Preference Inferences from Eye-Related Cues in Sales-Consumer Settings

Preference Inferences from Eye-Related Cues in Sales-Consumer Settings

Past physiological evidence, indicates that inferences on the mind of another person (i.e., goals, intentions, beliefs), is a well-defined brain process characterized by...

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

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

Sociale Neuromarketing: de rol van de sociale context bij het meten van de effectiviteit van reclame boodschappen.   In this dissertation, to examine how social...

Understanding Salesforce Behavior using Genetic Association Studies

Understanding Salesforce Behavior using Genetic Association Studies

Het gedrag van de salesforce proberen te begrijpen op basis van genetische associatie studies   Abstract Using genetic association studies, this thesis aims...

Neurale mechanismen van sociale intelligentie in relatie tot de prestaties van verkoopmanagers

Neurale mechanismen van sociale intelligentie in relatie tot de prestaties van verkoopmanagers

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

Mood configurations and their relationship to immune system responses

Mood configurations and their relationship to immune system responses

Analyzing data on 2,057 healthy subjects in the Dutch Lifelines database we explore the relationship between immune system responses, thyroid hormone functioning and...

Framing a Trust Game as a Power Game Greatly affects Interbrain Synchronicity between Trustor and Trustee

Framing a Trust Game as a Power Game Greatly affects Interbrain Synchronicity between Trustor and Trustee

We used dual electroencephalography (EEG) to measure brain activity simultaneously in pairs of trustors and trustees playing a 15-round trust game framed as a...

Het verkopen van kennis over het belang van kennishabitats, kennisbrokering en het ontwikkelen van wjsheid

Het verkopen van kennis over het belang van kennishabitats, kennisbrokering en het ontwikkelen van wjsheid

In onze huidige kenniseconomie verdienen veel mensen hun geld door als trusted advisor hun kennis te verkopen aan cliënten. Centraal in dit proces staat de...

Why Some People Just “Can’t Get No Satisfaction”: Secure versus Insecure Attachment Styles Affect One’s “Style of Being in the Social World”

Why Some People Just “Can’t Get No Satisfaction”: Secure versus Insecure Attachment Styles Affect One’s “Style of Being in the Social World”

We first seek to explore the relationship between attachment styles of professional financial service customers and their ability to experience customer satisfaction and...

Sales Presentation Anxiety, Cortisol Levels, Self-Reports, and Gene-Gene Interactions

Sales Presentation Anxiety, Cortisol Levels, Self-Reports, and Gene-Gene Interactions

We study sales presentation anxiety (SPA) using multilevel analysis of a quasi-natural field experiment: the final exam of an executive training course where sales...

A field experiment on financial incentives for short and long term gym attendance

A field experiment on financial incentives for short and long term gym attendance

This paper presents a field experiment to analyze whether financial incentives, conditional on attending the gym, can increase gym attendance of members of an off-campus...

Nieuwsgierig leiderschap een ontdekkingstocht naar de persoon achter de leider

Nieuwsgierig leiderschap een ontdekkingstocht naar de persoon achter de leider

In de huidige kenniseconomie is een onderneming succesvol als er heterogene kennis wordt verzameld, geselecteerd en omgebouwd tot een voor de klant waardevolle...

Moving in social circles: Social circle membership and performance implications
The role of key account programs, trust, and brand strength on resource allocation in the channel of distribution
Salesperson self-regulation of pride: Effects on adaptability, effort, and citizenship behaviors between independent-based and interdependent-based cultures
Social Consumer Neuroscience: Neurophysiological Measures of Advertising Effectiveness in a Social Context

Social Consumer Neuroscience: Neurophysiological Measures of Advertising Effectiveness in a Social Context

The application of neurophysiological methods to study the effects of advertising on consumer purchase behavior has seen an enormous growth in recent years. However,...

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

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

Door professor Willem Verbeke Laatst werd ik door de Sales Educators’ Academy (SEA) op de Aston University in England uitgenodigd om de diner speech te geven...

Facial Attractiveness as a Function of Athletic Prowess
The Routledge Companion to the Future of Marketing

The Routledge Companion to the Future of Marketing

 Marketing has changed substantially in the last few years. With more and more research conducted in marketing and consumer behaviour fields, and technological...

Minder discrimineren kun je leren!

Minder discrimineren kun je leren!

Hoe kunnen ondernemingen discriminatie tegen gaan? En hoe kunnen inzichten in de neurowetenschappen bijdragen om minder te leren discrimineren....

