Assistant Professor
Ph.D. Business Economics - Ghent University & Vlerick Business School
Track: International Negotiation and Sales Management
LEM Member
  • 2017 : Ph.D. Business Economics, Ghent University & Vlerick Business School, Belgium
  • 2014 : Master, Business Administration, Marketing, Ghent University, Belgium
Professional Experiences
Academic Experience
  • 2017 - present, Assistant Professor of Sales Management, IÉSEG School of Management, , France
  • 2016 - 2017, Visiting Lecturer, University College Ghent, Ghent, Belgium
  • 2013 - 2017, Research Associate, Vlerick Business School, Ghent, Belgium
Scientific prizes and Awards
  • 2018 : Winner Doctoral Dissertation Award Competition American Marketing Association Sales SIG, American Marketing Association
  • 2018 : Certificate of Outstanding Contribution in Reviewing Industrial Marketing Management, Elsevier
Published Papers in Refereed Journals
  • Paesbrugghe B., Vuori Johanna, Kock Heidi, (2022). Selling to Enabled Purchasers: The Effect of Perceived Supply Risk and Profit Impact on the Buyer-Seller Interaction., Journal of Business & Industrial Marketing, 37 (5) 1012-1024.
  • Rangarajan D., Sharma A., Lyngdoh T., Paesbrugghe B., (2021). Business-to-business selling in the post COVID-19 era: Developing an adaptive and hybrid salesforce, Business Horizons, 64 (5) 647-658.
  • Sharma A., Rangarajan D., Paesbrugghe B., (2020). Increasing Resilience by Creating an Adaptive Salesforce, Industrial Marketing Management, 88 (7) 238-246.
Show all
  • Paesbrugghe B., Rangarajan D., Sharma Arun, Hochstein Bryan, (2020). Evaluation of Salespeople by the Purchasing Function: Implications for the Evolving Role of Salespeople, Journal of Personal Selling and Sales Management, 40 (4) 289-305.
  • Itani Omar, Jaramillo F. J., Paesbrugghe B., (2020). Between a Rock and a Hard Place: Seizing the Opportunity of Demanding Customers by Means of Sale Service Behaviors, Journal of Retailing and Consumer Services, 53 (March) 11.
  • Peasley Michael, Rangarajan D., Paesbrugghe B., Srivastava Raj, Stewart Geoffrey, (2019). The Impact of Adverse Life Events on Salesperson Relationships with Customers, Journal of Business & Industrial Marketing, 36 (12) 2126–2138.
  • Paesbrugghe B., Sharma Arun, Rangarajan D., Boute Robert, (2018). Aligning Sales and Operations Management: An Agenda for Inquiry, Journal of Personal Selling and Sales Management, 38 (2) 220-240.
  • Paesbrugghe B., Sharma Arun, Rangarajan D., Niladri Syam, (2018). Personal Selling and the Purchasing Function: Where do We Go From Here?, Journal of Personal Selling and Sales Management, 38 (1) 123-143.
  • Paesbrugghe B., Rangarajan D., Sharma Arun, Syam Niladri, Jha Subhash, (2017). Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function, Industrial Marketing Management, 62 (April 2017) 171-184.
Peer Review Proceedings
  • Hallikainen Heli, Paesbrugghe Bert, Laukkanen Tommi, Rangarajan Deva, Gabrielsson Mika, (2017), How individual technology propensities and organizational culture influence B2B customer’s behavioral intention to use digital services at work?, in: Proceedings of the 50th Hawaii International Conference on System Sciences (HICSS) IEEE Computer Society, pp.4577-4585.
Research field
  • Marketing