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Professor Stephan Henneberg, PhD

Stephan

Professor of Marketing and Strategy

Email: s.henneberg@qmul.ac.uk
Telephone: +44 (0)20 7882 6544
Room Number: Mile End, Bancroft Building, Room 3.28g

Profile

Student drop-in and feedback hours:

Friday 3 - 5pm (during teaching weeks, otherwise by appointment)

Role:

Director of Business Ecosystems Research Group (BERG)

Overview: 

Professor Henneberg joined the School of Business and Management in summer 2013. He is the Chair Professor of Marketing and Strategy and Director of the Business Ecosystems Research Group (BERG). Previously, he held academic appointments at Manchester Business School, 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.

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

Stephan is currently Visiting Professor of Marketing and Strategy at the University of Bamberg, the University of Bayreuth, Kedge Business School, Marseilles-Bordeaux and the University of Cape Town, South Africa.

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Prof. Henneberg and the Business Ecosystems Resarch Group
are constantly looking for PhD applications from top students who
would like to write their dissertation in the area of business marketing
and strategy. For an informal discussion, please send a research
proposal and a CV to s.henneberg@qmul.ac.uk
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Professor Henneberg’s News:

September 2015 

Academic Visitor to BERG
Prof. Stephan Henneberg hosted Prof. Lars Witell (Linkoeping Unviersity/Karlstad University) as a visitor of the BERG research group. Together with Dr. Sebastian Forkmann Lars and Stephan worked on research projects in the area of service infusion.

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June 2015

Business Market Management Conference organised
Prof. Stephan Henneberg
, together with Dr. Sebastian Forkmann, organised the 7th Bi-Annual International Business Market Management Conference at Queen Mary University of London. From 2-4 June 40 academics presented papers on business marketing issues. The keynote speaker was Prof. Lisa Scheer (University of Missouri).

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December 2014 

Prof. Henneberg in research ranking
Every second year the leading German Economics daily Handelsblatt publishes a ranking of the research output by German management studies academics. Approximately three thousand academics are assessed on their publications over the last five years, including those at German, Swiss and Austrian universities, and German academics at non-German speaking institutions worldwide. Prof. Stephan Henneberg ranked 58th overall in management studies and 6th in marketing. View the full Handelsblatt BWL - Ranking 2014

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November 2014

New IMM Special Issue edited by Prof. Henneberg
Prof. Henneberg
, together with Dr. Sebastian Forkmann (both members of BERG) and Associate Professor Maciej Mitrega are editing a new special issue of Industrial Marketing Management on the topic of 'Networking Capabilities'. Deadline for submissions to the IMM SI is the 1st Oct. 2015.

Anthony Francescucci successfully finishes his PhD    
Anthony has successfully defended his dissertation on 'inter-firm market orientation'. He was co-supervised by Prof. Stephan Henneberg (Director of BERG) and Prof. Peter Naude (Manchester Business School). Anthony is currently an Assistant Professor at Ryerson University, Canada.

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October 2014

BERG Research Seminar 2014/15
The first BERG research seminar of 2014/15 is being held by Profs. Ivens and Leischnig (Bamberg, Germany), together with Prof. Henneberg (Director of BERG). They speak about their research on ‘Sales Force Frustration’ and introduced fuzzy set Qualitative Comparative Analysis.
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BERG academics organise 2015 BMM conference
Dr. Forkmann
and Prof. Henneberg (both core members of BERG) are organizing an international conference on business marketing at the School of Business and Management, Queen Mary University. The Business Market Management (BMM) Conference, which runs bi-annually, is an international conference which attracts usually between 60 and 100 scholars from the areas of business marketing, strategy, and supply chain management. Forkmann and Henneberg will organize the next BMM from the 3-5 July 2015 at QMUL.
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September 2014

BERG PhD presents work at SOAS workshop
Jonathan Webb, a PhD student of the School of Business and Management, presents together with his supervisors (Prof. Henneberg, Director of BERG, and Dr. Forkmann) his research on ‘Corruption and the dark side of business relationships: Overview and a research agenda’ at a workshop on the Dark Side of Business Relationships, SOAS University of London, Sept. 2014, London.
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Prof Henneberg presents at the IMP 2014 Conference
Members of BERG present several papers at the annual International Marketing and Purchasing Conference in Bordeaux, France, which attracted 300 scholars in the area of business and networks.
• Alexander Leischnig, Stephan Henneberg (Director of BERG), Sabrina Thornton. ‘Performing configurational analyses in management research: a fuzzy set approach’
• Zsofia Toth, Stefanos Mouzas, Peter Naude, Stephan Henneberg (Director of BERG). ‘The problem with relational customer
• Zsofia Toth, Peter Naude, Stephan Henneberg (Director of BERG). ‘Understanding configurations of the relational attractiveness of the customer (RAC)- An empirical investigation using fsQCA’
• Sabrina Thornton, Stephan Henneberg (Director of BERG), Peter Naude. ‘Network-oriented behaviors in business-to-business markets – An empirical study’
• Sebastian Forkmann (core member of BERG, Carla Ramos, Stephan Henneberg (Director of BERG), Peter Naude. ‘Understanding service infusion business models: A network perspective’
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Prof. Henneberg presents at the AMA 2014 Conference
Prof. Henneberg
(Director of BERG) presents several papers at the annual Academy of Marketing Summer Educators’ Conference 2014, San Francisco, USA. The AMA conference represents the most important marketing conference worldwide. The papers presented were:
• Anthony Francescucci, Stephan Henneberg (Director of BERG), Peter Naude. ‘Does inter-firm market orientation mediate the market orientation – performance relationship?’
• Bahar Ashnai, Stephan Henneberg (Director of BERG), Peter Naude. ‘A Non-Recursive Reciprocal Analysis of Business Relationship Characteristics’
• Bahar Ashnai, Stephan Henneberg (Director of BERG), Peter Naude. ‘A fsQCA Study of Inter-organizational Trust in Buyer-Seller Relationships: A Dyadic Approach’
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Prof. Henneberg presents at the ISBM 2014 conference
Every second year, scholars in the area of business marketing are invited by the Institute of Business Markets to their academic conference. BERG members presented several papers at the 2014 ISBM conference in San Francisco, USA, which attracted more than 100 international scholars.
• Bjorn Ivens, Alexander Leischnig, Stephan Henneberg (Director of BERG). ‘What Workplace Constellations Lead to Frustration Among Salespeople?
• Zsofia Toth, Peter Naude, Stephan Henneberg (Director of BERG). ‘Attractiveness and Corporate Social Capital from a Network
Stephan Henneberg (Director of BERG), Bahar Ashnai, Peter Naude. ‘A Model of Inter-Personal and Inter-Organizational Trust in Business-to-Business Relationships’
• Sabrina Thornton, Stephan Henneberg (Director of BERG), Peter Naude. ‘Network-Oriented Behaviors in Business-to-Business Markets: An Empirical Study’
Stephan Henneberg (Director of BERG), Ghasem Zaefarian, Maciej Mitrega, Sebastian Forkmann (core member of BERG). ‘Networking Capability in Supplier Relationships: Concept and Impact on Innovativeness and Firm Performance’
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July 2014

Prof. Henneberg wins Best Paper in Conference Award at the GMC, Singapore
Prof. Henneberg
(Director of BERG), together with Dr. Thornton (Huddersfield) and Prof. Naude (Manchester Business School) wins the Best Paper in Conference Award at the Global Marketing Conference 2014, July, Singapore, for their paper entitled ‘Network-oriented Behaviors in Business-to-Business Markets: An Empirical Study’
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June 2014

Prof. Henneberg and QConsult successfully deliver consulting engagement
BERG members Professor Henneberg, Dr. Panagiotopoulos, and Dr. Forkmann delivered the final QConsult consulting report to a creative client company. The project assessed the use of 3D technology on the client’s business model and was part of the London Creative & Digital Fusion Collaborative Awards scheme funded by the Arts and Humanities Research Council (AHRC) and the European Regional Development Fund (ERDF). The BERG co-investigators received £10,000 grant support from the funding bodies.

