Christian Homburg | Academic Influence

Christian Homburg's Degrees

PhD Business Administration University of Mannheim

Why Is Christian Homburg Influential?

According to Wikipedia, Christian Homburg is a German marketing researcher, director of the IMU – Institute for Market-oriented Management and chaired professor for Marketing at the University of Mannheim. His special subjects are market-oriented management, customer relationship management and sales management. Furthermore, from 2006 until the 2010, Homburg was the exclusive managing director of the Mannheim Business School. In addition to his academic position, he is chairman of the scientific advisory committee of Homburg & Partner, an international management consultancy firm.

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Christian Homburg's Published Works

Number of citations in a given year to any of this author's works

Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author

Published Works

Applications of structural equation modeling in marketing and consumer research: A review (1996) (2024)
A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes (2000) (1320)
Personal characteristics as moderators of the relationship between customer satisfaction and loyalty—an empirical analysis (2001) (1204)
Do Satisfied Customers Really Pay More? A Study of the Relationship between Customer Satisfaction and Willingness to Pay (2005) (1094)
Buyer–Supplier Relationships and Customer Firm Costs (2001) (840)
How Organizational Complaint Handling Drives Customer Loyalty: An Analysis of the Mechanistic and the Organic Approach (2005) (758)
Does Customer Interaction Enhance New Product Success (2000) (748)
Social Identity and the Service-Profit Chain (2009) (599)
Marketing's Influence within the Firm (1999) (528)
Customer experience management: toward implementing an evolving marketing concept (2017) (519)
The link between salespeople’s job satisfaction and customer satisfaction in a business-to-business context: A dyadic analysis (2004) (500)
Neglected Outcomes of Customer Satisfaction (2007) (495)
Service Orientation of a Retailer's Business Strategy: Dimensions, Antecedents, and Performance Outcomes (2002) (485)
The Role of Cognition and Affect in the Formation of Customer Satisfaction: A Dynamic Perspective (2006) (462)
Fundamental changes in marketing organization: The movement toward a customer-focused organizational structure (2000) (442)
A Configurational Perspective on Key Account Management (2002) (422)
The Thought Worlds of Marketing and Sales: Which Differences Make a Difference? (2007) (373)
Implementing the Marketing Concept at the Employee–Customer Interface: The Role of Customer Need Knowledge (2009) (363)
Marketing Organization: An Integrative Framework of Dimensions and Determinants (1998) (337)
Corporate Social Responsibility in Business-to-Business Markets: How Organizational Customers Account for Supplier Corporate Social Responsibility Engagement (2013) (325)
When should the customer really be king? : On the optimum level of salesperson customer orientation in sales encounters (2011) (319)
Brand awareness in business markets: When is it related to firm performance? (2010) (307)
Customer Prioritization: Does it Pay off, and how Should it be Implemented? (2008) (302)
New Product Design: Concept, Measurement, and Consequences (2015) (301)
Customer satisfaction in industrial markets: dimensional and multiple role issues (2001) (293)
Intraorganizational determinants of key account management effectiveness (2003) (290)
Customers’ reactions to price increases: Do customer satisfaction and perceived motive fairness matter? (2005) (285)
A Marketing Perspective on Mergers and Acquisitions: How Marketing Integration Affects Postmerger Performance (2005) (279)
Responsiveness to Customers and Competitors:The Role of Affective and Cognitive Organizational Systems (2007) (264)
Configurations of Marketing and Sales: A Taxonomy (2008) (244)
A Strategy Implementation Perspective of Market Orientation (2004) (219)
Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction (2005) (216)
What Drives Key Informant Accuracy? (2012) (207)
