Arnd VOMBERG

Associate Professor

Marketing

Biography

Arnd Vomberg joined the Marketing Department at the HEC Paris in the Fall of 2024 as an Associate Professor.

Arnd Vomberg’s research lies in the field of marketing strategy, with a particular focus on B2B marketing, sales, and pricing. His work addresses three major transformations currently shaping companies: the ongoing digital transformation, the shift towards organizational agility, and the transition to socially responsible marketing. His research interests include topics such as algorithmic pricing, the management of sales systems, the impact of marketing on employees, and marketing’s contribution to sustainability.

His research has been recognized and published in leading business journals within the marketing discipline, including the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and the International Journal of Research in Marketing. Beyond marketing, his work has also appeared in top journals such as the Strategic Management Journal and Information Systems Research. He is co-editor of the Handbook of Market Research and several special issues of academic journals.

Arnd Vomberg earned a doctorate from the University of Mannheim (Germany). Prior to joining HEC Paris, he was an Associate Professor with Tenure at the University of Groningen (Netherlands) and the Professor of Digital Marketing and Marketing Transformation at the University of Mannheim.

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Scientific articles

Algorithmic pricing: Effects on consumer trust and price search

International Journal of Research in Marketing, Forthcoming, (in coll. with C. Homburg, P. Sarantopoulos)

The Impact of Transparency-Inducing Management Information System Use on Employees’ Daily Work Performance

Information Systems Research, Forthcoming, (in coll. with S. ALAVI, M. WEISS, J. BACKMANN, C. DESERNOT)

Unveiling investment vs. Ownership perspectives among NFT buyers: A segmentation study exploring engagement patterns in NFT markets

International Journal of Research in Marketing, Forthcoming, (in coll. with M. Von Gegerfelt)

Digital knowledge engineering for strategy development

Journal of Business Research, 2024, vol. 177, n° 114632, (in coll. with E. de Haan, N. Etienne Fabian, T. Broekhuizen)

Salesperson lifecycle management: Challenges and research priorities

Journal of Personal Selling & Sales Management, 2024, vol. 44, n° 3, (in coll. with S. ALAVI, J. HABEL)

The cold-start problem in nascent AI strategy: Kickstarting data network effects

Journal of Business Research, November 2023, vol. 168, n° 114236, (in coll. with N. SCHAUERTE, S. KRAKOWSKI, C. INGRAM BOGUSZ, M. GIJSENBERG, A. BLEIER)

Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets

Journal of Marketing Research, December 2020, vol. 57, n° 6, pp 1113-1134, (in coll. with C. Homburg, S. Muehlhaeuser)

Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management

Journal of Marketing, September 2020, vol. 84, n° 5, pp 117-136, (in coll. with C. Homburg, O. Gwinner)

Supporting New Product Launches With Social Media Communication and Online Advertising: Sales Volume and Profit Implications

Journal of Product Innovation Management, March 2019, vol. 36, n° 2, pp 172-195, (in coll. with R. L. Gruner, C. Homburg, B. A. Lukas)

The multichannel pricing dilemma: Do consumers accept higher offline than online prices?

International Journal of Research in Marketing, December 2019, vol. 36, n° 4, pp 597-612, (in coll. with C. Homburg, K. Lauer)

Books

Handbook of Market Research

Springer Cham 2022 (in coll. with C. HOMBURG, M. KLARMANN )

Handbook of Market Research

Springer Gabler: Wiesbaden 2020 (in coll. with C. HOMBURG, M. KLARMANN )

Chapters in edited books

Dynamic Pricing Process: How to Transition from Fixed to Dynamic Pricing?

Digital Pricing Strategy: Capturing Value From Digital Innovations, Stephan M. Liozu, Andreas Hinterhuber, Routledge, London, 27-38

Crafting Survey Research: A Systematic Process for Conducting Survey Research

Handbook Of Market Research, Christian Homburg, Martin Klarmann, Arnd Vomberg, Springer Cham, 67-119

Panel Data Analysis: A Non-technical Introduction for Marketing Researchers

Handbook Of Market Research, Christian Homburg, Martin Klarmann, Arnd Vomberg, Springer Cham, 411-467

Pricing in the Digital Age - A Roadmap to Becoming a Dynamic Pricing Retailer

The Digital Transformation Handbook, B. S. Baalmans, T. L. J. Broekhuizen, N. E. Fabian, Groningen Digital Business Centre, 204-233

Dynamic Pricing: Preisfindung auf elektronischen Marktplätzen

Handbuch Digitale Wirtschaft, Tobias Kollmann, Springer Fachmedien Wiesbaden, 653-677