Professor Heidi Winklhofer

Dipl.Kfm (Regensburg, Germany), PhD (Swansea)

Professor of Marketing

Division: Marketing
E-mail: Heidi.Winklhofer@nottingham.ac.uk
Tel: +44 (0) 115 9515412
Location: B71 (North Building, Jubilee Campus)

Heidi Winklhofer is Professor of Marketing at Nottingham University Business School. Her research interests are in the area of service research with a particular focus on customer value and customer learning. She has published in a number of leading international journals, including Journal of Marketing Research, Journal of Service Research, International Journal of Marketing Research, Journal of Business Research, Journal of Interactive Marketing and International Journal of Forecasting.

Research Interests
Customer Perceived Value; Customer Participation; Customer Learning: Contemporary Marketing Practice; Research Methodology;

Administrative Roles
Division Head (Marketing)

I am module convenor of the following modules:

MSc

Introduction to Research Design and Data Analysis (N15F08)

Details of all modules can be found on MyNottingham

Current Research Activities
My most recent work covers the wider topic of customer perceived value perceptions and their interface with customer participation. Together with a number of colleagues and PhD students, we examine ways to measure customer perceived value, explore its dynamic nature in contexts that require a high element of customer participation. We are also interested in the link between customer education and customer participation.

My work with members of the Contemporary Marketing Practice (CMP) group explored firm's different approaches to marketing, ranging from a purely transaction type approach to a strong Relational approach. We examined drivers of these various marketing approaches and conditions under which they are successful. Related to this is also my work on Supplier Relationships.

Over the years my research interests have covered a number of areas. I have a long-term interest in different research methodologies and international marketing activities.

I am currently supervising the following Research Students:

Anca Elena Cretu
Christopher Wood
Patricio Sanchez
Ran Cao
Sahar Bakr

Publications prior to 2005

Journal Articles

Houghton, K.A.; Winklhofer, H. (2004), "The Effect of Website and E-Commerce Adoption on the Relationship between SMEs and their Export Intermediaries", International Small Business Journal, Vol.22 (4), pp.369-385.

Diamantopoulos, A.; Winklhofer, H. (2003), "Export Sales Forecasting: Technique Utilisation and Impact on Forecast Accuracy", Journal of Business Research, Vol.56 (1), pp.45 - 54.

Fildes, R.; Bretschneider, S.; Collopy, F.; Lawrence, M.; Stewart, D.; Winklhofer, H.; Mentzer, J.T.; Moon, M.A. (2003), "Researching Sales Forecasting Practice; Commentaries and Authors' Response on "Conducting a Sales Forecasting Audit"", International Journal of Forecasting, Vol.19 (1), pp.27-42, by Mentzer, J T, Moon, M A and Smith C D.

Winklhofer, H.; Diamantopoulos, A. (2003), "A Model of Export Sales Forecasting Behaviour and Performance: Development and Testing", International Journal of Forecasting, Vol.19 (2), pp.271-286.

Black, N.J.; Lockett, A.; Ennew, C.; Winklhofer, H.; McKechnie, S. (2002), "Modelling Consumer Choice of Distribution Channels: An Illustration from Financial Services", International Journal of Bank Marketing, Vol.19 (4), pp.161-173.

Winklhofer, H.; Diamantopoulos, A. (2002), "A Comparison of Export Sales Forecasting Practices Among UK Firms", Industrial Marketing Management, Vol.31 (6), pp.479-490.

Winklhofer, H.; Diamantopoulos, A. (2002), "Managerial Evaluation of Sales Forecasting Effectiveness: A MIMIC Modelling Approach", International Journal of Research in Marketing, Vol.19 (2), pp.151-166.

Black, N.J.; Lockett, A.; Winklhofer, H.; Ennew, C. (2001), "The Adoption of Internet Banking: A Qualitative Analysis", International Journal of Retail and Distribution Management, Vol.29 (8), pp.390-398.

Diamantopoulos, A.; Winklhofer, H. (2001), "Index Construction with Formative Indicators: An Alternative to Scale Development", Journal of Marketing Research, Vol.38 (2), pp.269-277.

Diamantopoulos, A.; Winklhofer, H. (1999), "The Impact of Firm and Export Characteristics on the Accuracy of Export Sales Forecasts: Evidence from UK Exporters", International Journal of Forecasting, Vol.15, pp.67-81.

