Niels Schillewaert | Vlerick Leuven Gent Management School (original) (raw)

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Papers by Niels Schillewaert

Research paper thumbnail of Los desafíos de la investigación de mercados y las asociaciones en un mundo complejo

Investigación y marketing, 2018

Research paper thumbnail of Exploring the Dynamics of Antecedents to Consumer-Brand Identification with a New Brand

Social Science Research Network, 2012

Research paper thumbnail of Adoptie ICT bij Belgische B-t-B bedrijven

Research paper thumbnail of A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance

ABSTRACT This longitudinal research examines the impact of individual differences, organizational... more ABSTRACT This longitudinal research examines the impact of individual differences, organizational factors, and contextual influences on intention to adopt and adoption of sales force automation (SFA) technology, and the corresponding effect of adoption on sales performance. Data were collected prior to the introduction of SFA and six months later from 156 salespeople at a major manufacturing firm. In addition to demonstrating that training, customer pressure, and peer use play important roles in SFA adoption, this research is the first to indicate that one's goal orientation also affects adoption behaviors. Beyond examining factors that drive technology adoption, the longitudinal methodology employed in this study provides unique evidence that the adoption of sales technology tools enhances job performance.

Research paper thumbnail of Fixing the brand radar: Brand trackers should be used for management not market research

Applied Marketing Analytics, Mar 1, 2021

Research paper thumbnail of ESOMAR Lounge

Research World, Sep 1, 2018

Research paper thumbnail of Successfully integrating direct marketing into the sales cycle

Research paper thumbnail of Understanding Web site Effectiveness

Research paper thumbnail of The short term stability of response styles

Research paper thumbnail of ‘Connected Research’ - How Market Research can Get the Most out of Semantic Web Waves

International Journal of Market Research, 2009

Research paper thumbnail of Simulating the principle of database marketing through DARTS

Journal of Database Marketing, 2000

Research paper thumbnail of Global perspectives on service

This chapter discusses global perspectives on service

Research paper thumbnail of Evolution of beauty: Dove case study. A new brand activation research model

Research paper thumbnail of Hanging out at the memeplex

Research paper thumbnail of VMA Jaarboek 2004

Research paper thumbnail of Brand religions: Shed a new light on today's marketing beliefs

156, 2020

Since the early days of business, marketing gurus have preached their beliefs on how to build str... more Since the early days of business, marketing gurus have preached their beliefs on how to build strong brands. These theories and models have been translated into numerous books to provide a clear framework for marketers on what to aim for and how to grow their brand. But in this abundance of models and theories, marketers might find themselves lost in translation

Research paper thumbnail of The Vlerick Leuven Gent Management School and InSites Consulting

This study reports the findings of a comparison between traditional and online data collection me... more This study reports the findings of a comparison between traditional and online data collection methods. Respondents were recruited in four different ways, namely from an online opt-in panel, via website pop-ups, by postal mail and by telephone. The response patterns from different data collection methods relating to a variety of subjects (e.g. internet use, technology adoption, attitudes, interests and opinions, demographics) are compared. The results indicate that all sampling methods generate different results (also between postal and telephone research) when not controlling for socio-demographics from the national population. Once controlling for such factors, online and offline data collection methods generate similar results in terms of socio-demographics, attitudes, interests and opinions. Although some differences remain they can not be attributed to one or the other recruitment method. Correcting post hoc via reselection reduces the differences considerably in terms of techn...

Research paper thumbnail of Information technology enabled selling in business markets: studies on the acceptance and effects of information technology in the sales force

Research paper thumbnail of Towards an Integrative Measure of E-Commerce Effectiveness

Research paper thumbnail of E-Business in België: we have only just begun .. but the best is yet to come

Research paper thumbnail of Los desafíos de la investigación de mercados y las asociaciones en un mundo complejo

Investigación y marketing, 2018

Research paper thumbnail of Exploring the Dynamics of Antecedents to Consumer-Brand Identification with a New Brand

Social Science Research Network, 2012

Research paper thumbnail of Adoptie ICT bij Belgische B-t-B bedrijven

Research paper thumbnail of A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance

ABSTRACT This longitudinal research examines the impact of individual differences, organizational... more ABSTRACT This longitudinal research examines the impact of individual differences, organizational factors, and contextual influences on intention to adopt and adoption of sales force automation (SFA) technology, and the corresponding effect of adoption on sales performance. Data were collected prior to the introduction of SFA and six months later from 156 salespeople at a major manufacturing firm. In addition to demonstrating that training, customer pressure, and peer use play important roles in SFA adoption, this research is the first to indicate that one's goal orientation also affects adoption behaviors. Beyond examining factors that drive technology adoption, the longitudinal methodology employed in this study provides unique evidence that the adoption of sales technology tools enhances job performance.

Research paper thumbnail of Fixing the brand radar: Brand trackers should be used for management not market research

Applied Marketing Analytics, Mar 1, 2021

Research paper thumbnail of ESOMAR Lounge

Research World, Sep 1, 2018

Research paper thumbnail of Successfully integrating direct marketing into the sales cycle

Research paper thumbnail of Understanding Web site Effectiveness

Research paper thumbnail of The short term stability of response styles

Research paper thumbnail of ‘Connected Research’ - How Market Research can Get the Most out of Semantic Web Waves

International Journal of Market Research, 2009

Research paper thumbnail of Simulating the principle of database marketing through DARTS

Journal of Database Marketing, 2000

Research paper thumbnail of Global perspectives on service

This chapter discusses global perspectives on service

Research paper thumbnail of Evolution of beauty: Dove case study. A new brand activation research model

Research paper thumbnail of Hanging out at the memeplex

Research paper thumbnail of VMA Jaarboek 2004

Research paper thumbnail of Brand religions: Shed a new light on today's marketing beliefs

156, 2020

Since the early days of business, marketing gurus have preached their beliefs on how to build str... more Since the early days of business, marketing gurus have preached their beliefs on how to build strong brands. These theories and models have been translated into numerous books to provide a clear framework for marketers on what to aim for and how to grow their brand. But in this abundance of models and theories, marketers might find themselves lost in translation

Research paper thumbnail of The Vlerick Leuven Gent Management School and InSites Consulting

This study reports the findings of a comparison between traditional and online data collection me... more This study reports the findings of a comparison between traditional and online data collection methods. Respondents were recruited in four different ways, namely from an online opt-in panel, via website pop-ups, by postal mail and by telephone. The response patterns from different data collection methods relating to a variety of subjects (e.g. internet use, technology adoption, attitudes, interests and opinions, demographics) are compared. The results indicate that all sampling methods generate different results (also between postal and telephone research) when not controlling for socio-demographics from the national population. Once controlling for such factors, online and offline data collection methods generate similar results in terms of socio-demographics, attitudes, interests and opinions. Although some differences remain they can not be attributed to one or the other recruitment method. Correcting post hoc via reselection reduces the differences considerably in terms of techn...

Research paper thumbnail of Information technology enabled selling in business markets: studies on the acceptance and effects of information technology in the sales force

Research paper thumbnail of Towards an Integrative Measure of E-Commerce Effectiveness

Research paper thumbnail of E-Business in België: we have only just begun .. but the best is yet to come

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