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Professor Ad de Jong

Marketing and Strategy Department

Ad de-Djong

Ad (“Addy”) de Jong is a Professor of Marketing in the Marketing Group of Aston Business School, Aston University, Birmingham, UK. He obtained a M.Sc. in Psychometrics at the University of Leiden and has a Ph.D. from the School of Economics & Business Administration at the University of Maastricht.

He serves on the editorial review boards of the Journal of Service Research and the Journal of Personal Selling & Sales Management and he has served as an Editor of a special issue on Sales and Innovation for the Journal of Product Innovation Management.He has published in journals, such as Management Science, the Journal of Marketing, the Journal of Management, the Journal of Retailing, the International Journal of Research in Marketing, the Journal of the Academy of Marketing Science the Journal of Service Research, the Journal of Management Studies, the Journal of Product Innovation Management, the British Journal of Management, Decision Sciences, and Marketing Letters. 

His research focuses on sales innovation; service marketing; frontline marketing, frontline sales/service teams, and marketing research methods (multivariate statistics, such as multilevel regression analysis, multilevel growth modeling, PLS, data exploration).

He has taught PhD courses (on topics, such as (1) data exploration, (2) multiple regression analysis and (3) multilevel regression analysis) at universities all over the world, including Aston Business School (UK); Aalto University (Finland); Maastricht University (Netherlands); Henley Business School (UK); Eindhoven University of Technology (Netherlands); ESCP Europe Business School, (Berlin); Autonomous University of Madrid (Spain); Technical University Darmstadt (Germany); University of Ljubljana (Slovenia); University of Newcastle (Australia), and ESCP Europe Business School, (Paris).

Position: Professor in Marketing
Tel: +44(0)121 204 3227 Email: a.de-jong@aston.ac.uk
Room: ABS229

 Academic 

  • Sept 2014 – current Full Professor of Marketing, Aston Business School Marketing Group, Aston University, Birmingham, UK
  • June 2008 – 14 Sept 2014- Associate professor, School of Industrial Engineering, Innovation, Technology Entrepreneurship, and Marketing (ITEM) group, Eindhoven University of Technology, the Netherlands
  • Jan 2005 – May 2008- Assistant professor, Faculty of Technology Management, Department of Organization Science & Marketing, Eindhoven University of Technology, the Netherlands
  • Jan 2003 – Dec 2004- Postdoctoral researcher, Faculty of Economics & Business Administration, Department of Marketing, Maastricht University, the Netherlands (part-time) and Faculty of Technology Management, Department of Organization Science & Marketing, Eindhoven University of Technology, the Netherlands (part-time)
  •  Sept1998 – Dec 2002- PhD candidate, Faculty of Economics & Business Administration, Department of Marketing, Maastricht University, the Netherlands. Title dissertation: One for All, All for the Customer: Studies on Self-Managing Teams in Services

Ad teaches in the area of personal selling and sales management, multivariate statistics, and quantitative marketing research methods at BSc and MSc levels. He is also teaching PhD courses with a focus on quantitative, regression-based topics at universities all over the world, including (1) data exploration, (2) multiple regression analysis and (3) multilevel regression analysis), including Aston Business School (UK); Aalto University (Finland); Maastricht University (Netherlands); Henley Business School (UK); Eindhoven University of Technology (Netherlands); ESCP European Business School, (Berlin); Autonomous University of Madrid (Spain); Technical University Darmstadt (Germany); University of Ljubljana (Slovenia); University of Newcastle (Australia), and ESCP European Business School, (Paris).

His research focuses on sales innovation; service marketing; frontline marketing, frontline sales/service teams, and marketing research methods (multivariate statistics, such as multilevel regression analysis, multilevel growth modeling, PLS, data exploration).

Jeroen Schepers (finalized at: 01-31-2008)
Title: The Role of Social Processes in Technology Acceptance

Michel van der Borgh (finalized at: 03-10-2012)
Title: Sales Management Drivers of Salesperson New Product Selling

Andreas Pufall (finalized at: 14-03-2013)
Title: Product Ramp-ups in Consumer Electronics: The Impact of Product Architectures and Software Complexity

Nadine Kiratli (finalized at: 04-07-2016)
Title: Creativity – The Key to Value Creating Procurement: A Conceptualizing and Application of Creativity Climate in Sourcing and Co-innovation Teams

Rushana, Khusainova (in progress, starting date: 01-01-2012)
Title: How Motivational Orientations Drives Salesperson Performance

Nethal Hashim (in progress, starting date: 01-09-2016)
Title: The Value of Gamification in Marketing

Editorships:

2017-current: Editorial Board of the Journal of Personal Selling & Sales Management

2016-current Editorial Review Board of the Journal of Personal Selling & Sales Management

