Department of marketing

Publications

• Veflen, Nina & Velasco, Carlos (2025)
  Multisensory Packaging and Food Marketing

  Reference Module in Food Science, Doi: https://doi.org/10.1016/b978-0-443-29139-5.00023-9

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  Packaging plays a key role in food marketing by attracting attention to the product, creating expectations, and thereby influencing customers’ purchase behavior. In this chapter we describe how packaging can be designed to achieve these aims. We present how sensory cues can impact attention and facilitate expectations of flavor, quality, healthiness and sustainability. The chapter concludes with a summary of the role of packaging for food choice.

• Khandani, Sajed; Veflen, Nina & Velasco, Carlos (2025)
  Auditory pathways to environmental friendliness: The interactive role of packaging and brand name sounds

  Psychology & Marketing, Doi: https://doi.org/10.1002/mar.70054

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  The amount of packaging waste produced annually is an environmental issue and a growing concern among consumers. In response, some companies have switched to environmentally friendly packaging materials and are communicating this to their consumers. This study examines how packaging sounds and brand name speech sounds interact to influence perceptions of environmental friendliness in the context of auditory advertisements. Our results indicate that consumers can misidentify the sounds of materials commonly used in packaging but perceived to differ in environmental impact (e.g., paper, plastic). This misidentification can influence perceived environmental friendliness of packaging and, in turn, willingness to buy. Furthermore, our data indicate that auditory exposure to brand names with voiceless (vs. voiced) consonants moderates the relationship between packaging material sounds and material identification accuracy. This study's main contribution lies in recognizing the influence of sounds from packaging, brand names, and their interaction on consumers' perceived environmental friendliness and, consequently, on willingness to buy. For marketing managers, it highlights auditory modality's role in engaging consumers and promoting pro-environmental initiatives in advertising strategies.

• Pombo, Maria; Corradi, Guido, Elliot, Andrew J. & Velasco, Carlos (2025)
  When and how visual aesthetic features influence approach-avoidance motivated behavior

  Quarterly Journal of Experimental Psychology (QJEP),

• Tran, Hai-Anh; Evanschitzky, Heiner, Gregoire, Yany, Nguyen, Bach, Gustafsson, Anders & Ludwig, Stephan (2025)
  The role of empathy in providers’ online customer complaints management

  Journal of the Academy of Marketing Science, Doi: https://doi.org/10.1007/s11747-025-01114-4

• Spence, Charles & Velasco, Carlos (2025)
  Digital dining: New innovations in food and technology

  Springer Nature

• Pimentel, Oriente; Chuquichambi, Erick Gustavo, Spence, Charles & Velasco, Carlos (2025)
  The diatonic sound of scent imagery

  Perception, Doi: https://doi.org/10.1177/03010066251342011 - Full text in research archive

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  This research investigates crossmodal correspondences between auditory stimuli, specifically musical modes, and olfactory mental imagery, represented by fragrance families. Building on the emerging literature on crossmodal correspondences, this research explores different mechanisms that might help to explain these crossmodal correspondences such as their shared connotative meaning and identity-based meaning. The first study evaluated the fragrance families and subfamilies and musical modes and assessed potential mechanisms behind these associations. The second study examined the associations between the musical modes and fragrance families and subfamilies through a matching task. The results revealed consistent matches between different musical modes and corresponding fragrance families and subfamilies, indicating a crossmodal association between auditory and olfactory mental imagery. What is more, major modes were perceived as brighter and less intense, and were more liked than minor modes, with floral and fresh fragrances similarly rated as brighter and more liked than oriental and woody fragrances. These results suggest that crossmodal correspondences between auditory and olfactory stimuli are influenced by brightness, intensity, and hedonic factors. Understanding such crossmodal associations can potentially benefit various fields, including marketing, product design, and those interested in creating multisensory experiences.

• Gaustad, Tarje Børsum & Warlop, Luk (2025)
  Self-Brand Connections | 38 | v2 | Motivations, Origins, and Outcomes

  The Routledge Handbook of Identity and Consumption 2nd Edition, , s. 438-448. Doi: https://doi.org/10.4324/9781003383628-38

  Show summary

  We present a framework synthesizing motivations, origins, and outcomes of self-brand connections (SBC), defined as the degree to which the consumer has incorporated the brand into the self-concept. When consumers incorporate a brand into their identity, the brand is categorized as part of the self, such that brand associations are linked to mental representations of the self, and consumers develop a sense of oneness with the brand. We propose that SBCs can be motivated by both self-verification and self-enhancement goals, i.e., consumers can use brand connections to verify who they are and/or to signal who they want to be. Further, the origins of SBCs can be the values and associations reflected by a brand (symbolic SBC), as well as idiosyncratic autobiographical memories involving the brand (experiential SBC). Finally, a high degree of SBC can lead to positive brand outcomes such as pro-brand consumer behaviors (loyalty, positive word of mouth, willingness to pay a price premium, and more) and serve as a buffer against negativity (scandals, transgressions, and other undesirable brand exposure), but also foster managerial reluctance to change and innovation in fear of negative consumer responses. For consumers, SBCs can be instruments for self-construal and identity signaling by signaling prestige, affiliation, and/or divergence. Based on this framework, we propose directions for future research on SBCs.

• Velasco, Carlos; Petit, Olivia, Motoki, Kosuke, Youssef, Jozef & Spence, Charles (2025)
  Future dining experience journeys: Opportunities and uncertainties for NFTs and the Metaverse

  International Journal of Gastronomy and Food Science,

• Velasco, Carlos & Obrist, Marianna (2025)
  Multisensory experiences: Where the senses meet technology (2nd Ed.)

  Oxford University Press

• Motoki, Kosuke; , Julia Low & Velasco, Carlos (2025)
  Generative artificial intelligence in sensory and consumer science

  Food Quality and Preference, 133 Doi: https://doi.org/10.1016/j.foodqual.2025.105600

  Show summary

  Generative artificial intelligence (GenAI) technologies, including ChatGPT, offer innovative capabilities in sensory and consumer science. Recent empirical studies in sensory and consumer science highlight the potential utility of GenAI in, for example, AI-generated food images and recipes. To the best of our knowledge, this is the first paper to propose a comprehensive framework for integrating GenAI into research and development in sensory and consumer science. The framework highlights how GenAI can be applied across the concept, design, and testing phases through an iterative process. The concept phase utilises GenAI to generate research concepts (e.g., proposing ideas such as research questions and hypotheses). The design phase employs GenAI to formulate research designs. During this stage, GenAI assists with creating and validating survey/experimental stimuli and measurement scales. The testing phase applies GenAI to evaluate research ideas and designs by employing “silicon samples,” interactive surveys that enhance engagement and response quality. In the testing phase, GenAI can also analyse unstructured text data, offering more accurate and scalable text analysis than traditional methods, even across diverse languages and cultures. This study also acknowledges potential pitfalls, such as biases in AI outputs, data privacy and security concerns, oversimplification, lack of transparency, and GenAI user misperception. This article encourages greater integration of GenAI by highlighting its potential for the sensory and consumer science community, while addressing its limitations and ensuring adherence to high ethical standards.

• Abrahamsen, Morten Høie & Munksgaard, Kristin B. (2025)
  Interaction in a time of crisis: Buyer-supplier adaptation in public healthcare

  [Professional Article]. The journal of business & industrial marketing, 40(2) , s. 477-494. Doi: https://doi.org/10.1108/JBIM-06-2024-0397

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  Purpose – This paper aims to examine adaptation in buyer–seller relationships in a time of crisis and to explore what consequences adaptation has for the actors involved. The authors are particularly interested in examining how suppliers and public buyers adapt in turbulent situations where public policy opens for interaction in a mode represented by studies in the industrial marketing and purchasing research approach. The COVID-19 pandemic represents such a unique research setting, as it opens up insights into how buyers and suppliers had to adapt in a matter of days in response to rapid and turbulent changes in their business environment. In this paper, the authors seek insights into the following research questions: What role do the actors’ interpretation of the situation play in the adaptation process? How do adaptation processes unfold in a time of national crisis? What are the actor and relationship-specific outcomes from adaptation in such a situation? Design/methodology/approach – To answer these questions, the authors present data from an exploratory case study of intra- and interfirm adaptation processes between public buyers and private suppliers in the health-care sector during the COVID-19 pandemic. The pandemic opened for access to a unique data from personal interviews and secondary data, from public reports and newspaper/media coverage at intervals during the outbreak and at the aftermath of the pandemic. Findings – The authors find that the actors’ interpretation of the situation and their motivation to engage in adaptations play an important role in the adaptation processes. In particular, a normative commitment based on a moral duty to contribute to dealing with the turbulent situation of society is found to be a main driver. In these situations, shared sensemaking and alignment of mental models help to mobilise actors, resources and activities into new interaction patterns. At the same time, mutual affective commitment between the buyer and suppliers is not significant over time, thus constraining and eventually terminating the adaptation processes. Originality/value – This study contributes to the understanding of interaction between public buyers and suppliers during turbulent situations. Changes in the adaptation context opens for extensive interaction, thus enabling actors to combine and exploit resources of value, but temporary adaptations do not create long-term effects on the ability to develop buyer–supplier interaction in public markets.

• Obrist, Marianna & Velasco, Carlos (2025)
  Multisensory experiences: Formation, realization, and responsibilities

  Communications of the ACM, 68(4) , s. 50-59. Doi: https://doi.org/10.1145/3699594 - Full text in research archive

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  IMAGINE TRYING TO create the sensory impression of an object, say, the vibrant beauty of a sunflower. It is not just about visualizing its colors but also about feeling the textures and perceiving the delicate fragrances, all encapsulated within an event. This could be re-created as part of an art exhibition (for example, the Tate Sensorium; see Vi et al.42) to immerse the audience in a multisensory journey, such as walking through a sunflower field. The senses take center stage in forming the essence of the experience, even in the absence of real sunflowers.

• Abrahamsen, Morten Høie & Munksgaard, Kristin B. (2025)
  Interaction in a time of crisis: Buyer-supplier adaptation in public healthcare

  [Professional Article]. The journal of business & industrial marketing, 40(2) , s. 477-494. Doi: https://doi.org/10.1108/JBIM-06-2024-0397

  Show summary

  Purpose – This paper aims to examine adaptation in buyer–seller relationships in a time of crisis and to explore what consequences adaptation has for the actors involved. The authors are particularly interested in examining how suppliers and public buyers adapt in turbulent situations where public policy opens for interaction in a mode represented by studies in the industrial marketing and purchasing research approach. The COVID-19 pandemic represents such a unique research setting, as it opens up insights into how buyers and suppliers had to adapt in a matter of days in response to rapid and turbulent changes in their business environment. In this paper, the authors seek insights into the following research questions: What role do the actors’ interpretation of the situation play in the adaptation process? How do adaptation processes unfold in a time of national crisis? What are the actor and relationship-specific outcomes from adaptation in such a situation? Design/methodology/approach – To answer these questions, the authors present data from an exploratory case study of intra- and interfirm adaptation processes between public buyers and private suppliers in the health-care sector during the COVID-19 pandemic. The pandemic opened for access to a unique data from personal interviews and secondary data, from public reports and newspaper/media coverage at intervals during the outbreak and at the aftermath of the pandemic. Findings – The authors find that the actors’ interpretation of the situation and their motivation to engage in adaptations play an important role in the adaptation processes. In particular, a normative commitment based on a moral duty to contribute to dealing with the turbulent situation of society is found to be a main driver. In these situations, shared sensemaking and alignment of mental models help to mobilise actors, resources and activities into new interaction patterns. At the same time, mutual affective commitment between the buyer and suppliers is not significant over time, thus constraining and eventually terminating the adaptation processes. Originality/value – This study contributes to the understanding of interaction between public buyers and suppliers during turbulent situations. Changes in the adaptation context opens for extensive interaction, thus enabling actors to combine and exploit resources of value, but temporary adaptations do not create long-term effects on the ability to develop buyer–supplier interaction in public markets.

• Abrahamsen, Morten Høie & Munksgaard, Kristin B. (2025)
  Interaction in a time of crisis: buyer-supplier adaptation in public healthcare

  The journal of business & industrial marketing, 40(2) , s. 477-494. Doi: https://doi.org/10.1108/JBIM-06-2024-0397

  Show summary

  Purpose – This paper aims to examine adaptation in buyer–seller relationships in a time of crisis and to explore what consequences adaptation has for the actors involved. The authors are particularly interested in examining how suppliers and public buyers adapt in turbulent situations where public policy opens for interaction in a mode represented by studies in the industrial marketing and purchasing research approach. The COVID-19 pandemic represents such a unique research setting, as it opens up insights into how buyers and suppliers had to adapt in a matter of days in response to rapid and turbulent changes in their business environment. In this paper, the authors seek insights into the following research questions: What role do the actors’ interpretation of the situation play in the adaptation process? How do adaptation processes unfold in a time of national crisis? What are the actor and relationship-specific outcomes from adaptation in such a situation? Design/methodology/approach – To answer these questions, the authors present data from an exploratory case study of intra- and interfirm adaptation processes between public buyers and private suppliers in the health-care sector during the COVID-19 pandemic. The pandemic opened for access to a unique data from personal interviews and secondary data, from public reports and newspaper/media coverage at intervals during the outbreak and at the aftermath of the pandemic. Findings – The authors find that the actors’ interpretation of the situation and their motivation to engage in adaptations play an important role in the adaptation processes. In particular, a normative commitment based on a moral duty to contribute to dealing with the turbulent situation of society is found to be a main driver. In these situations, shared sensemaking and alignment of mental models help to mobilise actors, resources and activities into new interaction patterns. At the same time, mutual affective commitment between the buyer and suppliers is not significant over time, thus constraining and eventually terminating the adaptation processes. Originality/value – This study contributes to the understanding of interaction between public buyers and suppliers during turbulent situations. Changes in the adaptation context opens for extensive interaction, thus enabling actors to combine and exploit resources of value, but temporary adaptations do not create long-term effects on the ability to develop buyer–supplier interaction in public markets.

• Chuquichambi, Erick Gustavo; Veflen, Nina, Munar, Enric & Velasco, Carlos (2025)
  The Role of Taste-Shape Correspondences and Semantic Congruence in Product Preference and Taste Expectations

  Multisensory Research, Doi: https://doi.org/10.1163/22134808-bja10144 - Full text in research archive

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  People infer the taste of products based on semantic knowledge (e.g., associations with the category and brand elements). They also link shape features with certain taste qualities through inherent associations commonly referred to as crossmodal correspondences. This research examined how shape features influence the evaluation of familiar and unfamiliar products, and thus varying levels of semantic knowledge. Participants evaluated the expected taste, familiarity, liking, and willingness to purchase products with curved and angular logos presented with sweet, bitter, and neutral characteristics, as well as unfamiliar products. The results of Experiment 1 indicated that the curved logos were preferred and associated with greater sweetness, while the angular logos were less preferred and associated with bitterness. However, in Experiment 2, these differences disappeared when the logos were presented with packages of familiar (sweet, bitter, and neutral) and unfamiliar products. In Experiment 3, the expected tastes for the logos were more pronounced when they were framed as representing new or unfamiliar products than sweet and bitter familiar products. The difference in expected sweetness between curved and angular logos was greater for new or unfamiliar products than for familiar sweet products, and the same pattern was found for expected bitterness. Together, these results suggest that feature-based expectations of taste are absent or less pronounced when semantic knowledge about the products is greater.

• Claus, Bart; Eelen, Jiska & Warlop, Luk (2025)
  This tree in the forest is mine: The effect of concreteness on psychological ownership

  International Journal of Research in Marketing, Doi: https://doi.org/10.1016/j.ijresmar.2025.05.003 - Full text in research archive

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  This research examines how the concreteness of product presentations influences consumers’ psychological ownership. Across six studies (and one in Web Appendix), we demonstrate that concrete (vs. abstract) mental processing of products increases psychological ownership, with downstream effects including elevated product valuation. Conversely, abstract descriptions reduce psychological ownership and encourage sharing or trading. We identify several moderators and boundary conditions for the effect, which support that the nature of concrete thinking allows feelings of ownership as it processes a product as a specific instance related to the self. The effect is strongest in an egocentric (self) perspective (vs. allocentric or other based), when the product is attractive, not yet strongly connected to the self and for individuals who seek uniqueness. These findings offer actionable insights for marketers responding to trends favoring temporary access over permanent ownership, suggesting that concrete language can enhance psychological ownership (for temporary access and product care), while abstraction can temper it (to support return, trade, or resale in circular models). This research connects psychological ownership to construal level theory and literature on linguistic concreteness, underscoring how strategic shifts in product representation can foster desired ownership behaviors in a landscape increasingly defined by flexible consumption and sustainable practices.

• Motoki, Kosuke; Ishikawa, Shin-ichi & Velasco, Carlos (2025)
  Appealing or disgusting? How the visual aesthetics of cultured meat shapes consumer preference

  Food Quality and Preference, 136 Doi: https://doi.org/10.1016/j.foodqual.2025.105767

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  In recent years, the development of cultured meat has accelerated as a promising solution for sustainable food systems. However, consumer acceptance of cultured meat remains low. Advancements in technologies such as 3D bioprinting have enabled intricate visual designs of cultured meat that were not possible with traditional meat and may potentially enhance its appeal. In this study, we aimed to investigate how the visual design of cultured meat affects consumer preferences. Across three studies, we examined the impact of visually designed (vs. non-patterned) cultured meat on consumer evaluations, including intentions to eat and perceptions of visual appeal. Results consistently showed that cultured meat featuring patterned designs was less preferred than non-patterned alternatives. The consumer reluctance was explained in part by perceptions of disgust and artificiality. Furthermore, non-patterned cultured meat with redder and more saturated colouring received more favourable ratings across all measures than both fewer red variants and those with patterned designs. These findings suggest that while redder and more saturated colours can enhance the visual appeal of cultured meat, patterned designs may amplify negative biases. This highlights the complex relationship between visual appearance and consumer acceptance. Therefore, understanding these dynamics is critical for producers aiming to improve the market viability of cultured meat products.

• Barbosa, Francisco Escobar; Velasco, Carlos, Byrne, Derek V. & Wang, Qian Janice (2025)
  The influence of emotional cues and anthropomorphism on product temperature expectations

  Food Quality and Preference, 126 Doi: https://doi.org/10.1016/j.foodqual.2024.105387 - Full text in research archive

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  Throughout six online experiments (four pre-registered), in which participants were tasked to evaluate their temperature expectations of different beverages with or without emotional cues (i.e., emoji facial expressions) with specific temperature associations, we found that imbuing a product with emotional content can influence its expected temperature in online settings. A negative valence, low arousal (i.e., sad) expression on the receptacle of a hot beverage (e.g., hot chocolate milk, coffee) led to a lower expected temperature compared to a beverage with a positive valence, high arousal (i.e., happy) expression and a control condition without any expression. Notably, a happy expression did not result in any significant difference in expected temperature. In addition, there were no significant differences with cold beverages (i.e., iced chocolate milk, beer). We found that the influence of the sad emoji expression was enhanced with higher levels of anthropomorphism (i.e., making individuals focus on the emotions of the product). Our results suggest that the mechanism behind these effects is based on the product being imbued with the emotional connotation of the sad expression and, subsequently, its corresponding temperature association. Our research adds to the literature on consumer behaviour, food and anthropomorphism, and the relationship between temperature and emotions, and it has applications related to food expectations.

• Ungureanu, Olga; Oest, Rutger Daniel van & Schauerte, Nico (2025)
  Add on or move on: Do in-game purchases help or hurt upgrading to newer game versions?

  International Journal of Research in Marketing, Doi: https://doi.org/10.1016/j.ijresmar.2025.02.007 - Full text in research archive

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  Video game players frequently face trade-offs between investing in in-game purchases to improve their currently owned game version and upgrading to a newer, improved version altogether. This decision is significant, as upgrading usually implies losing all acquired in-game items, which are typically incompatible with the newer game version. From the game publisher’s perspective, in-game purchases may deter upgrading and cannibalize newer game versions. However, these purchases may also increase game usage, making upgrading more likely. We consider these two paths with opposite effects. We use over four years of longitudinal data from a major video game publisher, containing individual players’ gaming, in-game purchasing, and upgrading behavior. We find evidence for both paths, with a stronger negative path for cannibalization and a weaker positive path via increased game usage. Furthermore, the net effect of in-game purchases on upgrading is contingent on two salience-related moderators, with recency of in-game purchases reinforcing the positive path and buzz about an upcoming game version attenuating the negative and reinforcing the positive path.

• Furnham, Adrian & Sherman, Ryne A. (2025)
  Personality and good business judgement: the bright and dark side of business reasoning

  Frontiers in Psychology, 16, s. 1-11. Doi: https://doi.org/10.3389/fpsyg.2025.1565485 - Full text in research archive

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  The current study explored the relationship between measures of “bright-side” and “dark-side” personality traits and business reasoning (BR)/judgment using the Hogan Business Reasoning Inventory (HBRI). Participants were a global sample (N = 2,342) who completed the Hogan Personality Inventory (HPI), a bright-side trait measure; the Hogan Development Survey (HDS), a dark-side trait measure; and the HBRI, which is similar to a measure of general cognitive ability. The analyses showed gender effects (men scored higher) but not age effects. Correlation and regression analyses showed that Learning Approach and Adjustment traits were positively associated with business reasoning, while Prudence and Inquisitive traits were negatively associated with business reasoning. In cases where significant dark-side factor relationships were observed, they were negatively associated with business reasoning, except for Reserved and Imaginative traits. However, these traits accounted for relatively little of the variance (approximately 5%) in business reasoning. Stable, ambitious, and intellectually curious individuals who are not high on Conscientiousness and have few dark-side traits appear to be better at business reasoning.

• Silkoset, Ragnhild & Nygaard, Arne (2025)
  Leveraging Blockchain and Smart Contracts to Combat Greenwashing in Sustainable Development

  [Professional Article]. Sustainable Development, Doi: https://doi.org/10.1002/sd.3431

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  Blockchain technology, when combined with smart contracts, enables buyers to distinguish between greenwashed and genuinely eco-friendly products. The presence of counterfeit items can severely impact supply chains by diminishing brand value, eroding consumer confidence, and undermining market trust. This article explores how smart contracts can help mitigate the circulation of counterfeit goods and safeguard brands by establishing institutional trust through tamper-proof data, enhanced transparency, and improved traceability. Information asymmetry on digital marketing platforms significantly contributes to the proliferation of greenwashed counterfeit goods. We introduce an infection-leakage model based on anecdotal case evidence to explain the interactions between different market types. The transition from relying solely on traditional written contracts, certifications, and brands to incorporating blockchain and smart contract technology is analyzed for its potential to strengthen supply chains and curtail the spread of counterfeit greenwashed products. Blockchain technology provides consumers with detailed product information, empowering them to choose authentic green products over counterfeit “lemons.” Our theoretical framework suggests that this shift to blockchain smart contracts can reduce the transaction costs associated with counterfeit infiltration, thereby protecting brands and the intellectual property rights of authentic sustainable products.

• Fombelle, Paul W.; Voorhees, Clay M., Gustafsson, Amie, Witell, Lars & Gustafsson, Anders (2025)
  The Effects of Unconditional Gifts on Customer-Firm Relationships

  Journal of the Academy of Marketing Science,

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  This research demonstrates the impact of unconditional business-to-consumer (B2C) gifts. It contributes to the literature by examining how an unconditional gift at the beginning of a shopping experience can influence both loyalty and transactional spending. The findings show that an unconditional gift creates feelings of gratitude, driving loyalty and transactional spending. At the same time, receiving such a gift can lead to a sense of obligation, prompting increased transactional spending to alleviate this feeling. To address the identified gaps in research on B2C gift giving and provide managers a clear path to successfully launch an unconditional gift-giving program, we conduct two firm-partnered field experiments, tracking the behaviors of customers after receipt of an unconditional gift. We then conduct five experimental studies to validate the theoretical process and examine three managerially relevant contingencies: value of the gift, new versus existing customers, and a promotional reward versus an unconditional gift. We find that even unconditional gifts with little monetary value provide benefits for a firm and the effects are robust across new and existing customers. Furthermore, we find that unconditional gifts create greater feelings of obligation than promotional rewards. Managers can use our findings to design unconditional gift-giving programs regarding when, what, and how unconditional gifts should be given to have the largest impact on customers.

• Peretz, Adrian; Olsen, Lars Erling & Samuelsen, Bendik Meling (2025)
  Merkevareledelse

  Cappelen Damm Akademisk

• Motoki, Kosuke; Low, Julia & Velasco, Carlos (2025)
  Generative AI framework for sensory and consumer research

  Food Quality and Preference, 133 Doi: https://doi.org/10.1016/j.foodqual.2025.105600 - Full text in research archive

  Show summary

  Generative artificial intelligence (GenAI) technologies, including ChatGPT, offer innovative capabilities in sensory and consumer science. Recent empirical studies in sensory and consumer science highlight the potential utility of GenAI in, for example, AI-generated food images and recipes. To the best of our knowledge, this is the first paper to propose a comprehensive framework for integrating GenAI into research and development in sensory and consumer science. The framework highlights how GenAI can be applied across the concept, design, and testing phases through an iterative process. The concept phase utilises GenAI to generate research concepts (e.g., proposing ideas such as research questions and hypotheses). The design phase employs GenAI to formulate research designs. During this stage, GenAI assists with creating and validating survey/experimental stimuli and measurement scales. The testing phase applies GenAI to evaluate research ideas and designs by employing “silicon samples,” interactive surveys that enhance engagement and response quality. In the testing phase, GenAI can also analyse unstructured text data, offering more accurate and scalable text analysis than traditional methods, even across diverse languages and cultures. This study also acknowledges potential pitfalls, such as biases in AI outputs, data privacy and security concerns, oversimplification, lack of transparency, and GenAI user misperception. This article encourages greater integration of GenAI by highlighting its potential for the sensory and consumer science community, while addressing its limitations and ensuring adherence to high ethical standards

• Wirtz, Jochen; Bateson, John E. G., Čaić, Martina, Frank, Darius-Aurel & Veflen, Nina (2025)
  The healthy aging and service firms: the promise of smart technologies

  Journal of Service Management (JOSM), Doi: https://doi.org/10.1108/JOSM-10-2024-0426 - Full text in research archive

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  Purpose The world is getting older but healthier, making the over-65s healthy aging the only age-based growth segment in developed countries. This article offers a new perspective on healthy aging consumers and examines how service firms can use smart technologies, such as intelligent automation (IA), artificial intelligence (AI), and service robots, to improve their customer experience (CX). Design/methodology/approach This conceptual article draws insights from the literature on healthy aging in consumer behavior, psychology, and medicine, amongst others, and the literature in service management and marketing on technology. Findings This article first demonstrates the attractiveness of the healthy over-65s segment to service firms. Second, it addresses the previously overlooked healthy aging segment in consumer research, connecting it to the evolving physical, cognitive, and socio-emotional responses of older adults in service settings. Third, it advances how service firms can use smart technologies to improve the healthy aging’s CX in the contexts of hedonic and utilitarian services delivered in physical and digital service environments. Practical implications This paper focuses service firms on their fastest-growing segment, that is, healthy older consumers. It provides recommendations on how service firms can use smart technologies to serve this segment better. Originality/value This article opens a new stream of service research on healthy aging and technology.

• Gaustad, Tarje Børsum & Warlop, Luk (2025)
  Self-Brand Connections: Motivations, Origins, and Outcomes

  The Routledge Handbook of Identity and Consumption 2nd Edition, , s. 438-448. Doi: https://doi.org/10.4324/9781003383628-38 - Full text in research archive

  Show summary

  We present a framework synthesizing motivations, origins, and outcomes of self-brand connections (SBC), defined as the degree to which the consumer has incorporated the brand into the self-concept. When consumers incorporate a brand into their identity, the brand is categorized as part of the self, such that brand associations are linked to mental representations of the self, and consumers develop a sense of oneness with the brand.<p> <p>We propose that SBCs can be motivated by both self-verification and self-enhancement goals, i.e., consumers can use brand connections to verify who they are and/or to signal who they want to be. Further, the origins of SBCs can be the values and associations reflected by a brand (symbolic SBC), as well as idiosyncratic autobiographical memories involving the brand (experiential SBC). Finally, a high degree of SBC can lead to positive brand outcomes such as pro-brand consumer behaviors (loyalty, positive word of mouth, willingness to pay a price premium, and more) and serve as a buffer against negativity (scandals, transgressions, and other undesirable brand exposure), but also foster managerial reluctance to change and innovation in fear of negative consumer responses. For consumers, SBCs can be instruments for self-construal and identity signaling by signaling prestige, affiliation, and/or divergence. Based on this framework, we propose directions for future research on SBCs.

• Kurtmollaiev, Seidali; Andreassen, Tor W. & Lervik-Olsen, Line (2025)
  How quality and innovation drive the service experience

  Handbook of Service Experience, , s. 67-81. Doi: https://doi.org/10.4337/9781035300198.00013

• Gössling, Stefan; Humpe, Andreas, Løseth, Kristin, Walnum, Hans Jakob, Sun, Ya-Yen, Dolnicar, Sara, Oklevik, Ove, Hem, Leif Egil & Iversen, Nina Marianne (2025)
  Economic leakage to reservation platforms: Norway

  Annals of Tourism Research, Doi: https://doi.org/10.1016/j.annals.2025.103957

• Blix, Hilde Synnøve; Valkoinen, Kristina Junttila, Haugseth, Bengt , Jensen, Lillian Grethe, Eriksen, Anne, Gaustad, Tarje Børsum, Lilja, Esa, Tollefsen, Maria Medby & Nørsett, Bodil Kvernenes (2025)
  Vurderingsformer og tilbakemelding i kunstfaglig utdanning

  Cappelen Damm Forskning/NOASP Doi: https://doi.org/10.23865/cdf.269

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  This article investigates sustainable assessment practices in the context of vocal per- formance examinations within higher popular music education in Norway. Focusing on three institutions, it explores how sustainability principles – emphasizing student participation, self-assessment, and dialogic feedback – are reflected in syllabi, exam- iner guidelines and assessment practices. The study draws on qualitative analyses of institutional documents and semi-structured interviews with students and asses- sors to examine the alignment between assessment frameworks, learning outcomes and the lived experiences of participants. Findings highlight a fragmented approach to sustainable assessment. While some elements, such as student reflection and assessment competence, are present, explicit integration of student participation into summative assessment processes remains limited. The article concludes that sustainable assessment in higher popular music education necessitates a systematic strategy integrating collaborative feedback, self-and peer-assessment, and instru- ment-specific examiner guidelines. Such reforms are essential to align assessment practices with the pedagogical goals of fostering lifelong learning and preparing stu- dents for dynamic careers in the music industry.

• Wien, Anders Hauge; Heimstad, Sigurd Birk & Gaustad, Tarje Børsum (2025)
  Kunstig intelligens i markedsføring: Barrierer du må forstå for å lykkes

  Magma forskning og viten, 28(4) Doi: https://doi.org/10.23865/magma.v28.1501

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  Kunstig intelligens (KI) er i ferd med å endre hvordan markedsføring utføres, alt fra hvordan vi utvikler annonser, til hvordan vi snakker med kundene. Denne artikkelen presenterer et konseptuelt rammeverk som systematiserer KI-bruk i markedsføring langs fire hovedfunksjoner – automatisere, personalisere, konversere og skape. Samtidig viser vi hvordan forbrukeres skepsis til KI varierer med bruksområdet. For å forstå denne skepsisen introduserer vi en ny typologi bestående av åtte psykologiske barrierer – de 8 I-ene: identitet, intensjon, informasjonssikkerhet, individualisme, intimitet, interaksjonskvalitet, innsats og intuisjon. Hver barriere knyttes til spesifikke former for KI-bruk og ledsages av strategier for å dempe skepsis og bygge tillit. Artikkelen gir dermed både en teoretisk struktur og praktiske anbefalinger for hvordan markedsførere kan implementere KI på en måte som ivaretar forbrukernes behov for trygghet, kontroll og opplevd menneskelighet.

• Lilja, Esa; Tollefsen, Maria Medby & Gaustad, Tarje Børsum (2025)
  Vurdering av gehør- og musikkteorikompetanse i opptaket til høyere musikkutdanning | Cappelen Damm Forskning

  Vurderingsformer og tilbakemelding i kunstfaglig utdanning, , s. 29-65. Doi: https://doi.org/10.23865/cdf.269

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  This study examines the entrance exams in aural skills and music theory for higher music education in Norway, with a particular focus on the national exam intro- duced in 2017. The study aims to explore how factors such as task types, scoring systems, and the complexity of the knowledge being tested can affect the exam’s ability to assess applicants’ prior knowledge. The study includes detailed analyses and comparisons of the task types and knowledge levels tested in the current and previous exam sets, as well as testing on first-year students at two educational insti- tutions. The findings suggest that the current entrance exam does not adequately capture the variation in applicants’ knowledge levels, which may result in applicants without sufficient prior knowledge being admitted. This can lead to challenges in meeting the demands of higher music education. The authors argue for a revision of the entrance exam to enhance its ability to effectively identify students who possess the necessary competencies to succeed in their studies. At the same time, it is high- lighted that a potential revision may result in fewer students being offered admis- sion, with the consequences this may have for educational institutions.

• Sigurdsson, Valdimar; Larsen, Nils Magne, Folwarczny, Michał, Maulana, Huda K., Fagerstrøm, Asle & Menon, R. G. Vishnu (2025)
  Consumer‐Based Retailer Brand Equity Across Different Shopping Needs: Experimentally Analysing Sub‐Brands

  Psychology & Marketing, Doi: https://doi.org/10.1002/mar.70066

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  ABSTRACT The current research extends the consumer‐based retailer brand equity literature by examining consumers' willingness‐to‐shop at various sub‐brands during different types of shopping trips. We experimentally tested the predictive validity of a modified scale using sub‐brands from two major retailer brands. Study 1 focused on United Kingdom consumers and examined sub‐brands of Tesco. The findings revealed a strong correlation between the scale's index and consumers' willingness‐to‐shop for both major and minor shopping trip types, as well as at Tesco Express and Extra sub‐brands. The scale's eight facets were nearly always significant across these conditions. Study 2 was conducted on consumers from the United States, and used Walmart's sub‐brands: Neighborhood Markets and Supercenters. The findings replicated those of Study 1. However, in Study 2 all eight facets of the scale were significant across all conditions. The experimental data confirms the academic relevance of the scale as a single‐factor measure across different consumer shopping goals, supporting its practical application as a standalone measurement for assessing retailer brand portfolio equity. Furthermore, all facets are essential and can provide meaningful insights for managers. The data also show that consumer‐based retailer brand equity can mediate the effects of different shopping trip types when there is a large difference in willingness‐to‐shop at the retailer sub‐brand level.

• Larsen, Nils Magne; Sigurdsson, Valdimar, Breivik, Jørgen, Fagerstrøm, Asle & Foxall, Gordon (2025)
  The Marketing Firm: Retailer and Consumer Contingencies

  The Marketing Firm, Volume I | springerprofessional.de, , s. 111-142.

• Sigurdsson, Valdimar; Larsen, Nils Magne, Sigfusdottir, Arna Dogg, Fagerstrøm, Asle, Alemu, Mohammed Hussen, Folwarczny, Michal & Foxall, Gordon (2025)
  The Relationship Between the Firm's Social Media Strategy and the Consumers' Engagement Behavior in Aviation

  The Marketing Firm, Volume I | springerprofessional.de, , s. 187-224.

• Qin, Yu; Motoki, Kosuke & Velasco, Carlos (2025)
  Consumer responses to gustatory augmentation in low-sodium foods

  Journal of Business Research, 203 Doi: https://doi.org/10.1016/j.jbusres.2025.115832

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  Reducing high sodium intake is a critical issue, but low-sodium foods are often less favored by consumers. To address this, companies are developing gustatory augmentation products as a potential solution (e.g., products that use microcurrents to stimulate taste receptors in the mouth), which enhances consumers’ salt perception to maintain pleasure while reducing actual salt use. However, how these products influence consumers’ desire to eat and food expectations remain unclear. This research addresses these gaps through three pre-registered online studies employing scenario-based designs. Study 1 found that merely imagining the use of gustatory augmentation products during a meal significantly decreased consumers’ overall desire to eat compared to the regular low-sodium condition. Study 2 explored the psychological mechanism underlying this effect, revealing that this effect was partly mediated by heightened negative self-perceptions. Study 3 examined the moderating role of social context (public, private), showing that public (vs. private) settings magnified the negative self-perceptions associated with these products, further lowering consumers’ desire to eat. This research addresses a critical research gap regarding how consumers respond to gustatory augmentation in low-sodium foods through psychological mechanisms related to self-perceptions.

• Snyder, Hannah & Witell, Lars (2025)
  Frontline employee lying behaviour shaping the customer experience

  Handbook of Service Experience, , s. 281-281. Doi: https://doi.org/10.4337/9781035300198.00029

• Hair, Joseph F.; Babin, Barry J., Ringle, Christian M., Sarstedt, Marko & Becker, Jan-Michael (2025)
  Covariance-based structural equation modeling (CB-SEM): a SmartPLS 4 software tutorial

  Journal of Marketing Analytics, Doi: https://doi.org/10.1057/s41270-025-00414-6

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  Covariance-based structural equation modeling (CB-SEM) enables researchers to estimate models with hypothesized cause-effect relationships between latent variables (i.e., constructs), each of which is operationalized by several items (i.e., indicators). To conduct CB-SEM analyses, researchers can rely on a range of software applications. However, many of these applications require researchers to engage in sometimes complicated and error-prone programming tasks. While IBM SPSS AMOS provides a graphical user interface (GUI), it does not fully meet the expectations of contemporary software. In order to address these challenges, the statistical SmartPLS 4 software has recently introduced a new CB-SEM module, which improves the user experience through a modern and intuitive graphical interface and comprehensive result reports. This tutorial describes the key CB-SEM analysis steps (i.e., model setup, estimation, and results evaluation) using the SmartPLS software.

• Cristian, Daniela Carmen; Fennis, Bob, Mukhopadhyay, Anirban & Warlop, Luk (2025)
  Intentional hedonic consumption motivates prosocial behavior

  International Journal of Research in Marketing, Doi: https://www.sciencedirect.com/science/article/pii/S0167811625000606

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  Consumers frequently engage in hedonic experiences either intentionally, driven by their own volition, or unintentionally, motivated by situational factors. This research investigates the effect of the intentionality of hedonic consumption on subsequent prosocial behavior. We propose and find that consumers are more likely to exhibit prosocial behavior after engaging in intentional, versus unintentional, hedonic consumption. This effect arises because intentional hedonic consumption leads consumers to infer that they cultivated self-compassion, which in turn motivates them to behave prosocially. Seven experiments demonstrate convergent evidence for this effect, using monetary as well as non-monetary prosocial behavior, generalizing across several hedonic consumption domains, and ruling out alternative mechanisms. Importantly, the effect occurs specifically following intentional hedonic (vs. non-hedonic) consumption, and only when the prosocial behavior is not unduly effortful. These findings provide meaningful implications for consumer welfare, marketers of hedonic offerings, and nonprofit organizations.

• Olson, Erik Lee (2024)
  Rebound Effects as an Obstacle to Sustainable Housing Goals: How Green Features Lead to Larger‐Sized Homes

  Sustainable Development, Doi: https://doi.org/10.1002/sd.3318 - Full text in research archive

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  Global resource use and emissions continue to rise despite the widespread adoption of more energy-efficient products and technologies. The current research addresses this green paradox by examining how the availability of rooftop solar panels and other energy-saving green features leads to rebound effects that inadvertently increase the popularity of physically larger and more resource-intensive homes. A conjoint analysis-based survey of US home buyers is utilized to determine the presence of income and moral licensing-based rebound effects, which together are predicted to increase buyer preference for larger homes. As expected, the findings show a shift in buyer preference towards larger homes due to significant income and moral licensing-based rebound effects created by the availability of energy-saving/guilt-reducing green features. The conjoint analysis results are then utilized in conjunction with home construction-sourced secondary data to estimate the economic and environmental implications of the larger home sizes. These estimates reveal that larger homes increase the financial attractiveness of green features for home builders and buyers, but at the cost of largely eliminating their environmental benefits. This suggests that efforts to achieve the widespread adoption of green features should focus on introducing them on physically larger products first when doing so makes the features more popular and profitable, because such popularity may create the potential for scale-based cost reductions that could lead to their wider adoption across all product sizes with consequent environmental benefits.

• Gustafsson, Anders & Lartey, Jared Offei (2024)
  Qualitative research methods in services: looking back, critically within and a trajectory forward

  Handbook of Qualitative Research Methods in Marketing, , s. 356-373. Doi: https://doi.org/10.4337/9781035302727.00039

• Haus, Eirik & Olsen, Lars Erling (2024)
  Basic Marketing – A Short Introduction

  [Report Research]. Kindle Direct Publishing

• Dorotic, Matilda & Velasco, Carlos (2024)
  SmartFood report: Measuring impacts, scaling-up and drawing lessons learnt for Cities of the Future

  [Report Research]. SmartFood Consortium 2022-2024

• Witell, Lars & Snyder, Hannah (2024)
  Dishonesty Through AI: Can Robots Engage in Lying Behavior?

  Humane Autonomous Technology: Re-thinking Experience with and in Intelligent Systems, , s. 233-246. Doi: https://doi.org/10.1007/978-3-031-66528-8

• Riel, Allard van & Snyder, Hannah (2024)
  Enhancing the impact of literature reviews: guidelines for making meaningful contributions

  Spanish Journal of Marketing - ESIC, Doi: https://doi.org/10.1108/SJME-05-2024-0125 - Full text in research archive

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  Most papers and books on conducting literature reviews primarily emphasize achieving technical quality, ensuring reproducibility and validating results. Notwithstanding the need for technical excellence, there is also a need for relevance. The purpose of this study is to address that need and offer practical and constructive suggestions for enhancing the meaningful contribution of a literature review, thereby increasing its impact and relevance for publication. Design/methodology/approach In this conceptual paper, the authors explore strategies to enhance the relevance and contribution of a literature review. By clarifying the needs of diverse audiences and the principles of generating new insights, the authors provide a broad range of options without being prescriptive. Recognizing that every literature review is unique, this paper contrasts various approaches to offer flexible and adaptable guidance. Findings Literature reviews can be enjoyable to read and write, offering a wide range of substantial contributions that meet the expectations of readers and journal editors. This paper offers practical suggestions for prospective authors to make their reviews more relevant, invaluable and engaging, and summarizes these suggestions in a comprehensive checklist. Research limitations/implications The paper is not exhaustive but rather complements prevalent literature review methodologies. Originality/value Existing literature offers limited guidance on enhancing a review’s contribution to science, academic inquiry and society. This paper fills that gap by providing both academic considerations and practical recommendations, drawing on the author’s extensive experience in reviewing and conducting literature reviews.

• Warren, Nathan & Hanson, Sara (2024)
  Tipping privacy: The detrimental impact of observation on non-tip responses

  Journal of Business Research, 186, s. 0-14. Doi: https://doi.org/10.1016/j.jbusres.2024.115008 - Full text in research archive

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  Digital point-of-sale platforms disrupted the norm of privacy-while-tipping. Previous research indirectly suggests that firms can increase—or at least not decrease—tips by reducing tipping privacy. The effects of tipping privacy on non-tip responses, defined as customer responses subsequent to the tip selection, including repatronage and word-of-mouth, remain unexamined. Related voluntary payment contexts (e.g., donations) suggest consumers sometimes prefer public observability and other times prefer privacy. We examine how and why tipping privacy affects non-tip responses. A field study and four controlled experiments find that diminished tipping privacy reduces non-tip responses because customers feel less generous and in control. Allowing customers to change initial tip amounts mitigates these detrimental effects. Providing insight into the inconsistent effects of privacy on tips, we find that diminished perceived control increases tip amounts, while diminished perceived generosity reduces tips. Managers a

• Warren, Nathan & Price, Linda (2024)
  Consumer Dirtwork: What Extraordinary Consumption Reveals about the Usefulness of Dirt

  Journal of Consumer Research, 51(6) , s. 1229-1251. Doi: https://doi.org/10.1093/jcr/ucae046 - Full text in research archive

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  Societies create material, social, and moral boundaries that define who and what is dirty. “Dirt” encompasses literal and figurative things—objects, beings, ideas—that transgress these boundaries and thus are “out of place.” Previous research describing how consumers avoid and manage dirt assumes that dirt is aversive. The concept of consumer dirtwork emerged from our examination of self-described “dirtbag” wilderness consumers. Dirtwork reveals the potential usefulness of dirt. Instead of cleaning, dirtworkers redraw dirt boundaries, revealing resources they then work to capture. Boundary redrawing describes a continuum of adjustments to dirt boundaries, ranging from small shifts to complete inversions. Resourcing work describes the efforts required to capture the resources that are uncovered by boundary redrawing. Dirtwork results in challenges and rewards, and offers the possibility of continued dirtwork-resourced consumption. Dirtwork contributes by revealing the process wherein consumers make use of dirt

• Kim, Sumin; He, Hongwei & Gustafsson, Anders (2024)
  The impact of corporate social irresponsibility on prosocial consumer behavior

  Journal of the Academy of Marketing Science, Doi: https://doi.org/10.1007/s11747-024-01021-0 - Full text in research archive

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  Corporate social irresponsibility (CSI) refers to violations of the social contract between corporations and society. Existing literature documents its tendency to evoke negative consumer responses toward the firm involved, including unethical consumer behaviors. However, limited research attention deals with its potential impacts on prosocial consumer behavior. With six studies, the current research reveals that when consumers perceive harm due to CSI, they engage in more prosocial behavior due to the arousal of their anger. This effect is weaker among consumers who find the focal CSI issue more personally relevant but stronger among consumers with strong self-efficacy for promoting justice. Perceptions of CSI harm increase with the degree of control that the focal firm has over the CSI. This research thus establishes an effect of CSI harm on prosocial consumer behaviors, through the emotional mechanism of anger; it further shows that consumers seek to restore justice by engaging in prosocial behaviors.