Winklhofer, H.; Diamantopoulos, A. (1997), "Organisational Aspects of Export Sales Forecasting: An Empirical Investigation", Journal of Strategic Marketing, Vol.5 (3), pp.167-185.

Winklhofer, H.; Diamantopoulos, A. (1996), "First Insights into Export Sales Forecasting Practice: A Qualitative Study", International Marketing Review, Vol.13, 4, pp.52-81.

Winklhofer, H.; Diamantopoulos, A.; Witt, S.F. (1996), "Forecasting Practice: A Review of the Empirical Literature and an Agenda for Future Research", International Journal of Forecasting, Vol.12 (2), pp.193-221.

Chapters in Books

Diamantopoulos, A.; Winklhofer, H. (1997), "Determinants of Export Sales Forecast Performance: Some Preliminary Evidence from UK Exporters", in Europe in the Global Competition Problems-Markets-Strategies, Gabler, (U.A.), pp.299-322.

Diamantopoulos, A.; Winklhofer, H. (1996), "Differences in the Export Profiles Among Users of Export Marketing Research: Evidence from two European Countries", in Europe's Challenges, (3), pp.395-411.

Conferences

Brady, M.; Palmer, R.; Winklhofer, H. 2004, "Our Theories Their Practices: The Challenges of Contemporary Marketing Practice in the UK", in the proceedings of the UK Academy of Marketing Conference, Cheltenham, UK.

Vieria, A.; Ennew, C.; Winklhofer, H. 2004, "Relationship Quality in the Portuguese Hotel Industry: An Empirical Contribution", in the proceedings of the ATLAS Conference, Naples, Italy.

Winklhofer, H.; Brady, M.; Palmer, R. 2004, "Relationship Marketing Comes of Age: An In-Depth Analysis of Contemporary Marketing Practice within Business to Business Firms in the UK", in the proceedings of the Irish Academy of Management Conference, Dublin, Ireland.

Winklhofer, H.; Houghton, K. 2004, "A Typology of Websites: An Investigation of Exporting SMEs", in the proceedings of the 33rd EMAC Conference, Murcia, Spain.

Winklhofer, H.; McKechnie, S.; Ennew, C. 2004, "Why Consumers Buy Financial Services Over The Internet: An Adaptation Of The Technology Acceptance Model", in the proceedings of the 33rd EMAC Conference, Murcia, Spain.

Winklhofer, H.; Pressey, A.; Tzokas, N. 2004, "Business Culture Perspective of Supply Relationship Orientation and its Impact on Performance", in the proceedings of the 33rd EMAC Conference, Murcia, Spain.

Pressey, A.; Tzokas, N.; Winklhofer, H. 2003, "Supply Relationship Orientation: Evidence from the UK", in the proceedings of the ICRM Conference, Gloucestershire.

Winklhofer, H.; Ennew, C.; McKechnie, S. 2003, "Cognitive and Affective Influences on Channel Use for Information Search", in the proceedings of the 32nd European Academy of Marketing Conference, University of Strathclyde, Glasgow, CD-ROM only.

Winklhofer, H.; Houghton, K.; Howorth, C. 2003, "Horses for Courses: Website Sophistication of SME Exporters", in the proceedings of the Australian and New Zealand Marketing Academy Conference, December, Australia.

Houghton, K.A.; Winklhofer, H. 2002, "Internet Adoption in Exporting SMEs: Development of a Conceptual Model", in the proceedings of the AMA Winter Educators Conference, Austin, Texas, Vol. 13, pp. 504 - 505.

Houghton, K.A.; Winklhofer, H. 2002, "Internet Adoption and SME Export Channel Relationships: Development of a Conceptual Model", in the proceedings of the 31st EMAC Conference, Minho, Portugal, CD-ROM.

Houghton, K.A.; Winklhofer, H. 2001, "The Effect of Internet Adoption on Channel Relationships Between Industries and Exporting SMEs: A Conceptual Framework and an Agenda for Future Research", in the proceedings of the Workshop on Trust Within and Between Organisations, Vrije University, Amsterdam, November 2001.

Houghton, K.A.; Winklhofer, H.; Ennew, C. 2001, "Factors Affecting the Adoption of the Internet for Global Marketing in UK Exporting SMEs: Development of a Conceptual Model", in the proceedings of the 30th EMAC Conference, Bergen, Norway, CD-ROM.

