Department of Marketing

adjmarktg

Department of Marketing

Ad de
Jong
Professor


Room: SOL/C3.02
Tel:
+4538152135
E-mail: adj.marktg@cbs.dk
ADJ
Presentation

Since 2018 Ad (“Addy”) de Jong has been a Professor of Marketing at the Department of Marketing at Copenhagen Business School. He obtained a M.Sc. in Psychometrics at the University of Leiden (1993-1998, The Netherlands) and has a Ph.D. from the School of Economics & Business Administration at the University of Maastricht (1998-2003, The Netherlands). He then worked at Eindhoven University of Technology (2003-2014, The Netherlands) as a Postdoctoral Researcher, Assistant Professor, and Associate Professor, respectively. In 2014 he was appointed as a Professor of Marketing at Aston Business School (2014-2017, United Kingdom).

His research focuses on: frontline marketing, frontline employees, personal selling and sales management, selling innovations, service marketing and management, service innovation, value-based selling, gamification, circular economics, marketing research methods, multilevel analysis

Ad de Jong is Associate Editor of the Journal of Service Research and serves on the editorial review boards, of Industrial Marketing Management, and the Journal of Personal Selling & Sales Management. He has published in various journals including Management Science, the Journal of Marketing, the Journal of the Academy of Marketing Science, the Journal of Management, the Journal of Service Research, Industrial Marketing Management, the Journal of Retailing, the International Journal of Research in Marketing, the Journal of Management Studies, the Journal of Product Innovation Management, the British Journal of Management, the European Journal of Marketing, Marketing Letters, the Journal of Business Research etc.

He has taught PhD courses (on topics, such as (1) multilevel analysis, (2) data exploration, (3) how to position your paper, (4) how to respond to referee reports at universities all over the world, including Aston Business School (UK); Aalto University (Finland); Copenhagen Business School (Denmark), Maastricht University (Netherlands); Henley Business School (UK); Eindhoven University of Technology (Netherlands); ESCP Europe Business School, (Berlin); Autonomous University of Madrid (Spain); Technical University Darmstadt (Germany); University of Ljubljana (Slovenia); University of Valladolid (Spain); University of Newcastle (Australia), and ESCP Europe Business School, (Paris).

Primary research areas

Frontline marketing, frontline employees, personal selling and sales management, selling innovations, service marketing and management, service innovation, value-based selling, gamification, circular economics, marketing research methods, multilevel analysis.

Administrative tasks


Curriculum Vitae
Download long CV as PDF
Link to this homepage
www.cbs.dk/en/staff/adjmarktg
Courses

Creating Innovation and Customer Value

Marketing and Creative Processes

Applied Multivariate Statistics

Markedsanalyse: Integreret Projekt

Advances in B-to-B Marketing Research: PhD course

Supervision

Ad de Jong supervises several MSc theses a year. He has supervised numerous MSc students at various universities. He has also supervised several PhD students. Topics of supervision are frontline marketing, personal selling and sales management, service management, marketing innovation, gamification, branding, online platforms, social media selling, circular economy, customer engagement, customer journey, marketing research methods.

Other teaching activities


Selected publications

  • de Jong, A., Zacharias, N., & Nijssen, E. (2021). How Young Companies Can Effectively Manage Their Slack Resources Over Time to Ensure Sales Growth: The Contingent Role of Value-Based Selling. Journal of the Academy of Marketing Science  49 2, 304-326.

  • Bond III, E. U., de Jong, A., Eggert, A., Houston, M.B., Kleinaltenkamp, M., Kohli, A.K., Ritter, T, & Ulaga, W. (2020). The Future of B2B Customer Solutions in a Post-COVID-19 Economy: Managerial Issues and an Agenda for Academic Inquiry. Journal of Service Research, 1-8. 

  • Van der Borgh, M, De Jong, A., & Nijssen, E. (2019). Balancing Frontliners’ Customer and Coworker Directed Behaviors when Serving Business Customers. Journal of Service Research, 22, (3) 323-344.

  • Van der Borgh, M., De Jong, A., & Nijssen, E.J. (2019). Why Helping Peers Does Not Always Make You Poor: The Contingent Role of Common and Unique Position Within the Sales Unit. Industrial Marketing Management, special issue on ‘Understanding Theory and Practice of Sales Teams’. 77 23-40.

