No positions found

No positions found

• Bagozzi, R.P., Verbeke, W.J.M.I., Van De Berg, W.E., Rietdijk, W.J.R., Dietvorst, R.C. & Worm, L. (2012). Genetic and neurological foundations of customer orientation: field and experimental evidence. Journal of the Academy of Marketing Science.
• Puntoni, S., De Hooge, I.E. & Verbeke, W.J.M.I. (2012). Embarrassment without agency: A theory of ad-induced embarrassment. International Journal of Research in Marketing, submitted.
• Schraa-Tam, C.K.L., Rietdijk, W.J.R., Verbeke, W.J.M.I., Dietvorst, R.C., Berg, W.E. van den, Bagozzi, R.P. & Zeeuw, C.I. de (2012). fMRI Activities in the Emotional Cerebellum: A Preference for Negative Stimuli and Goal-Directed Behavior. The Cerebellum, 11(1), 233-245.
• Van Den Berg, W.E., Rietdijk, W.J.R., Verbeke, W.J.M.I., Bagozzi, R.P., DeJong, A. & Nijssen, E. (2012). How salespeople act as knowledge brokers for new products: the link to genetic makeup. In 41th European Marketing Academy Conference, Lisbon, Portugal.
• Verbeke, W.J.M.I., Dietz, H.M.S. & Verwaal, E. (2011). Drivers of Sales Performance: A Contemporary Meta-Analysis. Have salespeople become knowledge brokers? Journal of the Academy of Marketing Science, 39(3), 407-428.
• Bagozzi, R.P. & Verbeke, W.J.M.I. (2011). Looking in the Mind of the Manager: Neuroscientific Evidence. In K. Cameron & G. Spreitzer (Eds.), The Oxford Handbook of Positive Organizational Scholarship. Oxford: Oxford University Press.
• Verbeke, W.J.M.I., Rietdijk, W.J.R., Berg, W.E. van den, Dietvorst, R.C., Worm, L. & Bagozzi, R.P. (2011). The Making of the Machiavellian Brain: A Structural MRI Analysis. Journal of Neuroscience, Psychology, and Economics, 4(4), 205-216.
• Bagozzi, R.P., Belschak, F.D. & Verbeke, W.J.M.I. (2010). The role of emotional wisdom in salesperson's relationship with colleagues and customers. Psychology and Marketing, 27(11), 1001-1031.
• Verbeke, W.J.M.I., Belschak, F.D., Bagozzi, Rick & Wuyts, S.H.K. (2010). Gaining Access to Intra-Firm Knowledge: An Internal Market Perspective on Knowledge Sharing (forthcoming). Human Performance.
• Bagozzi, R.P., Verbeke, W.J.M.I. & Belschak, F.D. (). Self-conscious emotions as emotional systems: the role of culture in shame and pride systems. In R.S. Wyer, C.Y. Chiu & Y.Y. Hong (Eds.), Understanding culture: theory, research, and application (pp. 393-410). New York: Psychology Press.
• Verwaal, E., Commandeur, H.R. & Verbeke, W.J.M.I. (2009). Value Creation and Value Claiming in Strategic Outsourcing Decisions: A Resource-Contingency Perspective. Journal of Management, 35(2), 420-444.
• Dietvorst, R.C., Verbeke, W.J.M.I., Bagozzi, R.P., Yoon, Carolyn, Smits, Marion & Van der lugt, Aad (2009). A sales force-specific theory of mind-scale: tests of its validity by classical methods and functional magnetic resonance imaging. Journal of Marketing Research, 46(5), 653-668.
• Verbeke, W.J.M.I., Belschak, F.D., Bakker, A.B. & Dietz, H.M.S. (2008). When intelligence is (dys)funtional for achieving sales performance. Journal of Marketing, 72(4), 44-57.
• Verbeke, W.J.M.I., Franses, P.H.B.F., Le Blanc, A. & Van Ruiten, N. (2008). Finding the keys to creativity in ad agencies. Using climate, dispersion, and size to examine award performance. Journal of Advertising, 37(4), 121-130.
