Publications
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2024
Bommaraju, Raghu, S. Arunachalam, and Sebastian Hohenberg (2024), “EXPRESS: Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms,” Journal of Marketing Research, 00222437241307577.
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2023
Homburg, C., Schyma (née Morguet), T. R., Hohenberg, S., Atefi, Y., & Ruhnau, R.-C. M. 2023. “Coopetition” in the presence of team and individual incentives: Evidence from the advice network of a sales organization. Journal of the Academy of Marketing Science. https://doi.org/10.1007/s11747-023-00939-1
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2022
Harz, N., Hohenberg, S., & Homburg, C. 2022. Virtual Reality in New Product Development: Insights from Prelaunch Sales Forecasting for Durables. Journal of Marketing, 86(3): 157–179.
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2021
Homburg, C., Morguet, T. R., & Hohenberg, S. 2021. Incentivizing of inside sales units—The interplay of incentive types and unit structures. Journal of Personal Selling & Sales Management, 41(3): 181–199.
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2020
Atefi, Y., Ahearne, M., Hohenberg, S., Hall, Z., & Zettelmeyer, F. 2020. Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End. Journal of Marketing Research, 57(6): 1076–1094.
Homburg, C., Böhler, S., & Hohenberg, S. 2020. Organizing for cross-selling: Do it right, or not at all. International Journal of Research in Marketing, 37(1): 56–73.
Homburg, C., Theel, M., & Hohenberg, S. 2020. Marketing Excellence: Nature, Measurement, and Investor Valuations. Journal of Marketing, 84(4): 1–22.
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2019
Hohenberg, S., & Homburg, C. 2019. Enhancing innovation commercialization through supervisor–sales rep fit. Journal of the Academy of Marketing Science, 47(4): 681–701.
Homburg, C., Hohenberg, S., & Hahn, A. 2019. Steering the Sales Force for New Product Selling: Why Is it Different, and How Can Firms Motivate Different Sales Reps? Journal of Product Innovation Management, 36(3): 282–304.
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2018
Bommaraju, R., & Hohenberg, S. 2018. Self-Selected Sales Incentives: Evidence of their Effectiveness, Persistence, Durability, and Underlying Mechanisms. Journal of Marketing, 82(5): 106–124.
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2016
Hohenberg, S., & Homburg, C. 2016. Motivating Sales Reps for Innovation Selling in Different Cultures. Journal of Marketing, 80(2): 101–120.