• Riel, Allard van & Snyder, Hannah (2024)
  Enhancing the impact of literature reviews: guidelines for making meaningful contributions

  Spanish Journal of Marketing - ESIC, Doi: https://doi.org/10.1108/SJME-05-2024-0125 - Full text in research archive

  Show summary

  Most papers and books on conducting literature reviews primarily emphasize achieving technical quality, ensuring reproducibility and validating results. Notwithstanding the need for technical excellence, there is also a need for relevance. The purpose of this study is to address that need and offer practical and constructive suggestions for enhancing the meaningful contribution of a literature review, thereby increasing its impact and relevance for publication. Design/methodology/approach In this conceptual paper, the authors explore strategies to enhance the relevance and contribution of a literature review. By clarifying the needs of diverse audiences and the principles of generating new insights, the authors provide a broad range of options without being prescriptive. Recognizing that every literature review is unique, this paper contrasts various approaches to offer flexible and adaptable guidance. Findings Literature reviews can be enjoyable to read and write, offering a wide range of substantial contributions that meet the expectations of readers and journal editors. This paper offers practical suggestions for prospective authors to make their reviews more relevant, invaluable and engaging, and summarizes these suggestions in a comprehensive checklist. Research limitations/implications The paper is not exhaustive but rather complements prevalent literature review methodologies. Originality/value Existing literature offers limited guidance on enhancing a review’s contribution to science, academic inquiry and society. This paper fills that gap by providing both academic considerations and practical recommendations, drawing on the author’s extensive experience in reviewing and conducting literature reviews.

• Warren, Nathan & Hanson, Sara (2024)
  Tipping privacy: The detrimental impact of observation on non-tip responses

  Journal of Business Research, 186, s. 0-14. Doi: https://doi.org/10.1016/j.jbusres.2024.115008 - Full text in research archive

  Show summary

  Digital point-of-sale platforms disrupted the norm of privacy-while-tipping. Previous research indirectly suggests that firms can increase—or at least not decrease—tips by reducing tipping privacy. The effects of tipping privacy on non-tip responses, defined as customer responses subsequent to the tip selection, including repatronage and word-of-mouth, remain unexamined. Related voluntary payment contexts (e.g., donations) suggest consumers sometimes prefer public observability and other times prefer privacy. We examine how and why tipping privacy affects non-tip responses. A field study and four controlled experiments find that diminished tipping privacy reduces non-tip responses because customers feel less generous and in control. Allowing customers to change initial tip amounts mitigates these detrimental effects. Providing insight into the inconsistent effects of privacy on tips, we find that diminished perceived control increases tip amounts, while diminished perceived generosity reduces tips. Managers a

• Warren, Nathan & Price, Linda (2024)
  Consumer Dirtwork: What Extraordinary Consumption Reveals about the Usefulness of Dirt

  Journal of Consumer Research, 51(6) , s. 1229-1251. Doi: https://doi.org/10.1093/jcr/ucae046 - Full text in research archive

  Show summary

  Societies create material, social, and moral boundaries that define who and what is dirty. “Dirt” encompasses literal and figurative things—objects, beings, ideas—that transgress these boundaries and thus are “out of place.” Previous research describing how consumers avoid and manage dirt assumes that dirt is aversive. The concept of consumer dirtwork emerged from our examination of self-described “dirtbag” wilderness consumers. Dirtwork reveals the potential usefulness of dirt. Instead of cleaning, dirtworkers redraw dirt boundaries, revealing resources they then work to capture. Boundary redrawing describes a continuum of adjustments to dirt boundaries, ranging from small shifts to complete inversions. Resourcing work describes the efforts required to capture the resources that are uncovered by boundary redrawing. Dirtwork results in challenges and rewards, and offers the possibility of continued dirtwork-resourced consumption. Dirtwork contributes by revealing the process wherein consumers make use of dirt

• Munksgaard, Kristin B.; Abrahamsen, Morten Høie & Frandsen, Kirsten (2024)
  The influence of network understanding on value creation in business relationships

  European Journal of Marketing, 58(4) , s. 928-951. Doi: https://doi.org/10.1108/EJM-04-2021-0268 - Full text in research archive

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  Purpose – This study aims to investigate how companies’ understanding of the business network influences the creation of value in business-to-business relationships. The authors do this by analysing dimensions in actors’ “network pictures” and illustrating how value perception and network understanding influence actors’ mutual effort to create value. Approaching relationship value from the point of actors’ cognitive understanding of their business network has so far been largely overlooked in relationship value research. Design/methodology/approach This study applies a qualitative case study methodology whereby dyadic data from a well-established business-to-business relationship is collected from 18 company representatives through personal interviews and group interviews supplemented by participant observations and company data. Findings The findings contribute with new insight into how companies’ understanding of their surrounding network influence (facilitates or limits) relationship value creation. The authors find that companies continuously reflect on changes in their networks and the related changes in partners’ value perceptions. Through value articulations, companies seek to explicitly express their value perception. Value reflections and value articulations create a dynamic process formed not only by the individual actor but also through their relationship and engagement in their network environment. This requires companies to develop their networking capabilities. Research limitations/implications This paper presents findings, insights and contributions limited to a case study of a particular business relationship within an industrial setting. Although the findings and contributions are valid and in line with the criteria for rigorous qualitative research, the authors advocate and call for additional studies that investigate relationships value creation and address the interplay between actors’ network understanding and their actions and behaviour. One way to approach this would be to test the four propositions derived and presented as part of the present study. Practical implications The findings imply that management needs to be aware not only of the value created and delivered to a specific partner but also of how the partner’s understanding of the wider network will influence the value delivering and capturing process. Originality/value This study contributes to the growing literature on relationship value creation by outlining a dynamic process where relationship partners reflect upon and articulate value. Such activities are influenced by the partners’ network understanding and form the basis of the mutual relationship value creation effort. The findings also contribute to the network pictures literature by emphasizing insights into the formation of value perceptions through actors’ understanding of their surrounding networks. Keywords Network understanding, Value creation, Relationship value, Network pictures, Business relationships, Value perceptions

• Rodriguez, Brayan; Reinoso-Carvalho, Felipe, Motoki, Kosuke & Velasco, Carlos (2024)
  Post-conflict marketing: the role of former conflict stakeholder on post-conflict product/service valuation across countries

  Academia : Revista Latinoamericana de Administración, Doi: https://doi.org/10.1108/ARLA-01-2024-0008 - Full text in research archive

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  This research examined the role of post-conflict marketing in supporting businesses within conflict-affected regions, aligning with the objectives of UN Sustainable Development Goal 16 to foster peaceful societies amid increasing global conflicts. Design/methodology/approach Drawing from the theories of social egalitarianism and consumer discrimination, the study explored the moderating influence of conflict stakeholder on consumer willingness to pay (WTP). Understanding such stakeholder roles underscores post-conflict marketing's potential for economic growth and stability. Two experiments assessed the WTP, WTP a premium price and expected attractiveness of strategic products and services developed by key stakeholders (ex-guerrilla, ex-paramilitaries, ex-militaries, victims and other citizens) in the Colombian post-conflict context among both local (Colombian) and foreign (Japanese) consumers. Findings Results revealed that products associated with victims consistently received higher ratings. A notable contrast emerged as Japanese consumers favoured products of victims over those of regular citizens while rating offerings from ex-paramilitary and retired military stakeholders similarly, unlike their Colombian counterparts. Research limitations/implications The study acknowledges limitations regarding participants' geographic location and experimental design, providing insights for future research and potential refinements. Practical implications The findings offer insights into the impact of consumer attitudes on post-conflict stakeholder entrepreneurship in foreign and local markets, thus contributing relevant knowledge to support market success. Originality/value This is the first study assessing the role of various post-conflict stakeholders in influencing consumer evaluations of products and services. Consequently, these findings contribute to the foundational understanding of post-conflict marketing and offer a benchmark for business development in conflict-affected areas.

• Flygansvær, Bente Merete & Dahlstrøm, Robert (2024)
  Enhancing circular supply chains via ecological packaging: An empirical investigation of an extended producer responsibility network

  Journal of Cleaner Production, 468, s. 1-11. Doi: https://doi.org/10.1016/j.jclepro.2024.142948

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  Many industries have established producer responsibility networks, but the affiliated firms are not required to modify their packaging. This research examines conditions that influence the likelihood that firms will develop packaging with an ecological design. This study uses a resource dependency perspective to illustrate how facets of the perceived corporate environment influence packaging decisions. Data collected from 188 firms in a producer responsibility network indicate that financial resources, recycling resources, regulation, internal integration, and customer demand influence the ecological design of plastic packaging. Competitive intensity moderates the effects of customer demand on ecological packaging design. The study concludes by outlining its implications for sustainable packaging practice and research.

• Chuquichambi, Erick Gustavo; Munar, Enric, Spence, Charles & Velasco, Carlos (2024)
  Individual differences in sensitivity to taste-shape crossmodal correspondences

  Food Quality and Preference, 115 Doi: https://doi.org/10.1016/j.foodqual.2024.105110 - Full text in research archive

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  People generally associate curved and symmetrical shapes with sweetness, while associating angular and asymmetrical shapes with the other basic tastes (e.g., sour, bitter). However, these group-level taste-shape correspondences likely conceal important variation at an individual-level. We examined the extent to which individuals vary in their sensitivity to crossmodal correspondence between curvature and symmetry, on the one hand, and the five basic taste qualities (sweet, bitter, salty, sour, and umami), on the other. In Experiment 1, participants matched shapes (curved vs. angular, symmetrical vs. asymmetrical) and taste words. In Experiment 2, participants performed a similar task, though this time using actual tastants. Given that people differ in their hedonic experience of such shapes and tastes, we also measured participants’ liking for each taste and shape separately. The results replicate the general crossmodal correspondences between curved-sweet and symmetrical-sweet stimuli. Furthermore, participa

• Alvarado, Jorge Andres; Velasco, Carlos & Salgado-Montejo, Alejandro (2024)
  The organization of semantic associations between senses in language

  Language and Cognition, 16(4) , s. 1588-1617. Doi: https://doi.org/10.1017/langcog.2024.19 - Full text in research archive

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  Distributional semantic representations were used to investigate crossmodal correspondences within language, offering a comprehensive analysis of how sensory experiences interconnect in linguistic constructs. By computing semantic proximity between words from different sensory modalities, a crossmodal semantic network was constructed, providing a general view of crossmodal correspondences in the English language. Community detection techniques were applied to unveil domains of experience where crossmodal correspondences were likely to manifest, while also considering the role of affective dimensions in shaping these domains. The study revealed the existence of an architecture of structured domains of experience in language, whereby crossmodal correspondences are deeply embedded. The present research highlights the roles of emotion and statistical associations in the organization of sensory concepts across modalities in language. The domains identified, including food, the body, the physical world and emotions/values, underscored the intricate interplay between the senses, emotion and semantic patterns. These findings align with the embodied lexicon hypothesis and the semantic coding hypothesis, emphasizing the capacity of language to capture and reflect crossmodal correspondences’ emotional and perceptual subtleties in the form of networks, while also revealing opportunities for further perceptual research on crossmodal correspondences and multisensory integration.

• Becker, Jan-Michael; Völckner, Franziska & Sattler, Henrik (2024)
  How Important Is Word of Mouth? Development, Validation, and Application of a Scale

  Journal of Interactive Marketing, 59(3) , s. 273-293. Doi: https://doi.org/10.1177/10949968231215362 - Full text in research archive

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  Companies spend large amounts of money to induce word of mouth (WOM) and spread it among consumers. This research introduces the concept of “WOM relevance,” which measures the importance of WOM for consumers’ purchase-decision process in a specific category. It uses three studies to develop and validate a parsimonious scale to measure WOM relevance at the consumer level across various product categories and different types of WOM, and applies the scale in an additional set of five studies. Specifically, this research disentangles the consumer-level and category components of WOM relevance; shows that the consumer-level variation is (much) larger than the category-level variation; and provides insights into differences in WOM relevance across categories, consumers, and WOM types. It also empirically shows that electronic WOM relevance relates to consumers’ search behavior and consideration-set formation in an online-shopping environment. Furthermore, it demonstrates that the proposed scale predicts choices as well as a more sophisticated choice model does. Finally, this research shows that WOM relevance influences not only consumers’ own purchase-decision process but also their intentions to retransmit others’ WOM messages.

• Selnes, Fred Erling & Lanseng, Even Johan (2024)
  Marketing Management: A Customer-Centric Approach

  [Textbook]. Sage Publications

• Motoki, Kosuke; Spence, Charles & Velasco, Carlos (2024)
  Colour/shape-taste correspondences across three languages in ChatGPT

  Cognition, 253 Doi: https://doi.org/10.1016/j.cognition.2024.105936 - Full text in research archive

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  Crossmodal correspondences, the tendency for a sensory feature / attribute in one sensory modality (either physically present or merely imagined), to be associated with a sensory feature in another sensory modality, have been studied extensively, revealing consistent patterns, such as sweet tastes being associated with pink colours and round shapes across languages. The present research explores whether such correspondences are captured by ChatGPT, a large language model developed by OpenAI. Across twelve studies, this research investigates colour/shapes-taste crossmodal correspondences in ChatGPT-3.5 and -4o, focusing on associations between shapes/colours and the five basic tastes across three languages (English, Japanese, and Spanish). Studies 1A-F examined taste-shape associations, using prompts in three languages to assess ChatGPT's association of round and angular shapes with the five basic tastes. The results indicated significant, consistent, associations between shape and taste, with, for example, round shapes strongly associated with sweet/umami tastes and angular shapes with bitter/salty/sour tastes. The magnitude of shape-taste matching appears to be greater in ChatGPT-4o than in ChatGPT-3.5, and ChatGPT prompted in English and Spanish than ChatGPT prompted in Japanese. Studies 2A-F focused on colour-taste correspondences, using ChatGPT to assess associations between eleven colours and the five basic tastes. The results indicated that ChatGPT-4o, but not ChatGPT-3.5, generally replicates the patterns of colour-taste correspondences that have previously been observed in human participants. Specifically, ChatGPT-4o associates sweet tastes with pink, sour with yellow, salty with white/blue, bitter with black, and umami with red across languages. However, the magnitude/similarity of shape/colour-taste matching observed in ChatGPT-4o appears to be more pronounced (i.e., having little variance, large mean difference), which does not adequately reflect the subtle nuances typically seen in human shape/colour-taste correspondences. These findings suggest that ChatGPT captures colour/shapes-taste correspondences, with language- and GPT version-specific variations, albeit with some differences when compared to previous studies involving human participants. These findings contribute valuable knowledge to the field of crossmodal correspondences, explore the possibility of generative AI that resembles human perceptual systems and cognition across languages, and provide insight into the development and evolution of generative AI systems that capture human crossmodal correspondences.

• Anh, Pham Thi Cam; Phuong, Nguyen Mai, Nguyen, Huong Giang, Linh, Pham Ngoc Mai & Giang, Nguyen Huong (2024)
  Shift of Vietnamese Consumer E-purchasing Behavior During and After Covid-19 Pandemic

  Journal of Distribution Science (JDS), 22(1) , s. 47-59. Doi: https://doi.org/10.15722/jds.22.01.202401.47 - Full text in research archive

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  Purposes: The study aimed at examining the impact of the COVID-19 pandemic on the shift of online consumer purchasing behavior and whether the new behaviors would be maintained after the epidemic season. The study also aims to investigate how online customers change based on perceived risks. Research design and Methodology: The study investigated purchasing behavior of the same 377 online Vietnamese consumers during two periods: (1) during the period of social distancing and (2) one and half year after that, allowing data to be collected in real time, so that consumers do not have to recall their behavior. Results: Purchasing behavior appeared to be more influenced by gender, age and household size. Aged consumers are more concerned about risks than those in the younger group, who only worry about the risks during the pandemic. Consumers in households with two or more people are more concerned about the risks than those living alone. Female appeared to be more influential in both during and after pandemic than male. Conclusions: The findings contribute to clarify shift of online consumer purchasing behavior, which helps business to develop effective marketing strategies and enhance their presence in the e-commerce sector.

• Lanseng, Even Johan & Selnes, Fred Erling (2024)
  Markedsføringsledelse et kundesentrisk perspektiv

  [Textbook]. Fagbokforlaget

• Spence, Charles; Stefano, Nicola Di, Reinoso-Carvalho, Felipe & Velasco, Carlos (2024)
  Marketing sonified fragrance: Designing soundscapes for scent

  i-Perception, 15(4) Doi: https://doi.org/10.1177/20416695241259714 - Full text in research archive

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  Auditory branding is undoubtedly becoming more important across a range of sectors. One area, in particular, that has recently seen significant growth concerns the introduction of music and soundscapes that have been specifically designed to match a particular scent (what one might think of as “audio scents” or “sonic scents”). This represents an exciting new approach to the sensory marketing of fragrance and for industries with strategic sensory goals, such as cosmetics. Crucially, techniques such as the semantic differential technique, as well as the emerging literature on crossmodal correspondences, offer both a mechanistic understanding of, and a practical framework for, those wishing to rigorously align the connotative meaning and conceptual/emotional/sensory associations of sound and scent. These developments have enabled those working in the creative industries to start moving beyond previously popular approaches to matching, or translating between the senses, that were traditionally often based on the idiosyncratic phenomenon of synaesthesia, toward a more scientific approach while nevertheless still enabling/requiring a healthy dose of artistic inspiration. In this narrative historical review, we highlight the various approaches to the systematic matching of sound with scent and review the various marketing activations that have appeared in this space recently.

• Tabassum, Farhana; Chuquichambi, Erick G., Spence, Charles, Munar, Enric & Velasco, Carlos (2024)
  How stable are taste-shape crossmodal correspondences over time?

  Quarterly Journal of Experimental Psychology (QJEP), Doi: https://doi.org/10.1177/17470218241307929 - Full text in research archive

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  The present research investigates the stability of taste-shape crossmodal correspondences (i.e., how people non-randomly associate tastes and visual shapes, such as sweetness matched to roundness) over time, exploring the temporal dimension of crossmodal interactions. While previous research has established the existence of various taste-shape crossmodal correspondences, this study addresses their consistency over time through a test-retest paradigm. Drawing parallels with the concept of synesthesia, in which stability is used as a criterion, the research focuses on taste-shape associations, a domain not previously explored for temporal stability. Participants rated the perceived curvature and symmetry that they associated with taste words (sweet, umami, sour, salty, and bitter) and their liking of tastes and shapes. The same participants performed this task three times over a 2-week period. The results consistently replicated previous findings, revealing that sweet tastes were perceived as significantly more curved and symmetrical than other tastes, and umami was rated as more curved and symmetrical than sour, salty, and bitter tastes. Notably, the study found moderate-to-substantial test-retest reliability for the majority of the taste-shape correspondences, indicating robust stability over time. Analyses suggested that differences in assessments between test and retest sessions were primarily due to random error, with no systematic biases. However, a small subset of participants showed significant differences from other participants in their associations, particularly for umami-related correspondences. This research contributes to our understanding of taste-shape correspondences by demonstrating their temporal stability, offering insights into the dynamics of taste, curvature, symmetry, and liking. We posit that consistency might be used as a criterion supporting the existence of a given crossmodal correspondence. The findings have implications for product design and marketing, emphasising the importance of considering temporal aspects when capitalising on crossmodal correspondences in creating product expectations and experiences.

• Huse, Håvard; Pettersen, Arve, Thjømøe, Hans Mathias & Framnes, Runar (2024)
  Markedsføringsledelse

  [Textbook]. Universitetsforlaget

• Motoki, Kosuke; Bunya, Ayana, Park, Jaewoo & Velasco, Carlos (2024)
  Decoding the meaning of alternative proteins: Connotations and music-matching

  Food Quality and Preference, 115 Doi: https://doi.org/10.1016/j.foodqual.2024.105117 - Full text in research archive

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  Alternative proteins have recently received significant attention from both academia and industry. Given the reported lower willingness of consumers to accept these alternative protein sources, it is crucial to gain insights into consumers' perceptions of them. Study 1, based on the theory of the meaning of objects and concepts, unveiled the connotative meaning (evaluation, potency, activity) associated with five alternative proteins (insects, cultured meat, mycoprotein, algae, and plant-based proteins). Animal-based sources, such as insects and cultured meat, received lower ratings in evaluation but scored higher in potency/activity. Conversely, plant-based sources, including mycoproteins, algae, and plant-based proteins, were rated higher in evaluation but lower in potency/activity. Building upon the congruency theory, Study 2 integrated these connotative meanings of alternative proteins into potential marketing strategies. More specifically, Study 2 introduced background music as an ambient factor and demo

• Lervik-Olsen, Line; Fennis, Bob M. & Andreassen, Tor W. (2024)
  Compulsive Social Media Use and Disconnection Anxiety: Predictors and Markers of Compulsive and Addictive Social Media Consumption

  The Darker Side of Social Media Consumer Psychology and Mental Health,

• Gustafsson, Anders & Ghanbarpour, Tohid (2024)
  Customer Perceived Innovation: Considerations for Financial Performance and Methodological Approaches

  Journal of Service Research, 27(4) Doi: https://doi.org/10.1177/10946705241253016 - Full text in research archive

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  As firms increasingly uncover their activities to key stakeholders through various media, the perception of these activities is becoming more important for firm performance. Traditionally, access to industry-wide databases provides important metrics on customer perceptions of performance, such as customer satisfaction and brand equity. In addition, numerous studies have highlighted firms’ innovation-related actions (e.g., R&D spending and patent counts) as critical metrics linked to their financial performance. Perceived Firm Innovation (PFI) emerges as a relatively new and under-studied metric with the potential to impact a firm’s financial success. Keiningham et al. are among the pioneers in this area. This commentary views their article as a vital initial step in understanding PFI’s impact. Considering that the service sector accounts for over 70 percent of the GDP in any developed country, service innovation is a broad phenomenon. Given the breadth of the area, we point to the challenge of capturing this phenomenon with a single metric like PFI. We also discuss crucial methodological considerations for future research, including estimation methods, sample size, and financial metrics.

• Silkoset, Ragnhild & Nygaard, Arne (2024)
  I kampen mot grønnvasking, kan blokkjede-teknologi være løsningen

  [Popular Science Article]. Kunnskapsmagasinet Kristiania,

• Silkoset, Ragnhild & Nygaard, Arne (2024)
  I kampen mot grønnvasking kan blokk-kjedeteknologi være løsningen

  [Popular Science Article]. www.digi.no,

• Silkoset, Ragnhild & Nygaard, Arne (2024)
  How blockchain technology can effectively combat greenwashing in sustainable markets

  [Popular Science Article]. The Academic,

• Liengaard, Benjamin D.; Becker, Jan-Michael, Bennedsen, Mikkel, Heiler, Phillip, Taylor, Luke N. & Ringle, Christian M. (2024)
  Dealing with regression models’ endogeneity by means of an adjusted estimator for the Gaussian copula approach

  Journal of the Academy of Marketing Science, 53, s. 279-299. Doi: https://doi.org/10.1007/s11747-024-01055-4

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  Endogeneity in regression models is a key marketing research concern. The Gaussian copula approach offers an instrumental variable (IV)-free technique to mitigate endogeneity bias in regression models. Previous research revealed substantial finite sample bias when applying this method to regression models with an intercept. This is particularly problematic as models in marketing studies almost always require an intercept. To resolve this limitation, our research determines the bias’s sources, making several methodological advances in the process. First, we show that the cumulative distribution function estimation’s quality strongly affects the Gaussian copula approach’s performance. Second, we use this insight to develop an adjusted estimator that improves the Gaussian copula approach’s finite sample performance in regression models with (and without) an intercept. Third, as a broader contribution, we extend the framework for copula estimation to models with multiple endogenous variables on continuous scales and exogenous variables on discrete and continuous scales, and non-linearities such as interaction terms. Fourth, simulation studies confirm that the new adjusted estimator outperforms the established ones. Further simulations also underscore that our extended framework allows researchers to validly deal with multiple endogenous and exogenous regressors, and the interactions between them. Fifth, we demonstrate the adjusted estimator and the general framework’s systematic application, using an empirical marketing example with real-world data. These contributions enable researchers in marketing and other disciplines to effectively address endogeneity problems in their models by using the improved Gaussian copula approach.

• Peretz, Adrian & Olsen, Lars Erling (2024)
  Markedskommunikasjon

  Fagbokforlaget

• Oppen, Marit & Haus, Eirik (2024)
  Arbeidsbok i Stata for Kvantitative og kvalitative metoder i merkantile fag

  [Textbook]. Cappelen Damm Akademisk

• Silkoset, Ragnhild & Nygaard, Arne (2024)
  How blockchain technology can effectively combat green­washing OPINION: By ensuring transparency, it could reduce the impact of greenwashing and support genuine practices.

  [Popular Science Article]. sciencenorway.no,

• Velasco, Carlos; Reinoso-Carvalho, Felipe, Escobar, Francisco Barbosa, Gustafsson, Anders & Petit, Olivia (2024)
  Paradoxes, challenges, and opportunities in the context of ethical customer experience management

  Psychology & Marketing, 41(10) Doi: https://doi.org/10.1002/mar.22069 - Full text in research archive

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  This article examines paradoxes, challenges, and opportunities in the context of ethical customer experience management. Central to this discussion are different stakeholders such as firms, customers, policymakers, regulators, and society at large, as well as key issues associated with them. Firms aim to design and manage compelling experiences using customer data but face challenges balancing cost, customization, ethical concerns, and fairness in customer experience management. Customers should be encouraged to reflect on whether to share personal information for customized experiences, as well as on how far their responsibility goes in ensuring critically informed decision-making. Policymakers and regulators must integrate the views of various stakeholders into policies and guidelines that promote a healthy society. Importantly, the digitization of customer experience has given rise to unprecedented ethical concerns related to the prospect of ‘programming’ these experiences. The shrinking temporal and spatial distance between stimuli, customer action, data footprint, and tracking poses significant reflections and dilemmas for both customers and firms. In this context, it is essential to determine ethical reflections and guidelines for customer experience design and management. We argue that firms should involve customers in assessing the implications of their experiences, while policymakers should facilitate the involvement of all stakeholders (including firms, customers, regulators, academics, and NGOs) to create an ongoing, healthy dialogue. This dialogue should guide a continuing debate aimed at evaluating the implications of specific actions in customer experience management.

• Utgård, Jakob & Gaustad, Tarje Børsum (2024)
  Carbon emission reductions and offsets: Consumer perceptions of firm environmental sustainability

  Journal of Cleaner Production, 470 Doi: https://doi.org/10.1016/j.jclepro.2024.143300

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  This paper studies how carbon emission reductions and offsets influence consumer perceptions of firm environmental sustainability. We hypothesize that consumers perceive firms that reduce (vs. offset) internally (vs. in the supply chain) as more sustainable, since these options are perceived to take more effort, used as a heuristic for altruism and sustainability. We also hypothesize that knowledge about climate change and offsets reduce the reliance on effort. The results from three experiments show that firms that reduce are perceived as more sustainable than firms that offset emissions, and that this effect is mediated through perceived effort and altruism. Reducing or offsetting internally (vs. in the supply chain) does not influence perceived sustainability, and knowledge about climate change or offsets does not reduce the effect of reduction (vs offsets). Employee participation in the offsetting does not increase perceived effort and sustainability.

• Gustafsson, Anders; Caruelle, Delphine Sylvie Sophie & Bowen, David (2024)
  Customer Experience (CX), Employee Experience (EX), and Human Experience (HX): Introductions, Interactions, and Interdisciplinary Implications

  Journal of Service Management (JOSM), 35(3) , s. 333-355. Doi: https://doi.org/10.1108/JOSM-02-2024-0072 - Full text in research archive

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  The purpose of this paper is to provide an overview of what (service) experience is and examine it using three distinct perspectives: customer experience (CX), employee experience (EX), and human experience (HX).

• Tran, Huy; Veflen, Nina, Jørgensen, Eva Jenny Benedikte & Velasco, Carlos (2024)
  Multisensory Food Experiences in Northern Norway: An Exploratory Study

  Foods, 13(13) Doi: https://doi.org/10.3390/foods13132156 - Full text in research archive

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  Intrinsic and extrinsic sensory elements influence our food experiences. However, most research on extrinsic multisensory aspects of food has centered on WEIRD (White, Educated, Industrialized, Rich, and Democratic) urban participants. This study breaks from this trend by investigating multisensory food experiences in the context of Northern Norway, a region characterized by distinct seasonal shifts, harsh arctic weather, unique atmospheric phenomena (e.g., the midnight sun and northern lights), limited food growth opportunities, and a rich Sámi cultural heritage. Our aim was to unravel the formation and development of multisensory food experiences within a culturally and environmentally specific framework. Our exploratory research used participant observation and interviews, involving four researchers from diverse backgrounds who closely examined multisensory food experiences within four Northern Norwegian food-related tourism businesses, all infused with Sámi cultural elements. Our findings suggest four major themes: (1) Experience elements, involving elements associated with plants, animals, and inanimate objects; (2) Bipolar concepts, which refer to opposing dimensions where experience elements varied, notably in the interplay between Sámi and Norwegian traditions; (3) Sensory stories, which highlight the narratives, enriching the eating experience with context, such as tales of dining under the captivating northern lights; and (4) Values, which indicate guiding principles shaping these experiences on a broader scale, emphasizing support for local traditions and culture. Our main contribution is the presentation of a new contextual framework of multisensory food experiences, which can be applicable to studying food experiences in other contexts.

• Mende, Martin; Bradford, Tonya Williams, Roggeveen, Anne L., Scott, Maura L. & Zavala, Mariella (2024)
  Consumer vulnerability dynamics and marketing: Conceptual foundations and future research opportunities

  Journal of the Academy of Marketing Science, 52, s. 1301-1322. Doi: https://doi.org/10.1007/s11747-024-01039-4 - Full text in research archive

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  Inspired by the goal of making marketplaces more inclusive, this research provides a deeper understanding of consumer vul- nerability dynamics to develop strategies that help reduce these vulnerabilities. The proposed framework, first, conceptualizes vulnerability states as a function of the breadth and depth of consumers’ vulnerability; then, it sketches a set of vulnerability indicators that illustrate vulnerability breadth and depth. Second, because the breadth and depth of vulnerability vary over time, the framework goes beyond vulnerability states to identify distinct vulnerability-increasing and vulnerability-decreasing pathways, which describe how consumers move between vulnerability states. In a final step, the framework proposes that organizations can (and should) support consumers to mitigate vulnerability by helping consumers build resilience (e.g., via distinct types of resilience-fueling consumer agency). This framework offers novel conceptual insights into consumer vul- nerability dynamics as well as resilience and provides avenues for future research on how organizations can better partner with consumers who experience vulnerabilities.

• Shanks, Ilana; Scott, Maura L., Mende, Martin, Doorn, Jenny van & Grewal, Dhruv (2024)
  Cobotic service teams and power dynamics: Understanding and mitigating unintended consequences of human-robot collaboration in healthcare services

  Journal of the Academy of Marketing Science, Doi: https://doi.org/10.1007/s11747-024-01004-1

• Sigurdsson, Valdimar; Larsen, Nils Magne, Folwarczny, Michal, Dubois, Magalie & Fagerstrøm, Asle (2024)
  Putting an artificial intelligence-generated label on it comes naturally

  Psychology & Marketing, Doi: https://doi.org/10.1002/mar.22137 - Full text in research archive

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  Climate change and the advent of artificial intelligence-generated content are reshaping wine marketing. The interplay between consumer focus on naturalness and sustainable farming practices and the proliferation of artificial intelligence-generated content represents a particularly salient area of research. However, the extent to which the presence of fictitious artificial intelligence-generated labels and backgrounds impacts consumers' willingness to buy and pay for wine has yet to be addressed. This research contributes to the growing body of literature on consumer susceptibility to sustainability signaling and artificial intelligence greenwashing, focusing on the impact of backgrounds and labels with different degrees of perceived naturalness. Three experiments demonstrate that wines bearing artificial intelligence-generated sustainability labels and third-party accredited sustainability labels reliably exhibit an increased willingness to buy and pay compared to those without sustainability labels. These findings indicate that fictitious, artificial intelligence-generated, and accredited labels are equally effective in influencing consumer wine choices. Customer susceptibility to food labels and wine knowledge and involvement also significantly predict willingness to buy across studies, validating the Customer Susceptibility to Front-of-Package Food Labeling scale. These findings highlight the necessity for future studies to investigate the role of responsible labeling, the susceptibility of customers to such labels, and the potential hazards associated with greenwashing practices involving artificial intelligence-generated labels.

• Kasza, Gyula; Izsó, Tekla, Langsrud, Solveig, Vrbos, Domagoj, Veflen, Nina, Ueland, Øydis, Scholderer, Joachim, Münter, Lars, Csenki, Eszter, Szakos, Dávid, Ramsay, James & Süth, Miklós (2024)
  Institutional food safety risk communication – A self-evaluation tool and its interpretation

  Trends in Food Science & Technology, 150, s. 1-9. Doi: https://doi.org/10.1016/j.tifs.2024.104594 - Full text in research archive

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  Background: Food safety risk communication is part of the risk analysis methodology and plays an important role in the increasingly complex food system. Besides shaping consumer risk awareness, risk perception and risk behaviour, risk communication also affects the reputation of the food safety authorities, being especially important for securing operational stability and budget of the concerned organisations. A recent European study highlighted a high variance in risk communication preparedness of official institutions in EU member countries. Scope and approach: This paper presents a benchmarking instrument, the Self-evaluation Tool for Risk Communication (SET), designed for food safety authorities. SET helps decision-makers to receive a quick assessment of their preparedness level for risk communication by comparing it with international best practices. Key findings and conclusions: SET divides risk communication competencies into three domains: Human capacities, Organisational management, and Risk communication activities. Several elements are assessed in each domain, evaluated on a scale from 0 to 3. The results are delivered instantly, benchmarking the scores in terms of domains and the individual elements. The data wheel visualization highlights strengths and weaknesses and points out logical improvement options for the organisation.

• Silkoset, Ragnhild (2023)
  Pricing: A Guide to Pricing Decisions

  De Greuyter Verlag Doi: https://doi.org/10.1515/9783110987102

• Snyder, Hannah (2023)
  Designing the literature review for a strong contribution

  Journal of Decision Systems (JDS), Doi: https://doi.org/10.1080/12460125.2023.2197704 - Full text in research archive

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  A literature review is an excellent research methodology. For example, a review can synthesise research findings and identify areas where more research is needed, thus providing the basis for a conceptual model, and informing policy and practice. However, despite their potential, the contribution and knowledge development of literature reviews are often weak. Time and again, literature reviews provide only a summary of descriptive statistics that does not facilitate knowledge development or inform policy and practice. This short paper examines common dilemmas and problems when it comes to the contribution of literature reviews. Different approaches are suggested and discussed, with the aim of helping researchers develop more meaningful contributions and thereby facilitate the advancement of research fields and knowledge development. The suggestions may be used by researchers, supporting them in moving from writing summary descriptions towards a more efficient approach to analysis and, therefore, stronger contributions.

• Silkoset, Ragnhild (2023)
  Pricing: A Guide to Pricing Decisions

  De Greuyter Verlag Doi: https://doi.org/10.1515/9783110987102

• Veflen, Nina (2023)
  Multisensorisk markedsføring

  Fagbokforlaget

• Gripsrud, Geir; Hunneman, Auke & Solberg, Carl Arthur (2023)
  Speed of internationalization of new ventures and survival in export markets

  International Business Review, 23(4) Doi: https://doi.org/10.1016/j.ibusrev.2023.102121 - Full text in research archive

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  Speed of internationalization may refer to how early a new venture goes abroad as well as how fast it expands its activities post-entry. The present paper incorporates both aspects and analyzes to what extent several dimensions of speed influence the ability of new ventures to survive in export markets. Based upon extant theories, two perspectives are deduced – a Learning perspective and a Resource perspective – leading to partly contrasting hypotheses. The hypotheses are tested based upon a unique data set consisting of all new ventures established in Norway a specific year that started to export goods in the following nine years. Among the findings are that survival rates increase when ventures go international immediately after inception and when they expand rapidly into new countries rather than focusing on expanding their export share in a limited number of markets, thus lending support to the Resource perspective.

• Jbara, Aleksandra & Chabanova, Evgeniya (2023)
  Hvem er fremtidens markedsførere?

  [Professional Article]. BI Business Review,

• Veflen, Nina Jeanette; Andersen, Veslemøy Eva Margrethe & Lelieveld, Huub (2023)
  Misinformation about food safety

  Food Safety Management. A Practical Guide for the Food Industry., , s. 1073-1080. Doi: https://doi.org/10.1016/B978-0-12-820013-1.00028-0 - Full text in research archive

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  False beliefs, the widespread prevalence and persistence of misinformation, are likely to influence people’s health negatively. If a majority believe in something that is factually incorrect and base their decisions on this, the consequences may not be in the best interest for them, their families, or the society as a whole. To be able to correct misinformation, we need to understand how consumers assess the truth of statements and what makes them believe in certain things but not others. We need to know that consumers form they beliefs first by trying to make sense of all the stimuli they are exposed to and then, afterward, look for evidence in support of those beliefs; they are rarely fully informed rational decision makers. Instead, decisions are made on limited information, gut feelings, or misinformation. We are all prone to a biased interpretation of reality. To correct for misinformation, we need to pay attention to the backfire effects. If we are not careful, a retraction may fail or even worse, backfire, since repeating misinformation increases familiarity and thereby strengthen the false belief.

• Veflen, Nina Jeanette & Bánáti, Diána (2023)
  Ethics in Food Safety Management

  Food Safety Management. A Practical Guide for the Food Industry., , s. 1081-1088. Doi: https://doi.org/10.1016/B978-0-12-820013-1.00009-7

• Warren, Nathan & Hanson, Sara (2023)
  Tipping, Disrupted: The Multi-Stakeholder Digital Tipped Service Journey

  Journal of Service Research, 26(3) , s. 389-404. Doi: https://doi.org/10.1177/10946705231166742 - Full text in research archive

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  The shift from analog to digital point-of-sale systems (e.g. Square) and app-based service platforms (e.g. Uber) disrupted frontline services by creating new tipping processes that occur in an ever-expanding range of service contexts and involve new stakeholders. The increasing importance of tipping in the global economy and the uncertainty regarding tipping practices suggest the need for a comprehensive framework that accounts for evolving tipped service networks. We introduce the multi-stakeholder service journey lens to build a conceptual framework that accounts for the competing interests of customers, employees, frontline service managers, technology providers, and other stakeholders in emergent tipped services. This framework examines interactions between stakeholders at different points along the tipped service journey, while accounting for the technologies and contexts that shape stakeholder interactions and the sometimes divergent outcomes that result. Stakeholder interactions at each stage of the tipped service journey suggest theoretically rich research questions, such as “How do digital tipping technologies diffuse into and realign cultural practices?”, and important practical questions, such as “Which tip request framing and formatting choices result in the highest tips, most customer satisfaction, and optimum employee outcomes?” Our conclusion emphasizes the importance of multi-stakeholder service journey perspectives for examining digitally disrupted services.

• Yilmaz, Tuba; Sagfossen, Sofie & Velasco, Carlos (2023)
  What makes NFTs valuable to consumers? Perceived value drivers associated with NFTs liking, purchasing, and holding

  Journal of Business Research, 165 Doi: https://doi.org/10.1016/j.jbusres.2023.114056

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  Non-fungible tokens (NFTs) are unique digital assets that exist in a given blockchain. NFT projects, containing unique collections of these assets, are blockchain-based companies that deliver value to customers. Why do people buy NFTs paying up to millions of dollars? Given the lack of studies on what makes NFTs valuable to consumers, we conceptualized the NFT journey through an analysis of the customer journey and the current NFT space dynamics, assessing key stage-based value drivers. We developed the temporal dimension of value perception in the digital asset journey, conceptualizing it as three distinct interaction stages with NFT collections: liking, buying, and holding or selling. Then, throughout three studies involving NFT users, we assessed the drivers associated with these stages. Using consumer-based value theory, we identified and categorized distinct drivers of value and examined the dynamics of these drivers across all stages. This exploratory study lays a foundation for future digital asset value research. Keywords:

• Warren, Nathan & Warren, Caleb (2023)
  Trying too hard or not hard enough: How effort shapes status

  Journal of Consumer Psychology, Doi: https://doi.org/10.1002/jcpy.1400 - Full text in research archive

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  Is trying to earn status effective or self-defeating? We show that whether effort increases or decreases admiration and respect (i.e., status) depends on how the person is trying to earn status. Groups evaluate people along multiple status dimensions (e.g., wealth, coolness). Each dimension is associated with a different ideology, or set of beliefs, that ascribe status to behaviors that contribute to the group's goals. Whether behaviors, including effort, increase status, thus, depends on the ideologies that people use to interpret if a behavior contributes to the group. Four experiments demonstrate that people earn more status when they try to become wealthy compared to when they are effortlessly wealthy, but earn less status when they try to become cool compared to when they are effortlessly cool. Effort increases status when directed at wealth but not at coolness because contemporary ideologies suggest that people who gain wealth through effort contribute more to society, whereas people who gain coolness through effort contribute less.

• Dorotic, Matilda & Johnsen, Jan William (2023)
  Child Sexual Abuse on the Internet: Report on the analysis of technological factors that affect the creation and sharing of child sexual abuse material on the Internet

  [Report Research]. Handelshøyskolen BI

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  Child Sexual Abuse on the Internet: Report on the analysis of technological factors that affect the creation and sharing of child sexual abuse material on the Internet. Authors: Matilda Dorotic and Jan William Johnsen Project administered by NTNU (project manager Basel Katt) Grant: SOBI Del III: Kartlegging og analyse av arenaer som brukes til tilgang og deling av overgrepsmateriale; Ministry of Justice and Public Security, Norway.

• Edelblum, Andrew B. & Warren, Nathan (2023)
  Real men don’t share (online): perceived neediness and the frequent-posting femininity stereotype

  European Journal of Marketing, Doi: https://doi.org/10.1108/EJM-12-2022-0883 - Full text in research archive

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  Purpose Research emphasizes the motivations underlying and potential harmful consequences of social media use, but there is little understanding of stigmas faced by individual social media users, particularly as they pertain to gender. The purpose of this study is to examine a unique stereotype related to men’s social media use. Design/methodology/approach Four experiments examine judgments of men based on how often they post on social media (frequently vs infrequently). Findings The authors find that posting frequently (vs infrequently) affects the perceived gender of men but not women. This frequent-posting femininity stereotype is explained by perceived neediness and holds regardless of whether posts are about others (vs the self) or whether posts are shared by influencers (vs ordinary users). Research limitations/implications Future research should examine other stereotypes of social media users – including those pertaining to gender – and ways to mitigate such negative attributions. Researchers should examine how the frequent-posting femininity stereotype and other social media use stereotypes affect social media consumption and consumer well-being. Practical implications Managers should adjust consumer engagement strategies and restructure platforms to address the unique stigmas facing different consumer groups. Originality/value Providing insights into the dark side of social media, the authors investigate a unique domain – stereotypes about individual social media users. The findings of this study uncover an emasculating stigma against men who post often on social media, which may discourage men from online participation.

• Scharfenberger, Phillipp; Wentzel, Daniel, Warlop, Luk & Riegler, Verena (2023)
  The proximal self: Why material objects are particularly relevant for consumers' self-definition

  Psychology & Marketing, , s. 1196-1210. Doi: https://doi.org/10.1002/mar.21804 - Full text in research archive

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  Previous research has extensively investigated the relationships that consumers create and maintain with their possessions. However, little is known about why material objects (compared to immaterial ones) may be particularly relevant for consumers' self-definition. In this research, we argue that being physically close to objects helps consumers to feel psychologically close to the more abstract meaning of these objects. Four experimental studies provide converging support for this reasoning. Specifically, these studies indicate that being proximal to an object reduces the psychological distance to the object's meaning and enhances the benefits that consumers associate with the object. Moreover, the effect of bodily proximity on perceived benefits is moderated by separation anxiety, such that consumers that are highly anxious about being separated from the object's meaning derive higher benefits from being proximal to it. The findings contribute to research on the extended self and highlight the potential importance of physical proximity as a motivational driver of consumer behavior.

• Motoki, Kosuke; Spence, Charles & Velasco, Carlos (2023)
  When visual cues influence taste/flavour perception: A systematic review

  Food Quality and Preference, 111 Doi: https://doi.org/10.1016/j.foodqual.2023.104996 - Full text in research archive

• Velasco, Carlos; Corradi, Guido & Motoki, Kosuke (2023)
  Harmony of senses: Exploring the impact of sound aesthetic features' on taste imagery

  Food Quality and Preference, 111 Doi: https://doi.org/10.1016/j.foodqual.2023.104992 - Full text in research archive

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  People reliably associate visual aesthetic features such as curvature and symmetry with tastes. In the present study, considering the transitive hypothesis of crossmodal correspondences, we evaluated whether these findings would extend to the relationship between sound aesthetic features and tastes, and whether feature-based congruency or affective priming would explain the influence of melodies on taste imagery. In Experiment 1, we evaluated how people associate different melody profiles (balanced vs. unbalanced, smooth vs. jagged, symmetrical vs. asymmetrical, simpler vs. more complex) with different tastes (sweet, sour, bitter, salty), as well as the melodies' associated fluency, valence, and arousal. Smooth and complex melodies were perceived as sweeter, jagged and unbalanced melodies as sourer, asymmetrical and jagged melodies as more bitter, and jagged and balanced melodies as saltier. In Experiment 2, we selected the most strongly associated aesthetic sound dimension with tastes, namely contour, and evaluated whether crossmodal congruency, based on crossmodal correspondences, or affective priming would influence people’s sensory and hedonic imagery associated with sweet and sour foods. In the imagery tasks, the participants showed higher sour ratings in the sourness task and higher sweetness ratings in the sweetness task. In the sweet imagery task, smooth melodies led to sweeter and less sour food imagery, whereas jagged melodies in the sourness task led to more sour and less sweet food imagery. These results favour the crossmodal congruency explanation rather than the affective alternative, which we ponder in the general discussion.