Research

Research Interests:

Professor Henneberg’s research interests are in general in the areas of inter-organisational relationships and business networks. Additionally, he is active in the area of political marketing. A special focus is on business ecosystems and innovation networks (see also the Business Ecosystem Research Group). He is a member of the International Marketing and Purchasing Research Group and active in teaching, research, and public engagement/executive development in business marketing and strategy. 

Some current research projects focus on:

• Cognition and sense-making in business relationships and networks
• Service infusion and defusion as business model innovations
• Networking capabilities
• Business relationships lifecycles
• Marketing and supply chain interactions
• Relationships and corruption
• Sales force management
• Use of fsQCA in management research

Professor Henneberg serves on several editorial boards, e.g. Journal of Marketing Theory and Practice, Industrial Marketing Management, Journal of Business Research, and Journal of Political Marketing. He has edited several Special Issues, e.g. for Industrial Marketing Management: Business to Business Service Networks (2013, together with Peter Naude, Thorsten Gruber), Industrial Marketing Management: Cognition and Management in Complex Networks (2009, together with Peter Naude, Stefanos Mouzas), for Industrial Marketing Management: Exploiting the B2B Knowledge Network (2009, together with Peter Naude, Judy Zolkiewski), and for the Journal of Political Marketing: Theory and Concept Development in Political Marketing Research (2008, together with Nick O’Shaughnessy). He is currently involved in editing a further Industrial Marketing Management special issue on the topic of Networking Capabiliities (with Prof. Mitrega and Dr. Forkmann). Professor Henneberg collaborates nationally and internationally on research projects:

• Prof. Stefanos Mouzas (Lancaster)
• Dr. Ronika Chakrabarti (Lancaster)
• Prof. Juani Swart (Bath)
• Prof. Peter Naude (MBS)
• Dr. Axele Giroud (MBS)
• Prof. Thorsten Gruber (Loughborough)
• Dr. Ghasem Zaefarian (Leeds)
• Prof. Nick O’Shaughnessy (Queen Mary London)
• Dr. Sebastian Forkmann (Queen Mary London)
• Dr. Alexander Reppel (Royal Holloway)
• Prof. Carlos Brito (Porto)
• Associate Prof. Tom Baker (Alabama)
• Prof. Adam Rapp (Alabama)
• Associate Prof. Catarina Roseira (Porto)
• Assistant Prof. Maria Smirnova (St. Petersburg)
• Assistant Prof. Daniela Corsaro (Milan)
• Associate Prof. Morten Abrahamsen (BI Norway)
• Associate Prof. Robert Ormrod (Aarhus)
• Prof. Lars Huemer (BI Norway)
• Prof. Andreas Herrmann (St. Gallen)
• Prof. Frank Huber (Mainz)
• Professor Catherine Pardo (EM Lyon)
• Prof. Bjoern Ivens (Bamberg)
• Prof. Alexander Leischnig (Bamberg)
• Prof. Andreas Eggert (Paderborn)
• Associate Prof. Catherine Pardo (EM Lyon)
• Associate Prof. Maciej Mitrega (Katowice)
• Associate Prof. Christina Oeberg (Lund)
• Assistant Professor Carla Ramos (INSPER, Sao Paulo)
• Prof. Lars Witell (Linkoeping/Karlstad)
• Assistant Prof. Ryan Mullins (Clemson)

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Prof. Henneberg and the Business Ecosystems Resarch Group
are constantly looking for PhD applications from top students who
would like to write their dissertation in the area of business marketing
and strategy. For an informal discussion, please send a research
proposal and a CV to s.henneberg@qmul.ac.uk

He has supervised and examined a number of PhD and DBA students:

• Zhizong Jiang (PhD); 2008-2010
• Ghasem Zaefarian (PhD); 2010-2012
• Bahar Ashnai (PhD, Research Assistant); 2009-2012
• Sebastian Forkmann (PhD, Research Assistant); 2010-2013
• Sabrina Thornton (ESRC MPhil and PhD); 2010-2014
• Anthony Francescucci (part-time DBA), 2009-2014
• Paul Smith (part-time DBA), 2009-2014
• Zsofial Toth (PhD, Research Assistant); 2011-2015

His ongoing PhD students are:

• Jonathan Webb (PhD); 2014-ongoing. Topic: Corruption in Business Relationships
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Publications

Professor Henneberg's Google Scholar profile contains a detailed list of publications.

Publications in Academic Journals (peer-reviewed)

2016

  • Sebastian Forkmann, Carla Ramos, Stephan C. Henneberg, Peter Naude (2016) "Understanding the Service Infusion Process as a Business Model Reconfiguration", Industrial Marketing Management (forthcoming).
  • Sebastian Forkmann, Stephan C. Henneberg, Peter Naude, Maciej Mitrega (2016) 'Supplier Relationship Management Capability:  A Qualification and Extension", Industrial Marketing Management (doi: 10.1016/j.indmarman.2016.02.003).
  • Morten Abrahamsen, Stephan C. Henneberg, Lars Huemer, Peter Naude (2016) 'Network Picturing: An Action Research Study of Strategizing in Business Networks', Industrial Marketing Management, (doi: 10.1016/j.indmarman.2016.02.006).
  • Alexander Leischnig, Stephan C. Henneberg, Sabrina Thornton (2016) 'Net versus Combinatory Effects of Firm and Industry Antecedents of Sales Growth', Journal of Business Research, (doi:10.1016/j.jbusres.2016.01.005).
  • Ghasem Zaefarian, Sebastian Forkmann, Maciej Mitrega, Stephan C. Henneberg (2016) ' A Capability Perspective on Relationship Ending and its Impact on Product Innovation Success and Firm Performance', Long Range Planning, (doi:10.1016/j.lrp.2015.12.023).
  • Zhizhong Jiang, Eric Shiu, Stephan C. Henneberg, Peter Naude (2016) 'Relationship Quality in Business to Business Relationships: Reviewing the Current Literature and Proposing a New Measurement Model', Psychology & Marketing, 33 no. 4, 297-313.
  • Ghasem Zaefarian, Zahleh Najafi-Tavani, Stephan C. Henneberg, Peter Naude (2016) "Do Supplier Perceptions of Buyer Fairness Lead to Supplier Sales Growth?" Industrial Marketing Management, 53, 160-171.
  • Bahar Ashnai, Stephan C. Henneberg, Peter Naude, Anthony Francescucci (2016) 'Inter-personal and Inter-organizational Trust in Business Relationships', Industrial Marketing Management, 52, 128-139.

