Jochen Wirtz

Captain
DISC Type : DS

Vice Dean, MBA Programmes at National University of Singapore

Singapore

Overview

Jochen Wirtz is the Vice Dean of MBA Programmes and a Professor of Marketing at the National University of Singapore. He is a leading global authority on services marketing and management, having co-authored best-selling textbooks and published over 200 academic articles. People often describe him as an undisputed expert, intelligent, passionate, and friendly.

Originally from Germany, Jochen spent seven years in London, where he earned his Ph. D. from the London Business School, before moving to Asia. He now travels frequently between Asia, Europe, and the US for his various academic and consulting roles, indicating a dynamic, international lifestyle outside of his direct professional responsibilities.

He is a multi-award-winning researcher and educator, consistently ranked in the top 1% of most-cited scholars globally in his field.

Personality Overview

Decisive But Calm

Output-Driven

Planner & Achiever

They exhibit a rare combination of being result-oriented but patient at the same time.  They are very professional in their approach and can weigh multiple perspectives together. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Services Marketing
This is his core area of expertise. He is a best-selling author of the world's leading textbook on the subject, "Services Marketing: People, Technology, Strategy. "
AI in Service
His recent publications and keynote topics focus on intelligent automation, generative AI, and the impact of service robots on business and customer experience.
Frictionless Customer Journeys
He actively shares content about designing seamless customer service processes and using frameworks like poka-yokes to eliminate fail points for a better customer experience.

Media Appearances

Jochen has no verified media appearances

Work History

1-2017
Vice Dean, MBA Programmes at National University of Singapore
10-1992
Professor of Marketing at National University of Singapore
6-2002 - 7-2017
Academic Director, UCLA - NUS Executive MBA Program at National University of Singapore
10-2025
Distinguished Visiting Professor at Aalto University School of Business
7-2017
CSL Global Faculty @ Center for Service Leadership at W. P. Carey School of Business – Arizona State University

Education

1987 - 1991
Ph.D. from London Business School

More Information

Social Presence :

Prographics :

Exp : 33 Location : Singapore Job Level : Mid-senior Designation : Vice Dean, MBA Programmes at National University of Singapore
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Insights For Selling To Jochen

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jochen is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Jochen

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Jochen move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Jochen take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Jochen

Personality Compatibility


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