Christian Homburg

from Wikipedia, the free encyclopedia

Christian Homburg (born January 13, 1962 in Gomadingen ) is a German professor of business administration and marketing . His areas of expertise include market-oriented corporate management, customer relationship management and sales management.

Life

Homburg studied at the University of Karlsruhe (TH) , where he also received his doctorate. He then completed his habilitation at Johannes Gutenberg University in Mainz . Before his university career, he was director of marketing, controlling and strategic planning in the industrial company KSB AG in Frankenthal . Before his university career, he was director of marketing, controlling and strategic planning in a global industrial company.

Homburg has held the chair for Business-to-Business Marketing, Sales & Pricing at the University of Mannheim since 1998 and is director of the Institute for Market-Oriented Management (IMU) there. From 1995 to 1998 he was Professor of Marketing at WHU - Otto Beisheim School of Management . His specialties are market-oriented corporate management , customer relationship management and sales management . Since the end of 2007 he has been a Professorial Fellow in the Department of Management and Marketing at the University of Melbourne . From 2006 to 2010 Homburg was Managing Director of the Mannheim Business School .

Homburg is the founder and chairman of the scientific advisory board of the internationally active management consultancy Homburg & Partner, whose focus is on strategy, sales and pricing.

Homburg is the author of numerous books and articles in the national and international area. He is on the editorial boards of six journals in the US and Germany and has been identified by the American Marketing Association (AMA) as the world's most widely published marketing researcher.

Awards

Homburg has received several awards for its scientific work from the American Marketing Association , the world's leading scientific association in the field of marketing. In November 2005 and June 2009 he took first place in the research-related Handelsblatt ranking of all (approx. 1,000) business administration professors at German universities.

In March 2006 he was awarded an honorary doctorate from Copenhagen Business School and in July 2008 he received his second honorary doctorate from Freiberg University of Technology .