Is Speed of Integration really a Success Factor of Mergers and Acquisitions? : An Analysis of the Role of Internal and External Relatedness (2006) (197)
Marketing Performance Measurement Systems: Does Comprehensiveness Really Improve Performance? (2012) (196)
The loss of the marketing department’s influence: is it really happening? And why worry? (2015) (192)
When does salespeople’s customer orientation lead to customer loyalty? The differential effects of relational and functional customer orientation (2011) (192)
Customer Satisfaction, Analyst Stock Recommendations, and Firm Value (2010) (187)
The Role of Soft Factors in Implementing a Service-Oriented Strategy in Industrial Marketing Companies (2003) (183)
Should marketing be cross-functional? Conceptual development and international empirical evidence (2002) (182)
Strategic Consensus and Performance: The Role of Strategy Type and Market-Related Dynamism (1999) (168)
Talented people and strong brands: The contribution of human capital and brand equity to firm value (2015) (163)
Is speed of integration really a success factor of mergers and acquisitions? An analysis of the role of internal and external relatedness (2006) (163)
Understanding Customer Value in Business-to-Business Relationships (2005) (162)
Psychological Distance and the Dual Role of Price (2011) (159)
STRATEGIC CONSENSUS AND PERFORMANCE : THE ROLE OF STRATEGY TYPE AND MARKET-RELATED DYNAMISM (1999) (149)
Measuring and Managing Consumer Sentiment in an Online Community Environment (2015) (145)
Customer Satisfaction in Transnational Buyer–Supplier Relationships (2002) (144)
Retaliatory Behavior to New Product Entry (1999) (142)
Relationship Characteristics as Moderators of the Satisfaction-Loyalty Link: Findings in a Business-to-Business Context (2003) (133)
Market-Oriented Management: A Systems-Based Perspective (1999) (132)
Firm-hosted online brand communities and new product success (2014) (130)
See no evil, hear no evil, speak no evil: a study of defensive organizational behavior towards customer complaints (2007) (129)
Social influence on salespeople’s adoption of sales technology: a multilevel analysis (2010) (128)
Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison (2005) (128)
Towards an Improved Understanding of Industrial Services: Quality Dimensions and Their Impact on Buyer-Seller Relationships (1999) (124)
Effective customer journey design: consumers’ conception, measurement, and consequences (2019) (121)
Firm Value Creation through Major Channel Expansions: Evidence from an Event Study in the United States, Germany, and China (2014) (120)
Satisfaction, Complaint, and the Stock Value Gap (2008) (117)
Managing Dynamics in a Customer Portfolio (2009) (116)
When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters (2011) (114)
How to get lost customers back? (2007) (86)
Understanding the adoption of new brands through salespeople: a multilevel framework (2008) (83)
How to Organize Pricing? Vertical Delegation and Horizontal Dispersion of Pricing Authority (2012) (81)
How price complexity takes its toll: The neglected role of a simplicity bias and fairness in price evaluations (2014) (80)
The Role of Chief Marketing Officers for Venture Capital Funding: Endowing New Ventures with Marketing Legitimacy (2013) (79)
On the importance of complaint handling design: a multi-level analysis of the impact in specific complaint situations (2010) (78)
Is the more always better? A comparative study of internal and external integration practices in new product and new service development (2014) (76)
Incentivizing CEOs to build customer- and employee-firm relations for higher customer satisfaction and firm value (2012) (74)
Looking beyond the Horizon: How to Approach the Customers’ Customers in Business-to-Business Markets (2014) (72)
Motivating Sales Reps for Innovation Selling in Different Cultures (2016) (67)
Performance Measurement System Design and Functional Strategic Decision Influence: The Role of Performance Measure Properties (2012) (66)
Handbook of Market Research (2017) (62)
Marketing Management : A Contemporary Perspective (2009) (57)
Cross-Validation and Information Criteria in Causal Modeling (1991) (54)
