Creator
Prof. Dr.Jörg Westphal
Jörg Westphal teaches how sales organisations adopt AI: where trust in a system is earned, where it breaks, and how governance keeps the two aligned. He held the chair for market-oriented management at the FOM Hochschule and founded its competence centre for sales management; he now teaches at DHBW Stuttgart and zfuw Koblenz and supervises doctoral candidates. His research on trust in AI in sales organisations appeared in the Journal of Personal Selling & Sales Management, and he edits and writes on sales enablement for Springer Gabler. Since 2012 he has also advised companies on marketing, sales and strategy, so the material rests on research and practice together.
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- Hetzerath, Rhineland-Palatinate, Germany
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Background
Experience and context
Education and professional work that shape this creator's modules.
Education
- Doctorate in economics, Helmut-Schmidt-Universität Hamburg
Dr. rer. pol., awarded magna cum laude. Diplomkaufmann, Universität Hamburg.
Career
- Professor of sales and strategic management, holder of the chair for market-oriented management at the FOM Hochschule
Founding professor and head of the competence centre for sales management. Held the chair until 2025.
- Teaches at DHBW Stuttgart and at the zfuw Koblenz, and supervises doctoral candidates
Doctoral supervision runs at UCAM Murcia in cooperation with the FOM Hochschule.
- Principal and partner roles across five management consultancies
Consulting practice in sales, marketing and strategy at MP Management Consultants, Partner-im-Dialog, TellSell Consulting, Instigate Consulting and Mercuri International.
- Independent management consultant for marketing, sales and strategy since 2012
Practises as Dr. Westphal & Collegen and works as a senior advisor on sales, strategy and leadership mandates.
Publications
- Artificial intelligence in sales organizations: the role of trust, Journal of Personal Selling & Sales Management, 2026
Written with Rangarajan, Habel and Rutherford. The dossier records it as the most-read article in its journal section over twelve months, with more than 2,800 accesses.
- Editor of Springer Gabler volumes on sales enablement and on retail after the pandemic
Sales Enablement als Fundament des Vertriebserfolgs, 2022, where he also wrote the framing chapter; Future Shopping, 2023; Marketing & Innovation 2021.
- Sales enablement in complex B2B companies, Industrial Marketing Management, 2022
Cross-functional, multi-level case study with Lauzi, Rangarajan, Schaefers, Parra-Merono and De-Juan-Vigaray.
- Global Events Demand Global Data, Journal of International Marketing, 2024
Contributor to an international study of how sales organisations across more than twenty countries responded to the COVID-19 crisis.
Memberships
- Editorial board member of the Marketing Management Journal
Also sits on the academic board of the AKAM and on the marketing and sales advisory panel of the Best of Consulting Award run by WirtschaftsWoche.
- Peer reviewer for marketing and sales journals and conferences
Reviews for Industrial Marketing Management, the Journal of Business and Industrial Marketing, the Journal of Personal Selling & Sales Management, the Journal of Marketing Theory and Practice, the Academy of Marketing Science, the American Marketing Association Winter Conference, the Global Sales Science Institute, the National Conference in Sales Management and the European Marketing Academy.