• Barbosa, Francisco Escobar; Velasco, Carlos, Byrne, Derek V. & Wang, Qian J (2023)
  Assessing Mechanisms Behind Crossmodal Associations Between Visual Textures and Temperature Concepts

  Journal of Experimental Psychology: Human Perception and Performance, 49(6) , s. 923-947. Doi: https://doi.org/10.1037/xhp0001131 - Full text in research archive

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  In the last decades, there has been a growing interest in crossmodal correspondences, including those involving temperature. However, only a few studies have explicitly examined the underlying mechanisms behind temperature-related correspondences. Here, we investigated the relative roles of an underlying affective mechanism and a semantic path (i.e., regarding the semantic knowledge related to a single common source identity or meaning) in crossmodal associations between visual textures and temperature concepts using an associative learning paradigm. Two online experiments using visual textures previously shown to be associated with low and high thermal effusivity (Experiment 1) and visual textures with no consensual associations with thermal effusivity (Experiment 2) were conducted. Participants completed a speeded categorization task before and after an associative learning task, in which they learned mappings between the visual textures and specific affective or semantic stimuli related to low and high temperatures. Across the two experiments, both the affective and semantic mappings influenced the categorization of visual textures with the hypothesized temperatures, but there was no influence on the reaction times. The effect of learning semantic mappings was larger than that of affective ones in both experiments, suggesting that a semantic path has more weight than an affective mechanism in the formation of the associations studied here. The associations studied here could be modified through associative learning establishing correlations between visual textures and either affective or semantic stimuli. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

• Lins, Sebastian; Becker, Jan-Michael, Lyytinen, Kalle & Sunyaev, Ali (2023)
  A Design Theory for Certification Presentations

  Data Base for Advances in Information Systems, 54(3) , s. 75-118. Doi: https://doi.org/10.1145/3614178.3614183 - Full text in research archive

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  Prior information system research remains inconsistent of the effects of system certifications. In their current use, certifications are often reduced to graphical seals. This approach fails to incorporate detailed assurance information emanating from the certification process. To address this gap, we adopt a design science approach and deploy a four-phase research design to clarify how to design impactful IS certification presentations. First, we identify sources of users’ limited understanding of seals and formulate a design proposal for a certification presentation by drawing upon the elaboration likelihood model. In the second phase, we formulate and validate a set of design meta-requirements and guidelines to improve certification presentation, using cognitive load theory and Toulmin’s model of argumentation as kernel theories. In the third phase, new certification presentations that comply with the proposed guidelines are developed and evaluated for their effectiveness. We show that presentations that augment seal-based certification presentations with richer assurance information improve certification effectiveness. This increases users’ assurance and trust perceptions when the presentations align with the users’ cognitive information processing needs in ways that reduce their cognitive load and enhance argument quality of assurance information.

• Faramarzi, Ashkan; Worm, Stefan & Ulaga, Wolfgang (2023)
  Service strategy’s effect on firm performance: A meta-analysis of the servitization literature

  Journal of the Academy of Marketing Science, Doi: https://doi.org/10.1007/s11747-023-00971-1 - Full text in research archive

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  The servitization literature has evolved into a rich field of academic inquiry that today calls for a consolidation of extant knowledge and opens new opportunities for meta-analytic reviews. The present research provides a fine-grained understanding of the servitization–firm performance relationship. We first develop an integrative conceptual framework that systematically ties together factors identified in prior research that affect the relationship. Through a meta-analysis of 379 effect sizes across 85 studies, we then provide broad-based empirical evidence that servitization indeed exerts a positive effect on firm performance. We further examine a broad set of potential moderators affecting the servitization–performance relationship to understand and explain the heterogeneity and, at times, the inconsistency of prior results regarding the relationship’s directionality and strength. Finally, we provide guidance for future research, from both a substantive and methodological standpoint, and sketch out an integrative conceptual model for future research.

• Ghanbarpour, Tohid; Crosby, Lawrence, Johnson, Michael & Gustafsson, Anders (2023)
  The Influence of Corporate Social Responsibility on Stakeholders in Different Business Contexts

  Journal of Service Research, Doi: https://doi.org/10.1177/10946705231207992 - Full text in research archive

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  The authors explore two important topics related to this special issue. One is how corporate social responsibility (CSR) activities impacts stakeholders, more specifically customers and shareholders/investors. Second is understanding customer recognition and demand for CSR activities. Insight into these topics is gained through the study of contextual differences in this value creation. Previous studies suggest that two important contextual differences have the potential to impact CSR-based value creation, the product versus service nature of the firm and whether the firm operates primarily in a business-to-business (B2B) versus business-to-consumer (B2C) channel. The lower innovative capabilities of service firms and the relative intangibility of services should hamper the impact of CSR activities in service versus product contexts. The impact should be higher, however, in a B2B versus B2C context based on the need for greater organizational alignment, adaptation, and relationship-specific investments. Results from a large-scale secondary dataset reinforce prior findings that CSR activities influence firm value through customer satisfaction. Moreover, the results reveal that this effect is weaker for service (vs. product) firms and stronger for B2B (vs. B2C) firms. The findings offer important implications for marketing theory and practice.

• Caruelle, Delphine Sylvie Sophie; Lervik-Olsen, Line & Gustafsson, Anders (2023)
  The Clock is Ticking—Or Is It? Customer Satisfaction Response to Waiting Shorter vs. Longer than Expected During a Service Encounter

  Journal of Retailing, 99(2) , s. 247-264. Doi: https://doi.org/10.1016/j.jretai.2023.03.003 - Full text in research archive

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  Customer waits are commonplace in retail settings. To develop efficient wait management strategies, retailers need insights into how customers respond to waiting during service encounters. An intuitive insight supported by extensive research is that a longer wait duration decreases customer satisfaction. However, the same wait duration might have different effects on customers depending on whether it is shorter or longer than what customers expected. To address this question, we draw upon the research on time value and predict asymmetry in the customer satisfaction response to waiting shorter versus longer than expected: Though the clock is often said to be ticking, waiting longer than expected leads to a minor decrease in satisfaction, whereas waiting shorter than expected substantially increases satisfaction. We provide evidence for this asymmetric effect across three studies and identify two boundary conditions: if the source of the expectation is external (e.g., wait time estimate provided by the retailer) or if the wait is much longer than expected. Overall, our research encourages retailers to put the customer response to waiting into perspective: Customers will tolerate waiting longer than expected, up to a certain point.

• Carlborg, Per; Snyder, Hannah & Witell, Lars (2023)
  How sustainable is the sharing business model? Toward a conceptual framework

  R&D Management, Doi: https://doi.org/10.1111/radm.12648 - Full text in research archive

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  The sharing economy, which is considered a better way of utilizing existing resources, is associated with positive effects not only on the financial aspects of sustainability but also on its environmental and social dimensions. But is this true? Previous research has typically discussed either the positive or negative aspects of the sharing business model in specific contexts. This study adopts a dual perspective regarding the sustainability of sharing business models by critically analyzing the relationship between sharing business models and sustainability. Building on the resource-based view of the firm and practice theory, the current research develops a conceptual framework for evaluating the sustainability of sharing business models at the level of the individual, the firm, and society. Our proposed dual-process model suggests that two competing processes contribute to sustainability. The study's conceptual model and propositions advance theory and provide a research agenda for future empirical studies. This research also provides valuable guidance to managers and policymakers regarding the sustainability of sharing business models, which can inform the business model innovation process.

• Witell, Lars; Snyder, Hannah & Carlborg, Per (2023)
  Against Service Innovation: Why Service Innovation Is Not Sustainable

  Debating Innovation: Perspectives and Paradoxes of an Idealized Concept, , s. 203-219. Doi: https://doi.org/10.1007/978-3-031-16666-2_11

• Koller, Monika; Salzberger, Thomas, Floh, Arne, Zauner, Alexander, Sääksjärvi, Maria & Schifferstein, Hendrik N.J. (2023)
  Measuring individual differences in active smelling to evaluate products – The ENFAS-Instrument

  Food Quality and Preference, 110 Doi: https://doi.org/10.1016/j.foodqual.2023.104925 - Full text in research archive

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  Consumers evaluate products with all their senses but exhibit considerable variability in the extent to which they actively use and rely on a specific sense. We know little about the variability in consumers’ propensity to actively engage their sense of smell in the context of product evaluation in purchase decision making. This research provides insights into this issue by conceptualizing the need for smell construct, detailing the development of the ENFAS scale, and providing state-of-the-art psychometric evidence of its validity. Ten studies contributed to a two-dimensional 11-item instrument, supporting the scale’s external and cross-national validity, and establishing the position of need for smell in its nomological net. The results yield insight into how smell perception affects consumer choices and may help optimize product presentations for the retail context.

• Motoki, Kosuke; Marks, Lawrence & Velasco, Carlos (2023)
  Reflections on Cross-Modal Correspondences: Current Understanding and Issues for Future Research

  Multisensory Research, 6, s. 1-23. Doi: https://doi.org/10.1163/22134808-bja10114 - Full text in research archive

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  The past two decades have seen an explosion of research on cross-modal correspondences. Broadly speaking, this term has been used to encompass associations between and among features, dimensions, or attributes across the senses. There has been an increasing interest in this topic amongst researchers from multiple fields (psychology, neuroscience, music, art, environmental design, etc.) and, importantly, an increasing breadth of the topic’s scope. Here, this narrative review aims to reflect on what cross-modal correspondences are, where they come from, and what underlies them. We suggest that cross-modal correspondences are usefully conceived as relative associations between different actual or imagined sensory stimuli, many of these correspondences being shared by most people. A taxonomy of correspondences with four major kinds of associations (physiological, semantic, statistical, and affective) characterizes cross-modal correspondences. Sensory dimensions (quantity/quality) and sensory features (lower perceptual/higher cognitive) correspond in cross-modal correspondences. Cross-modal correspondences may be understood (or measured) from two complementary perspectives: the phenomenal view (perceptual experiences of subjective matching) and the behavioural response view (observable patterns of behavioural response to multiple sensory stimuli). Importantly, we reflect on remaining questions and standing issues that need to be addressed in order to develop an explanatory framework for cross-modal correspondences. Future research needs (a) to understand better when (and why) phenomenal and behavioural measures are coincidental and when they are not, and, ideally, (b) to determine whether different kinds of cross-modal correspondence (quantity/quality, lower perceptual/higher cognitive) rely on the same or different mechanisms.

• Lervik-Olsen, Line; Andreassen, Tor W. & Fennis, Bob M. (2023)
  When enough is not enough: behavioral and motivational paths to compulsive social media consumption

  European Journal of Marketing, Doi: https://doi.org/10.1108/EJM-12-2022-0898

• Iversen, Nina Marianne; Foley, Carmel & Hem, Leif Egil (2023)
  THE ROLE OF IMMERSIVE FESTIVAL EXPERIENCES, IDENTITY, AND MEMORY IN CULTURAL HERITAGE TOURISM

  Event Management, 27(1) , s. 33-50. Doi: https://doi.org/10.3727/152599522X16419948694847

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  This article provides insights for attracting short-haul visitors to cultural heritage festivals. We show how a set of experience dimensions work as value drivers to enhance a cultural heritage experience. Drawing on the experience literature we use structural equation modeling to test the relationships between attitude, memory, and revisit intentions. Empirical data were collected from short-haul visitors (from Scandinavia, Europe, and UK) at five Norwegian Viking festivals. Through an integrative framework we examine how appraisals of the experience are impacted by (1) identification with a festival theme, (2) entertainment value, (3) storytelling, and (4) personal interest. Key findings: attendee perceptions of experience dimensions have a positive influence upon their attitudes, memories, and revisit intentions; the formation of good and abundant memories strengthens the attitude–loyalty relationship; self-identification with heritage theme strengthens revisit intentions. The findings are timely as global emergencies increase the appeal of short-haul tourism.

• Dorotic, Matilda & Johnsen, Jan William (2023)
  Seksuell utnyttelse av barn over internett: Rapport om analyse av teknologiske faktorer som påvirker produksjon og deling av materiale som seksuelt utnytter barn over internett

  [Report Research]. Norges teknisk-naturvitenskapelige universitet

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  Teknologiske utviklinger, spesielt de som er relatert til elektroniske tjenester på internett, gir viktige fordeler i å fremme kommunikasjon, tilgang til og deling av informasjon. Men denne utviklingen byr også på betydelige utfordringer for å gjøre internettbaserte miljøer trygge for barn og samtidig beskytte personvernet og ytringsfriheten. Denne rapporten tar sikte på å belyse den komplekse rollen teknologien og internettet har for å produsere og dele materiale knyttet til seksuell utnyttelse av barn, men også deres kritiske rolle i å skape en motreaksjon med det formål å oppdage og forhindre misbruk. Nittitallets Amerikanske posttjenester hadde en enorm innsats for å bekjempe distribusjonen av materiale knyttet til seksuell utnyttelse av barn (CSAM). Overvåkingen av posttjenestene var vellykket mht. reduksjonen i delingen av CSAM [1], [2]. Delingen av CSAM har imidlertid eksplodert over hele verden med utviklingen og utbredt bruk av internett og elektroniske tjenester [3], [4]. I perioden mellom 2005 og 2020 har det vært en kontinuerlig økning i antall rapportert overgrepsmateriale til det globale rapporteringssenteret National Center for Missing and Exploited Children (NCMEC). NCMEC rapporterte om en økning på 35% av nytt overgrepsmateriell i omløp mellom 2020 og 2021 [5]. Den store tilgjengeligheten av elektroniske tjenester og plattformer (både på internett og mobil) gjør det mulig for lovbrytere å enkelt kontakte flere hundre mindreårige samtidig, samt gjennomføre kjøp, salg og utveksling av overgrepsmateriale med både mindreårige ofre og likesinnede. I tillegg gjør den økende utvikling av anonymiseringsteknikker (som ende-til-ende kryptering eller mørke nett-tjenester) og kunstig intelligens skapte bilder det vanskeligere å oppdage og fjerne overgrep og CSAM. Det store volumet av eksisterende overgrepsmateriale på nettet samt hastigheten nytt innhold skapes gjør arbeidet med å identifisere eksisterende og nytt materiell krevende. Manuell gjennomgang blir umulig. Teknologiske løsninger og tett privat-offentlig samarbeid mellom elektroniske tjenesteleverandører og andre interessenter (som foreldre, sivilsamfunn, myndigheter og politi) er nødvendig og alle har en rolle for både å hjelpe og bekjempe problemet. Oppsporing og forebygging av seksuell utnyttelse av barn over internett er et nyansert og komplekst fenomen. På grunn av den komplekse strukturen som gjør produksjon og distribusjon av overgrepsmateriale enklere og anonymt, så kan politimyndigheter ikke nærme seg disse problemene alene eller isolert fra andre. Selv om alle er enige om at dette representerer et viktig sosialt problem, påvirker ofte oppnåelsen av målene til en interessent (f.eks. tillate økt overvåking av internett fra politiets side) direkte rettighetene og evnene til andre interessenter (f.eks. inntrenging i personvernet til enkeltpersoner eller brudd på kundeforhold til elektroniske tjenesteleverandører). Det er en meningskonflikt om hvordan man skal nærme seg løsningene mellom de som støtter sterkere statlig overvåkning og de som motsetter seg det. Denne rapporten tar sikte på å fremheve de mest fremtredende nåværende og fremtidige teknologitrender, mottiltak og strukturelle og juridiske problemstillinger knyttet til fenomenet teknologiassistert overgrep mot barn. Vi håper dette arbeidet vil bidra til en bedre forståelse av kompleksiteten rundt problemet og bidra til å skape et enkelt rammeverk for et tryggere og bedre internett for barn!

• Howe, Lauren; Shepherd, Steven, Warren, Nathan, Mercurio, Kathryn & Campbell, Troy H. (2023)
  Expressing Dual Concern in Criticism for Wrongdoing: The Persuasive Power of Criticizing with Care

  Journal of Business Ethics, Doi: https://doi.org/10.1007/s10551-023-05475-0 - Full text in research archive

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  To call attention to and motivate action on ethical issues in business or society, messengers often criticize groups for wrongdoing and ask these groups to change their behavior. When criticizing target groups, messengers frequently identify and express concern about harm caused to a victim group, and in the process address a target group by criticizing them for causing this harm and imploring them to change. However, we find that when messengers criticize a target group for causing harm to a victim group in this way—expressing singular concern for the victim group—members of the target group infer, often incorrectly, that the messenger views the target group as less moral and unworthy of concern. This inferred lack of moral concern reduces criticism acceptance and prompts backlash from the target group. To address this problem, we introduce dual concern messaging—messages that simultaneously communicate that a target group causes harm to a victim group and express concern for the target group. A series of several experiments demonstrate that dual concern messages reduce inferences that a critical messenger lacks moral concern for the criticized target group, increase the persuasiveness of the criticism among members of the target group, and reduce backlash from consumers against a corporate messenger. When pursuing justice for victims of a target group, dual concern messages that communicate concern for the victim group as well as the target group are more effective in fostering openness toward criticism, rather than defensiveness, in a target group, thus setting the stage for change.

• Velasco, Carlos; Barbosa, Francisco Escobar, Spence, Charles & Olier, Juan Sebastian (2023)
  The taste of colours

  Food Quality and Preference, 112 Doi: https://doi.org/10.1016/j.foodqual.2023.105009 - Full text in research archive

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  A multitude of crossmodal correspondences have now been documented between taste (gustation) and visual features (such as hue). In the present study, new analytical methods are used to investigate taste-colour correspondences in a more fine-grained manner while also investigating potential underlying mechanisms. In Experiment 1, image processing analysis is used to evaluate whether searching online for visual images associated with specific taste words (e.g., bitter, sweet) generates outcomes with colour proportions similar to those that have been documented in the literature on taste–colour correspondences. Colour–taste matching tasks incorporating a much wider colour space than tested in previous studies, were assessed in Experiments 2 and 3. Experiments 3 and 4 assessed the extent to which the statistical regularities of the environment, as captured by food object categories, might help to explain the aforementioned correspondences and to what extent the correspondences are present in online content associated with specific tastes, respectively. Experiment 5 evaluated the role of statistical regularities in underpinning colour-taste correspondences related to the stage of ripening of fruit. Overall, the findings revealed consistent associations between specific colours and tastes, in a more nuanced manner than demonstrated in previous studies, while at the same time also showing that both food object categories and the stage of fruit ripening significantly influenced colour and taste perceptions. This, in turn, suggests that people might base these correspondences on both the foods present in their environments, as well as the natural changes that they undergo as they ripen. The results are discussed in light of the different accounts that have been suggested to explain colour-taste correspondences.

• Hunneman, Auke; Bijmolt, Tammo H.A. & Elhorst, J. Paul (2023)
  Evaluating store location and department composition based on spatial heterogeneity in sales potential

  Journal of Retailing and Consumer Services, 73 Doi: https://doi.org/10.1016/j.jretconser.2023.103355 - Full text in research archive

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  In this paper, we extend a retail location evaluation model with the possibility to include the effect of department size adaptation at the store level. We relate department-level store sales to a store's competitive and demographic environment, thereby providing richer insights into the drivers of department sales than a model of just aggregate sales. Further, we accommodate heterogeneity in consumer characteristics over space by using zip code level data and unobserved spatial effects in department sales by including spatially autocorrelated error terms. Using spatial panel data for 30 clothing stores belonging to one Dutch retail chain, we demonstrate how to use the modeling approach to analyze and predict sales performance of new and existing stores. We show that the predictive performance of our model is superior to that of a benchmark model that does not include spatial autocorrelation.

• Kurtmollaiev, Seidali; Lervik-Olsen, Line & Andreassen, Tor W. (2023)
  The Norwegian Innovation Index: Methodological Foundations

  Samfunns- og næringslivsforskning

• Ueland, Øydis; Langsrud, Solveig & Veflen, Nina (2023)
  Food risk communication to consumers: The scare of antibiotic resistant bacteria in chicken

  International Journal on Food System Dynamics, 14(2) , s. 212-225. Doi: https://doi.org/10.18461/ijfsd.v14i2.F6 - Full text in research archive

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  In 2014 a food scare following a report on antibiotic resistant bacteria in chicken fillets led to a dramatic drop in sales of chicken. Actors in the food chain as well as the authorities were unprepared for the consequences of the case. The study investigated how risk communicators coped with the crisis through in-depth interviews with 14 relevant actors. The case study illustrated how delayed risk communication from authorities opened for stakeholders with contradictory views and other agendas. Further, although the risk communicators were aware of the concept of risk perception, they may not truly acknowledge the power triggering emotions.

• Ringler, Christine; Sirianni, Nancy J., Peck, Joann & Gustafsson, Anders (2023)
  Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations

  Journal of the Academy of Marketing Science, Doi: https://doi.org/10.1007/s11747-023-00934-6 - Full text in research archive

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  Product demonstrations are powerful promotional tools which can vary in how they present information, either illustrating step-by-step processes, or showcasing final outcomes customers may achieve after product usage. Our research investigates customers’ cognitive and social experiences while viewing product demonstrations to reveal which type is most effective in driving purchase intentions. Drawing on theories of mental simulation, cognitive flow, and narrative transportation, we propose that when a customer views a demonstration with a process (versus outcome) focus, this encourages a cognitive flow state which facilitates customers’ absorption into the product story, and results in increased purchase intentions for the demonstrated product(s). Effects are attenuated when the customer experiences the social presence of other audience members. We find support for our proposed process across five studies using multiple product categories and presentation modalities and offer practical guidance to help marketers optimize product demonstrations to motivate purchasing in a constantly evolving, increasingly digital marketplace.

• Valenti, Albert; Srinivasan, Shuba, Yildirim, Gokhan & Pauwels, Koen (2023)
  Direct mail to prospects and email to current customers? Modeling and field-testing multichannel marketing

  Journal of the Academy of Marketing Science, 52, s. 1-20. Doi: https://doi.org/10.1007/s11747-023-00962-2 - Full text in research archive

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  Multichannel retailers need to understand how to allocate marketing budgets to customer segments and online and offline sales channels. We propose an integrated methodological approach to assess how email and direct mail effectiveness vary by channel and customer value segment. We apply this approach to an international beauty retailer in six countries and to an apparel retailer in the United States. We estimate multi-equation hierarchical linear models and find that sales responsiveness to email and direct mail varies by customer value segment. Specifically, direct mail drives customer acquisition in the offline channel, while email drives sales for both online and offline channels for current customer segments. A randomized field experiment with the beauty retailer provides causal support for the findings. The proposed reallocation of marketing resources would yield a revenue lift of 13.5% for the beauty retailer and 9.3% for the apparel retailer, compared with the 6.5% actual increase in the field experiment.

• Caruelle, Delphine Sylvie Sophie; Shams, Poja, Gustafsson, Anders & Lervik-Olsen, Line (2023)
  Emotional arousal in customer experience: A dynamic view

  Journal of Business Research, 170 Doi: https://doi.org/10.1016/j.jbusres.2023.114344 - Full text in research archive

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  Customer emotion in services has been extensively studied, but prior research has overlooked the dynamics of emotion over time. Our research addresses this gap by studying how emotional arousal varies throughout a service encounter. Drawing from the psychology literature, we identify certain features (or patterns) that characterize how arousal varies throughout a service encounter and predict how they may affect customer approach response (e.g., spending, unplanned purchases). We explore the effect of these features in field studies in two stores using a psychophysiological measure (electrodermal activity) to capture arousal over time. We find that (1) the highest arousal level reached during the encounter and (2) the skewness of the distribution of arousal levels (i.e., the frequency of lower arousal levels relative to higher ones) predict customer approach response. This paper opens new avenues for understanding customers from an emotional perspective, which can improve the customer experience in service encounters.

• Burki, Umar; Glavee-Geo, Richard, Dahlstrøm, Robert, Kanani, Renger & Buvik, Arnt (2023)
  The moderating effect of market knowledge on contractual efficacy : evidence from Asian supplier–Western buyer relationships

  Asian Business & Management, 22(4) , s. 1454-1484. Doi: https://doi.org/10.1057/s41291-022-00214-1 - Full text in research archive

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  This study employs transaction cost logic to investigate effects of market knowledge on formal contracting. The model maintains that market knowledge moderates the effects of supplier specific assets and buyer specific assets on contracting in international buyer–seller relationships. We collected survey data from 131 international buyer–supplier relationships and applied regression analysis to test the hypotheses. The data suggest that the need for formal contracts diminishes when substantial supplier specific assets accompany high market knowledge. In contrast, the need for formal contracting increases when substantial buyer specific assets are combined with high market knowledge. This study provides new insights for B2B marketing literature by shedding light on the influence of market knowledge on formal contracts. The discussion addresses the study’s implications for interorganizational theory and practice.

• Langsrud, Solveig; Veflen, Nina Jeanette, Allison, Rosalie, Crawford, Bob, Izsó, Tekla, Kasza, Gyula, Lecky, Donna M., Nicolau, Anca Ioana, Scholderer, Joachim, Skuland, Silje Elisabeth & Teixeira, Paula (2023)
  A trans disciplinary and multi actor approach to develop high impact food safety messages to consumers: Time for a revision of the WHO - Five keys to safer food?

  Trends in Food Science & Technology, 133, s. 87-98. Doi: https://doi.org/10.1016/j.tifs.2023.01.018 - Full text in research archive

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  Background A significant part of foodborne infections is caused by food eaten at home, and food safety messages are given to help consumers mitigate risk. The World Health Organisation “Five Keys to Safer Food”, developed about 20 years ago has been used with success worldwide to provide general advice on how to prepare food safely. Scope and approach In this commentary, we discuss how food safety messages could be updated using a holistic approach built on implementation science, considering new food consumption patterns and insights from natural and social sciences. A stepwise approach for developing and evaluating food safety messages, performed in the European project SafeConsume, is presented. The top pathogen-food combinations associated with foodborne disease in Europe were combined with common consumer practices to identify risky behaviours. Food safety messages were suggested and assessed for understanding as well as capability, opportunity, and motivation in an expert survey. Key findings and conclusions Overall, the food safety topics developed overlapped with those from WHO. The opportunity and motivation for changing behaviour, (e.g., choose pasteurised egg) were identified as important restrictions for uptake of messages. Also, understanding terminology, (e.g “thoroughly cooked”) was a challenge. Therefore, there is a need to be specific, without excluding other safe alternatives or make lengthy explanations. The food safety messages suggested by the expert group were considered as more likely to be implemented among domestic cooks, resulting in safer practice than corresponding WHO messages. WHO should reconsider the preventive risk communication based on new knowledge and challenges.

• Warren, Nathan (2022)
  We Need to Talk About Dirt

  [Popular Science Article]. BI Marketing Magazine,

• Oest, Rutger Daniel van (2022)
  The Dependence of Chance-Corrected Weighted Agreement Coefficients on the Power Parameter of the Weighting Scheme: Analysis and Measurement

  Psychometrika, Doi: https://doi.org/10.1007/s11336-022-09881-7 - Full text in research archive

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  Empirical studies that investigate the effect of design thinking within complex contexts involving multiple stakeholders are rare. The aim of this study is to contribute to the literature on design thinking, by investigating the perceived usefulness of including design thinking activities into a complex research project for food safety. A survey was distributed to all participants in SafeConsume, a Horizon 2020 research project, to measure perceived usefulness of design thinking activities such as collaborative workshops, visualization tools and empathic observation studies. Bivariate correlations and one-way ANOVAs were conducted in JMP Pro 14. The results indicate that design thinking activities may be useful also for large food safety projects. Multidisciplinary collaborative workshops can generate optimism and a sense of belonging among the participants, visualization tools can contribute to simplify complex information, and empathic observation studies makes it easier to think user centric. This study is one of few that quantitatively investigate the perceived usefulness of implementing design thinking into a multidisciplinary research project, and the findings contribute to a better understanding of the perceived effects of implementing design thinking into a large complex food safety research projects.

• Haus, Eirik & Olsen, Lars Erling (2022)
  Markedsføring - pensum på 1-2-3

  Cappelen Damm Akademisk

• Olson, Erik Lee (2022)
  Advocacy bias in the green marketing literature: Where seldom is heard a discouraging word

  Journal of Business Research, 144, s. 805-820. Doi: https://doi.org/10.1016/j.jbusres.2022.02.052 - Full text in research archive

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  Advocacy bias is characterized by a preponderance of published articles that support an academic discipline’s favored causes and paradigms, and by the consequent relative absence of bias countering skeptical/falsifying publications. Such imbalance between paradigm/cause advocates and skeptics can be an indication of a research process that has been corrupted by a widely shared scholarly desire to generate supportive results. The current research makes an empirical contribution to the advocacy bias literature with a content analysis based framework that assesses the level of green marketing (GM) advocacy bias among 107 GM related articles from marketing’s Financial Times (FT) list journals and 9 GM related special issues (SI). Evidence of widespread GM advocacy bias is indicated by the almost complete lack of GM skeptical/falsifying articles. It is hoped that this first empirical examination of advocacy bias within the marketing discipline will inspire more discussion and research on the topic.

• Olson, Erik Lee (2022)
  ‘Sustainable’ marketing mixes and the paradoxical consequences of good intentions

  Journal of Business Research, 150, s. 389-398. Doi: https://doi.org/10.1016/j.jbusres.2022.05.063 - Full text in research archive

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  Global resource use and related emissions continue to rise despite decades of public and private sector marketing efforts to encourage more sustainable consumption. One question seldom addressed in the sustainability literature is the degree to which sustainable marketing mixes might paradoxically encourage higher levels of consumption by reducing purchase related guilt and costs. The current research examines fast fashion sustainability initiatives and finds evidence of moral self licensing and rebound effects that lead to higher predicted sales even among the most environmentally conscious consumers. Implications for sustainability researchers and practitioners are then discussed.

• Chabanova, Evgeniya & Reiby, Audun (2022)
  Tre norske trender innen markedsføring

  [Popular Science Article]. BI Marketing Magazine,

• Jütte, Espen Alexander & Olson, Erik Lee (2022)
  A brand hegemony rejection explanation for digital piracy

  European Journal of Marketing, 56(5) , s. 1512-1531. Doi: https://doi.org/10.1108/EJM-04-2020-0303 - Full text in research archive

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  BHR is found useful in understanding pirating motivations, which vary greatly across time and across digital mediums. Piracy is often motivated by profit enhancing policies of big media copyright holders, which are deemed unfair and not customer oriented, but such motivations are greatly reduced when copyright holders offer attractive legal means to obtain digital content. Pirates generally do not feel sympathy for large media companies, but some pirates feel guilt that their actions may hurt digital content creators.

• Sande, Jon Bingen; Abrahamsen, Morten H., Wathne, Kenneth Henning, Jensen, Henrik & Ghosh, Mrinal (2022)
  Relasjonskontrakter i offentlige anskaffelser på e-helsefeltet

  [Report Research]. Handelshøyskolen BI

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  Denne rapporten sammenfatter store deler av forskningen på offentlige anskaffelser og relasjonskontrakter som har blitt gjort ved C3 Senter for fremtidig helse. Rapporten beskriver grunnleggende egenskaper og utfordringer ved offentlige anskaffelser og kontrakter, og hvordan innkjøpere kan analysere og beskrive anskaffelsesprosjekter og transaksjoner med leverandørene. Det utvikles et verktøy for vurdering og overvåking av transaksjonsegenskaper og transaksjonskostnader i offentlige anskaffelser, basert på at kontraktsformer bør tilpasses den enkelte transaksjon og dens egenskaper. Data fra et større datasett identifiserer store og systematiske forskjeller mellom offentlige og private anskaffelser. Offentlige kontrakter i Norge er mer detaljerte enn private kontrakter, og transaksjonene er preget av mindre investeringer, svakere relasjonskontrakter, mindre gjensidig forståelse, og svakere innovasjonsresultater enn transaksjoner mellom industribedrifter i Norge. Rapporten gir en inngående forklaring av hva relasjonskontrakter er, og hva som kjennetegner relasjonskontrakter og to viktige spørsmål som bør stilles av alle som forsøker å benytte seg av relasjonskontrakter. Er relasjonskontrakten tydelig? Er relasjonskontrakten troverdig? Tentative analyser tyder på at relasjonskontrakter mellom offentlige innkjøpere og deres leverandører blir sterkere og mer troverdige når (1) begge parter har gjort store transaksjonsspesifikke investeringer, (2) leverandørens unilaterale transaksjonsspesifikke investeringer støttes av langsiktige kontrakter, og (3) produktkompleksitet og teknologisk usikkerhet håndteres gjennom mer detaljerte formelle kontrakter som spesifiserer blant annet rolle, ansvar, forpliktelser, rettigheter, og hvordan partene skal tilpasse seg uventede situasjoner. Rapporten presenterer et verktøy for å beskrive relasjonskontrakten og den gjensidige forståelsen mellom partene. Rapporten forteller også om vår forskning på innovasjonspartnerskap, der det viktigste funnet er at innovasjonspartnerskapet som prosedyre er et viktig tilskudd til innkjøperes verktøykasse som kan bidra til læring og til mobilisering for systemiske endringer i offentlig sektor. Samtidig har innovasjonspartnerskapet begrensninger, blant annet at prosjektperiodene er svært korte, og at problemene som de forsøker å løse ofte leder fram til mer inkrementelle endringer, snarere enn radikal og disruptiv innovoasjon.

• Gustafsson, Anders & Ghanbarpour, Tohid (2022)
  Challenging the troubled status of the marketing discipline

  AMS Review, Doi: https://doi.org/10.1007/s13162-022-00242-2

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  Marketing is a central discipline across all contexts that involve customers as stakeholders. The purpose of the academic discipline of marketing is to develop theoretically informed but practical advice for organizations to help them better navigate the constantly evolving markets. We argue that although marketing as a discipline does have some challenges, it is essentially in a good position to add value to society and organizations due to its focus on understanding customers and transforming this information into action. However, to improve as a discipline, we need to create a better balance between; rigor and relevance, research and education, and across sub-disciplines (strategy, modeling, and consumer behavior).

• Olsen, Lars Erling; Samuelsen, Bendik Meling, Pappas, Ioannis & Warlop, Luk (2022)
  Broad vs. Narrow brand positioning: Effects on competitive brand performance

  European Journal of Marketing, 56(3) Doi: https://doi.org/10.1108/EJM-02-2021-0090 - Full text in research archive

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  Purpose –Brand managers can choose among two fundamentally different brand positioning strategies. One is a broad brand strategy, focusing on many favorable brand associations. The other is a narrow brand strategy, focusing on just a few and thus more mentally accessible associations. Building on associative memory theory, the current article examines which of these brand positioning strategies performs better under dynamic market conditions. Design/methodology/approach – Three experiments test the effect of brand positioning strategy on memory accessibility and competitive brand performance. Study 1 tests how brand strategy (broad vs. narrow) affects defensive brand performance. Study 2 tests how broad vs. narrow brands perform differently in a brand extension scenario (offensive brand performance). Study 3 uses real brands and situation-based attributes as stimuli in a defensive scenario. Findings – The results show that a narrow brand positioning strategy leads to a competitive advantage. Narrow brands with fewer and more accessible associations resist new competitors more easily and have higher brand extension acceptance than do broad brands. Research implications – The article shows how to use accessibility as evidence of associative strength and test how accessibility influences competitive brand performance in a controlled experimental context. Practical implications – Brand managers would benefit from a narrow brand positioning strategy in accordance with the USP school of thought used by many marketing practitioners. Originality – The paper demonstrates that narrow brand positioning performs better than broad brand positioning in dynamic markets, and to our knowledge is the first to do so.

• Claus, Bart & Warlop, Luk (2022)
  The Car Cushion Hypothesis: Bigger Cars Lead to More Risk Taking—Evidence from Behavioural Data

  Journal of Consumer Policy, 45(2) Doi: https://doi.org/10.1007/s10603-022-09511-w - Full text in research archive

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  Car traffic and accidents involving cars create an enormous societal cost,particularly in terms of negative consequences for public health. Mitigating these effects is a daily concern for public and private institutions and people around the world. At least a subset of accidents is attributable to the amount of risk drivers allow in their driving, and in related behaviour like mobile phone use or substance abuse. Our study looks at the effect of car size on risk taking. While literature highlights several behavioural effects of car size, the direction of causality of these effects is not always clear, and empirical evidence lacking. Two behavioural and consequential studies support that car size affects risk taking in driving, and that this increase in risk taking generalizes to other domains as well. Based on these results and in line with literature showing that social stability and security can affect financial risk taking, we propose the “car cushion hypothesis”. This hypothesis suggests that bigger cars make people feel more secure, which affects their behaviour in terms of generalized risk taking. We discuss policy implications aimed at contributing to reducing the societal and public health cost of car traffic.

• Veflen, Nina; Velasco, Carlos & Kraggerud, Hilde (2022)
  Signalling taste through packaging: The effects of shape and colour on consumers’ perceptions of cheeses

  Food Quality and Preference, 104 Doi: https://doi.org/10.1016/j.foodqual.2022.104742 - Full text in research archive

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  This paper questions whether manufacturers can utilize visual packaging cues, in particular colours and shapes, to communicate the intrinsic attributes of cheeses. While the existence of crossmodal correspondences between packaging shapes and tastes have been demonstrated in previous food studies, we still need knowledge about how the interaction of colour and shape of the packaging that the cheese is sold influence customers’ expectations of taste and liking. Throughout two studies, we illustrate that specific shapes and colours communicate certain cheese tastes. In study 1, we found that, while a mild tasting cheese is associated with round shapes, high colour brightness and low colour saturation, a sharp tasting cheese is associated with an angular shape, lower level of colour brightness and higher level of colour saturation. This knowledge can be utilized to communicate taste via the design of the packaging. In study 2, we moved on to test this via packaging. We found that a round shaped packaging combined with high colour brightness and low colour saturation communicates a mild taste, whereas a triangular shape packaging combined with a low colour brightness/ high saturation signals a sharper tasting cheese. Moreover, a round packaging elicits the highest degree of liking. Our findings demonstrate that multiple sensory elements of a product’s packaging can enhance respondents’ taste expectations and expected liking of a product. In conclusion, this paper offers guidance to managers seeking to design packaging that communicates the flavour of food products, specifically for cheeses.

• Crosby, Lawrence & Ghanbarpour, Tohid (2022)
  The Drucker intangibles measurement system: An academic perspective

  Journal of Business Research, 155 Doi: https://doi.org/10.1016/j.jbusres.2022.113452 - Full text in research archive

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  There is widespread agreement in the literature that intangible assets, particularly those of a relational nature, are key determinants of firm performance. Scholars also acknowledge that stakeholder relationships and innovation are inextricably connected. Conceptual support for these linkages is found in established management theories and evidence from empirical research. However, this research has been handicapped by various data limitations. The purpose of this study is to introduce and evaluate a new dataset that overcomes many of those limitations, allowing for a more comprehensive examination of the complex interplay of relationship-based assets, innovation, and financial performance. Based on this review, we conclude that the Drucker system of measuring customer satisfaction, employee satisfaction/engagement, innovation, and corporate social performance exhibits sufficient content and other types of validity to be suitable for academic research involving this set of intangibles.

• Romeo, Elena; Jensen, Henrik, Hunneman, Auke & Velasco, Carlos (2022)
  Assessing the influence of packaging design symmetry, curvature, and mark on the perception of brand premiumness

  International Journal of Gastronomy and Food Science, 31 Doi: https://doi.org/10.1016/j.ijgfs.2022.100656 - Full text in research archive

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  Packaging and label design are crucial in facilitating the perception of brand premiumness. However, we know relatively little about how common design characteristics used in a product’ packaging affect consumers' perception of premiumness. Related research suggests that consumers may associate some features, such as symmetry, with premiumness, given their quality connotations. In this article, we report an online study (n = 741) designed to evaluate the influence of curvature (round vs. angular), symmetry (symmetrical vs. asymmetrical), and mark (black vs. no fill) on consumers' premiumness perceptions, across four different food product categories (chocolate, coffee, jam, and ice-cream), and two price conditions. Overall, we find a significant positive effect of symmetry, and a significant effect of mark on all except one product category. The effect of mark and curvature on consumers’ premiumness perception appeared to be affected more by context and product-category. Consistent with evolutionary theory, the results provide evidence for the hypothesis that symmetry is a key indicator of brand premiumness. This contributes to our understanding of the aesthetics of premium brands and suggests specific implications for practitioners.

• Weiss, Stephanie; Knöferle, Klemens & Vossen, Alexander (2022)
  Meaningfully Different? How Visual Semantics Help New Ventures Achieve Optimal Distinctiveness

  Proceedings and Membership Directory - Academy of Management, Doi: https://doi.org/10.5465/AMBPP.2022.16061abstract

• Solberg, Carl Arthur & Durrieu, François (2022)
  Patterns of international marketing strategy

  The journal of business & industrial marketing, Doi: https://doi.org/10.1108/JBIM-02-2022-0091

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  Purpose This paper aims to explore different strategic avenues in international markets. In particular, the authors investigate the role of four marketing tactics – marketing network, domestic network, standardization/adaptation and positioning. The authors aim at identifying optimal use of these strategic vehicles to achieve firm performance. Design/methodology/approach The authors construct a database of 132 Norwegian exporters and identify, through cluster analysis, three different categories of firms. They use multi-group analysis to explore strategy–performance pattern in each group. Findings All four strategic levers impact positively on the performance, but only two of them (marketing networks and positioning) with major impact. Standardization and domestic networks play a minor role. Based on these strategic levers, the authors identify three strategic groups (opportunists, networks seekers and global marketers) with different optimal export strategy patterns. The authors argue that these groups represent firms in different stages, epitomizing a learning process in three stages. Research limitations/implications A broader perspective of strategy variables should be included to get a more complete picture of the “optimal” model for different groups of exporters. Other marketing mix factors and the firm’s stance toward governance in international markets (operation modes) should therefore be included in the repertoire of strategy drivers determining group membership and to analyse their pattern. Practical implications Opportunists are advised to focus on positioning through domestic network relations; network seekers should concentrate on building marketing networks. Global marketers may carry out standardization strategies – preferably in collaboration with their marketing partners in export markets. For the two other groups, there is no evidence that speak in favour of such approach, nor for its counterpart, adaptation. For export promotion agencies, the authors suggest enhanced support to establish network partners. Originality/value The authors introduce strategic levers not yet explored in the export literature. Furthermore, they use a contingency causal approach to explain differences in strategy development (in international markets) and the link with performance.

• Block, Lauren; Vallen, Beth & Warlop, Luk (2022)
  Consumer Centered Policy Inquiries: a Call to Explore Policy Through a Consumer Lens and Consumers Through a Policy Lens

  Journal of Public Policy & Marketing, 41(3) , s. 216-220. Doi: https://doi.org/10.1177/07439156221095857 - Full text in research archive

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  The Journal of Public Policy and Marketing has long welcomed scientific inquiry at the intersection of public policy and consumer behavior. While the existence of this intersection feels like a given, defining the contours and borders of this intersection is arguably much grayer. It is not uncommon for readers and authors new to JPP&M to puzzle over whether their consumer research is policy-oriented enough, or question how their policy interest can be studied using methodologies characteristic of consumer research. To provide some insight, we define the body of work at the intersection of public policy and consumer behavior as consumer centered policy inquiries and provide an organizing framework for how to both define and characterize it.

• Park, Jaewoo; Velasco, Carlos & Spence, Charles (2022)
  ‘Looking sharp’: Price typeface influences awareness of spending in mobile payment

  Psychology & Marketing, 39(6) Doi: https://doi.org/10.1002/mar.21651 - Full text in research archive

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  We investigate whether the typeface used to display the purchase amount in the context of mobile payment influences consumers' awareness of spending. The evidence suggests that prices displayed in angular (vs. round) typeface increase the awareness of spending in the context of mobile payment via the perceived harshness of the typeface and the experienced pain of payment (Studies 1–3, 5, and 6). Angular (vs. round) typeface also has downstream consequences for payment behavior, indicating that the amount displayed with the angular typeface increases the hesitation to press the “pay” button (Studies 2 and 6). Our results also demonstrate that the typeface effect on the awareness of spending is moderated by the purchase amount (Study 3). The robust typeface effect documented for Japanese participants (Studies 1–3) is not observed in North Americans (Studies 4 and 5), highlighting the role of culture. Finally, we replicate the price typeface effect (Studies 1–3) in a situation that is closer to the context of real mobile shopping and demonstrate that price typeface impact people's willingness to spend on the next grocery shop (Study 6). Our research contributes to the scarce literature on addressing the profligacy issues associated with mobile payments and broadly cashless payments.

• Fagerstrøm, Asle & Ljusic, Nikola (2022)
  Med denne metoden kan bedrifter bedre tilpasse teknologien til kundens ønsker

  [Popular Science Article]. Kunnskapsmagasinet Kristiania,

• Kulberg, Jan-Henrik & Tran, Huy (2022)
  Derfor blir vi mer uhøflige når vi handler

  [Popular Science Article]. www.forskning.no,

• Witell, Lars; Carlborg, Per & Snyder, Hannah (2022)
  Beyond the Line of Visibility: Toward Sustainable Service Innovation

  The Palgrave Handbook of Service Management, , s. 577-593. Doi: https://doi.org/10.1007/978-3-030-91828-6_29577

• Koch, Alexander; Mønster, Dan, Nafziger, Julia & Veflen, Nina (2022)
  Food safety related efficacy beliefs, behaviors, beliefs in myths, and the effects of educational online interventions: Data from an online survey experiment with 1,973 consumers from Norway and the UK.

  Data in Brief, 42 Doi: https://doi.org/10.1016/j.dib.2022.108102 - Full text in research archive

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  Data were collected in a randomized controlled trial of a game-based online intervention aimed at fostering awareness of food safety and risk-reducing behavior among consumers. 1,973 participants from the UK and Norway, aged 18–89 years, were assigned to (i) a control condition, or (ii) exposed to a brief information video, or (iii) in addition played an online game (two different conditions). In all conditions, participants answered a pre- and post-survey with seven days in between. The surveys comprised questions on sociodemographic background, preferences related to food, recent food safety behaviors and beliefs in the efficacy of a number of food safety actions, as well as beliefs in myths related to food and hygiene. Efficacy beliefs (13 questions in the pre- and post-surveys) capture how an individual thinks particular actions will affect the likelihood of contracting food-borne disease. Beliefs in myths (8 questions in the pre- and post-surveys) refer to commonly held ‘true-or-false’ beliefs with no base in scientific facts. Target behavior (21 questions in the pre- and post-surveys) refer to self-reported food safety behaviors that were targeted in the interventions. Additional questions address beliefs and behavior in relevant food safety areas that were not targeted in the interventions. The survey items related to beliefs and behaviors were based on or inspired by previous work of the SafeConsume EU consortium (www.safeconsume.eu). In the information condition, participants watched a two-minute information video about food safety. Participants were given information about five broad themes: personal hygiene (hand washing), kitchen hygiene (cleaning utensils and surfaces), washing fresh vegetables and fruits, not rinsing meat or poultry, checking the temperature of cooked meat or poultry. In the game conditions, participants first watched an information video (either the neutrally framed one from the information condition or a version with pictures framed to trigger a disgust reaction). Then participants prepared four recipes in an online game, where they were repeatedly confronted with food safety related actions. After each recipe, participants received feedback on how they handled a number of important food safety actions. Our survey measures provide scholars and practitioners with data from adults in Norway and the UK to perform analyses regarding consumers’ knowledge and behavior related to food safety. Data and the replication code for the associated research article Koch et al. [3] are accessible at Koch et al. [4].

