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

"As a researcher I consider myself an entrepreneur and creative"

Endowed Professor

Willem Verbeke
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Professor of Sales and Account Management

Programme:
Marketing
ERIM Membership:
Member ERIM, affiliated since 1999
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 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.

Work in progress (2)
  • Bagozzi, R.P. & Verbeke, W.J.M.I. (2013). Biomarketing: An emerging paradigm linking neuroscience, endocrinology, and genetics tobuyer-seller behavior. In Luiz Moutinho (Ed.), Future of Marketing. Routledge.
  • Lourenço, C.J.S. da, Verbeke, W.J.M.I., Bagozzi, R.P. & Veldman, R. (2012). The Effects of Socio-Biological Imprinting and Nostalgia on Advertising Effectiveness.
Publications (67)
  • Articles (48)
    • Bagozzi, R.P., Verbeke, W.J.M.I., Dietvorst, R.C., belshack, Frank, Van Den Berg, W.E. & Rietdijk, Wim (2014). Theory of Mind and Empathic Explanations of Machiavellianism. Journal of Management, Accepted.
    • Puntoni, S., De Hooge, I.E. & Verbeke, W.J.M.I. (2014). Advertising-induced embarrassment. Journal of Advertising, in press.
    • 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.
    • Delfgaauw, J., Dur, R., Non, J.A. & Verbeke, W.J.M.I. (2013). The Effects of Prize Spread and Noise in Elimination Tournaments: A Natural Field Experiment. Journal of Labor Economics, forthcomin.
    • 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.
    • 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 neuroscience.
    • 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.[go to publisher's site]
    • 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.
    • 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.
    • 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.
    • 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.[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.
    • 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.[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.
    • 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.[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.[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.
    • 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.
    • 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.
    • 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.
    • 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. & Bagozzi, R.P. (2002). A situational analysis of how salespeople experience and cope with shame and embarrassment. Psychology and Marketing, 19, 713-741.
    • 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.
    • 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. & Bagozzi, R.P. (2000). Sales call anxiety: Exploring what it means when fear rules a sales encouter. Journal of Marketing, 64(3), 88-101.
    • 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.
    • 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.
    • 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., 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.
    • 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.
    • 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 burn-out. Psychology and Marketing, 14, 399-419.
    • 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.
    • 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., Ouwerkerk, C. & Peelen, E. (1996). Exploring the contextual and individual factors on ethical decision making of salespeople. Journal of Business Ethics, 15, 1175-1187.
    • 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.
  • Book contributions (12)
    • 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.
    • 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. (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., 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.
  • Professional publications (2)
    • 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: H15-19
Burgemeester Oudlaan 50
3062 PA, Rotterdam
Netherlands
Postal address
Postbus 1738
3000 DR, Rotterdam
Netherlands
 

Work in progress

  • Bagozzi, R.P. & Verbeke, W.J.M.I. (2013). Biomarketing: An emerging paradigm linking neuroscience, endocrinology, and genetics tobuyer-seller behavior. In Luiz Moutinho (Ed.), Future of Marketing. Routledge.
  • Lourenço, C.J.S. da, Verbeke, W.J.M.I., Bagozzi, R.P. & Veldman, R. (2012). The Effects of Socio-Biological Imprinting and Nostalgia on Advertising Effectiveness.

Latest publication

Bagozzi, R.P., Verbeke, W.J.M.I., Dietvorst, R.C., belshack, Frank, Van Den Berg, W.E. & Rietdijk, Wim (2014). Theory of Mind and Empathic Explanations of Machiavellianism. Journal of Management, Accepted.

Latest news

PhD Defence: Understanding Salesforce Behaviour Using Genetic Association Studies

Wouter van den Berg uses biological processes in the body and brain to understand sales force behaviour.

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