• Verbeke, W.J.M.I. & Wuyts, S.H.K. (2007). Moving in social circles-social circle membership and performance implications. Journal of Organizational Behavior, 28(4), 357-379.
• Belschak, F.D., Verbeke, W.J.M.I. & Bagozzi, R.P. (2006). Coping with sales call anxiety: the role of sale perseverance and task concentration strategies. Journal of the Academy of Marketing Science, 34(3), 403-418.
• Verbeke, W.J.M.I., Bagozzi, R.P. & Farris, P. (2006). The role of key account programs, trust, and brand strenght on resource allocation in the channel of distribution. European Journal of Marketing, 40(5/6), 502-532.
• Demerouti, E., Verbeke, W.J.M.I. & Bakker, A.B. (2005). Exploring the Relationship Between a Multidimensional and Multifaceted Burnout Concept and Self-Rated Performance. Journal of Management, 31(2), 186-209.
• Verbeke, W.J.M.I. (2005). Het verkopen van kennis. Amsterdam: Pearson Education Benelux B.V..
• Belschak, F.D. & Verbeke, W.J.M.I. (2004). Door trots gedreven: de effecten van trots op de prestaties van verkopers. Gedrag en Organisatie, 17(6), 430-447.
• Verbeke, W.J.M.I., Belschak, F.D. & Bagozzi, R.P. (2004). The adaptive consequences of pride in personal selling. Journal of the Academy of Marketing Science, 32(4), 386-402.
• Belschak, F.D., Verbeke, W.J.M.I. & Bagozzi, R.P. (2004). Coping with sales call anxiety and its effects on protective actions. (ERIM Report Series Research in Management 2004013-MKT ). : .
• Verbeke, W.J.M.I., Belschak, F.D. & Bagozzi, R.P. (2004). Exploring emotional competence: its effects on coping, social capital, and performance of salespeople. (ERIM Report Series Research in Management 2004014-ORG ). : .
• Verbeke, W.J.M.I., Belschak, F.D. & Bagozzi, R.P. (2004). The adaptive consequences of pride in personal selling. (ERIM Report Series Research in Management 2004012-MKT ). : .
• Verbeke, W.J.M.I., Belschak, F.D., Wuyts, S.H.K. & Bagozzi, R.P. (2004). Account managers creation of social capital: communal and instrumental investments and performance implications. (ERIM Report Series Research in Management 2004011-MKT ). : .
• Bakker, A.B., Demerouti, E. & Verbeke, W.J.M.I. (2004). Using the job demands - resources model to predict burnout and performance. Human Resource Management, 43(1), 83-104.
• Bagozzi, R.P., Verbeke, W.J.M.I. & Gavino Jr., J.C. (2003). Culture moderates the self-regulation of shame and its effects on performance: the case of salespersons in the Netherlands and the Philippines. Journal of Applied Psychology, 88(2), 219-233.
• Verbeke, W.J.M.I. & Bagozzi, R.P. (2003). Exploring the role of self- and customer-provoked embarrassment in personal selling. International Journal of Research in Marketing, 20(3), 233-258.
• Verbeke, W.J.M.I. (2003). Succesvol shapen van keyaccounts. Amsterdam: Pearson Publications.
• Verbeke, W.J.M.I. & Bagozzi, R.P. (2002). A situational analysis of how salespeople experience and cope with shame and embarrassment. Psychology and Marketing, 19, 713-741.
• Verwaal, E., Verbeke, W.J.M.I. & Commandeur, H.R. (2002). Value creation and value claiming in make-or-buy decsions: evidence from the application service industry. (ERIM Report Series in Management 200290-STR ). : .
• Kokkinaki, A.-I., Dekker, R., Koster, René de, Pappis, C. & Verbeke, W.J.M.I. (2002). E-business models for reverse logistics: contributions and challenges. In B. Werner (Ed.), Proceedings of the International Conference on Information Technology: Coding and Computing, April 8-10 (pp. 470-476). Las Vegas: IEEE Computer Society (ITCC).
• Verwaal, E., Verbeke, W.J.M.I. & Commandeur, H. (2002). Application Service Outsourcing: An Empirical Test of a Governance Value Analysis. In The proceedings of the EMAC 2002.