2013-2014: Co-editor of special issue Journal of Product Innovation Management on Sales and Innovation

2013-current: Editorial Board of the Journal of Service Research

Reviewer for: 

  • Journal of Marketing                           
  • Journal of Marketing Research
  • International Journal of Research in Marketing
  • Journal of Product Innovation Management
  • Journal of Retailing
  • Academy of Management Journal
  • Journal of the Academy of Marketing Science
  • Human Relations 
  • Human Resource Management
  • Decision Sciences                                
  • Industrial Marketing Management 
  • European Journal of Marketing 

Reviewer for EMAC, European Marketing Association Conference, Service Marketing Track

Reviewer for Marketing Science Institute’s 2010 Clayton Doctoral Dissertation Proposal Competition

Reviewer for AMA, American Marketing Association Winter Conference, Service Marketing Track and Sales Management Track

  • HE Marketing Research & Intelligence Awards for the Knowledge Partnership organization (Judge)
  • American Marketing Association (AMA), (Member)
  • European Marketing Association (EMAC) (Member)
  • BrainCompass, (Member of Scientific Board)
  • Marketing Research Society (MRS), (Certified Member)
  • Association of Professional Sales (APS) (Honorary Fellow)
  • Center for Information based Decision Making & Marketing Research (MOA), (Jury Member of the Science Price of the Year)
Recent Publications
  • Ruth Stock-Homburg, Ad de Jong, and Nicolas Zacharias (2016). One Good Turn Deserves Another: Frontline Employees’ Innovative Service Behavior as a Key to Customer Loyalty? Journal of Product Innovation Management (forthcoming)
  • Kiratli, K., F. Rozemeijer, K de Ruyter, and A. de Jong (2016). Setting a Climate for Creativity: A Measurement Scale for Sourcing Team Creativity Climate. Journal of Purchasing and Supply Management (forthcoming)
  • Van Donselaar K., J. Peters, A. de Jong, and R. Broekmeulen (2016) Analysis and Forecasting of Demand during Promotions for Perishable Items. International Journal of Production Economics (forthcoming) 
  • Van der Borgh, Michel, Ad de Jong, and Ed Nijssen (2016). “Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling” British Journal of Management. (forthcoming)
  • Hensen, Niek, Isobel Keeling, Ko de Ruyter, Martin Wetzels, and Ad de Jong (2016) "Making SENS: Exploring the Antecedents and Impact of Store Environmental Stewardship Climate" Journal of the Academy of Marketing Science. (forthcoming) 
  • Heidi Romero, Remco Dijkman, Paul Grefen, Arjan van  Weele, and Ad de Jong (2015). "Measures of process harmonization." ." Information and Software Technology. (forthcoming).
  • Remco Dijkman, Sander Lammers, and Ad de Jong (2015), "Properties that Influence Business Process Management Maturity and its Effect on Organizational Performance" Information Systems Frontiers. (forthcoming)
  • De Jong, A., M. Verbeke, and E.J. Nijssen  (2014) Introduction to the Journal of Product Innovation Management Special Section on Sales and Innovation, Journal of Product Innovation Management 31 (4):643–646
  • Berg, W. van den, Verbeke, W., Bagozzi, R., Worm, L., Jong, A. de, Nijssen, E.J. (2014). Salespersons as internal knowledge brokers and new product selling : uncovering a link to genetic makeup. Journal of Product Innovation Management. forthcoming. 31 (4): 695–709
  • Van den Heuvel, F.P. L. Rivera, K.H. van Donselaar, A. de Jong, Y. Sheffi, P.W. de Langen, and J.C. Fransoo (2014). Relationship Between Freight Accessibility and Logistics Employment in US Countries. Transportation Research Part A: Policy and Practice, 59: 91-105
  • de Jong A., M. Song, and L. Song (2013) How Lead Founder Personality Affects New Venture Performance: The Mediating Role of Team Conflict. Journal of Management 39 (7) 1825-1854. 
  • Schepers, J.J.L., Falk T, de Ruyter K, de Jong A., and Hammerschmidt M. (2012). Principles and Principals: Do Customer Stewardship and Agency Control Compete or Complement when Shaping Frontline Employee Behavior? Lead article in: Journal of Marketing 76 (November), 1 –20
  • Schepers, J.J.L., De Jong, A., De Ruyter, K., and Wetzels, M.G.M. (2011). Fields of Gold: Perceived Efficacy in Virtual Field Service Employee Teams, Journal of Service Research. 14(3), 372-389
  • de Ruyter K., de Jong A., and M. Wetzels (2009). Antecedents and Consequences of Environmental Stewardship in Boundary-Spanning B2B Teams. Journal of the Academy of Marketing Science 37 (4) 470–487 
  • de Jong, A., M. Wetzels, and K. de Ruyter (2008). Linking Employee Perceptions of Collective Efficacy in Self-Managing Service Teams with Customer-Perceived Service Quality: A Psychometric Assessment. Journal of Service Management, 19 (3), 353-378. (highly commended award winner in 2009)
  • Schepers, J., A. de Jong, M. Wetzels, and K. de Ruyter (2008). Psychological Safety and Social Support in Groupware Adoption: A Multi-Level Assessment in Education. Computers & Education, 51: 757-775.
  • de Jong, A., K. de Ruyter, and M. Wetzels (2006). Linking Employee Confidence to Performance:. A Study of Self-Managing Service Teams. Journal of the Academy of Marketing Science, 34 (4), 576-587.
  • van Birgelen M., A. de Jong, and K. de Ruyter (2006). Loyalty in Multi-Channel Service Retailing: A Comprehensive Study on the Effects of Multi-channel Satisfaction. Journal of Retailing, 82 (4), 367-377.
  • Deutskens E., A. de Jong, K. de Ruyter, and M. Wetzels (2006). Comparing the Generalizability of Online and Mail Surveys in Cross-National Service Quality Research. Marketing Letters, 17 (2), 119-136. 
  • de Jong, A., K. de Ruyter, and M. Wetzels (2005). Antecedents and Consequences of Group Potency: A Study of Self-Managing Service Teams. Management Science, 51 (11), 1610-1625. 
  • de Jong, A., K. de Ruyter, and Lemmink J.G.A.M. (2005) Service Climate in Self-Managing Teams: Mapping the Linkage of Team Member Perceptions and Service Performance Outcomes in a Business-to-Business Setting. Journal of Management Studies 42 (8) 1593-1620.
  • de Jong, A., K. de Ruyter, and J. Lemmink (2004). Antecedents and Consequences of the Service Climate in Boundary-Spanning Self-Managing Service Teams. Journal of Marketing, 68 (2), 18-35.
  • de Jong, A. and K. de Ruyter (2004). Adaptive versus Proactive Behavior in Service Recovery: The Role of Self-Managing Teams. Decision Sciences, 35 (3), 457-491.
  • de Jong, A., K. de Ruyter, and J. Lemmink (2003). The Adoption of Information Technology in Self-Managing Service Teams. Journal of Service Research, 6 (2), 162-179. 
  • van Birgelen M., K. de Ruyter, A. de Jong, and M. Wetzels (2002). Customer Evaluations of After-Sales Service Contact Modes: An Empirical Analysis of National Culture's Consequences. International Journal of Research in Marketing, 19 (1), 43-64.
  • van Dolen, W., J. Lemmink, K. de Ruyter, and A. de Jong (2002). Customer-Sales Employee Encounters: A Dyadic Perspective. Journal of Retailing, 78, 265-279.
  • de Jong A., K. de Ruyter, S. Streukens, and H. Ouwersloot (2001). Perceived Uncertainty in Self-managed Service Teams: An Empirical Assessment. Journal of Service Management, 12 (2), 158-183.

