Nils Høgevold
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- Professor
- Institutt for markedsføring
- School of Communication, Leadership and Marketing
Background
Nils M. Høgevold is professor and associate dean for at Kristiania University College. He holds an MBA from the Thunderbird School of Global Management in Arizona, Professional Coach from the University of Toronto / Adler. At Kristiania University College he is responsible for Scandinavia's only college program in sales and sales management with about 600 students. He has previously been responsible for and developed subjects such as branding, market communication and marketing strategy. Today he focuses on the subjects sales, relationship building and sales management. Høgevold has published a number of articles in renowned international journals on relationship building within sales and on sustainable business strategy. He has previously worked in Freia/Kraft, SCA, Mølnlycke and Tjæreborg. As a partner and consultant in TradeMark his client list include a number of recognized Norwegian and international companies.
Areas of expertise
Employee details
Scientific Publications
- Rodríguez, Rocio, Roberts-Lombard, Mornay, Høgevold, Nils M. & Svensson, Göran (2024). Proposing a sales performance motivational framework for B2B sellers in services firms. European Research on Management and Business Economics. ISSN 2444-8834. 30(1) doi: 10.1016/j.iedeen.2023.100235
- Ferro-Sotto, Carlos, Padin, Carmen, Roberts-Lombard, Mornay, Svensson, Göran & Høgevold, Nils M. (2024). The role of conflict and opportunism on the duality of satisfaction in B2B sales relationships. European Business Review. ISSN 0955-534X. doi: 10.1108/EBR-06-2023-0189
- Høgevold, Nils M., Rodriguez, Rocio, Otero-Neira, Carmen & Svensson, Göran (2024). Framing antecedents of salesperson performance in B2B - model and findings. International Journal of procurement management. ISSN 1753-8432. 19(3) p 413-443. doi: 10.1504/IJPM.2024.137153
- Ferro-Soto, Carlos, Padín, Carmen, Svensson, Göran & Høgevold, Nils M. (2024). The sequential logic of quality constructs in sales business relationships: model and findings. International Journal of procurement management. ISSN 1753-8432. 19(4) p 473-498. doi: 10.1504/IJPM.2024.137325
- Høgevold, Nils M., Rodriguez, Rocio, Otero-Neira, Carmen & Svensson, Göran (2023). Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms. Benchmarking : An International Journal. ISSN 1463-5771. doi: 10.1108/BIJ-10-2021-0598
- Høgevold, Nils M., Rodriguez, Rocio, Svensson, Göran & Otero-Neira, Carmen (2023). Salespeople’s sales performance skills in B2B of services firms – a cross-industrial study. European Business Review. ISSN 0955-534X. doi: 10.1108/EBR-03-2023-0089
- Rodriguez, Rocio, Roberts-Lombard, Mornay, Høgevold, Nils M. & Svensson, Göran (2023). Business-to-Business sellers’ motivations in sales performance – A six-dimensional framework proposition. South African Journal of Economic and Management Sciences. ISSN 1015-8812. 26(1) doi: 10.4102/sajems.v26i1.4923
- Guan, Jyh-Liang, Lee, Tzong-Ru, Mostert, Pierre, Svensson, Göran & Høgevold, Nils M. (2023). A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships. Journal of Contemporary Marketing Science. ISSN 2516-7480. 6(1) p 46-63. doi: 10.1108/JCMARS-02-2022-0003
- Ferro-Soto, Carlos, Padin, Carmen, Svensson, Göran & Høgevold, Nils M. (2022). The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships. The journal of business & industrial marketing. ISSN 0885-8624. 38(1) p 235-251. doi: 10.1108/JBIM-02-2021-0076
- Høgevold, Nils M., Rodriguez, Rocio, Svensson, Göran & Roberts-Lombard, Mornay (2022). Validating the Sequential Logic of Quality Constructs in Seller-customer Business Relationships–Antecedents, Mediator and Outcomes. Journal of Business-to-Business Marketing. ISSN 1051-712X. 29(1) p 43-67. doi: 10.1080/1051712X.2022.2039480