2015 

  • Zhaleh Najafi-Tavani, Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude, Axele Giroud, Ulf Andersson (2015) "Subsidiary Knowledge Development in Knowledge Intensive Business Services: A Configuration Approach" Journal of International Marketing, 23 no. 4, 22-43.
  • Alexander Leischnig, Bjoern Ivens, Stephan C. Henneberg. (2015) “When Stress Frustrates & When It Does Not: Configural Models of Frustrated versus Mellow Salespeople” Psychology & Marketing, 32 no. 11, 1098-1114.
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. (2015) “Network-Oriented Behaviors in Business-to-Business Markets: An Empirical Study.” Industrial Marketing Management, 49, 167-180.
  • Stefanos Mouzas, Stephan C. Henneberg. (2015) "Intercognitive Representations in Business Networks." Industrial Marketing Management, 48, 61-67.
  • Stephan C. Henneberg, Thorsten Gruber, Alexander Reppel, Peter Naude, Bahar Ashnai, Frank Huber, Ilma Nur Chowdhury. (2015) “A Cross-Cultural Comparison of Business Complaint Management Expectations.” Journal of Marketing Theory and Practice 23/3, 254-271.
  • Robert P. Ormrod, Ghasem Zaefarian, Stephan C. Henneberg and Philippe de Vries. (2015) "Strategy, Market Orientation and Performance: The Political Context", Journal of Public Affairs, 15 no. 1, 40–55.
  • Zsofia Toth, Christoph Thiesbrummel, Stephan C. Henneberg, Peter Naude. (2015) “Understanding Configurations of Relational Attractiveness of the Customer Firm using fuzzy set QCA.” Journal of Business Research, 68, 723-734.

2014

  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. (2014) "Conceptualizing and Validating Organizational Networking as a Second-Order Formative Construct" Industrial Marketing Management, 43, 951-966

2013

  • Carla Ramos, Catarina Roseira, Carlos Brito, Stephan C. Henneberg, Peter Naudé. (2013) “Business Service Networks and their Process of Emergence: The Case of the Health Cluster Portugal” Industrial Marketing Management, 42 no. 6, 950-968.
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. (2013) "Understanding Types of Organizational Networking Behavior in the UK Manufacturing Sector." Industrial Marketing Management, 42 no. 7, 1154-1166.
  • Zhizhong Jiang, Eric Shiu, Stephan C. Henneberg, Peter Naude. (2013) “Operationalizing Trust, Reliance, and Dependence in Business Relationships: Responding to the Ongoing Naming and Cross-Level Problems.” Journal of Business-to-Business Marketing, 20 no. 4, 193-225.
  • Ronika Chakrabarti, Carla Ramos, Stephan C. Henneberg. (2013) “Change in the UK Pharmaceutical Distribution Network: A Network-as-Practice Perspective on Network Dynamics”, Industrial Marketing Management, 42 no. 3, 356-371.  
  • Theodor Sommersten Espelid, Carla Ramos, Daniela Corsaro, Stephan C. Henneberg. (2013) “(Re)Organising for Interaction within Innovation Networks – An Exploratory Study in the Public Sector.” The IMP Journal, 7 no. 2, 112-128.
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2013) "Assessing the Strategic Fit between Business Strategies and Business Relationships in Knowledge-intensive Business Services." Industrial Marketing Management, 42 no. 2, 260-272.
  • Stephan C. Henneberg, Peter Naude, Thorsten Gruber. (2013) “Services Networks: Concept and Research Agenda.” Industrial Marketing Management, 42 no. 1, 3-8.
  • Daniela Corsaro, Renato Fiocca, Annelisa Tunisini, Stephan C. Henneberg. (2013) “A Value Perspective on Relationship Portfolios”, Marketing Theory, 13 no. 3,  275-302.
  • Stephan C. Henneberg, Robert P. Ormrod. (2013) "The triadic interaction model of political marketing exchange." Marketing Theory, 13 no. 1, 87-103.

2012

  • Sebastian Forkmann, Di Wang, Stephan C. Henneberg, Peter Naude, Alistair Sutcliffe. (2012) "Strategic Decision-Making in Business Relationships: A Dyadic Agent-based Simulation Approach." Industrial Marketing Management, 41, no.5: 816-830.
  • Morten H. Abrahamsen, Stephan C. Henneberg, Peter Naude. (2012) "Sensemaking in Business Networks: Introducing Dottograms to Analyse Network Changes." Industrial Marketing Management, 41 no. 6, 1035-1046.
  • Carla Ramos, Stephan C. Henneberg, Peter Naude. (2012) "Understanding Network Picture Complexity: An Empirical Analysis of Contextual Factors." Industrial Marketing Management, 41 no. 6, 951-972.
  • Maciej Mitrega, Sebastian Forkmann, Carla Ramos, Stephan C. 
Henneberg. (2012) "Networking Capabilities in Business Relationships - Concept and Scale Development." Industrial Marketing Management, 41 no. 5, 739-751.
  • Christina Oeberg, Stephan C. Henneberg, Stefanos Mouzas (2012) "Organizational Inscriptions of Network Pictures: A Meso-Level Analysis." Industrial Marketing Management, 41 no. 8, 1270-1283.
  • Marko Kohtamäki, Jukka Vesalainen, Stephan C. Henneberg, Peter Naudé, Marc J Ventresca. (2012) "Enabling Relationship Structures and Relationship Performance Improvement: The Moderating Role of Relational Capital." Industrial Marketing Management, 41 no. 8, 1298- 1309.
  • Zhizhong Jiang, Stephan C. Henneberg, Peter Naude. (2012) "Supplier Relationship Management in the Construction Industry: The Effects of Trust and Dependence." Journal of Business & Industrial Marketing, 27 no. 1, 3-15.
  • Morten Abrahamsen, Stephan C. Henneberg, Peter Naude. (2012) "Using Actor's Perceptions of Network Roles and Positions to Understand Network Dynamics." Industrial Marketing Management, 41 no. 2, 259-269.

2011

  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2011) "Actor Network Pictures and Networking Activities in Business Networks: An Experimental Study." Industrial Marketing Management, 40 no. 6, 919-932.
  • Morten Abrahamsen, Stephan C. Henneberg, Peter Naude. (2011) "Network Change as a Battle of Ideas? Analysing the Interplay between Idea Structures and Activated Structures." The IMP Journal, 2 no. 5, 122- 139.
  • Robert Ormrod, Stephan C. Henneberg. (2011) "Political Market Orientation and Strategic Party Postures in Danish Political Parties." European Journal of Marketing, 45 no. 6, 852-881.
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2011) "Resource Acquisition Strategies in Business Relationships." Industrial Marketing Management, 40 no. 6, 862-874.
  • Zhizhong Jiang, Stephan C. Henneberg, Peter Naude. (2011) "The 
Importance of Trust vis-à-vis Reliance in Business Relationships: Some International Findings." International Marketing Review, 28 no. 4, 318- 339.
  • Maria Smirnova, Stephan C. Henneberg, Bahar Ashnai, Peter Naude, Stefanos Mouzas. (2011) "Understanding the Role of Marketing- Purchasing Collaboration in Industrial Markets: The Case of Russia." Industrial Marketing Management, 40 no. 1, 54-64.
  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2011), "The Impact of Network Configurations on Value Constellations in Business Markets - The Case of an Innovation Network." Industrial Marketing Management, 40 no 1, 54-67.
  • Maria Smirnova, Peter Naude, Stephan C. Henneberg, Stefanos Mouzas, Sergei P. Kouchtch. (2011) "The Impact of Market Orientation on the Development of Relational Capabilities and Performance Outcomes: The Case of Russian Industrial Firms." Industrial Marketing Management, 40 no. 1, 44-53.