Patient empowerment: A cross-disease exploration of antecedents and consequences (2015) (52)
The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms (2017) (49)
Customer Uncertainty following Downsizing: The Effects of Extent of Downsizing and Open Communication (2012) (48)
How price increases affect future purchases: The role of mental budgeting, income, and framing (2010) (47)
Preannouncing pioneering versus follower products: what should the message be? (2009) (45)
Governance of International Business Relationships: A Cross-Cultural Study on Alternative Governance Modes (2009) (42)
Supporting New Product Launches With Social Media Communication and Online Advertising: Sales Volume and Profit Implications (2018) (41)
On Closeness to the Customer in Industrial Markets (1998) (41)
Externally Directed and Internally Directed Market Launch Management: The Role of Organizational Factors in Influencing New Product Success† (2012) (39)
Marketing Theory and Applications (2011) (35)
Internal and external price search in industrial buying: The moderating role of customer satisfaction (2014) (32)
Towards an Improved Understanding of Industrial Buying Behavior: Determinants of the Number of Suppliers (2001) (32)
Digital business capability: its impact on firm and customer performance (2021) (31)
Marketing Excellence: Nature, Measurement, and Investor Valuations (2020) (31)
Opposites Attract, but Similarity Works: A Study of Interorganizational Similarity in Marketing Channels (2002) (29)
A customer perspective on product eliminations: how the removal of products affects customers and business relationships (2010) (26)
Gabler Marketing Lexikon (2001) (25)
When salespeople develop negative headquarters stereotypes: performance effects and managerial remedies (2011) (24)
Publishing processes in the academic marketing discipline in the United States: A German perspective (2003) (24)
Customer Satisfaction and Elapsed Time since Purchase as Drivers of Price Knowledge (2012) (22)
The multichannel pricing dilemma: Do consumers accept higher offline than online prices? (2019) (22)
Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment (2014) (21)
Incumbents’ defense strategies: a comparison of deterrence and shakeout strategy based on evolutionary game theory (2013) (21)
Exploring Subsidiary Desire for Autonomy: A Conceptual Framework and Empirical Findings (2014) (20)
In the Eye of the Beholder? The Effect of Product Appearance on Shareholder Value (2015) (20)
Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management (2020) (20)
The catbird seat of the sales force : how sales force integration leads to new product success (2017) (20)
Covariance structure analysis via specification searches (1992) (19)
Marketingmanagement (2020) (18)
The use of data analysis techniques by German market research agencies: A causal analysis (1988) (18)
Virtual Reality in New Product Development: Insights from Prelaunch Sales Forecasting for Durables (2021) (17)
Gabler-Lexikon Marketing (2004) (17)
Implementing the Marketing Concept at the Employee-Customer Interface: The Role of Customer Need Knowledge (2009) (16)
Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets (2020) (16)
Ensuring international competitiveness: a configurative approach to foreign marketing subsidiaries (2012) (16)
Using Multi-Informant Designs to Address Key Informant and Common Method Bias (2012) (15)
Corporate Social Responsibility in Business-to-Business Markets (2012) (15)
Sales Excellence: Systematic Sales Management (2012) (14)
A study of antecedents of relationship revival (2007) (14)
Triangulation von Umfragedaten in der Marketing- und Managementforschung (2009) (13)
Steering the Sales Force for New Product Selling: Why Is it Different, and How Can Firms Motivate Different Sales Reps? (2018) (12)
The Role of Departmental Thought Worlds in Shaping Escalation of Commitment in New Product Development Projects (2019) (12)
Wage Inequality: Its Impact on Customer Satisfaction and Firm Performance (2021) (12)
Responsiveness to Customers and Competitors: The Role of Affective and Cognitive Organizational Systems (2007) (11)
Produkt- und Key-Account-Management als objektorientierte Formen der Marketingorganisation (1997) (10)
