HSBA Best Paper Award presented for the first time

At yesterday's Dies Academicus, an HSBA scientific publication was honoured with a Best Paper Award for the first time. Prof. Dr. Susanne Hensel-Börner accepted the prize on behalf of herself and her co-authors, our doctoral students Jan Philipp Graesch and Prof. Dr. Jörg Henseler (University of Twente).For the jury, which is made up of members of the scientific advisory board, the degree of innovation of the research was a decisive factor, in addition to various criteria such as the relevance of the topic. Congratulations!

HSBA Best Paper 2025:

Graesch, Jan Philipp, Susanne Hensel-Börner, and Jörg Henseler. 2024. "Customer success management through alignment of marketing, sales and IT." Industrial Marketing Management 120: 1-14.
https://doi.org/10.1016/j.indmarman.2024.05.004

 

Prof. Dr. Sarah Jastram, Prof. Dr. Susanne Hensel-Börner, Prof. Dr. Tim Goydke

Professor Dr Susanne Hensel-Börner on the article:

‘The collaboration between marketing and sales has been researched for many decades. Without IT, nothing has worked for successful customer management for a long time. For the first time, empirical research is now providing a case study with four coordinated triads of M-S-I actors – including the managing directors of the individual companies – and is investigating the dynamics of collaboration along the customer journey. In the spirit of design science research, the study not only describes the current state in the analysed case study. The COMPLY framework provides guidelines for researchers and managers to analyse and adapt the collaboration between M-S-I actors in order to make Customer Success Management (CSM) more effective.’

The Dies Academicus or Day of Teaching was dedicated to the topic of the future of university teaching in the age of generative AI. The question of how teaching and learning must change, what skills students will need in the future and how these can best be taught was explored. An inspiring afternoon full of ideas, practical methods and discussions.

back to overview