    Book Chapters
  • Niek Hensen, Ad de Jong, Ko de Ruyter en Martin G.M. Wetzels (2013). Groen voorbeeld doet groen volgen: de filiaalmanager als aanjager van milieurentmeesterschap onder verkopers Jaarboek 2013. Ontwikkelingen in marktonderzoek. 197-216 
  • de Jong, A. en K. de Ruyter (2002). Multi-niveau analyse in marktonderzoek: de case van zelfsturende service teams. Jaarboek 2002. Ontwikkelingen in marktonderzoek. 245-257.

Invited International Conferences

2014 Van de Borgh, W., de Jong A., and Nijssen E. (2014) Helping Colleagues in the Sales Unit with the Sale of Products. Thought Leadership Conference on the Sales Profession at Columbia University, New York.

2013Invited for giving a presentation on. Research Frontier: Salespersons as Knowledge Brokers in NPD, on the Innovation-Marketing Symposium (August 8, 9) at MIT Sloan School of Management, Boston.

2012 de Jong A. (2012) Helping Team Colleagues with the Sale of New Products. Thought Leadership Conference on the Sales Profession at Harvard Business School, Harvard University, Boston.

2008 Invited by the American Marketing Association Winter Educators Conference in Austin, 2008 to provide a Special Session on Hierarchical Linear modeling.

Invited Research Seminars/Workshops

University of Manchester, UK(June 2016)

Wageningen University, the Netherlands(April 2016)

Technical University Darmstadt, Germany(June 2012)

Aalto University, Helsinki, Finland(December 2011)

Autonomous University of Madrid, Spain(February 2011)

University of Zaragoza, Spain(December 2010)

Conference Organization

Co-chair of the Sales Educator’s Academy Conference, 7-6 June 2016, Birmingham, UK. 