Quick fix bestaat niet

Quick fix bestaat niet

Lees hier het artikel  ...

Bepaalt BMI intelligentie?

Bepaalt BMI intelligentie?

De relatie tussen BMI en intelligentie Lees hier het volledige artikel  ...

Beste verkopers hebben mensenkennis

Beste verkopers hebben mensenkennis

Beste verkopers hebben mensenkennis from willemverbeke ...

Improving Diagnosis of Depression With XGBOOST Machine Learning Model and a Large Biomarkers Dutch Dataset (n = 11,081)

Improving Diagnosis of Depression With XGBOOST Machine Learning Model and a Large Biomarkers Dutch Dataset (n = 11,081)

Machine Learning has been on the rise and healthcare is no exception to that. In healthcare, mental health is gaining more and more space. The diagnosis of mental...

Doeltreffend beïnvloeden - gebaseerd op inzichten van gedragseconomie en socio-neurowetenschappen

Doeltreffend beïnvloeden - gebaseerd op inzichten van gedragseconomie en socio-neurowetenschappen

Veel mensen denken dat ze bestand zijn tegen beïnvloeding. Maar je kunt niet niet beïnvloed worden. Elke dag zijn we bezig met beïnvloeden of zijn we...

Het succesvol shapen van keyaccounts

Het succesvol shapen van keyaccounts

Succesvolle accountmanagers tonen leiderschap bij hun klanten: ze passen hun bedrijfsvoering niet aan die van de klant aan, maar selecteren en shapen hun klanten. Om dit...

Ik Netwerk Dus Ik Besta

Ik Netwerk Dus Ik Besta

Zelfinzicht en sociale intelligentie vormen de geheime kracht achter iedere succesvolle verkoper. Sociale intelligentie stelt verkopers in staat te kijken vanuit een...

The Adaptive Consequences of Pride in Personal Selling

The Adaptive Consequences of Pride in Personal Selling

This study examines the adaptive consequences of pride in personal selling and its self-regulation with colleagues and customers. Study 1 investigates the effects of...

Genetic and neurological foundations of customer orientation: field and experimental evidence

Genetic and neurological foundations of customer orientation: field and experimental evidence

We explore genetic and neurological bases for customer orientation (CO) and contrast them with sales orientation (SO). Study 1 is a field study that...

Salespersons as Internal Knowledge Brokers and New Products Selling: Discovering the Link to Genetic Makeup

Salespersons as Internal Knowledge Brokers and New Products Selling: Discovering the Link to Genetic Makeup

Managers increasingly realize the importance of involving the sales force in new product development. However, despite recent progress, research on the specific role of...

Gaining Access to Intrafirm Knowledge: An Internal Market Perspective on Knowledge Sharing

Gaining Access to Intrafirm Knowledge: An Internal Market Perspective on Knowledge Sharing

This study explores how account managers—employees who operate as entrepreneurial customer boundary spanners—obtain intrafirm knowledge (organizational and...

The Role of Emotional Wisdom in Salespersons' Relationships with Colleagues and Customers

The Role of Emotional Wisdom in Salespersons' Relationships with Colleagues and Customers

Emotional wisdom is defined as a set of seven dimensions of basic skills and meta‐narratives concerning how to regulate emotions within specific domains in such a w...

The role of status and leadership style in sales contests: A natural field experiment

The role of status and leadership style in sales contests: A natural field experiment

This paper addresses the question whether status alone, as compared to a combined financial/status incentive, is strong enough to motivate team members taking part in a...

The Neuroscience and Genetics of Successful Sales People

The Neuroscience and Genetics of Successful Sales People

Willem Verbeke at GSSI 2011. The GSSI (Global Sales Science Institute) is an international organization formed in 2007 by both academics and practitioners involved in...

A Functional Neuro-Anatomical Model of Human Attachment (NAMA): Insights from First- and Second-Person Social Neuroscience

A Functional Neuro-Anatomical Model of Human Attachment (NAMA): Insights from First- and Second-Person Social Neuroscience

Attachment theory, developed by Mary Ainsworth and John Bowlby about seventy years ago, has become one of the most influential and comprehensive contemporary psychology...

Sales Call Anxiety: Exploring What It Means When Fear Rules a Sales Encounter​​​​​​​

Sales Call Anxiety: Exploring What It Means When Fear Rules a Sales Encounter​​​​​​​

The goal of this study is to develop and test a conceptualization of sales call anxiety (SCA) on the basis of current insights from the cognitive approach to social...

