Lena Steinhoff

Since September 2018 Prof. Dr. Lena Steinhoff Holder of the junior professorship for Business Administration: Service Management at the Institute for Marketing and Service Research at the University of Rostock. She is also a Research Fellow of the Sales & Marketing Strategy (SAMS) Institute. Before her appointment to the University of Rostock, Lena Steinhoff was a temporary academic adviser and habilitated at the chair for business administration, in particular marketing, at the University of Paderborn. She completed her bachelor's and master's degrees in International Business Studies and her doctorate at the University of Paderborn. In 2015 and 2012, Lena Steinhoff spent research stays at the Foster School of Business at the University of Washington, each of which was funded by grants from the German Research Foundation (DFG) and the German Academic Exchange Service (DAAD).

Her research interest is customer relationship management. In particular, Lena Steinhoff researches the intended and unintended effects of various customer relationship management tools (e.g. loyalty programs) and develops recommendations for their optimal use. Her research has been published in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Service Research, Journal of Business Research, Journal of Service Management, Industrial Marketing Management, Journal of Service Management Research, and Marketing Science Institute (MSI) Working Paper Series. Lena Steinhoff's research was recognized with the 2021 Davidson Award from the Journal of Retailing and the 2016 Robert D. Buzzell MSI Best Paper Award from the Marketing Science Institute. In addition, she is the recipient of the 2021 SERVSIG Emerging Service Scholar Award. Lena Steinhoff co-authored the book Relationship Marketing in the Digital Age with Robert W. Palmatier, which was published by Routledge Taylor & Francis in 2019. Lena Steinhoff is on the Editorial Review Board of the Journal of the Academy of Marketing Science and the Journal of Public Policy & Marketing and is an ad hoc reviewer for the Journal of Marketing, Journal of Retailing, Journal of Service Research and the Journal of Business Research. In 2020 she received the Best Reviewer Award from the Journal of the Academy of Marketing Science. Lena Steinhoff has given research lectures at various international universities, including Florida State University, HEC Paris, ETH Zurich and Copenhagen Business School.

Lena Steinhoff has already advised various companies in both business-to-consumer and business-to-business sectors. In 2016, she conducted a workshop on designing effective loyalty programs with around 60 executives at the University of Washington's Center for Sales and Marketing Strategy. Lena Steinhoff has relevant teaching experience in customer relationship management, tourism management, service management, consumer behavior and in experimental research at the universities of Rostock, Paderborn and Wuppertal (external teaching positions). In 2018 she received the teaching award from the Faculty of Economics at the University of Paderborn for her innovative, research-based teaching concept.