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School of Business and Management

Professor Stephan Henneberg

Stephan

Professor of Marketing and Strategy; Head of Department of Marketing

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

Profile

Role:

Biography:

Professor Henneberg joined the School of Business and Management in summer 2013. He is the Chair Professor of Marketing and Strategy, Head of the Marketing Department, and Director of the Business Ecosystems Research Group (BERG). Previously, he held academic appointments at Manchester Business School (MBS), University of Manchester, and at the School of Management, University of Bath. He served as Division Head (Associate Dean) and as Post-Graduate Teaching Director (responsible for all Master-Programmes) at MBS. 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, supply chain management, 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 (Germany), Stellenbosch University (South Africa), and Visiting Scholar at the Culverhouse College of Commerce, University of Alabama (USA). He held Visiting Professorships at the University of Bayreuth (Germany), and at Kedge Business School, Marseilles-Bordeaux (France, and at the University of Mainz (Germany).  

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, supply chain management and strategy. For an informal discussion, please send a research proposal and a CV to s.henneberg@qmul.ac.uk 

Teaching

Postgraduate:

  • BUSM096: Relationship and Network Marketing

Research

Research Interests:

Professor Henneberg’s research interests are in general in the areas of inter-organisational relationships, B2B marketing and supply chain management, 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. 

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), for Industrial Marketing Management: Networking Capabilities (2018, with Maciej Mitrega and Sebastian Forkmann), for Industrial Marketing Management: Open Sustainability (2019, with Bjoern Ivens and Ronika Chakrabarti), and for the Journal of Political Marketing: Theory and Concept Development in Political Marketing Research (2008, together with Nick O’Shaughnessy). He is currently editing another special issue for Industrial Marketing Management on Digitalization and Autonomous Solutions (forthcoming 2021, with Marko Kohtamaeki, Vinit Parida, David Sjoedin, and Rodrigo Sabugo).

Centre and Group Membership:

 

Publications

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

He was ranked 57th strongest research scholar (German and German-speaking) in management studies in 2014 (based on last 5 year research output) according to Handelsblatt BWL ranking (based on 2500 academics) (http://tool.handelsblatt.com/tabelle/index.php?id=140&so=1a&pc=25&po=50)

Publications in Academic Journals (peer-reviewed)

