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Department of Marketing
Since 2024 Ad (“Addy”) de Jong is the first Kraks Fond Professor of Marketing at the Department of Marketing at Copenhagen Business School. The establishment of the Kraks Fond Professor of Marketing, made possible by a generous donation from the Kraks Fond. The purpose of the professorship is to continuously strengthen research, research-based teaching, and research dissemination at CBS within and for the benefit of Danish trade and industry, as well as to continuously spread knowledge of the results of the research. Ad 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). In 2018 he got appointed as a Professor of Marketing at Copenhagen Business School.
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).
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.
Creating Innovation and Customer Value
Marketing and Creative Processes
Applied Multivariate Statistics
Markedsanalyse: Integreret Projekt
Advances in B-to-B Marketing Research: PhD course
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.
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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.
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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.
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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.
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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.
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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
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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.
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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
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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
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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
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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.
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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
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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
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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.
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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.
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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
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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.
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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.
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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.
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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.
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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.
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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.
In: Journal of Service Research, 24.1.2024
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)
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)
In: 2022 AMA Summer Academic Conference Proceedings: Light in the Darkness: Marketing’s Role in Driving Positive Change. . ed. /Andrea Godfrey Flynn; Ravi Prakash Mehta; Cinthia Satornino. Vol. 33, Chicago : American Marketing Association 2022
In: PLOS ONE, Vol. 16, No. 10, 10.2021
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)
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
In: Journal of the Academy of Marketing Science, Vol. 49, No. 2, 3.2021, p. 304-326
In: Industrial Marketing Management, Vol. 93, 2.2021, p. 1-9
In: European Journal of Marketing, Vol. 55, No. 12, 2021, p. 3059-3098
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)
In: Journal of Business Research, Vol. 134, 9.2021, p. 601-617
In: Proceedings of the European Marketing Academy (EMAC) Conference 2021: Marketing for Growth. . ed. /Abel Monfort. Brussels : European Marketing Academy. EMAC 2021, 1 p.
In: European Journal of Marketing, Vol. 54, No. 4, 2020, p. 741-760
In: Marketing Opportunities and Challenges in a Changing Global Marketplace. AMSAC 2019: Proceedings of the 2019 Academy of Marketing Science (AMS) Annual Conference. . ed. /Shuang Wu; Felipe Pantoja; Nina Krey. Cham : Springer 2020, 2 p., p. 127-128 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science)
In: Journal of Service Research, Vol. 23, No. 4, 11.2020, p. 401-408
In: Journal of Service Research, Vol. 22, No. 3, 8.2019, p. 323-344
In: Proceedings of the 18th International Marketing Trends Conference 2019. ed. /Jean-Claude Andreani; Umberto Collesei. Paris-Venice : Marketing Trends Association 2019
In: International Journal of Innovation Management, Vol. 23, No. 2, 2.2019
Abstract from ISBE 2019 Conference, 2019
In: Industrial Marketing Management, Vol. 77, 2.2019, p. 23-40
In: Journal of Personal Selling & Sales Management, Vol. 38, No. 1, 2018, p. 2-29
In: Unternehmung, Vol. 72, No. 1, 2018, p. 37-50
In: British Journal of Management, Vol. 28, No. 2, 2017, p. 331–353
In: Journal of Product Innovation Management, Vol. 34, No. 2, 1.3.2017, p. 223-245
In: International Journal of Production Economics, Vol. 172, 2016, p. 65-75
In: Journal of Purchasing and Supply Management, Vol. 22, No. 3, 2016, p. 196-204
In: Journal of the Academy of Marketing Science, Vol. 44, No. 4, 7.2016, p. 497-515
In: Information Systems Frontiers, Vol. 18, No. 4, 8.2016, p. 717-734
In: Information and Software Technology, Vol. 63, 2015, p. 31-43
In: Journal of Product Innovation Management, Vol. 31, No. 4, 2014, p. 643-646
In: Transportation Research. Part A: Policy & Practice, Vol. 59, 2014, p. 91-105
In: Journal of Product Innovation Management, Vol. 31, No. 4, 2014, p. 695-709
In: Journal of Management, Vol. 39, No. 7, 2013, p. 1825-1854
In: Journal of Marketing, Vol. 76, No. 6, 2012, p. 1-20
In: Journal of Service Research, Vol. 14, No. 3, 2011, p. 372-389
In: Academy of Marketing Science. Journal, Vol. 37, No. 4, 2009, p. 470–487
In: International Journal of Service Industry Management, Vol. 19, No. 3, 2008, p. 353-378
In: Computers and Education, Vol. 51, No. 2, 2008, p. 757-775
In: Marketing Letters, Vol. 17, No. 2, 2006, p. 119-136
In: Journal of the Academy of Marketing Science, Vol. 34, No. 4, 2006, p. 576-587
In: Journal of Retailing, Vol. 82, No. 4, 2006, p. 367-377
In: Management Science, Vol. 51, No. 11, 2005, p. 1610-1625
In: Journal of Management Studies, Vol. 42, No. 8, 2005, p. 1593–1620
In: Decision Sciences, Vol. 35, No. 3, 2004, p. 457-491
In: Journal of Marketing, Vol. 68, No. 2, 2004, p. 18-35
In: Journal of Service Research, Vol. 6, No. 2, 2003, p. 162–179
In: International Journal of Research in Marketing, Vol. 19, No. 1, 2002, p. 43-64
In: Journal of Retailing, Vol. 78, No. 4, 2002, p. 265-279
In: Journal of Service Management, Vol. 12, No. 2, 2001, p. 158-183
In: Friesch Dagblad, 23.12.2019
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