- Rodriguez, Rocio, Roberts-Lombard, Mornay, Høgevold, Nils M. & Svensson, Göran (2022). Organisational and environmental indicators of B2B sellers’ sales performance in services firms. European Business Review. ISSN 0955-534X. 34(4) p 578-602. doi: 10.1108/EBR-05-2021-0123
- Rodriguez, Rocio, Høgevold, Nils M., Otero-Neira, Carmen & Svensson, Göran (2022). The direct effect of B2B sellers' skills on relative and absolute sales performance: a dual measurement approach. Journal of Organizational Change Management. ISSN 0953-4814. doi: 10.1108/JOCM-03-2022-0083
- Jyh-Liang, Guan, Lee, Tzong-Ru, Roberts-Lombard, Mornay, Svensson, Göran & Høgevold, Nils M. (2022). Exploring opportunism, conflict, noneconomic satisfaction and economic satisfaction in a B2B context - A buyer and seller perspective. South African Journal of Business Management. ISSN 2078-5585. 53(1) doi: 10.4102/sajbm.v53i1.3346
- Ferro-Soto, Carlos, Padin, Carmen, Mpinganjira, Mercy, Svensson, Göran & Høgevold, Nils M. (2022). The Influence of Economic and Non-Economic Satisfaction on Formalization, Specific Investments, and Dependence in B2B Relationships. Operations and Supply Chain Management. ISSN 1979-3561. 15(3) p 359-372. doi: 10.31387/oscm0500352
- Høgevold, Nils M., Svensson, Göran & Mpinganjira, Mercy (2021). A seller perspective on economic and non-economic satisfaction as precursors to formalisation, specific investments and dependence in business relationships. International Journal of Physical Distribution & Logistics Management. ISSN 0960-0035. 51(3) p 281-304. doi: 10.1108/IJPDLM-11-2019-0336
- Rodríguez, Rocío, Høgevold, Nils M., Otero-Neira, Carmen & Svensson, Göran (2021). A sequential logic model between sales performance and salesperson satisfaction in B2B markets. The journal of business & industrial marketing. ISSN 0885-8624. 37(1) p 180-194. doi: 10.1108/JBIM-09-2020-0422
- Høgevold, Nils M., Svensson, Göran, Mostert, Pierre & Zietsman, Mariëtte (2021). META-RELQUAL in business relationships: A sales perspective. International Journal of Business Excellence. ISSN 1756-0047. 23(4) p 472-497. doi: 10.1504/ijbex.2021.114717
- Høgevold, Nils M., Rodriguez, Rocio, Svensson, Göran & Roberts-Lombard, Mornay (2021). Organisational and environmental indicators of B2B sales performance. Marketing Intelligence & Planning. ISSN 0263-4503. 40(1) p 33-56. doi: 10.1108/MIP-03-2021-0100
- Guan, Jyh-Liang, Lee, Tzong-Ru, Otero-Neira, Carmen, Svensson, Göran & Høgevold, Nils M. (2021). Action and Social Alignment Constituents of Collaboration in B2B Relationships: Buyer and Seller Perspectives. Journal of Relationship Marketing. ISSN 1533-2667. doi: 10.1080/15332667.2021.1933876
- Høgevold, Nils M., Rodriguez, Rocio, Svensson, Göran & Otero-Neira, Carmen (2021). B to B Sellers’ Skill Level in Sales Performance–Frameworks and Findings. Journal of Business-to-Business Marketing. ISSN 1051-712X. 28(3) p 265-281. doi: 10.1080/1051712X.2021.1974169
- Høgevold, Nils, Svensson, Göran & Otero-Neira, Carmen (2020). Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective. The journal of business & industrial marketing. ISSN 0885-8624. doi: 10.1108/JBIM-03-2019-0118
- Høgevold, Nils, Svensson, Göran & Roberts-Lombard, Mornay (2020). Opportunism and Conflict as Precursors of Non-Economic and Economic Satisfaction Outcomes in Seller–Customer Business Relationships. Journal of Business-to-Business Marketing. ISSN 1051-712X. 27(4) p 375-395. doi: 10.1080/1051712X.2020.1831213
- Høgevold, Nils, Svensson, Göran, Mostert, Pierre & Zietsman, Mariette Louise (2020). Continuity, Coordination and Cooperation as Mediators between Economic and Non-Economic Satisfaction - A Sales Perspective. Journal of Business Economics and Management. ISSN 1611-1699. 21(6) p 1752-1773. doi: 10.3846/jbem.2020.13506
- Høgevold, Nils, Svensson, Göran & Roberts-Lombard, Mornay (2020). Antecedents and postcedents of satisfaction in seller-business relationships: positive and negative alter egos. European Business Review. ISSN 0955-534X. doi: 10.1108/EBR-04-2020-0108
