Assistant Professor
Ph.D. Business Economics - Ghent University & Vlerick Business School
Track: International Negotiation and Sales Management
  • 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., Sharma Arun, Rangarajan Deva, 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 Deva, Sharma Arun, 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., Rangarajan Deva, 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