2010

  • Robert Ormrod, Stephan C. Henneberg. (2010) "An Investigation into the Relationship between Political Activity Levels and Political Market Orientation." European Journal of Marketing, 44 no. 3/4, 382-400.
  • Gruber, Thorsten, Henneberg, Stephan C., Ashnai, Bahar, Naude, Pete, Reppel, Alexander. (2010) "Complaint Resolution Management Expectations in an Asymmetric Business-to-Business Context." Journal of Business and Industrial Marketing, 25 no. 5: 360-371.
  • Ghasem Zaefarian, Peter Naude, Stephan C. Henneberg. (2010) "Configuration Theory Assessment of Business Relationship Strategies - Conceptual Model and Hypotheses Development." Journal of Consumer Behaviour, 9 no. 3, 299-318.
  • Zhizhong Jiang, Stephan C. Henneberg, Peter Naude. (2010) "Exploring Trust vis-a-vis Reliance in Business Relationships - A Qualitative Analysis of the UK Construction Industry." Marketing Intelligence and Planning, 28 no. 6, 706-722.
  • Catarina Roseira, Carlos Brito, Stephan C. Henneberg. (2010) "Managing Interdependencies in Supplier Networks." Industrial Marketing Management, 39 no. 6: 925-935.
  • Stephan C. Henneberg, Peter Naude, Stefanos Mouzas. (2010) "Sense-Making and Management in Business Networks - Some Observations, Considerations, and a Research Agenda." Industrial Marketing Management, 39 no. 3, 355-360.
  • Robert Ormrod, Stephan C. Henneberg. (2010) "Strategic Political Postures and Political Market Orientation: Towards an Integrated Concept of Political Marketing Strategy." Journal of Political Marketing, 9 no. 4, 294-313.
  • Peter Naude, Stephan C. Henneberg, Zhizhong Jiang. (2010) "Varying Routes to the Top: Identifying Different Strategies in the MBA Marketplace." Journal of the Operational Research Society, 61 no. 8, 1- 14.
  • Andreas Herrmann, Stephan C. Henneberg, Mark Heitmann, Jan Landwehr. (2010) "Squaring Customer Demands, Brand Strength, and Production Requirements." Total Quality Management and Business Excellence, 21 no. 10, 1017-1031.

2009

  • Stephan C Henneberg, Thorsten Gruber, Alexander Reppel, Bahar Ashnai, Peter Naude. (2009) "Complaint Management Expectations: An Online-Laddering Analysis of Small versus Large Firms." Industrial Marketing Management, 38 no. 6, 584-598.
  • Andreas Herrmann, Mark Heitmann, Robert Morgan, Stephan C. Henneberg, Jan Landwehr. (2009) "Consumer Decision Making Under Variety: The Effect of Attribute Alignability." Psychology & Marketing, 26 no. 4, 333-358.
  • Robert Ormrod, Stephan C. Henneberg. (2009) "Different Facets of Market Orientation: A Comparative Analysis of Party Manifestos." Journal of Political Marketing, 8 no. 3, 190-208.
  • Peter Naude, Stephan Henneberg, Judy Zolkiewski, Xia Zhu. (2009) "Exploiting the B2B Knowledge Network: New Perspectives and Core Concepts." Industrial Marketing Management, 38 no. 5, 491-492.
  • Stephan C. Henneberg, Stefanos Mouzas, Peter Naude. (2009) "Going Beyond Customers - A Business Segmentation Approach Using Network Pictures to Identify Network Segments." Journal of Business Market Management, 3 no. 2, 91-113.
  • Stephan C. Henneberg, Juani Swart, Peter Naude, Zhizhong Jiang, Stefanos Mouzas. (2009) "Mobilizing Ideas in Knowledge Networks - A Social Network Analysis of the Human Resource Management Community 1990-2005." The Learning Organization, 16 no. 6, 443-459.
  • Stephan C. Henneberg, Margaret Scammell, Nicholas O'Shaughnessy. (2009) "Political Marketing Management and Theories of Democracy." Marketing Theory, 9 no. 2, 165-188
  • Robert Ormrod, Stephan C. Henneberg. (2009) "Different Facets of Market Orientation – A Comparative Exploratory analysis of Party Manifestos in Britain and Germany." Journal of Political Marketing, 8 no. 3, 190-208.
  • Stephan C. Henneberg, Nick O'Shaughnessy. (2009) "Political Relationship Marketing." Journal of Marketing Management, 25 no. 1-2, 5-29.
  • Peter Naude, Stephan C. Henneberg, Stefanos Mouzas, Carla Ramos, Andrew Graves, Valerie Crute. (2009) "Seeking for Solutions within a Project Setting." Journal of Business Market Management, 3 no. 3, 91- 113.
  • Stephan C. Henneberg, Zhizhong Jiang, Peter Naude, Robert Ormrod. (2009) "The Network Researchers' Network: A Social Analysis of the IMP Group 1984-2006.", The IMP Journal, 3 no. 1, 28-49.
  • Robert Ormrod, Stephan C. Henneberg. (2009) "Understanding Voter Orientation in the Context of Political Market Orientation: Is the Political Customer King?" Journal of Marketing Management, 26 no. ½, 108- 130.
  • Stephan C. Henneberg, Catherine Pardo, Stefanos Mouzas, Peter Naude. (2009) "Value Dimensions and Relationship Postures in Dyadic 'Key Relationship Programmes." Journal of Marketing Management, 25 no. 5/6, 535-550.
  • Stephan C. Henneberg, Catherine Pardo, Stefanos Mouzas, Peter Naude. (2009) "Value Dimensions and Relationship Postures in Dyadic 'Key Relationship Programmes'." Journal of Marketing Management, 25 no. 5/6, 535-550.

2008

  • Stephan C. Henneberg. (2008) "An Epistemological Perspective on 
Research in Political Marketing." Journal of Political Marketing, 7 no. 2, 
151-182.
  • Ross Brennan, Stephan C. Henneberg. (2008) "Does Political 
Marketing Need the Concept of Customer Value?" Marketing 
Intelligence & Planning, 26 no. 6, 559-572.

2007

  • Stephan C. Henneberg, Yi-Ling Chen. (2007) "Celebrity Political 
Endorsement." Journal of Political Marketing, 6 no. 4, 1-31.
  • Christina Oeberg, Stephan C. Henneberg, Stefanos Mouzas. (2007) "Changing Network Pictures: Evidence from Mergers and Acquisitions." 
Industrial Marketing Management, 36 no. 7, 926-940.
  • Stephan C. Henneberg, Juani Swart (2007) "Dynamic Knowledge Nets 
- The 3C Model." Journal of Knowledge Management, 11 no. 6, 26-141
  • Stephan C. Henneberg, Stefanos Mouzas. (2007) "Managing the 
Customer Horizon." Thexis, 3
  • Frank Huber, Andreas Herrmann, Stephan C. Henneberg. (2007) 
"Measuring Customer Value and Satisfaction in Services Transactions: Scale Development, Validation, and Cross-Cultural Comparison." International Journal of Consumer Studies, 31 no. 6, 554-564.
  • Robert Ormrod, Stephan C. Henneberg, Nick Forward, James Miller, Leigh Tymms. (2007) "Political Marketing in Untraditional Campaigns." Journal of Public Affairs, 7 no. 3, 235-248.
  • Stephan C. Henneberg, Nick O'Shaughnessy. (2007) "Prolegomena to Theory and Concept Development in Political Marketing." Journal of Political Marketing, 6 no. 3, 1-4
  • Nick O'Shaughnessy, Stephan C. Henneberg, (2007) "The Selling of the President 2004." Journal of Public Affairs, 7 no. 3, 249-268.
  • Stephan C. Henneberg, Nick O'Shaughnessy. (2007), "Theory and Concept Development in Political Marketing: Issues and an Agenda." Journal of Political Marketing, 6 no. 3, 5-31.
  • Stephan C. Henneberg, Peter Naude, Stefanos Mouzas. (2007) "Trust and Reliance in Business Relationships." European Journal of Marketing, 41 no. 9/10, 1016-1032.
  • Richard Vigden, Stephan C. Henneberg, Peter Naude. (2007) "What 
Sort of Community is the European Conference on Information Systems? A Social Network Analysis 1993–2005." European Journal of Information Systems, 16, 5-19.