- Høgevold, Nils M., Svensson, Göran & Mpinganjira, Mercy (2020). Precursors and Outcomes of Satisfaction in Seller-Customer Business Relationships: A Sales Perspective. International Journal of procurement management. ISSN 1753-8432. 13(4) p 531-552. doi: 10.1504/IJPM.2020.108620
- Ferro, Carlos, Padin, Carmen, Høgevold, Nils, Svensson, Göran & Sosa Varela, Juan Carlos (2019). Validating and expanding a framework of a triple bottom line dominant logic for business sustainability through time and across contexts. The journal of business & industrial marketing. ISSN 0885-8624. 34(1) p 95-116. doi: 10.1108/JBIM-07-2017-0181
- Rodriguez, Rocio, Svensson, Göran, Høgevold, Nils & Eriksson, David (2019). Factors and determinants of value- and business-driven sustainability initiatives in health care organizations: intrinsic differences and extrinsic similarities. Corporate Governance : The international journal of business in society. ISSN 1472-0701. 19(4) p 806-823. doi: 10.1108/CG-03-2019-0078
- Høgevold, Nils, Svensson, Göran & Otero-Neira, Carmen (2019). Validating action and social alignment constituents of collaboration in business relationships: A sales perspective. Marketing Intelligence & Planning. ISSN 0263-4503. doi: 10.1108/MIP-12-2018-0577
- Svensson, Göran, Ferro, Carlos, Høgevold, Nils, Padin, Carmen & Sosa Varela, Juan Carlos (2018). Developing a theory of focal company business sustainability efforts in connection with supply chain stakeholders. Supply chain management. ISSN 1359-8546. 23(1) p 16-32. doi: 10.1108/SCM-12-2015-0461
- Svensson, Göran, Ferro, Carlos, Høgevold, Nils, Padin, Carmen, Carlos Sosa Varela, Juan & Sarstedt, Marko (2018). Framing the triple bottom line approach: Direct and mediation effects between economic, social and environmental elements. Journal of Cleaner Production. ISSN 0959-6526. 197 p 972-991. doi: 10.1016/j.jclepro.2018.06.226
- Høgevold, Nils, Svensson, Göran, Rodriguez, Rocio & Eriksson, David (2018). Relative importance and priority of TBL elements on the corporate performance. Management of Environmental Quality (MEQ). ISSN 1477-7835. 30(3) p 609-623. doi: 10.1108/MEQ-04-2018-0069
- Ferro, Carlos, Padin, Carmen, Svensson, Göran, Sosa, Juan Carlos, Wagner, Beverly & Høgevold, Nils (2017). Validating a framework of stakeholders in connection to business sustainability efforts in supply chains. The journal of business & industrial marketing. ISSN 0885-8624. 32(1) p 124-137. doi: 10.1108/JBIM-12-2015-0253
- Høgevold, Nils, Svensson, Göran & Wagner, Beverly (2017). An Interactive Model of Driving Forces between TBL Elements – Empirical Findings. International Journal of Business Excellence. ISSN 1756-0047. 13(3) p 394-414. doi: 10.1504/IJBEX.2017.087233
- Padin, Carmen, Ferro, Carlos, Svensson, Göran, Høgevold, Nils, Sosa Varela, Juan Carlos & Wagner, Beverly (2017). Validating the Influence of Stakeholders and Sources when Implementing Business Sustainability Practices. International Journal of procurement management. ISSN 1753-8432. 10(2) p 248-265. doi: 10.1504/IJPM.2017.082793
- Svensson, Göran & Høgevold, Nils (2017). A Benchmarking Toolkit for Corporate Sustainable Development in Supply Chains
. Communications of the IIMA. ISSN 1543-5970. 15(2) FULLTEKST
- Høgevold, Nils, Svensson, Göran, Wagner, Beverly, Varela, Juan Carlos Sosa, Ferro, Carlos & Padin, Carmen (2016). Influence of stakeholders and sources when implementing business sustainability practices. International Journal of procurement management. ISSN 1753-8432. 9(2) p 146-165. doi: 10.1504/IJPM.2016.075261
- Svensson, Göran, Høgevold, Nils, Ferro, Carlos, Varela, Juan Carlos Sosa, Padin, Carmen & Wagner, Beverly (2016). A Triple Bottom Line Dominant Logic for Business Sustainability: Framework and Empirical Findings. Journal of Business-to-Business Marketing. ISSN 1051-712X. 23(2) p 153-188. doi: 10.1080/1051712X.2016.1169119
- Høgevold, Nils, Svensson, Göran, Padin, Carmen & Dos Santos, Maria (2016). A comparison of sustainable business models between goods and service industries: Similarities and differences. International Journal of Business Excellence. ISSN 1756-0047. 10(1) p 20-36. doi: 10.1504/IJBEX.2016.077616
