Digital Marketing & Sales

Wielgos, Dominik, Christian Homburg, and Christina Kuehnl (2021), "Digital Business Capability: Its Impact on Firm and Customer Performance," Journal of the Academy of Marketing Science, 49 (4), 762–89.

• Award:
  • Publication Award 2021 of the Faculty 10: Management, Economics and Social Sciences of the Unviersity of Stuttgart 
  • Prize of the Dr. Artur-Fischer-Foundation for Marla-Sophie Schmid's Master's thesis on "Tweeting top managers – An empirical analysis of the link between male and female top managers' communication style and social media engagement" supervised by Prof. Dr. Christina Kühnl in the category "Marketing and innovative, future-oriented business models" 
• Knowledge transfer:
  • University of Stuttgart (2021), Using digital capabilities successfully. Press Information No. 49, Juni 21, 2021.
  • Homburg, Christian, Dominik Wielgos, and Christina Kuehnl (2019), "Digital Business Excellence: Wie die digitale Transformation gelingen kann", Absatzwirtschaft, 06–19, 64–69.
  • Homburg, Christian, Danijel Jozic, and Christina Kuehnl (2013), "Customer Experience Management," IMU Research Insight #RI019, Institute for Market-Oriented Management, University of Mannheim.
• Conference Papers (peer reviewed):
  • Weippert, Marco and Christina Kuehnl (2024), "Understanding the Effects of Personalization Along the Customer Journey," in EMAC 2024: Proceedings of the 53rd Conference of the European Marketing Academy (May 28–31). Bucharest, Romania.
  • Weippert, M. (2023), "Personalized Customer Journeys in Omnichannel Marketing: A Qualitative Analysis of Consumers' and Managers' Perceptions," in EMAC 2023: Proceedings of the 52nd Conference of the European Marketing Academy (May 23–26). Odense, Denmark.
  • Homburg, Christian, Dominik Wielgos, and Christina Kuehnl (2019), "Digital Business Capability and Its Effect on Firm Performance," in 2019 AMA Winter Academic Conference: Understanding Complexity, Transforming the Marketplace, Vol. 30, S. Lam, ed. Chicago: American Marketing Association, ICM-2.
  • Wielgos, Dominik and Christina Kuehnl (2019), "Digital Business Capability and Its Effects on Firm Performance," in EMAC 2019: Proceedings of the 48th European Conference of the European Marketing Academy (May 28–31). Hamburg, Germany.

Homburg, Christian, Jan Wieseke, and Christina Kuehnl (2010), "Social Influence on Salespeople's Adoption of Sales Technology: A Multilevel Analysis," Journal of the Academy of Marketing Science, 38 (2), 159–68.

• Award: 2009: Best in Track Paper Award, Track: Sales & Relationship Marketing, AMA Winter Educators’ Conference, Tampa, FL
• Knowledge Transfer: Scientific Working Papers / Institut für Markt­orientierte Unternehmensführung W125e
• (Conference) Papers: ICIS (2023); AMA (2009)
• Conference Papers (peer reviewed):
  
  • Schmid, Marla-Sophie, Christina Kuehnl, Florian Omiecienski, and Sebastian Padó (2024), "How Can Business-to-Business Salespeople Get Out More of Their Social Media Posts?," in Proceedings of the 53rd European Marketing Academy Conference (EMAC). Bucharest, Romania.
  • Kuehnl, Christina and Giulia Kuznik (2023), "How to Effectively Institutionalize Social Selling in Business-to-Business Companies," in Proceedings of the International Conference on Information Systems (ICIS) (December 10–13). Hyderabad, India.
  • Homburg, Christian, Jan Wieseke, and Christina Kuehnl (2009), "If One Steps Out of the Phalanx: Analyzing Leaders' Influence on Sales Force Automation Adoption with a Four Source Dataset," in Marketing Theory and Applications: AMA Educators' Proceedings, Vol. 20, K. Reynolds, ed. Chicago: American Marketing Association, 156–57.