prof. (Willem) WJMI Verbeke PhD

Professor of Sales and Account Management
- Location
- Burg. Oudlaan 50, Rotterdam
- Room
- H15-25
- Telephone
- +31 10 4081308
- verbeke@ese.eur.nl
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 courses in E-commerce…
*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, R.P. Bagozzi & F. Belschak (2018). Exploring the effect of attachment styles and winning or losing a status contest on testosterone levels. Frontiers in Psychology. doi: 10.3389/fpsyg.2018.01051
- W.J.M.I. Verbeke, T. Ein-Dor, M. Mokry & P. Vrtička (2018). Epigenetic modification of the oxytocin and glucocorticoid receptor genes is linked to attachment avoidance in young adults. ATTACHMENT & HUMAN DEVELOPMENT. doi: 10.1080/14616734.2018.1446451
- W.J.M.I. Verbeke, R. Pozharliev & R. Bagozzi (2017). Why Some People Just “Can’t Get No Satisfaction”: Secure versus Insecure Attachment Styles Affect One’s “Style of Being in the Social World. International Journal of Marketing Studies, 9 (2), 36. doi: 10.1007/s10902-016-9720-6
- L.E. Couwenberg, M.A.S. Boksem, R.C. Dietvorst, L. Worm, W.J.M.I. Verbeke & A. Smidts (2017). Neural Responses to Functional and Experiential Ad Appeals: Explaining Ad Effectiveness. International Journal of Research in Marketing, 34 (2), 355-366. doi: 10.1016/j.ijresmar.2016.10.005
- K.I.M. Rohde & W.J.M.I. Verbeke (2017). We like to see you in the gym—A field experiment on financial incentives for short and long term gym attendance. Journal of Economic Behavior and Organization, 134, 388-407. doi: 10.1016/j.jebo.2016.12.012
- R. Pozharliev, W.J.M.I. Verbeke & R. Bagozzi (2017). Social Consumer Neuroscience: Neurophysiological Measures of Advertising Effectiveness in a Social Context. Journal of Advertising, 46 (2), 351. doi: 10.1080/00913367.2017.1343162
- W.J.M.I. Verbeke & R. Pozharliev (2016). Preference Inferences from Eye-Related Cues in Sales-Consumer Settings: ERP Timing and Localization in Relation to Inferring Performance and Oxytocin Receptor (OXTR) Gene Polymorphisms. International Journal of Marketing Studies, 8 (4), 1-19. doi: 10.5539/ijms.v8n4p1
- W.J.M.I. Verbeke, R.P. Bagozzi & F. Belschak (2016). The role of status and leadership style in sales contests: A natural field experiment. Journal of Business Research, 69 (10), 4112-4120. doi: 10.1016/j.jbusres.2016.03.040
- W.J.M.I. Verbeke, R.P. bagozzi & F. Belschak (2016). Sales presentation anxiety, cortisol levels, self reports, and gene-gene interactions. Journal of Marketing Behavior, 2 (2-3), 225-252. doi: 10.1561/107.00000036
- R. Pozharliev, W.J.M.I. Verbeke, J.W. van Strien & R.P. Bagozzi (2015). Merely Being with You Increases my Attention to Luxury Products: Using EEG to understand consumers' Emotional Experience of Luxury Branded Products. Journal of Marketing Research, 52 (4), 546-558. doi: 10.1509/jmr.13.0560
- J. Delfgaauw, R. Dur, J.A. Non & W.J.M.I. Verbeke (2015). The Effects of Prize Spread and Noise in Elimination Tournaments: A Natural Field Experiment. Journal of Labor Economics, 33 (3), 521-569. doi: 10.1086/679670
- W.J.M.I. Verbeke, F.D. Belschak, R.P. Bagozzi & Y. de Rijke (2015). Postgame testosterone levels of individuals in team-based status games are affected by genetic makeup, gender, and winning versus losing. Journal of Neuroscience, Psychology, and Economics, 8 (3), 135-159. doi: 10.1037/npe0000041
- S. Puntoni, I.E. De Hooge & W.J.M.I. Verbeke (2015). Advertising-induced embarrassment. Journal of Advertising, 44 (1), 71-79. doi: 10.1080/00913367.2014.935899
- J. Delfgaauw, A.J. Dur, J.A. Non & W.J.M.I. Verbeke (2014). Dynamic Incentive Effects of Relative Performance Pay: A Field Experiment. Labour Economics, 28, 1-13.
