MSCA Postdoctoral Fellowship – Sales and Frontline Service - Call for Expressions of Interest
Copenhagen Business School – Department of Marketing
Location: Copenhagen, Denmark
Salary: The salary rate for a MSCA grant in Denmark will be approx. EUR 80.500 per year. Salary will be negotiated in accordance with the agreement between the Danish Ministry of Finance and the Central Academic Organisation. The MSCA grant includes mobility and possibly a monthly family allowance of EUR 660, if the researcher is eligible .
Contract type: Fixed term
Closing date for Expressions of Interest: May 16th, 2021
Call opening date: expected May 18th, 2021
Closing date for submission of final applications: September 15th, 2021
Marie Sklodowska-Curie Postdoctoral Fellowships are prestigious fellowships funded by the European Commission. They offer a generous allowance for 24 months including mobility, family and research allowance. Applicants must hold a PhD and have a maximum of 8 years research experience after their PhD was awarded. Applicants can be from any country, but must not have resided or carried out their main activity in Denmark for more than 12 months in the 3 years immediately prior to the deadline on September 15th, 2021. If the applicant has never before lived in Denmark, the applicant will be eligible for special taxation scheme. MSCA follows a bottom-up approach, which means that the research fields and topics are not predefined by the MSCA programme.
The Department of Marketing at Copenhagen Business School (CBS) welcomes expressions of interest from postdoctoral researchers with an excellent track record of research and publication to apply jointly with a supervisor from the department at CBS to the European Commission Marie Sklodowska-Curie Postdoctoral Fellowship Scheme. Selected candidates will receive dedicated support from a senior researcher, as well as CBS’ Research Support Office to develop their proposal and application for submission to the European Commission by September 15th, 2021. The selected candidate may benefit from travel funding provided by CBS to visit the host professor (if possible) for 1-2 days in July/August 2021 to discuss and plan the full proposal for submission to the European Commission. If travel is not possible, online meetings will be arranged.
The host at CBS is one of the scholars (depending from the research theme)
1. Professor Ad de Jong (E-mail: email@example.com )
2. Associate professor Michel van der Borgh (E-mail: firstname.lastname@example.org )
3. Associate professor Selma Kadić-Maglajlić (E-mail: email@example.com )
Details of the Department of Marketing at Copenhagen Business School can be found at https://www.cbs.dk/en/research/departments-and-centres/department-of-marketing
Expressions of Interest that address one or more broad topics are welcomed:
Use of big data analytics services by frontline sales/service employees hosted by Ad de Jong;
The emergence of new forms of data, modern technology, and advanced data analytics offer service providers both opportunities and risks. Organizations with advance big data analytics capacity are 23 times more likely to acquire and 6 times more like to retain customers (Bokman et al., 2014). Frontline employees typically have a customer-contact position in which they interact with their customers. Especially in more complex B2B settings it is therefore critical that they are able to properly interpret and use data analytics services to make proper decisions for their customers. At issue is how frontline employees who are traditionally geared to the interpersonal aspect can make proper use of technologically advanced data analytics services.
Adoption of the Circular Economy, its principles by frontline sales/service employees hosted by Ad de Jong;
The Circular Economy is “a systemic approach to economic development designed to benefit businesses, society, and the environment. Contrary to the ‘take-make-waste’ linear model, a circular economy is regenerative by design and aims to gradually decouple growth from the consumption of finite resources”. (Ellen Macarthur Foundation, 2020). It goes beyond recycling to emphasize the need for regeneration. The circular economy has potentially a major impact on frontline employees that “are the point of contact between an organization and its customers (Singh et al., 2017). If organizations aim to implement the Circular Economic principles to market and provide customer services, new forms of value can be created. This value creation can involve not just the direct customer, but also other players in the ecosystem. Flokk, a Scandinavian office furniture company illustrates the role of front line employees. Their products are increasingly designed for take-back and re-use of the materials such as wood and aluminum. Therefore, given their unique customer-contact position, it is critical to make frontline employee behavior and attitudes consistent with hand committed to the Circular Economy principles. This may be a major challenge as such a change may imply disruption of routines and uncertainty. Frontline employees may be hesitant to leave existing efficient routines.
Salesperson judgment and decision-making under high levels of uncertainty hosted by Michel van der Borgh;
Prior research on salesperson judgment and decision making (JDM) has been fragmented. While much research on JDM has been carried out in the consumer area, development in the sales context is lacking. Salesperson JDM represents a gold mine for JDM research because it provides a naturally complex decision-making setting that allows research to move away from extreme reductionist approaches and develop novel JDM and sales theories that better explain salespeople as decision makers (Lam and Van der Borgh 2020). Moreover, understanding of how uncertainty affects salespeople’s decision making during selling activities is lacking. A focus on uncertainty is important, because uncertainty is an attribute of virtually every environment in which marketing occurs today (Read et al. 2009).