  • Van der Borgh, Michel, Ad de Jong, and Ed Nijssen (2017). “Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling” British Journal of Management. 28, 331–353

  • Ruth Stock-Homburg, Ad de Jong, and Nicolas Zacharias (2017). Frontline Employees’ Innovative Service Behavior as Key to Customer Loyalty: Insights into FLEs’ Resource Gain Spiral? Journal of Product Innovation Management. 34 (2) 223-245.

  • Hensen, Niek, Isobel Keeling, Ko de Ruyter, Martin Wetzels, and Ad de Jong (2016) "Making SENS: Exploring the Antecedents and Impact of Store Environmental Stewardship Climate" Journal of the Academy of Marketing Science. 44 (4) 497–515

  • De Jong, A., M. Verbeke, and E.J. Nijssen (2014) Introduction to the Journal of Product Innovation Management Special Section on Sales and Innovation Journal of Product Innovation Management 31 (4):643–646

  • Berg, W. van den, Verbeke, W., Bagozzi, R., Worm, L., Jong, A. de, Nijssen, E.J. (2014). Salespersons as internal knowledge brokers and new products selling: Discovering the link to genetic makeup. Journal of Product Innovation Management. 31 (4): 695–709

  • 59, 91-105De Jong A., M. Song, and L. Song (2013) How Lead Founder Personality Affects New Venture Performance: The Mediating Role of Team Conflict. Journal of Management 39 (7) 1825-1854.

  • Schepers, J.J.L., Falk T, de Ruyter K, de Jong A., and Hammerschmidt M. (2012). Principles and Principals: Do Customer Stewardship and Agency Control Compete or Complement when Shaping Frontline Employee Behavior? Lead article in: Journal of Marketing 76 (November), 1 –20

  • Schepers, J.J.L., De Jong, A., De Ruyter, K., and Wetzels, M.G.M. (2011). Fields of Gold: Perceived Efficacy in Virtual Field Service Employee Teams, Journal of Service Research. 14(3), 372-389

  • De Ruyter K., de Jong A., and M. Wetzels (2009). Antecedents and Consequences of Environmental Stewardship in Boundary-Spanning B2B Teams. Journal of the Academy of Marketing Science 37 (4) 470–487.

  • van Birgelen M., A. de Jong, and K. de Ruyter (2006). Loyalty in Multi-Channel Service Retailing: A Comprehensive Study on the Effects of Multi-channel Satisfaction. Journal of Retailing, 82 (4), 367-377.

  • de Jong, A., K. de Ruyter, and M. Wetzels (2006). Linking Employee Confidence to Performance:. A Study of Self-Managing Service Teams. Journal of the Academy of Marketing Science, 34 (4), 576-587

  • de Jong, A., K. de Ruyter, and Lemmink J.G.A.M. (2005) Service Climate in Self-Managing Teams: Mapping the Linkage of Team Member Perceptions and Service Performance Outcomes in a Business-to-Business Setting. Journal of Management Studies 42 (8) 1593-1620.

  • de Jong, A., K. de Ruyter, and M. Wetzels (2005). Antecedents and Consequences of Group Potency: A Study of Self-Managing Service Teams. Management Science, 51 (11), 1610-1625.

  • de Jong, A., K. de Ruyter, and J. Lemmink (2004). Antecedents and Consequences of the Service Climate in Boundary-Spanning Self-Managing Service Teams. Journal of Marketing, 68 (2), 18-35.  

  • de Jong, A., K. de Ruyter, and J. Lemmink (2003). The Adoption of Information Technology in Self-Managing Service Teams. Journal of Service Research, 6 (2), 162-179.

  • van Birgelen M., K. de Ruyter, A. de Jong, and M. Wetzels (2002). Customer Evaluations of After-Sales Service Contact Modes: An Empirical Analysis of National Culture's Consequences. International Journal of Research in Marketing, 19 (1), 43-64.

  • van Dolen, W., J. Lemmink, K. de Ruyter, and A. de Jong (2002). Customer-Sales Employee Encounters: A Dyadic Perspective. Journal of Retailing, 78, 265-279.

