Office Address:
Warburger Str. 100
33098 Paderborn
Office hours:

Nach Vereinbarung.

About Lena Steinhoff

Since October 2022, Prof. Dr. Lena Steinhoff is Chaired Professor of Business Administration, esp. Marketing and Digital Transformation, at Paderborn University’s Faculty of Business Administration and Economics. Prior to joining Paderborn University, she held a position as Assistant Professor of Service Management at the Faculty of Economic and Social Sciences at University of Rostock. Before, she was an Assistant Professor of Marketing at the Chair of Business Administration, esp. Marketing, at Paderborn University. Lena Steinhoff earned her doctoral degree as well as her bachelor’s and master’s degrees in International Business Studies at Paderborn University. During her time as assistant professor and doctoral student in marketing, she was a visiting scholar at University of Washington’s Foster School of Business, funded through scholarships awarded by the German Research Foundation (DFG) and the German Academic Exchange Service (DAAD).

Her research interest is relationship marketing. Specifically, Lena Steinhoff explores the intended as well as the unintended effects of various relationship marketing instruments and derives implications for their optimal deployment. Digital transformation’s manifold opportunities and challenges for customer relationships represents a focus of her work. Her research has appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, Journal of Service Research, Journal of International Marketing, Journal of Business Research, Journal of Service Management, Industrial Marketing Management, Journal of Service Management Research, and the Marketing Science Institute (MSI) Working Paper Series. Together with Robert W. Palmatier, Lena Steinhoff has authored the book Relationship Marketing in the Digital Age, published 2019 at Routledge Taylor & Francis. Lena Steinhoff is the recipient of the 2021 SERVSIG Emerging Service Scholar Award. Beyond, her research has been awarded the 2021 Davidson Award of the Journal of Retailing, the Best in Conference Award of the 2022 Summer Academic Conference of the American Marketing Association, and the 2016 Robert D. Buzzell MSI Best Paper Award of the Marketing Science Institute, among others. Lena Steinhoff serves on the editorial review board for the Journal of the Academy of Marketing Science as well as the Journal of Public Policy & Marketing and as an ad-hoc reviewer for, among others, the Journal of Marketing, Journal of Retailing, Journal of Service Research, Journal of Business Research, and Journal of Interactive Marketing. She is a receiver of the 2020 Best Reviewer Award of the Journal of the Academy of Marketing Science.

Curriculum Vitae

Since 01.10.2022: Professorin für BWL, insb. Marketing und Digital Transformation (Universität Paderborn)

01.09.2018 - 30.09.2022: Juniorprofessorin (Tenure-Track) für ABWL: Dienstleistungsmanagement (Universität Rostock)

2022: Best in Conference Award 2022 AMA Summer Academic Conference (American Marketing Association)

2021: SERVSIG Emerging Service Scholar Award (Service Special Interest Group der American Marketing Association)

2021: Davidson Award for the Best Paper Published in the Journal of Retailing in 2020 (Journal of Retailing)

2020: JAMS Best Reviewer Award (Journal of the Academy of Marketing Science)

2018: Lehrpreis der Fakultät für Wirtschaftswissenschaften für besonderes Engagement in der Lehre (Universität Paderborn)

2016: Robert D. Buzzell MSI Best Paper Award (Marketing Science Institute)

2015: DFG-Forschungsstipendium (Deutsche Forschungsgemeinschaft)

2013: Dissertationspreis des Paderborner Hochschulkreises (PHK) e. V. (Universität Paderborn)

2012: DAAD-Kurzstipendium für Doktoranden (Deutscher Akademischer Austauschdienst)


Selected Publications

Customer Inertia Marketing
C.M. Henderson, L. Steinhoff, C.M. Harmeling, R.W. Palmatier, Journal of the Academy of Marketing Science 49 (2021) 350–373.
Data Privacy in Retail
K.D. Martin, J.J. Kim, R.W. Palmatier, L. Steinhoff, D.W. Stewart, B.A. Walker, Y. Wang, S.K. Weaven, Journal of Retailing 96 (2020) 474–489.
Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships
A. Eggert, L. Steinhoff, C. Witte, Journal of Marketing 83 (2019) 115–132.
Online Relationship Marketing
L. Steinhoff, D. Arli, S. Weaven, I.V. Kozlenkova, Journal of the Academy of Marketing Science 47 (2019) 369–393.
Show all publications


Current Courses

  • Services Marketing
  • Relationship Driven Selling
  • Praxisseminar Marketing und Digital Transformation
  • Omnichannel Marketing & Relationship Management
  • Marketingforschung
  • Global Business Essentials
  • Erneute Modul- und Prüfungsanmeldung zu M.184.3112 (Nur Klausur - ohne Veranstaltung)
  • Capstone Course
  • Capstone Course