• Escobar, Francisco Jose Barbosa; Wang, Qian Janice, Corredor, Andres & Velasco, Carlos (2022)
  The taste of visual textures

  Food Quality and Preference, 100 Doi: https://doi.org/10.1016/j.foodqual.2022.104602 - Full text in research archive

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  Numerous crossmodal correspondences between visual elements and basic tastes have been documented in recent years. Research has shown that many of these correspondences can influence taste expectations when applied in food packaging. However, research on correspondences between visual textures and tastes is scarce, despite the ability of the former to convey specific information about materials and objects. In the present study, we conducted two online experiments designed to study crossmodal correspondences between basic taste words and visual textures with common material properties. In Experiment 1 (N = 194), we evaluated explicit associations between six visual texture categories (with four levels of each category) and basic taste words. The results revealed moderate associations between one of the fluffy visual textures and sweetness and between a rough and a crunchy visual texture and saltiness. In Experiment 2 (N = 407), we superimposed the visual textures associated with the basic tastes found in Experiment 1 on food extrinsic factors (i.e., packaging, napkin) served in combination with products of three taste qualities (i.e., neutral/ambiguous, sweet, salty). We did not find evidence supporting the idea that visual textures that are crossmodally corresponding to specific tastes, as revealed in Experiment 1, influenced taste expectations. The results of the study suggest that the strength of the crossmodal correspondence between visual textures and basic taste words studied here is moderate.

• Abrahamsen, Morten H.; Halinen, Aino & Naudè, Peter (2022)
  The role of visioning in business network strategizing

  Journal of Business Research, 154 Doi: https://doi.org/10.1016/j.jbusres.2022.113334 - Full text in research archive

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  Visioning the future is an essential aspect of strategizing. However, how managers make sense of their networked business environment, future changes in it, and how this visioning informs their interaction and networking has hardly been explored. Drawing on organizational foresight and business network research, we enhance the visioning concept by conducting an abductive qualitative case study on its role in business network strategizing. By comparing forward-looking and backward-looking perspectives of managers in companies within a particular business network, the study reveals what managers can foresee, what limits their visioning, and to what extent visioning informs network strategizing. Our findings suggest that visioning helps managers to openly contemplate the future, to envisage structural changes, detect probable trends, and form strategic intentions, but individual cognitive frameworks and network constraints limit their visioning. The study contributes to the current sensemaking view of network strategizing by proposing a conceptual model where visioning forms an important step in between reflection and networking, and by showing how managers consciously prepare for the future.

• Söllner, Matthias; Mishra, Abhay N, Becker, Jan-Michael & Leimeister, Jan Marco (2022)
  Use IT Again? Dynamic Roles of Habit, Intention and their Interaction on Continued System Use by Individuals in Utilitarian, Volitional Contexts

  European Journal of Information Systems, 33(1) , s. 80-96. Doi: https://doi.org/10.1080/0960085X.2022.2115949 - Full text in research archive

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  This paper employs a longitudinal perspective to examine continued system use (CSU) by individuals in utilitarian, volitional contexts when alternative systems are present . We focus on two key behavioural antecedents of CSU – habit and continuance intention – and theorise how the relationships between CSU and these antecedents evolve over time. In addition, we hypothesise how the interaction effect of habit and intention on CSU evolves temporally. Our theorising differs from extant literature in two important respects: 1) In contrast to the widespread acceptance of the diminishing effect of continuance intention on CSU in the information systems (IS) literature, we hypothesise that in our context, its impact increases with time; and 2) In contrast to the negative moderation effect of habit on the relationship between intention and CSU proposed in the literature, we posit a positive interaction effect. We collect longitudinal survey data on the use of a higher education IS from students in a European university. Our results suggest that the impact of continuance intention on CSU as well as the interaction effect between habit and intention are increasing over time. We further introduce a methodological innovation – the permutation approach to conduct the multi-group analysis with repeated measures – to the literature.

• Heldal, Frode & Stiklestad, Trond (2022)
  Snowflakes – team learning as tool; you are not better than your group.

  Teaching generation snowflakes: New challenges and opportunities,

• Selnes, Fred Erling & Johnson, Michael D. (2022)
  Manage Your Customer Portfolıo for Maximum Lifetime Value

  [Professional Article]. MIT Sloan Management Review, 64(1) , s. 22-27.

• Motoki, Kosuke; Nakahara, Takanobu & Velasco, Carlos (2022)
  Tasting brands: Associations between brand personality and tastes

  Journal of Business Research, 156 Doi: https://doi.org/10.1016/j.jbusres.2022.113509

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  We test how and why food taste and brand personality interactively influence consumer evaluations. Although food branding is a substantial and large market, studies on food taste and brand personality have only been conducted separately. Across four studies (including one real-brand study), the present study aimed to reveal the association between brand personality and tastes and how congruency between these two may influence brand evaluations. Sincerity as a brand personality trait is reliably associated with sweet tastes, regardless of culture, measures of brand personality, and experimental designs. Process evidence suggests that the relationship between sincerity and sweet foods increases perceived congruence, which leads to positive brand attitudes. Moreover, brand sincerity is positively associated with sweet food sales. These findings reveal a novel link between food taste and brand personality and provide practical implications for food branding.

• Iversen, Nina; Hem, Leif Egil & Olsson, Ulf H. (2022)
  Willingness to buy US products in three Southeast European countries: The effects of cognitive, affective and conative components of country-of-origin image

  JEEMS. Journal of East European Management Studies, 27(3) , s. 487-518. Doi: https://doi.org/10.5771/0949-6181-2022-3-487 - Full text in research archive

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  The objective of this research is to present results from a survey conducted in Croatia, Serbia, and Bosnia-Herzegovina, addressing the negative influence of warfare by USA upon consumer behavior in the region. The results show that perceptions generated from USA's general country image influence consumers' intentions to buy American-made products. Furthermore, country "goodwill" and "bad-will" create cognitive and affective ambivalence, which concurrently promote and hamper consumers' willingness to buy foreign products. Facets of USA's general country image create mixed emotions, which influence approach and avoidance behavior towards US imports. USA's country image concurrently impacts productspecific perceptions, ethnocentric tendencies, animosity, and admiration/affinity, influencing the propensity to buy American-made products among consumers in Croatia, Serbia, and Bosnia-Herzegovina.

• Veflen, Nina & Gonera, Antje (2022)
  Perceived usefulness of design thinking activities for transforming research to impact.

  Food Control, 143 Doi: https://doi.org/10.1016/j.foodcont.2022.109264 - Full text in research archive

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  Empirical studies that investigate the effect of design thinking within complex contexts involving multiple stakeholders are rare. The aim of this study is to contribute to the literature on design thinking, by investigating the perceived usefulness of including design thinking activities into a complex research project for food safety. A survey was distributed to all participants in SafeConsume, a Horizon 2020 research project, to measure perceived usefulness of design thinking activities such as collaborative workshops, visualization tools and empathic observation studies. Bivariate correlations and one-way ANOVAs were conducted in JMP Pro 14. The results indicate that design thinking activities may be useful also for large food safety projects. Multidisciplinary collaborative workshops can generate optimism and a sense of belonging among the participants, visualization tools can contribute to simplify complex information, and empathic observation studies makes it easier to think user centric. This study is one of few that quantitatively investigate the perceived usefulness of implementing design thinking into a multidisciplinary research project, and the findings contribute to a better understanding of the perceived effects of implementing design thinking into a large complex food safety research projects.

• Petit, Olivia; Velasco, Carlos, Wang, Qian J & Spence, Charles (2022)
  Consumer Consciousness in Multisensory Extended Reality

  Frontiers in Psychology, 13 Doi: https://doi.org/10.3389/fpsyg.2022.851753 - Full text in research archive

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  The reality-virtuality continuum encompasses a multitude of objects, events and environments ranging from real-world multisensory inputs to interactive multisensory virtual simulators, in which sensory integration can involve very different combinations of both physical and digital inputs. These different ways of stimulating the senses can affect the consumer’s consciousness, potentially altering their judgements and behaviours. In this perspective paper, we explore how technologies such as Augmented Reality (AR) and Virtual Reality (VR) can, by generating and modifying the human sensorium, act on consumer consciousness. We discuss the potential impact of this altered consciousness for consumer behaviour while, at the same time, considering how it may pave the way for further research.

• Wathne, Kenneth Henning (2022)
  Business models and B2B governance Research

  Handbook of business to business marketing,

• Kurtmollaiev, Seidali; Lervik-Olsen, Line & Andreassen, Tor W. (2022)
  Competing through innovation: Let the customer judge!

  Journal of Business Research, 153, s. 87-101. Doi: https://doi.org/10.1016/j.jbusres.2022.08.002 - Full text in research archive

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  Although customers are the final judges of innovations, their opinions on firms’ innovations are rarely listened to. In this article, we developed a novel model for examining the antecedents and consequences of perceived firm innovativeness. We argue that when customers cognitively register changes in the value creation introduced by a firm, they perceive the firm as more innovative and, consequently, more attractive than its competitors. Using two waves of data from nationally representative samples (1,293 and 1,583 responses), we developed measures for examining changes in value creation that firms introduce and customers can perceive. We tested our theory by applying structural equation modeling to data from a nationally representative sample (5,812 responses). We found that firms that introduced changes affecting value proposition, value actualization, and interaction space were perceived as more innovative and more attractive than their competitors. Surprisingly, changes in relationship experience are negatively associated with perceived innovativeness and contribute to lower relative attractiveness in the market. One explanation is that firms introduce relationship innovations to safeguard future cash flows, which customers do not necessarily see as innovative.

• Motoki, Kosuke; Saito, Toshiki & Velasco, Carlos (2022)
  Spontaneous crossmodal correspondences grounded in contexts

  Food Quality and Preference, 100 Doi: https://doi.org/10.1016/j.foodqual.2022.104619 - Full text in research archive

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  Thoughts and associations are spontaneously generated and situated. A growing body of research on crossmodal correspondences has revealed that individuals tend to associate information across sensory modalities. However, most of the findings have been based on restricted sensory pairs/items and the role of context remains largely unexplored. Relying on crossmodal correspondence studies and the theory of situated conceptualization, the present study aimed to study spontaneous crossmodal correspondences and the role of context (background settings, culture) in modulating them. Japanese and British participants (n = 604) were presented with shape stimuli (round and angular) and spontaneously generated words describing the stimuli in different contexts (geometric shapes, logo in food packaging, and logo in non-food products). The results demonstrated that individuals spontaneously associate shape features with different senses, something that is influenced by context (background settings, culture). Geometric shapes were associated with visual and auditory descriptors, while shapes in the food context were linked with chemosensory (olfactory and taste) descriptors. Moreover, Japanese participants were more likely to generate touch descriptors, while British participants were more likely to use auditory descriptors. Together, our findings reveal how multisensory associations are spontaneously generated and how these associations are grounded in contexts.

• Deng, Jialin; Bertran, Ferran Altarriba, Obrist, Marianna, Mueller, Florian 'Floyd' & Velasco, Carlos (2022)
  Sketching the future of human-food interaction: Emerging directions for future practice

  International Journal of Gastronomy and Food Science, 31 Doi: https://doi.org/10.1016/j.ijgfs.2022.100629 - Full text in research archive

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  There is an increasing interest in food within the Human-Computer Interaction (HCI) field with emerging interactive prototypes that augment, extend, and challenge the various ways in which people engage with food. The emerging subfield is defined as “Human-Food Interaction” (HFI). Given the rapid advancement of interactive technology that converges with a wide range of food settings, this article seeks a continuous scrutiny towards the field to ensure it advances in fruitful directions. In this article, we identify nine emerging themes building on the submissions presented by 19 researchers at an HFI workshop recently held at an international conference. Furthermore, we brought to light three potential design and research directions to inspire HFI futures, and, simultaneously, to build a foundation upon which HFI, gastronomy and food science communities can work together.

• Kurtmollaiev, Seidali; Lervik-Olsen, Line & Andreassen, Tor W. (2022)
  Honey or Condensed Milk? Improving Relative Brand Attractiveness through Commercial and Social Innovations

  The Routledge Companion to Corporate Branding, Doi: https://doi.org/10.4324/9781003035749-16

• Fronczek, Lane Peterson; Mende, Martin, Scott, Maura, Nenkov, Gregana & Gustafsson, Anders (2022)
  Friend or foe? Can anthropomorphizing self-tracking devices backfire on marketers and consumers?

  Journal of the Academy of Marketing Science, Doi: https://doi.org/10.1007/s11747-022-00915-1 - Full text in research archive

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  Self-quantification, with the promise of motivating consumers to engage in health behaviors through measuring their performance, is a popular trend amongst consumers. Despite the economic impact of self-tracking technologies, consumers’ experiences with self-tracking devices and corresponding consequences for firms remain understudied. Six studies examine how the popular marketing tactic of anthropomorphization influences (a) consumers’ favorability towards wearable tracking devices, (b) their health motivation, and (c) their health behavior (number of steps taken) over time. The authors uncover a novel dynamic effect of anthropomorphism, such that with use, the initially positive evaluations of anthropomorphized (vs. non-anthropomorphized) devices decrease, and (contrary to prior literature), anthropomorphized devices are not favored. Importantly, health motivation and health behaviors are also reduced over time with the use of an anthropomorphized (vs. non-anthropomorphized) wearable device. This decrease occurs because anthropomorphized devices reduce the wearers’ perceived autonomy, which in turn, reduces their health motivation and health behavior. However, customizing the anthropomorphized device (by setting a customized goal or by monitoring a greater number of health-related indicators) can mitigate its negative effects. These findings provide novel insights to marketing scholars and managers, by suggesting that anthropomorphism can be a successful short-term selling strategy, but over time, it can have unintended consequences for both firms and consumers.

• Ghanbarpour, Tohid; Sahabeh, Easa & Gustafsson, Anders (2022)
  Consumer response to online behavioral advertising in a social media context: The role of perceived ad complicity

  Psychology & Marketing, n/a(n/a) Doi: https://doi.org/10.1002/mar.21703 - Full text in research archive

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  Brands and social media platforms are two main players in online behavioral advertising (OBA), but the extant literature overlooks the interaction between them. Although advertising brands invest considerable resources to target potential consumers through social media advertising, our analysis indicates that publisher-platform-related activities can elicit negative consequences. Thus, we examined the role of perceived ad complicity, that is, consumers' perception regarding advertisers partnering with the social media platforms in the OBA process. We used perceived ad complicity as a moderator to explain the variation in consumers' negative responses to OBA in a social media context. Our results indicate that consumers with high perceived ad complicity experience greater perceived ad intrusiveness. This effect directly impacts their attitudes toward publisher platforms and advertising brands but consumers react more negatively toward brands (vs. publisher platforms) regarding this practice. Furthermore, we found that consumers who are more sensitive to social norms experience stronger perceived ad complicity and that informing consumers about why they are seeing specific ads on their social media platforms does not change their views on ad complicity.

• Veflen, Nina & Teixeira, Paula (2022)
  Food safety myths consequences for health: A study of reported gastroenteritis incidence and prevalence in UK, Norway and Germany

  Food Control, 142, s. 1-8. Doi: https://doi.org/10.1016/j.foodcont.2022.109210 - Full text in research archive

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  Food safety beliefs are not always science based. In this study, we aim to contribute to the state of the art of food safety knowledge by investigating unscientific beliefs consequences for gastroenteritis. After collecting food safety myths across Europe, we conducted a web-based survey on a representative sample of consumers from UK, Germany and Norway (N = 3110) to investigate what food safety myths people believe to be true, and if these beliefs influence gastroenteritis incidences and prevalence. The results show that a large share of the population believe in food safety myths, in the worst cases more than 70% report to believe myths to be facts and believing in many of these myths correlates positively with gastroenteritis incidences and prevalence. The largest correlations are observed for unscientific beliefs about eggs (such as storing eggs at room temperature and eating raw eggs to cure hangover), bacteria inactivation (that a wooden cutting board, and chili, wasabi and marinades kills bacteria), that vegetarians don't get food poisoning, and that eating dirt and having a diarrhea is good since it cleans up the stomach. In the discussion, we explain the negative consequences by linking the food safety myths to science-based food safety knowledge. This is the first study linking unscientific beliefs to gastroenteritis. Future studies need to investigate the mechanisms explaining why beliefs in food safety myths correlate with gastroenteritis incidences and prevalence. Studies investigating behavior change methods, including but not limited to correcting false beliefs are also needed.

• Kriz, Alexandra; Tresidder, Julia, Dowd, Anne-Maree, Weerawardena, Jay, Witell, Lars, Snyder, Hannah & Pallant, Rohan de (2022)
  Business model–dynamic capabilities and open innovation initiatives in research-intensive organisations: A case of Australia's national science agency

  Australian Journal of Public Administration, Doi: https://doi.org/10.1111/1467-8500.12570 - Full text in research archive

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  Publicly funded national science agencies create value as innovation catalysts and through their scientific and research missions, they tackle wicked problems. Understanding how dynamic capabilities and business model innovation enable research-intensive organisations to seize the market in the mission is key to translating bold new science that has impact. We qualitatively explore how Australia's national science agency—the Commonwealth Scientific Industrial Research Organisation (CSIRO)—has pursued open innovation to support business model–dynamic capabilities in an evolving publicly funded landscape. We reflect on the value of open innovation initiatives that have allowed the CSIRO to ambidextrously pursue world-class science while achieving impact.

• Pauwels, Koen; Sud, Bharat, Fisher, Robert & Antia, Kersi (2022)
  Should you change your ad messaging or execution? It depends on brand age

  Applied Marketing Analytics, Doi: https://doi.org/10.2139/ssrn.3913055

• Fjeldstad, Øystein Devik & Wathne, Kenneth Henning (2022)
  Business models and B2B governance Research

  Handbook of business to business marketing, , s. 174-183.

• Becker, Jan-Michael; Cheah, Jun-Hwa, Gholamzade, Rasoul, Ringle, Christian M. & Sarstedt, Marko (2022)
  PLS-SEM’s most wanted guidance

  International Journal of Contemporary Hospitality Management, 35(1) , s. 321-346. Doi: https://doi.org/10.1108/IJCHM-04-2022-0474 - Full text in research archive

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  Purpose – Partial least squares structural equation modeling (PLS-SEM) has attracted much attention from both methodological and applied researchers in various disciplines – also in hospitality management research. As PLS-SEM is relatively new compared to other multivariate analysis techniques, there are still numerous open questions and uncertainties in its application. This study aims to address this important issue by offering guidance regarding its use in contexts with which researchers struggle. Design/methodology/approach – The authors examine the most prominent questions and answers posed in a well-known PLS-SEM discussion forum. The authors do so by using a text analysis technique to identify the most salient topics. Findings – The data analysis identifies three salient PLS-SEM topics (i.e. bootstrapping and significance testing, higher-order constructs and moderation). Research limitations/implications – The results allow us to address the PLS-SEM community’s main methodological issues. The authors discuss each area separately and provide explanations and guidelines. Practical implications – The guidelines on the most important PLS-SEM topics provide decision-making and application aids. In this way, the authors make a decisive contribution to clarifying ambiguities when applying the PLS-SEM method in hospitality management research and other disciplines. Originality/value – There has as yet been no systematic analysis of this kind in the field of PLS-SEM; the authors, therefore, present the first research results. The findings and recommendations provide guidance for PLS-SEM applications in hospitality research and practice.

• Blanchard, Simon J; Goldenberg, Jacob, Pauwels, Koen & Schweidel, David A. (2022)
  Promoting Data Richness in Consumer Research: How to Develop and Evaluate Articles with Multiple Data Sources

  Journal of Consumer Research, 49(2) , s. 359-372. Doi: https://doi.org/10.1093/jcr/ucac018 - Full text in research archive

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  As stated in the mission of the Journal of Consumer Research (JCR) (2022) and a recent editorial (Schmitt et al. 2022), JCR is a multi-disciplinary journal where consumer research provides insights about consumers and consumption in the marketplace in a way that meaningfully extends the knowledge from one of our core disciplines (e.g., psychology, sociology, economics) about a consumer-oriented construct. Unfortunately, the labels “consumer research” and “consumer behavior” have come to connote far more than the focus of the work—just as, somewhere along the way, “consumer behavior” and “quant” came to imply a particular type of data source (and associated analysis methods) that is primarily used to study theory and phenomena of interest (experiments vs. “field data”). Why this strong association between consumer-relevant questions, data, and methodology? One reason may be that the field rewards specialization. Another may be due to the incentive structure in business schools (Stremersch, Winer, and Camacho 2021). Nevertheless, the rigid lines dividing the artificially created sub-disciplines are our own making, for better and worse. One way to address this divide and consequently expand the reach of our research beyond those who specialize in our particular sub-disciplines is to use more than one type of data source when addressing a consumer research question. Such data richness is the key theme of this article.

• Koch, Alexander; Mønster, Dan, Nafziger, Julia & Veflen, Nina (2022)
  Fostering safe food handling among consumers: Causal evidence on game- and video-based online interventions

  Food Control, 135, s. 1-10. Doi: https://doi.org/10.1016/j.foodcont.2022.108825 - Full text in research archive

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  We design a game-based online intervention to foster awareness of food safety and risk-reducing behavior among consumers. 1087 participants, aged 20–50 years, and additional 886 participants, aged up to 89 years, from the UK and Norway were assigned to (i) a control condition with pre- and post-survey measures of food safety beliefs and behaviors with a one-week spacing, or (ii) in addition exposed to a brief information video, or (iii) in addition played an online game. Both intervention types improved food safety beliefs to a similar extent relative to control. But only the game interventions significantly improved self-reported food safety behavior, suggesting that providing information to consumers often is not sufficient to change routinized behavior. The novel insight of our study is that repeatedly applying correct behavior in the virtual environment of the online game spills over to real-world behavior. Importantly, treatment effects are not concentrated on young people, but are consistent across age groups.

• Dwivedi, Yogesh K.; Hughes, Laurie, Wang, Yichuan, Alalwan, Ali Abdallah, Ahn, Sun Joo (Grace), Balakrishnan, Janarthanan, Barta, Sergio, Belk, Russell, Buhalis, Dimitrios, Dutot, Vincent, Felix, Reto, Filieri, Raffaele, Flavián, Carlos, Gustafsson, Anders, Hinsch, Chris, Hollensen, Svend, Jain, Varsha, Kim, Jooyoung, Krishen, Anjala S., Lartey, Jared Offei, Pandey, Neeraj, Ribeiro-Navarrete, Samuel, Raman, Ramakrishnan, Rauschnabel, Philipp A., Sharma, Amalesh, Sigala, Marianna, Veloutsou, Cleopatra & Wirtz, Jochen (2022)
  Metaverse marketing: How the metaverse will shape the future of consumer research and practice

  Psychology & Marketing, 40, s. 750-776. Doi: https://doi.org/10.1002/mar.21767 - Full text in research archive

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  The initial hype and fanfare from the Meta Platforms view of how the metaverse could be brought to life has evolved into an ongoing discussion of not only the metaverse's impact on users and organizations but also the societal and cultural implications of widespread usage. The potential of consumer interaction with brands within the metaverse has engendered significant debate within the marketing-focused discourse on the key challenges and transformative opportunities for marketers. Drawing on insights from expert contributors, this study examines the marketing implications of the hypothetical widespread adoption of the metaverse. We identify new research directions and propose a new framework offering valuable contributions for academia, practice, and policy makers. Our future research agenda culminates in a checklist for researchers which clarifies how the metaverse can be beneficial to digital marketing and advertising, branding, services, value creation, and consumer wellbeing.

• Valenti, Albert; Yildirim, Gokhan, Vanhuele, Marc, Srinivasan, Shuba & Pauwels, Koen (2022)
  Advertising's sequence of effects on consumer mindset and sales: A comparison across brands and product categories

  International Journal of Research in Marketing, 40(2) Doi: https://doi.org/10.1016/j.ijresmar.2022.12.002 - Full text in research archive

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  Advertising has the power to influence how consumers experience, think, and feel about brands, but the sequence of these mindset effects may differ by brand and category. This paper analyzes how the mindset factors of cognition, affect, and experience mediate advertising effects on sales, using data from 178 fast-moving consumer good brands in 18 categories over seven years. The authors compare the models proposed in the literature and conclude that the concept of sequentiality in advertising effects holds up well. Importantly, the sequence varies across brands, with the affect → cognition → experience (ACE) sequence being the most common. Brand differentiation and the hedonic versus utilitarian nature of the product category moderate the incidence of the ACE sequence: this sequence is even more likely for utilitarian products and less differentiated brands. For managers, the results show that the last mindset factor in the sequence is the most important in driving sales, with cognition being most responsive to advertising among the mindset factors. Moreover, in utilitarian categories, highly differentiated brands can expect about seven times higher advertising responsiveness of affect than less differentiated brands.

• Silkoset, Ragnhild (2022)
  Pris. En bok om prissätting

  Studentlitteratur AB

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  Till ett företags absolut svåraste uppgifter hör att prissätta sina produkter. Sätts priset för lågt riskerar företaget att inte få sina kostnader täckta eller gå med förlust, sätts det för högt riskerar företaget att förlora potentiella kunder. Prisstrategi är ett område inom vilket företagsledare måste vara framgångsrika. Trots detta är det ett område där de har dålig kompetens och är dåligt rustade för att göra goda och långsiktiga val. Företagsledare prioriterar oftast att använda företagets resurser på design, varumärkesbyggande, strategiplaner och produkt­utveckling i stället för att lära sig mer om och satsa på prisstrategi. Boken presenterar ett grundläggande prisstrategiverktyg som kan användas av företag och entreprenörer i alla faser.

• Fagerstrøm, Asle; Eg, Ragnhild, Johannessen, Magne & Vogt, Nina (2022)
  Forbrukeratferd

  Gyldendal Akademisk

• Caruelle, Delphine Sylvie Sophie; Shams, Poja, Gustafsson, Anders & Lervik-Olsen, Line (2022)
  Affective Computing in Marketing: Practical Implications and Research Opportunities Afforded by Emotionally Intelligent Machines

  Marketing letters, 33(33) , s. 163-169. Doi: https://doi.org/10.1007/s11002-021-09609-0 - Full text in research archive

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  After years of using AI to perform cognitive tasks, marketing practitioners can now use it to perform tasks that require emotional intelligence. This advancement is made possible by the rise of afective computing, which develops AI and machines capable of detecting and responding to human emotions. From market research, to customer service, to product innovation, the practice of marketing will likely be transformed by the rise of afective computing, as preliminary evidence from the feld suggests. In this Idea Corner, we discuss this transformation and identify the research opportunities that it ofers

• Kasza, Gyula; Veflen, Nina, Scholderer, Joachim, Münter, Lars, Fekete, László, Csenki, Eszter Zita, Dorkó, Annamária, Szakos, Dávid & Izsó, Tekla (2022)
  Conflicting Issues of Sustainable Consumption and Food Safety: Risky Consumer Behaviors in Reducing Food Waste and Plastic Packaging

  Foods, 11(21) , s. 1-14. Doi: https://doi.org/10.3390/foods11213520 - Full text in research archive

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  Food-related consumer decisions have an impact on the environment. However, trending patterns of sustainable consumption often pose a challenge for food-safety authorities: these initiatives may unintentionally compromise food safety. The objective of this review is to support public agencies in the integration of sustainability issues into food-safety risk communication schemes. Environmentally conscious but risky behaviors aimed at the reduction of food waste and plastic packaging were chosen for discussion and scrutinized based on expert opinions. Those expert opinions clearly indicated that a significant part of environmentally conscious behaviors, such as removing mold, eating expired perishable food, overstoring leftovers, avoiding single-use plastic packaging even when cross-contamination is a threat, and using reusable bags without cleaning for a long time, often contribute to food-safety risks. Short, easy-to-remember messages were collected for each recognized risky behavior; they concentrated on prevention or providing an alternative that was still environmentally sensible but kept food-safety risks low (such as planning ahead to avoid leftovers, freezing leftovers in time, and sanitizing reusable bags). The identified challenges and solutions might encourage authorities to rethink their risk-communication practices and integrate a sustainability aspect in them.

• Nygaard, Arne & Dahlstrøm, Robert (2022)
  Better together? How evolution of co-branding alliance affects performance

  The journal of business & industrial marketing, 38(9) , s. 1899-1910. Doi: https://doi.org/10.1108/JBIM-07-2022-0304 - Full text in research archive

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  Purpose The purpose of this study is to examine role stress over the course of an alliance between supply chains. This study examines ambiguity as antecedent to multiple organisational outcomes. Design/methodology/approach This study subsequently uses a time series design that uses a close replication of the authors’ initial study. The design affords the opportunity to examine the dynamics associated with the evolution of the alliance. Findings This study recognises that the relationships developed by collaborating firms are enacted by downstream entrepreneurs in the supply chain, yet this observation is rarely incorporated into interfirm research. The authors illustrate that the alliances have a significant downstream influence on operations at the retail level. Research limitations/implications This longitudinal research has the potential to reduce common method variance and enhance causal inference. The second limitation concerns the simultaneous collection of the predictor and criterion variables. The third limitation is the use of single informants as the primary vehicle for the analysis of the theoretical model when prior research indicates that multiple informants offer enhanced reliability and validity. Practical implications The findings contribute to the management theory of business entrepreneurship and strategic alliances and research on supply chains. Originality/value This study underscores the need to examine alliances via time series. Research that attempts to generalise from data collected at a single point in time is unlikely to be able to capture the dynamics associated with the development of a joint venture and offers limited opportunity to make inferences about the causal order of relationships. The model based on longitudinal data reveals that the stage of an alliance influences the level of vertical control and ambiguity and the effect of control on role ambiguity.

• Prenkert, Frans; Hedvall, Klas, Hasche, Nina, Frick, Jens Eklinder, Abrahamsen, Morten H., Aramo-Immonen, Heli, Baraldi, Enrico, Bocconcelli, Roberta, Harrison, Debbie, Huang, Lei, Huemer, Lars, Kask, Johan, Landquist, Maria, Pagano, Alessandro, Perna, Andrea, Poblete, León, Ratajczak-Mrozek, Milena & Wagrell, Sofia (2022)
  Resource interaction: Key concepts, relations and representations

  Industrial Marketing Management, 105, s. 48-59. Doi: https://doi.org/10.1016/j.indmarman.2022.05.008 - Full text in research archive

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  Value co-creation is a core focus area in both B2B marketing and strategy research, necessitating resource utilization within and across organizational boundaries. In the Industrial Marketing and Purchasing (IMP) group, scholars have focused on the interactions among resources as one important way to analyze central questions about resources in business relationships and networks. This has produced a breadth of investigations and concepts that are locally defined and utilized. This may hamper further theoretical development and inhibit analytical precision. The purpose of this paper is to develop a more general shared understanding of resource interaction by identifying and explicating the key concepts used, and to assess its status as an approach. The paper synthesizes 20 years of research to identify key concepts and the relationships across concepts. This provides both a platform for further conceptual and empirical research within IMP and potential for cross-fertilization with parallel B2B areas.

• Blumenthal, Veronica; Farstad, Eivind, Haukeland, Jan Vidar, Hem, Leif Egil, Iversen, Nina Marianne, Lerfald, Merethe, Moe, Windy & Sagheim, Kristine Blekastad (2022)
  CreaTur – Delingsøkonomi i Innlandet

  [Report Research]. Høgskolen i Innlandet

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  CreaTur er et forskningsprosjekt gjennomført i perioden 2019-2022 Hovedmålet med CreaTur er å undersøke hvordan delingsøkonomien kan øke verdiskaping og sysselsetting for Innlandets reiselivsbedrifter og kreative næringer.

• Nygaard, Arne & Silkoset, Ragnhild (2022)
  Sustainable development and greenwashing: How blockchain technology information can empower green consumers

  Business Strategy and the Environment (BSE), 32, s. 3801-3813. Doi: https://doi.org/10.1002/bse.3338 - Full text in research archive

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  The unethical behavior of greenwashing threatens the growth of sustainable products and markets. Greenwashing degrades essential efforts to reduce climate change and pollution and to promote social justice. False marketing communication that claims products are sustainable hurts the value of green products and weakens customer capability to prefer sustainable to nonsustainable products. Greenwashing also eliminates trust in “green” products. Markets infected by fake “green” products ultimately fail to provide the necessary sustainable transformation. Our study demonstrates that consumer access to reliable transparent, traceable, and tamperproof product information counteracts perceived greenwashing among consumers of ecological foods. Furthermore, our data indicate that blockchain information significantly more than certification systems safeguard consumers against the threat of greenwashing. Information validating authenticity promotes the development of sustainable products, protects intellectual property rights for suppliers of green products, and safeguards the supply of green products to consumers. Consumers need key information that ensures the provenance of green products. Conventional wisdom endorses certifications to constrain greenwashing. However, we find that blockchain information dimensions protect brands against perceived greenwashing more robustly than certification systems.

• Sun, Ya-Yen; Gössling, Stefan, Hem, Leif Egil, Iversen, Nina Marianne, Walnum, Hans Jakob, Scott, Daniel & Oklevik, Ove (2022)
  Can Norway become a net-zero economy under scenarios of tourism growth?

  Journal of Cleaner Production, 363 Doi: https://doi.org/10.1016/j.jclepro.2022.132414 - Full text in research archive

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  The Paris Agreement suggests that all countries engage in significant emission reductions. To stay within safe guardrails, usually defined as a maximum warming of 1.5 °C compared to pre-industrial times, this will mean decarbonisation within less than 30 years. This significant challenge is complicated because of growth in some sectors, such as tourism. This paper analyses emissions and economic output in Norway, considering national Tourism Satellite Accounts. Novel aspects of this paper include a longitudinal perspective covering 12 years through which critical developments and progress on emission reduction pathways can be assessed. Findings suggest that the carbon intensity of tourism (emissions per NOK) is more than twice the Norwegian economy average. Aviation in particular is a major barrier to emission reductions, as it generates 17% of national tourism revenue and 75% of direct tourism emissions. Trend extrapolation shows that tourism will be the largest emission sub-sector of the Norwegian economy by 2030. The Norwegian economy will have to decarbonise at a rate more than 30 times faster than its current rate, if it is to decarbonise to mid-century, while continuing on its observed economic growth trajectory.

• Dwivedi, Yogesh K.; Hughes, Laurie, Baabdullah, Abdullah M., Ribeiro-Navarrete, Samuel, Giannakis, Mihalis, Al-Debei, Mutaz M., Dennehy, Denis, Metri, Bhimaraya, Buhalis, Dimitrios, Cheung, Christy M.K., Conboy, Kieran, Doyle, Ronan, Dubey, Rameshwar, Dutot, Vincent, Felix, Reto, Goyal, D.P., Gustafsson, Anders, Hinsch, Chris, Jebabli, Ikram, Janssen, Marijn, Kim, Young-Gab, Kim, Jooyoung, Koos, Stefan, Kreps, David, Kshetri, Nir, Kumar, Vikram, Ooi, Keng-Boon, Papagiannidis, Savvas, Pappas, Ilias, Polyviou, Ariana, Park, Sang-Min, Pandey, Neeraj, Queiroz, Maciel M., Raman, Ramakrishnan, Rauschnabel, Philipp A., Shirish, Anuragini, Sigala, Marianna, Spanaki, Konstantina, Tan, Garry Wei-Han, Tiwari, Manoj Kumar, Viglia, Giampaolo & Wamba, Samuel Fosso (2022)
  Metaverse beyond the hype: Multidisciplinary perspectives on emerging challenges, opportunities, and agenda for research, practice and policy

  International Journal of Information Management, 66 Doi: https://doi.org/10.1016/j.ijinfomgt.2022.102542 - Full text in research archive

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  The metaverse has the potential to extend the physical world using augmented and virtual reality technologies allowing users to seamlessly interact within real and simulated environments using avatars and holograms. Virtual environments and immersive games (such as, Second Life, Fortnite, Roblox and VRChat) have been described as antecedents of the metaverse and offer some insight to the potential socio-economic impact of a fully functional persistent cross platform metaverse. Separating the hype and “meta…” rebranding from current reality is difficult, as “big tech” paints a picture of the transformative nature of the metaverse and how it will positively impact people in their work, leisure, and social interaction. The potential impact on the way we conduct business, interact with brands and others, and develop shared experiences is likely to be transformational as the distinct lines between physical and digital are likely to be somewhat blurred from current perceptions. However, although the technology and infrastructure does not yet exist to allow the development of new immersive virtual worlds at scale - one that our avatars could transcend across platforms, researchers are increasingly examining the transformative impact of the metaverse. Impacted sectors include marketing, education, healthcare as well as societal effects relating to social interaction factors from widespread adoption, and issues relating to trust, privacy, bias, disinformation, application of law as well as psychological aspects linked to addiction and impact on vulnerable people. This study examines these topics in detail by combining the informed narrative and multi-perspective approach from experts with varied disciplinary backgrounds on many aspects of the metaverse and its transformational impact. The paper concludes by proposing a future research agenda that is valuable for researchers, professionals and policy makers alike.

• Jbara, Aleksandra & Chabanova, Evgeniya (2022)
  Tre norske trender innen markedsføring

  [Professional Article]. BI Business Review,

• Dahlstrøm, Robert (2022)
  A Review of Benefits, Constraints, and Research Opportunities in the Markets for Voluntary Offset Investments

  Journal of Sustainable Marketing, 3(1) , s. 72-83. Doi: https://doi.org/10.51300/jsm-2022-52 - Full text in research archive

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  Voluntary offset investments provide the opportunity to compensate for the ecological consequences of consumption. Despite this opportunity, many entities do not purchase offset investments. We provide an overview of alternative carbon and biodiversity offset investments. We characterize the marketplace conditions, benefits, and constraints operating in the markets for voluntary carbon and biodiversity offset investments. We subsequently outline research implications inherent to these markets.

• Velasco, Carlos & Veflen, Nina (2021)
  Aesthetic plating and motivation in context

  International Journal of Gastronomy and Food Science, 24(100323) Doi: https://doi.org/10.1016/j.ijgfs.2021.100323 - Full text in research archive

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  Previous research has suggested that people prefer balanced over unbalanced plating compositions. Importantly, though, the question remains as to whether plating balance influences consumers' associations of plating with approach and avoidance motivation. In the present research, we study how plating balance influence people's aesthetic evaluations and approach and avoidance associations. In addition, based on the idea that context can influence aesthetic evaluations, we manipulate whether the different plates are presented in regular dining or high-end restaurant scenarios. Throughout two experiments we extend previous findings suggesting that plating balance influences aesthetic pleasure. We find that balanced plates are considered more aesthetically pleasing than unbalanced plates. Furthermore, we demonstrate that people associate balanced plates more (less) strongly with approach (avoidance) words relative to unbalanced plates. Notably, our analysis failed to reveal an effect of plating context on either aesthetic pleasure or approach and avoidance ratings. This suggests that balance may be a robust feature in aesthetic plating when it comes to its influence on these variables.

• Silkoset, Ragnhild (2021)
  Pris: En håndbok i prisbeslutninger

  Cappelen Damm Akademisk

• Snyder, Hannah & Lervik-Olsen, Line (2021)
  Forretningsmodellen for fremtidens bedrifter

  [Professional Article]. BI Business Review,

• Gripsrud, Geir; Olsson, Ulf Henning & Silkoset, Ragnhild (2021)
  Metode, dataanalyse og innsikt

  Cappelen Damm Akademisk

• Andreassen, Tor Wallin & Lervik-Olsen, Line (2021)
  Service og Innovasjon 3. Utgave

  [Textbook]. Fagbokforlaget

• Dahlstrøm, Robert (2021)
  Sustainability principles and triple bottom line performance in supply chains

  Foundations of a Sustainable Economy : Moral, Ethical and Religious Perspectives,

• Olsen, Lars Erling (2021)
  Når og hvorfor virker innholdsmarkedsføring

  [Professional Article]. Kampanje,

• Erichsen, Morten & Olsen, Lars Erling (2021)
  Pretesting av digital reklame - Nye metoder bør få mer oppmerksomhet

  Magma forskning og viten, (2) , s. 57-64. - Full text in research archive

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  Annonsører og reklamebyråer bør kontinuerlig søke å effektivisere sine reklamekampanjer. Vår under­søkelse viser at A/B-testing av reklame i digitale medier på mange måter har erstattet pretesting av reklame i disse kanalene. Vi hevder at med inntog av nye og mer avanserte metoder som kunstig intelligens (AI) og nevromåling bør pretesting av reklame i digitale medier få mer oppmerksomhet. Sammen med A/B-testing kan dette bidra til å gjøre reklamekampanjer enda mer effektive. Vi rapporterer funn fra en kvalitativ undersøkelse der vi dybdeintervjuer 19 personer i bransjen. Våre funn gir holdepunkter for at pretesting av reklame gjennomføres i svært liten grad i Norge, til tross for at de fleste respondentene har en positiv holdning til pretesting. Funnene viser også at respondentene ikke er godt nok kjent med nye metoder for pretesting av reklame, og at svært få har tatt dem i bruk. Et viktig formål med denne artikkelen er derfor å bidra til at flere blir oppmerksom på nye metoder for pretesting av reklame og tar i bruk disse metodene sammen med A/B-testing for å optimalisere reklamen.

• Olsen, Lars Erling (2021)
  Mye velment posisjoneringsarbeid i markedsavdelinger er feilslått

  [Professional Article]. kampanje.com,

• Oest, Rutger van & Girard, Jeffrey M. (2021)
  Weighting Schemes and Incomplete Data: A Generalized Bayesian Framework for Chance-Corrected Interrater Agreement

  Psychological methods, Doi: https://doi.org/10.1037/met0000412 - Full text in research archive

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  Van Oest (2019) developed a framework to assess interrater agreement for nominal categories and complete data. We generalize this framework to all four situations of nominal or ordinal categories and complete or incomplete data. The mathematical solution yields a chance-corrected agreement coefficient that accommodates any weighting scheme for penalizing rater disagreements and any number of raters and categories. By incorporating Bayesian estimates of the category proportions, the generalized coefficient also captures situations in which raters classify only subsets of items; that is, incomplete data. Furthermore, this coefficient encompasses existing chance-corrected agreement coefficients: the S-coefficient, Scott’s pi, Fleiss’ kappa, and Van Oest’s uniform prior coefficient, all augmented with a weighting scheme and the option of incomplete data. We use simulation to compare these nested coefficients. The uniform prior coefficient tends to perform best, in particular, if one category has a much larger proportion than others. The gap with Scott’s pi and Fleiss’ kappa widens if the weighting scheme becomes more lenient to small disagreements and often if more item classifications are missing; missingness biases play a moderating role. The uniform prior coefficient often performs much better than the S-coefficient, but the S-coefficient sometimes performs best for small samples, missing data, and lenient weighting schemes. The generalized framework implies a new interpretation of chance-corrected weighted agreement coefficients: These coefficients estimate the probability that both raters in a pair assign an item to its correct category without guessing. Whereas Van Oest showed this interpretation for unweighted agreement, we generalize to weighted agreement.

• Knoeferle, Klemens & Spence, Charles (2021)
  Sound in the Context of (Multi)Sensory Marketing

  The Oxford Handbook of Music and Advertising, , s. 833-855. Doi: https://doi.org/10.1093/oxfordhb/9780190691240.013.28

• Knoeferle, Klemens & Spence, Charles (2021)
  Sound in the Context of (Multi)Sensory Marketing

  The Oxford Handbook of Music and Advertising, , s. 833-855. Doi: https://doi.org/10.1093/oxfordhb/9780190691240.013.28

• Sallis, James E; Gripsrud, Geir, Olsson, Ulf H. & Silkoset, Ragnhild (2021)
  Research Methods and Data Analysis for Business Decisions A Primer Using SPSS

  Springer

• Pombo, Maria & Velasco, Carlos (2021)
  How aesthetic features convey the concept of brand premiumness

  Psychology & Marketing, 38(9) , s. 1475-1497. Doi: https://doi.org/10.1002/mar.21534 - Full text in research archive

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  When do aesthetic properties convey the concept of premiumness? Is symmetry tied to the perception of premiumness due to symmetry's evolutionary association to quality, an association not present with other aesthetic features like curvature? Usually, symmetry and curvature are preferred features. However, preference itself may not suffice to evoke premiumness. With this in mind, we predicted that symmetry (vs. asymmetry) and high(vs. low) product quality would both increase the perception of premiumness of a product while curvature (curved vs. angular) would only do so when it aligned with product quality. We conducted two preliminary exploratory experiments and four preregistered experiments in which we manipulated product quality, symmetry, and curvature of product packaging and measured preference and premiumness perception. We also conducted four additional experiments using a different product category to assess the generalizability of our results. We found that while both symmetry and curvature affect preference, only symmetry affects premiumness perception. Importantly, our results indicate that the extent to which aesthetic features convey brand premiumness can be product-specific. We suggest a theoretical model on when visual aesthetic properties convey premiumness. Overall, our study informs how subtle aesthetic elements play a role in value perception, something which firms can capitalize on.

• Cornelio, Patricia; Velasco, Carlos & Obrist, Marianna (2021)
  Multisensory integration as per technological advances: A review

  Frontiers in Neuroscience, 15 Doi: https://doi.org/10.3389/fnins.2021.652611 - Full text in research archive

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  Multisensory integration research has allowed us to better understand how humans integrate sensory information to produce a unitary experience of the external world. However, this field is often challenged by the limited ability to deliver and control sensory stimuli, especially when going beyond audio–visual events and outside laboratory settings. In this review, we examine the scope and challenges of new technology in the study of multisensory integration in a world that is increasingly characterized as a fusion of physical and digital/virtual events. We discuss multisensory integration research through the lens of novel multisensory technologies and, thus, bring research in human–computer interaction, experimental psychology, and neuroscience closer together. Today, for instance, displays have become volumetric so that visual content is no longer limited to 2D screens, new haptic devices enable tactile stimulation without physical contact, olfactory interfaces provide users with smells precisely synchronized with events in virtual environments, and novel gustatory interfaces enable taste perception through levitating stimuli. These technological advances offer new ways to control and deliver sensory stimulation for multisensory integration research beyond traditional laboratory settings and open up new experimentations in naturally occurring events in everyday life experiences. Our review then summarizes these multisensory technologies and discusses initial insights to introduce a bridge between the disciplines in order to advance the study of multisensory integration.