Winklhofer, H.; Houghton, K.A. 2001, "From Website to E-Commerce: An SME Exporter Perspective", in the proceedings of the Business Intelligence and E-Marketing Workshop, IBM, Warwick, December 2001.

Black, N.; Lockett, A.; Ennew, C.; Winklhofer, H.; McKechnie, S. 2000, "Modelling Consumer Choice of Distribution Channels: An Illustration from Financial Services", at Academy of Marketing Conference, Derby University, UK.

Black, N.; Lockett, A.; Winklhofer, H.; Ennew, C. 2000, "The Adoption of Internet Financial Services: A Qualitative Study", at European Marketing Academy Conference.

Diamantopoulos, A.; Winklhofer, H.; Muir, A. 2000, "Export Market Segmentation Practice: A Framework for Empirical Research", at Proceedings Academy of Marketing Science Multicultural Marketing Conference, Hong Kong.

Diamantopoulos, A.; Winklhofer, H. 1999, "Index Construction with Formative Indicators: An Alternative to Scale Development", at Proceedings Winter Educators, Conference of the American Marketing Association, St Petersbury, USA.

Kortam, W.; Ennew, C.; Winklhofer, H. 1999, "Factors Influencing the Utilisation of Marketing Research Information", at 28th European Marketing Academy Conference.

Li, Y.; Winklhofer, H.; Ennew, C. 1999, "Implementation of Global Brand Strategy", at 28th European Marketing Academy Conference.

Winklhofer, H.; Diamantopoulos, A. 1999, "The Quality of Export Marketing Research Information: An Investigation of Key Antecedents", at Proceedings Annual Conference of the Academy of Marketing Science, Miami, USA.

Diamantopoulos, A.; Winklhofer, H. 1998, "A Conceptual Model of Export Sales Forecasting Practice and Performance: Development and Testing", at Proceedings of the European Leadership Academy Conference, Stockholm, Sweden.

Diamantopoulos, A.; Winklhofer, H. 1998, "Evaluating the Performance of the Forecasting Process: A Multi-dimensional Perspective", at Proceedings of the Annual Conference of the Academy of Marketing, Sheffield.

Lawrence, P.; Whittaker, J.; Winklhofer, H. 1998, "Germany: The Last Bastion", at Proceedings of the Annual South Dakota International Business Conference, Rapid City, SD, USA.

Winklhofer, H.; Diamantopoulos, A. 1998, "Managerial Evaluations of Sales Forecasting Effectiveness: A MIMIC Modelling Approach", at Proceedings of the British Academy of Management Annual Conference, Nottingham.

Diamantopoulos, A.; Winklhofer, H. 1997, "Developing Export Sales Forecasts: Does the Choice of Technique Matter?", at Proceedings of the Annual Conference of the Academy of Marketing (MEG), Manchester.

Winklhofer, H.; Diamantopoulos, A. 1997, "The Impact of Firm and Export Characteristics On the Accuracy of Export Sales Forecasts: An Empirical Study", at Proceedings of the European Marketing Academy Conference, Warwick.

Diamantopoulos, A.; Winklhofer, H. 1996, "Export Characteristics and their Influence on Export Sales Forecast Performance: Some Empirical Evidence", at Proceedings of the Marketing Education Group Conference, Strathclyde, UK (CD Rom Only).

Publications from 2005 to the present day

Journal Articles

Gallan, A.; McColl-Kennedy, J.; Barakshina, T.; Figueiredo, B.; Go Jefferies, J.; Gollnhofer, J.; Hibbert, S.; Luca, N.; Roy, S.; Spanjol, J.; Winklhofer, H. (2019), "Transforming community well-being through patients' lived experiences", Journal of Business Research, forthcoming 2019.

Essamri, A.; McKechnie, S.; Winklhofer, H. (2018), "Co-creating corporate brand identity with online brand communities: A managerial perspective", Journal of Business Research, Vol.96, pp. 366-375.

Temerak, M.S.; Winklhofer, H.; Hibbert, S.A. (2018), "Facilitating customer adherence to complex services through multi-interface interactions: the casse of a weight loss service", Journal of Business Research, Vol.88, pp. 265-276.

Chatzidakis, A.; Hibbert, S.; Winklhofer, H. (2015), "Are consumers' reasons for and against behaviour distinct?", European Journal of Marketing, Vol.50 (1/2), pp. 125-144.

