@article{AtefiHJZ2026TheGrowthDepartment,
  author = {Yashar Atefi and Sebastian Hohenberg and Saeed Janani and Wei Zhou},
  title = {The Growth Department: The Emerging Role and Impact of Chief Growth Officers and Their Cross-Functional Teams},
  journal = {Journal of Marketing (J Mark)},
  year = {2026},
  volume = {Online First},
  doi = {10.1177/00222429251365938},
  url = {https://journals.sagepub.com/doi/pdf/10.1177/00222429251365938},
  note = {Publication status: Published}
}

@article{BommarajuAH2025MultiSegment,
  author = {Raghu Bommaraju and S. Arunachalam and Sebastian Hohenberg},
  title = {Multi-Segment and Single-Segment Sales Contests: Evidence of their Effectiveness and the Underlying Mechanisms},
  journal = {Journal of Marketing Research},
  year = {2025},
  volume = {62},
  number = {3},
  pages = {447--465},
  doi = {10.1177/00222437241307577},
  url = {https://journals.sagepub.com/doi/full/10.1177/00222437241307577},
  note = {Publication status: Published}
}

@article{ChristianTSYRC2024Coopetition,
  author = {Homburg Christian and R. Schyma (née Morguet) Theresa and Hohenberg Sebastian and Atefi Yashar and M. Ruhnau Robin-Christopher},
  title = {“Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization},
  journal = {Journal of the Academy of Marketing Science},
  year = {2024},
  volume = {52},
  number = {2},
  pages = {306--328},
  doi = {10.1007/s11747-023-00939-1},
  note = {Publication status: Published}
}

@article{HarzHH2022VirtualReality,
  author = {N. Harz and S. Hohenberg and C. Homburg},
  title = {Virtual Reality in New Product Development: Insights from Pre-Launch Sales Forecasting for Durables},
  journal = {Journal of Marketing (J Mark)},
  year = {2022},
  volume = {86},
  number = {3},
  pages = {157--179},
  doi = {10.1177/00222429211014902},
  note = {Publication status: Published}
}

@article{HomburgMH2021Incentivizing,
  author = {C. Homburg and T. Morguet and S. Hohenberg},
  title = {Incentivizing of Inside Sales Units --- The Interplay of Incentive Types and Unit Structures},
  journal = {Journal of Personal Selling & Sales Management (JPSSM)},
  year = {2021},
  volume = {41},
  number = {3},
  pages = {181--199},
  note = {Publication status: Published}
}

@article{AtefiAHSZZ2020OpenNegotiation,
  author = {Y Atefi and M. Ahearne and  Hohenberg and Hall S. and  Z. and F. Zettelmeyer},
  title = {Open Negotiation: The Backend Benefits of Seller’s Transparency in The Frontend},
  journal = {Journal of Marketing Research},
  year = {2020},
  volume = {57},
  number = {6},
  pages = {1076--1094},
  note = {Publication status: Published}
}

@article{HomburgBH2020Organizing,
  author = {C. Homburg and S. Böhler and S. Hohenberg},
  title = {Organizing for Cross-Selling: Do It Right or Not At All},
  journal = {International Journal of Research in Marketing},
  year = {2020},
  volume = {37},
  number = {1},
  pages = {56--73},
  note = {Publication status: Published}
}

@article{HomburgTH2020MarketingExcellence,
  author = {C. Homburg and M. Theel and S. Hohenberg},
  title = {Marketing Excellence: Nature, Measurement, and Investor Valuations},
  journal = {Journal of Marketing (J Mark)},
  year = {2020},
  volume = {84},
  number = {4},
  pages = {1--22},
  note = {Publication status: Published}
}

@article{HohenbergH2019EnhancingInnovation,
  author = {S. Hohenberg and C. Homburg},
  title = {Enhancing Innovation Commercialization through Supervisor–Sales Rep Fit},
  journal = {Journal of the Academy of Marketing Science},
  year = {2019},
  volume = {47},
  number = {4},
  pages = {681--701},
  note = {Publication status: Published}
}

@article{HomburgHH2019SteeringThe,
  author = {C. Homburg and S. Hohenberg and A. Hahn},
  title = {Steering the Sales Force for New Product Selling: Why Is It Different, and How Can Firms Motivate Different Sales Reps},
  journal = {Journal of Product Innovation Management},
  year = {2019},
  volume = {36},
  number = {3},
  pages = {282--304},
  note = {Publication status: Published}
}

@article{BommarajuH2018SelfSelected,
  author = {R. Bommaraju and S. Hohenberg},
  title = {Self-Selected Sales Incentives: Evidence of their Effectiveness, Persistence, Durability, and Underlying Mechanisms},
  journal = {Journal of Marketing (J Mark)},
  year = {2018},
  volume = {82},
  number = {5},
  pages = {106--124},
  note = {Publication status: Published}
}

@article{HohenbergH2016Motivating,
  author = {S. Hohenberg and C. Homburg},
  title = {Motivating Sales Reps for Innovation Selling in Different Cultures},
  journal = {Journal of Marketing (J Mark)},
  year = {2016},
  volume = {80},
  number = {2},
  pages = {101--120},
  doi = {10.1509/jm.14.0398},
  url = {https://api.elsevier.com/content/abstract/scopus_id/84962515264},
  note = {Publication status: Published}
}

@techreport{HohenbergHTBWP2025SpatialMarketing,
  author = {Sebastian Hohenberg and Thorsten Hennig-Thurau and Ronny Behrens and Patrick Wöhnl and Hanna Pott},
  title = {Spatial Marketing Research: Leveraging 3D Virtual and Interactive Spaces to Study Marketing Phenomena},
  institution = {},
  series = {Marketing Science Institute Working Paper Series},
  number = {25},
  volume = {25},
  year = {2025},
  address = {New York},
  url = {https://www.msi.org/working-paper/spatial-marketing-research-leveraging-3d-virtual-and-interactive-spaces-to-study-marketing-phenomena/},
  note = {Publication status: Published}
}

@incollection{HohenbergT2020MeasuringCustomer,
  author = {S. Hohenberg and W. Taylor},
  title = {Measuring Customer Satisfaction and Customer Loyalty},
  booktitle = {Handbook of Market Research},
  pages = {910--934},
  editor = {Ch. Homburg and M. Klarmann and A. Vomberg},
  year = {2020},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}

@incollection{Hohenberg2017Kundenbindung,
  author = {S. Hohenberg},
  title = {Kundenbindung --- Grundlagen und Implikationen für Dienstleistungsunternehmen},
  booktitle = {Handbuch Dienstleistungsmanagement},
  pages = {1245--1264},
  editor = {H. Corsten and S. Roth},
  year = {2017},
  publisher = {Verlag Franz Vahlen},
  address = {München},
  isbn = {978 3 8006 5242 6},
  note = {Publication status: Published}
}

@incollection{HohenbergMG2016BusinessModelizer,
  author = {S. Hohenberg and S. Mühlhäuser and A. Gehring},
  title = {Business Modelizer: Durch Geschäftsmodellinnovationen das Management von Kundenzufriedenheit nachhaltig gestalten},
  booktitle = {Kundenzufriedenheit: Konzepte --- Methoden --- Erfahrungen},
  edition = {9},
  pages = {567--588},
  series = {Ch. Homburg "Kundenzufriedenheit"},
  editor = {Christian Homburg},
  year = {2016},
  publisher = {Gabler Verlag},
  address = {Wiesbaden},
  note = {Publication status: Published}
}