Department of Marketing

mvdbmarktg

Department of Marketing

Michel
Van der Borgh
Professor


Room: SOL/C3.06
Tel:
+4538152139
E-mail: mvdb.marktg@cbs.dk
Michel
Presentation

Since 2018 Michel van der Borgh has been an Associate Professor of Marketing at the Department of Marketing at Copenhagen Business School. He previously was Assistant Professor of Marketing at Eindhoven University of Technology and Tilburg University. Michel achieved his B.Sc. in Mechanical Engineering at Hanze University Groningen, his M.Sc. in Industrial Engineering at the Eindhoven University of Technology, and he was awarded his Ph.D. in Marketing from the same university. Michel has published in journals such as Journal of the Academy of Marketing Science, Journal of Service Research, Industrial Marketing Management, Journal of Product Innovation Management, British Journal of Management, and R&D Management. He regularly reviews for a number of leading journals and currently serves as an Associate Editor at European Journal of Marketing (EJM) and is part of Industrial Marketing Management’s (IMM) review board.

In his research, Michel aims to understand what drives the success of radically new (digital) technologies in ICT, medical devices, manufacturing, and other industries, and how firms can design effective sales strategies for such solutions. Michel collaborates with leading high-tech organizations like Philips, Vanderlande Industries, KPN, Getronics, Ahrend, and the High-Tech Campus Eindhoven.

In terms of teaching, he has taught numerous courses on topics such as (1) new product selling, (2) business research methods, (3) marketing management, and (4) business to business marketing. Michel is the program coordinator of the 2-year MSc EBA (cand. merc.) Customer & Commercial Development (CCD).
 

Primary research areas

Business-to-business (B2B) marketing, Sales management, frontline employees, sales teams, frontline innovation, artificial intelligence, marketing research methods (e.g., Bayesian analysis, process mining, multivariate statistics, multilevel regression analysis, grounded theory approach, design science research).

Administrative tasks


Curriculum Vitae
Download short CV as PDF
Social media
Link to this homepage
www.cbs.dk/en/staff/mvdbmarktg
Courses
Supervision

Michel has supervised numerous PhD, MSc, BSc., and MBA students at various universities. Topics of supervision include digital sales/marketing, frontline teams, innovation selling, sales process research. Michel is currently only supervising sales management or artificial intelligence topics. Due to his research background, he prefers both qualitative and quantitative approaches (mixed method approaches) and is especially interested in research projects adopting a design science approach (i.e., where students aim to solve a practitioner’s problem by designing some solution, such as a dashboard, training protocol, marketing plan). Furthermore, Michel only supervises in English.

If you want to suggest a master thesis topic, please write a short summery of your research question including an argumentation for its scientific relevance. 

 

Other teaching activities

CBS Full-time MBA module on Marketing Management.

Selected publications
  1. Van der Borgh, Michel; Ad de Jong; Edwin J. Nijssen / Balancing Frontliners’ Customer- and Coworker-directed Behaviors when Serving Business Customers, Journal of Service Research, Vol. 22, No. 3, 8.2019, p. 323-344
  2. Van der Borgh, Michel; Jeroen Schepers / Are Conservative Approaches to New Product Selling a Blessing in Disguise?, Journal of the Academy of Marketing Science, Vol. 46, No. 5, 9.2018, p. 857-878
  3. Van der Borgh; Ad de Jong; Edwin J. Nijssen / Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling, British Journal of Management, Vol. 28, No. 2, 2017, p. 331–353
  4. Van der Borgh, M. & Schepers, J.J.L. (2014) “Do Retailers Really Profit from Ambidextrous Managers? Impact of Frontline Mechanisms on New and Existing Product Selling Performance” Journal of Product Innovation Management, 31(4), 710-727.
    * Featured in Strategy+Business, s+b Blogs (http://www.strategy-business.com/blog/In-with-the-New-and-the-Old-Too?gko=0c7af ), October 30, 2014.

 

Publications sorted by:
2024
Oliver Rossmannek; Natalie A. David; Hanna Schramm-Klein; Michel Van der Borgh / Customer Misbehavior and Service Providers’ Risk Perception in the Sharing Economy
In: Journal of Business Research, Vol. 170, 1.2024
Journal article > peer review
Miloš Fišar; Ben Greiner; Christoph Huber; Elena Katok; Ali I. Ozkes; ; Tom Grad; Paul Hünermund; Giacomo Marchesini; Michel Van der Borgh / Reproducibility in Management Science
In: Management Science, Vol. 70, No. 3, 3.2024, p. 1343-1356
Journal article > peer review
2023
Michel Van der Borgh; Edwin J. Nijssen; Jeroen J. L. Schepers / Unleash the Power of the Installed Base : Identifying Cross-selling Opportunities from Solution Offerings.
In: Industrial Marketing Management, Vol. 108, 1.2023, p. 122-133
Journal article > peer review
2022
Edwin J. Nijssen; Michel Van der Borgh; Dirk Totzek / Dealing with Privacy Concerns in Product-service System Selling : Value-based Selling as Fair Treatment Practice.
In: Industrial Marketing Management, Vol. 105, 8.2022, p. 60-71
Journal article > peer review
Michel Van der Borgh; Tobias Schäfers; Adam Lindgreen; C. Anthony Di Benedetto / Moving the Needle : Publishing Academic-practitioner Research in Industrial Marketing Management.
In: Industrial Marketing Management, Vol. 103, 2022, 6 p., p. A1-A6
Editorial
Juan Xu; Michel Van der Borgh; Edwin J. Nijssen; Son K. Lam / Why Salespeople Avoid Big-Whale Sales Opportunities
In: Journal of Marketing, Vol. 86, No. 5, 9.2022, p. 95-116
Journal article > peer review
2021
Adam Lindgreen; C. Anthony Di Benedetto; Ko De Ruyter; Lisa M. Ellram; Christian Grönroos; Michael Hutt; Douglas M. Lambert; Ajay K. Kohli; Selma Kadic-Maglajlic; Matthew J. Robson; Michel Van der Borgh / Becoming a Business-to-Business Marketing Scholar
In: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, p. 13-37 (How To Guides)
Book chapter > peer review
Adam Lindgreen; C. Anthony Di Benedetto; Roderick J. Brodie; Julia Fehrer; Michel Van der Borgh / Getting Research Cited
In: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, p. 295-312 (How To Guides)
Book chapter > peer review
Son K. Lam; Michel Van der Borgh / On Salesperson Judgment and Decision Making
In: Journal of the Academy of Marketing Science, Vol. 49, No. 5, 9.2021, p. 855-863
Comment/debate > peer review
Adam Lindgreen; C. Anthony Di Benedetto; Roderick J. Brodie; Michel Van der Borgh / Undertaking Cross-disciplinary Research
In: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, p. 118-128 (How To Guides)
Book chapter > peer review
More results... (total 28 results)
Academic Interests


Outside activities
  • Michel is founder and owner of the consultancy service ‘Center for Sales Process Engineering (CSPEng)’. Within this role, he consulted various companies in transforming their sales organizations• Michel is founder and owner of Vanderborgh MSO (registered in The Netherlands).
  • Michel is founder and owner of Vanderborgh MSO (registered in The Netherlands).
  • Teaching B2B Marketing for Esade in 2021 and 2022 (ad-hoc).
  • Teaching 2 courses for Eindhoven University of Technology in academic year 2022/23 (ad-hoc).
  • Since 2018 teaching activities with TIAS School for Business and Society
  • Since 06/2019; Associate Editor at European Journal of Marketing (EJM), Emerald