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, Industrial Marketing Management, Journal of Product Innovation Management, British Journal of Management, and R&D Management.

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.

Primary research areas

Business-to-business (B2B) marketing, Sales management, frontline employees, sales teams, frontline innovation, 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 MSc and MBA students at various universities. Topics of supervision include digital sales/marketing, frontline teams, innovation selling, sales process research. Michel prefers both qualitative and quantitative approaches.

Other teaching activities


Selected publications

1. Van der Borgh, M. and Schepers, J.L.L. “Are Conservative Approaches to New Product Selling A Blessing in Disguise?” Journal of Academy of Marketing Science. Forthcoming
Impact Factor: 5.888; AJG 4; Included in Financial Times top 50 journals.

2. Van der Borgh, M., De Jong, A., & Nijssen, E.J. “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’ Forthcoming
Impact Factor: 3.166; AJG 3

3. Nijssen, E.J., Guenzi, P., and Van der Borgh, M., (2017) “Beyond the Retention—Acquisition Trade-Off: Capabilities of Ambidextrous Sales Departments.” Industrial Marketing Management, 64, 1-13.
Impact Factor: 3.166; AJG 3

* Lead article

4. Nijssen, E.J., and Van der Borgh, M., (2017) “Understanding the Drivers of Internal Cooperation in Business Incubators.” R&D Management. 47(3), 443–457.
Impact Factor: 2.444; AJG 3

5. Van der Borgh, M., De Jong, A. & Nijssen, E.J. (2017) “Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling” British Journal of Management, 28(2), 331-353.
Impact Factor: 2.982; AJG 4

6. 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.
Impact Factor: 3.759; AJG 4

* 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.

7. Van der Borgh, M., Cloodt, M.M.A.H., & Romme, A.G.L. (2012). Value creation by knowledge-based ecosystems: evidence from a field study. R&D Management, 42(2), 150-169.
Impact Factor: 2.444; AJG 3

Publications sorted by:
2019
Michel Van der Borgh; Ad de Jong; Edwin J. Nijssen / Balancing Frontliners’ Customer- and Coworker-directed Behaviors when Serving Business Customers
In: Journal of Service Research, Vol. 22, No. 3, 8.2019, p. 323-344
Journal article > peer review
2018
Michel Van der Borgh; Jeroen Schepers / Are Conservative Approaches to New Product Selling a Blessing in Disguise?
In: Journal of the Academy of Marketing Science, Vol. 46, No. 5, 9.2018, p. 857-878
Journal article > peer review
Maren A. Vos; Néomie Raassens; Michel Van der Borgh; Edwin J. Nijssen / Balancing Modularity and Solution Space Freedom : Effects on Organisational Learning and Sustainable Innovation.
In: International Journal of Production Research, Vol. 56, No. 20, 10.2018, p. 6658-6677
Journal article > peer review
Edwin J. Nijssen; Michel Van der Borgh; Maren A. Vos; Javier Ojeda; Rocio Robles Arozarena / Deliverable 30.3 : Guidelines to Cultivate Buyer-supplier Relationships per Species.
Bruxelles : European Union 2018, 17 p.
Report
Edwin J. Nijssen; Maren A. Vos; Michel Van der Borgh; Bob Walrave; Machiel Reinders; Mariet van Haaster de Winter; Marija Banovic; Karen Brunsø; Athanasios Krystallis; Konstantinos Larentzakis; Javier Ojeda / Deliverable 30.6 : Project Plan for Market Test and Development of Marketing Strategy.
Bruxelles : European Union 2018, 73 p.
Report
Edwin J. Nijssen; Maren A. Vos; Michel Van der Borgh; Bob Walrave; Machiel Reinders; Mariet van Haaster de Winter; Marija Banovic; Karen Brunsø; Athanasios Krystallis; Konstantinos Larentzakis; Javier Ojeda / Deliverable 30.6 : Report on results of test markets per species.
Bruxelles : European Union 2018, 73 p.
Report
2017
Michel Van der Borgh; Ad de Jong; Edwin J. Nijssen / Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling
In: British Journal of Management, Vol. 28, No. 2, 2017, p. 331–353
Journal article > peer review
Edwin J. Nijssen; Paolo Guenzi; Michel Van der Borgh / Beyond the Retention - Acquisition Trade-Off : Capabilities of Ambidextrous Sales Organizations.
In: Industrial Marketing Management, Vol. 64, 7.2017, p. 1-13
Journal article > peer review
Edwin J. Nijssen; Michel Van der Borgh / Beyond the Water Cooler : Using Socialization to Understand Use and Impact of Networking Services on Collaboration in a Business Incubator.
In: R&D Management, Vol. 47, No. 3, 6.2017, p. 443-457
Journal article > peer review
Michel Van der Borgh; Ad de Jong; Edwin J. Nijssen / Why Helping Coworkers Does Not Always Make You Poor : The Contingent Role of Common and Unique Position within the Sales Team.
In: Industrial Marketing Management, 25.10.2017
Journal article > peer review
Academic Interests


Outside activities

2018 teaching activities with TIAS School for Business and Society

2018 advising