dr. (Erik) EA Waltre, MSc


I am a fourth year PhD candidate in Organizational Behavior at Rotterdam School of Management (RSM), Erasmus University, where I expect to graduate in summer 2020. I dedicate my PhD to investigating the unique demands that leaders in sales- and service-contexts are facing. Starting from the observation that employees in the sales and service-sector are prone to experience rejection and failure, I investigate what leaders in sales and service-sector can do to help employees overcome failure, rejection, and negative emotions. This line of thinking has taken me down two main paths. The first one has to do with transparency and social comparison, where I am interested in what leaders can do to navigate the social comparisons that abound in a transparent context. The second one has to do with negative events in the workplace, and what leaders can do to support employees who experience failure and rejection. I collaborate closely with companies to test and validate my research. My ongoing work has been presented at the Academy of Management Annual Meeting, and the Global Sales Science Institute. During my years at RSM, I have had the opportunity to teach on the bachelor level, master level, as well as to executives. I have given classes in both OB (Bachelor) and HRM (Master). I have also taught workshops for executives in sales leadership.

Keywords: leadership, sales, service, performance

Time frame: 2015-

Rotterdam School of Management, Erasmus University

Visiting fellow | Department of Organisation and Personnel Management
Burg. Oudlaan 50, Rotterdam

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