• Silkoset, Ragnhild; Olsson, Ulf H. & Gripsrud, Geir (2021)
  Metode, dataanalyse og innsikt

  Cappelen Damm Akademisk

• He, Hongwei; Kim, Sumin & Gustafsson, Anders (2021)
  What Can We Learn from #StopHateForProfit Boycott Regarding Corporate Social Irresponsibility and Corporate Social Responsibility?

  Journal of Business Research, 131(July) , s. 217-226. Doi: https://doi.org/10.1016/j.jbusres.2021.03.058 - Full text in research archive

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  In July 2020 more than 1,100 companies paused their paid advertising on Facebook to demand clear and unequivocal actions to stop its platform from being used to spread and amplify racism and hate. This Business-to-Business (B2B) boycott phenomenon is related to both corporate social irresponsibility (CSI) and corporate social responsibility (CSR), as Facebook and other social media platforms can be seen to be engaging in CSI, while the boycotting advertisers are engaging in CSR. Understanding how consumers respond to this hybrid form of B2B boycotting, involving both CSI and CSR elements, is critical for marketing and branding practice and theories. This research develops a preliminary framework on the factors influencing consumer responses to both the transgressing brand (i.e., Facebook) and the boycotting brands (i.e., the advertisers). We then discuss the implications for the literature on traditional CSI and CSR. Finally, future research directions are presented on this under-studied issue.

• Escobar, Francisco Barbosa; Velasco, Carlos, Motoki, Kosuke, Byrne, Derek Victor & Wang, Qian Janice (2021)
  The temperature of emotions

  PLOS ONE, 16(6) , s. e0252408-e0252408. Doi: https://doi.org/10.1371/journal.pone.0252408 - Full text in research archive

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  Emotions and temperature are closely related through embodied processes, and people seem to associate temperature concepts with emotions. While this relationship is often evidenced by everyday language (e.g., cold and warm feelings), what remains missing to date is a systematic study that holistically analyzes how and why people associate specific temperatures with emotions. The present research aimed to investigate the associations between temperature concepts and emotion adjectives on both explicit and implicit levels. In Experiment 1, we evaluated explicit associations between twelve pairs of emotion adjectives derived from the circumplex model of affect, and five different temperature concepts ranging from 0°C to 40°C, based on responses from 403 native speakers of four different languages (English, Spanish, Japanese, Chinese). The results of Experiment 1 revealed that, across languages, the temperatures were associated with different regions of the circumplex model. The 0°C and 10°C were associated with negative-valanced, low-arousal emotions, while 20°C was associated with positive-valanced, low-to-medium-arousal emotions. Moreover, 30°C was associated with positive-valanced, high-arousal emotions; and 40°C was associated with high-arousal and either positive- or negative-valanced emotions. In Experiment 2 (N = 102), we explored whether these temperature-emotion associations were also present at the implicit level, by conducting Implicit Association Tests (IATs) with temperature words (cold and hot) and opposing pairs of emotional adjectives for each dimension of valence (Unhappy/Dissatisfied vs. Happy/Satisfied) and arousal (Passive/Quiet vs. Active/Alert) on native English speakers. The results of Experiment 2 revealed that participants held implicit associations between the word hot and positive-valanced and high-arousal emotions. Additionally, the word cold was associated with negative-valanced and low-arousal emotions. These findings provide evidence for the existence of temperature-emotion associations at both explicit and implicit levels across languages.

• Iversen, Nina Marianne & Hem, Leif Egil (2021)
  Fra statiske til dynamiske merker i en digital opplevelseskontekst

  Magma forskning og viten, (2) , s. 46-56. - Full text in research archive

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  Dagens digitale forbrukere møter merker på smarttelefoner, nettbrett, datamaskiner og spillkonsoller. De digitale plattformene gir merkeeiere et større rom til å skape gode merkeopplevelser. Denne artikkelen beskriver utviklingen fra klassisk merketeori til teori som belyser dagens digitale merkeopplevelser. Historisk la trykte medier sterke føringer på hvordan merker kunne kommuniseres. Papiraviser og magasiner var lite fleksible, og endringer medførte store kostnader. Dagens digitale plattformer gjør det mulig å endre, bevege, levendegjøre og personifisere merker på nye, mer interaktive måter. Det er mulig å gå fra en statisk merkebeskrivelse til en mer dynamisk, minnerik og levende merkeopplevelse. Denne transformasjonen av merkers opplevelsesinnhold forskes det mye på, men mye gjenstår før merkeeiere utnytter potensialet i å skape dynamiske og minnerike merkeopplevelser (Brasel & Hagtvedt, 2016). Formålet med artikkelen er å presentere sentrale effekter av digitalisering på merkeledelse. Digitaliseringen øker interaksjonen mellom merkeeiere og merkebrukere. Denne interaksjonen skaper en dynamikk som gir merkebrukere bedre mulighet til å påvirke merkeeiers valg av verdier og merkeelementer og til å sosialt forhandle om hva som utgjør merkets identitet. Artikkelen presenterer en modell som illustrerer hvordan merkeledelse i stadig større grad er et resultat av en dynamisk, gjensidig og iterativ samskapingsprosess som foregår mellom merkeeiere og merkebrukere. Artikkelen belyser også to forskningsretninger: (1) sensorisk markedsføring og sansebasert opplevelsesdesign, og (2) sosial identitetsteori som belyser dynamisk, prosessbasert og kollektiv identitetsutvikling både i og utenfor bedriften. Disse perspektivene er med på å forklare hvordan mange merker utvikles mot en mer dynamisk merkeidentitet som følge av mer fleksibel bruk av digitaliserte merkeelementer.

• Le, Nhat Quang & Supphellen, Magne (2021)
  Effects of Influencer Endorsement of Instagram Ads on Brand Attitudes, WOM Intentions, and Purchase Intentions

  Advances in Consumer Research, 49, s. 414-415.

• Petit, Olivia; Javornik, Ana & Velasco, Carlos (2021)
  We Eat First with Our (Digital) Eyes: Enhancing Mental Simulation of Eating Experiences via Visual-Enabling Technologies

  Journal of Retailing, 98(2) Doi: https://doi.org/10.1016/j.jretai.2021.04.003 - Full text in research archive

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  This research examines how consumers’ intentions to purchase food change depending on the visualisation mode (3D vs. AR) and product format (served vs. packaged). In three studies, we demonstrate that mental simulation of eating experiences (process and outcome) mediate these effects. Study 1 shows that AR visualisation of a served food improves simulation of the eating process over 3D visualisation, with a positive effect on purchase intention. Study 2 reveals that 3D visualisation improves purchase intention for packaged products (high instrumental properties) over served products (low instrumental properties) while the opposite is true for AR visualisation. In addition, interactivity and immersion mediate the effects of 3D (vs. AR) on mental simulation of the eating process for packaged products. Study 3 extends these results by showing that 3D increases purchase intention by eliciting mental simulation of the eating outcome, when the food is visible due to transparent (vs. opaque) packaging (displaying both sensory and instrumental properties), but that no such differences emerge for AR. This research highlights the importance of using different visualisation modes to promote food depending on the product format. The findings have important implications for both offline and online retailers.

• Dorotic, Matilda; Fok, Dennis, Verhoef, Peter C. & Bijmolt, Tammo H.A. (2021)
  Synergistic and cannibalization effects in a partnership loyalty program

  Journal of the Academy of Marketing Science, Doi: https://doi.org/10.1007/s11747-020-00759-7 - Full text in research archive

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  The implicit promise of a partnership in a loyalty program (LP) is that the partners will gain new customers and the LP will reinforce the loyalty to focal partners. Although customers may be encouraged to cross-purchase from partners (which may create positive synergies), they can also switch among partners without forfeiting rewards (which may lead to the cannibalization of sales among partners). To explore these cross-partner effects, we analyze the evolution of customer purchases in a partnership LP across 33 partners from 16 industry sectors. We find that cannibalizations arise more frequently than synergies among partners, contributing to a “rich-get-richer” effect for high-penetration partners; e.g., 10% increase in transactions at department stores reduce transactions at apparel partners (by .04% for new transactions and by 1.18% for recurring customers); but in turn, they attract positive synergies from apparel (.11% increase in transactions by new customers and .37% for recurring transactions).

• Velasco, Carlos; Escobar, Francisco Barbosa, Petit, Olivia & Wang, Qian Janice (2021)
  Impossible (food) experiences in extended reality

  Frontiers in Computer Science, 3 Doi: https://doi.org/10.3389/fcomp.2021.716846 - Full text in research archive

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  We introduce a model to think about impossible experiences in mixed and virtual reality, while emphasizing the role of said experiences in the context of food. This reality-impossibility model includes two continua, namely, the reality-fantasy character of objects and environments, and the extent to which they follow the laws of physics-other laws. We present a series of examples in each of the quadrants of the model and discuss both the research possibilities and implications of impossible experiences.

• Escobar, Francisco Jose Barbosa; Petit, Olivia & Velasco, Carlos (2021)
  Virtual terroir and the premium coffee experience

  Frontiers in Psychology, Doi: https://doi.org/10.3389/fpsyg.2021.586983 - Full text in research archive

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  With its origin-centric value proposition, the specialty coffee industry seeks to educate consumers about the value of the origin of coffee and how the relationship with farmers ensures quality and makes coffee a premium product. While the industry has widely used stories and visual cues to communicate this added value, research studying whether and how these efforts influence consumers' experiences is scarce. Through three experiments, we explored the effect of images that evoke the terroir of coffee on the perception of premiumness. Our results revealed that online images that resembled the broad origin of coffee (i.e., a farm) could influence premiumness expectations of coffee (Experiment 1). Similarly, a virtual reality environment that depicted this broad origin (vs. a control but not a city atmosphere) could enhance the perception of coffee premiumness for non-expert consumers (Experiment 2) and the enjoyment of the experience for coffee professionals (Experiment 3). Importantly, we found that congruence between the coffee and the virtual reality (VR) atmospheres mediated how much non-experts enjoyed the experience (Experiment 2). VR atmospheres also influenced expectations of sweetness and acidity for non-experts (Experiment 2). These findings serve as a steppingstone for further exploration of the effects of congruence between visual cues and product/brand attributes on premiumness expectations and perception, and more generally on consumer experience. From a practical standpoint, this study provides insights into key aspects for the development of immersive virtual product experiences.

• Donthu, Naveen; Kumar, Satish, Ranaweera, Chatura, Pattnaik, Debidutta & Gustafsson, Anders (2021)
  Mapping of Journal of Services Marketing Themes: A retrospective overview using bibliometric analysis

  Journal of Services Marketing, Doi: https://doi.org/10.1108/JSM-04-2020-0122 - Full text in research archive

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  Purpose Journal of services marketing (JSM) is a leading journal that has published cutting-edge research in services marketing over the past 34 years. The main objective of this paper is to provide a retrospective of the thematic structure of papers published in JSM over its publication history. Design/methodology/approach This study uses bibliometric methods to present a retrospective overview of JSM themes between 1987 and 2019. Using keywords co-occurrence analysis, this paper unveils the thematic structure of JSM’s most prolific themes. Bibliographic coupling analysis uncovers the research trends of the journal. Findings Leading authors, leading institutions, authors’ affiliated countries and critically, the dominant themes of JSM are identified. As its founding, JSM has published approximately 40 papers each year, with 2019 being its most productive year. On average, lead JSM authors to collaborate with 1.30 others. Keywords co-occurrence analysis identifies nine prominent thematic clusters, namely, “marketing to service”, “quality, satisfaction and delivery systems”, “service industries”, “relationship marketing”, “service failure, complaining and recovery”, “service dominant logic”, “technology, innovation and design”, “wellbeing” and “service encounters”. Bibliographic coupling analysis groups JSM papers into four clusters, namely, “brand & customer engagement behaviour”, “service co-creation”, “service encounters & service recovery” and “social networking”. Research limitations/implications This study is the first to analyse the thematic structure of JSM themes over its history. The themes are analysed across time periods and then compared to dominant themes identified in contemporary service research agendas. Recommendations are made based on the gaps found. This retrospective review will be useful to numerous key stakeholders including the editorial board and both existing and aspiring JSM contributors. The selection of literature is confined to Scopus. Originality/value JSM’s retrospection is likely to attract readership to the journal. The study’s recommendations regarding which areas have matured and which are still ripe for future contributions will offer useful guidelines for all stakeholders.

• Karagür, Zeynep; Becker, Jan-Michael, Klein, Kristina & Edeling, Alexander (2021)
  How, Why, and When Disclosure Type Matters for Influencer Marketing

  International Journal of Research in Marketing, 39(2) , s. 313-335. Doi: https://doi.org/10.1016/j.ijresmar.2021.09.006 - Full text in research archive

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  Consumers’ changing media consumption behaviors and skepticism toward traditional forms of advertising have prompted the growth of influencer marketing. Even as regulatory authorities call on brands and influencers to disclose the posts as advertising, no consistent guidelines exist. The distinct effects of self-generated versus platform-initiated disclosures also remain unclear, nor has research addressed the interplay of key influencer characteristics and marketing disclosures. This article reports on findings from the first academic field study of influencer marketing disclosures, as well as three experimental studies, which indicate that disclosure is a double-edged sword. When provided through a platform-initiated branded content tool, disclosure consistently exerts the strongest effect on perceptions of advertising, negatively relating to influencer trustworthiness and consumer engagement. The effects of disclosure type also depend on the number of followers and number of previously endorsed products (i.e., influencer characteristics). Yet consumers also express appreciation for transparency when influencers disclose posts as advertising, which increases perceived trustworthiness of the influencer and engagement with the post. The implications of these findings should inform choices by public policy makers, brand managers, and influencers.

• Nozawa, Chisato; Togawa, Taku, Velasco, Carlos & Motoki, Kosuke (2021)
  Consumer responses to the use of artificial intelligence in luxury and non-luxury restaurants

  Food Quality and Preference, 96 Doi: https://doi.org/10.1016/j.foodqual.2021.104436 - Full text in research archive

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  There has been an ever-increasing interest in artificial intelligence (AI) in the hospitality sector. However, it is still unclear how consumers respond to products/services in hospitality industries provided by AI. Building on the theoretical framework for using AI in different services and the literature on luxury consumption, across four studies, we investigated how consumers evaluate different types of restaurants that are run by AI vs. humans. The results demonstrated that consumers evaluated food and restaurants more negatively where the service is provided by AI (Study 1). This effect was higher in luxury restaurants compared to casual dining (fast food, casual restaurants) (Studies 2 and 3). Moreover, we identified the underlying mechanism of this effect by showing that in luxury (vs. casual) restaurants, foods cooked by AI negatively influenced evaluations of three dimensions of restaurants’ quality, such as food, service, and ambience quality, decreasing the intention to visit the restaurant (Study 4). Altogether, these findings reveal some effects that AI can have in the hospitality industry and provide practical insights on how to introduce AI in restaurants.

• Huse, Håvard; Arve, Pettersen, Mathias, Thjømøe Hans & Runar, Framnes (2021)
  Markedsføringsledelse

  Universitetsforlaget

• Motoki, Kosuke; Takahashi, Nozomi, Velasco, Carlos & Spence, Charles (2021)
  Is classical music sweeter than jazz? Crossmodal influences of background music and taste/flavour on healthy and indulgent food preferences

  Food Quality and Preference, 96 Doi: https://doi.org/10.1016/j.foodqual.2021.104380 - Full text in research archive

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  Store atmospheres are inherently multisensory and constitute an important driver of consumer behaviour. The research suggests that background music (as one element of the multisensory atmosphere) can influence consumer preference and choice. However, the findings have been inconsistent as far as how background music influences people’s preferences for healthy vs. indulgent foods is concerned. By considering different music genres, food types, and tastes/flavours, we aimed to disentangle the mixed results that have been reported previously. Across two experiments (including one pre-registered replication), the participants rated their preferences for each of several options (healthy savoury, indulgent savoury, healthy sweet, indulgent sweet) while listening to one of four music genres (Jazz, Classical, Rock/Metal, and Hip-hop). The results of the two experiments consistently demonstrated that the effects of background music on food preferences were dependent on the interaction between music genre, food type (healthy vs. indulgent), and taste/flavour (sweet vs. savoury). Crucially, listening to Jazz and Classical music increased people’s preferences for healthy savoury foods (e.g., vegetable sandwich) as compared with Rock/Metal music. Listening to Rock/Metal, Hip-hop, and Jazz music increased people’s preferences for indulgent savoury foods (e.g., a beef sandwich) as compared with Classical music. Additionally, listening to Classical music increased people’s preferences for both healthier (e.g., low-fat milk) and indulgent (e.g., milk chocolate) sweet foods as compared with the other musical genres. The mediating role of emotions was also documented in these experiments. Specifically, positive valence mediated the relationship between music genre and sweet as well as healthier savoury foods, while the feeling of arousal mediated the relationship between music genre and indulgent savoury foods. These findings suggest that auditory atmospherics may influence consumers’ food preferences. Practical implications for store managers concerning when to select and use specific types of background music are made.

• Javornik, Ana; Marder, Ben, Pizzetti, Marta & Warlop, Luk (2021)
  Augmented self - The effects of virtual face augmentation on consumers' self-concept

  Journal of Business Research, 130, s. 170-187. Doi: https://doi.org/10.1016/j.jbusres.2021.03.026 - Full text in research archive

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  Augmented reality mirrors are popular marketing tools that allow virtual try-on of products, such as makeup. We study how such sensory experiences affect consumer perception of the self, specifically the gap between actual and ideal attractiveness, and we conceptualise this change as augmented self. Over three lab experiments we show that viewing oneself in an AR mirror (as opposed to the regular mirror) affects the ideal-actual attractiveness gap and that this effect differs depending on a consumer’s self-esteem. Furthermore, we uncover that ideal self-congruence mediates this process. We also demonstrate that augmentation significantly changes variety-seeking. An additional survey-based study shows downstream effects of ideal self-congruence and ideal-actual gap on product choice and psychological well-being. While commercial immersive technologies are deployed to generate responses related to brands and products, this study demonstrates that the effects extend to consumers’ self-concept. We offer implications for academics and practitioners in marketing and human–computer interaction.

• Erichsen, Morten & Olsen, Lars Erling (2021)
  Pretesting av digital reklame: Nye metoder bør få mer oppmerksomhet

  [Popular Science Article]. BI Business Review,

• Somosi, Agnes; Stiassny, Alfred, Kolos, Krisztina & Warlop, Luk (2021)
  Customer defection due to service elimination and post-elimination customer behavior: An empirical investigation in telecommunications

  International Journal of Research in Marketing, 38(4) , s. 915-934. Doi: https://doi.org/10.1016/j.ijresmar.2021.03.003 - Full text in research archive

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  Service industries require rapid innovations in their service portfolios to gain and maintain competitive advantages. Service elimination is a potential tool for portfolio renewal, though it might threaten increased defection rates. To contribute to both service elimination and customer defection literature, this paper proposes a model of customer responses to service elimination, with practical implications for decision-makers in rapidly innovating telecommunication markets. In particular, the main study, conducted in the context of Hungary’s telecommunications sector, reveals that customers’ tenure, usage intensity, and age reduce the negative effects of a price increase on their defection; the price increase, degree to which customers interact with service providers, customer defection, and competitive effects in turn increase post–service elimination usage intensity. These findings suggest implementation strategies that can reduce customer defection following price increase due to service elimination, by focusing on new customers, light users, and the quality of customer interactions.

• Becker, Jan-Michael; Proksch, Dorian & Ringle, Christian M. (2021)
  Revisiting Gaussian copulas to handle endogenous regressors

  Journal of the Academy of Marketing Science, 50(1) , s. 46-66. Doi: https://doi.org/10.1007/s11747-021-00805-y - Full text in research archive

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  Marketing researchers are increasingly taking advantage of the instrumental variable (IV)-free Gaussian copula approach. They use this method to identify and correct endogeneity when estimating regression models with non-experimental data. The Gaussian copula approach’s original presentation and performance demonstration via a series of simulation studies focused primarily on regression models without intercept. However, marketing and other disciplines’ researchers mainly use regression models with intercept. This research expands our knowledge of the Gaussian copula approach to regression models with intercept and to multilevel models. The results of our simulation studies reveal a fundamental bias and concerns about statistical power at smaller sample sizes and when the approach’s primary assumptions are not fully met. This key finding opposes the method’s potential advantages and raises concerns about its appropriate use in prior studies. As a remedy, we derive boundary conditions and guidelines that contribute to the Gaussian copula approach’s proper use. Thereby, this research contributes to ensuring the validity of results and conclusions of empirical research applying the Gaussian copula approach.

• Snyder, Hannah; Witell, Lars, Gustafsson, Anders & McColl-Kennedy, Janet, R. (2021)
  Consumer Lying Behavior in Service Encounters

  Journal of Business Research, Doi: https://doi.org/10.1016/j.jbusres.2021.11.075 - Full text in research archive

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  Whether they know it or not, firms interact with lying consumers on a daily basis. However, surprisingly little is known about consumer lying behavior and its role in service encounters. Based on two empirical studies of 2,976 consumer lies, the study sought to explore consumer lying behavior by developing and testing a comprehensive conceptual framework encompassing motives for lying, characteristics of the lie, and outcomes for consumers. Study 1 explores and details the components of the conceptual framework, and Study 2 further investigates and tests the relationships between the components of consumer lying behavior and the emotional, behavioral, and financial outcomes for consumers. The findings suggest new policies and how frontline employees might be trained and educated to address consumer lying behavior. The paper concludes by outlining an agenda for future research on lying behavior in service encounters.

• Javornik, Ana; Marder, Ben, Pizzetti, Marta & Warlop, Luk (2021)
  How AR filters impact people's self image

  [Popular Science Article]. Harvard Business Review,

• Plata, Alejandro; Motoki, Kosuke, Spence, Charles & Velasco, Carlos (2021)
  Trends in alcohol consumption in relation to the COVID-19 pandemic: A cross-country analysis

  International Journal of Gastronomy and Food Science, 27 Doi: https://doi.org/10.1016/j.ijgfs.2021.100397 - Full text in research archive

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  During the first sequence of lockdowns implemented in many countries around the world in early 2020 as a result of the emerging COVID-19 pandemic, there was widespread concern amongst many health professionals regarding a predicted rise in alcohol consumption. However, studies have reported diverse findings, with some consumer groups exhibiting an increase and others a decrease in their alcohol purchase and consumption patterns. Although the long-lasting changes in alcohol consumption, if any, are still unknown, the current situation has effectively accelerated a number of pre-existing trends which will likely continue in the future. E-commerce is growing steadily, mainly because of the restrictions within the on-trade channel and concerns around catching COVID-19 amongst consumers, thus lifting traditional barriers to the adoption of digital channels. Premiumization has also grown significantly during the pandemic, especially in the spirits category, due, in part, to the fact that consumers have been increasingly trying to recreate bar and restaurant quality gastronomic experiences in the privacy of their own homes. The trend toward homemade experiences is multi-stakeholder as consumers, retailers, restaurateurs, bar owners, and brands all try to help facilitate at-home consumption experiences. Larger size purchases seem to reflect not only the stockpiling phenomena that occurred during the initial phases of the pandemic but also convenience for consumers (e.g., avoiding queues). Additionally, the growing home mixology movement has been observed to result in consumers buying larger amounts of alcohol in order to facilitate cocktail making experimentation at home. It is important to stress, though, that this review was specially focused on available data from the first three quarters of 2020, as an effort to identify and understand the initial impacts the COVID-19 was creating amongst alcohol consumers. It currently remains uncertain how these trends will evolve, and whether or not they will continue post COVID-19 (whenever that might be). Key similarities and differences across national markets are highlighted.

• Reinoso-Carvalho, Felipe; Campo, Raffaele, Luca, Modesto De & Velasco, Carlos (2021)
  Toward Healthier Cookie Habits: Assessing the Role of Packaging Visual Appearance in the Expectations for Dietary Cookies in Digital Environments

  Frontiers in Psychology, 12 Doi: https://doi.org/10.3389/fpsyg.2021.679443 - Full text in research archive

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  As we tend to consume more and more via e-commerce platforms, the digital version of a dietary product’s package can be one of the most important touchpoints that the consumer has with such product during the purchasing stage of the consumer’s journey. Hence, a dietary food/drink properly presented via its packaging in e-commerce is key, for example, to nudge consumers toward healthier purchase habits. In this study, we assessed the role of different configurations of visual cues commonly present in a product’s packaging (jar vs. bag, transparent vs. opaque, labeled vs. unlabeled) in the expectations associated with dietary cookies when presented in a digital environment. A between-participants study was conducted where eight different packages with different combinations of the three aforementioned features were digitally evaluated by the participants. The results suggest that the presence (vs. absence) of labeling triggered the highest ratings on most assessed dimensions (product quality, healthiness, lightness, sweetness, crumbliness, price, tastiness, greediness for product, product/packaging liking). Moreover, transparent (vs. opaque) packaging tends to yield higher expectations concerning this product’s quality (i.e., product liking, package liking, greediness), though it has an opposite effect on the expected healthiness for such cookies. Some particular interactions between these three visual cues were also observed and are discussed as part of the obtained results. In summary, our results point to how the visual appearance of packaging can be strategically used in order to potentially nudge consumers toward healthier cookie purchase habits.

• Velasco, Carlos; Wang, Qian Janice, Obrist, Marianna & Nijholt, Anton (2021)
  A Reflection on the State of Multisensory Human–Food Interaction Research

  Frontiers in Computer Science, 3, s. 1-7. Doi: https://doi.org/10.3389/fcomp.2021.694691 - Full text in research archive

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  We present a perspective article on the state of multisensory human–food interaction (MHFI) research and lay out some reflections for research and development in this area of inquiry, based on a revision of the different spaces that we have co-created with researchers in this space. We begin by conceptualizing and defining MHFI, before moving onto presenting some of its major themes, as well as possible ways in which such themes can guide future research in the area. This article provides key definitions and foundations for the area of MHFI, as well as a first point of contact for those interested in it.

• Veflen, Nina & Ueland, Øydis (2021)
  From Food Product to Food Experience: How to Use Design Thinking to Service Vulnerable Populations and Improve Their Food Well-Being

  Design Thinking for Food Well-being: The Art of Designing Innovative Food Experiences, , s. 261-272. Doi: https://doi.org/10.1007/978-3-030-54296-2_16 - Full text in research archive

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  Design thinking, the process of transforming deep user insight into new solutions by utilizing methods and mindsets borrowed from designers, has evolved to become one of the most rapidly spreading approaches for development globally. Today, design thinking is applied not only for product and service development but also for societal, political, and economic problems. In this chapter, we argue that design thinking can help to promote and enhance healthy food consumption experiences for vulnerable groups. To do so, we discuss three core elements of design thiking: empathy, visualization and collaboration.

• Bolton, Ruth N.; Gustafsson, Anders, Tarasi, Crina & Witell, Lars (2021)
  Managing a Global Retail Brand in Different Markets: Meta-Analyses of Customer Responses to Service Encounters

  Journal of Retailing, 98(2) , s. 294-314. Doi: https://doi.org/10.1016/j.jretai.2021.03.004 - Full text in research archive

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  This study investigates how retailers can leverage their brand to shape customers’ satisfaction with service encounters. It develops and tests hypotheses about how brand, store, and consumer factors moderate customer responses to experience clues during retail service encounters. Six meta-regression analyses synthesize and compare results from 842 satisfaction equations describing customers’ encounters with a global retailer operating 400 stores in 32 countries. The results show how customers weigh their perceptions of service encounters differently depending on brand, store, and consumer factors. In markets where customers believe the retailer has high holistic brand quality, they place less weight on experience clues within the store. In markets where customers believe the retailer’s service brand promise, they place more weight on in-store experience clues. In markets where the retailer promises utilitarian value, customers weigh functional experience clues more heavily. In markets with an online purchasing channel, the effect of experience clues common to offline and online store environments is magnified, and unique clues are diminished. In addition, customers heavily weigh experience clues that fit their goals. In general, retail success factors include high brand quality (which makes customers more forgiving), a service brand promise that is mirrored in the store image (which makes customers attend to the experience clues aligned with them), and the careful monitoring and managing of retail touchpoints (to customize experience clues to each market). In this way, retailers can use customer-based strategies to effectively design and manage their global retail brand in different markets.

• Bolton, Ruth N.; Gustafsson, Anders, Tarasi, Crina & Witell, Lars (2021)
  How customer experience management reconciles strategy differences between East and West

  Journal of Global Scholars of Marketing Science (JGSMS), 31(3) , s. 273-295. Doi: https://doi.org/10.1080/21639159.2021.1921606 - Full text in research archive

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  This paper studies how customers of a global firm evaluate their experiences within and across 44 countries. It focuses on customers’ emotional, cognitive, sensory and behavioral responses to the catalog experience. It develops a theory-based model of satisfaction with the catalog experience as a function of experiential attributes and control variables. A second model captures how each experiential attribute’s contribution to the customer experience is influenced by market and customer characteristics. The models were operationalized using survey data from 366,185 customers who used the firm’s catalog across different trade areas in 44 countries, yielding 571 equations that describe satisfaction with the customer experience. Consistent with theoretical work on context-dependent judgments, nine contingency factors explain significant and substantial amounts of variation (30% on average) in the elasticities of the 12 experiential attributes. East and West can appear similar when market characteristics are similar – or when they are different. Emotional, cognitive, sensory, and behavioral responses to the customer experience systematically differ due to economic, demographic, technological, cultural and consumer characteristics. East and West especially differ in terms of responses to emotional and sensory experiences. Customer experience management can help to shape a strategy that resolves strategy differences between East and West.

• Dimitriu, Radu & Warlop, Luk (2021)
  Is similarity a constraint for service to service brand extensions?

  International Journal of Research in Marketing, 39(4) Doi: https://doi.org/10.1016/j.ijresmar.2021.12.001 - Full text in research archive

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  Are service brands constrained in launching new service offerings? Both research evidence and managerial wisdom suggest brands should extend to similar categories. However, in five studies using real-life brands - four experiments and one large-sample survey - we provide evidence that similarity is less of a constraint for service brands extending to other service categories (service-to-service extensions), compared to cases involving parent brands or extension categories of a product nature. Importantly, we demonstrate that such an effect occurs because service brands possess associations relevant across the spectrum of service categories. Our results suggest that service brand managers have the opportunity to stretch their brands to dissimilar service offerings; yet, they need to ensure the marketing execution does not make the brands’ service associations inaccessible to consumers. The findings suggest that even product brands can build service associations by adding service components to their offering, thus becoming “servitized” and better able to extend to dissimilar service categories. Overall, our work contributes to the academic debate documenting that the principles governing the management of product vs. service brands are not identical.

• Hunneman, Auke; Elhorst, J. Paul & Bijmolt, Tammo H. A. (2021)
  Store sales evaluation and prediction using spatial panel data models of sales components

  Spatial Economic Analysis, 17(1) Doi: https://doi.org/10.1080/17421772.2021.1916574 - Full text in research archive

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  This paper sets out a general framework for store sales evaluation and prediction. The sales of a retail chain with multiple stores are first decomposed into five components, and then each component is explained by store, competitor and consumer characteristics using random effects models for components observable at the store level and spatial error random effects models for components observable at the zip code level. We use spatial panel data over four years for estimation and a subsequent year for evaluating one-year-ahead predictions. Set against a benchmark model that explains total sales directly, the prediction error of our framework is reduced by 34% for existing stores during the sample period, by 5% for existing stores one year ahead and by 26% for new stores.

• Kurtmollaiev, Seidali; Lervik-Olsen, Line & Andreassen, Tor W. (2021)
  Hvordan balansere mellom digitale og sosiale innovasjoner

  Magma forskning og viten, (06) , s. 107-116. - Full text in research archive

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  Ledere som ønsker at deres bedrift skal være relevant og attraktiv, må bedre balansere forholdet mellom to innovasjonsstrategier: digitalisering av kundefronten og innovasjoner forankret i samfunnsansvar. Sistnevnte kaller vi sosiale innovasjoner. For ledere fortoner dette seg som et valg mellom å sette søkelys på innovasjoner som er til bedriftens beste, gjennom å digitalisere kundeløsninger, eller å gi oppmerksomhet til innovasjoner som er sosiale, miljø- og samfunnsnyttige. Sagt på en annen måte: Hvilke innovasjoner bidrar mest til å øke kundelojaliteten og dermed kundebasens økonomiske verdi? I denne artikkelen belyser vi problemstillingen med utgangspunkt i virksomhetenes viktigste interessentgruppe – kundene. Vi har intervjuet mer enn 10 000 kunder av norske bedrifter. Tallenes tale er klar: Sosiale innovasjoner er tre ganger så viktige som digitale i sin samvariasjon med opplevd innovasjonsevne, relativ attraktivitet og kundelojalitet. Samtidig viser resultatene at digitalisering kan være en svært viktig forutsetning for å lykkes med sosiale innovasjoner. En bedrift som vil oppnå vekst i omsetning og lojale kunder, bør derfor ikke stoppe ved digitalisering av kundeopplevelsen, men bruke de mulighetene digitalisering gir til å skape sosiale innovasjoner som bidrar gir positive bidrag til miljø og samfunn. I artikkelen belyser vi også ulike innovasjonsorienteringer som vi finner blant bedrifter og virksomheter, om de er digitalt eller sosialt forankret. Til slutt diskuterer vi hvilke ledelsesmessige implikasjoner de ulike orienteringene gir.

• Park, Jaewoo; Motoki, Kosuke, Velasco, Carlos & Spence, Charles (2021)
  Celebrity insects: Exploring the effect of celebrity endorsement on people’s willingness to eat insect-based foods

  Food Quality and Preference, 97 Doi: https://doi.org/10.1016/j.foodqual.2021.104473 - Full text in research archive

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  There is a growing interest in insects as a promising alternative source of protein that can potentially contribute to help solving the imminent global food crisis. However, research on insect-based foods (IBFs) has repeatedly pointed to the fact that, in many countries and cultures, negative attitudes towards eating insects are one of the most significant obstacles to promoting the consumption of IBFs. To date, only a small number of studies have investigated effective strategies to increase the acceptance of those foods. The research reported here focused on the role of celebrity endorsement, which is one of the most prevalent marketing strategies used to promote a wide range of products. We systematically explored whether and how such a strategy might affect the consumers’ willingness to eat (WTE) IBFs. Our results provide the first demonstration that celebrities’ perceived trustworthiness, knowledge about IBFs, and appropriateness (as an endorser of IBF products) are significant celebrity characteristics affecting people’s WTE IBFs. We also found that celebrity type (i.e., actor/actress, musician, or athlete) interacts with participant gender in terms of their WTE IBFs. Namely, for male participants, IBF ads featuring actors/actresses or athletes were effective for increasing their WTE those foods. Meanwhile, for female participants, only actors/actresses significantly increased their WTE IBFs. Endorsement by a musician did not increase the WTE IBFs for either male or female respondents. Together, these findings demonstrate the celebrity endorsement as a prominent strategy to increase the WTE IBFs and reveal how and when the strategy is effective for promoting IBFs.

• Motoki, Kosuke; Park, Jaewoo, Spence, Charles & Velasco, Carlos (2021)
  Contextual acceptance of novel and unfamiliar foods: Insects, cultured meat, plant-based meat alternatives, and 3D printed foods

  Food Quality and Preference, 96 Doi: https://doi.org/10.1016/j.foodqual.2021.104368 - Full text in research archive

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  Engineering healthy diets from sustainable food resources undoubtedly constitutes a major global challenge. One solution to the problem of developing healthy and sustainable diets involves the incorporation of various novel/unfamiliar foods into our diets (e.g., insect-based foods, cultured meats, plant-based meat alternatives, and 3D printed foods). However, the consumer acceptance of novel/unfamiliar foods still poses something of a challenge. Although a growing body of research has started to reveal that situational factors (e.g., social companions, eating venue) can influence food preferences, it remains unclear how exactly they influence the consumer’s acceptance of novel/unfamiliar foods (including unfamiliar ingredients, food produced by novel processes/technologies). Across three studies, we examined the influence of social companions (alone, friend, family, acquaintance, partner) and venue (home, cafe, bar, pub, food festival, restaurant), on the anticipated willingness to try a number of novel/unfamiliar foods (insect-based foods, cultured meats, plant-based meat alternatives, and 3D printed foods). Using the category name and descriptions of novel/unfamiliar foods, our results demonstrate that situational factors influence anticipated acceptance differently depending on the type of novel/unfamiliar foods. Eating with friends and at food festivals plays an important role in the anticipated acceptance of insect-based foods, cultured meats, and 3D printed foods in a similar way. Moreover, expected positive and negative emotions might help to explain why these situational factors increase the anticipated acceptance of these foods. In contrast, the environmental situations that increase the anticipated acceptance of plant-based meat alternatives are similar to those increasing the acceptance of typical (rather than novel) foods. Taken together, these findings reveal the role of situational factors in the anticipated eating of a variety of novel/unfamiliar foods, thus providing practical implications on how/where to introduce such foods or engineer appropriate situations to increase the acceptance of, and exposure to, such novel/unfamiliar foods.

• Javornik, Ana; Marder, Ben, Barhorst, Jennifer Brannon, McLean, Graeme, Rogers, Yvonne, Marshall, Paul & Warlop, Luk (2021)
  'What lies behind the filter?’ Uncovering the motivations for using augmented reality (AR) face filters on social media and their effect on well-being

  Computers in Human Behavior, 128 Doi: https://doi.org/10.1016/j.chb.2021.107126 - Full text in research archive

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  Augmented reality (AR) filters are a popular social media feature affording users a variety of visual effects. Despite their widespread use, no research to date has examined either ‘why’ people use them (i.e., motivations) or ‘how’ their usage makes people feel (i.e., well-being effects). Through the uses and gratifications theory supported by a sequential mixed-method approach (interviews N = 10 and survey N = 536), we provide three overarching contributions. First, based on prior literature and a qualitative study, we identify nine motivations that can potentially drive AR face filter usage on Instagram. Our survey indicates that seven of those motivations (e.g., creative content curation, social interactions) are significant drivers of usage behaviours, while two (true self-presentation and silliness) did not have a significant impact. Second, we provide nuanced insights into the multi-faceted nature of the self-presentation motives underpinning AR face filter use (ideal, true and transformed self-presentation). Lastly, we show filter usage can have both positive and negative well-being effects depending on the underlying motivation. The results offer important implications for policymakers, site designers and social media managers.

• Bolton, Ruth; Gustafsson, Anders, Tarasi, Crina & Witell, Lars (2021)
  Designing satisfying service encounters: website versus store touchpoints

  Journal of the Academy of Marketing Science, 50(1) Doi: https://doi.org/10.1007/s11747-021-00808-9 - Full text in research archive

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  This study investigated how touchpoints moderate the antecedents of customer satisfaction with service encounters by comparing online and in-store encounters. Construal level theory was used within the Touchpoint, Context, Qualities (TCQ) Framework (De Keyser et al., 2020) to integrate a comprehensive model of how touchpoints—websites or stores—influence the magnitude of customer responses to qualities of service encounters. A hierarchical linear model (HLM) was estimated using survey data describing the service encounters of 2.4 million customers with a global retailer. Online customers weighed cognitive and behavioral qualities more heavily than in-store customers, whereas they weighed emotional and sensorial qualities less heavily. Moreover, random effects in the HLM model indicated that each country and store would have unique clientele effects for specific qualities. Since each firm has limited resources, this research offers guidance on key qualities in designing satisfying service encounters for each touchpoint and how qualities should be standardized and customized in global omnichannel environments.

• Ostrom, Amy; Field, Joy, Fotheringham, Darima, Subramony, Mahesh, Gustafsson, Anders, Lemon, Kathrine, Huang, Ming-Hui & McColl-Kennedy, Janet, R. (2021)
  Service Research Priorities in Turbulent Times: A Multiple Stakeholder Approach

  Journal of Service Research, 24(3) , s. 329-353. Doi: https://doi.org/10.1177/10946705211021915 - Full text in research archive

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  Transformative changes in the societal and service context call out for the service discipline to develop a coherent set of priorities for research and practice. To this end, we utilized multiple data sources: surveys of service scholars and practitioners, web scraping of online documents, a review of published service scholarship, and roundtable discussions conducted at the world’s foremost service research centers. We incorporated innovative methodologies, including machine learning, natural language processing, and qualitative analyses, to identify key service research priorities that are critical to address during these turbulent times. The first two priorities—technology and the changing nature of work and technology and the customer experience—focus on leveraging technology for service provision and consumption. The next two priorities—resource and capability constraints and customer proactivity for well-being—focus on responding to the changing needs of multiple stakeholders. Further, we identified a set of stakeholder-wants from the literature and include research questions that tie key stakeholder-wants to each of the four priorities. We believe the set of research priorities in the present article offer actionable ideas for service research directions in this challenging environment.

• Silkoset, Ragnhild (2021)
  Kunders deling av digitale atferdsdata: Muligheter og begrensninger gjennom blokkjedeteknologien

  Magma forskning og viten, 2, s. 65-74. - Full text in research archive

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  Ny teknologi kan potensielt endre maktforholdet for datadeling mellom bedrifter og kunder. Frem til nå har store, internasjonale konsern som Facebook, Amazon og Google gjennom sin teknologi utnyttet kundenes digitale adferdsdata uten at brukerne er bevisste på dette. Vi er nå inne i et skifte hvor ny teknologi gjør det mulig å endre dette maktforholdet. Et eksempel er utviklingen av blokkjedeteknologiens applikasjon i mobiltelefoner, smartklokker og andre digitale enheter. Blokkjedeteknologien gir fremtidens kunder mulighet for å få kontroll med hvilke data de vil verifisere og dele, uten at man gir fri tilgang til alle rådataene, og uten at man går via en tredjepartsaktør. Muligheten for trygg deling av digitale, objektive adferdsdata betinger imidlertid at kundene er villige til å dele denne informasjonen direkte med bedriftene. Formålet med denne studien er derfor å kartlegge fakt­orer som påvirker kundenes vilje til å dele digitale, objektive adferdsdata med bedrifter. Hovedfunnene fra en preliminær kvantitativ studie blant 196 forsikringskunder viser at en sterk driver for datadeling er informasjonens sporbarhet. Kundene svarer at åpenhet rundt informasjonen (transparens) har en positiv, men svakere effekt på viljen til datadeling, mens bevaringen av opprinnelsen (originalitet) i dataene viser seg å ikke ha noen direkte effekt på viljen til å dele informasjon med forsikringsagentene. Av kompensasjonssystemer viser analysene at gavekort har en positiv effekt, mens kontantbetaling og rabatter ikke har noen effekt på viljen til å dele informasjon. Denne studien er et viktig første steg i å forstå hvordan ny teknologi i fremtiden kan endre måten bedrifter henter inn og behandler digitale objektive adferdsdata direkte fra kundene på.

• Jensen, Thor Øivind; Jacobsen, Eivind, Knudsen, Morten W. & Schjelderup, Gerhard Emil (2021)
  Forbrukersosiologi

  Fagbokforlaget

• Field, Joy; Fotheringham, Darima, Subramony, Mahesh, Gustafsson, Anders, Ostrom, Amy, Lemon, Kathrine, Huang, Ming-Hui & McColl-Kennedy, Janet (2021)
  Service Research Priorities: Designing Sustainable Service Ecosystems

  Journal of Service Research, 24(4) Doi: https://doi.org/10.1177/10946705211031302 - Full text in research archive

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  This article utilizes input from service scholars, practitioners, reviews of published literature, and influential policy documents to identify service research priorities that push the boundaries of extant research. In a companion piece, we focused on four service research priorities related to managing and delivering service in turbulent times. Further, we identified a set of stakeholder-wants from the literature and included research questions that tie key stakeholder-wants to each of the three priorities in this article and the four priorities in the companion article. Here, we highlight the critical importance of scholarship and practice related to the design of sustainable service ecosystems and discuss three key service research priorities: large-scale and complex service ecosystems for transformative impact (SRP5), platform ecosystems and marketplaces (SRP6), and services for disadvantaged consumers and communities (SRP7). We call for an engaged service scholarship that considers the interrelationships among consumers, organizations, employees, platforms, and societal institutions and pursues transformative goals.

• Erichsen, Morten; Stiklestad, Trond, Holum, Marthe & Jakobsen, Tor Georg (2021)
  Added Value for Sponsors: A Study of Network in Football 2011–2018

  Sport, Business and Management, Doi: https://doi.org/10.1108/SBM-11-2020-0119 - Full text in research archive

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  Purpose – This study identifies the outcomes prioritised by the sponsors of a sport, specifically football. The authors’ novel thesis is that the network collaboration between sponsors as well as with the sponsorship object (i.e. the football club) is a significant determinant of sponsor satisfaction and the likelihood of renewing the sponsorship deal. This perspective has not been adequately addressed in existing sponsorship research. Design/methodology/approach – The authors use an original dataset to empirically analyse networks and their business value for football sponsors. Our data covers sponsors of the Norwegian football club Rosenborg Ballklub (RBK) from 2011 to 2018, which we analyse using regression models. Findings – The results indicate that network effects are extremely important for sponsors in the RBK network. The authors’ analyses also indicate that network effects are more important than exposure. Practical implications – When planning, sponsors must analyse their motives for being a sponsor and assess how well their network functions by exploring its cohesiveness and scope. It is also very important that the sponsorship object be aware of the value of the network and enable interaction between the sponsors. Originality/value –This study confirms that functioning networks contribute to the satisfaction and renewal of sponsorships and can attract a growing number of sponsors for sports clubs, thus serving as an important source of income.

