Willem Verbeke

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

P.O. Box 1738

3000 DR Rotterdam, NL 3062 PA

Netherlands

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

SCHOLARLY PAPERS

12

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36

Scholarly Papers (12)

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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 602 (96,100)

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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
Ernst Verwaal, Ernst Verwaal, Willem Verbeke and Harry R. Commandeur
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 565 (104,162)

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

3.

Tournament Incentives in the Field: Gender Differences in the Workplace

Downloads 338 (189,693)
Citation 19

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 229 (281,781)
Citation 15

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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 109 (536,397)
Citation 4

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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 302 (214,053)

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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 268 (242,350)

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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
Willem Verbeke, Frank Belschak, Arnold B. Bakker and Bart Dietz
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Cologne - Department of Economics, University of Utrecht and Erasmus University Rotterdam (EUR)
Downloads 225 (288,187)
Citation 1

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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
Willem Verbeke, Frank Belschak, Stefan Wuyts and Richard P. Bagozzi
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 221 (293,106)

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account management, social capital, organizational citizenship behaviors, reciprocity

8.

Dynamic Incentive Effects of Relative Performance Pay: A Field Experiment

Downloads 214 (302,268)
Citation 11

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 107 (544,153)
Citation 4

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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 107 (544,153)
Citation 7

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dynamic incentives, relative performance pay, field experiment

9.

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

Downloads 173 (367,387)
Citation 5

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 90 (613,437)
Citation 3

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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 83 (645,464)
Citation 2

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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 109 (532,549)

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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 107 (540,013)

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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
Paul Farris, Willem Verbeke, Peter Dickson and Erjen van Nierop
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 103 (555,304)

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path dependencies, marketing decisions