2006 and before

  • Stephan C. Henneberg (2006) "Leading or Following? A Theoretical Analysis of Political Marketing Postures." Journal of Political Marketing, 5 no. 3, 29-46.• Stephan C. Henneberg, Stefanos Mouzas, Peter Naude. (2006) "Network Pictures: Concepts and Representations." European Journal of Marketing, 40 no. 3/4, 408-429.
  • Stephan C. Henneberg (2006) "Strategic Postures of Political Marketing: An Exploratory Operationalisation." Journal of Public Affairs, 6 no. 1, 15-30
  • Catherine Pardo, Stephan C. Henneberg, Stefanos Mouzas, Peter Naude. (2006) "Unpicking the Meaning of Value in Key Account Management." European Journal of Marketing, 40 no. 11/12, 1360-1374.
  • Stephan C. Henneberg. (2005) "An Exploratory Analysis of CRM Implementation Models." Journal of Relationship Marketing, 4 no.3/4, 87-104.
  • Stephan C. Henneberg. (2004) "The Views of an Advocatus Dei: political marketing and its critics." Journal of Public Affairs, 4 no. 3, 225- 243.

Book or Book Chapter Publications

  • Bjoern Ivens, Stephan C. Henneberg, Sebastian Forkmann. (2014) “Service Infusion im Industriegütermarketing – Konzept, Wertschöpfung und Wirklichkeit.” In Dienstleistungmanagement und Service Value, eds. Manfred Bruhn, Karsten Hadwich, Forum Dienstleistungmanagement 2014, Wiesbaden: Gabler, 267-282.
  • Stephan C. Henneberg, Catherine Pardo, Stefanos Mouzas, Peter Naude. (2014 forthcoming), “Value Dimensions and Relationship Postures in Dyadic 'Key Relationship Programmes’” Handbook of Strategic Account Management, eds. Dianna Woodburn, Kevin Wilson. London: Wiley, 191-204.
  • Robert Ormrod, Stephan C. Henneberg, Nick O’Shaughnessy. (2013) Political Marketing: Theory and Concepts. London: Sage 

  • Bruce Newman, Christos Gouliamos, Stephan C. Henneberg (Eds.) (2013), Political Marketing and Culture. London: Sage.
  • Stephan C. Henneberg, Margaret Scammell, Nick O’Shaughnessy. (2013) “Political Marketing Management and Theories of Democracy.” In Public Affairs Management, ed. Phil Harris, London: Sage.
  • Stephan C. Henneberg, Robert P. Ormrod. (2011) "An Investigation into the Relationship between Political Activity Levels and Political Market Orientation." In Political Marketing, ed. Paul Baines, London: Sage.
  • Stephan C. Henneberg, Nick O'Shaughnessy. (2011) "Political Relationship Marketing." In Political Marketing, ed. Paul Baines, London: Sage.
  • Stephan C. Henneberg, Stefanos Mouzas. (2008) "Final Customer' Value in Business Networks." In Creating and Managing Superior Value for Customers; Advances in Business Markets Vol. 14, ed. A. Woodside, M. Gibbert, F. Golfetta, Emerald.
  • Nick O'Shaughnessy, Stephan C. Henneberg. (2008) "The Selling of the President 2004: A Marketing Perspective." In The Routledge Handbook of Political Management, ed. Dennis W. Johnson, Londo: Routledge.
  • Robert Ormrod. Stephan C. Henneberg. (2006),"Are You Thinking What We’re Thinking, or Are We Thinking What You’re Thinking? An Exploratory Analysis of the Market-Orientation of UK Parties in 2005." In The Political Marketing Election? General Election 2005, ed. D. Lilleker, N. Jackson, and R. Scullion, Manchester: Manchester University Press.
  • Stephan C. Henneberg, Stefan Eghbalian. (2002) "Kirchheimer’s Catch-all Party: A Reinterpretation in Marketing Terms." In The Idea of Political Marketing, ed. N J O'Shaughnessy and S C Henneberg, Praeger.
  • Nick O’Shaughnessy, Stephan C. Henneberg (Eds.) (2002), The Idea of Political Marketing. Praeger. 

  • Stephan C. Henneberg. (2002), "Understanding Political Marketing." In The Idea of Political Marketing, ed. N J O'Shaughnessy and S C Henneberg, Praeger. 


Publications in Conference Proceedings (peer-reviewed)
(restricted to papers since 2008)