Intraorganizational Determinants of Key Account Effectiveness (2003) (10)
Enhancing innovation commercialization through supervisor–sales rep fit (2019) (10)
The value relevance of digital marketing capabilities to firm performance (2022) (8)
Toward a Differentiated Understanding of the Value‐Creation Chain (2017) (8)
Organizing for cross-selling: Do it right, or not at all (2020) (7)
Customer Experience Management (2013) (7)
Incentivizing of inside sales units — the interplay of incentive types and unit structures (2021) (6)
Of Dollars and Senses - Does Multisensory Marketing Pay Off? (2012) (6)
Closeness to the Customer in Industrial Markets : Towards a Theory — Based Understanding of Measurement , Organizational Antecedents , and Performance Outcomes (2000) (6)
Addressing a product management's orphan: How to externally implement product eliminations in a B2B setting (2018) (6)
Apples and Apples or Apples and Oranges? A Comparative Analysis of Success Drivers in New Product and New Service Development (2010) (6)
Change Management durch Reengineering (1998) (6)
Customer Interaction as a Key to New Product Success (1999) (4)
Doing More with Less? Comparing the Effectiveness of Traditional versus Technology-Based and Participant Media Communication (2010) (4)
Key Account Management (2012) (4)
Customer Outcomes of Corporate Social Responsibility in Supplier-Customer Relationships (2012) (3)
How to get lost costumers back? Insights into customer relationship revival activities (2007) (3)
All Customers are Equal, but Some are More Equal Should Firms Prioritize their Customers ? (2010) (3)
KAM-Excellence - Key-Account-Management mit System (2004) (3)
Saving money or losing face? An international study on social stigmatization in discount stores (2021) (3)
The Impact of Externally Directed and Internally Directed Market Launch Management on New Product Success (2012) (3)
Structure and Dynamics of the German Mittelstand (1999) (3)
Digital business capability and its effect on firm performance (2019) (2)
Fight or flight: Can marketing tools help consumers cope with self‐discrepancies and social identity threat? (2021) (2)
Different Approaches to Covariance Structure Analysis: a Comparison (1988) (2)
Key-Account-Management im Export: Die Perspektive der Industriegüterhersteller (2004) (2)
Reflections on Research in Marketing and Reviewing for Scholarly Journals Invited Essays by JAMS 2000-2003 Outstanding Reviewer Award Recipients: Introduction to Special Section (2003) (2)
Computer-Based Decision Support in Marketing (1988) (1)
Governance mechanisms in transnational business relationships (1999) (1)
Do B2B Brands Make a Difference? - An Empirical Investigation of the Performance Implications of Branding in B2B Environments (2008) (1)
Rounding Out Relationship Management: Trade Shows, Call Centers, Internet (2012) (1)
Customer Retention Management: Making the Customer a “Fan” (2012) (1)
Customers: The Focus of the Sales Strategy (2012) (1)
A Configurational Pe rspective on Key Account Manage m e n t (2002) (1)
Centre for Marketing DIMENSIONS AND DETERMINANTS OF RETALIATORY BEHAVIOUR TO NEW PRODUCT ENTRY (1999) (1)
Rules for Successful Competitive Pricing in Business Markets (2012) (1)
Customers are from Venus, Competitors are from Mars: A Study of the Differential Mechanisms Driving Responsiveness to Customers and Competitors (2005) (1)
Kotau vor den Analysten (2000) (1)
The Effects of Organizational Price Perceptions and Incentives on Price Concessions in B2B-Markets (2011) (0)
Pricing Issues in B2B-Markets (2012) (0)
Marketing in the German Mittelstand - Findings from Case Studies (1998) (0)
Can Control Mechanisms for Managers Help to Bridge the Gap between Marketing and Sales (2017) (0)
Kundenrückgewinnung im Business-to-Business Kontext (2016) (0)
Customer reacquisition in business-to-business contexts : it’s not what you do, it’s how you do it (2017) (0)
Exploratory Approaches for the Analysis of Causal Models: Marketing Applications and Theory (1989) (0)
How Does Brand Equity Affect SHRM (2016) (0)
The Profit Impact of Price Fairness in Buyer-Seller Relationships (2012) (0)