Selected publications

  • with Harley Krohmer : Marketing management - strategy, instruments, implementation, corporate management . Gabler, Wiesbaden 2009, ISBN 978-3-8349-1656-3 .
  • with Harley Krohmer: Basics of Marketing Management: Introduction to strategy, instruments, implementation and corporate management . Springer Gabler, Wiesbaden 2014, ISBN 978-3-658-03562-4 .
  • with Manfred Bruhn (Hrsg.): Handbook customer loyalty management - strategies and instruments for a successful CRM . Gabler, Wiesbaden 2005, ISBN 3-409-52269-7 .
  • Christian Homburg (ed.): Customer satisfaction - concepts - methods - experiences . 7th edition. Gabler, Wiesbaden 2008, ISBN 978-3-8349-0808-7 .
  • with Heiko Schäfer and Janna Schneider: Sales Excellence: Sales management with system . 4th edition. Gabler, Wiesbaden 2006, ISBN 3-8349-0015-X .
  • with Ruth Stock : The customer-oriented employee - evaluate, inspire, move . 1st edition. Gabler, Wiesbaden 2000, ISBN 978-3-409-11646-6 .
  • Quantitative business administration - decision support through models . 3. Edition. Gabler, Wiesbaden 2000, ISBN 978-3-409-33417-4 .
  • with Manfred Bruhn (Ed.): Gabler Lexikon Marketing . 2nd Edition. Gabler, Wiesbaden 2004, ISBN 978-3-409-29971-8 .
  • with Andreas Herrmann (Ed.): Market Research: Methods - Applications - Practical Examples . 2nd Edition. Gabler, Wiesbaden 2000, ISBN 978-3-409-22391-1 .
  • with Viviana V. Steiner and Dirk Totzek : Managing Dynamics in a Customer Portfolio . In: Journal of Marketing . Vol. 37, No. 5 , 2009, p. 70-89 , doi : 10.1509 / jmkg.73.5.70 .
  • with Mathias Droll and Dirk Totzek: Customer Prioritization: Does It Pay Off, and How Should It Be Implemented? In: Journal of Marketing . Vol. 72, No. 5 , 2008, p. 110-130 , doi : 10.1509 / jmkg.72.5.110 .
  • with Torsten Bornemann and Dirk Totzek: Preannouncing Pioneering vs. Follower Products . In: Journal of the Academy of Marketing Science . Vol. 37, No. 3 , 2009, p. 310-327 , doi : 10.1007 / s11747-009-0134-4 .
  • with Dirk Totzek and Mathias Droll: All Customers Are Equal, But Some Are More Equal . In: GfK Marketing Intelligence Review . Vol. 2, No. 1 , 2010, p. 16-25 .
  • with Martin Klarmann and Dirk Totzek: Using Multi-Informant Designs to Address Key Informant and Common Method Bias . In: Adamantios Diamantopoulos, Wolfgang Fritz, Lutz Hildebrandt (Eds.): Quantitative Marketing and Marketing Management: Marketing Models and Methods in Theory and Practice . Springer Gabler, Wiesbaden 2012, ISBN 978-3-8349-3060-6 , pp. 81-102 .
  • with Mathias Droll and Dirk Totzek: Customer prioritization in market cultivation . In: Christian Homburg, Jan Wieseke (ed.): Handbook sales management . Springer Gabler, Wiesbaden 2011, ISBN 978-3-8349-1977-9 , pp. 105-122 .
  • with Dirk Totzek (ed.): Price management on business-to-business markets . Springer Gabler, Wiesbaden 2011, ISBN 978-3-8349-1559-7 . Gruner, RL, Vomberg, A., Homburg, C. and Lukas, BA (2019). Supporting new product launches with social media communication and online advertising: Sales volume and profit implications. Journal of Product Innovation Management , 36, 172-195.
  • Hohenberg, S. and Homburg, C. (2019). Enhancing innovation commercialization through supervisor – sales rep fit. Journal of the Academy of Marketing Science , 47, 681-701.
  • Hohenberg, S., Homburg, C. and Harz, N. (2019). With these glasses everything becomes cheaper. Wirtschaftswoche , 73, 43.
  • Homburg, C., Böhler, S. and Hohenberg, S. (2019). Organizing for cross-selling: Do it right, or not at all. International Journal of Research in Marketing: IJRM .
  • Homburg, C., Hohenberg, S. and Hahn, A. (2019). Steering the sales force for new product selling: Why is it different, and how can firms motivate different sales reps? The Journal of Product Innovation Management , 36, 282-304.
  • Homburg, C., Lauer, K. and Vomberg, A. (2019). The multichannel pricing dilemma: Do consumers accept higher offline than online prices? International Journal of Research in Marketing: IJRM .
  • Homburg, C., Wielgos, D. and Kühnl, C. (2019). Digital business capability and its effect on firm performance. In Lam, S., 2019 AMA Winter Academic Conference: Understanding Complexity, Transforming the Marketplace, February 22-24, 2019, Austin, TX (S. ICM-2). AMA Educators' Proceedings , American Marketing Association; Curran: Chicago, IL; Red Hook, NY.
  • Homburg, C., Wielgos, D. and Kühnl, C. (2019). How the digital transformation can succeed. Sales economy , 2019, 64-69.
  • Kühnl, C., Jozic, D. and Homburg, C. (2019). Effective customer journey design: consumers' conception, measurement, and consequences. Journal of the Academy of Marketing Science , 47, 551-568.
  • Homburg, C. and Riedel, K. (2018). The customer in focus. Human Resources , 45, 23-25.
