Erasmus University Rotterdam

prof.dr. (Willem) W.J.M.I. Verbeke

prof.dr. (Willem) W.J.M.I. Verbeke

Professor of Sales and Account Management

Endowed Professor Erasmus School of Economics Business Economics
Location
Erasmus University Rotterdam
Room
H 15-25
Telephone
+31 10 4082812
Email
verbeke@ese.eur.nl

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Profile

Willem Verbeke is an endowed professor of sales and account management at the Erasmus School of Economics (ESE).

Professor Verbeke's research examines the applications of growth theory in marketing, the configural approach of sales organisations, emotions (especially self-conscious emotions) within marketing, network theory, and knowledge-based marketing.

His current focus is neuro-economics and fMRI and endocrinology-based research. His papers have appeared in every major marketing journal as well as major psychology and organization behavior journals.

Professor Verbeke is the founder of the Institute for Sales and Account Management, a market leader in sales education in the Netherlands. He has founded…

Willem Verbeke is an endowed professor of sales and account management at the Erasmus School of Economics (ESE).

Professor Verbeke's research examines the applications of growth theory in marketing, the configural approach of sales organisations, emotions (especially self-conscious emotions) within marketing, network theory, and knowledge-based marketing.

His current focus is neuro-economics and fMRI and endocrinology-based research. His papers have appeared in every major marketing journal as well as major psychology and organization behavior journals.

Professor Verbeke is the founder of the Institute for Sales and Account Management, a market leader in sales education in the Netherlands. He has founded courses in E-commerce and knowledge-based marketing as well in his latest focus, neuroeconomics.

He is the co-director and co-founder of Professional Capital, a firm that consults for knowledge-intensive firms in Europe.

He is regularly interviewed in the press including the major television and radio stations and the leading newspapers and magazines in the Netherlands.

        • W.J.M.I. Verbeke (2005). Het verkopen van kennis. Amsterdam: Pearson Education Benelux B.V.
        • W.J.M.I. Verbeke (2003). Succesvol shapen van keyaccounts. Amsterdam: Pearson Publications
        • W.J.M.I. Verbeke (2000). Sales and account management in an era of E-business. Rotterdam: Erasmus University Press
        • W.J.M.I. Verbeke & J. Nagy (2000). Adaptive and strategic account management (in Dutch). Alphen a/d Rijn: Samson
        • W.J.M.I. Verbeke & J. Nagy (2000). Adaptief en strategisch accountmanagement. Alphen aan de Rijn: Samsom

        • W.J.M.I. Verbeke & Q. lemar (2017). Doeltreffend Beïnvloeden. Utrecht: S2 Uitgevers
        • W.J.M.I. Verbeke & M. Colijn (2015). Ik begrijp waarom ik verkoop, dus ik verkoop beter. Den Haag: AcademicService
        • W.J.M.I. Verbeke, C. Baars & E. Hijsmans (2001). Ik netwerk dus ik besta. Deventer: Kluwer Jurische Uitgevers

        • R.P. Bagozzi & W.J.M.I. Verbeke (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
        • R.P. Bagozzi, W.J.M.I. Verbeke & F.D. Belschak (2009). 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
        • A. Kokkinaki, R. Dekker, M.B.M. de Koster, C. Pappis & W.J.M.I. Verbeke (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)
        • E. Verwaal, W.J.M.I. Verbeke & H.R. Commandeur (2002). Application Service Outsourcing: An Empirical Test of a Governance Value Analysis. In The proceedings of the EMAC 2002
        • W.J.M.I. Verbeke (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). -: -
        • S. Borghgraef & W.J.M.I. Verbeke (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
        • W.J.M.I. Verbeke, P. Farris & A.R. Thurik (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
        • W.J.M.I. Verbeke, S.E.W. van Droogenbroeck & H. Blokland (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
        • W.J.M.I. Verbeke, L.P. Bucklin & C. Ouwerkerk (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
        • L.P. Bucklin, C. Ouwerkerk & W.J.M.I. Verbeke (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
        • W.J.M.I. Verbeke (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.
        • S.E.W. van Droogenbroeck & W.J.M.I. Verbeke (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