Other International Conferences

2016 Lages C, A. de Jong A., J. Schepers (2016) Does manager success generate frontline employee learning and internal influence? Frontiers in Services Conference 2016, Bergen, Norway 23-26 June.

2016 De Jong, A., S. Renes, E. Paap, L. Grimme. (2016) Presenting a Marketing & Sales Simulation Game. Sales Educator’s Academy Conference 2016, Aston University, Birmingham, 7-9 June.

2016 Van der Borgh, W., de Jong A., Nijssen, E. (2016) Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling American Marketing Association Winter Conference 2016, Las Vegas, Nevada 18-21 February

2015 Nagler, Hannah, Robert Wilken, and Ad de Jong (2015). The power of the first offer: A multilevel approach to concession-making in price negotiations. EMAC 2015 Conference, May 26-29 Leuven, Belgium.

2015 Kiratli, N., Rozemeijer, F., de Ruyter K, and de Jong A.  (2015) Team Creativity Climates January IPSERA Conference March 29 – April 1, Amsterdam

2015 Van der Borgh, W., de Jong A., Nijssen, E. (2015) Helping Colleagues With the Sale of Innovations: Does it Harm or Benefit Salesperson’s Own Performance? American Marketing Association Winter Conference 2015, San Antonio, Texas 12-15 February

2013 Kiratli, N., Rozemeijer, F., de Ruyter K, and de Jong A.  (2013). EMAC Doctoral Colloquium. Boosting Creativity in B2B relationships: Conceptualizing   Creative Engagement

2013 de Jong, A (2013) New Product Selling: A Research Agenda, BETA Conference “Dynamic Pricing”, Eindhoven University of Technology October 30-31, 2013

2013 Van de Borgh, W., de Jong A., Nijssen, E. (2013) Helping Team Mates During New Product Selling: When Does it Pay off? American Marketing Association Winter Conference 2013, Las Vegas, Colorado 14-18 February

2012 K.H. van Donselaar, A. de Jong, J. Peters Forecasting demand during promotions for perishable items ISIR August 20-24, 2012 Budapest

2012de Jong, A. (2012) Selling Innovations: A Research Agenda. Sales Research Symposium, Aalto School of Economics, November 5, Helsinki Finland

2012 Van de Borgh, W., de Jong A., Nijssen, E. (2012) Helping Teammates during New Product Selling: When Does It Pay Off?" EMAC 2012 Conference, Lisbon.

2011 Van de Borgh, W., de Jong A., Nijssen, E., Wieseke J (2011). Does Sales Manager Attention Focus Matter for Selling New and Existing Products? The Moderating Role of Organizational Identification. EMAC 2012 Conference, Ljubljana. 

2010 Van de Borgh, W., de Jong A., Nijssen, E., Wieseke J (2010). Ambidextrous Sales Manager’s and their Influence on Salespeople’s Selling of New and/or Existing Products. Marketing Science Conference June 17-18 Cologne 2010, Germany

2010 Schepers, J.J.L., de Jong, A., Ruyter, K. de, Wetzels, M. (2010). Team Stewardship in Customer Service Teams: Antecedents and Consequences, American Marketing Association Winter Conference 2010, New Orleans, Lousiana, 19-22 February.

  • 2015 Best Paper Award IPSERA conference 2015.
  • 2014 Nominated for the Operations Management and Logistics Industrial Engineering Educational Award 2014 
  • 2013 Nominated for the MOA, Center for Information based Decision Making & Marketing Research, Science Price of the Year 
  • 2012 Nominated for the best paper award at EMAC 2012 conference, Lisbon: Helping Teammates during New Product Selling: When Does It Pay Off?" 
  • 2010 Best paper award in Service Marketing track at the AMA Winter Educatorʹs Conference 2010, New Orleans, LA, USA: Stewardship in Customer Service Teams: Antecedents and Consequences
  • 2009 Winner of Highly Commended Award at the Literati Network Awards for Excellence 2009 for: Linking employee perceptions of collective efficacy in self-managing service teams with customer-perceived service quality:  A psychometric assessment published in Journal of Service Management
  • 2008 Nominee of Teaching Award for Master course on Research Design, Data Collection & Analysis
  • 2007 Winner of Teaching Award for Pre-Master course on Innovation Management
  • 2005 Nominee of the Christiaan Huygens Science Award in Business Science
  • 2003 Winner of the Dissertation-of-the-year Award of the Netherlands Organisation for 
  • Research in Business Economics & Management (NOBEM)
  • 2003/2004 Nominee of the SNS Bank Limburg dissertation award

 


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