2014

  • Jonathan Webb, Stephan C. Henneberg, Sebastian Forkmann. 2014. Corruption and the dark side of business relationships: Overview and a research agenda. In Workshop on the Dark Side of Business Relationships, SOAS University of London, Sept. 2014, London
  • Alexander Leischnig, Stephan C. Henneberg, Sabrina Thornton. 2014. Performing configurational analyses in management research: a fuzzy set approach. In IMP Conference 2014, Sept., Bordeaux, France
  • Zsofia Toth, Stefanos Mouzas, Peter Naude, Stephan C. Henneberg. 2014. The problem with relational customer attractiveness. In IMP Conference 2014, Sept., Bordeaux, France
  • Zsofia Toth, Peter Naude, Stephan C. Henneberg. 2014. Understanding configurations of the relational attractiveness of the customer (RAC)- An empirical investigation using fsQCA. In IMP Conference 2014, Sept., Bordeaux, France
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. 2014. Network-oriented behaviors in business-to-business markets – An empirical study. In IMP Conference 2014, Sept., Bordeaux, France
  • Sebastian Forkmann, Carla Ramos, Stephan C. Henneberg, Peter Naude. 2014. Understanding service infusion business models: A network perspective. In IMP Conference 2014, Sept., Bordeaux, France
  • Anthony Francescucci, Stephan C. Henneberg, Peter Naude. 2014. Does inter-firm market orientation mediate the market orientation – performance relationship? In American Marketing Association AMA Summer Educators’ Conference 2014, Aug., San Francisco, USA
  • Bahar Ashnai, Stephan C. Henneberg, Peter Naude. 2014. A Non-Recursive Reciprocal Analysis of Business Relationship Characteristics. In American Marketing Association AMA Summer Educators’ Conference 2014, Aug., San Francisco, USA
  • Bahar Ashnai, Stephan C. Henneberg, Peter Naude. 2014. A fsQCA Study of Inter-organizational Trust in Buyer-Seller Relationships: A Dyadic Approach. In American Marketing Association AMA Summer Educators’ Conference 2014, Aug., San Francisco, USA
  • Bjorn Ivens, Alexander Leischnig, Stephan C. Henneberg. 2014. What Workplace Constellations Lead to Frustration Among Salespeople? In ISBM Conference 2014, July, San Francisco, USA
  • Zsofia Toth, Peter Naude, Stephan C. Henneberg. 2014. Attractiveness and Corporate Social Capital from a Network Perspective. In ISBM Conference 2014, July, San Francisco, USA
  • Stephan C. Henneberg, Bahar Ashnai, Peter Naude. 2014. A Model of Inter-Personal and Inter-Organizational Trust in Business-to-Business Relationships. In ISBM Conference 2014, July, San Francisco, USA
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. 2014. Network-Oriented Behaviors in Business-to-Business Markets: An Empirical Study. In ISBM Conference 2014, July, San Francisco, USA
  • Stephan C. Henneberg, Ghasem Zaefarian, Maciej Mitrega, Sebastian Forkmann. 2014. Networking Capability in Supplier Relationships: Concept and Impact on Innovativeness and Firm Performance. In ISBM Conference 2014, Aug, San Francisco, USA
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. 2014. Network-oriented Behaviors in Business-to-Business Markets: An Empirical Study. In Global Marketing Conference 2014, July, Singapore [CONFERENCE BEST PAPER AWARD]
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude, 2014. Conceptualization and Validation of Organizational Networking as a Second-Order  Formative Construct. In European Marketing Association Conference (EMAC) 2014, June, Valenica, Spain
  • Alexander Leischnig, Bjoern Ivens, Stephan C. Henneberg, 2014. Examining the Conditions under which Salespeople Experience Frustration at Work. In European Marketing Association Conference (EMAC) 2014, June, Valenica, Spain
  • Bahar Ashnai, Stephan C. Henneberg, Peter Naudé. 2014. Drivers of Inter-organizational Trust in Buyer-Seller Relationships: A fsQCA Analysis. In Academy of Marketing Science (AMS) Conference 2014, May, Indianapolis, USA
  • Alexander Leischnig, Bjoern Ivens, Stephan C. Henneberg, Bahar Ashnai. 2014. Understanding Conditions of Sales Force Frustration. In Academy of Marketing Science (AMS) Conference 2014, May, Indianapolis, USA

2013

  • Stefanos Mouzas, Stephan C. Henneberg. 2013. The Use of Inter-cognitive Representations. In Business Market Management Conference 2013, June 2013, Bamberg, Germany
  • Ghasem Zaefarian, Maciej Mitrega, Sebastian Forkmann, Stephan C. Henneberg. 2013. A Capability Perspective on Relationship Ending and its Impact on Innovation and Performance, In Business Market Management Conference 2013, June 2013, Bamberg, Germany
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. 2013. Organizational Networking Behaviours - Conceptualisation and Operationalization. In Business Market Management Conference 2013, June 2013, Bamberg, Germany
  • Ronika Chakrabarti, Carla Ramos, Stephan C. Henneberg. 2013. An Event-structure Process Analysis of Business Interactions and Actors Roles in Unstable Business Networks. In Business Market Management Conference 2013, June 2013, Bamberg, Germany
  • Zsofia Toth, Peter Naude, Stephan C. Henneberg. 2013. Understanding Relational Customer Attractiveness from the Supplier Perspective. In Business Market Management Conference 2013, June 2013, Bamberg, Germany
  • Alexander Leischnig, Stephan C. Henneberg. 2013. Fuzzy Set Qualitative Comparative Analysis: What it is and How it Helps Understand Business Market Management Issues. In Business Market Management Conference 2013, June 2013, Bamberg, Germany
  • Anthony Francescucci, Stephan C. Henneberg, Peter Naude. 2013. Inter-Firm Market Orientation – An Operationalization of the Missing Link to Understanding Performance. In IMP Conference 2013, Sept. 2013, Atlanta, USA
  • Zsofia Toth, Christoph Thiesbrummel, Peter Naude, Stephan C. Henneberg. 2013. Sitting on the Other Side of the Table: Assessing the Relational Attractiveness of the Customer (RAC) Applying Fuzzy Set QCA. In IMP Conference 2013, Sept. 2013, Atlanta, USA
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. 2013. Organizational Networking: Scale Construction, Validation and Generalisability in Manufacturing and Services Sectors. In IMP Conference 2013, Sept. 2013, Atlanta, USA
  • Bahar Ashnai, Stephan C. Henneberg, Peter Naude. 2013. An Attitude-Behaviour-Outcome Framework of Business-to-Business Relationships: Distinguishing between Inter-personal and Inter-Organizational Trust. In IMP Conference 2013, Sept. 2013, Atlanta, USA
  • Ghasem Zaefarian, Sebastian Forkman, Maciej Mitrega, Stephan Henneberg, Peter Naude. 2013. A Capability Perspective on Relationship Ending and its Impact on Innovation and Performance. In Academy of Marketing Science Conference 2013, April 2013. Monterey, USA.
  • Ghasem Zaefarian, Maciej Mitrega, Sebastian Forkmann, Stephan C. Henneberg. 2013. To End it All! Utilizing Relationship Ending Capabilities. In Academy of Marketing Summer Educators' Conference 2013, August 2013. Boston, USA.
  • Sabrina Thornton, Stephan C. Henneberg, Peter Naude. 2013. Understanding Organisational Networking Behaviours in the Context of the UK Manufacturing Sector. In European Marketing Association Conference, June 2013. Istanbul, Turkey.

2012

  • Maciej Mitrega, Carla Ramos, Sebastian Forkmann, Stephan C. Henneberg. (2012) Measurement Model for Inter-Organizational Networking. In IMP Conference 2012. Rome.
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude, Zhaleh Najafi Tavani. (2012) Perceived Justice and Business Relationships: The Case of the Iranian Car Industry. In IMP Conference 2012. Rome.
  • Morten H. Abrahamsen, Stephan C. Henneberg, Huemer Lars and Peter Naude. (2012) Perceiving Network Opportunities. In IMP Conference 2012. Rome.
  • Francisco Maia, Catarina Roseira, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2012) Understanding Incubator Value – A Business Network Approach To University Incubators’ competitiveness. In IMP Conference 2012. Rome.
  • Sabrina Thornton, Peter Naudé, Stephan C. Henneberg. (2012) Understanding Organisational Networking Behaviours in a Business Network Context. In IMP Conference 2012. Rome.
  • Sebastian Forkmann, Di Wang, Stephan C. Henneberg, Peter Naudé, Alistair Sutcliffe. (2012) Using Dyadic Agent-based Simulations to Model Strategic Decision Making in Business Relationships. In AMA Summer Educators Conference, Aug. 2012, Chicago
  • Ghasem Zaefarian, Zhaleh Najafi-Tavani, Stephan C. Henneberg, Peter Naude. (2012), Do Seller Perceptions of Fairness Lead to Sales Growth? A Latent Growth Curve Analysis. In AMA Summer Educators Conference, Aug. 2012, Chicago
  • Ronika Chakrabarti, Carla Ramos, Stephan C. Henneberg (2012), A Network-as-Practice Analysis of B2B Network Dynamics. In ISBM 2012 Conference, Aug. 2012, Chicago
  • Zsofia Toth, Stephan C. Henneberg, Peter Naude (2012), A Business- to-Business Love Story? Relational Attractiveness (RA) and Its Impact on Firms’ Ability to Build and Maintain Business Relationships. In ISBM 2012 Conference, Aug. 2012, Chicago
  • Ghasem Zaefarian, Zhaleh Najafi-Tavani, Stephan C. Henneberg, Peter Naude. (2012), Do Supplier Perceptions of Buyer Fairness Lead to Supplier Sales Growth? In ISBM 2012 Conference, Aug. 2012, Chicago
  • Sabrina Thornton, Peter Naude, Stephan C. Henneberg (2012), Understanding Organisational Networking Behaviors in a Business Network Context. In ISBM 2012 Conference, Aug. 2012, Chicago 
  • (Maciej Mitrega, Sebastian Forkmann, Carla Ramos, Stephan C. Henneberg. (2012), Networking Capability in Business Relationships. In ISBM 2012 Conference, Aug. 2012, Chicago
  • Sebastian Forkmann, Di Wang, Stephan C. Henneberg, Peter Naude, Alistair Sutcliffe. (2012), A Dyadic Agent-based Simulation Approach to Studying Strategic Decision Making in Business Relationships and Networks. In ISBM 2012 Conference, Aug. 2012, Chicago