 

Publications sorted by:
2022
Christian Winter; Nicolas A. Zacharias; Ad de Jong; Johannes Habel / Give Me Your Genes and I Tell You Your Sales Success?
In: 2022 AMA Winter Academic Conference: Reconnecting and Reconceiving the Marketplace. . ed. /Ashlee Humphreys; Grant Packard; Katrijn Gielens. Chicago : American Marketing Association 2022, 4 p., p. 800-803 (AMA Educators Proceedings, Vol. 33)
Conference abstract in proceedings > peer review
Christian Winter; Nicolas A. Zacharias; Ad de Jong; Johannes Habel / The Effect of Genetic Predispositions on Salespeople’s Canvassing and Closing : An Abstract.
In: Celebrating the Past and Future of Marketing and Discovery with Social Impact: 2021 AMS Virtual Annual Conference and World Marketing Congress . ed. /Juliann Allen; Bruna Jochims; Shuang Wu. Cham : Springer 2022, 1 p., p. 253-254 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)
Conference abstract in proceedings > peer review
2021
Torben Hansen; Judith Lynne Zaichkowsky; Ad de Jong / Are Women Always Better Able to Recognize Faces? : The Unveiling Role of Exposure Time.
In: PLOS ONE, Vol. 16, No. 10, 10.2021
Journal article > peer review
Adam Lindgreen; C. Anthony Di Benedetto; Ad de Jong; Luigi M. De Luca; Heiner Evanschitzky; Michael J. Mol; Robert E. Morgan; John Nicholson; Tobias Schäfers / Framing a Manuscript
In: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, p. 189-203 (How To Guides)
Book chapter > peer review
Rushana Khusainova; Yasin Sahhar; Ad de Jong / Gamification in Education : The Case of Gamified Learning in Teams.
In: Handbook of Teaching and Learning at Business Schools: A Practice-based Approach. . ed. /Thyra Uth Thomsen; Adam Lindgreen; Annemette Kjærgaard; Eleri Rosier; Aybars Tuncdogan. Cheltenham : Edward Elgar Publishing 2021, p. 138–151
Book chapter > peer review
Ad de Jong; Nicolas A. Zacharias; Edwin J. Nijssen / How Young Companies Can Effectively Manage Their Slack Resources over Time to Ensure Sales Growth : The Contingent Role of Value-based Selling.
In: Journal of the Academy of Marketing Science, Vol. 49, No. 2, 3.2021, p. 304-326
Journal article > peer review
Ad de Jong; Ko De Ruyter; Debbie Isobel Keeling; Alexandra Polyakova; Torsten Ringberg / Key Trends in Business-to-Business Services Marketing Strategies : Developing a Practice-based Research Agenda.
In: Industrial Marketing Management, Vol. 93, 2.2021, p. 1-9
Journal article > peer review
Iftakar Hassan Abdulla Haji; Alessandro M. Peluso; Ad de Jong / Online Private Self-disclosure’s Potential for Experiential Value Co-creation
In: European Journal of Marketing, Vol. 55, No. 12, 2021, p. 3059-3098
Journal article > peer review
Adam Lindgreen; C. Anthony Di Benedetto; Maja Arslanagić-Kalajdžić; Ad de Jong; Stephan Henneberg ; Kristian Möller; John Nicholson; Mark Parry; Audhesh Paswan; Gerrit van Bruggen; Joëlle Vanhamme; Chun Zhang / Reviewing Manuscripts
In: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, p. 273-293 (How To Guides)
Book chapter > peer review
Ad de Jong; Jeroen J. L. Schepers; Cristiana R. Lages ; Selma Kadic-Maglajlic / The Role of the Service Manager's Perceived Career Success in Frontline Employees’ Learning Processes and Service Improvement
In: Journal of Business Research, Vol. 134, 9.2021, p. 601-617
Journal article > peer review
More results... (total 48 results)
Academic Interests


Outside activities
2019 – current    Member of the European Sales Academic Sales Board (EURIS), European Institute for Sales, Rotterdam, the Netherlands
2017- current      Member of the Academic Board of The Next Organization, Bussum, the Netherlands
2016-current       Member of Scientific Board of BrainCompass, Rotterdam, the Netherlands
2011-current       Member of the Scientific Steering Board for the Research Project „Future of Working World 2030 Europe“, Leap in time, Work-Life Research Center, Technical University Darmstadt
2015-current       Honorary Fellow of the Association of Professional Sales (APS), United Kingdom