- Svensson, Göran, Høgevold, Nils, Petzer, Danie, Padin, Carmen, Ferro, Carlos, Klopper, H.B., Varela, Juan Carlos Sosa & Wagner, Beverly (2016). Framing stakeholder considerations and business sustainability efforts: a construct, its dimensions and items. The journal of business & industrial marketing. ISSN 0885-8624. 31(2) p 287-300. doi: 10.1108/JBIM-05-2014-0094
- Høgevold, Nils & Svensson, Göran (2016). Framing the development and directions of business sustainability efforts. Corporate Governance : The international journal of business in society. ISSN 1472-0701. 16(4) p 709-725. doi: 10.1108/CG-11-2015-0148
- Padin, Carmen, Ferro, Carlos, Wagner, Beverly, Varela, Juan Carlos Sosa, Høgevold, Nils & Svensson, Göran (2016). Validating a triple bottom line construct and reasons for implementing sustainable business practices in companies and their business networks. Corporate Governance : The international journal of business in society. ISSN 1472-0701. 16(5) p 849-865. doi: 10.1108/CG-12-2015-0163
- Høgevold, Nils & Svensson, Göran (2016). Driving forces and interfaces between elements of triple bottom line - Findings and propositions of TBL management. International Journal of Logistics Systems and Management. ISSN 1742-7967. 25(3) p 391-407. doi: 10.1504/IJLSM.2016.079832
- Høgevold, Nils, Svensson, Göran, Wagner, Beverly, Klopper, H. B., Varela, Juan Carlos Sosa, Petzer, Daniel J., Ferro, Carlos & Padin, Carmen (2016). The Influence of Stakeholdes and Sources When Implementing Business Sustainability Practices. International Journal of procurement management. ISSN 1753-8432. 9(2) p 146-165. doi: 10.1504/ijpm.2016.075261
- Høgevold, Nils, Svensson, Göran, Klopper, H. B., Wagner, Beverly, Valera, Juan Carlos S., Padin, Carmen, Ferro, Carlos & Petzer, Daniel J. (2015). A triple bottom line construct and reasons for implementing sustainable business practices in companies and their business networks. Corporate Governance : The international journal of business in society. ISSN 1472-0701. 15(4) p 427-443. doi: 10.1108/CG-11-2014-0134
- Høgevold, Nils, Svensson, Göran & Padin, Carmen (2015). A sustainable business model in services: an assessment and validation. International Journal of Quality and Service Sciences. ISSN 1756-669X. 7(1) p 17-33. doi: 10.1108/IJQSS-09-2013-0037
- Dos Santos, Maria A. O., Svensson, Göran, Padin, Carmen & Høgevold, Nils (2015). Corporate risk exposure by implementing sustainable business practices - an African case. International Journal of Logistics Economics and Globalisation. ISSN 1741-5373. 6(3) p 179-251. doi: 10.1504/IJLEG.2015.073893
- Padin, Carmen, Svensson, Göran, Otero-Neira, Carmen & Høgevold, Nils (2015). New Aspects of Research to Assess and Manage Critical Incidents in Service Encounters. International Journal of Contemporary Hospitality Management. ISSN 0959-6119. 27(1) p 27 -51. doi: 10.1108/IJCHM-05-2013-0205
- Høgevold, Nils, Svensson, Göran, Wagner, Beverly, Petzer, Daniel J., Klopper, H. B., Valera, Juan Carlos S., Padin, Carmen & Ferro, Carlos (2014). Sustainable business models : Corporate reasons, economic effects, social boundaries, environmental actions and organizational challenges in sustainable business practices. Baltic Journal of Management. ISSN 1746-5265. 9(3) p 357-380. doi: 10.1108/BJM-09-2013-0147
- Payan, Janice M., Høgevold, Nils & Svensson, Göran (2012). A Review and Study of the Effect of Risk Aversion and Attributes of Study Abroad on the Future Likeliness to Study Abroad: A Study of US and Norwegian Undergraduate Marketing Students. Journal for Advancement of Marketing Education. ISSN 2326-3296. 20(3)
- Payan, Janice M., Svensson, Göran & Høgevold, Nils (2012). The Effect of Attributes of Study Abroad and Risk Aversion and on the Future Likelihood to Study Abroad: A Study of US and Norwegian Undergraduate Marketing Students. Journal for Advancement of Marketing Education. ISSN 2326-3296. 20(3) p 49-60.