2020
  • Zsofia Toth, Peter Naudé, Stephan Henneberg, Diaz Ruiz (2020 forthcoming)."The Strategic Role of Corporate Online References: Building Social Capital through Signaling in Business Networks",Journal of Business and Industrial Marketing
  • Ronika Chakrabarti, Stephan Henneberg, Bjoern Ivens (2020). “Open Sustainability-Conceptualisation and Considerations.”, Industrial Marketing Management, 89, 528-534.
2019
  • Veronica Martinez Hernandez, Marko Kohtamäki, Stephan Henneberg, Ken Kimita, Heiko Gebauer (2019). A Configurational Approach to Servitization: Review and Research Directions. Service Science, 11, 3, 213-240.    
  • Sabrina Thornton, Stephan Henneberg, Alexander Leischnig, Peter Naude (2019)“It’s in the Mix: How Firms Configure Resource Mobilization for New Product Success.”, Journal of Product Innovation Management, 36, 4, 513-531. 
  • Ghasem Zaefarian, Vita Kadile, Stephan Henneberg, Alexander Leischnig (2019) “First Things (Should) Come First”, Industrial Marketing Management, 77, 63-67. 
  • Nima Heirati, Stephan Henneberg, Ansgar Richter, Peter Harste (2019) "Differential Importance of Social and Economic Determinants of Relationship Performance in Professional Services", Industrial Marketing Management, 76, 23-35. 
  • Bahar Ashnai, Maria Smirnova, Stephan Henneberg, Peter Naude (2019) "Dyadic Operationalization in Business Relationships: The Empirical Example of Marketing-purchasing Collaboration." Journal of Business-to-Business Marketing, 26, 1, 19-42. 
2018
  • Anthony Francescucci, Stephan Henneberg, Peter Naude (2018) "Scale Development for the Inter-firm Market Orientation Concept.", Journal of Business and Industrial Marketing, 33, 3, 253-264. 
  • Sebastian Forkmann, Stephan Henneberg, Maciej Mitrega (2018) "Capabilities in Business Relationships and Networks: Research Recommendations and Directions", Industrial Marketing Management, 74, 4-26.  
  • Sebastian Forkmann, Stephan Henneberg, Maciej Mitrega (2018) "Capabilities in Business Relationships and Networks: An Introduction to the Special Issue", Industrial Marketing Management, 74, 1-3.
2017
  • Anthony Francescucci, Stephan Henneberg, Peter Naude (forthcoming 2018) "Scale Development for the Inter-firm Market Orientation Concept, Journal of Business and Industrial Marketing
  • Bahar Ashnai, Maria Smirnova, Stephan Henneberg, Peter Naude (forthcoming 2018) "Dyadic Operationalization in Business Relationships", Journal of Business-to-Business Marketing
  • Ghasem Zaefarian, Vita Kadile, Stephan Henneberg, Alexander Leischnig (2017) "Endogeneity Bias in Marketing Research: Problem, Causes and Remedies" Industrial Marketing Management, 65, 39-46.
  • Sebastian Forkmann, Stephan Henneberg, Lars Witell, Daniel Kindstroem (2017) "Driver Configurations for Successful Service Infusion", Journal of Service Research, 20, 3, 275-291.
  • Maciej Mitrega, Sebastian Forkmann, Ghasem Zaefarian, Stephan Henneberg (2017) "Networking Capability in Supplier Relationships and its Impact on Product Innovation and Firm Performance",International Journal of Operations and Production Management, 37 no. 5, 577-606. 
  • Ghasem Zaefarian, Christop Thiesbrummel, Stephan Henneberg, Peter Naude (2017) "Different Recipes for Success in Business Relationships", Industrial Marketing Management, 63, 69-81.  
  • Zsofia Toth, Stephan Henneberg, Peter Naude (2017) "Addressing the 'Qualitative' in fuzzy set Qualitative Comparative Analysis: The Generic Membership Evaluation Template". Industrial Marketing Management, 63, 192-204.
  • Michael Burkert, Bjoern Ivens, Stephan Henneberg, Philip Schradi (2017) "Organizing for Value Appropriation: Configurations and Performance Outcomes of Price Management", Industrial Marketing Management, 61, 194-209.
  • Ghasem Zaefarian, Sebastian Forkmann, Maciej Mitrega, Stephan Henneberg (2017) "A Capability Perspective on Relationship Ending and its Impact on Product Innovation Success and Firm Performance", Long Range Planning, 50 no. 2, 184-199.
  • Sebastian Forkmann, Carla Ramos, Stephan Henneberg, Peter Naude (2017) "Understanding the Service Infusion Process as a Business Model Reconfiguration",Industrial Marketing Management, 60, 151-166.
2016
  • Sebastian Forkmann, Stephan C. Henneberg, Peter Naude, Maciej Mitrega (2016) 'Supplier Relationship Management Capability:  A Qualification and Extension", Industrial Marketing Management, 57, 185-200.
  • Morten Abrahamsen, Stephan C. Henneberg, Lars Huemer, Peter Naude (2016) 'Network Picturing: An Action Research Study of Strategizing in Business Networks', Industrial Marketing Management, 59, 107-119.
  • Alexander Leischnig, Stephan C. Henneberg, Sabrina Thornton (2016) 'Net versus Combinatory Effects of Firm and Industry Antecedents of Sales Growth', Journal of Business Research, 69 no. 9, 3576-3583.
  • 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. 
 

Supervision

Areas of Supervision Expertise:

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

Current Doctoral Students:

1st Supervisor 

PhD Supervision Completions:

  • Rachael Millard, 'Investigating the role of surprise in information processing.' Awarded 2020. Now working as a Lecturer in Business and Marketing Management at Newcastle University, London Campus. 
  • Zsofia Toth, ‘Attractiveness in business-to-business markets: conceptual development and empirical investigation.’ Awarded 2015. (With the University of Manchester)
  • Paul Smith, ‘Exploring the role of technology acceptance in business buying of tax technology.’ Awarded 2014. (With the University of Manchester)
  • Anthony Francescucci, ‘Understanding the role of inter-firm market orientation in the market orientation-performance relationship.’ Awarded 2014 (With the University of Manchester)
  • Sabrina Thornton, ‘Organizational networking in business-to-business markets: construct conceptualization, operationalization and application.’ Awarded 2014. (With the University of Manchester)

 

 

Public Engagement

Professor Henneberg 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. 

He 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), for Industrial Marketing Management: Networking Capabilities (2018, with Maciej Mitrega and Sebastian Forkmann), for Industrial Marketing Management: Open Sustainability (2019, with Bjoern Ivens and Ronika Chakrabarti), and for the Journal of Political Marketing: Theory and Concept Development in Political Marketing Research (2008, together with Nick O’Shaughnessy). He is currently editing another special issue for Industrial Marketing Management on Digitalization and Autonomous Solutions (forthcoming 2021, with Marko Kohtamaeki, Vinit Parida, David Sjoedin, and Rodrigo Sabugo).

Stephan is currently Visiting Professor of Marketing and Strategy at the University of Bamberg (Germany), Stellenbosch University (South Africa), and Visiting Scholar at the Culverhouse College of Commerce, University of Alabama (USA). He held Visiting Professorships at the University of Bayreuth (Germany), and at Kedge Business School, Marseilles-Bordeaux (France, and at the University of Mainz (Germany).