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:
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, Vol. 77, 25.10.2017, p. 23-40
Journal article > peer review
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