• Burki, Umar; Azid, Toseef & Dahlstrøm, Robert (2021)
  Foundations of a Sustainable Economy : Moral, Ethical and Religious Perspectives

  Routledge

• Burki, Umar; Najam, Usama & Dahlstrøm, Robert (2021)
  Measuring Environmental Performance in Business to Business Relationships: A Bibliometric Review

  Marketing Intelligence & Planning, Doi: https://doi.org/10.1108/MIP-05-2021-0141

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  Purpose This study presents a bibliometric review of environmental performance in business to business relationships research. Design/methodology/approach We applied suitable keywords to retrieve relevant peer-reviewed articles from the Web of Science database between 1992 and 2019. The study uses bibliographic coupling as a tool to screen 358 relevant articles' titles, abstracts, keywords, frameworks and headings for analysis. For visualization analysis, the study applied the visualizing scientific landscapes viewer. Findings Our review systematically reports about the evolution of environmental performance in business-to-business literature relationships. Bibliometric procedures reveal prominent authors and publication outlets (journals) as well as noteworthy thematic and theoretical contributions to the literature. Practical implications This study provides a comprehensive overview of environmental performance in business relationships and theoretical directions for further research. Originality/value The paper contributes to business literature by outlining emerging research themes and theoretical clusters on environmental performance for future research.

• Riel, Allard C. R. van; Andreassen, Tor W., Lervik-Olsen, Line, Zhang, Lu, Mithas, Sunil & Heinonen, Kristina (2021)
  A customer-centric five actor model for sustainability and service innovation

  Journal of Business Research, 136, s. 389-401. Doi: https://doi.org/10.1016/j.jbusres.2021.07.035 - Full text in research archive

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  Service industries are increasingly unsustainable. Considering consumers as change agents, we show how service innovation may contribute to a service ecosystem that helps achieve emerging sustainability goals. To achieve sustainability the dyadic focus on value-co-creation is complemented with a broader stakeholder perspective, abandoning the shareholder-first-doctrine toward a collaborative stakeholder perspective, emphasizing profit, planet, and people. We propose a five-actor model and argue that one stakeholder - the consumer - is a central driver of sustainability. Consumers’ sustainability-focused behaviors drive the market for sustainable products and services, leading to sustainable firm and investor behavior. Beyond a conceptual model, our empirical study shows that innovations in social and environmental dimensions drive customer loyalty to the brands. Consumers aware of the consequences and risks associated with unsustainable consumption tend to consume more responsibly. Service firms integrating a stakeholder perspective into the design of their service systems perform better on the triple bottom line.

• Cui, Tony Haitao; Ghose, Anindya, Halaburda, Hanna, Iyengar, Raghuram, Pauwels, Koen, Sriram, S, Tucker, Catherine & Venkataraman, Sriraman (2021)
  Informational Challenges in Omnichannel Marketing: Remedies and Future Research

  Journal of Marketing, 85(1) , s. 103-120. Doi: https://doi.org/10.1177/0022242920968810 - Full text in research archive

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  Omnichannel marketing is often viewed as the panacea for one-to-one marketing, but this strategic path is mired with obstacles. This article investigates three challenges in realizing the full potential of omnichannel marketing: (1) data access and integration, (2) marketing attribution, and (3) consumer privacy protection. While these challenges predate omnichannel marketing, they are exacerbated in a digital omnichannel environment. This article argues that advances in machine learning and blockchain offer some promising solutions. In turn, these technologies present new challenges and opportunities for firms, which warrant further academic research. The authors identify both recent developments in practice and promising avenues for future research.

• Jensen, Thor Øivind; Jacobsen, Eivind, Knudsen, Morten William & Schjelderup, Gerhard Emil (2021)
  Forbrukersosiologi: Bærekraft, digitalisering, identitet og makt

  Fagbokforlaget

• Kanwal, Maria; Burki, Umar, Ali, Raza & Dahlstrøm, Robert (2021)
  Systematic review of gender differences and similarities in online consumers’ shopping behavior

  Journal of Consumer Marketing, 39(1) , s. 29-43. Doi: https://doi.org/10.1108/JCM-01-2021-4356 - Full text in research archive

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  Purpose This study aims to systematically examine gender specific behavioral differences and similarities in online shopping consumers, underlying theories for such differences and similarities and moderating and mediating roles of gender in studying the effects of online marketing strategies. This synthesis explores gender differences and similarities from a wide range of online settings, including readiness for adoption of new technology, willingness to make online payments, trust in online vendors, perception and behavior toward online business websites and perceived online service quality. Design/methodology/approach A systematic approach was adopted to derive and then analyze the existing literature. The authors accessed relevant literature from three electronic databases. After a thorough screening process and applying inclusion and exclusion criteria, the study shortlisted 61 academic articles from an initial pool of 187 papers. Findings The findings reveal more differences than similarities between men and women as online consumers. Men generally have more favorable attitudes toward e-tailers (electronic retailing), online purchase/re-purchase and e-payments than women do. Social influences positively affect the online purchase intentions of men and women, but they have a more substantial effect on women. Privacy concerns negatively affect the online trust of men and women, but they also manifest a more significant influence on women. Practical implications Findings of review guide practitioners in formulating effective positioning and communication strategies that enable them to appeal to gender-specific consumer segments in multiple products and business contexts. It offers guidelines to online businesses for developing e-business platforms (websites) that persuade the target audience across gender groups, based on consumer browsing and web navigation preferences. Originality/value This review fulfills the need for a systematic synthesis of empirical research vis-à-vis online consumer behavior studies to find gender-specific perceptions, attitudes and behaviors.

• Burki, Umar; Azid, Toseef & Dahlstrøm, Robert (2021)
  Sustainability and morality

  Foundations of a Sustainable Economy : Moral, Ethical and Religious Perspectives, , s. 1-17.

• Elvekrok, Ingunn; Veflen, Nina, Scholderer, Joachim & Sørensen, Bjarne T. (2021)
  Effects of network relations on destination development and business results

  Tourism Management, 88 Doi: https://doi.org/10.1016/j.tourman.2021.104402 - Full text in research archive

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  Taking a firm perspective, this study investigates cooperation in a destination network in a mountain village in Norway. 51 organizations participated in a survey, indicating their main cooperation partners and assessing the value of each cooperation in terms of ten intermediary benefits (increased sales, reduced costs, etc.) and two ultimate outcomes (business results, destination development). Firms perceived a cooperation to contribute to business results if the cooperation had led to increased sales or made the firm more resilient to market fluctuations. Firms perceived a cooperation to contribute to destination development if the cooperation had led to new knowledge, improved customer satisfaction, and hat not simply helped improve operations. The findings demonstrate the interconnectedness of intermediate and ultimate relationship outcomes on firm and destination level. The study contributes to a more comprehensive understanding of network relations, relevant to the literature on relational benefits and destination development.

• Silkoset, Ragnhild & Nygaard, Arne (2021)
  Smarte kontrakter kan hindre grønnvasking

  Magma forskning og viten, (05) , s. 21-28. - Full text in research archive

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  Evnen til å spore produktinformasjon har vært mulig gjennom ulike teknologier i årtier. Bidraget i denne artikkelen er å utvikle forståelsen av hvordan smarte kontrakter gjennom blokkjedeteknologien kan være en informasjonsgarantist i markeder preget av informasjonsasymmetri. Informasjon om bærekraft er et eksempel på et problem knyttet til informasjonsasymmetri. Smarte kontrakter i kombinasjon med blokkjedeteknologien bidrar til at forbrukere kan ta informerte og bærekraftige valg. Dette vil igjen motivere globale og komplekse forsyningskjeder til å bli mer bærekraftige. Artikkelen illustrerer potensialet og bruken av smarte kontrakter gjennom eksempler fra moteindustrien.

• Jbara, Aleksandra; Chabanova, Evgeniya & Reiby, Audun (2021)
  700 norske selskaper analysert: Lønner nyansettelser seg?

  [Professional Article]. BI Business Review,

• Saeed, Muhammad Rashid; Burki, Umar, Raza, Ali, Dahlstrøm, Robert & Zameer, Hashim (2021)
  The antecedents and consequences of brand personality: A systematic review

  EuroMed Journal of Business, Doi: https://doi.org/10.1108/EMJB-12-2020-0136 - Full text in research archive

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  Purpose The topic of brand personality (BP) has received extensive research attention in the last 2 decades, with a particular focus on examining its antecedents and consequences. This study, therefore, systematically reviews and synthesizes extant research on antecedents and consequences of BP of consumer products. Design/methodology/approach A systematic review approach is used to identify and analyze relevant studies from five major databases and a search engine. This review identified 62 articles from 43 journals published during 1997–2018. The relevant literature germane to the research objectives is extracted from these articles. Findings This study identifies and classifies antecedents and consequences of BP of consumer products, along with key mediators and moderators underlying these relationships. Additionally, the study reveals pertinent characteristics of BP literature, including conceptualizations, measurements, methods, theories and research settings. Finally, this study develops an integrative conceptual model and presents avenues for future research. Practical implications This study provides insight to practitioners that create and develop brand personalities. The study would inform managers concerning the outcomes of BP. Originality/value To the best knowledge of the authors, this is the first systematic review that synthesizes existing empirical research on antecedents and consequences of BP of consumer products.

• Hunneman, Auke (2020)
  The Do’s and Don’ts for Marketing in a Recession

  [Popular Science Article]. BI Marketing Magazine, , s. 16-17.

• Heggernes, Tarjei Alvær (2020)
  Digital Forretningsforståelse - fra store data til små biter, 3. utgave

  [Textbook]. Fagbokforlaget

• Huse, Håvard (2020)
  Credit cards in the freezer: explaining payment problems with behavior

  [Popular Science Article]. BI Marketing Magazine,

• Lervik-Olsen, Line (2020)
  Hvorfor måle kundetilfredshet

  [Popular Science Article]. BI Marketing Magazine, , s. 8-9.

• Lervik-Olsen, Line (2020)
  Hva nå?

  [Popular Science Article]. BI Marketing Magazine, , s. 2-2.

• Verma, Surabhi & Gustafsson, Anders (2020)
  Investigating the Emerging COVID-19 Research Trends in the Field of Business and Management: A Bibliometric Analysis Approach

  Journal of Business Research, 118(Sept) , s. 253-261. Doi: https://doi.org/10.1016/j.jbusres.2020.06.057 - Full text in research archive

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  The COVID-19 pandemic has been labeled as a black swan event that caused a ripple effect on every aspect of human life. Despite the short time span of the pandemic—only four and half months so far—a rather large volume of research pertaining to COVID-19 has been published (107 articles indexed in Scopus and the Web of Science). This article presents the findings of a bibliometric study of COVID-19 literature in the business and management domain to identify current areas of research and propose a way forward. The analysis of the published literature identified four main research themes and 18 sub-themes. The findings and propositions of this study suggest that COVID-19 will be the catalyst of several long- and short-term policy changes and requires the theoretical and empirical attention of researchers. The offered propositions will act as a roadmap to potential research opportunities.

• Denis, Etienne; Pecheux, Claude & Warlop, Luk (2020)
  When Public Recognition Inhibits Prosocial Behavior: The Case of Charitable Giving

  Nonprofit and Voluntary Sector Quarterly, 49(5) , s. 951-968. Doi: https://doi.org/10.1177/0899764020911203 - Full text in research archive

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  Commonly regarded as an important driver of donation behavior, public recognition also can reduce donations. With three studies, this research manipulates whether donors receive public, private, imposed, or optional forms of recognition; the results show that the influence of recognition on the decision to donate is moderated by donors’ need for social approval. Whereas public recognition improves charitable giving among people with higher need for approval, imposing recognition reduces donations among people with lower need, suggesting a potential crowding-out effect on prior motives (Study 1). This penalty for public recognition disappears when the public recognition is optional (Study 2). When public recognition is saliently imposed (not requested), donation likelihood increases, suggesting that donors’ potential concerns about observers’ suspicion of their true motives is reduced (Study 3). This research highlights conditions in which public recognition encourages charitable giving and paves the way for further research on social dimensions of generosity.

• Seljeseth, Ingvild Müller; Jazani, Mehrad Moeini, Škerlavaj, Miha, Fennis, Bob & Warlop, Luk (2020)
  Threatened and unreceptive : how hierarchical threat affects leaders' incorporation of others' input.

  Academy of Management Annual Meeting Proceedings, 2020(1) Doi: https://doi.org/10.5465/AMBPP.2020.12837abstract

• Verma, Surabhi & Gustafsson, Anders (2020)
  Investigating the Emerging COVID-19 Research Trends in the Field of Business and Management: A Bibliometric Analysis Approach

  Journal of Business Research, 118(Sept) , s. 253-261. Doi: https://doi.org/10.1016/j.jbusres.2020.06.057 - Full text in research archive

  Show summary

  The COVID-19 pandemic has been labeled as a black swan event that caused a ripple effect on every aspect of human life. Despite the short time span of the pandemic—only four and half months so far—a rather large volume of research pertaining to COVID-19 has been published (107 articles indexed in Scopus and the Web of Science). This article presents the findings of a bibliometric study of COVID-19 literature in the business and management domain to identify current areas of research and propose a way forward. The analysis of the published literature identified four main research themes and 18 sub-themes. The findings and propositions of this study suggest that COVID-19 will be the catalyst of several long- and short-term policy changes and requires the theoretical and empirical attention of researchers. The offered propositions will act as a roadmap to potential research opportunities.

• Denis, Etienne; Pecheux, Claude & Warlop, Luk (2020)
  When Public Recognition Inhibits Prosocial Behavior: The Case of Charitable Giving

  Nonprofit and Voluntary Sector Quarterly, 49(5) , s. 951-968. Doi: https://doi.org/10.1177/0899764020911203 - Full text in research archive

  Show summary

  Commonly regarded as an important driver of donation behavior, public recognition also can reduce donations. With three studies, this research manipulates whether donors receive public, private, imposed, or optional forms of recognition; the results show that the influence of recognition on the decision to donate is moderated by donors’ need for social approval. Whereas public recognition improves charitable giving among people with higher need for approval, imposing recognition reduces donations among people with lower need, suggesting a potential crowding-out effect on prior motives (Study 1). This penalty for public recognition disappears when the public recognition is optional (Study 2). When public recognition is saliently imposed (not requested), donation likelihood increases, suggesting that donors’ potential concerns about observers’ suspicion of their true motives is reduced (Study 3). This research highlights conditions in which public recognition encourages charitable giving and paves the way for further research on social dimensions of generosity.

• Hunneman, Auke; Verhoef, Peter & Sloot, Laurens (2020)
  The Impact of Hard Discounter Presence on Store Satisfaction and Store Loyalty

  Journal of Retailing and Consumer Services, 59, s. 1-13. Doi: https://doi.org/10.1016/j.jretconser.2020.102405 - Full text in research archive

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  Hard discounters, such as Aldi and Lidl, have become more important in the last decade. Recent research suggests that the presence of a hard discounter (HD) decreases customers’ share of wallet. In this study, we aim to understand why this occurs, by considering how HD presence affects store attributes and store satisfaction. In particular, we investigate whether HD presence affects store satisfaction formation as well as the effect of store satisfaction on share of wallet. We analyze Dutch data on store attribute evaluations, store satisfaction and share of wallet. Our results show that HD presence decreases convenience evaluations of a store, satisfaction and share of wallet. Moreover, we show that the relationship between convenience and store satisfaction becomes more important when a HD is present, while we then also find a stronger positive relationship between satisfaction and share of wallet. Simulations based on our model estimations show that especially price-oriented retailers should fear decreases in share of wallet when a HD is present.

• Motoki, Kosuke & Velasco, Carlos (2020)
  Taste-shape correspondences in context

  Food Quality and Preference, 88 Doi: https://doi.org/10.1016/j.foodqual.2020.104082 - Full text in research archive

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  A significant body of research demonstrates the existence of taste-shape correspondences. People associate tastes and visual shapes non-randomly. For example, round shapes are associated with sweet taste, while angular shapes are associated with sour and bitter tastes. Previous studies have focused on one-to-one taste-shape associations, where either geometrical shapes or shapes on a product’s packaging have been presented in isolation and evaluated separately. However, in real-life product displays, products are typically surrounded by other products. We examined whether shape contexts can influence the taste expectations associated with target products across five experiments (n = 1087) using geometrical and shapes on the packaging varying in curvature. Participants saw a display set (target shape in the middle surrounded by shapes on both sides) and evaluated the target shape in different taste scales. The first two experiments (within-participants design) failed to reveal that shape contexts can influence the taste expectations of the target. However, the subsequent three experiments (between-participants design) consistently demonstrated that shape contexts influence taste expectations associated with the target. In the latter experiments, we manipulated only the surrounding shapes and fixed target shapes as neutral (intermediate between angular and round shapes). When the surrounding shapes were angular (vs. round), the target shapes were rated as sweeter/more umami and less sour/salty/bitter. Emotions (valence and arousal) mediated the relationship between shape contexts and taste expectations. We discuss the results in light of the theory on crossmodal correspondences and relative compatibility effects. The findings provide insights for food marketers when it comes to designing product package displays to convey taste information more effectively.

• Velasco, Carlos & Obrist, Marianna (2020)
  Multisensory Experiences: Where the senses meet technology

  Oxford University Press

• Witell, Lars; Holmlund, Maria & Gustafsson, Anders (2020)
  EDITORIAL: A NEW DAWN FOR QUALITATIVE SERVICE RESEARCH

  Journal of Services Marketing, 34(1) , s. 1-7. Doi: https://doi.org/10.1108/JSM-11-2019-0443 - Full text in research archive

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  The purpose of this study is to highlight the role of qualitative research in service research. This study discusses what qualitative research is, what role it has in service research and what interest, rigor, relevance and richness mean for qualitative service research. Design/methodology/approach This study examines the most common qualitative research methods and discusses interest, rigor, relevance and richness as key characteristics of qualitative research. The manuscripts in the special issue are introduced and categorized based on their contributions to service research. Findings The findings suggest that the amount of research using qualitative research methods has remained stable over the last 30 years. An increased focus on transparency and traceability is important for improving the perceived rigor of qualitative service research. Originality/value This special issue is the first issue that is explicitly devoted to the qualitative research methodology in service research. In particular, the issue seeks to contribute to a better use and application of qualitative research methodology.

• Gustafsson, Anders; Snyder, Hannah & Witell, Lars (2020)
  Service Innovation: A New Conceptualization and Path Forward

  Journal of Service Research, 23(2) , s. 111-115. Doi: https://doi.org/10.1177/1094670520908929 - Full text in research archive

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  Service innovations challenge existing offerings and business models, shape existing markets, and create new ones. Over the last decade, service research has shown increasing interest in the concept of innovation and should by now have reached maturity and created a strong theoretical basis. However, there is no coherent theoretical framework that captures all the facets of service innovation, and to move service innovation research forward, we must revisit the key assumptions of what an innovation is. To enable this, the present article addresses three fundamental questions about service innovation: (1) What is it and what is it not? (2) What do we know and what do we not know? and (3) What do we need to know to advance service research? By doing so, this article offers an updated and comprehensive definition of service innovation and provides a research agenda to suggest a path forward.

• Crosno, Jody L.; Dahlstrøm, Robert & Friend, Scott (2020)
  Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships

  Journal of Personal Selling & Sales Management, , s. 1-19. Doi: https://doi.org/10.1080/08853134.2020.1742134

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  In buyer-supplier relationships, salespeople engage in behaviors that buyers may (or may not) view as deceptive. Despite the salesperson’s underlying miscreant or innocent motives, buyers have a difficult time attributing the intentionality of salesperson behaviors after the fact. While extant research has explicated various governance mechanisms to mitigate the occurrence of opportunistic behaviors a priori, scholarship is not as well-versed in understanding (a) the relational factors that influence the buyer’s interpretation of debatably opportunistic salesperson behaviors and (b) the buyer’s retributive response within the ongoing relationship. To bring clarity to these issues, the authors examine relationship factors that influence the likelihood of perceived salesperson opportunism following equivocal salesperson acts. Utilizing data from industrial buyers in the U.S. healthcare industry, this study shows that buyer specific investments are related positively to attributions of salesperson guile, whereas contractual agreements are related negatively to attributions of guile. Relationship solidarity moderates these effects. Further, we find that attributions of salesperson guile lead to perceived salesperson opportunism, which in turn results in buyers lowering their expectations of relationship continuity and increasing their retributive responses. We corroborate these findings with cross-sectional survey data from a sample of industrial buyers. Collectively, these findings hold implications with regard to the role of the buyer’s attribution of salesperson guile for a specific behavior as a determinant of perceived opportunism in general, while also outlining conditions under which buyers are inclined to engage in retributive opportunism.

• Wang, Qian Janice; Spence, Charles & Knöferle, Klemens (2020)
  Timing is everything: Onset timing moderates the crossmodal influence of background sound on taste perception

  Journal of Experimental Psychology: Human Perception and Performance, 46(10) , s. 1118-1126. Doi: https://doi.org/10.1037/xhp0000820

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  Recent evidence demonstrates that the presentation of crossmodally corresponding auditory stimuli can modulate the taste and hedonic evaluation of various foods (an effect often called 'sonic seasoning'). To further understand the mechanism underpinning such crossmodal effects, the time at which a soundtrack was presented relative to tasting was manipulated in a series of experiments. Participants heard two soundtracks corresponding to sweet and bitter tastes either exclusively during or after chocolate tasting (Experiment 1) or during and before chocolate tasting (Experiment 2). The results revealed that the soundtracks affected chocolate taste ratings only if they were presented before or during tasting but not if they were heard after tasting. Moreover, participants’ individual soundtrack–taste association mediated the strength of the sonic seasoning effect. These results therefore imply that the modulatory effect of sound on taste was not driven by retrospective interpretation of the taste experience, but by mechanisms such as priming and crossmodal association. Taken together, these studies demonstrate the complex interplay of cognitive mechanisms that likely underlie sonic seasoning effects.

• Motoki, Kosuke; Ishikawa, Shin-ichi, Spence, Charles & Velasco, Carlos (2020)
  Contextual acceptance of insect-based foods

  Food Quality and Preference, 85(October) Doi: https://doi.org/10.1016/j.foodqual.2020.103982 - Full text in research archive

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  Insect-based foods have gained much attention as an alternative source of protein in recent years because of their high nutritional content and low production costs. However, consumer acceptance of insect-based foods still poses a big challenge in many societies. Across three studies, we examined how social companions (alone, friend, family, acquaintance, partner) and location (cafe, bar, pub, food festival) are associated with people’s willingness to eat insect-based foods. We also examined the positive arousing (fun, excitement) and positive calming (romance, tranquility) emotions that were evoked by several eating contexts. The results of Studies 1 and 2 revealed that participants expected that they would be more willing to eat insect-based foods with friends (vs. alone, family, acquaintance, partner) and in pubs and at food festivals (vs. in a cafe, bar). The results of Study 3 replicated the main findings of the first two studies using the actual names (not pictures) of insect-based food products, namely ‘mealworm burger’ and ‘cricket chocolate bar’. Moreover, these contexts, where people would be more willing to eat insect-based foods, were associated with positive arousing emotions (fun, excitement) rather than positive calming emotions (romance, tranquility). Taken together, then, these findings reveal the role of contexts associated with positive arousing emotions in eating insect-based foods and provide practical advice concerning the situations in which the consumer’s acceptance of insect-based foods may be increased.

• Burs, Lukas; Roemer, Ellen, Worm, Stefan & Masini, Andrea (2020)
  Are they all equal? Uncovering adopter groups of battery electric vehicles

  Sustainability, 12(7) Doi: https://doi.org/10.3390/su12072815 - Full text in research archive

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  Battery Electric Vehicles are regarded as highly important to reach environmental goals, such as CO2 savings in the transport sector. Despite governments making strong efforts to encourage their adoption and diffusion, sales still remain at a notoriously low level. One of the reasons may be the lack of a deeper understanding of the differences among potential adopters of Battery Electric Vehicles. To close this research gap, the authors segment adopter groups in a new way. They simultaneously use preferences for product attributes and personal characteristics to identify and characterize adopter groups of Battery Electric Vehicles. In this way, adopters can be effectively segmented, uncovering a more precise picture of adopters’ needs. Moreover, the authors introduce a three-step-procedure combining inputs from an adaptive choice-based conjoint experiment with a questionnaire. This approach can be used to segment adopter groups of other eco-innovations, as well. Based on three adopter groups of Battery Electric Vehicles (Utilitarian Savers, Performance Seekers, and Green Technologists), the authors develop tailored measures for decision-makers in policy and management to foster the adoption and diffusion of Battery Electric Vehicles.

• Luangrath, Andrea Webb; Peck, Joann & Gustafsson, Anders (2020)
  Should I Touch the Customer? Rethinking Interpersonal Touch Effects from the Perspective of the Touch Initiator

  Journal of Consumer Research, 47(4) , s. 588-607. Doi: https://doi.org/10.1093/jcr/ucaa021 - Full text in research archive

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  Previous research has highlighted the effects of receiving interpersonal touch on persuasion. In contrast, we examine initiating touch. Individuals instructed to touch engage in egocentric projection in which they project their own affective reaction onto their expectations for how the recipient will feel (i.e., empathic forecast), how they appear to the recipient (i.e., metaperception), and the evaluation of the interaction itself (i.e., interaction awkwardness). Touch initiators expect that recipients will feel worse with touch, express concern for how they, themselves, will be perceived, and think that interactions are more awkward. Interestingly, touch recipients do not evaluate these interactions more negatively and leave higher tips after having been touched; touch initiators do not expect this to be the case. As a result, instructed touch initiators (vs. volitional touch initiators) are less (more) likely to engage in subsequent interactions with customers, potentially undermining future service provided to customers. Across five studies, four of which involve actual dyadic interactions, we test the consequences of initiating touch with an inquiry into the effects of interpersonal touch on the initiator. We discuss theoretical and managerial implications.

• Bravo-Moncayo, Luis; Reinoso-Carvalho, Felipe & Velasco, Carlos (2020)
  The effects of noise control in coffee tasting experiences

  Food Quality and Preference, 86(December) Doi: https://doi.org/10.1016/j.foodqual.2020.104020 - Full text in research archive

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  The present research investigates the general effect of auditory noise control in individual’s eating and drinking experiences. In particular, the study applied passive vs active commercial headphone noise control techniques to an urban drinking situation. Here, each participant drank twice the same coffee while exposed to a louder (~85 dBA) vs less loud (−20 dBs) version of the same background noise of a food court in busy hours. Note that by loud, louder, and less loud, we are referring to differences in the sound level of the noise. Results suggest that most consumers tend to be less sensitive to specific sensory and hedonic attributes of the coffee under louder noise (sweetness, bitterness, acidity, flavor/aroma intensity, flavor-liking, sound-liking, flavor-sound-matching), and less willing to pay and purchase the coffee, relative to less loud sounds. This was more evident concerning the perceived bitterness and aroma intensity of the coffee. The effects reported are mainly attributed to the differences in noise level during taste, and discussed based on theory on crossmodal correspondences, and attention (e.g., louder noise may diminish the ability to attend to specific elements of the experience). When thinking of public health, for example, these results suggest that differences in urban noise level may moderate behavior during food/drink situations (e.g., potentially modulating sugar intake).

• Holmlund, Maria; Witell, Lars & Gustafsson, Anders (2020)
  VIEWPOINT: GETTING YOUR QUALITATIVE SERVICE RESEARCH

  [Professional Article]. Journal of Services Marketing, 34, s. 111-116. Doi: https://doi.org/10.1108/JSM-11-2019-0444 - Full text in research archive

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  Purpose The purpose of this paper is to provide authors with guidelines for carrying out excellent qualitative service research. It describes the features that editors and reviewers use to evaluate qualitative research and pinpoints what authors can do to improve their manuscripts for publication. Design/methodology/approach The paper identifies five features of excellent qualitative service research – relevance, rigor, integrity, narration and impact – and describes them with a focus on what they mean and what authors can do to meet these standards. Findings The paper suggests that manuscripts are often rejected because they fail to meet key standards of excellent qualitative research. It calls for more discussion on research methodology and research ethics, especially when service research strives to make a difference such as investigating critical service contexts or dealing with vulnerable participants. Originality/value This paper contributes to a better use and application of qualitative research methodology. It focuses on specific actions that researchers can take to improve the quality of their service research manuscripts.

• Crosno, Jody; Dahlstrøm, Robert, Liu, Yuerong & Tong, Pui Ying (2020)
  Effectiveness of Contracts in Marketing Exchange Relationships: A Meta-analytic Review

  Industrial Marketing Management, 92(1) , s. 122-139. Doi: https://doi.org/10.1016/j.indmarman.2020.11.007 - Full text in research archive

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  Exchange partners devise and implement contracts to improve performance within a relationship. Detailed, specific contracts provide a blueprint designed to guide desired interfirm behavior, and firms may use the contract to resolve disputes and to ensure the partner fulfills its obligations. Extant research, however, reports contradictory findings on the efficacy of contracts. The objective of our research is to provide a quantitative review of contract specificity and utilization in business-to-business marketing. The findings suggest that specificity and utilization enhance economic performance, relationship quality, and relational norms. Contract specificity is found to discourage opportunism, whereas contract utilization exacerbates opportunism. Theoretical (specific investments, product complexity, and relationship length) and contextual factors (product type, market type, and study location) moderate influences of contractual properties on exchange outcomes. Discussion of these results addresses the implications of the meta-analysis for marketing theory and practice.

• Hem, Leif Egil & Iversen, Nina Marianne (2020)
  Merkelogoen som virkemiddel for å utvikle sterke merker

  Magma forskning og viten, (6) , s. 68-76.

  Show summary

  Sterke merker gir bedrifter et konkurransefortrinn. Valg og utvikling av hensiktsmessige merkeelementer er viktig for å lykkes med å etablere og forsterke sterke merker. Merkeelementer er merkenavn, logo, webadresse, slagord, merkekarakter, lydlogo, pakning, farge, design, form og lukt. Merkelogoen er det mest fremtredende tekstuelle og/eller visuelle elementet ved et merke. Det er derfor viktig at det legges tilstrekkelig med tid og ressurser i arbeidet med å utvikle merkelogoen slik at denne fremstår som en integrert del av merket. Denne artikkelen gir en oversikt over merkelogoens betydning og presenterer en typologi for merkelogoen. Artikkelen tar også opp når det er nødvendig å foreta justeringer og oppdateringer av merkelogoen. I tillegg presenteres det et nytt begrep – midlertidige logoendringer. Den klassiske logolitteraturen har forfektet at logoer i minst mulig grad bør endres fordi kundene skal kunne fortsette å kjenne igjen merket over tid. Nye, digitale flater gjør det mulig å gjøre midlertidige endringer på merkelogoen på en kostnadseffektivt måte. Hvorvidt dette er en effektiv måte å underbygge en merkeposisjon på, er derimot uavklart. Artikkelen avsluttes derfor med en modell som stiller noen sentrale spørsmål som må avklares før man kan avdekke effekter av midlertidige logoendringer.

• Betancur, Maria Isabel; Motoki, Kosuke, Spence, Charles & Velasco, Carlos (2020)
  Factors influencing the choice of beer: A review

  Food Research International, 137 Doi: https://doi.org/10.1016/j.foodres.2020.109367 - Full text in research archive

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  Research on those variables that have been shown to influence the consumer’s choice of beer is reviewed. The focus is on the choice of whether to drink beer as opposed to a beverage from another category, and to a greater extent, the choice between different types or styles of beer. Inspired by previous research on a diverse array of factors that have been shown to influence food and beverage choice, the review examines how beer choice is driven by consumer variables (covering biological, psychological, and socio-cultural factors), product-intrinsic attributes (the sensory aspects of the beer itself), product-extrinsic attributes (external sensory characteristics, such as packaging), and contextual and environmental influences. These situational factors refer to variables such as the location where choice/consumption takes place (i.e., on- versus off-trade), as well as the context, occasion, and reason for drinking. Current trends related to choice and consumption, such as the emerging interest in beer-food pairing, are also examined. The review groups these attributes which affect people’s beer wanting, choice, and purchase in order to understand the beer consumer’s choice process. Along with general conclusions, a number of key directions for future research are also presented, given that the relative contribution of each type of factor on consumer’s choice behaviour is still unclear.

• Wathne, Kenneth Henning (2020)
  Where do we go from here? The future of B2B governance research

  Journal of Business-to-Business Marketing,

• Wünderlich, Nancy V.; Gustafsson, Anders, Hamari, Juho, Parvinen, Petri & Haff, André (2020)
  The great game of business: Advancing knowledge on gamification in business contexts

  Journal of Business Research, 106, s. 273-276. Doi: https://doi.org/10.1016/j.jbusres.2019.10.062 - Full text in research archive

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  Gamification is a rather significant trend in recent years. It builds on the emotional and involving qualities of gaming but may not entail a full-fledged game. Gamification exists in a large number of industries; retail, media, consumer goods, and healthcare. It is used as means to educate employees in all types of industry, create customer engagement to brands and businesses, and even nudge people to change their behavior. The present paper is an introduction to the special issue on “Theoretical Perspectives and Applications of Gamification in Business Contexts”. In total the special issue comprises of 11 novel and high-quality contributions on gamification. These are selected to enhance our understanding of underlying mechanisms that impact employees’ and customers’ attitudes and behaviors.

• Fagerstrøm, Asle; Eg, Ragnhild, Johannessen, Magne & Vogt, Nina Helene (2020)
  Forbrukeratferd

  Gyldendal Akademisk

• Zhao, Dongxing; Moeini-Jazani, Mehrad, Weltens, Nathalie, Gils, Michelle Van, Tack, Jan, Warlop, Luk & Oudenhove, Lukas Van (2020)
  Subliminal fatty acid-induced gut-brain signals attenuate sensitivity to exteroceptive rewards in food but not in sex or financial domains, in healthy men

  Physiology and Behavior, 215 Doi: https://doi.org/10.1016/j.physbeh.2020.112861 - Full text in research archive

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  Background: Reward sensitivity can generalize across domains, but evidence for generalization of suppressive reward-related stimulation is sparse, especially in the context of interoceptive nutrient-related stimuli. We hypothesized that subliminal fatty acid-induced gut-brain signals could attenuate sensitivity to exteroceptive rewards, not only within the food domain but also across domains. Method: Intragastric infusion of 2.5g lauric acid (fat condition) or saline (saline condition) was administered to 59 healthy heterosexual male volunteers in a blinded fashion. To assess whether the resulting interoceptive signals attenuate reward sensitivity within the food domain, participants rated the palatability of food images and performed a progressive ratio task. To assess whether such attenuation effect generalizes to the sexual and financial reward domains, participants rated attractiveness of female face images and performed an intertemporal monetary choice task. Results: Participants’ ratings of food images were lower (F1,172 = 4.51, p=0.035, Cohen's d: -0.20) in the fat condition. The progressive ratio task terminated earlier in the fat condition compared to saline (F1,52 = 4.17, p=0.046, odds ratio = 0.31, 95%CI [0.11, 0.98]). Participants’ ratings of female face images did not differ between conditions (F1,172 = 1.85, p = 0.19, Cohen's d: -0.15). Moreover, the monetary discounting rate did not differ significantly between conditions. Conclusion: Overall, these findings suggest a domain-specific effect of subliminal fatty acid infusion on decreasing reward sensitivity.

• Motoki, Kosuke; Saito, Toshiki, Park, Jaewood, Velasco, Carlos, Spence, Charles & Sugiura, Motoaki (2020)
  Tasting names: Systematic investigations of taste-speech sounds associations

  Food Quality and Preference, 80 Doi: https://doi.org/10.1016/j.foodqual.2019.103801 - Full text in research archive

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  Product names can be developed to effectively convey specific sensory attributes to the consumer. Most of the previous research on crossmodal correspondences has shown that people selectively associate words (e.g., ‘Maluma’, ‘Takete’) with taste attributes. To provide practical insights for naming new products in the food industry, it is important to obtain a more nuanced understanding concerning those properties of speech sounds (i.e., vowels, consonants) influencing people’s taste expectations. In this study, we investigated taste-speech sound correspondences by systematically manipulating the vowels and consonants comprising fictitious brand names. Based on the literature on crossmodal correspondences and sound symbolism, we investigated which vowels/consonants contribute more to the association between speech sounds and tastes (sweet/sour/salty/bitter). Across three experiments, we systematically varied vowels (front: [i][e], back: [a][u][o]), and affricate consonants (e.g., fricative: [f][s], stop: [p][t]) as well as voiced/voiceless consonants (e.g., voiced: [b][d], voiceless: [f][k]). Japanese participants were presented with brand names and had to evaluate the taste that they expected the product to have. The results revealed that: (1) front (back) vowels increased expected sweetness (bitterness), (2) fricative (stop) consonants increased expected sweetness (saltiness/bitterness), (3) voiceless (voiced) consonants increased expected sweetness/sourness (saltiness/bitterness). Moreover, consonants, which were pronounced first in the brand names, exerted a greater influence on expected taste than did the vowels. Taken together, these findings help advance theoretical foundations in sound-taste correspondences research as well as provide practical contributions to the food practitioners to develop predictive product names.

• Velasco, Carlos; Pathak, Abhishek, Woods, Andy T., Corredor, Andres & Elliot, Andrew J. (2020)
  The relation between symmetry in food packaging and approach and avoidance words

  Quarterly Journal of Experimental Psychology (QJEP), Doi: https://doi.org/10.1177/1747021819887172 - Full text in research archive

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  Research on aesthetic science has demonstrated that people generally prefer symmetrical over asymmetrical compositions. However, it remains unclear whether and how such compositions relate to the concepts of approach and avoidance motivation, especially in consumer contexts. In addition, it is not known how symmetry may influence such concepts in contexts where objects can differ in terms of their hedonic values (symmetry/product taste congruency). In the present research, we evaluated the relation between visual symmetry of the packaging of products with different hedonic value (sweet, non-sweet, non-food) and approach and avoidance words. In two experiments, we found evidence that people associate symmetrical designs with approach words more often than asymmetrical designs. Importantly, however, we did not find evidence that such an effect is influenced by the hedonic value of the products. Our results have value for scholars and practitioners interested in the effect of aesthetic features of brand elements (such as a product’s packaging) on consumer motivation.

• You, Ya; Srinivasan, Shuba, Pauwels, Koen & Joshi, Amit (2020)
  How CEO/CMO characteristics affect innovation and stock returns: findings and future directions

  Journal of the Academy of Marketing Science, 48, s. 1229-1253. Doi: https://doi.org/10.1007/s11747-020-00732-4 - Full text in research archive

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  Investor stock market response has received a great deal of attention in the marketing literature. However, firms are not faceless corporations; individuals such as CEOs set their strategies. Upper echelon and strategic leadership theories hold that chosen strategies derive from these individuals’ opinions, which are a function of their personalities, demographics, experiences, and values. Building on recent literature, the authors propose how CEO characteristics can influence innovation and stock returns. Investors are motivated by cash flow expectations—in particular, the prospect of increasing and accelerating future cash flows, reducing associated risks, and increasing residual value. This systematic review focuses on four main characteristics—personality, demographics, experience and compensation—to arrive at a set of propositions on innovation and stock returns. After reviewing the extensive literature on CEO characteristics, the authors outline the emerging findings on CMO characteristics; propose future research directions on CEO and CMO characteristics, innovations, and stock returns; and offer implications for practice.

• Almiron, Paula; Escobar, Francisco Jose Barbosa, Pathak, Abhishek, Spence, Charles & Velasco, Carlos (2020)
  Searching for the sound of premium beer

  Food Quality and Preference, 88 Doi: https://doi.org/10.1016/j.foodqual.2020.104088 - Full text in research archive

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  One common definition of premiumness is as a higher quality and more expensive variant of a product than other members of the category or reference class. Premiumness can effectively be conveyed by means of different sensory cues (e.g., colours, sounds, weight). However, to date, research linking the sound of a product’s pack-aging with premiumness is sparse. In the present study, we demonstrate for the first time that consumers associate different levels of beer premiumness with the sounds of opening and pouring of bottles and cans. We report the results of two online experiments. Experiment 1 explored the effect of two sound properties associated with beer can and bottle opening and pouring (sound pressure and frequency) on the perception of premiumness. Experiment 2 used semantic differential scales (e.g., bad-good, passive-active) to evaluate the meanings people tend to associate with different auditory cues. The analyses revealed that participants perceived: 1) bottle sounds to be more premium overall than can sounds, 2) pouring sounds as more premium than opening sounds, and 3) higher pressure sounds as more premium than lower pressure sounds. Additionally, premiumness was positively correlated with semantic differentials of dead-alive, and the evaluative terms of sad-happy, awful-nice, and bad- good, which highlights the perceived quality and premium character of a beer when conveyed auditorily.

• Oppen, Marit; Mørk, Bjørn Erik & Haus, Eirik (2020)
  Kvantitative og kvalitative metoder i merkantile fag- en introduksjon

  [Textbook]. Cappelen Damm Akademisk

• Solnet, David; Subramony, Mahesh, Golubovskaya, Maria, Snyder, Hannah, Gray, Whitney, Liberman, Olga & Verma, Rohit (2020)
  Employee wellness on the frontline: an interactional psychology perspective

  Journal of Service Management (JOSM), 31(5) , s. 939-952. Doi: https://doi.org/10.1108/JOSM-12-2019-0377 - Full text in research archive

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  Purpose Employee wellness is vital to creating high-quality employee–customer interactions, yet frontline service workers (FLSWs) do not typically engage in, or benefit from, wellness initiatives. This paper aims to conceptually model the interactive influences of organizational and employee factors in influencing FLSW involvement in wellness programs and provides suggestions on how service organizations can enhance wellness behaviors and outcomes. Design/methodology/approach This paper builds upon classical and contemporary management theories to identify important gaps in knowledge about how employees and firms engage with wellness. Interactive psychology, emphasizing multidirectional interaction between person (employee) and situation (organization) wellness orientation, is introduced. Findings The paper develops a model that can be used to assess organizational wellness program effectiveness by emphasizing the interaction of employee and organizational wellness orientation. The model illustrates that wellness effectiveness relies equally on employee agency through an active wellness orientation matched with the organizational wellness orientation. Originality/value This paper questions the dominant approaches to assessing the effectiveness of workplace wellness initiatives, arguing for a more humanistic and agentic perspective rather than traditional organizationally centered fiscal measures.

• Acar-Burkay, Sinem; Schei, Vidar & Warlop, Luk (2020)
  The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes

  Group Decision and Negotiation, 29(3) , s. 491-522. Doi: https://doi.org/10.1007/s10726-020-09669-z - Full text in research archive

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  Because negotiation is an integral part of social life, negotiators with different social motives are likely to meet. When this happens, will they be able to handle their differences constructively? We examined the relations between dyads’ social motive composition (cooperative, individualistic, or mixed), negotiation behavior, and economic and relational outcomes. In a laboratory experiment, 108 simulated negotiations were audiotaped, transcribed and coded. For economic outcomes, mixed dyads achieved higher profits than cooperative and individualistic dyads did, and this effect was mediated mainly by the negotiators’ problem-solving strategies. For relational outcomes, mixed and cooperative dyads experienced higher relational capital than individualistic dyads did, and this effect was mediated mainly by relationship management strategies. A follow-up survey conducted seven months later revealed that relational capital persisted over time. Overall, the results indicate that mixed-dyad negotiations between individualists and cooperators may bring out the best in both types of negotiators, making these dyads more successful than homogenous dyads.

• Acar-Burkay, Sinem; Schei, Vidar, Beersma, Bianca & Warlop, Luk (2020)
  You can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees

  Journal of Experimental Social Psychology, 92(1) Doi: https://doi.org/10.1016/j.jesp.2020.104078 - Full text in research archive

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  Cooperative motivation can be rooted in individual differences as well as in external factors, such as instructions from superiors, incentive schemes, policy agendas, or social relationships. Whereas cooperative motivation has generally been found to increase trust, in five studies conducted across different contexts (scenario-based, online with monetary consequences that were contingent on participants' decisions, in-class and laboratory face-to face negotiations), convergent evidence was found showing that trustees were trusted more when they were externally motivated to act cooperatively (vs. individualistically), though only when they already had a prosocial (vs. proself) social value orientation – i.e., internally driven positive care for others' (vs. their own) well-being. This finding was observed even when trustors had no explicit information about whether or how trustees were motivated by internal or external factors. The mediation analyses indicate that this effect is driven by trustors' perceptions of trustees' authenticity. Taken together, insight into how trustees' personalities and situations interact in predicting the level of trust granted to them is provided.

• Veflen, Nina Jeanette; Røssvoll, Elin, Langsrud, Solveig & Scholderer, Joachim (2020)
  Situated food safety behavior

  Appetite, 153(1) Doi: https://doi.org/10.1016/j.appet.2020.104751 - Full text in research archive

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  Previous studies indicate that many consumers eat rare hamburgers and that information about microbiological hazards related to undercooked meat does not necessarily lead to changed behavior. With this study we aim to investigate whether consumers’ willingness to eat hamburgers, both risky and safe, depends on the situation where they are confronted with the food. A representative sample of 1046 Norwegian consumers participated in a web experiment. Participants were randomly divided into four groups. Each group was told to imagine a specific eating situation (at their friend's place, at home, at a restaurant abroad, at a domestic restaurant). Four pictures of hamburgers (rare, medium rare, medium, well-done) were presented in randomized order, and participants rated their intentions to eat each hamburger. Situated risk perception was measured as the stated likelihood of food poisoning from consuming hamburgers in eight different situations. The results show that both risk perception and risk taking vary depending on the situation. In general, participants perceive their own home to be the safest place to consume a hamburger, but they are significantly more likely to consume an undercooked hamburger when at a friend's place. These findings indicate that situations play an important role for consumers' likelihood of eating unsafe food, and that risk taking does not always follow risk perception. That risk taking is elevated in situations that may have social consequences should be taken into consideration when developing food safety strategies.

• Evanschitzky, Heiner; Bartikowski, Boris, Baines, Tim, Blut, Markus, Brock, Christian, Kleinlercher, Kristina, Naik, Parikshit, Petit, Olivia, Rudolph, Thomas, Spence, Charles, Velasco, Carlos & Wünderlich, Nancy V. (2020)
  Digital disruption in retailing and beyond

  Journal of Service Management Research (SMR), 4, s. 187-204.

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  The increased disruption of business models through digital technologies creates opportunities and challenges for retail businesses and their network partners. Digital transformation – the process of digitalization of previously analogue operations, procedures, organizational tasks, and managerial processes in order to drive value for customers, employees and other stakeholders – is the order of the day. With that in mind, this article provides a purposeful overview of research in the field of digital transformation with a focus on retailing and customer- facing functions of digital technologies such as managing customer journeys, assessing the impact of sensory marketing and the use of service robots on the one hand, and their strategic implications for business models such as servitization on the other. This article concludes by highlighting immediate as well as long-term challenges in the field, with a focus on disruptive technologies, innovationsand trends that retail marketing-management will likely face in the near future.