2011

  • Morten Abrahamsen, Stephan C. Henneberg, Peter Naude. (2011), Sharing Knowledge: Developing a Framework for Understanding Actors Perceptions and Actions. In IMP Group Seminar 27 March 2011 - 29 March 2011. Upsalla
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2011), Business Relationships and Business Strategies: A Configuration Theory Approach. In Society for Marketing Advances 2011 Conference 02 November - 05 November 2011. Memphis
  • Alexander Reppel, Kathy Keeling, Thomas Jagel, Thorsten Gruber, Eman Gaddalla, Stephan C. Henneberg. (2011), Climbing the Ladder of Abstraction: Assessing the Usefulness of Different Tutorials for Complex Online Questionnaires. In Society for Marketing Advances 2011 02 November - 05 November 2011. Memphis
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2011), Configuration Theory Assessment of Business Relationships. In Academy of Marketing Science 2011 25 May - 27 May 2011. Coral Gables
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2011), Configuration Theory Assessment of Interorganizational Relationships. In 5th International Conference on Business Market Management 18 May - 20 May 2011. Tampere
  • Stephan C. Henneberg, Bahar Ashnai, Maria Smirnova, Peter Naude. (2011). Dyadic Operationalization in Business Marketing. In Academy of Marketing Science 2011 25 May - 27 May 2011. Coral Gables
  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2011), Individual vs Collective Networking Activities in Business Networks: The Role of Network Pictures’. In 27th International IMP Conference 01 September - 03 September 2011. Glasgow
  • Carla Ramos, Peter Naude, Stephan C. Henneberg, Daniela Corsaro. (2011), Network Constellations in Science and Technology Parks. In 5th International Conference on Business Market Management 18 May - 20 May 2011. Tampere
  • Maciej Mitrega, Carla Ramos, Sebastian Forkmann, Stephan C. Henneberg. (2011), Networking Capability, Networking Rent, and Firm Performance: A Nomological Model Including Moderation Effects. In 27th International IMP Conference 01 September - 03 September 2011. Glasgow
  • Ghasem Zaefarian, Peter Naude, Stephan C. Henneberg. (2011). Performance Implications of the Fit between the Structure of Inter-firm Relationships and Resource Acquisition Strategy Type in the Services Industries. In 27th International IMP Conference 01 September - 03 September 2011. Glasgow
  • Sebastian Forkmann, Di Wang, Stephan C. Henneberg, Peter Naude, Alistair Suttcliffe. (2011), Strategic Decision Making in Networks: A Simulation Approach. In Society for Marketing Advances 2011 Conference 02 November - 05 November 2011. Memphis
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2011), Strategic Configurations of Inter-organizational Relationships: A Methodological Perspective. In American Marketing Association Summer Educator's Conference. San Francisco
  • Stephan C. Henneberg, Sebastian Forkmann, Peter Naude, Di Wang, Alistair Sufcliffe. (2011). Strategic Networking: A Simulation Approach. In 27th International IMP Conference 01 September - 03 September 2011. Glasgow
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude, Zhaleh Tavani, Carla Ramos. (2011), The Fit of Business Relationships with Business Strategies. In American Marketing Association Summer Educator's Conference. San Francisco
  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2011), The Impact of Network Configurations and Value Constellations in Business Markets: The Case of an Innovation Network. In Society for Marketing Advances Conference 2011 02 November - 05 November 2011. Memphis
  • Carla Ramos, Stephan C. Henneberg, Peter Naude, Daniela Corsaro. (2011), Undertaking a Network Approach to Study Entrepreneurial Firms within Science and Technology Parks. In AMA Research Symposium on Marketing and Entrepreneurship. Rio de Janeiro.
  • Stephan C. Henneberg, Alistair Sutcliffe, Sebastian Forkmann, Di Wang, Peter Naude. (2011). Using Bayesian Network Models in Inter- Organizational Management: Managerial Cognition and Strategic Decision Making in Networks. In 5th International Conference on Business Market Management 18 May - 20 May 2011. Tampere
  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2011), Value Constellations in Strategic Business Networks – The Case of an Innovation Network of Entrepreneurial Firms. In AMA Research Symposium on Marketing and Entrepreneurship. Rio de Janeiro
  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2011), Value Creation of Different Innovation Network Configurations: An Empirical Study of a Science and Technology Park’. In 27th International IMP Conference 01 September - 03 September 2011. Glasgow

