mvdbmarktg

Department of Marketing

Michel
Van der Borgh
Associate 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
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:
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
Juan Xu; Michel Van der Borgh; Edwin J. Nijssen; Son K. Lam / Why Salespeople Avoid Big-Whale Sales Opportunities
In: Journal of Marketing, 21.7.2021
Journal article > peer review
2020
Jeroen Schepers; Michel Van der Borgh / A Meta-analysis of Frontline Employees’ Role Behavior and the Moderating Effects of National Culture
In: Journal of Service Research, Vol. 23, No. 3, 8.2020, p. 255-280
Journal article > peer review
Adam Lindgreen; C. Anthony Di Benedetto; Roderick J. Brodie; Julia Fehrer; Michel Van der Borgh / How to Get Great Research Cited
In: Industrial Marketing Management, Vol. 89, 2020, 7 p., p. A1-A7
Editorial
Adam Lindgreen; C. Anthony Di Benedetto; Roderick J. Brodie; Michel Van der Borgh / How to Undertake Great Cross-disciplinary Research
In: Industrial Marketing Management, Vol. 90, 2020, 5 p., p. A1-A5
Editorial
Michel Van der Borgh; Juan Xu; Marin Sikkenk / Identifying, Analyzing, and Finding Solutions to the Sales Lead Black Hole : A Design Science Approach.
In: Industrial Marketing Management, Vol. 88, 7.2020, p. 136-151
Journal article > peer review
Edwin J. Nijssen; Michel Van der Borgh; Dirk Totzek / Value Based Selling as Fair Treatment Practice : Dealing with Privacy Concerns in Product-service System Selling.
In: 2020 AMA Winter Academic Conference Consumers and Firms in a Global World February 14-16 | San Diego, CA: Proceedings. . ed. /Bryan Lukas; O.C. Ferrell. : American Marketing Association 2020, 2 p., p. 365-366 (AMA Educators Proceedings, No. 31)
Conference abstract in proceedings > peer review
More results... (total 22 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.
  • Since 2018 teaching activities with TIAS School for Business and Society
  • Since 06/2019; Associate Editor at European Journal of Marketing (EJM), Emerald