Scientific Award for Prof. Holger Ernst

The Eli Jones Long-Term Impact Award 2024 was awarded to Prof. Holger Ernst and his co-authors Prof. Wayne Hoyer and Dr. Rübsaamen for their article "Sales, Marketing, and Research-and-Development Cooperation across New Product Development Stages: Implications for Success", published in the Journal of Marketing (2010, Volume 74(5), P. 80-92; Link).

Prof. Ernst and his co-authors investigated the impact of cross-functional cooperation between sales, marketing and research & development (R&D) departments on the performance of new product development projects. They discovered that the cooperation between sales and R&D and between sales and marketing has a significant positive impact on the overall success of NPD projects and that this effect varies across different stages. The cooperation of Sales with R&D and Marketing in the early stages of the NPD project has a particularly strong and positive impact on subsequent innovation performance.

The prize is awarded annually to authors whose outstanding publications have achieved a long-term influence (over 10 to 15 years) on the Marketing, Sales and Selling management literature. To be considered for selection, the article must be published in a high-ranking (A+) journal, such as the Journal of Marketing, Journal of Marketing Research, Marketing Science, Journal of the Academy of Marketing Science, and Journal of Personal Selling and Sales Management. The 25 best articles from these journals are selected based on the following criteria: quality of contribution to theory and practice, originality, number of citations, technical competence, and impact on the field of “Professional Selling and Sales Management”. Finally, the best of these 25 articles and, hence, the winner is selected by the high-profile Award Committee.

Eli Jones and the Reynolds and Reynolds Sales Leadership Institute at Texas A&M University sponsor the Eli Jones Article Award for Long-Term Impact competition. We congratulate Prof. Holger Ernst and his co-authors for receiving this very prestigious award.