Frank Belschak

Frank Belschak is a Professor at the Faculty of Economics and Business, University of Amsterdam, specializing in Leadership & Management. His research focuses on the intersection of marketing strategy, sales performance, and organizational behavior, with significant contributions to understanding emotional competence, social capital, and incentive structures in sales environments.

Research Trends

His work, spanning from 2004 to 2013, explores

• how emotional regulation and social capital affect sales outcomes
• the dynamics of anxiety and coping mechanisms in sales calls
• the role of intelligence and thinking styles in sales performance
• economic transitions in business-government relationships
• field experiments on incentive pay and team dynamics

These studies frequently employ field experiments and theoretical frameworks from behavioral economics and psychology.

Publications

Key publications include collaborative works with Willem Verbeke and Richard P. Bagozzi, analyzing topics such as emotional competence, sales call anxiety, and social capital. His 2008 paper on intelligence in sales and the 2004 study on social capital remain influential in marketing literature.