• Dickson, P.R., Farris, P.W. & Verbeke, W.J.M.I. (2001). Dynamic strategic thinking. Journal of the Academy of Marketing Science, 29(3), 216-237.
• Verbeke, W.J.M.I. (). Sales and account management in an era of E-business. Rotterdam: Erasmus University Press.
• Borghgraef, S., Ginkel, M.P. van, Farris, P. & Verbeke, W.J.M.I. (2000). The in-store-brand-commitment scale. International Review of Retail, Distribution and Consumer Research, 11, 23-41.
• Verbeke, W.J.M.I. & Nagy, J. (). Adaptive and strategic account management (in Dutch). Alphen a/d Rijn: Samson.
• Verbeke, W.J.M.I. & Bagozzi, R.P. (2000). Sales call anxiety: Exploring what it means when fear rules a sales encouter. Journal of Marketing, 64, 88-101.
• Verbeke, W.J.M.I. (2000). A revision of Hofstede et al's (1990) organizational practices scales. Journal of Organizational Behavior, 21, 587-602.
• Verbeke, W.J.M.I. & Nagy, J. (2000). Adaptief en strategisch accountmanagement. Alphen aan de Rijn: Samsom.
• Klein, D. & Verbeke, W.J.M.I. (1999). Autonomic Feedback in Stressful Environments: How do Individual Differences in Autonomic Feedback Relate to Burnout, Job Performance, and Job Attitudes in Salespeople? Journal of Applied Psychology, 84, 911-924.
• Verbeke, W.J.M.I., Pieters, R. & Zeelenberg, M. (1999). When salespeople lose face: Differential coping responses to customer-versus-manager-evoked shame. (RIBES Report9941 ). : .
• Verbeke, W.J.M.I., Farris, P. & Thurik, A.R. (1998). Consumer response to the preferred brand out-of-stock situation. European Journal of Marketing, 32(11/12), 1008-1028.
• Farris, P., Verbeke, W.J.M.I., Dickson, P.M. & Nierop, M.P.C. van (1998). Path dependencies and the long-term effects of routinized marketing decision. Marketing Letters, 9, 247-268.
• Verbeke, W.J.M.I., Volgering, M. & Hessels, M. (1998). Exploring the conceptual expansion within the field of organizational behaviour: Organizational climate and organizational culture. Journal of Management Studies, 35, 303-329.
• Verbeke, W.J.M.I., Antonides, G. & Linden, D.A. van der (1998). Trust appraisal of a salesperson who displays ethically compromising behavior: The role of personality traits. (RIBES report9830 ). : .
• Verbeke, W.J.M.I., Franses, P.H.B.F., Rhee, C. van & Verbeek, J. (1998). The effect of self-colleaque-, and average-referenced goal difficulty on sales performance. (RIBES Report9820 ). : .
• Verbeke, W.J.M.I., Ginkel, X. van, Borghgraef, S. & Farris, P. (1998). An exploration of in-store brand commitment efforts: Implications for retailers and manufacurers. (RIBES Report9829 ). : .
• Klein, D. & Verbeke, W.J.M.I. (1998). Autonomic feedback in stressful environments: How do individual differences in automatic feedback relate to burnout, job performance, and job attitudes in salespeople? (RIBES Report9828 ). : .
• Verbeke, W.J.M.I., Sloot, L.M., Veldkamp, H. & Farris, P. (1998). Investigating the antecedents and effects of trust and commitment on resource allocations of key accounts in the FMCG industry. (RIBES Report9827 ). : .
• Verbeke, W.J.M.I., Thurik, A.R. & Franses, P.H.B.F. (1997). Consumers' responses to sequential out-of-stock contacts of a brand assortment. (RIBES Report9718 ). 3000 DR Rotterdam: ECONOMICS.
• Verbeke, W.J.M.I. (1997). Individual differences in emotional contagion of salespersons: Its effect on performance and burn-out. Psychology and Marketing, 14, 399-419.
• Farris, P., Thurik, A.R. & Verbeke, W.J.M.I. (1997). The acid test of brand loyalty: Consumer response to out-of-stocks for their favorite brands. The Journal of Brand Management, 5, 43-52.
