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

Endowed Professor
Erasmus School of Economics (ESE)
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.

  • W.J.M.I. Verbeke & D. Teeuwsen (2018). De Veerkrachtige Professional. Amsterdam: Warden Press
  • J. Delfgaauw, A.J. 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.
  • 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
  • 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
  • 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
  • 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, C. Baars & E. Hijsmans (2001). Ik netwerk dus ik besta. Deventer: Kluwer Jurische Uitgevers
  • 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.
  • Role: Promotor
  • PhD Candidate: Wouter van den Berg
  • Time frame: 2008 - 2014
  • Role: Promotor
  • PhD Candidate: Rumen Pozharliev
  • Time frame: 2012 - 2017


Visiting address

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

Postal address

Postbus 1738
3000 DR Rotterdam