- W.J.M.I. Verbeke, R. Pozharliev, J.W. van Strien, F.D. Belschak & R.P. Bagozzi (2014). I am resting but rest less well with you.” The moderating effect of anxious attachment style on alpha power during EEG resting state in a social context. Frontiers in Human Neuroscience, 8:486. doi: 10.3389/fnhum.2014.00486
- W.J.M.I. Verbeke, R.P. Bagozzi & W.E. Van Den Berg (2014). The Role of Attachment Styles in Regulating the Effects of Dopamine on the Behavior of Salespersons. Frontiers in Human Neuroscience, 8, 32. doi: 10.3389/fnhum.2014.00032
- A.A. Jong, W.J.M.I. Verbeke & E. Nijssen (2014). Introduction to Special Issue: Sales and Innovation. Journal of Product Innovation Management, 31 (4), 643-646. doi: 10.1111/jpim.12154
- W.E. van den Berg, W.J.M.I. Verbeke, R.P. Bagozzi, L. Worm, A.A. Jong & E. Nijssen (2014). Salespersons as Internal Knowledge Brokers and New Products Selling: Discovering the Link to Genetic Makeup. Journal of Product Innovation Management, 31 (4), 695-709. doi: 10.1111/jpim.12156
- J. Delfgaauw, R. Dur, J. Sol & W.J.M.I. Verbeke (2013). Tournament Incentives in the Field: Gender Differences in the Workplace. Journal of Labor Economics, 32 (2), 305-326. doi: 10.1086/667996
- W.J.M.I. Verbeke, R.P. Bagozzi, W. van den Berg & A. Lemmens (2013). Polymorphisms of the OXTR gene explain why sales professionals love to help customers. Frontiers in behavioral neuroscience, 7, 171. doi: 10.3389/fnbeh.2013.00171
- W.J.M.I. Verbeke, H.M.S. Dietz & E. Verwaal (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. doi: 10.1007/s11747-010-0211-8
- W.J.M.I. Verbeke, F.D. Belschak, R. Bagozzi & S.H.K. Wuyts (2011). Gaining Access to Intra-Firm Knowledge: An Internal Market Perspective on Knowledge Sharing. Human Performance, 24 (3), 205-230. doi: 10.1080/08959285.2011.580804
- R.P. Bagozzi, F.D. Belschak & W.J.M.I. Verbeke (2010). The role of emotional wisdom in salesperson's relationship with colleagues and customers. Psychology and Marketing, 27 (11), 1001-1031. doi: 10.1002/mar.20370
- E. Verwaal, H.R. Commandeur & W.J.M.I. Verbeke (2009). Value Creation and Value Claiming in Strategic Outsourcing Decisions: A Resource-Contingency Perspective. Journal of Management, 35 (2), 420-444. doi: 10.1177/0149206308328502
- R.C. Dietvorst, W.J.M.I. Verbeke, R.P. Bagozzi, C. Yoon, M. Smits & A. Van der lugt (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. doi: 10.1509/jmkr.46.5.653
- W.J.M.I. Verbeke, F.D. Belschak, A.B. Bakker & H.M.S. Dietz (2008). When intelligence is (dys)funtional for achieving sales performance. Journal of Marketing, 72 (4), 44-57. doi: 10.1509/jmkg.72.4.044
- W.J.M.I. Verbeke, P.H.B.F. Franses, A. Le Blanc & N. Van Ruiten (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. doi: 10.2753/JOA0091-3367370410
- W.J.M.I. Verbeke & S.H.K. Wuyts (2007). Moving in social circles-social circle membership and performance implications. Journal of Organizational Behavior, 28 (4), 357-379. doi: 10.1002/job.423
- F.D. Belschak, W.J.M.I. Verbeke & R.P. Bagozzi (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. doi: 10.1177/0092070306286535
- W.J.M.I. Verbeke, R.P. Bagozzi & P. Farris (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.