• Verbeke, W.J.M.I. (1997). The vertrouwensprocess bij consumenten binnen een winkelomgeving: De constructie van een nomologisch netwerk. In A.E. Bronner, P. Ester, A.J. Oliver, W.F. van Raaij, M. Weedel & B. Wierenga (Eds.), Jaarboek voor marktonderzoekers (pp. 227-240). -: -.
• Verbeke, W.J.M.I. (1997). Individual differences in emotional contagion of salespersons: Its effect on performance and burnout. Psychology and Marketing, 14, 617-636.
• Verbeke, W.J.M.I., Ouwerkerk, C. & Peelen, E. (1997). Exploring contextual and individual factors on ethical decisionmaking of salespeople. Journal of Business Ethics, 15, 1175-1187.
• Borghgraef, S. & Verbeke, W.J.M.I. (1997). An empirical test of the consequences of different organizational control systems on individual and organizational level variables. In E. Wilson & J. Hair (Eds.), Development in Marketing Science, Vol. XX (pp. 185-188). Florida: Academy of Marketing Science: Coral Gables.
• Farris, P., Franses, P.H.B.F., Thurik, A.R. & Verbeke, W.J.M.I. (1997). Consumers' response to seqential out-of-stock contacts of a brand assortment. (Discussion PaperR9718/M ). : Tinbergen.
• Verbeke, W.J.M.I., Herche, J. & Swenson, M. (1997). Personal selling constructs and measures: emic and ethic approaches to cross national research. European Journal of Marketing, 30(7), 83-97.
• Herche, J., Swenson, M. & Verbeke, W.J.M.I. (1996). Personal selling constructs and measures: Emic versus etic approaches to cross-national research. European Journal of Marketing, 30, 83-97.
• Verbeke, W.J.M.I., Ouwerkerk, C. & Peelen, E. (1996). Exploring the contextual and individual factors on ethical decision making of salespeople. Journal of Business Ethics, 15, 1175-1187.
• Ouwerkerk, C., Verbeke, W.J.M.I., Hovingh, H. & Peelen, E. (1996). Retailers' and manufactures' perceptions of the temporary display. Journal of Marketing Channels, 6, 1-16.
• Rookhuijzen, S. van, Verbeke, W.J.M.I. & Dekkers, J. (1996). Aangestoken door emoties. Psychologie (Lisse), 15, 46-48.
• Verbeke, W.J.M.I., Volgering, M. & Hessels, M. (1996). Exploring the conceptual expansion within the field of organzational behavior: Organizational climate and organizational culture. (Discussion paper TI96-150/6 ). : .
• Verbeke, W.J.M.I., Klein, D. & Cacioppo, J. (1996). Autonomic reactivity in stressful environments: How de individual differences in autonomic reactivity relate to burn-out, performance, and job attitutes of salespeople? (Discussion paper TI96-120/1 ). : .
• Verbeke, W.J.M.I., Hessels, M. & Linden, D. van der (1996). Attributions and consequences of trust: An application in a retail setting. (Discussion paper TI96-102/6 ). : .
• Verbeke, W.J.M.I. & Antonides, G. (1996). Trust in a sales environment. (Report Series on Economic Psychology144 ). : .
• Singh, J., Verbeke, W.J.M.I. & Rhoads, G. (1996). Do organizational practices matter in role stress processes? A study of direct and moderating effects for marketing-oriented boundary spanners. Journal of Marketing, 60, 69-86.
• Verbeke, W.J.M.I. & Peelen, E. (1996). Naar een nieuwe verkoopstrategie: De nieuwe zakelijkheid. Holland Management Review, 47, 81-86.
• Verbeke, W.J.M.I., Farris, P. & Thurik, A.R. (1995). Consumer response to the prefered brand out-of stock situation. (Discussion Paper Tinbergen Institute Rotterdam95-188 ). : .
• Borghgraef, S. & Verbeke, W.J.M.I. (1995). The effects of sales force control on job performance and organizational effectiveness. (Discussion PaperR 9524/M ). : .