Exploring Association of Opioid Receptor Genes Polymorphism with Positive and Negative Moods using Positive and Negative Affective States Scale

Exploring Association of Opioid Receptor Genes Polymorphism with Positive and Negative Moods using Positive and Negative Affective States Scale

Using a sample of 2,986 subjects we studied that gene polymorphisms for the OPRM1 (rs1799971, rs17174794), OPRK1 (rs16918875, rs963549) and OPRD1 (rs569356, rs1042114)...

The role of attachment styles in regulating the effects of dopamine on the behavior of salespersons

The role of attachment styles in regulating the effects of dopamine on the behavior of salespersons

Two classic strategic orientations have been found to pervade the behavior of modern salespersons: a sales orientation (SO) where salespersons use deception or guile to...

Using the Job Demands-Resources Model To Predict Burnout and Performance.

Using the Job Demands-Resources Model To Predict Burnout and Performance.

The job demands-resources (JD-R) model was used to examine the relationship between job characteristics, burnout, and (other-ratings of) performance (N=146). We...

Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers?

Drivers of sales performance: A contemporary meta-analysis. Have salespeople become knowledge brokers?

It has been 25years since the publication of a comprehensive review of the full spectrum of sales-performance drivers. This study takes stock of the contemporary field...

Metabolites and you

Metabolites and you

People leave molecular wakes that may give away their secrets Genes can tell tales about you, from who your ancestors were to how likely you are to develop a...

Epigenetic modification of the oxytocin and glucocorticoid receptor genes is linked to attachment avoidance in young adults

Epigenetic modification of the oxytocin and glucocorticoid receptor genes is linked to attachment avoidance in young adults

Attachment in the context of intimate pair bonds is most frequently studied in terms of the universal strategy to draw near, or away, from significant others at moments...

Exploring the role of self- and customer-provoked embarrassment in personal selling

Exploring the role of self- and customer-provoked embarrassment in personal selling

We investigate the role that embarrassment, a self-conscious emotion, plays within a selling context. First, we consider what SC-emotions in general are and whether...

Genetic and neurological foundations of customer orientation: field and experimental evidence

Genetic and neurological foundations of customer orientation: field and experimental evidence

We explore genetic and neurological bases for customer orientation (CO) and contrast them with sales orientation (SO). Study 1 is a field study that establishes that CO,...

Big Data Study for Gluten-Free Foods in India and USA Using Online Reviews and Social Media

Big Data Study for Gluten-Free Foods in India and USA Using Online Reviews and Social Media

Celiac disease, gluten-allergy or gluten-sensitivity is caused due to glutamine protein from the grains like wheat, rye and barley (collectively called gluten). This...

Immune System Function and its Relation to Depression

Immune System Function and its Relation to Depression

Using data of 2,057 participants in the Dutch Lifelines database we explore the relationship between innate immune system response and acute (depressed for 2 weeks) or...

When intelligence is (dys)functional for achieving sales performance

When intelligence is (dys)functional for achieving sales performance

Using two samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and...

Evolutionary-shaped goal orientation in Homo sapiens

Evolutionary-shaped goal orientation in Homo sapiens

How life sciences contribute to a better understanding of salespeople as knowledge brokers Life sciences uses the Latin name Homo sapiens to describe...

Verkopers als kennisbrokers

Verkopers als kennisbrokers

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Aanjager van verkoopprestaties: thought leadership
Vissen hebben een complexe persoonlijkheid

Vissen hebben een complexe persoonlijkheid

26/09/2017 Vissen zijn geen kudde­dieren die zomaar in school reageren op veranderingen in hun omgeving. Onderzoek met regenboogvisjes heeft...

Rol van hechtingsstijlen op tevredenheid met het leven
De rol van de wijze van hechting op gedrag van verkopers
Waarom verkopers angst hebben om te verkopen
Hoe Machiavellians denken
Het verband tussen geluksgevoel en de wijze van hechting
Van het ijsbergprincipe naar de ijsbergillusie

Van het ijsbergprincipe naar de ijsbergillusie

Men hoort het wel vaker: mensen beslissen voor 85% onbewust en voor 15% bewust. Wij hebben nooit begrepen waar deze gedachte vandaan komt. Stel je voor dat je een auto...

Individuele verschillen van emotionele besmetting van verkopers: het effect op prestaties en burnout
Welkom bij de epigenetische revolutie

Welkom bij de epigenetische revolutie

03 maart 2018 De eerste keer dat de term epigenetica opdook in de economische wetenschappen was in het jaar 2007, toen Nobelprijswinnaar James Heckman het artikel:...

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