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

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CITATIONS
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11

Scholarly Papers (12)

1.

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

ERIM Report Series Reference No. ERS-2002-90-STR
Number of pages: 36 Posted: 20 Jan 2003
Ernst Verwaal, Willem Verbeke and Harry R. Commandeur
Erasmus 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 475 (47,561)

Abstract:

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

2.

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

ERIM Report Series Reference No. ERS-2004-014-ORG
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 354 (61,307)

Abstract:

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

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 174 (141,883)
Citation 7

Abstract:

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 53 (321,005)
Citation 7

Abstract:

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

4.

Coping with Sales Call Anxiety and its Effects on Protective Actions

ERIM Report Series Reference No. ERS-2004-013-MKT
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 221 (107,928)

Abstract:

sales call anxiety, coping, attentional deployment, situation modification

5.

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 and Ernst Verwaal
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), Erasmus University Rotterdam (EUR) and Erasmus University Rotterdam (EUR) - Department of Strategic Management and Entrepreneurship
Downloads 184 (134,930)

Abstract:

sales, sales-performance, sales drivers

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 166 (147,961)
Citation 2

Abstract:

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

7.

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

ERIM Report Series Reference No. ERS-2004-011-MKT
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 130 (173,952)

Abstract:

account management, social capital, organizational citizenship behaviors, reciprocity

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 51 (327,061)

Abstract:

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 38 (370,324)

Abstract:

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

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 71 (275,350)
Citation 1

Abstract:

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 16 (479,550)
Citation 1

Abstract:

dynamic incentives, relative performance pay, field experiment

10.

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 67 (272,467)

Abstract:

Knowledge Management, Reciprocity, Social Networks

11.

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 59 (300,252)
Citation 1

Abstract:

path dependencies, marketing decisions

12.

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
Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM), Erasmus University Rotterdam (EUR) and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 46 (313,475)

Abstract:

advertising, social identity, embarrassment, self-conscious emotions