Prof. Dr. Sven Henkel is Senior Professor of Marketing and Professor of Buyer Behavior and Sales at EBS Business School. Since July 2017 he has also been Vice Dean for Executive Education and from January to December 2018 he was Executive Director of the Insight Mobility Institute (IMI) based there.
IMI is a multidisciplinary and cross-industry think tank on mobility issues from a customer and societal perspective. At the heart of IMI is the question of how mobility services and mobile forms of cooperation should be designed in the future to ensure efficiency and convenience, while at the same time ensuring respectful and sustainable cooperation. Consequently, IMI does not focus on technological but on psychological and sociological antecedents and consequences of mobility. Furthermore, the focus is not exclusively on travel and transport, but explicitly includes mobile forms of cooperation and shopping solutions in the mobility concept: How should inner-city sales areas and digital sales solutions be integrated in future in order to create the best possible customer experience?
Prof. Dr. Sven Henkel holds the Chair of Customer Behaviour and Sales. He received his doctoral degree from the University of St. Gallen, where he most recently served as Vice-Director of the Center for Customer Insight. Based on research projects related to the field of behavioral branding Sven Henkel has expanded its research focus in recent years to include sales psychology and marketing & sales of highly innovative products. He has his industry focus in the automotive industry. In addition to his research activities, Sven Henkel is a frequent lecturer in leadership development programs (including EBS University, University of St.Gallen, RWTH Aachen) and is a consultant for national and international companies.
Areas of interest:
Marketing and Sales, Marketing Communication and Brand Management, Behavioural Branding, Sales Psychology, Automotive Marketing, Business Model Innovation in the mobility sector
Areas of Research
The main focus of Prof. Dr. Henkel’s research activities at the Chair of Customer Behaviour and Sales is on “marketing communication 3.0”, emotional selling, and technology and innovation marketing as well as the entire area of mobility.
Prof. Dr. Henkel has published extensively in top international journals such as the Journal of Service Research, Journal of Advertising Research and Journal of Economic Psychology.
- Automotive Field Study
- Strategy, Corporate Foresight & Business Model Innovation in the Mobility Sector
- Business Process & Information Management in the Global Automotive Value Chain
- Distribution Channels and Dealership Management