Professor Heiner Evanschitzky

Professor of Marketing

Marketing Group

Phone: +44 (0)121 204 3113
Email: h.evanschitzky@aston.ac.uk
Room: ABS 234

Qualifications

Ph.D. and Habilitation (University of Muenster, Germany)

Positions of Responsibility

Heiner is Professor and Chair of Marketing at Aston Business School. Previously, he worked as Assistant and Associate Professor at the Marketing Centre at Muenster University (Germany) and as Professor of Marketing at the University of Strathclyde. Heiner is also Visiting Professor at University of St. Gallen (Switzerland).

Over the years Heiner has had over 100 articles published in specialist journals and proceedings, notably in the field's leading Journal of Marketing, Journal of Retailing, Journal of the Academy of Marketing Science, Journal of Product Innovation Management, and Journal of Service Research. Moreover, his research has won several Best Paper Awards at leading Marketing conferences.

Heiner is on the editorial board of the Journal of Business Research and Industrial Marketing Management and is founder-editor of the book series Applied Marketing Science. In the past he has chaired a number of high-profile symposia including the Academy of Marketing Science World Marketing Congress and the ANZMAC Doctoral Colloquium. He was the regional liaison Chair for the Academy of Marketing Science Cultural Perspectives in Marketing Conference. In 2010, he organized and chaired a workshop during the leading Frontiers in Services conference on the topic “Solution Selling and Innovation”.

Research Interests

Heiner’s research investigates interesting and relevant problems with an attempt to develop impactful conclusions. The current focus primarily lies in Service and Retail Marketing/Management where he focuses on issues around the Service Profit Chain concept. These include the areas of customer (value) management, franchising, myopic marketing management, research on satisfaction and loyalty, sales management, and relationship marketing.

Teaching

Heiner teaches International Marketing Management at the MBA level. He is also actively involved in the Aston PhD program with a focus on quantitative methods. Previously, he taught Service- and Retail Marketing as well as Research Methods at the PhD level.

Selected Publications

Papers in reviewed journals (selected)

Evanschitzky, H., Caemmerer, B., Backhaus, C.: “The Franchise Dilemma: Entrepreneurial Orientation, Relational Contracting and Opportunism in Hybrid Governance,” Journal of Small Business Management (forthcoming).

Evanschitzky, H., Armstrong, J.S.: “Research with In-Built Replication: Comment and Further Suggestions for Replication Research,” Journal of Business Research (forthcoming).

Evanschitzky, H., Eisend, M., Jiang, Y., Calantone, R. (2012): “Success Factors of Product In-novation: An Updated Meta-Analysis,” Journal of Product Innovation Management, Vol. 29, No S1, 21–37.

Evanschitzky, H., Wangenheim, F., Wünderlich, N. (2012): “Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops,” Journal of Retailing, Vol. 88, No. 3, 356-366.

Evanschitzky, H., Ramaseshan, B., Woisetschläger, D., Richelsen, V., Blut, M., Backhaus, C. (2012): “Consequences of Customer Loyalty to the Program and to the Company,” Journal of the Academy of Marketing Science, Vol. 40, No. 5, 625-638.

Evanschitzky, H., Sharma, A., Prykop, C. (2012): “The Role of the Sales Employee in Securing Business Customers Satisfaction: A Multilevel Study,” European Journal of Marketing, Vol. 46 No. 3, 489-508.

Evanschitzky, H., Brock, C., Blut, M. (2011): “Will You Tolerate this? The Impact of Affective Commitment on Complaint Intention and Post-Recovery Behavior,” Journal of Service Research, Vol. 14, No. 4, 410-425.

Blut, M., Backhaus, C., Heussler, T., Woisetschläger, D., Evanschitzky, H., Ahlert, D. (2011): “What to Expect after the Honeymoon: Testing a Life Cycle Theory of Franchise Relationships,” Journal of Retailing, Vol. 87, No. 3, 306-319.

Evanschitzky, H., v. Wangenheim, F., Woisetschläger, D. (2011): “Service & Solution Innovation: Overview and Research Agenda, Industrial Marketing Management, Vol. 40, No. 5, 657-660.

Woisetschläger, D., Lentz, P., Evanschitzky, H. (2011): “How Habits, Social Ties, and Economic Switching Barriers affect Customer Loyalty in Contractual Service Settings,” Journal of Business Research, Vol. 64, No. 8, 800-808.

Evanschitzky, H., Groening, C., Mittal, V., Wunderlich, M. (2011): “Customer, Employee, and Employee Satisfaction in Franchise Networks: A Generalized Exchange Perspective,” Journal of Service Research, Vol. 14, No. 2, 136-148.

