal of the Academy of Marketing Science.

Opposites Attract, but Similarity Works: A Study of Interorganizational Similarity in Marketing Channels

Christian Homburg, M. Fassnacht, Janna Schneider, 2002 .

See no evil, hear no evil, speak no evil: a study of defensive organizational behavior towards customer complaints

Christian Homburg, Andreas Fürst, Christian Homburg, 2007 .

Satisfaction, Complaint, and the Stock Value Gap

Xueming Luo, Christian Homburg, Christian Homburg, 2008 .

Responsiveness to Customers and Competitors: The Role of Affective and Cognitive Organizational Systems

Christian Homburg, M. Grozdanovic, M. Klarmann, 2007 .

Intraorganizational determinants of key account management effectiveness

Christian Homburg, J. Workman, O. Jensen, 2003 .

Ensuring international competitiveness: a configurative approach to foreign marketing subsidiaries

Christian Homburg, Andreas Fürst, Christina Kuehnl, 2012 .

When salespeople develop negative headquarters stereotypes: performance effects and managerial remedies

Christian Homburg, B. Lukas, J. Wieseke, 2011 .

Performance Measurement System Design and Functional Strategic Decision Influence: The Role of Performance Measure Properties

Christian Homburg, Christian Homburg, M. Artz, 2012 .

A Strategy Implementation Perspective of Market Orientation

Christian Homburg, J. Workman, Harley Krohmer, 2004 .

Saving money or losing face? An international study on social stigmatization in discount stores

Christian Homburg, Kateryna Ukrainets, 2021, Psychology & Marketing.

Cross-Validation and Information Criteria in Causal Modeling

Christian Homburg, Christian Homburg, 1991 .

A Configurational Pe rspective on Key Account Manage m e n t

Christian Homburg, Ove Jensen, Christian Homburg, 2002 .

When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters

Christian Homburg, M. Klarmann, Michael Müller, 2011 .

Incentivizing CEOs to build customer- and employee-firm relations for higher customer satisfaction and firm value

Christian Homburg, Xueming Luo, J. Wieseke, 2012 .

Incentivizing of inside sales units — the interplay of incentive types and unit structures

Christian Homburg, Sebastian Hohenberg, Theresa R. Morguet, 2021 .

The catbird seat of the sales force : how sales force integration leads to new product success

Sabine Kuester, Christian Homburg, A. Hildesheim, 2017 .

Wage Inequality: Its Impact on Customer Satisfaction and Firm Performance

Christian Homburg, B. Bamberger, Dominik M. Wielgos, 2021, Journal of Marketing.

Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison

Sabine Kuester, Christian Homburg, Ajay Menon, 2005 .

Incumbents’ defense strategies: a comparison of deterrence and shakeout strategy based on evolutionary game theory

Christian Homburg, Andreas Fürst, Eugen Scheinker, 2012, Journal of the Academy of Marketing Science.

Handbook of Market Research

Christian Homburg, M. Klarmann, Arnd Vomberg, 2017 .

Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management

Christian Homburg, Arnd Vomberg, Olivia Gwinner, 2020 .

How to get lost customers back?

Christian Homburg, Ruth Stock, Wayne D. Hoyer, 2007 .

Relationship Modeling: The Business Relationship Firmly Under Control

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization

Christian Homburg, Y. Atefi, Sebastian Hohenberg, 2023, Journal of the Academy of Marketing Science.

Motivating Sales Reps for Innovation Selling in Different Cultures

Christian Homburg, Sebastian Hohenberg, 2016 .

Fight or flight: Can marketing tools help consumers cope with self‐discrepancies and social identity threat?

Christian Homburg, Kateryna Ukrainets, 2021, Journal of Consumer Behaviour.

A study of antecedents of relationship revival

Christian Homburg, Ruth Stock, Wayne D. Hoyer, 2007 .

Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment

Christian Homburg, Torsten Bornemann, Max Kretzer, 2013, Journal of the Academy of Marketing Science.

Enhancing innovation commercialization through supervisor–sales rep fit

Christian Homburg, Sebastian Hohenberg, 2019, Journal of the Academy of Marketing Science.

Customer journey management capability in business-to-business markets: Its bright and dark sides and overall impact on firm performance

Christian Homburg, Moritz Tischer, 2023, Journal of the Academy of Marketing Science.

The Role of Departmental Thought Worlds in Shaping Escalation of Commitment in New Product Development Projects

Christian Homburg, Jana-Kristin Prigge, Alexander Weeth, 2019, Journal of Product Innovation Management.

Key Account Management: The Close Cooperation with Important Customers

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

Key-Account-Management im Export: Die Perspektive der Industriegüterhersteller

Christian Homburg, Ove Jensen, 2004 .

The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

The Impact of Externally Directed and Internally Directed Market Launch Management on New Product Success

Sabine Kuester, Christian Homburg, Silke C. Heß, 2012 .

Culture in Sales: The Power of Unwritten Laws

Christian Homburg, Janna Schneider, Heiko Schäfer, 2012 .

Marketingmanagement

Christian Homburg, 2020 .

All Customers are Equal, but Some are More Equal Should Firms Prioritize their Customers ?

Dirk Totzek, Christian Homburg, Mathias Droll, 2010 .

Customer Retention Management: Making the Customer a “Fan”

Christian Homburg, Christian Homburg, Heiko Schäfer, 2012 .

Customer experience management: toward implementing an evolving marketing concept

Christian Homburg, Christina Kuehnl, Danijel Jozic, 2015, Journal of the Academy of Marketing Science.

Intraorganizational Determinants of Key Account Effectiveness

Christian Homburg, J. Workman, O. Jensen, 2003 .

Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”

Christian Homburg, Heiko Schäfer, Janna Schneider, 2012 .

Reflections on Research in Marketing and Reviewing for Scholarly Journals Invited Essays by JAMS 2000-2003 Outstanding Reviewer Award Recipients: Introduction to Special Section

Amy L. Ostrom, Glenn B. Voss, Scott B. MacKenzie, 2003 .

Customer Experience Management

Christian Homburg, Danijel Jozic, C. Kühnl, 2013 .

Basis for Understanding Information Systems

Christian Homburg, Janna Schneider, Heiko Schäfer, 2012 .