• Veflen, Nina Jeanette; Scholderer, Joachim & Langsrud, Solveig (2020)
  Situated Food Safety Risk and the Influence of Social Norms

  Risk Analysis, 40(5) , s. 1092-1110. Doi: https://doi.org/10.1111/risa.13449 - Full text in research archive

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  Previous studies of risk behaviour observed weak or inconsistent relationships between risk perception and risk-taking. One aspect that has often been neglected in such studies is the situational context in which risk behaviour is embedded: even though a person may perceive a behaviour as risky, the social norms governing the situation may work as a counteracting force, overriding the influence of risk perception. Three food context studies are reported. In Study 1 (N = 200), we assess how norm strength varies across different social situations, relate the variation in norm strength to the social characteristics of the situation, and identify situations with consistently low and high levels of pressure to comply with the social norm. In Study 2 (N = 502), we investigate how willingness to accept 15 different foods that vary in terms of objective risk relates to perceived risk in situations with low and high pressure to comply with a social norm. In Study 3 (N = 1200), we test how risk-taking is jointly influenced by the perceived risk associated with the products and the social norms governing the situations in which the products are served. The results indicate that the effects of risk perception and social norm are additive, influencing risk-taking simultaneously but as counteracting forces. Social norm had a slightly stronger absolute effect, leading to a net effect of increased risk-taking. The relationships were stable over different social situations and food safety risks and did not disappear when detailed risk information was presented.

• Chen, Tom; Dodds, Sarah, Finsterwalder, Jörg, Witell, Lars, Cheung, Lilliemay, Falter, Mareike, Garry, Tony, Snyder, Hannah & McColl-Kennedy, Janet (2020)
  Dynamics of wellbeing co-creation: a psychological ownership perspective

  Journal of Service Management (JOSM), 32(3) Doi: https://doi.org/10.1108/JOSM-09-2019-0297 - Full text in research archive

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  People are responsible for their wellbeing, yet whether they take ownership of their own or even others' wellbeing might vary from actor to actor. Such psychological ownership (PO) influences the dynamics of how wellbeing is co-created, particularly amongst actors, and ultimately determines actors' subjective wellbeing. The paper's research objective pertains to explicating the concept of the co-creation of wellbeing and conceptualizing the dynamics inherent to the co-creation of wellbeing with consideration of the influences of all involved actors from a PO perspective. To provide a new conceptualization and framework for the dynamics of wellbeing co-creation, this research synthesizes wellbeing, PO and value co-creation literature. Four healthcare cases serve to illustrate the effects of engaged actors' PO on the co-creation of wellbeing. The derived conceptual framework of dynamic co-creation of wellbeing suggests four main propositions: (1) the focal actor's wellbeing state is the intangible target of the focal actor's and other engaged actors' PO, transformed throughout the process of wellbeing co-creation, (2) PO over the focal actor's wellbeing state is subject to the three interrelated routes of exercising control, investing in the target, and intimately knowing the target, which determine the instigation of wellbeing co-creation, (3) the level of PO over the focal actor's wellbeing state can vary, influence and be influenced by the extent of wellbeing co-creation, (4) the co-creation of wellbeing, evoked by PO, is founded on resource integration, which influences the resources–challenges equilibrium of focal actor and of all other engaged actors, affecting individual subjective wellbeing. This article provides a novel conceptual framework that can shed new light on the co-creation of wellbeing in service research. Through the introduction of PO the transformation of lives and wellbeing can be better understood.

• Nygaard, Arne; Silkoset, Ragnhild & Kidwell, Roland E. (2020)
  Government Coercion Backfires in FightingCOVID-19 Their draconian measures and hypocrisy in following them come ata cost.

  [Popular Science Article]. The American Spectator,

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  Influence, persuasion, and communication are complicated matters that politicians must navigate to limit the spread of COVID-19. Most people feel a strong responsibility to reduce the spread of infection. This has given authorities legitimacy to introduce strict measures, such as harsh restrictions and punitive penalties aimed at companies, organizations, and individuals. California Gov. Gavin Newsom, House Speaker Nancy Pelosi, and other politicians don’t obey the intrusive restrictions they place on others. Yet the coercive power displayed through such restrictions as business lockdowns and stay-at-home orders frequently leads to increases in drug use, suicide rates, depression, unemployment, and economic ruin.

• Olsen, Lars Erling (2020)
  Drikker du Corona-øl?

  [Popular Science Article]. BI Business Review,

• Lervik-Olsen, Line (2019)
  Adopsjon av sosiale medier i kjøpsprosessen

  Magma forskning og viten, 22(4) , s. 33-41. - Full text in research archive

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  Bedrifter ønsker i større grad å benytte sosiale medier i reklame og markedsføringsøyemed. Kundene er betenkte, og stadig flere velger å reservere seg mot reklame i sosiale medier. Et betimelig spørsmål er derfor hva som må til for at kunder skal adoptere sosiale medier. I denne artikkelen studerer vi hvordan teknologisk tilrettelegging og sosial innflytelse fra familie og venner påvirker vår motivasjon til å adoptere sosiale medier. Resultatene viser at både teknologisk tilrettelegging og sosial innflytelse motiverer oss til å bruke sosiale medeier, men gjør det på ulikt vis.

• Dorotic, Matilda (2019)
  Keeping Loyalty Programs Fit for the Digital Age

  [Popular Science Article]. NIM Marketing Intelligence Review, 11(1) Doi: https://doi.org/10.2478/nimmir-2019-0004 - Full text in research archive

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  The omnipresence of loyalty programs (LP) across markets shows that LPs have been one of the most prominent business trends of the last two decades. Besides their traditional stronghold among airlines and grocery retailers, loyalty reward schemes have spread among nonprofit organizations like museums, charities and sport clubs, among online and offline services, and even among utility providers and business-to-business markets. On average, two-thirds of Europeans belong to at least one LP. In the UK LP penetration reached 90 % and even 94 % in Finland, according to a worldwide Nielsen study in 2016. The 2017 US census by Colloquy reports 3.8 billion LP memberships, with the strongest penetration in the retailing sector to which more than 1.6 billion memberships belong. Beyond reinforcing customer loyalty and retention, LPs can help a retailer increase its share in a customer’s wallet and to cross-sell and up-sell additional products to customers. However, as the number of companies offering LPs soar, the battle for a “place in the consumer wallet” is intensifying, resulting in the fact that more than half of all the memberships that customers sign up for are eventually abandoned, according to Colloquy’s reports. This tendency, coupled with increases in investment costs necessary to leverage benefits from LPs, makes some managers question whether supposed gains from LPs are sustainable. These managers wonder whether investments in LPs should rather be replaced with new musthaves such as mobile marketing, gamification and socialmedia leverage.

• Oest, Rutger Daniel van (2019)
  Unconstrained Cholesky-based parametrization of correlation matrices

  Communications in Statistics - Simulation and Computation, Doi: https://doi.org/10.1080/03610918.2019.1628271 - Full text in research archive

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  Parameter estimation is relatively complicated for models containing correlation matrices, because the elements of correlation matrices are heavily constrained. We put forward a Cholesky-based parametrization that is easy to implement and allows for unconstrained parameter estimation. To compare the new parametrization with the commonly applied spherical parametrization, we use Monte Carlo simulation in which we estimate multivariate distributions containing Gaussian copulas. We show that the new parametrization performs well, in particular as the dimensionality of the multivariate distribution increases, computing times increase, and non-convergence occurs increasingly often.

• Snyder, Hannah (2019)
  Literature review as a research methodology: An overview and guidelines

  Journal of Business Research, 104, s. 333-339. Doi: https://doi.org/10.1016/j.jbusres.2019.07.039 - Full text in research archive

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  Knowledge production within the field of business research is accelerating at a tremendous speed while at the same time remaining fragmented and interdisciplinary. This makes it hard to keep up with state-of-the-art and to be at the forefront of research, as well as to assess the collective evidence in a particular area of business research. This is why the literature review as a research method is more relevant than ever. Traditional literature reviews often lack thoroughness and rigor and are conducted ad hoc, rather than following a specific methodology. Therefore, questions can be raised about the quality and trustworthiness of these types of reviews. This paper discusses literature review as a methodology for conducting research and offers an overview of different types of reviews, as well as some guidelines to how to both conduct and evaluate a literature review paper. It also discusses common pitfalls and how to get literature reviews published.

• Spence, Charles; Reinoso-Carvalho, Felipe, Velasco, Carlos & Wang, Qian Janice (2019)
  Auditory contributions to food perception and consumer behavior

  Brill Academic Publishers

• Hunneman, Auke; Selnes, Fred Erling & Espen, Juette (2019)
  Feilvurdering av digital reklameeffekt

  [Popular Science Article]. BI Marketing Magazine, , s. 22-23.

• Velasco, Carlos & Spence, Charles (2019)
  The multisensory analysis of product packaging framework

  Multisensory packaging: Designing new product experiences, , s. 191-223. Doi: https://doi.org/10.1007/978-3-319-94977-2_8

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  The last few years have seen an ongoing increase of interest in multisensory brand analysis and design. However, with the growing opportunity to design for each and every one of the customer’s senses, comes the challenge of knowing how best to conceptualize multisensory design without immediately becoming overwhelmed by the range of possibilities (not to mention potential multisensory stimulus combinations on offer). In this chapter, the various approaches that have been put forward over the years in order to facilitate intelligent/efficient multisensory design innovation are reviewed. The roles of crossmodal congruency, processing fluency, and sensory dominance in the context of multisensory packaging design are discussed. Based on the broad literature covered, we outline a novel framework for the Multisensory Analysis of Product Packaging (MAPP). We distinguish between different kinds of sensory information, elucidate some of the key ways in which they interact, and highlight a number of the most important questions that ought to be considered when it comes to the design of multisensory product packaging.

• Velasco, Carlos & Spence, Charles (2019)
  The role of typeface in packaging design

  Multisensory packaging: Designing new product experiences, Doi: https://doi.org/10.1007/978-3-319-94977-2_4

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  Choosing the appropriate typeface and font for use in product packaging is an important part of the design process (or at least it should be). Yet, at the same time, it is also an area that is often neglected in books on packaging. This is particularly surprising given that virtually all packaging incorporates some text (e.g., logotypes, slogans, product information). A growing body of empirical research, however, now demonstrates that typefaces can be used to convey/reinforce specific brand associations. Insights into which features of the typeface might be best suited to conveying (or priming) different meanings emerged from the older research on the semantic differential technique and from more recent research on the crossmodal correspondences. Choosing typeface and font for the packaging that is incongruent with what a product stands for can negatively impact the consumer’s perception/evaluation of a brand. Meanwhile, iconic typefaces may, over time, come to be attached with specific brands, given our repeated exposure to them on packaging in the marketplace. In this chapter, we review the emerging literature on the scientific approach to typeface design, stressing the key role it can play in creating the most persuasive packaging solutions.

• Velasco, Carlos & Spence, Charles (2019)
  Multisensory premium packaging

  Multisensory packaging: Designing new product experiences, , s. 257-286. Doi: https://doi.org/10.1007/978-3-319-94977-2_10

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  Traditionally, the design of brand elements and marketing communications has focused on visual and/or audiovisual attributes in order to convey a specific brand positioning or concept to the consumer. However, the majority of consumers’ everyday experiences go beyond simply just audiovisual inputs. With this in mind, in this chapter, we take an inclusive multisensory approach to the concept of premiumness, one that also incorporates tactile elements and briefly considers the chemical senses. In particular, we present an overview of the concept and review key research findings highlighting specific associations between different sensory attributes and premiumness, luxury, or their specific component dimensions, in the context of product packaging. Generally speaking, there is not yet a great deal of research detailing how to express premiumness via specifically multisensory packaging cues beyond its visual aspects. However, what evidence there is does appear to suggest that the concept can be conveyed through multiple sensory channels, thus positioning this theme as providing a clear opportunity for brand innovation and differentiation.

• Spence, Charles & Velasco, Carlos (2019)
  Packaging colour and its multiple roles

  Multisensory packaging: Designing new product experiences, , s. 21-48. Doi: https://doi.org/10.1007/978-3-319-94977-2_2

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  Colour is a key element in multisensory packaging design and branding. In-store, and increasingly online, it plays an important role in guiding the shopper’s attention. A distinctive colour/colour scheme can also act as a valuable brand asset, signalling a specific brand and everything that it stands for. That said, in many product categories, packaging colour is primarily used to convey product-related information/meaning. In any one of these roles, packaging colour can exert a significant influence over the customer’s product experience even when the latter happens to be consumed away from its packaging. In this review, we highlight the multiple roles played by packaging colour and stress the contextual determinants of its meaning. We also touch on the individual differences in colour associations that can hinder the effective implementation of packaging design for those wanting to deliver colour schemes that convey the ‘right’ meaning to different groups of consumers (e.g., cross-culturally).

• Velasco, Carlos & Spence, Charles (2019)
  Multisensory packaging: Designing new product experiences

  Palgrave Macmillan

• Caruelle, Delphine; Gustafsson, Anders, Shams, Poja & Lervik-Olsen, Line (2019)
  The use of electrodermal activity (EDA) measurement to understand consumer emotions – A literature review and a call for action

  Journal of Business Research, 104(November (11)) , s. 146-160. Doi: https://doi.org/10.1016/j.jbusres.2019.06.041 - Full text in research archive

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  Electrodermal activity (EDA) is a psychophysiological indicator of emotional arousal. EDA measurement was first employed in consumer research in 1979 but has been scarcely used since. In the past decade, the ease of access to EDA recording equipment made EDA measurement more frequent in studies of consumer emotions. Additionally, recent calls to include physiological data in consumer studies have been voiced, which in turn is increasing the interest in EDA. Such a growing interest calls for assessing why and how EDA measurement has been used and should be used in consumer research. To this end, we undertook a critical review of studies of consumer emotions that employed EDA measurement. We found that most of these studies did not sufficiently report how they recorded and analyzed EDA data, which in turn impeded the replication of the findings. We therefore make recommendations derived from the psychophysiology literature to help consumer researchers get meaningful insights from EDA measurements. Finally, we call on researchers to be more transparent when reporting how they recorded and analyzed EDA data.

• Högberg, Johan; Ramberg, Marcus Olsson, Gustafsson, Anders & Wästlund, Erik (2019)
  Creating brand engagement through in-store gamified customer experiences

  Journal of Retailing and Consumer Services, 50, s. 122-130. Doi: https://doi.org/10.1016/j.jretconser.2019.05.006 - Full text in research archive

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  The purpose of this study is to understand how gamification contributes to customers’ value creation in a retail context and how this value creation relates to brand engagement. The study builds on a field experiment using a two-group between-subjects design combined with correlational research. The experiment involved 378 participants recruited at a major European sports retailer. Participants were exposed to one of two conditions: one with a gamified activity in a store, and one in which the participants performed the same activity without being exposed to any game elements. The findings show that gamification affects the hedonic value of an activity and that this effect can be partly explained by positive affect. When this hedonic value was compared to the satisfaction with a reward, the hedonic value was found to be a better predictor of continued engagement intention. Finally, gamification through continued engagement intention is positively associated with brand engagement

• AlBalooshi, Sumaya; Moeini-Jazani, Mehrad, Fennis, Bob M. & Warlop, Luk (2019)
  Reinstating the resourceful self: When and how self-affirmations improve executive performance of the powerless

  Personality and Social Psychology Bulletin, 46(2) , s. 189-203. Doi: https://doi.org/10.1177/0146167219853840 - Full text in research archive

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  Research has found that lack of power impairs executive functions. In the present research, we show that this impairment is not immutable. Across three studies and focusing on inhibitory control as one of the core facets of executive functions, our investigation shows that self-affirmation attenuates the previously documented decrements in inhibitory control of the powerless (Studies 1-3). We also examine boundary conditions of this effect and demonstrate that self-affirmation is most effective insofar as the powerless lack self-esteem (Study 2). Finally, we directly test the underlying process of this effect and demonstrate that self-affirmation increases an efficacious self-view among the powerless, which in turn improves their inhibitory control abilities (Study 3). Overall, we conclude that reinstating an efficacious self-view through self-affirmation offsets the impairments in inhibitory control abilities of the powerless and reduces the cognitive performance gap between the powerless and the powerful.

• Pathak, Abhishek; Velasco, Carlos & Calvert, Gemma (2019)
  Identifying counterfeit brandlogos: on the importance of the first and last letters of a logotype

  European Journal of Marketing, Doi: https://doi.org/10.1108/EJM-09-2017-0586 - Full text in research archive

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  Counterfeiting is a menace in the emerging markets and many successful brands are falling prey to it. Counterfeit brands not only deceive consumers but also fuel a demand for lower priced replicas, both of which can devalue the bona-fide brand. But can consumers accurately identify a counterfeit logo? This paper aims to explore this question and examines the accuracy and speed with which a consumer can identify a counterfeit (vs original) logo.

• Harmancioglu, Nukhet; Griffith, David A. & Yilmaz, Tuba (2019)
  Short- and long-term market returns of international codevelopment alliances of new products

  Journal of the Academy of Marketing Science, 1, s. 1-21. Doi: https://doi.org/10.1007/s11747-018-00622-w - Full text in research archive

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  Strategic alliances entail process-oriented decisions, in which information about outcomes is unveiled over time. Therefore, it is difficult for investors to gauge the value of such decisions in the short term; longitudinal analysis is necessary. Accordingly, the authors apply latent growth modeling to a data set of 270 international codevelopment alliances announced over an 18-year period. The results demonstrate that investors reward firms for their international codevelopment alliances in the short term but punish them in the long term. Initially, exchange conditions have positive effects, but these effects decrease over time. However, the decrease slows when firms’ market updates contain positive news. Although investors view sharing of innovation resources as a competitive advantage in the short term, they perceive exchange conditions as transaction hazards in the long term. The results also show that long-term decreases in market returns are greater when codevelopment activities are conducted offshore rather than onshore.

• Ringler, Christine; Sirianni, Nancy J., Gustafsson, Anders & Peck, Joann (2019)
  Look but Don’t Touch! The Impact of Interpersonal Haptic Blocking on Compensatory Touch and Purchase Behavior

  Journal of Retailing, 95(4) , s. 186-203. Doi: https://doi.org/10.1016/j.jretai.2019.10.007 - Full text in research archive

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  This research investigates situations in which frontline employees deliberately restrict customers’ access to touch products on display (active interpersonal haptic blocking), and how this understudied form of sensory blocking may increase customers’ downstream purchasing. While previous research examines the benefits of increased product touch, we temporarily block touch for specific products in display areas and then investigate the subsequent impact on customer behavior. Through four studies, including a retail field experiment, we find that when an employee asks a customer not to touch a product on display, this initiates a serial mediation process which: (1) engenders feelings of psychological reactance that result in (2) increased compensatory touching of subsequently encountered products to counterbalance a loss of sensory freedom, and (3) increased spending and purchasing once the customer leaves the reactance-inducing encounter. Effects are moderated by socioeconomic status (SES) and need for touch (NFT) whereby psychological reactance was significantly stronger for high SES customers with a moderate or high NFT when actively blocked. Results also demonstrate that active interpersonal haptic blocking does not result in more negative attitudes toward retailers, thus retailers might consider implementing this counterintuitive practice to encourage downstream sales.

• Petit, Olivia; Velasco, Carlos & Spence, Charles (2019)
  Digital sensory marketing: Integrating new technologies into multisensory online experience

  Journal of Interactive Marketing, 45, s. 42-61. Doi: https://doi.org/10.1016/j.intmar.2018.07.004 - Full text in research archive

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  People are increasingly purchasing (e.g., food, clothes) and consuming (e.g., movies, courses) online where, traditionally, the sensory interaction has mostly been limited to visual, and to a lesser extent, auditory inputs. However, other sensory interfaces (e.g., including touch screens, together with a range of virtual, and augmented solutions) are increasingly being made available to people to interact online. Moreover, recent progress in the field of human–computer interaction means that online environments will likely engage more of the senses and become more connected with offline environments in the coming years. This expansion will likely coincide with an increasing engagement with the consumer's more emotional senses, namely touch/haptics, and possibly even olfaction. Forward-thinking marketers and researchers will therefore need to appropriate the latest tools/technologies in order to deliver richer online experiences for tomorrow's consumers. This review is designed to help the interested reader better understand what sensory marketing in a digital context can offer, thus hopefully opening the way for further research and development in the area.

• Petit, Olivia; Velasco, Carlos & Spence, Charles (2019)
  Multisensory consumer-packaging interaction (CPI): The role of new technologies

  Multisensory packaging: Designing new product experiences, , s. 349-374. Doi: https://doi.org/10.1007/978-3-319-94977-2_13

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  The recent development of various sensory-enabling technologies (SETs) has attracted the interest of those marketers wishing to enhance the online and in-store multisensory experiences that they offer to customers. Such technologies have also proven relevant to the delivery of more engaging multisensory human-food interactions. However, to date, little work has been conducted on their potential role in the interaction between consumers and product packaging, a key element of branding. In this chapter, we present an overview of how the latest SETs can be (and in some cases already are being) incorporated into the packaging of various different products in order to deliver novel multisensory product experiences. We predict that these technologies will increasingly come to enhance the scope of packaging as a marketing communication tool. They might, for instance, be used to project people into consumption experiences, promote brand engagement, as well as improve product evaluation, by means of, say, augmented reality applications. Such technologies will become an increasingly important element in the consumer experience. They may even be able to enhance the perceived sensory properties of products, help in personalization, and/or help regulating our eating behaviour.

• Spence, Charles; Velasco, Carlos & Petit, Olivia (2019)
  The consumer neuroscience of multisensory packaging design

  Multisensory packaging: Designing new product experiences, , s. 319-347. Doi: https://doi.org/10.1007/978-3-319-94977-2_12

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  Given the explosion of interest in the fields of multisensory packaging design and consumer neuroscience/neuromarketing in recent years, it is natural to wonder what relevance the latter approaches have as far as the optimization of the former is concerned. In this review, we chart the use of neuroimaging techniques such as electroencephalography and functional magnetic resonance imaging by those wishing to understand the neural response of consumers to various examples of multisensory product packaging. The hope is that such insights might one day help businesses to better predict the performance of product packaging, given specific strategic objectives. To date, much of the research has focused simply on determining the network of brain areas that are involved in processing visual images of product packaging. Intriguingly, though, the latest findings now suggest that composite brain measures seen in response to product communication may, under certain conditions at least, be used to predict a product’s sales success in the marketplace. We highlight the key challenges associated with using neuroimaging techniques for packaging research and stress the limitations (such as the challenges associated with assessing the influence of tactile and olfactory attributes of the packaging, as well as collecting repeated measures when consumers interact with the product in its packaging). We end by reviewing the latest insights that have emerged from the use of neuroscience-inspired (consumer neuroscience) techniques (including so-called implicit tests, such as the Implicit Association Test, and eye-tracking), that have managed to overcome some of the limitations associated with neuroimaging.

• Pathak, Abhishek; Velasco, Carlos & Calvert, Gemma (2019)
  Implicit and Explicit Identification of Counterfeit Brand Logos based on Logotype Transposition

  Journal of Product & Brand Management, Doi: https://doi.org/10.1108/JPBM-06-2018-1921 - Full text in research archive

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  Purpose With trade amounting to more than US$400bn, counterfeiting is already affecting many successful brands. Often, consumers are deceived into buying fake products due to the visual similarity between fake and original brand logos. This paper aims to explore the varying forms of fraudulent imitation of original brand logotypes (operationalized at the level of logotype transposition), which can aid in the detection of a counterfeit brand. Design/methodology/approach Across two studies, this research tested how well consumers can differentiate counterfeit from original logos of well-known brands both explicitly and implicitly. Seven popular brand logos were altered to create different levels of visual dissimilarity and participants were required to discriminate the logos as fake or genuine. Findings Results demonstrate that although consumers can explicitly discriminate fake logos with a high degree of accuracy, the same is not true under conditions in which logos are presented very briefly (tapping participants’ implicit or automatic logo recognition capabilities), except when the first and last letters of the logotype are substituted. Originality/value A large body of research on counterfeit trade focuses on the individual or cross-cultural differences behind the prevalence of counterfeit trade. There is limited research exploring the ability of a consumer to correctly identify a fake logo, based on its varying similarity with the original logotype; this paper addresses this gap. Given that many of the purchase decisions are often made automatically, identifying key implicit differentiators that can help a consumer recognize a fake logo should be informative to both practitioners and academics.

• Hazee, Simon; Vaerenbergh, Yves Van, Delcourt, Cecile & Warlop, Luk (2019)
  Sharing Goods? Yuck, No! An Investigation of Consumers’ Contamination Concerns About Access-Based Services

  Journal of Service Research, 22(3) , s. 256-271. Doi: https://doi.org/10.1177/1094670519838622 - Full text in research archive

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  Although access-based services (ABS) offer many benefits, convincing consumers to use these service innovations remains challenging. Research suggests that contamination concerns are an important barrier to consumer adoption of ABS; they arise when a person believes someone else has touched an object and transferred residue or germs. However, systematic examination of this phenomenon is lacking. We conduct four experiments to determine (1) the impact of contamination concerns on consumer evaluations of ABS, (2) when such concerns become salient in ABS, and (3) how ABS providers can reduce these concerns. The results reveal that consumers experience more contamination concerns about objects used in proximity to their bodies, especially when those objects are shared with unfamiliar users, and that such concerns negatively influence their evaluations of ABS. Consumers also exhibit less contamination concerns about ABS that have high brand equity, because of their elevated stereotype-related perceptions of the competence of those users. Firms’ advertisements depicting physical contact between shared objects and other users negatively influence ABS evaluations by consumers whose contamination concept is activated. This article provides insights for developing product, branding, and communication strategies to reduce consumers’ contamination concerns and maximizing ABS adoption.

• Pathak, Abhishek; Velasco, Carlos & Spence, Charles (2019)
  The sound of branding: An analysis of the initial phonemes of popular brand names

  Journal of Brand Management, 27 Doi: https://doi.org/10.1057/s41262-019-00183-5 - Full text in research archive

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  In the marketing literature, the ‘K efect’ refers to the claim that the letter K is overrepresented as the initial letter of brand names. To date, however, most fndings have only considered the frequency of the written letters incorporated into brand names. Here, we argue that since letters sometimes sound diferent when pronounced in diferent words (e.g., ‘C’ in Cartier vs. Cisco), a phonemic analysis of the initial phonemes is likely to be more insightful than merely a comparison of the written form (as reported by previous researchers). With this in mind, the initial phonemes of top brand names were analyzed and compared with: (1) words in the dictionary; (2) a corpus of contemporary American English; and (3) the most popular current children’s names in the USA. We also analyzed a diferent list of top brands, including both corporate brand names (e.g., Procter & Gamble) as well as the product-related brand names (e.g., Pantene). We conclude by reporting the most underrepresented [vowels (/aʊ/, /ɜː/, /ɔɪ/, /ɔː/) and consonants (/r/, /ʒ/, /l/, /θ/)] and overrepresented [vowels (/iː/, /əʊ/) and consonants (/j/, /z/, /f/, /dʒ/, /p/, /j/, /t/)] initial phonemes in the brand names vis-à-vis the current linguistic naming conventions.

• Obrist, Marianna; Tu, Yunwen, Yao, Lining & Velasco, Carlos (2019)
  Space Food Experiences: Designing Passenger's Eating Experiences for Future Space Travel Scenarios

  Frontiers of Computer Science, 1 Doi: https://doi.org/10.3389/fcomp.2019.00003 - Full text in research archive

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  Given the increasing possibilities of short- and long-term space travel to the Moon and Mars, it is essential not only to design nutritious foods but also to make eating an enjoyable experience. To date, though, perhaps unsurprisingly, most research on space food design has emphasized the functional and nutritional aspects of food, and there are no systematic studies that focus on the human experience of eating in space. It is known, however, that food has a multi-dimensional and multi-sensorial role in societies and that sensory, hedonic, and social features of eating and food design should not be underestimated. Here, we present how research in the field of Human-Computer Interaction (HCI) can provide a user- centered design approach to co-create innovative ideas around the future of food and eating in space, balancing functional and experiential factors. Based on our research and inspired by advances in human-food interaction design, we have developed three design concepts that integrate and tackle the functional, sensorial, emotional, social, and environmental/atmospheric aspects of “eating experiences in space.” We can particularly capitalize on recent technological advances around digital fabrication, 3D food printing technology, and virtual and augmented reality to enable the design and integration of multisensory eating experiences. We also highlight that in future space travel, the target users will diversify. In relation to such future users, we need to consider not only astronauts (current users, paid to do the job) but also paying customers (non-astronauts) who will be able to book a space holiday to the Moon or Mars. To create the right conditions for space travel and satisfy those users, we need to innovate beyond the initial excitement of designing an “eating like an astronaut” experience. To do so we carried out a three-stage research and design process: (1) first we collected data on users imaginary of eating in space through an online survey (n = 215) to conceptualize eating experiences for short- and long-term space flights (i.e., Moon, Mars); then (2) we iteratively created three design concepts, and finally (3) asked experts in the field for their feedback on our designs. We discuss our results in the context of the wider multisensory experience design and research space

• Spence, Charles; Reinoso-Carvalho, Felipe, Velasco, Carlos & Wang, Qian Janice (2019)
  Extrinsic Auditory Contributions to Food Perception & Consumer Behaviour: An Interdisciplinary Review

  Multisensory Research, 32(4-5) , s. 275-318. Doi: https://doi.org/10.1163/22134808-20191403 - Full text in research archive

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  Food product-extrinsic sounds (i.e., those auditory stimuli that are not linked directly to a food or beverage product, or its packaging) have been shown to exert a significant influence over various aspects of food perception and consumer behaviour, often operating outside of conscious awareness. In this review, we summarise the latest evidence concerning the various ways in which what we hear can influence what we taste. According to one line of empirical research, background noise interferes with tasting, due to attentional distraction. A separate body of marketing-relevant research demonstrates that music can be used to bias consumers’ food perception, judgments, and purchasing/consumption behaviour in various ways. Some of these effects appear to be driven by the arousal elicited by loud music as well as the entrainment of people’s behaviour to the musical beat. However, semantic priming effects linked to the type and style of music are also relevant. Another route by which music influences food perception comes from the observation that our liking/preference for the music that we happen to be listening to carries over to influence our hedonic judgments of what we are tasting. A final route by which hearing influences tasting relates to the emerging field of ‘sonic seasoning’. A developing body of research now demonstrates that people often rate tasting experiences differently when listening to soundtracks that have been designed to be (or are chosen because they are) congruent with specific flavour experiences (e.g., when compared to when listening to other soundtracks, or else when tasting in silence). Taken together, such results lead to the growing realization that the crossmodal influences of music and noise on food perception and consumer behaviour may have some important if, as yet, unrecognized implications for public health.

• Rai, Ranvir Singh & Selnes, Fred Erling (2019)
  Conceptualizing task-technology fit and the effect on adoption – A case study of a digital textbook service

  Information & Management, , s. 1-10. Doi: https://doi.org/10.1016/j.im.2019.04.004 - Full text in research archive

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  Although information technology has revolutionized virtually every aspect of how we interact with products and services, it has changed learning to a surprisingly small degree. In a study of a digital textbook service, we provide a new conceptual definition and measurement of technology fit. We conceptualize task-technology fit as how well a technology is integrated with a set of interrelated tasks included in achieving the goal of the behavior where the technology is used. Whereas research on technology adoption typically explains around 40 percent of the variance in motivation to adopt, our model explains as much as 76 percent.

• Snyder, Hannah; Witell, Lars, Elg, Mattias & McColl-Kennedy, Janet, R. (2019)
  The influence of place on health-care customer creativity

  European Journal of Marketing, 53(7) Doi: https://doi.org/10.1108/EJM-10-2017-0723 - Full text in research archive

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  When using a service, customers often develop their own solutions by integrating resources to solve problems and co-create value. Drawing on innovation and creativity literature, this paper aims to investigate the influence of place (the service setting and the customer setting) on customer creativity in a health-care context.

• Velasco, Carlos; Adams, Carmen, Petit, Olivia & Spence, Charles (2019)
  On the localization of tastes and tasty products in 2D space

  Food Quality and Preference, 71, s. 438-446. Doi: https://doi.org/10.1016/j.foodqual.2018.08.018 - Full text in research archive

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  People map different sensory stimuli, and words that describe/refer to those stimuli, onto spatial dimensions in a manner that is non-arbitrary. Here, we evaluate whether people also associate basic taste words and products with characteristic tastes with a distinctive location (e.g., upper right corner) or a more general direction (e.g., more right than left). Based on prior research on taste and location valence, we predicted that sweetness would be associated with higher vertical spatial positions than the other basic tastes. The results of Experiments 1 and 2 support the view that participants do indeed locate the word “sweet” higher in space than the word “bitter”. In Experiment 2, the participants also positioned products that are typically expected to be sweet (cupcake and honey) or bitter (beer and coffee) spatially. Overall, the sweet-tasting products were assigned to higher locations than were the bitter-tasting products. In order to test whether taste/location congruency would also affect product evaluations, a third experiment was conducted. The results of Experiment 3A (between participants) and 3B (within participants) failed to provide any evidence for the existence of consistent taste/location congruency effects. However, in Experiment 3B, the participants evaluated the sweet products as looking more appetizing when presented in upper relative to lower shelf locations. In none of the three studies was an association found between tastes and positions along the horizontal axis. Taken together, these results suggest that sweet and bitter tastes are differentially located in vertical, but not horizontal, space. The potential implications of these findings for both our understanding of the crossmodal correspondences, as well as for taste evaluation, and product placement are discussed.

• Hem, Leif Egil & Iversen, Nina Marianne (2019)
  Hvordan påvirker været vårt forbruk?

  Magma forskning og viten, 22(4) , s. 23-32.

• Pathak, Abhishek; Velasco, Carlos, Petit, Olivia & Calvert, Gemma (2019)
  Going to great lengths in the pursuit of luxury: How longer brand names can enhance the luxury perception of a brand

  Psychology & Marketing, Doi: https://doi.org/10.1002/mar.21247 - Full text in research archive

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  Brand names are a crucial part of the brand equity and marketing strategy of any company. Research suggests that companies spend considerable time and money to create suitable names for their brands and products. This paper uses the Zipf's law (or Principle of Least Effort) to analyze the perceived luxuriousness of brand names. One of the most robust laws in linguistics, Zipf's law describes the inverse relationship between a word's length and its frequency i.e., the more frequently a word is used in language, the shorter it tends to be. Zipf's law has been applied to many fields of science and in this paper, we provide evidence for the idea that because polysyllabic words (and brand names) are rare in everyday conversation, they are considered as more complex, distant, and abstract and that the use of longer brand names can enhance the perception of how luxurious a brand is (compared with shorter brand names, which are considered to be close, frequent, and concrete to consumers). Our results suggest that shorter names (mono‐syllabic) are better suited to basic brands whereas longer names (tri‐syllabic or more) are more appropriate for luxury brands.

• Sundie, Jill M.; Pandelaere, Mario, Lens, Inge & Warlop, Luk (2019)
  Setting the Bar: The Influence of Women's Conspicuous Display on Men's Affiliative Behavior

  Journal of Business Research, Doi: https://doi.org/10.1016/j.jbusres.2019.09.039 - Full text in research archive

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  Four studies provide evidence for a process by which a woman’s conspicuous consumption can serve as a deterrent to affiliative behaviors by materialistic men, via heightened perceptions of the woman’s financial standards for a romantic partner. Materialistic men report utilizing status and resources to attract women more than non-materialistic men. Materialistic men may therefore utilize information about a woman’s status-linked displays to better calibrate their financially-oriented mating efforts. Differential attention to more subtle displays of a woman’s luxury branded items appears to drive materialistic men’s disinterest in social interaction with a woman who conspicuously consumes. A woman’s conspicuous consumption causes materialistic men to rate a real interaction with that woman less favorably. For women, the opposite is observed, with non-materialistic women reacting more negatively to the interaction.

• Moe, Helene Tronstad; Døving, Runar, Undheim, Kristin & Haus, Eirik (2019)
  Kjøp av tjenester til hjemmet. Diskursiv normalisering – moralsk motstand.

  Norsk sosiologisk tidsskrift, 3(5) , s. 308-324. Doi: https://doi.org/10.18261/issn.2535-2512-2019-05-01 - Full text in research archive

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  Det kjøpes lite tjenester til hjemmet. Vår kvantitative undersøkelse avdekker også stor motstand mot kjøp av tjenester i hjemmet. I den offentlige diskursen, derimot, fremstilles det som om slike tjenester etterspørres i økende grad. Artikkelen analyserer denne diskrepansen mellom diskurs, holdning og praksis. I denne studien søker vi å identifisere og analysere den offentlige diskursen rundt kjøp av tjenester i hjemmet. Diskursanalysen viser at tjenester i hjemmet inngår i en rekke polariserte diskurser om moral, fremskritt og kvinnekamp. Forskning på tjenestekjøp er en viktig referanse i disse diskursene, men funnene feilrepresenteres systematisk og støtter en forestilling om at både tilbud og etterspørsel etter tjenester til hjemmet er i rask vekst. Vi finner det vi har valgt å kalle en «diskursiv normalisering» i offentligheten, som står i sterk kontrast til det vi tolker som en moralsk praksis. Den peker på hvordan kjøp av tjenester bryter grenser mellom økonomiske sfærer preget av ulike moralkodekser.

• Gaustad, Tarje; Samuelsen, Bendik Meling, Warlop, Luk & Fitzsimons, Gavan J. (2019)
  Too much of a good thing? Consumer response to strategic changes in brand image.

  International Journal of Research in Marketing, 36(2) , s. 264-280. Doi: https://doi.org/10.1016/j.ijresmar.2019.01.001 - Full text in research archive

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  The current research investigates a potential disadvantage of building brand associations that resonate with consumers' identities and facilitate consumer–brand bonding. The authors propose a theory of consumer response to changes that either dampen or augment the associations central to brand image (e.g., due to brand acquisitions or repositioning). The results show that consumers with a high degree of self–brand connection respond more negatively than others do to changes that dampen brand associations. Counterintuitively, changes augmenting brand associations can also lead to unfavorable consumer sentiments in certain instances. When brand connection was linked to an ideal self-identity (i.e., self-enhancement motives), changes that augmented the brand image increased the brand's ability to signal an ideal identity. Conversely, when brand connection was linked to the actual self-identity (i.e., self-verification motives), augmenting brand image reduced the perceived similarity between the self and the brand, thus causing brand identification to deteriorate.

• Wathne, Kenneth Henning & Fjeldstad, Øystein Devik (2019)
  Where do we go from here? The future of B2B governance research.

  The journal of business & industrial marketing, 35(4) Doi: https://doi.org/10.1108/JBIM-10-2018-0308 - Full text in research archive

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  Purpose This paper aims to identify promising areas for future business to business (B2B) governance research. Design/methodology/approach This paper uses a theoretical approach. Findings Most governance research in marketing is conducted within the context of value chains (Porter 1985). There are great opportunities for governance researchers in marketing to improve the understanding of B2B relationships in problem solving and networking services. Moreover, rapid innovations taking place in networking services are changing the institutional environment across all forms of value creation. This in turn impacts how the nature and governance of relationships in the broader economy are understood. Originality/value The literature on B2B relationship governance is primarily rooted in one particular form of value creation, namely, the “value chain” (Porter, 1985). The authors examine whether the current conceptualization of B2B relationship governance is equally applicable for firms that have a different value creation logic and therefore engage in exchange relationships that differ in their object of exchange.

• Mani, Sudha; Wathne, Kenneth Henning & Antia, Kersi D. (2019)
  Franchising research in marketing : suggestions for future research

  Handbook of resarch on distribution channels, , s. 470-485. Doi: https://doi.org/10.4337/9780857938602

• Jacobsen, Jens Kristian Steen; Iversen, Nina Marianne & Hem, Leif Egil (2019)
  Hotspot crowding and over-tourism: Antecedents of destination attractiveness

  Annals of Tourism Research, 76, s. 53-66. Doi: https://doi.org/10.1016/j.annals.2019.02.011 - Full text in research archive

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  This study develops a unique model capturing antecedents of place attractiveness in tourism hotspot crowding contexts. A structural equation model reveals three density dimensions: one destination image variable and two avoidance versus approach reactions that influence assessments of crowding attitude and destination appraisals. Perceived density dimensions affect destination appraisals with varying intensities and valences. Both positive and negative sentiments are present – the former as excitement, fun and conviviality resulting from peoplewatching and socialising, and the latter as discomfort and resentment resulting from personal space violations and reduced feelings of uniqueness. Many tourist types are included in this study in historic town centres and villages in iconic fjord landscapes in Norway. Cruise passengers are more crowding tolerant than self-organised travellers.

• Verhulst, Nanouk; Keyser, Arne De, Gustafsson, Anders, Shams, Poja & Vaerenbergh, Yves van (2019)
  Neuroscience in service research: an overview and discussion of its possibilities

  Journal of Service Management (JOSM), 30(5) , s. 621-649. Doi: https://doi.org/10.1108/JOSM-05-2019-0135 - Full text in research archive

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  Purpose: The purpose of this paper is to discuss recent developments in neuroscientific methods and demonstrate its potential for the service field. This work is a call to action for more service researchers to adopt promising and increasingly accessible neuro-tools that allow the service field to benefit from neuroscience theories and insights. Design/methodology/approach: The paper synthesizes key literature from a variety of domains (e.g. neuroscience, consumer neuroscience and organizational neuroscience) to provide an in-depth background to start applying neuro-tools. Specifically, this paper outlines the most important neuro-tools today and discusses their theoretical and empirical value. Findings: To date, the use of neuro-tools in the service field is limited. This is surprising given the great potential they hold to advance service research. To stimulate the use of neuro-tools in the service area, the authors provide a roadmap to enable neuroscientific service studies and conclude with a discussion on promising areas (e.g. service experience and servicescape) ripe for neuroscientific input. Originality/value: The paper offers service researchers a starting point to understand the potential benefits of adopting the neuroscientific method and shows their complementarity with traditional service research methods like surveys, experiments and qualitative research. In addition, this paper may also help reviewers and editors to better assess the quality of neuro-studies in service.

• Fombelle, Paul; Voorhees, Clay, Jenkins, Mason, Sidaoui, Karim, Benoit, Sabine, Gruber, Thorsten, Gustafsson, Anders & Abosag, Ibrahim (2019)
  Customer Deviance: A Framework, Prevention Strategies, and Opportunities for Future Research

  Journal of Business Research, Doi: https://doi.org/10.1016/j.jbusres.2019.09.012 - Full text in research archive

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  The phrase the “customer is always right” assumes that customers provide universal benefits for firms. However, in recent years, customer deviance is on the rise and the academic literature has provided little insight into the drivers of deviance, the actual behaviors, and strategies for how managers can better manage a customer base that cannot be classified as universally benign. This article addresses customer deviance ranging from classic examples like shoplifting to engaging in hostile anti-brand behaviors on social media or even breaking established norms such as trespassing in stores after closing hours. In an effort to spur new research into customer deviance, we propose a customer deviance framework encompassing the triggers, behaviors, and consequences of customer deviance with attention given to differentiating firms, employees, and other customers as the possible targets of deviant behaviors. We outline prevention strategies that comprise social, design, and technological-oriented factors, which in turn can help firms better manage deviant behavior. In doing so, we identify gaps in the literature and close with an actionable agenda for future research that can help firms curtail these negative customer behaviors.

• Zhao, Dongxing; Corsetti, Maura, Moeini-Jazani, Mehrad, Weltens, Nathalie, Tuk, Mirjam A., Tack, Jan, Warlop, Luk & Oudenhove, Lukas Van (2019)
  Defecatory urge increases cognitive control and intertemporal patience in healthy volunteers

  Neurogastroenterology and Motility, 31(7) , s. 11-10. Doi: https://doi.org/10.1111/nmo.13600 - Full text in research archive

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  Past research has demonstrated that moderate urge to urinate improves inhibitory control, specifically among participants with higher behavioral inhibition sensitivity system (BIS), and the effect was absent when the urge exceeded intolerable level. The present research examines whether rectal distension-induced urge to defecate has similar effects. Moderate and high defecatory urge was induced by rectal distension in healthy volunteers (n=35), while they completed Stroop tasks and monetary delay discounting tasks. The difference of average reaction time between incongruent and congruent trials in the Stroop task (Stroop interference) and the preference for larger-later rewards in the delay discounting tasks were analyzed as the primary outcomes. Participants with high BIS sensitivity (n=17) showed greater ability to inhibit their automatic response tendencies, as indexed by their Stroop interference, under moderate-urge relative to no-urge condition (128±41 ms vs. 202±37 ms, t64=-2.07; p=0.021, Cohen’s d: -0.44), but not relative to high-urge condition (154±45 ms, t64=-1.20; p=0.12, Cohen’s d: -0.30). High-BIS participants also showed higher preference for larger-later reward in the delay discounting task under high (odds ratio = 1.51 [1.02–2.25], p=0.039) relative to no-urge condition, but not relative to moderate-urge condition (odds ratio = 1.02 [0.73–1.42], p = 0.91) In contrast, rectal distension did not influence performance on either of the tasks for participants with low BIS sensitivity (n=18). These findings may be interpreted as a ‘spill-over’ effect of inhibition of the urge to defecate to volitional cognitive control among healthy participants with high BIS sensitivity.

• Fagerstrøm, Asle; Bendheim, Liv Marie, Sigurdsson, Valdimar, Pawar, Sanchit & Foxall, Gordon R. (2019)
  The marketing firm and co‐creation: An empirical study of marketer and customer's co‐creation process

  Managerial and Decision Economics (MDE), Doi: https://doi.org/10.1002/mde.3076 - Full text in research archive

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  This study empirically investigates the marketer and customer's co‐creation process within the context of the marketing firm. Based on principles from bilateral contingencies, findings from a conjoint study (n = 98) indicate that utilitarian and informational reinforcing consequences from the marketer have a stronger impact on customers' co‐creation behavior relative to informational reinforcing consequences from other customers. Consequently, analyzing the impact of important reinforcing contingencies through the lens of bilateral contingencies expands our understanding of how and why co‐creation outcomes might occur. Also, a good co‐creation process may increase the business companies' research and intelligence and, as a consequence, strengthen their competitiveness.