2010

  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2010), Actor Network Picture and Networking Activities in Business Networks: An Exploratory Empirical Study. In ISBM Academic Conference 2010. Cambridge Mass.
  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude. (2010), Actor Network Pictures and Networking Activities in Business Networks. In Marketing & Sales oltre la crisi. Assetti organizzativi e opzioni strategiche per riconquistare il mercato 23 September - 24 September 2010. Ancona, Italy
  • Daniela Corsaro, Carla Ramos, Stephan C. Henneberg, Peter Naude.(2010), Actor Network Pictures and Networking Activities in Business Networks: An Exploratory Empirical Study. In 26th International IMP Conference. Budapest
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2010), Configuration Theory and Business Relationships. In ISBM Academic Conference 2010. Cambridge Mass.
  • Carla Ramos, Stephan C. Henneberg, Peter Naude, Catarina Roseira, Carlos Brito. (2010), Emergence of Innovation Networks: The Case of the Health Cluster Portugal. In ISBM Academic Conference 2010. Cambridge Mass.
  • Anthony Francescucci, Stephan C. Henneberg, Peter Naude. (2010). Inter-Firm Market Orientation: A Dyadic Perspective of Market Orientation. In ISBM Academic Conference 2010. Cambridge Mass.
  • Zhaleh Tavani, Ghasem Zaefarian, Peter Naude, Stephan C. Henneberg, Axele Giroud. (2010). Knowledge Flows and Subsidiary's Strategi Role: Using Configuration Theory to Extend Gupta and Govidarajan's Typology. In AIB Conference 2010. Rio, Brazil
  • Carla Ramos, Stephan C. Henneberg, Peter Naude. (2010). Making Sense of Network Pictures: An Empirical Research of Contextual Factors. In ISBM Academic Conference 2010. Cambridge Mass.
  • Maria Smirnova, Stephan C. Henneberg, Bahar Ashnai, Peter Naude, Stefanos Mouzas. (2010), Marketing - Purchasing Collaboration as a Factor of Firm Performance: The Case of Russia. In ISBM Academic Conference 2010. Cambridge Mass.
  • Maria Smirnova, Bahar Ashnai, Stephan C. Henneber, Peter Naude, Stefanos Mouzas. (2010), Marketing-Purchasing Integration and Collaboration Effects on Business Performance: A Russian Study Using Internal Dyadic Data. In Society for Marketing Advances 2010 Conference. Atlanta
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2010), Resource Acquisition Strategies in Business Relationships. In 26th International IMP Conference. Budapest
  • Robert P. Ormrod, Ghasem Zaefarian, Stephan C. Henneberg, Philippe de Vries. (2010). Strategic Postures, Market Orientation and Performance: The Political Marketing Context. In 7th International Conference on Political Marketing 24 September - 25 September 2010. Thessaloniki
  • Carla Ramos, Stephan C. Henneberg, Peter Naude, Ghasem Zaegarian, Bahar Ashnai, Catarina Roseira, Carlos Brito. (2010). The Emergence Process of Innovation Networks: The Case of the Health Cluster Portugal. In AMA SERVSIG Conference 2010. Porto, Portugal
  • Ghasem Zaefarian, Stephan C. Henneberg, Peter Naude. (2010). The Fit of Business Relationships with Business Strategies. In 26th International IMP Conference. Budapest
  • Stephan C. Henneberg, Maria Smirnova, Peter Naude. (2010), The Impact of Market Orientation on the Development of Relational Capabilities and Performance Outcomes. In American Marketing Association Summer Educator's Conference 02 August - 04 August 2010. Boston
  • Maria Smirnova, Sergei P. Kouchtch, Peter Naude, Stephan C. Henneberg, Stefanos Mouzas. (2010), The Role of Market Orientation in Relational Capabilities Development and Performance Outcomes. In ISBM Academic Conference 2010. Cambridge Mass.
  • Morten Abrahamsen, Peter Naude, Stephan C. Henneberg. (2010), Time and Space Dynamics in Networks: Do Network Perceptions Reflect Network Positions?. In 26th International IMP Conference. Budapest
  • Carla Ramos, Catarina Roseira, Stephan C. Henneberg, Peter Naude, Carlos Brito. (2010), Towards an Understanding of the Emergence of Innovation Networks: The Case of the Health Cluster Portugal. In 26th International IMP Conference. Budapest
  • Carla Ramos, Stephan C. Henneberg, Peter Naude. (2010), Understanding Network Picture Complexity: An Empirical Analysis of Contextual Factors. In 26th International IMP Conference. Budapest
  • Maria Smirnova, Stephan C. Henneberg, Bahar Ashnai, Peter Naude, Stefanos Mouzas. (2010), Understanding the Impact of Marketing – Purchasing Collaboration on Improving Firm Performance: an Empirical Study of a Transitional Economy. In 26th International IMP Conference
  • Stephan C. Henneberg, Daniela Corsaro, Peter Naude, Carla Ramos. 
(2010), Value Creation Processes and Network Configurations in Business Markets: The Case of an Innovation Cluster. In ISBM Academic Conference 2010. Cambridge Mass.
  • Thorsten Gruber, Stephan C. Henneberg, Bahar Ashnai, Peter Naude, Alexander Reppel, Frank Huber. (2010), What Buying Companies Expect form Suppliers in the Case of a Complaint. In American Marketing Association Summer Educator's Conference 02 August - 04 August 2010. Boston

2009

  • Bahar Ashnai, Stephan C. Henneberg, Peter Naude. (2009), A Dimensional Model of Contract Characteristics in Business Relationships. In 25th annual IMP conference 2009. Marseilles
  • Thorsten Gruber, Stephan C. Henneberg, Bahar Ashnai, Peter Naude, Alexander Reppel, Frank Huber. (2009), Buying Companies' Complaint Handling Expectations in Close Business Relationships. In Annual Society for Marketing Advances Conference 2009. New Orleans
  • Zhizhong Jiang, Peter Naude, Stephan C. Henneberg. (2009), Exploring Trust vis-a-vis Reliance in Business Relationships: A Qualitative Analysis in the UK Construction Industry. In 25th annual IMP conference 2009. Marseilles
  • Maria Smirnova, Peter Naude, Stephan C. Henneberg, Stefanos Mouzas, Sergei Kouchtch. (2009), Is Market Orientation Driving Relational Capabilities Development? The Case of Russian Industrial Firms. In 25th annual IMP conference 2009. Marseilles
  • Bahar Ashnai, Stephan C. Henneberg, Peter Naude. (2009), Is There such a Thing as 'Dyadic Operationalization'? Some Considerations Regarding Quantitative Research and the Interaction Model of Business Relationships. In 25th annual IMP conference 2009. Marseilles
  • Zhizhong Jiang, Stephan C. Henneberg, Peter Naude. (2009), Making Sense of Business Relationships: The Role of Trust and Reliance. In Annual Society for Marketing Advances Conference 2009. New Orleans
  • Christina Oeberg, Stephan C. Henneberg, Stefanos Mouzas. (2009), Organizational Inscriptions of Network Pictures: A Meso-level Analysis. In 25th annual IMP conference 2009. Marseilles
  • Zhizhong Jiang, Stephan C. Henneberg, Peter Naude. (2009), 
Relationship in Business Networks: An Empirical Examination of Trust, Reliance and Commitment. In 25th annual IMP conference 2009. Marseilles
  • Morten Abrahamsen, Peter Naude, Stephan C. Henneberg. (2009), Sensemaking in Networks: Using dottograms to Analyse Network Changes. In 25th annual IMP conference 2009. Marseilles

2008

  • Stephan C. Henneberg, Thorsten Gruber, Bahar Ashnai, Peter Naude, Alexander Reppel (2008), Make Sure it Doesn’t Happen Again! Investigating Expectations of Manufacturing Companies Regarding Complaint Resolution Management. In ISBM Academic Conference. San Diego
  • Thorsten Gruber, Peter Naudé, Stephan C. Henneberg, Bahar Ashnai, Alexander Reppel. (2008), Revealing Complaint Handling Expectations of Buying Companies. In Society for Marketing Advances Conference. St. Petersburg, FL
  • Maria Smirnova, Stephan C. Henneberg, Stefanos Mouzas, Galina Gradoselskaya, Sergey Kouchtch. (2008), Understanding Business Interactions: Empirical Evidence From Russian Firms. In 24th IMP Conference, Upsalla
  • Stephan C. Henneberg, Thorsten Gruber, Bahar Ashnai, Peter Naude, Alexander Reppel. (2008), Understanding Complaint Management in Close Business-To-Business Relationships. In 4th IMP Journal Seminar. Lancaster University Management School, Lancaster
  • Thorsten Gruber, Stephan C. Henneberg, Bahar Ashnai, Peter Naude, Alexander Reppel, (2008), Using Laddering to Understand Business Complaint Management. In AMA Summer Educator’s Conference. San Diego
  • Stephan C. Henneberg, Bahar Ashnai, Thorsten Gruber, Peter Naude, Alexander Reppel. (2008), Using Means-End Approaches to Understand Business Complaint Management. In 24th IMP Conference. Uppsala
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