Academic Publications

For the complete list of publications of Professor Dr. Jensen please click here.

Selected publications of the WHU Marketing and Sales Group: here

Selected Academic Publications:

"How to Organize Pricing? Vertical Delegation and Horizontal Dispersion of Pricing Authority" (2012, with Christian Homburg and Alexander Hahn), Journal of Marketing, 76 (5), 49-69. 

"20 Jahre Rückanpassungsforschung - eine Metaanalyse [20 Years of Research on Repatriate Adjustment- a Meta-analysis]" (2012, with Schudey, Alexander Paul and Steffen Sachs), Zeitschrift für Personalforschung, 26 (1), 48-73.  With kind permission of Rainer Hampp Verlag

"Sales Force Modeling: State of the Field and Research Agenda" (2010, with Mantrala, Murali K., Sönke Albers, Fabio Caldieraro, Kissan Joseph, Manfred Krafft, Chakravarthi Narasimhan, Srinath Gopalakrishna, Andris Zoltners, Rajiv Lal, and Leonard Lodish), Marketing Letters, 21 (3), 255-272. 

"Configurations of Marketing and Sales: A Taxonomy" (2008, with Christian Homburg and Harley Krohmer), Journal of Marketing, 72 (2), 133-154. 

"The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?" (2007, with Christian Homburg), Journal of Marketing, 71 (3), 124-142. 

"Intraorganizational Determinants of Key Account Management Effectiveness" (2003, with John P. Workman and Christian Homburg), Journal of the Academy of Marketing Science, 31 (1), 3-21. Emerald Citation of Excellence Award as one of the Top 50 (of 20.000) "Management Articles of 2003". 

"A Configurational Perspective on Key Account Management" (2002, with Christian Homburg and John P. Workman), Journal of Marketing, 66 (2), 38-60. 

"Fundamental Changes in Marketing Organization: The Movement Toward a Customer-Focused Organizational Structure" (2000, with Christian Homburg and John P. Workman), Journal of the Academy of Marketing Science, 28 (4), 459-478. "Best Article of 2000".