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 27,448

SSRN RANKINGS

Top 27,448

in Total Papers Downloads

2,537

SSRN CITATIONS
Rank 12,587

SSRN RANKINGS

Top 12,587

in Total Papers Citations

37

CROSSREF CITATIONS

57

Scholarly Papers (12)

1.

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 516 (75,197)

Abstract:

Loading...

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

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 514 (75,565)

Abstract:

Loading...

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 198 (208,518)
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 90 (382,428)
Citation 13

Abstract:

Loading...

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

4.

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 252 (166,273)

Abstract:

Loading...

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, 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 216 (192,559)

Abstract:

Loading...

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 179 (227,929)
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 145 (271,474)

Abstract:

Loading...

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 59 (484,402)
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 47 (536,980)
Citation 2

Abstract:

Loading...

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 80 (410,819)
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 24 (675,736)
Citation 2

Abstract:

Loading...

dynamic incentives, relative performance pay, 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
Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM), Erasmus University Rotterdam (EUR) and Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)
Downloads 75 (421,680)

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 75 (421,680)

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 67 (448,022)

Abstract:

Loading...

path dependencies, marketing decisions