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

Endowed Professor
Erasmus School of Economics
Erasmus University Rotterdam
Member ERIM
Field: Marketing
Affiliated since 1999

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.

  • Puntoni, S., De Hooge, I.E. & Verbeke, W.J.M.I. (2015). Advertising-induced embarrassment. Journal of Advertising, Accepted. doi: http://dx.doi.org/10.1080/00913367.2014.935899
  • Delfgaauw, J., Dur, R., Non, J.A. & Verbeke, W.J.M.I. (2015). The Effects of Prize Spread and Noise in Elimination Tournaments: A Natural Field Experiment. Journal of Labor Economics, Accepted.
  • Jong, A.A., Verbeke, W.J.M.I. & Nijssen, E. (2014). Introduction to Special Issue: Sales and Innovation. Journal of Product Innovation Management, 31 (4), 643-646. doi: http://dx.doi.org/10.1111/jpim.12154
  • Berg, W.E. van den, Verbeke, W.J.M.I., Bagozzi, R.P., Worm, L., Jong, A.A. & Nijssen, E. (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: http://dx.doi.org/10.1111/jpim.12156
  • Verbeke, W.J.M.I., Bagozzi, R.P. & Van Den Berg, W.E. (2014). The Role of Attachment Styles in Regulating the Effects of Dopamine on the Behavior of Salespersons. Frontiers in Human Neuroscience. doi: http://dx.doi.org/10.3389/fnhum.2014.00032
  • Verbeke, W.J.M.I., Pozharliev, R., Strien, J.W. van, Belschak, F.D. & Bagozzi, R.P. (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.
  • Delfgaauw, J., Dur, R., Sol, J. & Verbeke, W.J.M.I. (2013). Tournament Incentives in the Field: Gender Differences in the Workplace. Journal of Labor Economics, 32 (2), 305-326. doi: http://dx.doi.org/10.1086/667996
  • Verbeke, W.J.M.I., Bagozzi, R.P., van den Berg, Wouter & Lemmens, A. (2013). Polymorphisms of the OXTR gene explain why sales professionals love to help customers. Frontiers in behavioral neuroscience. doi: http://dx.doi.org/10.3389/fnbeh.2013.00171
  • 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. doi: http://dx.doi.org/10.1007/s12311-011-0301-2
  • 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, 40 (5), 639-658. doi: http://dx.doi.org/10.1007/s11747-011-0271-4[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1037/a0025802
  • Verbeke, W.J.M.I., Belschak, F.D., Bagozzi, Rick & Wuyts, S.H.K. (2011). Gaining Access to Intra-Firm Knowledge: An Internal Market Perspective on Knowledge Sharing. Human Performance, 24 (3), 205-230. doi: http://dx.doi.org/10.1080/08959285.2011.580804[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1007/s11747-010-0211-8[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1002/mar.20370
  • 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. doi: http://dx.doi.org/10.1509/jmkr.46.5.653[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1177/0149206308328502[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.2753/JOA0091-3367370410[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1509/jmkg.72.4.44[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1002/job.423[go to publisher's site]
  • 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.
  • 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. doi: http://dx.doi.org/10.1177/0092070306286535[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1177/0149206304271602[go to publisher's site]
  • 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.
  • 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. doi: http://dx.doi.org/10.1002/hrm.20004[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1177/0092070304267105[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1016/S0167-8116(03)00035-1[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1037/0021-9010.88.2.219[go to publisher's site]
  • 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. doi: http://dx.doi.org/10.1002/mar.10032
  • 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. doi: http://dx.doi.org/10.1177/03079459994605
  • 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 (3), 88-101.
  • 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. (2000). A revision of Hofstede et al's (1990) organizational practices scales. Journal of Organizational Behavior, 21 (5), 587-602. doi: http://dx.doi.org/10.1002/1099-1379(200008
  • 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. doi: http://dx.doi.org/10.1037/0021-9010.84.6.911
  • 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. (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. Journal of Brand Management, 5, 43-52.
  • 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.
  • 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.
  • 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., Peelen, E. & Brand, R. (1995). Consumers engaged in a member-gets-member campaign: an agency perspective. Journal of Marketing Communications, 1, 175-192.
  • 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.
  • Verbeke, W.J.M.I. (2005). Het verkopen van kennis. Amsterdam: Pearson Education Benelux B.V.. http://repub.eur.nl/res/pub/12683/
  • Verbeke, W.J.M.I. (2003). Succesvol shapen van keyaccounts. Amsterdam: Pearson Publications. http://repub.eur.nl/res/pub/12684/
  • Verbeke, W.J.M.I. (2000). Sales and account management in an era of E-business. Rotterdam: Erasmus University Press.
  • Verbeke, W.J.M.I. & Nagy, J. (2000). Adaptive and strategic account management (in Dutch). Alphen a/d Rijn: Samson.
  • Verbeke, W.J.M.I. & Nagy, J. (2000). Adaptief en strategisch accountmanagement. Alphen aan de Rijn: Samsom. http://repub.eur.nl/res/pub/12687/
  • 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.
  • Bagozzi, R.P., Verbeke, W.J.M.I. & Belschak, F.D. (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.
  • 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.
  • 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). -: -.
  • 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.
  • 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.
  • 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.
  • 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., 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. & Colijn, M. (2015). Ik begrijp waarom ik verkoop, dus ik verkoop beter. Den Haag: AcademicService.
  • Bagozzi, R.P. & Verbeke, W.J.M.I. (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. http://www.routledge.com/books/details/9780415625920/
  • 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.


Visiting address

Office: Tinbergen Building H15-19
Burgemeester Oudlaan 50
3062 PA Rotterdam

Postal address

Postbus 1738
3000 DR Rotterdam

Latest publication

Verbeke, W.J.M.I. & Colijn, M. (2015). Ik begrijp waarom ik verkoop, dus ik verkoop beter. Den Haag: AcademicService.