Stephan Henneberg

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There has recently been an increase in interest in the notion of ‘network pictures’ amongst researchers in the field of business-to-business marketing. Network pictures are managers’ subjective mental representations of their relevant business environment. They are posited to work as ‘sense-making’ devices, and consequently shape managerial decisions,(More)
The University Repository is a digital collection of the research output of the University, available on Open Access. Copyright and Moral Rights for the items on this site are retained by the individual author and/or other copyright owners. Users may access full items free of charge; copies of full text items generally can be reproduced, displayed or(More)
This paper uses stochastic frontier analysis and Tobit regressions to provide international evidence on the impact of regulatory, supervision and environmental factors on bank efficiency. Our contribution is twofold. First, we use a newly constructed database of 3,086 observations from 677 publicly quoted commercial banks operating in 88 countries to(More)
We analyse the effects of managerial overconfidence on financing and investment decisions. Our main results are as follows; a) increasing managerial overconfidence leads to higher debt levels, with managerial effort and firm value unchanged, b) overconfidence and expected financial distress costs are positively related, and therefore, increasing(More)
This working paper is produced for discussion purposes only. The papers are expected to be published in due course, in revised form and should not be quoted without the author's permission. Summary: This paper is about affective advertising, defined as that which works on our emotions and feelings not just on our knowledge and beliefs. We compare the most(More)
The University Repository is a digital collection of the research output of the University, available on Open Access. Copyright and Moral Rights for the items on this site are retained by the individual author and/or other copyright owners. Users may access full items free of charge; copies of full text items generally can be reproduced, displayed or(More)
The University Repository is a digital collection of the research output of the University, available on Open Access. Copyright and Moral Rights for the items on this site are retained by the individual author and/or other copyright owners. Users may access full items free of charge; copies of full text items generally can be reproduced, displayed or(More)
a r t i c l e i n f o Drawing on the configuration theoretic approach, we posit that firms can improve both relationship performance and their overall firm performance through leveraging the structure of their business relationships, i.e. by accurately aligning their relationship structure with their specific business strategy. In the context of this(More)
a r t i c l e i n f o The article investigates the role of market orientation as an antecedent for the development of relational capabilities and performance in Russian industrial firms. We test the direct role of different aspects of market orientation on business performance in comparison to an indirect and mediated influence via improving a firm's(More)