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Stephan C. M. Henneberg · Study

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Stephan C. M. Henneberg

65 works· latest 2024· 5 institutionscluster: provisionalORCID 0000-0002-5583-5094

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Citations5,108

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Most cited in this library

Networking capability in business relationships — Concept and scale development2012 · 263 citations
Network pictures: concepts and representations2006 · 251 citations
Sense-making and management in business networks — some observations, considerations, and a research agenda2009 · 229 citations
Developing network insight2007 · 177 citations
The impact of market orientation on the development of relational capabilities and performance outcomes: The case of Russian industrial firms2010 · 164 citations

Works

60 shown

Capability configurations for successful advanced servitization

International Journal of Operations & Production Management·2024·4 authors

22citations

Organization Architecture Configurations for Successful Servitization

Journal of Service Research·2023·3 authors·Open access

25citations

Base of the Pyramid entrepreneurship through silent design and effectuation

Journal of Business Research·2023·2 authors

7citations

Managing digital servitization toward smart solutions: Framing the connections between technologies, business models, and ecosystems

Industrial Marketing Management·2022·5 authors·editorial·Open access

158citations

Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships

Journal of the Academy of Marketing Science·2022·4 authors

39citations

Dark-side-effect contagion in business relationships

Journal of Business Research·

2021

·4 authors

27citations

A Configurational Approach to Servitization: Review and Research Directions

Service Science·2019·5 authors·Open access

70citations

It’s in the Mix: How Firms Configure Resource Mobilization for New Product Success

Journal of Product Innovation Management·2019·4 authors·Open access

46citations

Capabilities in business relationships and networks: Research recommendations and directions

Industrial Marketing Management·2018·3 authors

115citations

Differential importance of social and economic determinants of relationship performance in professional services

Industrial Marketing Management·2018·4 authors·Open access

24citations

Silent Design for Services in BoP Entrepreneurship

Academy of Management Proceedings·2018·2 authors·other

0citations

Driver Configurations for Successful Service Infusion

Journal of Service Research·2017·4 authors·Open access

98citations

Networking capability in supplier relationships and its impact on product innovation and firm performance

International Journal of Operations & Production Management·2017·4 authors

156citations

Different recipes for success in business relationships

Industrial Marketing Management·2017·4 authors·Open access

41citations

Organizing for value appropriation: Configurations and performance outcomes of price management

Industrial Marketing Management·2016·4 authors

34citations

Understanding the service infusion process as a business model reconfiguration

Industrial Marketing Management·2016·4 authors·Open access

69citations

Relationship Quality in Business to Business Relationships—Reviewing the Current Literatures and Proposing a New Measurement Model

Psychology and Marketing·2016·4 authors·Open access

104citations

Supplier relationship management capability: a qualification and extension

Industrial Marketing Management·2016·4 authors

117citations

Network picturing: An action research study of strategizing in business networks

Industrial Marketing Management·2016·4 authors·Open access

86citations

A Capability Perspective on Relationship Ending and Its Impact on Product Innovation Success and Firm Performance

Long Range Planning·2016·4 authors

139citations

Do supplier perceptions of buyer fairness lead to supplier sales growth?

Industrial Marketing Management·2015·4 authors

63citations

An empirical investigation of network-oriented behaviors in business-to-business markets

Industrial Marketing Management·2015·3 authors·Open access

43citations

Inter-personal and inter-organizational trust in business relationships: An attitude–behavior–outcome model

Industrial Marketing Management·2015·4 authors

127citations

Understanding configurations of relational attractiveness of the customer firm using fuzzy set QCA

Journal of Business Research·2014·4 authors·Open access

156citations

Conceptualizing and validating organizational networking as a second-order formative construct

Industrial Marketing Management·2014·3 authors·Open access

68citations

Understanding Incubator Value A Network Approach to University Incubators

RePEc: Research Papers in Economics·2014·4 authors·preprint·Open access

10citations

Understanding types of organizational networking behaviors in the UK manufacturing sector

Industrial Marketing Management·2013·3 authors·Open access

52citations

Business service networks and their process of emergence: The case of the Health Cluster Portugal

