Ove Jensen

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Ove Jensen (born March 10, 1973 in Rendsburg ) is a German economist and university professor .

biography

Jensen studied business administration from 1993 to 1997 at WHU - Otto Beisheim School of Management in Vallendar near Koblenz . Before his academic career, he worked as a marketing and sales consultant until 2002, and ended up as managing director of a medium-sized consulting and market research company. Jensen did his doctorate (2001, topic: Key Account Management) and habilitation (2008, topic: Marketing Implementation) under Christian Homburg at the University of Mannheim . Jensen is a member of the editorial board of the Journal of Personal Selling & Sales Management and the Journal of Business-to-Business Marketing. In 2007 he was the first former WHU student to return to WHU as a faculty member. Today he holds the chair for sales management and business-to-business marketing there.

Jensen was the founding editor of Sales Management Review magazine .

Chair of Sales Management and Business-to-Business Marketing

The chair, established in 2011, was the first business administration chair at a university-level academic institution to have sales in its name. The research and teaching areas of the chair include sales with three perspectives: selling, pricing and service. The WHU sales model spans the range from customer situations to sales tools, sales processes , sales control , employee development , sales organization, sales size, sales channels , marketing strategy and business model . The chair offers the following courses for students : Basics of Sales (Bachelor of Science Program), Consultative Selling & Key Account Management, B2B Pricing: Negotiation, Calculation & Strategy and Leading the High-Performance Sales Force (Master of Science Program).

WHU - Campus for Sales

The WHU - Campus for Sales is a management conference aimed at decision-makers in sales and management. It is organized by the Chair of Sales Management and Business-to-Business Marketing at WHU .

Selected publications

Homburg, C./Jensen, O./Hahn, A. (2012): How to Organize Pricing? Vertical Delegation and Horizontal Dispersion of Pricing Authority , in: Journal of Marketing , Vol. 76, No. 5, pp. 49-69.
Schudey, AP / Jensen, O./Sachs, S. (2012): 20 years of back adjustment research - a meta-analysis , in: Zeitschrift für Personalforschung , Vol. 26, No. 1, pp. 48-73.
Mantrala et al. (2010): Sales Force Modeling: State of the Field and Research Agenda , in: Marketing Letters , Vol. 21, No. 3, pp. 255-272.
Homburg, C./Jensen, O./Krohmer, H. (2008): Configurations of Marketing and Sales: A Taxonomy , in: Journal of Marketing , Vol. 72, No. 2, pp. 133-154.
Homburg, C./Jensen, O. (2007): The Thought Worlds of Marketing and Sales: Which Differences Make a Difference? , in: Journal of Marketing , Vol. 71, No. 3, pp. 124-142.
Workman Jr., JP / Homburg, C./Jensen, O. (2003): Intraorganizational Determinants of Key Account Management Effectiveness , in: Journal of the Academy of Marketing Science , Vol. 31, No. 1, pp. 3-21.
Homburg, C./Workman Jr., JP / Jensen, O. (2002): A Configurational Perspective on Key Account Management , in: Journal of Marketing , Vol. 66, No. 2, pp. 38-60.
Homburg, C./Workman Jr., JP / Jensen, O. (2000): Fundamental Changes in Marketing Organization: The Movement Toward a Customer-Focused Organizational Structure , in: Journal of the Academy of Marketing Science , Vol. 28, No . 4, pp. 459-478.

Web links

Individual evidence

  1. ↑ http://www.whu.edu/fakultaet-forschung/marketing-and-sales-group/vertriebsmanagement-und-b2b-marketing/
  2. ↑ http://www.springer.com/economics/journal/35141
  3. ↑ http://www.lebensmittelzeitung.net/news/karriere/WHU-Richtung-Lehrstuhl-fuer-Vertrieb-ein_86141.html
  4. ↑ http://www.whu.edu/vertrieb
  5. ↑ http://www.whu.edu/fakultaet-forschung/marketing-and-sales-group/ueber-die-group/lehre/
personal data
SURNAME Jensen, Ove
BRIEF DESCRIPTION German economist
DATE OF BIRTH March 10, 1973
PLACE OF BIRTH Rendsburg