Mohd-Any, A.; Winklhofer, H.; Ennew, C. (2014), "Measuring users' value experience on a travel website (e-value): What value is co-created by the user?", Journal of Travel Research, Vol.17, pp. 1-15.

Vieira, A.; Winklhofer, H.; Ennew, C. (2014), "The effects of relationship marketing on share of business - a synthesis and comparison of models", Journal of Business-to-Business Marketing, Vol.21 (2), pp. 82-110.

Gregory-Smith, D.; Smith, A.; Winklhofer, H. (2013), "Emotions and dissonance in 'Ethical' consumption choices", Journal of Marketing Management, Vol.29 (11-12), pp. 1201-1223, DOI:10.1080/0267257X.2013.796320.

Hibbert, S.; Winklhofer, H.; Temerak, M. (2012), "Customers as resource integrators: towards a model of customer learning", Journal of Service Research, Vol.15 (3), pp. 247-261.

Songailiene, E.; Winklhofer, H.; McKechnie, S. (2011), "A Conceptualisation of Supplier-Perceived Value", European Journal of Marketing, Vol.45(3), pp.383-418.

Pressey, A.; Winklhofer, H.; Tzokas, N. (2009), "Purchasing practices in small-to-medium-sized enterprises: An examination of strategic purchasing adoption, supplier evaluation and supplier capabilities", Journal of Purchasing and Supply Management, Vol.15 (4), pp. 214-226.

Brodie, R.; Coviello, N.; Winklhofer, H. (2008), "Contemporary Marketing Practices Research Programme: A Review of the First Decade", Journal of Business and Industrial Marketing, Vol.23 (2), pp.84-94.

Vieira, A.; Winklhofer, H.; Ennew, C. (2008), "Relationship Quality: A literature review and research agenda", Journal of Customer Behaviour, Vol.7(4), pp. 269-291.

Brodie, R.; Winklhofer, H.; Coviello, N.; Johnston, W. (2007), "Assessing e-Marketing Adoption, the Role of IT and Firm Performance", Journal of Interactive Marketing (Previously J Direct Marketing), Vol.21 (1), pp. 2-21.

Pressey, A.; Tzokas, N.; Winklhofer, H. (2007), "Strategic Purchasing and the Evaluation of 'Problem' Key Supply Relationships: What do Key Suppliers Need to Know?", Journal of Business and Industrial Marketing, Vol.22 (5), pp. 282-294.

Winklhofer, H.; Palmer, R.; Brodie, R. (2007), "Researching the Service Dominant Logic - Normative Perspective Versus Practice", Australasian Marketing Journal, Vol.15 (1), pp. 79-86.

Coviello, N.; Winklhofer, H.; Hamilton, K. (2006), "Marketing Practices and Performance of Small Service Firms: An Examination in the Tourism Accommodation Sector", Journal of Service Research, Vol.9, pp. 38-58.

McKechnie, S.; Winklhofer, H.; Ennew, C. (2006), "Applying the Technology Acceptance Model to Online Retailing of Financial Services", International Journal of Retail and Distribution Management, Vol.34 (4/5), pp. 388-410.

Winklhofer, H.; Houghton, K.; Chesney, T. (2006), "An Investigation into the Factors that Determine Website Sophistication in UK SMA Exporters", Advances in International Marketing, Vol.17, pp. 1-31.

Winklhofer, H.; Pressey, A.; Tzokas, N. (2006), "A Cultural Perspective of Relationship Orientation: Using Organisational Culture to Support a Supply Relationship Orientation", Journal of Marketing Management, Vol.22 (1-2), pp. 169-194.

Pressey, A.; Tzokas, N.; Winklhofer, H. (2005), "Strategic Purchasing in Small- To Medium-Sized Enterprises: Revisiting the Forgotten Majority", Finanza Marketing E Produzione, Vol.23 (3), pp. 33-40.

Conferences

Essamri, A.; McKechnie, S.; Winklhofer, H. 2017, "Co-creating corporate brands on social media: exploring managerial practices", in Academy of Marketing 12th Global Brand Conference, Linnaeus University, Kalmar, Sweden, 26-28 April.

Bailey, A.; Winklhofer, H.; Hibbert, S. 2014, "Exploring Customer Learning Styles - The Case of DIY", Thessaloniki, Greece, AMA Servsig.

Bailey, A.; Hibbert, S.; Winklhofer, H. 2013, "The Role of Learning in Consumer Value Co-Creation Activities", at European Association for Consumer Research, Barcelona, Spain.

