Institut for Afsætningsøkonomi

mvdbmarktg

Institut for Afsætningsøkonomi

Michel
Van der Borgh
Professor


Kontor: SOL/C3.06
Tel:
+4538152139
E-mail: mvdb.marktg@cbs.dk
Michel
Præsentation

Siden 2018 har Michel van der Borgh været lektor i marketing ved Institut for Afsætningsøkonomi ved Copenhagen Business School. Han var tidligere assisterende professor i markedsføring ved Eindhoven University of Technology og Tilburg University. Michel opnåede sin B.Sc. i maskinteknik ved Hanze University Groningen, fik sin M.Sc. i industriel ingeniørvidenskab ved Eindhoven University of Technology, og her fik han også sin ph.d. i marketing. Michel har publiceret i tidsskrifter som Journal of the Academy of Marketing Science, Journal of Service Research, Industrial Marketing Management, Journal of Product Innovation Management, British Journal of Management og R&D Management. Han laver regelmæssigt reviews for en række førende tidsskrifter og fungerer i øjeblikket som associeret redaktør ved European Journal of Marketing (EJM) og Industrial Marketing Management (IMM).

I sin forskning har Michel til formål at forstå, hvad der driver succesen med radikalt nye (digitale) teknologier inden for IKT, medicinsk udstyr, fremstilling og andre industrier, og hvordan virksomheder kan designe effektive salgsstrategier for sådanne løsninger. Michel samarbejder med førende højteknologiske organisationer som Philips, Vanderlande Industries, KPN, Getronics, Ahrend og High-Tech Campus Eindhoven.

Han har undervist i adskillige kurser om emner såsom (1) salg af nye produkter, (2) forretningsforskningsmetoder, (3) marketingstyring og (4) marketing til forretning. Michel er programkoordinator for den 2-årige MSc EBA (cand. Merc.) Sales Management (SAM) (tidligere kendt som 'Customer & Commercial Development' (CCD)).

Primære forskningsområder
  • 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).
Curriculum Vitae
Download short CV as PDF
Sociale medier
Link til denne hjemmeside
www.cbs.dk/staff/mvdbmarktg
Kurser
Vejledning

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. 

Andre undervisningsaktiviteter

CBS Full-time MBA module on Marketing Management.

Udvalgte publikationer
  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.
Publikationer sorteret efter:
2024
Oliver Rossmannek; Natalie A. David; Hanna Schramm-Klein; Michel Van der Borgh / Customer Misbehavior and Service Providers’ Risk Perception in the Sharing Economy
I: Journal of Business Research, Vol. 170, 1.2024
Tidsskriftartikel > peer review
Miloš Fišar; Ben Greiner; Christoph Huber; Elena Katok; Ali I. Ozkes; ; Tom Grad; Paul Hünermund; Giacomo Marchesini; Michel Van der Borgh / Reproducibility in Management Science
I: Management Science, Vol. 70, Nr. 3, 3.2024, s. 1343-1356
Tidsskriftartikel > peer review
2023
Michel Van der Borgh; Edwin J. Nijssen; Jeroen J. L. Schepers / Unleash the Power of the Installed Base : Identifying Cross-selling Opportunities from Solution Offerings.
I: Industrial Marketing Management, Vol. 108, 1.2023, s. 122-133
Tidsskriftartikel > peer review
2022
Edwin J. Nijssen; Michel Van der Borgh; Dirk Totzek / Dealing with Privacy Concerns in Product-service System Selling : Value-based Selling as Fair Treatment Practice.
I: Industrial Marketing Management, Vol. 105, 8.2022, s. 60-71
Tidsskriftartikel > peer review
Michel Van der Borgh; Tobias Schäfers; Adam Lindgreen; C. Anthony Di Benedetto / Moving the Needle : Publishing Academic-practitioner Research in Industrial Marketing Management.
I: Industrial Marketing Management, Vol. 103, 2022, 6 s., s. A1-A6
Leder
Juan Xu; Michel Van der Borgh; Edwin J. Nijssen; Son K. Lam / Why Salespeople Avoid Big-Whale Sales Opportunities
I: Journal of Marketing, Vol. 86, Nr. 5, 9.2022, s. 95-116
Tidsskriftartikel > peer review
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
I: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, s. 13-37 (How To Guides)
Bidrag til bog/antologi > peer review
Adam Lindgreen; C. Anthony Di Benedetto; Roderick J. Brodie; Julia Fehrer; Michel Van der Borgh / Getting Research Cited
I: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, s. 295-312 (How To Guides)
Bidrag til bog/antologi > peer review
Son K. Lam; Michel Van der Borgh / On Salesperson Judgment and Decision Making
I: Journal of the Academy of Marketing Science, Vol. 49, Nr. 5, 9.2021, s. 855-863
Kommentar/debat > peer review
Adam Lindgreen; C. Anthony Di Benedetto; Roderick J. Brodie; Michel Van der Borgh / Undertaking Cross-disciplinary Research
I: How to Fast-track Your Academic Career: A Guide for Mid-career Scholars. Cheltenham : Edward Elgar Publishing 2021, s. 118-128 (How To Guides)
Bidrag til bog/antologi > peer review
Flere resultater ...(i alt 28 )
Bibeskæftigelse
  • 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