  • Homburg, C., Theel, M. and Hohenberg, S. (2018). Marketing Excellence - Strategies to Increase Company Value. IMU Research Insights , 055. Mannheim: Institute for Market-Oriented Management, Univ. Mannheim.
  • Lauer, K., Homburg, C. and Vomberg, A. (2018). Do consumers learn from dynamic pricing incidents? How different types of dynamic pricing affect consumer trust and search over time. In Goldenberg, J., Integrating paradigms in a world where marketing Is everywhere: 2018 AMA Winter Academic Conference: February 23-25, 2018, New Orleans, LA: proceedings (pp. A-15-A-16). AMA Winter and Summer Educators' Conference Proceedings , American Marketing Assoc .: Chicago, Ill.
  • Prigge, J.-K., Homburg, C. and Fürst, A. (2018). Addressing a product management's orphan: How to externally implement product eliminations in a B2B setting. Industrial Marketing Management , 68, 56-73.
  • Theel, M., Homburg, C. and Hohenberg, S. (2018). Marketing excellence: Conceptual considerations and empirical evidence. In Jeonghye, C., 2018 Global Marketing Conference at Tokyo Proceedings (p. 1452). , Journal of Product Innovation Management Tokyo: Yonsei University.
  • Vomberg, A., Homburg, C. and Mühlhäuser, S. (2018). Relationships in multichannel sales systems: the impact of bureaucratic governance on manufacturers 'and sales partners' performance. In Goldenberg, J., Integrating Paradigms in a World Where Marketing Is Everywhere: 2018 AMA Winter Academic Conference: February 23-25, 2018, New Orleans, LA: proceedings (S. M-4-M-5). AMA Winter and Summer Educators' Conference Proceedings , American Marketing Assoc .: Chicago, Ill.
  • Gwinner, O., Vomberg, A. and Homburg, C. (2017). Customer reacquisition in business-to-business contexts: it's not what you do, it's how you do it. In Haws, K., Summer AMA Conference 2017: Innovation & Sustainability in Marketing: proceedings of a meeting held 4-6 August 2017, San Francisco, California, USA (pp. I-15-I-16). AMA Educators' Proceedings , American Marketing Association; Curran: Chicago, IL; Red Hook, NY.
  • Homburg, C., Böhler, S. and Hohenberg, S. (2017). Cross-Selling in Business-to-Business Industries: Status Quo, Best Practices, and Implications. IMU Research Insights , 048. Mannheim: Inst. Für Marktorientierte Unternehmensführung, Univ. Mannheim.
  • Homburg, C., Jozic, D. and Kühnl, C. (2017). Customer experience management: toward implementing an evolving marketing concept. Journal of the Academy of Marketing Science , 45, 377-401.
  • Homburg, C., Kohles, A. and Hohenberg, S. (2017). The impact of offshoring the R&D and production function on company value. IMU Research Insights , 052. Mannheim: Institute for Market-Oriented Management, Univ. Mannheim.
  • Homburg, C., Lauer, K. and Vomberg, A. (2017). Price differentiation or price consistency? For the acceptance of prices in the offline and online sales channel. IMU Research Insights , 054. Mannheim: Institute for Market-Oriented Management, Univ. Mannheim.
  • Homburg, C. and Vomberg, A. (2017). Is online and social media advertising worthwhile for new product launches? IMU Research Insights , 051. Mannheim: Institute for Market-Oriented Management, Univ. Mannheim.
  • Homburg, C., Weeth, A. and Prigge, J.-K. (2017). The influence of different sources of information on forecast-based assessments of new product launches. IMU Research Insights , 050. Mannheim: Institute for Market-Oriented Management, Univ. Mannheim.
  • Kuester, S., Homburg, C. and Hildesheim, A. (2017). The catbird seat of the sales force: how sales force integration leads to new product success. International Journal of Research in Marketing: IJRM , 34, 462-479.
  • Lauer, K., Homburg, C. and Vomberg, A. (2017). How should companies set prices in offline and online channels? : comparing responses across consumer segments in a multichannel environment. In Haws, K., Summer AMA Conference 2017: Innovation & Sustainability in Marketing: proceedings of a meeting held 4-6 August 2017, San Francisco, California, USA (p. D-88-D-89). AMA Educators' Proceedings , American Marketing Association; Curran: Chicago, IL; Red Hook, NY.

Web links

Individual evidence

  1. ↑ Prof. Dr. Dr. hc mult. Christian Homburg. In: University of Mannheim. October 25, 2019, accessed January 7, 2020 .
  2. ↑ Prof. Dr. Dr. hc mult. Christian Homburg. University of Mannheim, accessed on February 16, 2014 .
  3. ↑ Homburg & Partner | Management Consulting | Strategy, sales & pricing. In: Company website. Retrieved January 7, 2020 .
  4. ↑ International ranking: Mannheim marketing professor ranked at Informationsdienst Wissenschaft (idw-online.de); Retrieved January 10, 2013.
  5. ↑ Business Administration - Economists Ranking. Handelsblatt Online
personal data
SURNAME Homburg, Christian
BRIEF DESCRIPTION German economist and professor of marketing
DATE OF BIRTH January 13, 1962
PLACE OF BIRTH Gomadingen , Münsingen