Bailey, A.; Hibbert, S.; Winklhofer, H. 2013, "Planning and Resource Integration in Consumer Learning Value Creation", at Naples Forum on Service, Ischia, Italy.

Gregory-Smith, D.; Smith, A.; Winklhofer, H. 2012, "Consuming ethically: The role of emotions,", at AMA Summer Educators' Conference, Chicago, USA.

Sobhy, T.; Winklhofer, H.; Hibbert, S. 2012, "The Impact of Customer Education on Co-creation Behaviour.", at American Marketing Association Servsig International Service Research Conference, Hanken School of Economics, Helsinki..

Sobhy, T.; Winklhofer, H.; Hibbert, S. 2012, "The Effect of Customer Education on Co-Creation Behaviour: A Multichannel Approach.", at Academy of Marketing Conference, University of Southampton.

Ene, D.; Smith, A.; Winklhofer, H. 2010, "Consumer Ethics and Emotions", in Macromarketing Conference, Laramie, Wyoming, USA.

Temerak, M.; Winklhofer, H.; Hibbert, S. 2010, "Managing Customer Participation Through Customer Education: A Research Agenda", in the American Marketing Association Summer Educators\' Conference, Boston, U.S.A..

Asaf, M.; Winklhofer, H.; Ennew, C. 2009, "A conceptualisation of customer participation and customer perceived value in an Internet self-service technology environment", at Academy of Marketing Conference, Leeds Metropolitan University, July.

Ene, D.; Smith, A.; Winklhofer, H. 2009, "Self-Conscious Emotions & Ethical Consumer Choice", at Joint International Association for Research in Economic Psychology/Society for the Advancement of Behavioural Economics Conference, Halifax, Canada.

Temerak, M.; Hibbert, S.; Winklhofer, H. 2009, "Managing Customer Participation Through Customer Education", at EIASM Workshop on Service Dominant Logic.

Temerak, M.; Winklhofer, H.; Hibbert, S. 2009, "Bridging the Gap Between Customer Education and Customer Co-creation, Customer Citizenship Behaviours", at Academy of Marketing Conference, Leeds Metropolitan University.

Mattison Thomson, F.; Smith, A.; Winklhofer, H. 2008, "Organisational Facilitation of Consumer Privacies Intrusion", at Academy of Marketing Conference, Aberdeen. UK.

Vieira, A.; Ennew, C.; Winklhofer, H. 2008, "Relationship Quality: A Review and Research Agenda", at Academy of Marketing Conference, University of Aberdeen, July.

Armstrong, C.; Fellenz, M.; Brady, M.; Winklhofer, H. 2006, "Are Marketers Prepared for the Implementation of Radio Frequency Identification (RFID)?", in the proceedings of the Australian and New Zealand Marketing Academy (ANZMAC) Conference, Brisbane, Australia.

Brodie, R.; Winklhofer, H.; Coviello, N.; Johnston, W. 2006, "Has e-Marketing Come of Age? An Examination its Adoption and its Influence on Firm Performance", in the proceedings of the European Marketing Academy Conference, Athens, Greece.

Winklhofer, H.; Pressey, A.; Tzokas, N. 2006, "What Key Supplier Competencies are Viewed as Most Important to SMEs? Evidence from the UK", in the proceedings of the European Marketing Academy Conference, Athens, Greece.

Pressey, A.; Tzokas, N.; Winklhofer, H. 2005, "Key Supplier Evaluation and Strategic Purchasing: Evidence from the UK", in the proceedings of the Academy of Marketing Conference, Dublin Institute of Technology, July.

Pressey, A.; Tzokas, N.; Winklhofer, H. 2005, "Strategic Purchasing in Small- to Medium-Sized Enterprises: Evidence from the UK", in the proceedings of the European Marketing Academy Conference, Milan, Italy.

Wetzeis, M.; Wagner, R.; Winklhofer, H. 2005, "Measurement Equivalence in Cross-Cultural-Research: The Case of Formative Measurement Models", in the proceedings of the European Marketing Academy Conference, Milan, Italy.

Professor Heidi Winklhofer

MSc

Publications prior to 2005

Publications prior to 2005

Journal Articles

Chapters in Books

Conferences

Publications from 2005 to the present day

Journal Articles

Conferences

Nottingham University Business School

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