The Differential Profit Impact of Distributive, Procedural, and Interactional Price Fairness in Buyer-Seller Relationships (2011) (0)
Personnel Management: The Poor Cousin of Sales (2012) (0)
Culture in Sales: The Power of Unwritten Laws (2012) (0)
Enhancing innovation commercialization through supervisor–sales rep fit (2019) (0)
Cross-Selling in Business-to-Business-Industrien : Status Quo, Best Practices und Implikationen (2017) (0)
Understanding Downsizing from the Customers’ Perspective: The Role of Customer Uncertainty and Downsizing Communication (2015) (0)
Competitor Information: Know Your Opponent (2012) (0)
Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers” (2012) (0)
Customer reactions to massive workforce reductions: when is satisfaction affected? (2012) (0)
Shareholder Value Implications of Product Design - The Role of Aesthetic, Ergonomic, and Symbolic Value (2012) (0)
Martkorientierte Post Merger Integration (2004) (0)
Price Policy: The Price Is Right. . . (2012) (0)
Shareholder Value Orientation of Marketing: The Construct and its Performance Implications (2006) (0)
Relationships in multichannel sales systems : the impact of bureaucratic governance on manufacturers’ and sales partners’ performance (2018) (0)
Social Influence on Salespeople’s SFA Adoption: A Multilevel Analysis (2009) (0)
The Value Relevance of Chief Marketing Officers for the IPO of Startups (2015) (0)
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization (2023) (0)
A grounded theory of customer experience management (2015) (0)
Stimulating Customer Engagement and Referral Behavior Using Social Network Information Services (2013) (0)
Do Customers Prefer Many Tariff Options? The Role of Perceived Costs and Benefits of Variety in Pricing (2015) (0)
Incentivizing CEOs to build customer- and employee-firm relations for higher customer satisfaction and firm value (2011) (0)
The Performance Impact of the Organization of Pricing in B2B Firms (2012) (0)
Customer's Perception of Price Transparency Scale (2017) (0)
Investigating the Role of Continuity and Change in Sales Systems: An Ambidextrous Perspective (2015) (0)
Sales Channels and Sales Partners: Designing the Route to the Customer (2012) (0)
Basking in Reflected Glory? The Influence of Brand Equity on High Performance Work Systems (2017) (0)
If One Steps Out of the Phalanx: Analyzing Leaders' Influence on Sales Force Automation Adoption with a Four Source Dataset (2009) (0)
Should Functional Units Be Ambidextrous? Balancing Exploitation and Exploration in Sales Units (2017) (0)
Entry Strategies and Product Takeoff (2007) (0)
Firm-hosted online brand communities and new product success (2013) (0)
When Does Brand Awareness in Business Markets Really Pay Off (2010) (0)
Corporate Social Responsibility in Business-to-Business iViarkets : How Organizational Customers Account for Supplier Corporate Sociai Responsibiiity Engagement (2013) (0)
MARKETING EXCELLENCE: CONCEPTUAL CONSIDERATIONS AND EMPIRICAL EVIDENCE (2018) (0)
From a Distance We All Have Enough – Temporal Distance and the Dual Role of Price (2010) (0)
The Performance Implications and Success Factors of Channel Design and Channel Management on B2B Markets (2012) (0)
Satisfied Customers Really Pay More ? A Study of the Relationship Between Customer Satisfaction and Willingness to Pay (0)
Which Characteristics Make a Difference? Comparing Successful Managers in Marketing and Sales (2016) (0)
Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment (2013) (0)
Customer experience management: toward implementing an evolving marketing concept (2015) (0)
A Configurational Approach to Strategic Account Management Effectiveness (2015) (0)
Will it Ever Fly? The Neglected Role of the Firm-Internal Uncertainty-Adoption-Performance Chain (2012) (0)
Sales Organization: Successfully Designing Structures and Processes (2012) (0)
Key Account Management: The Close Cooperation with Important Customers (2012) (0)
Online And Traditional User-Centered Production In New Product Development: The Impact Of Timing And Market Condition (2012) (0)
Firm-Internal Drivers of New Product Performance: The Neglected Role of Internal Adoption and Perceived New Product Uncertainty (2011) (0)
