Prof. Dr. Susanne Hensel-Börner | HSBA

Prof. Dr. Susanne Hensel-Börner

Short Profile

Susanne Hensel-Börner has been Professor for Business Administration Theory, in particular Marketing and Sales,  since 2009 and has been appointed Head of Department Marketing & Sales in 2012. She is instigatorand Academic Head of the innovative master programme MSc Digital Transformation & Sustainability.

She earned a degree in business administration at University of Stuttgart and Kiel University and worked as Unilever endowed chair of Business Administration and Marketing at Friedrich-Schiller University in Jena. There, she alsocompleted her doctorate studies with distinction in 2000 on the topic of the validity of computerised hybrid conjoint analyses.
Before joining HSBA, Professor Hensel-Börner held positions at fluxx.com e-commerce GmbH and the market research institute KANTAR TNS.

The digital transformation in the fields of marketing and sales and the resulting changes for higher education teaching and research is one of Prof. Hensel-Börner’s focal points. She is member of a number of scientific advisory boards, for example at the German Direct Selling Association (Bundesverband Deutscher Direktvertrieb‘) and the New Philanthropic Organisation (Neue Philanthropische Gesellschaft) in Hamburg.

 

Lectures

  • Data-based Decision-Making
  • Data Science
  • Applied Quantitative Analysis
  • Project- and Research-based Learning
  • Learning Journey
  • Personal Selling
  • B2B-Marketing
  • Marketing Research

Research Areas

  • Interdisciplinary collaboration between Marketing, Sales and IT
  • Digitalization in personal selling
  • Digitalization & Sustainability: From competition to collaboration
  • Preference Measurement / Conjoint Analysis
  • Problem-based Learning (PBL)

Publications

Journal articles (refereed)

Hensel-Börner, Susanne, Schmidt-Ross, Inga and Wolfgang Merkle. 2018. "Digitale Transformation – Erweiterung der Zusammenarbeit zwischen Marketing und Sales um einen dritten Player." Marketing Review St. Gallen  3/2018: 20-26.

Monographs and edited books

Hensel-Börner, Susanne. 2000. Validität computergestützer hybrider Conjoint-Analysen. Wiesbaden: Deutscher Universitätsverlag.

Journal articles (non-refereed) / newspaper

Merkle, Wolfgang, Hensel-Börner, Susanne and Inga Schmidt-Ross. 2018. "Das Team auf Kurs bringen." Markenartikel  5/2018: 75-77.

Sattler, Henrik, Karen Gedenk, and Susanne Hensel-Börner. 2002. "Bandbreiten-Effekte bei multivariaten Entscheidungen: Ein empirischer Vergleich von alternativen Verfahren zur Bestimmung von Eigenschaftsgewichten." Zeitschrift für Betriebswirtschaft (ZfB)  72 (9): 953-977.

Sattler, Henrik, Susanne Hensel-Börner, and Beate Krüger. 2001. "Einfluß der Probanden-Charakteristika auf die Validität von Conjoint-Analysen: Neue empirische Befunde." Zeitschrift für Betriebswirtschaft (ZfB)  71 (7): 771-787.

Hensel-Börner, Susanne, and Henrik Sattler. 2000. "Ein empirischer Validitätsvergleich zwischen der Customized Computerized Conjoint Analysis (CCC), der Adaptive Conjoint Analysis (ACA) und Self-Explicated-Verfahren." Zeitschrift für Betriebswirtschaft (ZfB)  70 (6): 705-727.

Book chapters

Sattler, Henrik, and Susanne Hensel-Börner. 2007. "Comparison of Conjoint Measurement with Self-Explicated Approaches." In Conjoint Measurement: Methods and Applications, ed. by Gustafsson, A., A. Herrmann, and F. Huber, 147-159. Berlin.

Conference proceedings (refereed)

Greve, Goetz, and Susanne Hensel-Börner. 2014. "Building brands with social media - analysis of a brand launch on Facebook." Proceedings of the 9th SIMSR Global Marketing Conference.

Hensel-Börner, Susanne, and Henrik Sattler. 1999. "Validity of the Customized Computerized Conjoint Analysis (CCC)." Paper presented at the Proceedings of the 28th Annual Conference of the European Marketing Academy.

Hensel-Börner, Susanne, and Henrik Sattler. 1999. "Validity of Customized and Adaptive Hybrid Conjoint Analysis: Classification and Information Processing at the Turn of the Millenium." Paper presented at the Proceedings of the 23. Annual Conference of the Gesellschaft für Klassifikation e.V..

Conference presentations (non refereed)

Schmidt-Ross, Inga and Susanne Hensel-Börner. 2019. "Ansteigende Aggregationsstufen im Prüfungsformat für Project Based Learning." Presentation held at the Fachtagung Prüfen hoch 3, Hamburg, 16/17 May 2019.

Greve, Goetz, and Susanne Hensel-Börner. 2014. "Building brands with social media - analysis of a brand launch on Facebook." Presentation held at the 9th SIMSR Global Marketing Conference, Januar, 6th – 8th, Mumbai, India.

Working papers

Boll, Christina, Hensel-Börner, Susanne, Hoffmann, Malte, and Nora Reich. 2013. "Wachsender Pflegebedarf in Hamburg - Situation erwerbstätiger Pflegender und Herausforderungen für Hamburger Unternehmen." Working paper, HWWI Policy Paper 78.

Other Publications / Presentations

Hensel-Börner, Susanne. 2017. "Erfolgreich im modernen Dreikampf." Marketing Innovation Day 2017. Hamburg, 12.07.2017.

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