• Verbeke, W.J.M.I., Droogenbroeck, S.E.W. van & Blokland, H. (1995). Het operationaliseren van valideren van Aakers (1991 model van Merkentrouw). In , Vriesenborch (Ed.), Recente Ontwikkelingen in het Marktonderzoek Jaarboek 1995-1996 (pp. 67-73). Haarlem: De vrieseborch.
• Borghgraef, S., Verbeke, W.J.M.I. & Singh, J. (1995). Job performance and organizational citizenship behaviors of salespeople. (Discussion Paper Tinbergen Institute95-133 ). : .
• Verbeke, W.J.M.I., Peelen, E. & Brand, R. (1995). Consumers engaged in a member-gets-member campaign: an agency perspective. Journal of Marketing Communications, 1, 175-192.
• Verbeke, W.J.M.I., Farris, P. & Thurik, A.R. (1995). An analysis of consumer reactions to an out-of-stock experiment. In R. Gomes (Ed.), Development in Marketing Science (18) (pp. 275-275). USA: American Marketing Academy.
• Bucklin, L.P., Ouwerkerk, C. & Verbeke, W.J.M.I. (1994). The Effect of Reward Power and Commitment upon reseller Behavior. In J. Bloemer, J. Lemmink & H. Kasper (Eds.), Marketing: Its Dynamics and Challenges: Proceedings of the 23rd Annual Conference of the European Marketing Academy, Maastricht, the Netherlands, May 17-20, 1994 (pp. 1231-1233). Maastricht: University of Limburg.
• Ouwerkerk, C. & Verbeke, W.J.M.I. (1994). De prestaties van een verkoper: een analyse. MAB, 68(3), 140-149.
• Verbeke, W.J.M.I. (1994). Personality characteristics that predict effective performance of salespeople. Scandinavian Journal of Management, 10(1), 49-57.
• Droogenbroeck, S.E.W. van & Verbeke, W.J.M.I. (1994). Testing the Brown and Peterson model in an international context. In J. Bloemer, J. Lemmink & H. Kasper (Eds.), Marketing: its dynamics and challenges. Proceedings of the 23rd EMAC conference (pp. 1263-1265). Maastricht: Rijksuniversiteit Limburg.
• Verbeke, W.J.M.I. (1994). Advertisers do not persuade consumers (reprint uit International Journal of Advertising, 1992, 11. In M.P. McElreath & P.W. Miller (Eds.), Introduction to public relations and advertising (pp. 1-13). @: Gin Press..
• Verbeke, W.J.M.I., Sloot, L.M. & Ginkel, S. van (1994). Het ontwikkelen van een out-of stock schaal en het voorspellen van een out-of-stock gedrag. Jaarboek 1994-1995 Nederlandse Vereniging van Marktonderzoekers, NVvM. Haarlem: Uitgeverij de Vrieseborch.
• Verbeke, W.J.M.I., Bucklin, L.P. & Ouwerkerk, C. (1994). The effect of reward power and commiment upon reseller behavior. In J. Bloemer, J. Lemmink & H. Kasper (Eds.), Marketing: its dynamics and challenges. Proceedings of the 23rd EMAC conference (pp. 1231-1233). Mastricht: Rijkuniversiteit Limburg.

• Verbeke, W.J.M.I., Baars, C. & Hijsmans, E. (2001). Ik netwerk dus ik besta. Deventer: Kluwer Jurische Uitgevers.
• Verbeke, W.J.M.I., Singh, J. & Rhoads, G. (1997). Do organizational practices matter in role stress processes? A study of direct and moderating effects for marketing oriented boundary spanners. Journal of Marketing, 60, 69-86.

• Verbeke, W.J.M.I., Hessels, M.G.P. & Volgering, M. (). Exploring the conceptual expansion within the field of organizational behavior: organizational climate and organizational culture.
• Verbeke, W.J.M.I., Hessels, M.G.P. & Linden, D. van der (). Attributions and consequences of trust: an application in a retail setting.

• Verbeke, W.J.M.I., Backus, S. & Rookhuijzen, S. van (1996, mei 16). Emotional contagion: an asset or a liability in sales. Cergy-Pontoise, France, Marketing Today and for the 21st century, pp. 2065-2069.