The loss of the marketing department’s influence: is it really happening? And why worry? (2014) (0)
Variable Compensation for Innovation-Sales Results Measure (2017) (0)
Removing the Product, but Retaining the Customer: How to Manage Opportunities and Threats of Product Eliminations (2012) (0)
The Customer: The Unknown Factor? (2012) (0)
Is the more always better? A comparative study of success drivers in new product and new service development (2014) (0)
A Framework of Figures for the Sales Strategy: Targets and Resources (2012) (0)
The Specific Role of Sales Force Integration in New Product Development (2012) (0)
Why Do Managers Give Price Concessions? The Role of Organizational Price Perceptions (2010) (0)
The Impact of Marketing and HR on Firm Value (2013) (0)
Information About Internal Processes: Sand in the Wheels? (2012) (0)
How Music Touches: Investigating the Influence of Sounds on Haptics (2014) (0)
The Market: Identify Trends at an Early Stage (2012) (0)
Customer journey management capability in business-to-business markets: Its bright and dark sides and overall impact on firm performance (2023) (0)
A taxonomic perspective on the value creation chain (2015) (0)
Marketing-Mix Centralization in Subsidiaries: How Much is Enough or Too Much? (2013) (0)
The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders (2012) (0)
Which Dimensions of Product Design Drive Shareholder Value? The Role of Aesthetic, Ergonomic, and Symbolic Value (2015) (0)
Multi-Stage Marketing: How to Approach the Customers' Customers in B2B Markets (2013) (0)
Organizing for successful customer reacquisition management (2018) (0)
Managing multichannel sales systems: managing manufacturer-sales partner relationships in B2B industries (2018) (0)
AnnouncementWinner of the 2017 Jan-Benedict E.M. Steenkamp Award for Long-Term Impact (2017) (0)
Long-term consumer responses to dynamic pricing (2018) (0)
How should companies set prices in offline and online channels? : comparing responses across consumer segments in a multichannel environment (2017) (0)
Relationship Modeling: The Business Relationship Firmly Under Control (2012) (0)
Removing the Product but Retaining the Customer: How to Manage Customer Reactions to Product Eliminations (2015) (0)
Downsizing at the Interface with the Customer: The Role of Customer Uncertainty and Downsizing Communication (2012) (0)
Effective customer journey design: consumers’ conception, measurement, and consequences (2019) (0)
No More "Lost in Translation" by Applying Sound Symbolism in International Brand Names (2013) (0)
Mannheim business research insights (2017) (0)
Emotional Contagion in the Context of Downsizing: How Employee Uncertainty Leads to Customer Uncertainty (2009) (0)
Regular Price Decreases and Shareholder Value (2009) (0)
Basis for Understanding Information Systems (2012) (0)
Internationales Marketing (2020) (0)
Do consumers learn from dynamic pricing incidents? How different types of dynamic pricing affect consumer trust and search over time (2018) (0)
Competitive Advantages: Quicker, Higher, Farther. . . (2012) (0)
Beziehungsmanagement abrunden – Messen, Call Center, Internet (2010) (0)
Between too Much and too Little: Exploring the Interactive Effects of Arousal Congruity and Sensory Load in Multisensory Configurations of Store Environments (2012) (0)
Supervisor Appreciation for Innovation-Sales Results Measure (2017) (0)
Salespeople's Misperception of Customer Commitment - A Neglected Danger for Customer Relationships (2012) (0)
The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap (2012) (0)
When Salespeople Harbor Negative Stereotypes of their Corporate Headquarters : How Harmful is it and How can it be Avoided (2011) (0)
How to Successfully Conduct Price Negotiations in Business Markets (2012) (0)
Ensuring international competitiveness: a configurative approach to foreign marketing subsidiaries (2011) (0)
Integration Practices in New Product and Service Development Questionnaire (2016) (0)
CRM and CAS: Signposts in the Information Jungle (2012) (0)
Incumbents’ defense strategies: a comparison of deterrence and shakeout strategy based on evolutionary game theory (2012) (0)

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