Jaakkola, M, Möller, K., Parvinen, P., Evanschitzky, H., Mühlbacher, H. (2010): “Strategic Marketing and Business Performance: A Study in Three European Engineering Countries,” Industrial Marketing Management, Vol. 39, No. 8, 1300-1310.

Evanschitzky, H., Armstrong, J.S. (2010): “Replications of Forecasting Research,” International Journal of Forecasting, Vol. 26, No. 1, 4-8.

Vogel, V., Evanschitzky, H., Ramaseshan, R. (2008): “Customer Equity Drivers and Future Sales” Journal of Marketing, Vol. 72, No. 6, 98-108.

Walsh, G., Evanschitzky, H., Wunderlich, M. (2008): “Identification and Analysis of Moderator Variables: Investigating the Customer Satisfaction-Loyalty Link,” European Journal of Marketing, Vol. 42, No. 9/10, 977-1004.

Evanschitzky, H., v. Wangenheim, F., Woisetschläger, D., Blut, M. (2008): “Consumer Ethnocentrism in the German Market,” International Marketing Review, Vol. 25, No. 1, 7-32.

Editorship (Book Series)

Applied Marketing Science, DUV – Springer/Gabler Academic Press, Wiesbaden, New York. Editors: Ahlert, D., Blut, M., Evanschitzky, H., Hesse, J., Holzmüller, H.H., Iyer, G.R., Möller-Hergt, G., Pelton, L., Sharma, A., v. Wangenheim, F., Woisetschläger, D.

Volumes in 'Applied Marketing Science' (selected)

Woisetschläger, D., Michaelis, M., Evanschitzky, H., Eiting, H., Backhaus, C. (2010): Marketing von Solutions - Innovative Ansätze und Best Practices.

Ahlert, D., Backhaus, C., Blut, M. (2009): Handbuch internationale Markenführung – Case Studies und Best Practices.

Garnefeld, I. (2008): Kundenbindung durch Weiterempfehlung.

Wübben, M. (2008): Analytic CRM: Developing and Maintaining Profitable Customer Relation-ships in Non-Contractual Settings.

Stolper, M. (2008): Market Driving-Konzept: Modellierung und empirische Prüfung von Erfolg und Erfolgsfaktoren.

Lentz, P. (2007): Der Einfluss des Marktklimas auf das Beschwerdeverhalten von Konsumenten.

Ahlert, D., Vogel, V., Woisetschläger, D. (2007): Exzellentes Sponsoring – Innovative Ansätze und Best Practices für das Markenmanagement, 2nd Ed.

Evanschitzky, H., Iyer, G. R. (2007): E-Services: Current Trends and Future Challenges.

Binckebanck, L. (2006): Interaktive Markenführung: Der persönlich Verkauf als Instrument des Markenmanagements im B-to-B Geschäft.

Ahlert, D., Vogel, V., Woisetschläger, D. (2006): Exzellentes Sponsoring – Innovative Ansätze und Best Practices für das Markenmanagement.

Ahlert, D., Becker, B., Evanschitzky, H., Hesse, J., Salfeld, A. (2005): Exzellenz in Markenmanagement und Vertrieb – Grundlagen und Erfahrungen, 2nd Ed.

Other edited books

Baumgarth, C., Eisend, M., Evanschitzky, H. (Eds.): Empirische Mastertechniken: Eine anwendungsorientierte Einführung für die Marketing- und Management, Wiesbaden 2009.

Schröder, H., Olbrich, R., Kenning, P., Evanschitzky, H. (Eds.): Distribution und Handel in Theorie und Praxis, Wiesbaden 2009.

Evanschitzky, H., Reihlen, M. (Eds.): Allgemeine Verfahren und Tools für neue Gestaltungskonzepte – Dokumentation der Forschungsgruppe Wissen2100, Bonn 2004.

Ahlert, D., Evanschitzky, H., Hesse, J., Salfeld, A. (Eds.): Exzellenz in Markenmanagement und Vertrieb – Grundlagen und Erfahrungen, Wiesbaden 2004.

Ahlert, D., Evanschitzky, H., Hesse, J. (Eds.): Exzellenz in Dienstleistung und Vertrieb – Konzeptionelle Grundlagen und empirische Ergebnisse, Wiesbaden 2002.

Monographs

Boulay, J., Caemmerer, B., Duniach-Smith, K., Evanschitzky, H. (2011): L’option multi-franchise dans la stratégie de développement des réseaux de franchise, Contrat de recherche 2010-2011 commandité par la Fédération Française de la Franchise, Paris.

Evanschitzky, H.: Erfolg von Dienstleistungsnetzwerken – Ein Netzwerkmarketingansatz, Wies-baden 2003.

Ahlert, D., Evanschitzky, H.: Dienstleistungsnetzwerke, Berlin 2003.