Christian Homburg

72 catalog papers. Identity-linked publications and additional name matches are distinguished below.

ORCID: 0000-0002-3584-9181

Alliance Manchester Business School, Manchester, M13 9SS, UK

Publications

Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions — Journal of the Academy of Marketing Science 2025
Consequences of Marketing Asset Accountability—A Natural Experiment — Journal of Marketing 2024
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization — Journal of the Academy of Marketing Science 2024
Customer journey management capability in business-to-business markets: Its bright and dark sides and overall impact on firm performance — Journal of the Academy of Marketing Science 2023
The value relevance of digital marketing capabilities to firm performance — Journal of the Academy of Marketing Science 2022
Virtual Reality in New Product Development: Insights from Prelaunch Sales Forecasting for Durables — Journal of Marketing 2022
Wage Inequality: Its Impact on Customer Satisfaction and Firm Performance — Journal of Marketing 2021
Digital business capability: its impact on firm and customer performance — Journal of the Academy of Marketing Science 2021
Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets — Journal of Marketing Research 2020
Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management — Journal of Marketing 2020
Marketing Excellence: Nature, Measurement, and Investor Valuations — Journal of Marketing 2020
Enhancing innovation commercialization through supervisor–sales rep fit — Journal of the Academy of Marketing Science 2019
Effective customer journey design: consumers’ conception, measurement, and consequences — Journal of the Academy of Marketing Science 2019
Customer experience management: toward implementing an evolving marketing concept — Journal of the Academy of Marketing Science 2017
Motivating Sales Reps for Innovation Selling in Different Cultures — Journal of Marketing 2016
Talented people and strong brands: The contribution of human capital and brand equity to firm value — Strategic Management Journal 2015
Measuring and Managing Consumer Sentiment in an Online Community Environment — Journal of Marketing Research 2015
The loss of the marketing department’s influence: is it really happening? And why worry? — Journal of the Academy of Marketing Science 2015
New Product Design: Concept, Measurement, and Consequences — Journal of Marketing 2015
Looking beyond the Horizon: How to Approach the Customers’ Customers in Business-to-Business Markets — Journal of Marketing 2014
Firm Value Creation through Major Channel Expansions: Evidence from an Event Study in the United States, Germany, and China — Journal of Marketing 2014
Firm-hosted online brand communities and new product success — Journal of the Academy of Marketing Science 2014
Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment — Journal of the Academy of Marketing Science 2014
Corporate Social Responsibility in Business-to-Business Markets: How Organizational Customers Account for Supplier Corporate Social Responsibility Engagement — Journal of Marketing 2013
Incumbents’ defense strategies: a comparison of deterrence and shakeout strategy based on evolutionary game theory — Journal of the Academy of Marketing Science 2013
What Drives Key Informant Accuracy? — Journal of Marketing Research 2012
Customer Uncertainty following Downsizing: The Effects of Extent of Downsizing and Open Communication — Journal of Marketing 2012
Marketing Performance Measurement Systems: Does Comprehensiveness Really Improve Performance? — Journal of Marketing 2012
Performance-measurement system design and functional strategic decision influence: The role of performance-measure properties — Accounting, Organizations and Society 2012
Ensuring international competitiveness: a configurative approach to foreign marketing subsidiaries — Journal of the Academy of Marketing Science 2012
Incentivizing CEOs to build customer- and employee-firm relations for higher customer satisfaction and firm value — Journal of the Academy of Marketing Science 2012
How to Organize Pricing? Vertical Delegation and Horizontal Dispersion of Pricing Authority — Journal of Marketing 2012
When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters — Journal of Marketing 2011
When does salespeople’s customer orientation lead to customer loyalty? The differential effects of relational and functional customer orientation — Journal of the Academy of Marketing Science 2011