- Høgevold, Nils & Svensson, Göran (2012). A business sustainability model: a European case study. The journal of business & industrial marketing. ISSN 0885-8624. 27(1-2) p 142-151. doi: 10.1108/08858621211197001
- Mysen, Tore, Svensson, Göran & Høgevold, Nils (2012). Relationship Quality-Relationship Value and Power Balance in Business Relationships: Descriptives and Propositions. Journal of Business-to-Business Marketing. ISSN 1051-712X. 19(3) p 248-285. doi: 10.1080/1051712X.2012.638469
- Høgevold, Nils (2011). A Corporate Effort Towards a Sustainable Business Model. A Case Study from the Norwegian Furniture Industry. European Business Review. ISSN 0955-534X. 23(4) p 392-400. doi: 10.1108/09555341111145771
- Mysen, Tore & Høgevold, Nils (2010). Hva skaper gode og dårlige relasjoner mellom kjeder og leverandører? Magma forskning og viten. ISSN 1500-0788. 13(2) p 63-70.
Dissemination
- Svensson, Göran, Payan, Janice M. & Høgevold, Nils (2013). Risk Aversion and Attributes of Study Abroad Programs Among Marketing Majors in The US and Norway: Validation of cross-cultural scales.
- Svensson, Göran, Wagner, B, Petzer, Daniel J., Padin, Carmen, Klopper, H. B., Sosa, Juan Carlos & Høgevold, Nils (2013). Business Sustainability Index - A research network and international research project.
- Svensson, Göran, Høgevold, Nils, Sosa, Juan Carlos, Padin, Carmen, Wagner, B, Petzer, Daniel J. & Klopper, H. B. (2013). international Research on Business Sustainability in Business Networks: Current status and future studies.
- Klopper, H. B., Petzer, Daniel J., Svensson, Göran, Wagner, B, Padin, Carmen, Sosa, Juan Carlos & Høgevold, Nils (2013). Business Sustainability Index - A research network and international research project.
- Svensson, Göran & Høgevold, Nils (2013). A Business Sustainability Model Applied in Services.
- Svensson, Göran, Sosa, Juan Carlos, Padin, Carmen, Ferro, Carlos, Høgevold, Nils, Wagner, B, Petzer, Daniel J. & Klopper, H. B. (2013). A Research Network and International Research Project on Business Sustainability.
- Svensson, Göran, Padin, Carmen, Sosa, Juan Carlos, Wagner, B, Petzer, Daniel J., Klopper, H. B. & Høgevold, Nils (2013). International Research on Business Sustainability in Business Networks: Current status and future studies.
- Svensson, Göran, Høgevold, Nils & Payan, Janice M. (2012). A Review and Cross-National Factor Analyses of Motivators and Deterrents to Study Abroad.
- Payan, Janice M., Svensson, Göran & Høgevold, Nils (2012). The Effect of Risk Aversion and Attributes of Study Abroad on the Future Likeliness to Study Abroad: A study of US and Norwegian Undergraduate Marketing Students.
- Payan, Janice M., Svensson, Göran & Høgevold, Nils (2012). Motivators and Deterrents to Study Abroad: A Study of USA, Norway and Swedish Undergraduate Marketing Majors.
- Høgevold, Nils & Svensson, Göran (2011). Implementation of a Sustainable Business Model - A Case Study.
- Høgevold, Nils, Mysen, Tore & Svensson, Göran (2010). Relationship Quality: Illustrations of Best and Worst.
- Mysen, Tore, Høgevold, Nils & Svensson, Göran (2010). Investigating Relationship Quality in Supply Chain Relationships: A Dyadic Exploratory Approach.
- Mysen, Tore, Høgevold, Nils & Svensson, Göran (2009). Best and Worst Relationship Quality in Power Asymmetric Supply Chain Relationships: A Dyadic, Exploratory Approach.
- Rodríguez, Rocio, Roberts-Lombard, Mornay, Høgevold, Nils M. & Svensson, Göran (2024). Proposing a sales performance motivational framework for B2B sellers in services firms. European Research on Management and Business Economics. ISSN 2444-8834. 30(1) doi: