Social Neuromarketing: The role of social context in measuring advertising effectiveness

This dissertation seeks to examine how social processes influence consumers’ cognitive responses to advertisement. It focuses on the following key constructs:...

Understanding Salesforce Behavior using Genetic Association Studies

Abstract Using genetic association studies, this thesis aims to investigate the drivers of successful customer-salesperson interactions in a context where knowledge...

The neural mechanisms involved in social intelligence and its relation to the performance of salesprofessionals

Identifying the drivers of salespeople’s performance, strategies and moral behavior have been under the scrutiny of marketing scholars for many years. The...

Selling knowledge based solutions, the role of knowledge habitats, knowledgebrokering and the development of market wisdom

In the current knowledge economy many professional earn a living because they operate as a trusted advisor which allow them to seek their insights to customers. Central...

Curious leadership: A discovery into the person behind the leader

In our current knowledge economy a company can become successful when it is capable to collect and select heterogenous knowledge which then is transformed into knowledge...

Back to basics in selling: discovering the neuro-economics behind the successful salesperson

By Professor Willem Verbeke   Some time ago I was invited at the Sales Educators’Academy (SEA) at Aston University (England) to deliver a keynote diner...

You can learn to discriminate less!

How can organizations reduce employee’s discrimination against job applicants? And how can neuroscience contribute to this effort of reducing...

The most successful sellers possess social intelligence

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Influencing with a purpose - a book based on behavioral economics and social neuroscience

Many people believe they are immune to being influenced by others. But the main paradox of being human is that a person cannot not be influenced by others neither can a...

Successful shaping of key accounts

Successful account managers show leadership by their customers: they do not adapt their organizational processes to that of the customer. But they select and shape key...

I network therefore I am

Self-reflection and social intelligence are the secret weapons of every successful salesperson. Social intelligence allows a salesperson to take a new perspective which...

The effect of attachment styles on human life satisfaction

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Why salespeople experience sales call anxiety

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How do Machiavellians think?

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The relationship between feelings of happiness and attachment styles

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From iceberg principle to iceberg illusion

We frequently hear that people 85% of the time make decisions unconsciously and 15% of the time consciously. We have never understood how people come to this conclusion....

Individual differences in emotional contagion: its effect on performance and burnout

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Welcome to the epigenetic revolution

3 March 2018   The first time that the term epigenetics was mentioned in the economic literature was in the year 2007 when the Nobel prize winner James Heckman...