Design Science for Sales Management hosted by Michel van der Borgh;
There is a growing interest among sales management scholars in conducting rigorous research that is also highly relevant for practitioners. However, recent studies show that the marketing field is characterized by fragmentation and over-specialization and thus has low practical relevance for professional practitioners that largely draw on a more integrated approach to marketing. Moreover, several scholars have argued for paradigmatic changes that provide better answers to new practitioner challenges. The design science perspective draws on theory extracted from various existing practices where ‘local’ practitioner problems are addressed and (potentially) solved, but also develops theory by systemically reviewing and synthesizing the extant literature on a particular marketing topic/problem. The core deliverable of design science work is a repository of design principles that guide decision-making by practitioners, but that can also be scrutinized by scholars, for example in terms of their internal, external, and pragmatic validity.
Understanding implications of a modern workplace in sales organizations hosted by Selma Kadić-Maglajlić;
The modern workplace has become reality pronounced by the COVID-19 crisis that has led millions of people, including sales employees, to transition into working from home, essentially overnight. It is estimated that more than 20 percent of the global workforce (mostly in high-skilled jobs in sectors such as finance, insurance and IT) will continue to work away from the office (McKinsey Global Institute, 2020). This transition brings important challenges, in that the office was traditionally the center for creating culture and a sense of belonging and was also a place where any behavioral changes in employees could be noticed. This research project should offer insights on how to address challenges brought by modern workplace aiming to improve response to increasing emotional exhaustion and burnout of sales employees.
Introducing emotionally intelligent and ethical AI based tools to sales hosted by Selma Kadić-Maglajlić;
Artificial Intelignece become sine qua none of a modern business and we are witnessing its increased popularization in a wide range of human encounters across business areas. However, with the increased adoption of AI, there are many examples where AI has led to serious ethical misconducts (e.g. offensive classifications of minorities and hate speech, creation of fake images, videos and conversations; misuse of data and algorithms such as the case of Facebook–Cambridge Analytica data scandal) that resulted with negative economic impact on the organization (e.g., loss of brand value; boycotting or complaining behavior). Indeed, with every publicized new ethical scandal involving AI, general awareness of dark side of AI increases. Current scholarly research on the role of ethics in AI is lagging, thereby failing to provide a clear guideline on how to adopt responsible and ethical AI that will protect all stakeholders involved in interaction.
We are looking for an excellent candidate with a Ph.D. from an accredited institution. They should have a strong research record (or potential) in areas relevant to the research themes specified in this call for expressions of interest. An ideal candidate should have a strong background in data science, AI or behavioral modelling with interest in B2B marketing, Sales Management and Services, and Analytic. Moreover, candidates should possess experience in conducting experimental research design and the ability to use big data in their research.
Qualified candidates will have completed a Ph.D. in Marketing or a related discipline by August 2021, and have demonstrated research skills through refereed publications in premier journals (cf. AJG 3/4/4*-ranked journals and FT-listed journals) and/or having a strong research pipeline.
How to express your interest
Expressions of interest should include:
1. Your CV including a full list of your publications, research grants and projects
2. A max 2-3 page Research Proposal Summary addressing one or more of the above themes
3. A max 1-2 page motivation letter identifying synergies with the key research areas listed above
Please submit your EoI by sending it to MSCA2021@cbs.dk as one single PDF file attachment named ‘MSCA – Borgh/Jong/Maglajlic - Applicant’s initials’ by May 16th, 2021.
Expressions of interest will be selected based on the quality of the research idea and the candidate’s track record. In early-June 2021, selected candidates will be contacted by the CBS team to discuss next steps.
To allow sufficient time for institutional approvals, a draft of the full proposal is expected to be ready for review by the CBS host by August 10th, 2021.
In case of questions, please send an email to MSCA2021@cbs.dk
Closing date: 16 May 2021.
With some 20.422 full and part-time students, 644 full-time faculty members, 192 PhD and 724 administrative staff CBS is a unique business-oriented university with a full portfolio of Bachelor, Masters, MBA/EMBA, PhD and Executive programmes delivered in English and Danish. Our academic staff includes internationally-recognised experts in classical business disciplines as well as in philosophy, history, psychology, sociology, law, political science, information systems and culture.
The University welcomes applications from suitably qualified candidates regardless of age, gender, race, religion or ethnic background.
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