Willem Verbeke

Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)

P.O. Box 1738

3000 DR Rotterdam, NL 3062 PA

Netherlands

SCHOLARLY PAPERS

12

DOWNLOADS
Rank 32,552

SSRN RANKINGS

Top 32,552

in Total Papers Downloads

2,933

SSRN CITATIONS
Rank 12,362

SSRN RANKINGS

Top 12,362

in Total Papers Citations

65

CROSSREF CITATIONS

61

Scholarly Papers (12)

1.

Exploring Emotional Competence: Its Effects on Coping, Social Capital, and Performance of Salespeople

Number of pages: 59 Posted: 20 Mar 2004
Willem Verbeke, Frank Belschak and Richard P. Bagozzi
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Cologne - Department of Economics and University of Michigan, Stephen M. Ross School of Business
Downloads 566 (91,514)

Abstract:

Loading...

emotional competence, emotion regulation, coping, social capital and performance

2.

Value Creation and Value Claiming in Make-or-Buy Decisions

Number of pages: 36 Posted: 20 Jan 2003
Queen's University Management SchoolErasmus University Rotterdam (EUR) - Department of Strategic Management and Entrepreneurship, Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) and Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM)
Downloads 542 (96,681)

Abstract:

Loading...

interorganizational strategy, make-or-buy decisions, transaction value analysis, outsourcing relationships, information technology

Tournament Incentives in the Field: Gender Differences in the Workplace

Tinbergen Institute Discussion Paper 09-069/1
Number of pages: 31 Posted: 06 Aug 2009
Josse Delfgaauw, Robert Dur, Joeri Sol and Willem Verbeke
Erasmus University Rotterdam (EUR) - Department of Economics, Erasmus University Rotterdam (EUR) - Department of Economics, University of Amsterdam and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 217 (260,232)
Citation 15

Abstract:

Loading...

field experiment, gender differences, competition, sales contests, awards

Tournament Incentives in the Field: Gender Differences in the Workplace

IZA Discussion Paper No. 4395
Number of pages: 31 Posted: 15 Oct 2009
Josse Delfgaauw, Robert Dur, Joeri Sol and Willem Verbeke
Erasmus University Rotterdam (EUR) - Department of Economics, Erasmus University Rotterdam (EUR) - Department of Economics, University of Amsterdam and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 105 (477,161)
Citation 27

Abstract:

Loading...

sales contests, field experiment, gender differences, competition, awards

4.

Drivers of Sales Performance: A Contemporary Meta-Analysis

ERIM Report Series Reference No. ERS-2010-031-ORG
Number of pages: 59 Posted: 30 Aug 2010
Willem Verbeke, Bart Dietz, Ernst Verwaal and Ernst Verwaal
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), Erasmus University Rotterdam (EUR) and Queen's University Management SchoolErasmus University Rotterdam (EUR) - Department of Strategic Management and Entrepreneurship
Downloads 274 (208,033)

Abstract:

Loading...

sales, sales-performance, sales drivers

5.

Coping with Sales Call Anxiety and its Effects on Protective Actions

Number of pages: 52 Posted: 20 Mar 2004
Frank Belschak, Willem Verbeke and Richard P. Bagozzi
University of Cologne - Department of Economics, Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) and University of Michigan, Stephen M. Ross School of Business
Downloads 264 (215,969)

Abstract:

Loading...

sales call anxiety, coping, attentional deployment, situation modification

6.

When Intelligence is (Dys)Functional for Achieving Sales Performance

ERIM Report Series Reference No. ERS-2008-034-MKT
Number of pages: 55 Posted: 20 Jun 2008
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Cologne - Department of Economics, University of Utrecht and Erasmus University Rotterdam (EUR)
Downloads 203 (277,695)
Citation 1

Abstract:

Loading...

sales, knowledge based marketing, knowledge, general mental ability, thinking styles

7.

Account Managers Creation of Social Capital: Communal and Instrumental Investments and Performance Implications

Number of pages: 45 Posted: 20 Mar 2004
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Cologne - Department of Economics, Catholic University of Leuven (KUL) and University of Michigan, Stephen M. Ross School of Business
Downloads 180 (309,345)

Abstract:

Loading...

account management, social capital, organizational citizenship behaviors, reciprocity

Dynamic Incentive Effects of Relative Performance Pay: A Field Experiment

Tinbergen Institute Discussion Paper 10-124/1
Number of pages: 29 Posted: 12 Dec 2010
Josse Delfgaauw, Robert Dur, Arjan Non and Willem Verbeke
Erasmus University Rotterdam (EUR) - Department of Economics, Erasmus University Rotterdam (EUR) - Department of Economics, Maastricht University and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 97 (504,409)
Citation 4

Abstract:

Loading...

Dynamic incentives, Relative performance pay, Field experiment

Dynamic Incentive Effects of Relative Performance Pay: A Field Experiment

IZA Discussion Paper No. 7652
Number of pages: 38 Posted: 19 Oct 2013
Josse Delfgaauw, Robert Dur, Arjan Non and Willem Verbeke
Erasmus University Rotterdam (EUR) - Department of Economics, Erasmus University Rotterdam (EUR) - Department of Economics, Maastricht University and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 58 (681,664)
Citation 6

Abstract:

Loading...

dynamic incentives, relative performance pay, field experiment

The Effects of Prize Spread and Noise in Elimination Tournaments: A Natural Field Experiment

Tinbergen Institute Discussion Paper 11-120/1
Number of pages: 41 Posted: 12 Aug 2011
Josse Delfgaauw, Robert Dur, Arjan Non and Willem Verbeke
Erasmus University Rotterdam (EUR) - Department of Economics, Erasmus University Rotterdam (EUR) - Department of Economics, Maastricht University and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 76 (588,633)
Citation 3

Abstract:

Loading...

elimination tournaments, incentives, prize spread, performance measurement, field experiment

The Effects of Prize Spread and Noise in Elimination Tournaments: A Natural Field Experiment

IZA Discussion Paper No. 6480
Number of pages: 49 Posted: 21 Apr 2012
Josse Delfgaauw, Robert Dur, Arjan Non and Willem Verbeke
Erasmus University Rotterdam (EUR) - Department of Economics, Erasmus University Rotterdam (EUR) - Department of Economics, Maastricht University and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 68 (627,034)
Citation 2

Abstract:

Loading...

elimination tournaments, incentives, prize spread, performance measurement, field experiment

10.

Advertising-Induced Embarrassment

ERIM Report Series Reference No. ERS-2013-003-MKT
Number of pages: 39 Posted: 16 Apr 2013
S. Puntoni, Ilona de Hooge and Willem Verbeke
University of Pennsylvania - The Wharton School, Erasmus University Rotterdam (EUR) and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 102 (483,950)

Abstract:

Loading...

advertising, social identity, embarrassment, self-conscious emotions

11.

Moving in Social Circles – Social Circle Membership and Performance Implications

ERIM Report Series Reference No. ERS-2006-041-MKT
Number of pages: 41 Posted: 23 Dec 2006
Willem Verbeke and Stefan Wuyts
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) and Catholic University of Leuven (KUL)
Downloads 91 (521,271)

Abstract:

Loading...

Knowledge Management, Reciprocity, Social Networks

12.

Path Dependencies and the Long-Term Effects of Routinized Marketing Decisions

ERIM Report Series Reference No. ERS-2008-035-MKT
Number of pages: 30 Posted: 20 Jun 2008
University of Virginia - Darden School of Business, Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), affiliation not provided to SSRN and Carnegie Mellon University - David A. Tepper School of Business
Downloads 90 (524,960)

Abstract:

Loading...

path dependencies, marketing decisions