Conor Henderson

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Bio:

Conor Henderson is an assistant professor of marketing at the University of Oregon's Lundquist College of Business. He joined the UO in 2013 after completing his PhD at the University of Washington's Foster School of Business. He remains connected to the UW as an affiliated researcher at their Center for Sales and Marketing Strategy.

Henderson teaches and researches marketing strategy with an emphasis on firms' strategies and tactics aimed at building enduring customer relationships. His research aims to uncover areas where firms go wrong and identify opportunities to increase customer value and financial performance. Through a multi-method approach, he investigates the strategic trade-offs across customers and over time in retail, service, sports and entertainment, and business-to-business contexts.

Henderson's research has been published at the Journal of Marketing (2019 article, 2018 article), Marketing Science (article), the Journal of the Academy of Marketing Science (article), Journal of Consumer Psychology (article), the Journal of Personal Selling & Sales Management (article), in the book The Connected Customer (book), and in the Marketing Science Institute’s Working Paper Series (MSI report 17-123, MSI report 16-109, MSI report 14-121 Robert D. Buzzell MSI Best Paper Award winner, MSI report 13-120, MSI report 12-111). Please see his CV for more information and contact him by email.

Beck, Joshua, Colleen Harmeling, Yashoda Bhagwat, and Conor Henderson. "Economic Inequality, Trust, and Brand Leadership." Marketing Science Institute Working Paper Series, 16-109.
Henderson, Conor M., Lena Steinhoff, and Robert W. Palmatier. "Consequences of Customer Engagement: How Customer Engagement Alters the Effects of Habit-, Dependence-, and Relationship-Based Intrinsic Loyalty." Marketing Science Institute, 14-121

Journal Articles

Henderson, Conor M., Marc Mazodier, and Aparna Sundar. “The Color of Support: The Effect of Sponsor-Team Visual Congruence on Sponsorship Performance.” Journal of Marketing 83, no. 3: 50-71. https://doi.org/10.1177/0022242919831672.
April 2019
Mazodier, Marc, Conor M. Henderson, and Joshua T. Beck. "The Long Reach of Sponsorship: How Fan Isolation and Identification Strength Jointly Shape Sponsorship Performance." Journal of Marketing 82, no. 6: 28-48. https://doi.org/10.1177/0022242918807673. Also published as a Marketing Science Institute working paper (17-123).
October 2018
Watson IV, George F., Joshua T. Beck, Conor M. Henderson, and Robert W. Palmatier. "Building, Measuring, and Profiting from Customer Loyalty." Journal of the Academy of Marketing Science 43, no. 6: 790-825. https://doi.org/10.1007/s11747-015-0439-4. Also published as a Marketing Science Institute working paper (13-120).
April 2015
Lee, Ju-Yeon, Shrihari Sridhar, Conor Henderson, and Robert W. Palmatier. "Effect of Customer-Centric Structure on Long-Term Financial Performance." Marketing Science 34, no. 2: 250-268. https://doi.org/10.1287/mksc.2014.0878. Also published as a Marketing Science Institute working paper (12-111).
March 2015
Carter, Robert E., Conor M. Henderson, Inigo Arroniz, and Robert W. Palmatier. "Effect of Salespeople's Acquisition-Retention Trade-off on Performance." Journal of Personal Selling and Sales Management 34, no. 2: 91-111. https://doi.org/10.1080/08853134.2014.890903.
March 2014
Henderson, Conor M., Joshua T. Beck, and Robert W. Palmatier. "Review of the Theoretical Underpinnings of Loyalty Programs." Journal of Consumer Psychology 21, no. 3: 256-276. https://doi.org/10.1016/j.jcps.2011.02.007.
July 2011

Book Chapters

Henderson, Conor, and Aparna Sundar. “Foreward: Brand Touchpoints.” In Brand Touchpoints, edited by Aparna Sundar. New York: Nova Science Publishers. ISBN: 978-1-53613-566-4.
July 2018

Cases

Sundaresan, Gautam, Shrihari Sridhar, and Conor Henderson. “New Product Development with Conjoint Analysis at Mobilmax Inc.” In Marketing Strategy: Based on First Principles and Data Analytics, edited by Robert W. Palmatier and Shrihari Sridhar. London: Red Globe Press. ISBN: 978-1-137-52623-6.
October 2017
Henderson, Conor, Shrihari Sridhar, and Alejandro Durant. “Segmenting The Smartwatch Market.” In Marketing Strategy: Based on First Principles and Data Analytics, edited by Robert W. Palmatier and Shrihari Sridhar. London: Red Globe Press. ISBN: 978-1-137-52623-6.
October 2017
Henderson, Conor, Shrihari Sridhar, and Alejandro Durant. "Acquiring New Customers in Hospitality." In Marketing Strategy: Based on First Principles and Data Analytics, edited by Robert W. Palmatier and Shrihari Sridhar. London: Red Globe Press. ISBN: 978-1-137-52623-6.
October 2017

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Conor Henderson

The Color of Loyalty

Faculty Achievements in Publication Soar

UO Business: The Magazine, Fall 2018

Distance Makes the Fan Grow Fonder

Customer Loyalty and Engagement

Analytics Symposium Success

Excellence In Service

Fall's New Faculty