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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, circular economy, sustainable selling, service marketing, innovation selling, service innovation, value-based selling, 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, Journal of Business Research, 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 Management Studies, Organizational Behavior and Human Decision Processes, Journal of Service Research, the Journal of Retailing, the International Journal of Research in Marketing, the Journal of Product Innovation Management, Marketing Letters, Industrial Marketing Management, the British Journal of Management, Journal of Purchasing and Supply Management, the European Journal of Marketing, the Journal of Business Research, Journal of Personal Selling and Sales Management etc.
He has taught PhD courses and workshops 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); BI Norwegian Business School (Norway); University of Newcastle (Australia), and ESCP Europe Business School, (Paris).
Frontline marketing, circular economy, sustainable selling, service marketing, innovation selling, service innovation, value-based selling, marketing research methods, multilevel analysis.
Creating Innovation and Customer Value
Markedsanalyse: Integreret Projekt
Advances in B-to-B Marketing Research: PhD course
Market Informed Decision Making
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, circular economy, sustainable selling, personal selling and sales management, service management, sales innovation, service innovation, gamification, branding, online platforms, social media selling, customer engagement, customer journey, marketing research methods.
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Johannes Habel; Selma Kadic-Maglajlic; Nathaniel Hartmann; Ad de Jong; Nicolas A. Zacharias; Fabian Kosse (2024) Neuroticism and the Sales Profession. Organizational Behavior and Human Decision Processes, 184 (9) forthcoming.
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Sönnich Sönnichsen, Ad de Jong, Jesper Clement, Robert Maull, Chris Voss (2024). The Circular Economy: A Transformative Service Perspective. Journal of Service Research. Forthcoming.
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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, 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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De 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.
- 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, Vol. 28, No. 2, 5.2025, p. 228-245
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In: Friesch Dagblad, 23.12.2019
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