University Lecturer

Michel van der Borgh

RESEARCH PROFILE

Michel van der Borgh is a Full Professor of Marketing at the Department of Marketing at COPENHAGEN BUSINESS SCHOOL. He also obtained positions as Assistant Professor of Marketing at Eindhoven University of Technology and Tilburg University. Michel achieved his B.Sc. in Mechanical Engineering at Hanze University Groningen, his M.Sc. in Industrial Engineering at the Eindhoven University of Technology, and he was awarded his Ph.D. in Marketing from the same university. Michel has published in journals such as  Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Service Research, Industrial Marketing Management, Journal of Product Innovation Management, British Journal of Management, and R&D Management.  He regularly reviews for a number of leading journals and currently serves as an Associate Editor at European Journal of Marketing (EJM) and Industrial Marketing Management’s  (IMM). In his research, Michel aims to understand what drives the success of radically new (digital) technologies in ICT, medical devices, manufacturing, and other industries, and how firms can design effective sales strategies for such solutions. Michel collaborates with leading high-tech organizations like Philips, Vanderlande Industries, KPN, Getronics, Ahrend, and the High-Tech Campus Eindhoven. In terms of teaching, he has taught numerous courses on topics such as (1) new product selling, (2) business research methods, (3) marketing management, and (4) business to business marketing. Michel is the program coordinator of the 2-year MSc EBA (cand. merc.) Sales Management and teaches MBA Marketing modules at TIAS, Esade, and CBS.

ACADEMIC BACKGROUND

Michel van der Borgh received his BSc in Mechanical Engineering from Hanze University Groningen, his MSc in Industrial Engineering from TU/e, and his PhD in Marketing from the same university. He also is founder and director of the Center for Sales Process Engineering (CSPEng.org), which aims to develop the field of sales process engineering, design sciences, and management tool development. He additionally holds various positions at the School: among other roles he serves as a member of the Departmental council. Michel collaborates with leading high-tech organizations such as Vanderlande Industries, Getronics, Philips, Ahrend, and the High Tech Campus Eindhoven. Many of his studies are presented at world-leading conferences and published or forthcoming in renowned academic journals including the Journal of the Academy of Marketing Science, Journal of Product Innovation Management, British Journal of Management, and R&D Management. He currently serves as an Associate Editor for the “Sales, Leadership, and Human Resources” track of the 2018 Winter AMA.

Ancillary Activities

No ancillary activities