Psychological Distance and the Dual Role of Price — Journal of Consumer Research 2011
When salespeople develop negative headquarters stereotypes: performance effects and managerial remedies — Journal of the Academy of Marketing Science 2011
A customer perspective on product eliminations: how the removal of products affects customers and business relationships — Journal of the Academy of Marketing Science 2010
On the importance of complaint handling design: a multi-level analysis of the impact in specific complaint situations — Journal of the Academy of Marketing Science 2010
Customer Satisfaction, Analyst Stock Recommendations, and Firm Value — Journal of Marketing Research 2010
Social influence on salespeople’s adoption of sales technology: a multilevel analysis — Journal of the Academy of Marketing Science 2010
Managing Dynamics in a Customer Portfolio — Journal of Marketing 2009
Preannouncing pioneering versus follower products: what should the message be? — Journal of the Academy of Marketing Science 2009
Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge — Journal of Marketing 2009
Social Identity and the Service-Profit Chain — Journal of Marketing 2009
Customer Prioritization: Does it Pay off, and how Should it be Implemented? — Journal of Marketing 2008
Configurations of Marketing and Sales: A Taxonomy — Journal of Marketing 2008
Understanding the adoption of new brands through salespeople: a multilevel framework — Journal of the Academy of Marketing Science 2008
Satisfaction, Complaint, and the Stock Value Gap — Journal of Marketing 2008
See no evil, hear no evil, speak no evil: a study of defensive organizational behavior towards customer complaints — Journal of the Academy of Marketing Science 2007
Responsiveness to Customers and Competitors: The Role of Affective and Cognitive Organizational Systems — Journal of Marketing 2007
The Thought Worlds of Marketing and Sales: Which Differences Make a Difference? — Journal of Marketing 2007
Neglected Outcomes of Customer Satisfaction — Journal of Marketing 2007
How to get lost customers back? — Journal of the Academy of Marketing Science 2007
The Role of Cognition and Affect in the Formation of Customer Satisfaction: A Dynamic Perspective — Journal of Marketing 2006
Is speed of integration really a success factor of mergers and acquisitions? An analysis of the role of internal and external relatedness — Strategic Management Journal 2006
Do Satisfied Customers Really Pay More? A Study of the Relationship between Customer Satisfaction and Willingness to Pay — Journal of Marketing 2005
Customers’ reactions to price increases: Do customer satisfaction and perceived motive fairness matter? — Journal of the Academy of Marketing Science 2005 (name-matched, not ORCID-linked)
A Marketing Perspective on Mergers and Acquisitions: How Marketing Integration Affects Postmerger Performance — Journal of Marketing 2005
How Organizational Complaint Handling Drives Customer Loyalty: An Analysis of the Mechanistic and the Organic Approach — Journal of Marketing 2005
The link between salespeople’s job satisfaction and customer satisfaction in a business-to-business context: A dyadic analysis — Journal of the Academy of Marketing Science 2004
Publishing processes in the academic marketing discipline in the United States: A German perspective — Journal of the Academy of Marketing Science 2003
Intraorganizational determinants of key account management effectiveness — Journal of the Academy of Marketing Science 2003
Service Orientation of a Retailer's Business Strategy: Dimensions, Antecedents, and Performance Outcomes — Journal of Marketing 2002
A Configurational Perspective on Key Account Management — Journal of Marketing 2002
Buyer–Supplier Relationships and Customer Firm Costs — Journal of Marketing 2001
Fundamental changes in marketing organization: The movement toward a customer-focused organizational structure — Journal of the Academy of Marketing Science 2000
A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes — Journal of Marketing Research 2000
Retaliatory Behavior to New Product Entry — Journal of Marketing 1999
Marketing's Influence within the Firm — Journal of Marketing 1999
Marketing Organization: An Integrative Framework of Dimensions and Determinants — Journal of Marketing 1998
Cross-Validation and Information Criteria in Causal Modeling — Journal of Marketing Research 1991
Academic paper — Journal of Marketing Research