“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization

Christian Homburg; Theresa R. Schyma (née Morguet); Sebastian Hohenberg; Yashar Atefi; Robin-Christopher M. Ruhnau (2024)

In: Journal of the Academy of Marketing Science, 52(2).

Research article (journal)

Incentivizing of Inside Sales Units — The Interplay of Incentive Types and Unit Structures

Homburg, C.; Morguet, T.; Hohenberg, S. (2021)

In: Journal of Personal Selling and Sales Management, 41(3).

Research article (journal)

Open Negotiation: The Backend Benefits of Seller’s Transparency in The Frontend

Atefi, Y; Ahearne, M.; Hohenberg; S., Hall, Z.; Zettelmeyer, F. (2020)

In: Journal of Marketing Research, 57(6).

Research article (journal)

Organizing for Cross-Selling: Do It Right or Not At All

Homburg, C.; Böhler, S.; Hohenberg, S. (2020)

In: International Journal of Research in Marketing, 37(1).

Research article (journal)

Steering the Sales Force for New Product Selling: Why Is It Different, and How Can Firms Motivate Different Sales Reps

Homburg, C.; Hohenberg, S.; Hahn, A. (2019)

In: Journal of Product Innovation Management, 36(3).

Research article (journal)

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Spatial Marketing Research: Leveraging 3D Virtual and Interactive Spaces to Study Marketing Phenomena Hohenberg, Sebastian; Hennig-Thurau, Thorsten; Behrens, Ronny; Wöhnl, Patrick; Pott, Hanna (2025) New York(kein Verlag angegeben). Working paper
“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization Christian Homburg; Theresa R. Schyma (née Morguet); Sebastian Hohenberg; Yashar Atefi; Robin-Christopher M. Ruhnau (2024) In: Journal of the Academy of Marketing Science, 52(2). Research article (journal)
Virtual Reality in New Product Development: Insights from Pre-Launch Sales Forecasting for Durables Harz, N.; Hohenberg, S.; Homburg, C. (2022) In: Journal of Marketing, 86(3). Research article (journal)
Incentivizing of Inside Sales Units — The Interplay of Incentive Types and Unit Structures Homburg, C.; Morguet, T.; Hohenberg, S. (2021) In: Journal of Personal Selling and Sales Management, 41(3). Research article (journal)
Measuring Customer Satisfaction and Customer Loyalty Hohenberg, S.; Taylor, W. (2020) In: Homburg, Ch.; Klarmann, M.; Vomberg, A. (eds.), Handbook of Market Research. Wiesbaden: . Research article (book contribution)
Open Negotiation: The Backend Benefits of Seller’s Transparency in The Frontend Atefi, Y; Ahearne, M.; Hohenberg; S., Hall, Z.; Zettelmeyer, F. (2020) In: Journal of Marketing Research, 57(6). Research article (journal)
Marketing Excellence: Nature, Measurement, and Investor Valuations Homburg, C.; Theel, M.; Hohenberg, S. (2020) In: Journal of Marketing, 84(4). Research article (journal)
Organizing for Cross-Selling: Do It Right or Not At All Homburg, C.; Böhler, S.; Hohenberg, S. (2020) In: International Journal of Research in Marketing, 37(1). Research article (journal)
Enhancing Innovation Commercialization through Supervisor–Sales Rep Fit Hohenberg, S.; Homburg, C. (2019) In: Journal of the Academy of Marketing Science, 47(4). Research article (journal)
Steering the Sales Force for New Product Selling: Why Is It Different, and How Can Firms Motivate Different Sales Reps Homburg, C.; Hohenberg, S.; Hahn, A. (2019) In: Journal of Product Innovation Management, 36(3). Research article (journal)