- E. Demerouti, W.J.M.I. Verbeke & A.B. Bakker (2005). Exploring the Relationship Between a Multidimensional and Multifaceted Burnout Concept and Self-Rated Performance. Journal of Management, 31 (2), 186-209. doi: 10.1177/0149206304271602
- A.B. Bakker, E. Demerouti & W.J.M.I. Verbeke (2004). Using the job demands - resources model to predict burnout and performance. Human Resource Management, 43 (1), 83-104. doi: 10.1002/hrm.20004
- W.J.M.I. Verbeke, F.D. Belschak & R.P. Bagozzi (2004). The adaptive consequences of pride in personal selling. Journal of the Academy of Marketing Science, 32 (4), 386-402. doi: 10.1177/0092070304267105
- F.D. Belschak & W.J.M.I. Verbeke (2004). Door trots gedreven: de effecten van trots op de prestaties van verkopers. Gedrag en Organisatie, 17 (6), 430-447.
- W.J.M.I. Verbeke & R.P. Bagozzi (2003). Exploring the role of self- and customer-provoked embarrassment in personal selling. International Journal of Research in Marketing, 20 (3), 233-258. doi: 10.1016/S0167-8116(03)00035-1
- R.P. Bagozzi, W.J.M.I. Verbeke & J.C. Gavino Jr. (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. doi: 10.1037/0021-9010.88.2.219
- W.J.M.I. Verbeke & R.P. Bagozzi (2002). A situational analysis of how salespeople experience and cope with shame and embarrassment. Psychology and Marketing, 19, 713-741. doi: 10.1002/mar.10032
- P.R. Dickson, P.W. Farris & W.J.M.I. Verbeke (2001). Dynamic strategic thinking. Journal of the Academy of Marketing Science, 29 (3), 216-237. doi: 10.1177/03079459994605
- S. Borghgraef, M.P. van Ginkel, P. Farris & W.J.M.I. Verbeke (2000). The in-store-brand-commitment scale. International Review of Retail, Distribution and Consumer Research, 11, 23-41.
- W.J.M.I. Verbeke (2000). A revision of Hofstede et al's (1990) organizational practices scales. Journal of Organizational Behavior, 21 (5), 587-602. doi: 10.1002/1099-1379(200008
- W.J.M.I. Verbeke & R.P. Bagozzi (2000). Sales call anxiety: Exploring what it means when fear rules a sales encouter. Journal of Marketing, 64 (3), 88-101.
- D. Klein & W.J.M.I. Verbeke (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. doi: 10.1037/0021-9010.84.6.911
- P. Farris, W.J.M.I. Verbeke, P.M. Dickson & M.P.C. van Nierop (1998). Path dependencies and the long-term effects of routinized marketing decision. Marketing Letters, 9, 247-268.
- W.J.M.I. Verbeke, M. Volgering & M. Hessels (1998). Exploring the conceptual expansion within the field of organizational behaviour: Organizational climate and organizational culture. Journal of Management Studies, 35, 303-329.
- W.J.M.I. Verbeke, P. Farris & A.R. Thurik (1998). Consumer response to the preferred brand out-of-stock situation. European Journal of Marketing, 32 (11/12), 1008-1028.
- W.J.M.I. Verbeke, C. Ouwerkerk & E. Peelen (1997). Exploring contextual and individual factors on ethical decisionmaking of salespeople. Journal of Business Ethics, 15, 1175-1187.
