All Stories

  1. Unleash the power of the installed base: Identifying cross-selling opportunities from solution offerings

    Article • Industrial Marketing Management, January 2023, Elsevier

    Prof.dr.ir. Michel van der Borgh

  2. Dealing with privacy concerns in product-service system selling: Value-based selling as fair treatment practice

    Article • Industrial Marketing Management, August 2022, Elsevier

    Prof.dr.ir. Michel van der Borgh

  3. Moving the needle: Publishing academic-practitioner research in Industrial Marketing Management

    Article • Industrial Marketing Management, May 2022, Elsevier

    Prof.dr.ir. Michel van der Borgh

  4. Why Salespeople Avoid Big-Whale Sales Opportunities

    Article • Journal of Marketing, October 2021, SAGE Publications

    Prof.dr.ir. Michel van der Borgh

  5. How to undertake great cross-disciplinary research

    Article • Industrial Marketing Management, October 2020, Elsevier

    Prof.dr.ir. Michel van der Borgh

  6. How to get great research cited

    Article • Industrial Marketing Management, August 2020, Elsevier

    Prof.dr.ir. Michel van der Borgh

  7. A Meta-Analysis of Frontline Employees’ Role Behavior and the Moderating Effects of National Culture

    Article • Journal of Service Research, April 2020, SAGE Publications

    Prof.dr.ir. Michel van der Borgh

  8. Balancing Frontliners’ Customer- and Coworker-Directed Behaviors when Serving Business Customers

    Article • Journal of Service Research, March 2019, SAGE Publications

    Prof.dr.ir. Michel van der Borgh

  9. Why helping coworkers does not always make you poor: The contingent role of common and unique position within the sales team

    Article • Industrial Marketing Management, February 2019, Elsevier

    Prof.dr.ir. Michel van der Borgh

  10. Balancing modularity and solution space freedom: effects on organisational learning and sustainable innovation

    Article • International Journal of Production Research, April 2018, Taylor & Francis

    Prof.dr.ir. Michel van der Borgh

  11. Beyond the retention—acquisition trade-off: Capabilities of ambidextrous sales organizations

    Article • Industrial Marketing Management, July 2017, Elsevier

    Prof.dr.ir. Michel van der Borgh

  12. Are conservative approaches to new product selling a blessing in disguise?

    Article • Journal of the Academy of Marketing Science, April 2017, Springer Science + Business Media

    Prof.dr.ir. Michel van der Borgh

  13. Beyond the water cooler: using socialization to understand use and impact of networking services on collaboration in a business incubator

    Article • R and D Management, March 2017, Wiley

    Prof.dr.ir. Michel van der Borgh

  14. Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling

    Article • British Journal of Management, December 2015, Wiley

    Prof.dr.ir. Michel van der Borgh

  15. Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance

    Article • Journal of Product Innovation Management, March 2014, Wiley

    Prof.dr.ir. Michel van der Borgh

  16. Value creation by knowledge‐based ecosystems: evidence from a field study

    Article • R and D Management, February 2012, Wiley

    A. Georges L. Romme, Prof.dr.ir. Michel van der Borgh