      • F.D. Belschak, W.J.M.I. Verbeke & R.P. Bagozzi (2004). Coping with sales call anxiety and its effects on protective actions. (Intern rapport, ERIM Report Series Research in Management 2004, no 013-MKT). :
      • W.J.M.I. Verbeke, F.D. Belschak & R.P. Bagozzi (2004). The adaptive consequences of pride in personal selling. (Intern rapport, ERIM Report Series Research in Management 2004, no 012-MKT). :
      • W.J.M.I. Verbeke, F.D. Belschak, S.H.K. Wuyts & R.P. Bagozzi (2004). Account managers creation of social capital: communal and instrumental investments and performance implications. (Intern rapport, ERIM Report Series Research in Management 2004, no 011-MKT). :
      • W.J.M.I. Verbeke, F.D. Belschak & R.P. Bagozzi (2004). Exploring emotional competence: its effects on coping, social capital, and performance of salespeople. (Intern rapport, ERIM Report Series Research in Management 2004, no 014-ORG). :
      • E. Verwaal, W.J.M.I. Verbeke & H.R. Commandeur (2002). Value creation and value claiming in make-or-buy decsions: evidence from the application service industry. (Intern rapport, ERIM Report Series in Management 2002, no 90-STR). :
      • W.J.M.I. Verbeke, R. Pieters & M. Zeelenberg (1999). When salespeople lose face: Differential coping responses to customer-versus-manager-evoked shame. (Intern rapport, RIBES Report, no 9941). :
      • W.J.M.I. Verbeke, P.H.B.F. Franses, C. van Rhee & J. Verbeek (1998). The effect of self-colleaque-, and average-referenced goal difficulty on sales performance. (Intern rapport, RIBES Report, no 9820). :
      • W.J.M.I. Verbeke, G. Antonides & D.A. van der Linden (1998). Trust appraisal of a salesperson who displays ethically compromising behavior: The role of personality traits. (Intern rapport, RIBES report, no 9830). :
      • W.J.M.I. Verbeke, L.M. Sloot, H. Veldkamp & P. Farris (1998). Investigating the antecedents and effects of trust and commitment on resource allocations of key accounts in the FMCG industry. (Intern rapport, RIBES Report, no 9827). :
      • D. Klein & W.J.M.I. Verbeke (1998). Autonomic feedback in stressful environments: How do individual differences in automatic feedback relate to burnout, job performance, and job attitudes in salespeople? (Intern rapport, RIBES Report, no 9828). :
      • W.J.M.I. Verbeke, X. van Ginkel, S. Borghgraef & P. Farris (1998). An exploration of in-store brand commitment efforts: Implications for retailers and manufacurers. (Intern rapport, RIBES Report, no 9829). :
      • W.J.M.I. Verbeke, A.R. Thurik & P.H.B.F. Franses (1997). Consumers' responses to sequential out-of-stock contacts of a brand assortment. (Intern rapport, RIBES Report, no 9718). 3000 DR Rotterdam: ECONOMICS
      • P. Farris, P.H.B.F. Franses, A.R. Thurik & W.J.M.I. Verbeke (1997). Consumers' response to seqential out-of-stock contacts of a brand assortment. (Intern rapport, Discussion Paper, no R9718/M). : Tinbergen
      • W.J.M.I. Verbeke, M. Volgering & M. Hessels (1996). Exploring the conceptual expansion within the field of organzational behavior: Organizational climate and organizational culture. (Intern rapport, Discussion paper TI, no 96-150/6). :
      • W.J.M.I. Verbeke, D. Klein & J. Cacioppo (1996). Autonomic reactivity in stressful environments: How de individual differences in autonomic reactivity relate to burn-out, performance, and job attitutes of salespeople? (Intern rapport, Discussion paper TI, no 96-120/1). :
      • W.J.M.I. Verbeke, M. Hessels & D. van der Linden (1996). Attributions and consequences of trust: An application in a retail setting. (Intern rapport, Discussion paper TI, no 96-102/6). :
      • W.J.M.I. Verbeke & G. Antonides (1996). Trust in a sales environment. (Intern rapport, Report Series on Economic Psychology, no 144). :
      • S. Borghgraef, W.J.M.I. Verbeke & J. Singh (1995). Job performance and organizational citizenship behaviors of salespeople. (Intern rapport, Discussion Paper Tinbergen Institute, no 95-133). :
      • S. Borghgraef & W.J.M.I. Verbeke (1995). The effects of sales force control on job performance and organizational effectiveness. (Intern rapport, Discussion Paper, no R 9524/M). :
      • W.J.M.I. Verbeke, P. Farris & A.R. Thurik (1995). Consumer response to the prefered brand out-of stock situation. (Intern rapport, Discussion Paper Tinbergen Institute Rotterdam, no 95-188). :
      • W.J.M.I. Verbeke, L.M. Sloot & S. van Ginkel (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. (Extern rapport). Haarlem: Uitgeverij de Vrieseborch

      • W.J.M.I. Verbeke, S. Backus & S. van Rookhuijzen (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.

      • W.J.M.I. Verbeke, M.G.P. Hessels & M. Volgering (1996). Exploring the conceptual expansion within the field of organizational behavior: organizational climate and organizational culture.
      • W.J.M.I. Verbeke, M.G.P. Hessels & D. van der Linden (1996). Attributions and consequences of trust: an application in a retail setting.

  • Insight You

    Start date approval
    Mar/2013
    End date approval
    Is current
    Place
    ROTTERDAM
    Specialty
    Sales- en accountmanagement

    Professional Capital

    Start date approval
    May/2012
    End date approval
    Is current
    Place
    ROTTERDAM
    Specialty
    Sales- en accountmanagement

    Verbeke Consulting

    Start date approval
    Jan/2016
    End date approval
    Is current
    Place
    ROTTERDAM
    Specialty
    Sales- en accountmanagement

  • Neuromarketing

    Title
    Neuromarketing
    Year
    2018
    Year level
    (master)

    Sales & Account Management

    Title
    Sales & Account Management
    Year
    2018
    Year level
    (master)

    • Social Neuromarketing: The Role of Social Context in Measuring Advertising Effectiveness

      Rumen Pozharliev

      Social Neuromarketing: The Role of Social Context in Measuring Advertising Effectiveness

      2012 - 2017
    • Understanding Salesforce Behavior using Genetic Association Studies

      Wouter van den Berg

      Understanding Salesforce Behavior using Genetic Association Studies

      2008 - 2014
    • Neural Mechanisms Underlying Social Intelligence and Their Relationship with the Performance of Sales Managers

      Roeland Dietvorst

      Neural Mechanisms Underlying Social Intelligence and Their Relationship with the Performance of Sales Managers

      2006 - 2010

  • Endowed Professor

    University
    Erasmus University Rotterdam
    School
    Erasmus School of Economics
    Department
    Business Economics
    Country
    Nederland
    Telephone
    +31 10 4082812

Address

Visiting address

Burg. Oudlaan 50 3062 PA Rotterdam

Postal address

Postbus 1738 3000 DR Rotterdam