- W.J.M.I. Verbeke (1997). Individual differences in emotional contagion of salespersons: Its effect on performance and burnout. Psychology and Marketing, 14, 617-636.
- W.J.M.I. Verbeke, J. Herche & M. Swenson (1997). Personal selling constructs and measures: emic and ethic approaches to cross national research. European Journal of Marketing, 30 (7), 83-97.
- P. Farris, A.R. Thurik & W.J.M.I. Verbeke (1997). The acid test of brand loyalty: Consumer response to out-of-stocks for their favorite brands. Journal of Brand Management, 5, 43-52.
- W.J.M.I. Verbeke (1997). Individual differences in emotional contagion of salespersons: Its effect on performance and burn-out. Psychology and Marketing, 14, 399-419.
- W.J.M.I. Verbeke, C. Ouwerkerk & E. Peelen (1996). Exploring the contextual and individual factors on ethical decision making of salespeople. Journal of Business Ethics, 15, 1175-1187.
- C. Ouwerkerk, W.J.M.I. Verbeke, H. Hovingh & E. Peelen (1996). Retailers' and manufactures' perceptions of the temporary display. Journal of Marketing Channels, 6, 1-16.
- W.J.M.I. Verbeke & E. Peelen (1996). Naar een nieuwe verkoopstrategie: De nieuwe zakelijkheid. Holland Management Review, 47, 81-86.
- J. Singh, W.J.M.I. Verbeke & G. Rhoads (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.
- J. Herche, M. Swenson & W.J.M.I. Verbeke (1996). Personal selling constructs and measures: Emic versus etic approaches to cross-national research. European Journal of Marketing, 30, 83-97.
- S. van Rookhuijzen, W.J.M.I. Verbeke & J. Dekkers (1996). Aangestoken door emoties. Psychologie (Lisse), 15, 46-48.
- W.J.M.I. Verbeke, E. Peelen & R. Brand (1995). Consumers engaged in a member-gets-member campaign: an agency perspective. Journal of Marketing Communications, 1, 175-192.
- C. Ouwerkerk & W.J.M.I. Verbeke (1994). De prestaties van een verkoper: een analyse. MAB, 68 (3), 140-149.
- W.J.M.I. Verbeke (1994). Personality characteristics that predict effective performance of salespeople. Scandinavian Journal of Management, 10 (1), 49-57.
- W.J.M.I. Verbeke, J. Singh & G. Rhoads (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.
- 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 & J. Nagy (2000). Adaptive and strategic account management (in Dutch). Alphen a/d Rijn: Samson
- 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). 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
- 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
- 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)
- 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
- R.P. Bagozzi & W.J.M.I. Verbeke (2014). Biomarketing: An emerging paradigm linking neuroscience, endocrinology, and genetics tobuyer-seller behavior. In Luiz Moutinho, Enrique Bigné & Ajay.K. Manrai (Eds.), The Routledge Companion to the Future of Marketing (pp. 107-133). London: Routledge
- 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 & 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). :
- 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, 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). :
- 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.
Verbeke Consulting
- Start date approval
- Jul/2019
- End date approval
- Jul/2022
- Place
- ROTTERDAM
- Description
- kennis ontwikkeling - voordachten
Sales & Account Management
- Title
- Sales & Account Management
- Year
- 2019
- Year level
- (master)
-
Rumen Pozharliev
Social Neuromarketing: The Role of Social Context in Measuring Advertising Effectiveness
-
Wouter van den Berg
Understanding Salesforce Behavior using Genetic Association Studies
-
Roeland Dietvorst
Neural Mechanisms Underlying Social Intelligence and Their Relationship with the Performance of Sales Managers
-
Endowed Professor
- University
- Erasmus University Rotterdam
- School
- Erasmus School of Economics
- Department
- Business Economics
- Country
- The Netherlands
- Telephone
- +31 10 4081308