Industrial Marketing Management·2013·5 authors·Open access

28citations

A value perspective on relationship portfolios

Marketing Theory·2013·4 authors

23citations

Services networks: Concept and research agenda

Industrial Marketing Management·2012·3 authors·Open access

45citations

Assessing the strategic fit between business strategies and business relationships in knowledge-intensive business services

Industrial Marketing Management·2012·3 authors

74citations

Enabling relationship structures and relationship performance improvement: The moderating role of relational capital

Industrial Marketing Management·2012·5 authors

90citations

Organizational inscriptions of network pictures: A meso-level analysis

Industrial Marketing Management·2012·3 authors

27citations

Networking capability in business relationships — Concept and scale development

Industrial Marketing Management·2012·4 authors·Open access

263citations

Understanding network picture complexity: An empirical analysis of contextual factors

Industrial Marketing Management·2012·3 authors·Open access

44citations

Sensemaking in business networks: Introducing dottograms to analyse network changes

Industrial Marketing Management·2012·3 authors·Open access

37citations

Using actors' perceptions of network roles and positions to understand network dynamics

Industrial Marketing Management·2012·3 authors·Open access

125citations

The impact of network configurations on value constellations in business markets — The case of an innovation network

Industrial Marketing Management·2012·4 authors

112citations

Supplier relationship management in the construction industry: the effects of trust and dependence

Journal of Business and Industrial Marketing·2011·3 authors

89citations

Actor network pictures and networking activities in business networks: An experimental study

Industrial Marketing Management·2011·4 authors

68citations

The importance of trust vis‐à‐vis reliance in business relationships: some international findings

International Marketing Review·2011·3 authors

54citations

Resource acquisition strategies in business relationships

Industrial Marketing Management·2011·3 authors

46citations

The impact of market orientation on the development of relational capabilities and performance outcomes: The case of Russian industrial firms

Industrial Marketing Management·2010·5 authors·Open access

164citations

Understanding the role of marketing–purchasing collaboration in industrial markets: The case of Russia

Industrial Marketing Management·2010·5 authors

63citations

Squaring customer demands, brand strength, and production requirements: A case example of an integrated product and branding strategy

Total Quality Management & Business Excellence·2010·3 authors

12citations

Managing interdependencies in supplier networks

Industrial Marketing Management·2010·3 authors·Open access

62citations

Complaint resolution management expectations in an asymmetric business‐to‐business context

Journal of Business and Industrial Marketing·2010·5 authors·Open access

46citations

Mobilizing ideas in knowledge networks

The Learning Organization·2009·5 authors

12citations

Complaint management expectations: An online laddering analysis of small versus large firms

Industrial Marketing Management·2009·5 authors·Open access

53citations

Value dimensions and relationship postures in dyadic 'Key Relationship Programmes'

Journal of Marketing Management·2009·4 authors·Open access

51citations

Political marketing management and theories of democracy

Marketing Theory·2009·3 authors

64citations

Sense-making and management in business networks — some observations, considerations, and a research agenda

Industrial Marketing Management·2009·3 authors

229citations

Going Beyond Customers – A Business Segmentation Approach Using Network Pictures to Identify Network Segments

Journal of business market management·2009·3 authors·Open access

23citations

Consumer decision making and variety of offerings: The effect of attribute alignability

Psychology and Marketing·2009·5 authors

54citations

Political Relationship Marketing: some macro/micro thoughts

Journal of Marketing Management·2009·2 authors

71citations

Trust and reliance in business relationships

European Journal of Marketing·2007·3 authors

162citations

Theory and Concept Development in Political Marketing

Journal of Political Marketing·2007·2 authors

89citations

Changing network pictures: Evidence from mergers and acquisitions

Industrial Marketing Management·2007·3 authors

125citations

Measuring customer value and satisfaction in services transactions, scale development, validation and cross‐cultural comparison

International Journal of Consumer Studies·2007·3 authors

71citations

Developing network insight

Industrial Marketing Management·2007·3 authors·Open access

177citations