• Veflen, Nina; Scholderer, Joachim & Elvekrok, Ingunn (2019)
  Composition of Collaborative Innovation Networks: An Investigation of Process Characteristics and Outcomes

  International Journal on Food System Dynamics, 10(1) , s. 1-20. Doi: https://doi.org/10.18461/ijfsd.v10i1.01 - Full text in research archive

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  In this study we test how different ways of composing collaborative action networks influence food innovation. Networks have received considerable attention in the literature and are perceived to enhance the likelihood of innovation success by overcoming resource and capability deficiencies. While previous studies of collaborate innovation in the food sector have been mostly qualitative case studies of one or a few networks, we compare 96 networks which were all structured according to the same network template. After content-analysing archive data, we estimated a vector-generalised linear model with binomial response distributions and probit link functions; with network composition as the predictor and the innovation process charateristics and outcomes as response variables. Our findings show that differently composed manufacturer networks lead to different outcomes and different process characteristics. We find that strong management and coordination of activities are more important for heterogeneous manufacturer networks than for homogeneous manufacturer networks, and that vertically composed networks with suppliers contribute to efficiency gains to a higher extent than networks consisting solely of manufacturers.

• Flygansvær, Bente Merete; Dahlstrøm, Robert & Nygaard, Arne (2019)
  Green innovation in recycling - A preliminary analysis of reversed logistics in Norway

  World Review of Entrepreneurship, Management and Sustainable Development, 15(6) , s. 719-733. Doi: https://doi.org/10.1504/WREMSD.2019.104860 - Full text in research archive

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  There has been an exponential growth of new electronic products in the global consumer market. New electronic consumer products generate a growing need for new methods, processes and entrepreneurship in recycling. In this study, we examine how entrepreneurs involved in the recycling of electronic products innovate to create a more sustainable circular economy. The recycling system must take care of electronics that contains hazardous materials. Also, a recycling system should prevent the waste of potentially useful materials. Thus, entrepreneurship is crucial to improve the handling of toxic material and processing technology to reuse valuable elements. Innovation therefore is essential to facilitate a sustainable recycling process. In this study, we analyse entrepreneurial innovation in the light of the organisational structure of the recycling system. Following a study of 108 recycling entrepreneurs, competition and specific investments are found to be important factors that drive the sustainable innovation that make Norway one of the countries with the highest recycling rates of electronic and electric waste.

• Larsen, Nils Magne; Sigurdsson, Valdimar, Breivik, Jørgen, Fagerstrøm, Asle & Foxall, Gordon R. (2019)
  The marketing firm: Retailer and consumer contingencies

  Managerial and Decision Economics (MDE), 41(2) , s. 203-215. Doi: https://doi.org/10.1002/mde.3053 - Full text in research archive

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  Efficiency has emerged as an important consumer value and thus has increased the importance of the in‐store search as one facet of consumer transaction costs. This paper contributes to the development of a marketing theory of the firm by analyzing the consumers' in‐store efficiency ratios and the retailers' natural sources of resistance to offer efficiency to all of their customers. We propose new behavioral metrics for consumer transaction costs. Our data from the behavioral tracking of 497 complete shopping trips reveal more transaction costs for quick shopping trips than for regular shopping trips, which demonstrates friction between retail and consumer transaction costs for quick trips.

• Walnum, Hans Jakob; Gössling, Stefan, Simonsen, Morten, Iversen, Nina Marianne, Hem, Leif Egil, Dybedal, Petter & Jacobsen, Jens Kristian Steen (2019)
  Sustainable cruises: Understanding and optimizing people, planet and profit - Oppsummering og synteserapport

  [Report Research]. Vestlandsforsking

• Peretz, Adrian & Olsen, Lars Erling (2019)
  Kan vi barbere oss til en bedre verden?

  [Popular Science Article]. BI Business Review,

• Peretz, Adrian & Olsen, Lars Erling (2019)
  Gillette-debatten handler ikke om budskapet, men om avsenderen

  [Popular Science Article]. kampanje.com,

• Olsen, Lars Erling (2019)
  Hvorfor Vy blir møtt med fy

  [Popular Science Article]. BI Business Review,

• Fagerstrøm, Asle; Bendheim, Liv Marie, Sigurdsson, Valdimar, Foxall, Gordon R. & Pawar, Sanchit (2019)
  The marketing firm and co‐creation: The case of co‐creation by LEGO

  Managerial and Decision Economics (MDE), Doi: https://doi.org/10.1002/mde.3077 - Full text in research archive

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  This article discusses the marketer and customer co‐creation process within the context of bilateral contingencies. Bilateral contingencies occur when the marketers' behavior is reinforced (and/or punished) by the customers' behavior, whereas the behavior of the customers is reinforced (and/or punished) by the marketers' actions. Using the example of the LEGO community, we discuss how the marketers in the organization can respond to behaviors resulting from co‐creational customer– customer exchanges. This paper fills the knowledge gap by presenting a behavior analysis framework (theory of the marketing firm) for the empirical measurement of the co‐creation process.

• Oest, Rutger Daniel van (2018)
  A New Coefficient of Interrater Agreement: The Challenge of Highly Unequal Category Proportions

  Psychological methods, 24(4) , s. 439-451. Doi: https://doi.org/10.1037/met0000183 - Full text in research archive

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  We derive a general structure that encompasses important coefficients of interrater agreement such as the S-coefficient, Cohen’s kappa, Scott’s pi, Fleiss’ kappa, Krippendorff’s alpha, and Gwet’s AC1. We show that these coefficients share the same set of assumptions about rater behavior; they only differ in how the unobserved category proportions are estimated. We incorporate Bayesian estimates of the category proportions and propose a new agreement coefficient with uniform prior beliefs. To correct for guessing in the process of item classification, the new coefficient emphasizes equal category probabilities if the observed frequencies are unstable due to a small sample, and the frequencies increasingly shape the coefficient as they become more stable. The proposed coefficient coincides with the S-coefficient for the hypothetical case of zero items; it converges to Scott’s pi, Fleiss’ kappa, and Krippendorff’s alpha as the number of items increases. We use simulation to show that the proposed coefficient is as good as extant coefficients if the category proportions are equal and that it performs better if the category proportions are substantially unequal.

• Velasco, Carlos (2018)
  Seasoning food with sound

  [Popular Science Article]. The Pembrokian, , s. 18-20.

• Omholt, Tore (2018)
  Changing places On the Use of Utopia and the Role of a Place Alarm System

  Management Studies, Doi: https://doi.org/10.17265/2328-2185/2018.06.009

• Omholt, Tore (2018)
  Strategies for inclusive place making

  Journal of Place Management and Development, 12(1) Doi: https://doi.org/10.1108/JPMD-09-2017-0098

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  Purpose – The purpose of this paper is to present a new approach to analyzing place making structure and processes, and discuss strategies for inclusive place making in urban areas. Design/methodology/approach – The theoretical approach is based on social systems theory and organization design theory, representing a constructionist and socio-structural approach to inclusive place making. The methodology is based on a comparative analysis of three cases of inclusive place making. Findings – The main findings are that place making systems today lack the necessary complexity in their politics and planning to secure inclusive place making and fail to organize for face-to-face interactions in place making processes. Research limitations/implications – In a social systems approach we observe how place stakeholders and systems observe place making realities and problems, and construct place images. This introduces some degree of uncertainty into our analyses, but constitutes an effective basis for studying inclusive strategy development. Practical implications – The findings indicate that observing how place stakeholders construct their opinions about the problems and possibilities for inclusive place making and face-to-face interactions, probably constitutes the best basis for practical support for inclusive place making. Social implications – The paper directs attention to the fact that current urban development strategies and policies towards inclusion of groups with limited resources today lack the necessary knowledge bases and means to deal effectively with the complexity related to current inclusion problems. Originality/value – The paper demonstrates that an approach, which supplements the basic governance systems with face-to-face interactions, can deal effectively with today’s problems of inclusivity.

• Olsen, Lars Erling (2018)
  Måling av merkeassosiasjoner - Reaksjonstid som metode

  Magma forskning og viten, 21(8) , s. 79-88. - Full text in research archive

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  Et viktig mål i merkeledelse er å posisjonere merket med relevante og unike assosiasjoner i kundenes hukommelse. Styrken på merkeassosiasjonene – hvor nært en assosiasjon er koblet til merket i hukommelsen – er svært viktig i merkeledelse. Det er imidlertid en utfordring å finne gode metoder for å måle assosiasjonsstyrke. Forskning og eksisterende praksis i markedsanalyse tilbyr få forslag til hvordan man kan måle assosiasjonsstyrke på en korrekt praktisk og teoretisk måte. Denne artikkelen tilbyr en løsning på dette problemet og foreslår måling av reaksjonstid basert på en trestegs analyseprosedyre. Metoden er basert på faktisk kognitiv tilgjengelighet av assosiasjoner i kundenes hukommelse, og hvordan denne tilgjengeligheten slår ut på individuelle reaksjonstider. Konkret produserer denne metoden forskjeller i rapportert hastighet (i millisekunder) mellom assosiasjoner, der kortere reaksjonstider indikerer en sterkere merkeassosiasjon. To studier benyttes for å illustrere metoden. I den første studien testes selskapsassosiasjoner til en stor norsk merkevare som gjennom responstider får innsikt i hvilke assosiasjoner som er sterkest koblet til merket. I den andre studien illustreres metoden ved å teste en rekke ulike sjokolademerkers merkeposisjoner. Resultatene viser at Kvikk Lunsj har den sterkeste posisjonen blant de ulike sjokolademerkene målt i reaksjonstid. Sammenfattet gir disse to studiene gode eksempler på hvordan den foreslåtte metoden kan benyttes, analyseres og rapporteres i praksis.

• Velasco, Carlos; Nijholt, Anton & Karunanayaka, Kasun (2018)
  Multisensory Human-Food Interaction

  Frontiers Media

• Gustafsson, Anders & Lervik-Olsen, Line (2018)
  The Past, Present and Futrure of Service Marketing: From Understanding Quality to Understanding Customers

  At the Forefront, Looking Ahead: Research-Based Answers to Contemporary Uncertainties of Management, , s. 251-266. Doi: https://doi.org/10.18261/9788215031583-2018-16

• Hunneman, Auke (2018)
  Store skjevheter ved bruk av stordata?

  [Professional Article]. Magma forskning og viten, 21(4) , s. 68-71. - Full text in research archive

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  Skaper bruk av stordata store skjevheter? Til tross for at tilgangen av stordata har bidratt til store endringer i hvordan vi designer forretningsmodeller, og fortsatt vil være en viktig driver i denne utviklingen, har flere den siste tiden kommet opp med en del kritiske merknader. Målet med denne artikkelen er å nyansere de ofte over-optimistiske forventningene til de positive effektene av stordata som verktøy. Artikkelen identifiserer ulike mulige begrensninger ved bruken av stordata. Disse begrensningene er knyttet til utfordringer både med selve analyseverktøyet og de slutningsfeil som skjer som en følge av menneskelig fortolkning (og samspillet mellom disse to). Ved å anerkjenne de utfordringene som kan oppstå ved utarbeidelse av prediksjoner og forecasting, er det mitt mål å sikre at stordata ikke kun blir en variant av Keiserens nye klær.

• Olsen, Lars Erling (2018)
  Future of Branding in a Digital Age

  At the Forefront, Looking Ahead: Research-Based Answers to Contemporary Uncertainties of Management, , s. 73-84. Doi: https://doi.org/10.18261/9788215031583-2018-06

• Dahlstrøm, Robert & Crosno, Jody Lynn (2018)
  Sustainable Marketing

  [Textbook]. Chicago Business Press

• Foss, Nicolai J. & Jensen, Henrik (2018)
  Managerial meta-knowledge and adaptation: Governance choice when firms don’t know their capabilities

  Strategic Organization, Doi: https://doi.org/10.1177/1476127018778717

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  How well do managers know the capabilities of the firms they manage? Such knowledge, which we refer to as managerial meta-knowledge, has not been systematically addressed in the management and governance literature—which is problematic, as managerial meta-knowledge influences governance choice. In fact, transaction cost economics, the dominant theory of governance choice in management research, assumes that managers perfectly know the capabilities of their firms. However, micro-level research streams on resource cognition and transactive memory, as well as the knowledge-based view of strategy, suggest that this assumption is not in general warranted: Managers’ meta-knowledge is in general imperfect. We therefore examine the implications of imperfect managerial meta-knowledge for governance choice. The key mechanism we highlight is that imperfect managerial meta-knowledge leads to surprises and frictions in contractual relationships, negatively influences the ability to engage in coordinated adaptation, and is a driver of ex post transaction costs. For these reasons, managerial meta-knowledge holds implications for governance choices, which we summarize in four propositions.

• Spence, Charles & Velasco, Carlos (2018)
  On the multiple effects of packaging colour on consumer behaviour and product experience in the ‘food and beverage’ and ‘home and personal care’ categories

  Food Quality and Preference, 68, s. 226-237. Doi: https://doi.org/10.1016/j.foodqual.2018.03.008 - Full text in research archive

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  Colour is perhaps the single most important element as far as the design of multisensory product packaging is concerned. It plays a key role in capturing the attention of the shopper in-store. A distinctive colour, or colour scheme, can also act as a valuable brand attribute (think here only of the signature colour schemes of Cadbury’s Dairy Milk chocolate). In many categories, though, colour is used to convey information to the consumer about a product’s sensory properties (e.g., taste or flavour, say), or else to prime other more abstract brand attributes (such as, for example, premium, natural, or healthy). However, packaging colour can also affect the customer’s product experience as well: Indeed, a growing body of empirical research now shows that packaging colour affects everything from the expected and perceived taste and flavour of food and beverage products through to the fragrance of home and personal care items. Packaging colour, then, plays a dominant role at several stages of the consumer’s product experience.

• Foss, Nicolai J. & Jensen, Henrik (2018)
  Managerial meta-knowledge and adaptation: Governance choice when firms don’t know their capabilities

  Strategic Organization, Doi: https://doi.org/10.1177/1476127018778717

  Show summary

  How well do managers know the capabilities of the firms they manage? Such knowledge, which we refer to as managerial meta-knowledge, has not been systematically addressed in the management and governance literature—which is problematic, as managerial meta-knowledge influences governance choice. In fact, transaction cost economics, the dominant theory of governance choice in management research, assumes that managers perfectly know the capabilities of their firms. However, micro-level research streams on resource cognition and transactive memory, as well as the knowledge-based view of strategy, suggest that this assumption is not in general warranted: Managers’ meta-knowledge is in general imperfect. We therefore examine the implications of imperfect managerial meta-knowledge for governance choice. The key mechanism we highlight is that imperfect managerial meta-knowledge leads to surprises and frictions in contractual relationships, negatively influences the ability to engage in coordinated adaptation, and is a driver of ex post transaction costs. For these reasons, managerial meta-knowledge holds implications for governance choices, which we summarize in four propositions.

• Solberg, Frode; Eriksen, Morten & Stiklestad, Trond (2018)
  Ledelse i små og mellomstore virksomheter. 2 utgave.

  Fagbokforlaget

• Jakubanecs, Aleksandrs; Fedorikhin, Alexander & Iversen, Nina Marianne (2018)
  Consumer responses to hedonic food products: Healthy cake or indulgent cake? Could dialecticism be the answer?

  Journal of Business Research, 91, s. 221-232. Doi: https://doi.org/10.1016/j.jbusres.2018.06.016

• Ronæs, Nina Helene & Lervik-Olsen, Line (2018)
  Logg av mobilen for å logge på livet

  Beta – Scandinavian Journal of Business Research, 32(1) , s. 20-40. Doi: https://doi.org/10.18261/issn.1504-3134-2018-01-02 - Full text in research archive

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  Feilbruk av internett kan føre til økt stress, redusert velvære og at vi logger av i økende grad. Dette får store konsekvenser for norske bedrifter. Hva skal de gjøre nå? Vise ansvar og oppfordre til å logge av? Etablere fysiske butikker i stedet? Eller legge til rette for mer hensiktsmessig og meningsfylt bruk? Spørsmålene er mange og ubesvarte. I denne artikkelen ser vi derfor på hva som får oss til å logge av internett, hvilke konsekvenser dette har for oss selv som individer, og ikke minst hvilke konsekvenser dette kan ha for bedriftene som vil beholde kundene sine – også på nett.

• Kurtmollaiev, Seidali; Lervik-Olsen, Line & Andreassen, Tor W. (2018)
  Innovasjon: Det du gjør, er ikke det de ser

  Magma forskning og viten, 21(7) , s. 21-28. - Full text in research archive

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  Norske bedrifter er opptatt av innovasjon. Motivasjonen er mangslungen. Noen innoverer for å kutte kostnader i produksjon og administrasjon eller for å bli mer bærekraftige. Andre ønsker å innovere i bedriftens eksisterende tilbud for å heve kvaliteten på leverte varer og tjenester eller for å redusere variasjonen i kvaliteten. Atter andre innoverer i organisasjonskultur for å bli mer kundesentriske. Felles for de fleste bedrifter er at kundene ikke blir spurt om bedriftens innovasjonsaktiviteter, og at kundenes syn på kvalitet blir tillagt begrenset betydning. Dette er typisk ved for eksempel klagehåndtering. I denne artikkelen benytter vi data fra Norsk Innovasjonsindeks utviklet ved Center for Service Innovation (CSI) på Norges Handelshøyskole. Vi hører fra markedsdirektører i utvalgte bransjer og bedrifter som forteller om hvilke innovasjoner som har funnet sted, og fra kunder som forteller om hva de opplever at bedriftene har gjort av endringer. Avstanden mellom hva bedriftene gjør, og hva kundene opplever at de faktisk gjør, gir ny innsikt som ledere kan bruke i sitt innovasjonsarbeid. Vi finner at i motsetning til stereotypiske oppfatninger om kunders manglende evne til å vurdere bedriftens innovasjonsarbeid, legger kundene godt merke til endringer. Innovasjonene oppfattes imidlertid ikke som enkeltstående tiltak, men som et resultat av den totale kundeopplevelsen. Ikke overraskende er det ofte forskjeller mellom bedriftens og kundenes vurdering av type endringer og omfanget på endringene. I noen tilfeller fører disse forskjellene, og bedriftens manglende kundeforståelse, til sterke emosjonelle kundereaksjoner, noe som igjen kan ha store konsekvenser for bedriftens omdømme og økonomi.

• Petit, Olivia; Velasco, Carlos & Spence, Charles (2018)
  Are large portions always bad? Using the Delboeuf illusion on food packaging to nudge consumer behaviour

  Marketing letters, 29(4) , s. 435-449. Doi: https://doi.org/10.1007/s11002-018-9473-6 - Full text in research archive

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  Exaggerated portion sizes are generally pictured on the front of product packaging in order to stimulate food craving and encourage consumer purchasing decisions. However, one problem with such images is that they can set inappropriate norms as far as food consumption is concerned and hence result in people serving themselves more than they otherwise might. The research reported here builds on the fact that depicting a food portion in a smaller (vs. larger) container (i.e., plate or bowl) creates the illusion of a larger (vs. smaller) portion, although the actual quantity of food remains the same (this is known as the Delboeuf illusion). Here, we demonstrate in two experiments that by presenting food in a smaller container (thus giving rise to the illusion of a relatively larger portion), participants have higher purchase intentions (study 1) and perceive the food as being more appetizing (study 2) but, crucially, decrease the size of the portion that they serve themselves (studies 1 and 2). Overall, by giving the impression of a larger portion on product packaging, the Delboeuf illusion could potentially be used to nudge consumers to find food more desirable, while at the same time leading them to reduce their serving, thus potentially benefitting both consumers and the food industry.

• Velasco, Carlos; Obrist, Marianna, Petit, Olivia & Spence, Charles (2018)
  Multisensory technology for flavor augmentation: A mini review

  Frontiers in Psychology, 9(26) Doi: https://doi.org/10.3389/fpsyg.2018.00026 - Full text in research archive

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  There is growing interest in the development of new technologies that capitalize on our emerging understanding of the multisensory influences on flavor perception in order to enhance human–food interaction design. This review focuses on the role of (extrinsic) visual, auditory, and haptic/tactile elements in modulating flavor perception and more generally, our food and drink experiences. We review some of the most exciting examples of recent multisensory technologies for augmenting such experiences. Here, we discuss applications for these technologies, for example, in the field of food experience design, in the support of healthy eating, and in the rapidly growing world of sensory marketing. However, as the review makes clear, while there are many opportunities for novel human–food interaction design, there are also a number of challenges that will need to be tackled before new technologies can be meaningfully integrated into our everyday food and drink experiences.

• Ilhan, Behice Ece; Kubler, Raoul V & Pauwels, Koen (2018)
  Battle of the Brand Fans: Impact of Brand Attack and Defense on Social Media

  Journal of Interactive Marketing, 43, s. 33-51. Doi: https://doi.org/10.1016/j.intmar.2018.01.003

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  Fans of a brand attack fans of rival brands on social media. Given the nature of such rival brand fan attacks, managers are unsure about how much control they should exercise on brand-negative comments on their owned social media touchpoints, and what brand actions drive these Attack, Defense and Across (ADA) posts. Multimethod analysis identifies ADA's impact across industries of technology, fast food, toothpaste, beverages, and sports apparel. Sentiment analysis identifies that fans posting in both communities stimulate both brand-negative and brand-positive comments. Despite their relatively low prevalence (1–6% of all posts), ADA posts induce broader social-media brand engagement as they substantially increase and prolong the effects of managerial control variables such as communication campaigns and new-product introductions. Brand managers, thus, have specific levers to stimulate the positive consequences of rival brand fan posting on their owned media.

• Patricio, Lia; Gustafsson, Anders & Fisk, Raymond P. (2018)
  Upframing Service Design and Innovation to Strengthen Future Research Impact

  Journal of Service Research, 21(1) , s. 1-14. Doi: https://doi.org/10.1177/1094670517746780

• Obrist, Marianna; Tu, Yunwen, Yao, Lining & Velasco, Carlos (2018)
  Not just functional, nutritious, but also experiential: Designing eating experiences for space travel

  Proceedings of the International Astronautical Congress, 2018-October

• Velasco, Carlos; Beh, Eric J., Le, Tiffany & Marmolejo-Ramos, Fernando (2018)
  The shapes associated with the concept of ‘sweet and sour’ foods

  Food Quality and Preference, 68(September) , s. 250-257. Doi: https://doi.org/10.1016/j.foodqual.2018.03.012 - Full text in research archive

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  Research on taste-shape correspondences has focused on one-to-one taste/shape matching tasks. However, foods and drinks tend to involve multiple shapes (or shape attributes) and tastes that co-occur at different moments of our eating experiences. In the present research, we assessed whether food concepts involving more than one taste (e.g., “sweet and sour”) would be associated with pairs of round and/or angular shapes. The participants matched pairs comprising angular and round shapes with “sweet and sour” food concepts more often than with other single taste and taste combination concepts, in a manner that is broadly consistent with studies involving one-to-one taste/shape matches. These results were observed both when the participants were presented with the shape pairs alone (Experiment 1) or along with a product’s packaging (Experiment 2). We conclude by presenting possible explanations for the results obtained, as well as directions for future research

• Velasco, Carlos; Hyndman, Sarah & Spence, Charles (2018)
  The role of typeface curvilinearity on taste expectations and perception

  International Journal of Gastronomy and Food Science, 11, s. 63-74. Doi: https://doi.org/10.1016/j.ijgfs.2017.11.007 - Full text in research archive

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  People associate specific shape properties with basic taste attributes (such as sweet, bitter, and sour). It has been suggested that more preferred visual aesthetic features are matched to sweetness whereas less-preferred features are matched with tastes such as bitter and sour instead. Given the range of visual aesthetic features that have been shown to be associated with typeface designs, it would seem reasonable to suggest that typefaces might therefore be associated with specific taste properties as well. Should that be the case, one might then wonder whether viewing text presented in, say, a rounder typeface would also potentially influence the perception of sweetness, as compared to viewing the same information when presented in a more angular typeface. Here, we summarize the latest findings supporting the existence of a crossmodal correspondence between typeface features, in particular curvilinearity, and basic tastes. Moreover, we present initial evidence that suggests that, under certain circumstances, typeface curvilinearity can influence taste ratings. Given such evidence, it can be argued that typeface may well be an important, if often neglected, aspect of our everyday lives which can be potentially useful in the design of food and drink product and brand experiences.

• Iversen, Nina Marianne & Hem, Leif Egil (2018)
  Spredning av delingstjenester

  Magma forskning og viten, (8) , s. 37-46.

• Nygaard, Arne; Gripsrud, Geir & Bø, Eirill (2018)
  Ledelse av Forsyningskjeder

  [Textbook]. Fagbokforlaget

• Andreassen, Tor W.; Lervik-Olsen, Line, Snyder, Hannah, Allard, Van Riel, Sweeney, Jill & Yves, Van Vaerenbergh (2018)
  Business model innovation and value-creation: the triadic way

  Journal of Service Management (JOSM), 29(5) Doi: https://doi.org/10.1108/JOSM-05-2018-0125 - Full text in research archive

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  Purpose Open service innovation is an emergent new service development practice, where knowledge on how to organize development work is scarce. The purpose of the present research is to identify and describe relevant archetypes of open service innovation. The study views an archetype as an organizing template that includes the competence of participants, organizing co-creation among participants and ties between participants. In particular, the study’s interest lies in how open service innovation archetypes are used for incremental and radical service innovation. Design/methodology/approach For the research, a nested case study was performed, in which an industrial firm with nine open service innovation groups was identified. Forty-five interviews were conducted with participants. For each case, first a within-case analysis was performed, and how to perform open service innovation in practice was described. Then, a cross-case analysis identifying similarities and differences between the open service innovation groups was performed. On the basis of the cross-case analysis, three archetypes for open service innovation were identified. Findings The nested case study identified three archetypes for open service innovation: internal group development, satellite team development and rocket team development. This study shows that different archetypes are used for incremental and radical service innovation and that a firm can have multiple open service innovation groups using different archetypes. Practical implications This study provides suggestions on how firms can organize for open service innovation. The identified archetypes can guide managers to set up, develop or be part of open service innovation groups. Originality/value This paper uses open service innovation as a mid-range theory to extend existing research on new service development in networks or service ecosystems. In particular, it shows how open service innovation can be organized to develop both incremental and radical service innovations.

• Iversen, Nina Marianne & Hem, Leif Egil (2018)
  Effects of nature-based visitor motivations on appraisals of destination & attraction desirability: a Norwegian case study

  Beta – Scandinavian Journal of Business Research, 32(2) , s. 204-233. Doi: https://doi.org/10.18261/issn.1504-3134-2018-02-05

• Kubler, Raoul V; Pauwels, Koen, Yildirim, Gokhan & Fandrich, Thomas (2018)
  App Popularity: Where in the world are consumers most sensitive to price and user ratings?

  Journal of Marketing, 82(5) , s. 20-44. Doi: https://doi.org/10.1509/jm.16.0140

  Show summary

  Many companies compete globally in a world in which user ratings and price are important drivers of performance but whose importance may differ by country. This study builds on the cultural, economic, and structural differences across countries to examine how app popularity reacts to price and ratings, controlling for product characteristics. Estimated across 60 countries, a dynamic panel model with product-specific effects reveals that price sensitivity is higher in countries with higher masculinity and uncertainty avoidance. Ratings valence sensitivity is higher in countries with higher individualism and uncertainty avoidance, while ratings volume sensitivity is higher in countries with higher power distance and uncertainty avoidance and those that are richer and have more income equality. For managers, the authors visualize country groups and calculate how much price should decrease to compensate for a negative review or lack of reviews. For researchers, they highlight the moderators of the volume and valence effects of online ratings, which are becoming ubiquitous in this connected world.

• Schjøll, Alexander; Alfnes, Frode & Lanseng, Even (2018)
  Reklame i blogger – forbrukeres holdninger og reaksjoner

  Markedsføring og forbrukerne – samfunnsvitenskapelige blikk, , s. 158-168.

• Burki, Umar; Ersoy, Pervin & Dahlstrøm, Robert (2018)
  Achieving Triple Bottom Line Performance in Manufacturer-Customer Supply Chains: Evidence from an Emerging Economy

  Journal of Cleaner Production, 197(Part 1) , s. 1307-1316. Doi: https://doi.org/10.1016/j.jclepro.2018.06.236

  Show summary

  The influence of sustainability on innovation is well-established, yet the efficacy of innovation as a determinant of sustainable performance in supply chains has received less scrutiny. This study examines green innovation practices as determinants of the triple bottom line performance. Moreover, the study implicates top management commitment to sustainability as a driver of green managerial and process innovation. The research employs AMOS to assess survey-based data collected from 181 Turkish manufacturers. The results offer evidence that top management commitment fosters green innovation practices, and these innovations enhance economic performance, environmental performance, and customer cooperation. Top management should therefore commit to achieving sustainable operations and follow up this commitment with green innovations that drive triple bottom line performance.

• Wathne, Kenneth Henning; Heide, Jan B., Mooi, Erik A. & Kumar, Alok (2018)
  Relationship governance dynamics: The roles of partner selection efforts and mutual investments

  Journal of Marketing Research, 55(5) , s. 704-721. Doi: https://doi.org/10.1177/0022243718801325 - Full text in research archive

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  The article studies interfirm governance in the context of supplier–reseller relationships. Using a longitudinal study, the authors examine the roles of supplier selection efforts and mutual specific investments with respect to (1) motivating a supplier to make incremental investments and (2) safeguarding these investments from supplier ex post transaction costs. The authors also examine the joint effects of selection efforts and mutual investments on supplier ex post transaction costs. From a practical standpoint, the findings suggest guidelines for channel strategy. Theoretically, they provide new insights into relationship dynamics, including evidence regarding the effects of a firm’s governance choices over time.

• Wathne, Kenneth Henning; Heide, Jan B., Mooi, Erik A. & Kumar, Alok (2018)
  Relationship governance dynamics: The roles of partner selection efforts and mutual investments

  Journal of Marketing Research, 55(5) , s. 704-721. Doi: https://doi.org/10.1177/0022243718801325 - Full text in research archive

  Show summary

  The article studies interfirm governance in the context of supplier–reseller relationships. Using a longitudinal study, the authors examine the roles of supplier selection efforts and mutual specific investments with respect to (1) motivating a supplier to make incremental investments and (2) safeguarding these investments from supplier ex post transaction costs. The authors also examine the joint effects of selection efforts and mutual investments on supplier ex post transaction costs. From a practical standpoint, the findings suggest guidelines for channel strategy. Theoretically, they provide new insights into relationship dynamics, including evidence regarding the effects of a firm’s governance choices over time.

• Scholderer, Joachim & Veflen, Nina (2018)
  Social norms and risk communication

  Trends in Food Science & Technology, 84, s. 62-63. Doi: https://doi.org/10.1016/j.tifs.2018.08.002 - Full text in research archive

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  Social norms are beliefs about what people in general would consider appropriate behaviour in a particular social context. In this mini-review, we summarise research on the role of social norms in the context of safe food handling practices. We review existing evidence regarding the influence of social norms on food handling practices related to cross-contamination and hygiene, time-temperature control and adequate cooking. Furthermore, we discuss the consequences of biases in social norms and how they might be mitigated by norm-oriented risk communication messages. Finally, we discuss potential conflicts between norms that are instrumental for safe food handling practices and norms that are instrumental for maintaining social relationships, and suggest directions for future research

• Flygansvær, Bente Merete; Dahlstrøm, Robert & Nygaard, Arne (2018)
  Exploring the Pursuit of Sustainability in Reverse Supply Chains for Electronics

  Journal of Cleaner Production, 189, s. 472-484. Doi: https://doi.org/10.1016/j.jclepro.2018.04.014 - Full text in research archive

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  Abstract: This study examines reverse supply chains in the electronics industry. The analysis characterizes the flow of resources among firms in a reverse supply chain in the Norwegian electronics industry. The study subsequently examines influences of governance mechanisms and culture on the social, ecological, and economic performance in the supply chain. Based on principal-agency theory, the authors implicate collaboration, monitoring, and specific assets as determinants of the interfirm culture operating in the reverse supply chain. The interfirm culture and collaboration serve as antecedents to triple bottom line performance. Data collected with Norwegian electronics collectors indicate that collaboration and interfirm culture influence ecological, economic, and relational components of sustainable performance.

• Christensen, Kasper Knoblauch; Scholderer, Joachim, Hersleth, Stine Alm, Næs, Tormod, Kvaal, Knut, Mollestad, Torulf, Veflen, Nina & Risvik, Einar (2018)
  How good are ideas identified by an automatic idea detection system?

  Creativity and Innovation Management, 27(1) , s. 23-31. Doi: https://doi.org/10.1111/caim.12260 - Full text in research archive

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  Online communities can be an attractive source of ideas for product and process innovations. However, innovative user‐contributed ideas may be few. From a perspective of harnessing “big data” for inbound open innovation, the detection of good ideas in online communities is a prob- lem of detecting rare events. Recent advances in text analytics and machine learning have made it possible to screen vast amounts of online information and automatically detect user‐contributed ideas. However, it is still uncertain whether the ideas identified by such systems will also be regarded as sufficiently novel, feasible and valuable by firms who might decide to develop them further. A validation study is reported in which 200 posts from an online home brewing commu- nity were extracted by an automatic idea detection system. Two professionals from a brewing company evaluated the posts in terms of idea content, idea novelty, idea feasibility and idea value. The results suggest that the automatic idea detection system is sufficiently valid to be deployed for the harvesting and initial screening of ideas, and that the profile of the identified ideas (in terms of novelty, feasibility and value) follows the same pattern identified in studies of user ide- ation in general

• Olsen, Lars Erling (2018)
  Menn gir gaver på Valentinsdagen for å oppnå fordeler på parringsmarkedet

  [Popular Science Article]. Forskning.no,

• Olsen, Lars Erling (2018)
  Gaver i romantikkens tegn

  [Popular Science Article]. BI Business Review,

• Olson, Erik (2018)
  Trumping research biases

  BI Marketing Magazine, , s. 28-29.

• Olson, Erik (2018)
  Will songs be written about self-driving cars?

  BI Marketing Magazine, , s. 16-17.

• Grewal, Rajdeep; Saini, Amit, Kumar, Alok, Dwyer, F. Robert & Dahlstrøm, Robert (2018)
  Marketing Channel Management in Foreign Markets: Integrative Framework for Multinational Corporations

  Journal of Marketing, 82(4) , s. 49-89. Doi: https://doi.org/10.1509/jm.16.0335

  Show summary

  Multinational corporations (MNCs) adopt increasingly diverse and complex marketing channels to sell their products worldwide. They strive to manage channels that confront diverse demands from headquarters, foreign subsidiaries, and local partners, as well as complex market environments. Because extant research on MNCs’ marketing channels is sparse, we propose an organizing framework to spur and guide research on MNC channel management. As a meta-theory that integrates economic and social elements of MNC channel management, we use a political economy perspective to propose two testable frameworks pertaining to determinants of (1) MNC marketing channel structures and processes and (2) MNC marketing channel outcomes. Building on these frameworks, we advance a research agenda to test substantive relationships, elaborate new constructs, and study new contexts pertaining to MNC marketing channels. A set of propositions illustrates the applicability of these conceptual frameworks.

• Nezami, Mehdi; Worm, Stefan & Palmatier, Robert (2018)
  Disentangling the Effect of Services on B2B Firm Value: Trade-Offs of Sales, Profits, and Earnings Volatility

  International Journal of Research in Marketing, 35(2) , s. 205-223. Doi: https://doi.org/10.1016/j.ijresmar.2017.12.002 - Full text in research archive

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  In the face of declining business and growing pressures from low-cost competitors, many business-to-business (B2B) manufacturers have moved from their previously successful product-centric strategies to more service-oriented business models. Yet despite their substantial investments in services, firms fail to understand the performance ramifications of these offerings. With a longitudinal data set (2001–2016) of 227 B2B manufacturers listed in the S&P 1500 index, this study disentangles the simultaneous effects of financial-based mechanisms that link the service ratio (i.e., share of a firm’s revenue generated from selling services) to firm value. The findings reveal significant trade-offs across these mechanisms. Although the service ratio monotonously boosts sales growth, it has U-shaped curvilinear relationships with profitability and earnings volatility. These effects also depend on industry- and firm-level factors. Industry maturity positively moderates the effects of the service ratio on sales growth and profitability. However, business scope has an adverse effect on the service ratio–profitability relationship. Finally, industry turbulence negatively moderates the effect of services on earnings volatility.

• Gaustad, Tarje; Samuelsen, Bendik Meling, Warlop, Luk & Fitzsimons, Gavan J. (2018)
  The perils of self-brand connections: Consumer response to changes in brand meaning

  Psychology & Marketing, Doi: https://doi.org/10.1002/mar.21137

  Show summary

  Companies commit considerable resources to building brand associations that resonate with consumers’ identities and facilitate strong consumer–brand bonds. The current research investigates a potential disadvantage of this popular strategy. The results from three studies show that consumers with a high degree of self‐brand connection respond negatively to brand developments (e.g., brand acquisitions and repositioning) that change brand meaning. The authors show that this effect is due to a change in the identity signaled by the brand. The results contrast with existing research, which has consistently found that brand connections promote probrand behavior and serve as a buffer against negative brand information.

• Olsen, Lars Erling (2018)
  Trenger vi merkevarer i en digital tid?

  [Popular Science Article]. BI Business Review,

• Selnes, Fred Erling & Staude, Cecilie (2017)
  Hvordan lykkes med reklame på Facebook? :

  Magma forskning og viten, 20(4) , s. 22-29.

• Eggen, Svend Asle (2017)
  Studentveileder i bacheloroppgaveskriving for BI

  [Report Research]. Handelshøyskolen BI

• Mahmoud, Abdulai Mahmoud; Kastner, Adelaide Naa Amerley & Lartey, Jared Offei (2017)
  Internet-Based Relationship Marketing: A Sub-Saharan African Perspective

  Journal of Relationship Marketing, Doi: https://doi.org/10.1080/15332667.2017.1349555

• Voorhees, Clay; Fombelle, Paul, Gregoire, Yany, Bone, Sterling, Gustafsson, Anders, SOUSA, Rui & Walkowiak, Travis (2017)
  Myopia in Service Research: A Call and Research Agenda to Expand our Lens Beyond the Core Service Encounter

  Journal of Business Research, 79(Oct) , s. 269-280. Doi: https://doi.org/10.1016/j.jbusres.2017.04.014

• Heggernes, Tarjei Alvær (2017)
  Digital Forretningsforståelse, 2. utgave

  [Textbook]. Fagbokforlaget

• Biong, Harald & Silkoset, Ragnhild (2017)
  Buying CSR with employees' pensions? The effect of social responsible investments on Norwegian SMEs' choice of pension fund management: A conjoint survey

  International Journal of Bank Marketing, 35(1) , s. 56-74. Doi: https://doi.org/10.1108/IJBM-10-2015-0162

  Show summary

  Purpose Employees often expect an emphasis on financial aspects to be predominant when their employers choose a fund management company for the investment of employees’ pension fund deposits. By contrast, in an attempt to appear as socially responsible company managers may emphasize social responsibility (SR) in pension fund choices. The purpose of this paper is to examine to what extent managers for small- and medium-sized companies emphasize SR vs expected returns when choosing investment managers for their employees’ pension funds. Design/methodology/approach A conjoint experiment among 276 Norwegian SMEs’ decision makers examines their trade-offs between social and financial goals in their choice of employees’ pension management. Furthermore, the study examines how the companies’ decision makers’ characteristics influence their pension fund management choices. Findings The findings show that the employers placed the greatest weight to suppliers providing funds adhering to socially responsible investment (SRI) practices, followed by the suppliers’ corporate brand credibility, the funds’ expected return, and the suppliers’ management fees. Second, employers with investment expertise emphasized expected returns and downplayed SR in their choice, whereas employers with stated CSR-strategies downplayed expected return and emphasized SR. Originality/value Choice of supplier to manage employees’ pension funds relates to a general discussion on whether companies should do well – maximizing value, or do good, – maximizing corporate SR. In this study, doing well means maximizing expected returns and minimizing costs of the pension investments, whereas doing good means emphasizing SRI in this choice. Unfortunately, the employees might pay a price for their companies’ ethicality as moral considerations may conflict with maximizing the employees’ pension fund value.

• Voorhees, Clay; Fombelle, Paul, Gregoire, Yany, Bone, Sterling, Gustafsson, Anders, SOUSA, Rui & Walkowiak, Travis (2017)
  Myopia in Service Research: A Call and Research Agenda to Expand our Lens Beyond the Core Service Encounter

  Journal of Business Research, 79(Oct) , s. 269-280. Doi: https://doi.org/10.1016/j.jbusres.2017.04.014

• Salgado-Montejo, Alejandro; Velasco, Carlos, Ariza, Luis Eduardo, Salgado, Rodrigo & Moreno, Ana Maria (2017)
  The four moments of experience: Streamlining the process of packaging development

  [Professional Article]. ESOMAR Publication Series Volume S378 LA 2017,

• Perks, Helen; Kowalkowski, Christian, Witell, Lars & Gustafsson, Anders (2017)
  Network orchestration for value platform development

  Industrial Marketing Management, 67(Nov) , s. 106-121. Doi: https://doi.org/10.1016/j.indmarman.2017.08.002

• Olson, Erik (2017)
  Will songs be written about autonomous cars? The implications of self-driving vehicle technology on consumer brand equity and relationships

  International Journal of Technology Marketing, 12(1) , s. 23-41. Doi: https://doi.org/10.1504/IJTMKT.2017.10002383

  Show summary

  Fully autonomous vehicles that take all the driving duties away from car passengers will soon be available from most of the world’s automakers and a variety of world famous technology brands such as Google and Apple. While a number of legal and technical issues need to be resolved before self-driving cars can be commercialised, they are predicted to offer a number of potential advantages in terms of passenger convenience, safety, and comfort, although there is also speculation that the technology may reduce the emotional bond that many consumers have for cars and car brands. This paper uses branding literature and theory to predict how self-driving technology may change the influence of brands on consumer vehicle choice, including the desire to own a car, and the potential opportunities and challenges this will present to automotive and non-automotive brand managers and researchers.

• Gebauer, Heiko; Saul, Caroline, Haldimann, Mirella & Gustafsson, Anders (2017)
  Organizational capabilities for pay-per-use services in product-oriented companies

  International Journal of Production Economics, 192(Oct) , s. 157-168. Doi: https://doi.org/10.1016/j.ijpe.2016.12.007

• Wang, Qian J; Knoeferle, Klemens & Spence, Charles (2017)
  Music to make your mouth water? Assessing the potential influence of sour music on salivation

  Frontiers in Psychology, 8:638 Doi: https://doi.org/10.3389/fpsyg.2017.00638 - Full text in research archive

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  People robustly associate various sound attributes with specific smells/tastes, and soundtracks that are associated with specific tastes can influence people’s evaluation of the taste of food and drink. However, it is currently unknown whether such soundtracks directly impact the eating experience via physiological changes (an embodiment account), or whether they act at a higher cognitive level, or both. The present research assessed a version of the embodiment account, where a soundtrack associated with sourness is hypothesized to induce a physiological response in the listener by increasing salivary flow. Salivation was measured while participants were exposed to three different experimental conditions – a sour soundtrack, a muted lemon video showing a man eating a lemon, and a silent baseline condition. The results revealed that salivation during the lemon video condition was significantly greater than in the sour soundtrack and baseline conditions. However, contrary to our hypothesis, there was no significant difference between salivation levels in the sour soundtrack compared to the baseline condition. These results are discussed in terms of potential mechanisms underlying the auditory modulation of taste perception/evaluation.

• Wang, Qian J; Knoeferle, Klemens & Spence, Charles (2017)
  Music to make your mouth water? Assessing the potential influence of sour music on salivation

  Frontiers in Psychology, 8:638 Doi: https://doi.org/10.3389/fpsyg.2017.00638 - Full text in research archive

  Show summary

  People robustly associate various sound attributes with specific smells/tastes, and soundtracks that are associated with specific tastes can influence people’s evaluation of the taste of food and drink. However, it is currently unknown whether such soundtracks directly impact the eating experience via physiological changes (an embodiment account), or whether they act at a higher cognitive level, or both. The present research assessed a version of the embodiment account, where a soundtrack associated with sourness is hypothesized to induce a physiological response in the listener by increasing salivary flow. Salivation was measured while participants were exposed to three different experimental conditions – a sour soundtrack, a muted lemon video showing a man eating a lemon, and a silent baseline condition. The results revealed that salivation during the lemon video condition was significantly greater than in the sour soundtrack and baseline conditions. However, contrary to our hypothesis, there was no significant difference between salivation levels in the sour soundtrack compared to the baseline condition. These results are discussed in terms of potential mechanisms underlying the auditory modulation of taste perception/evaluation.

• Ablart, Damien; Velasco, Carlos, Vi, Chi Thanh, Gatti, Elia & Obrist, Marianna (2017)
  The how and why behind a multisensory art display

  Interactions, 24(6) , s. 38-43. Doi: https://doi.org/10.1145/3137091

• Vi, Chi Thanh; Ablart, Damien, Gatti, Elia, Velasco, Carlos & Obrist, Marianna (2017)
  Not just seeing, but also feeling art: Mid-air haptic experiences integrated in a multisensory art exhibition

  International Journal of Human-Computer Studies, 108, s. 1-14. Doi: https://doi.org/10.1016/j.ijhcs.2017.06.004

  Show summary

  The use of the senses of vision and audition as interactive means has dominated the field of Human-Computer Interaction (HCI) for decades, even though nature has provided us with many more senses for perceiving and interacting with the world around us. That said, it has become attractive for HCI researchers and designers to harness touch, taste, and smell in interactive tasks and experience design. In this paper, we present research and design insights gained throughout an interdisciplinary collaboration on a six-week multisensory display – Tate Sensorium – exhibited at the Tate Britain art gallery in London, UK. This is a unique and first time case study on how to design art experiences whilst considering all the senses (i.e., vision, sound, touch, smell, and taste), in particular touch, which we exploited by capitalizing on a novel haptic technology, namely, mid-air haptics. We first describe the overall set up of Tate Sensorium and then move on to describing in detail the design process of the mid-air haptic feedback and its integration with sound for the Full Stop painting by John Latham (1961). This was the first time that mid-air haptic technology was used in a museum context over a prolonged period of time and integrated with sound to enhance the experience of visual art. As part of an interdisciplinary team of curators, sensory designers, sound artists, we selected a total of three variations of the mid-air haptic experience (i.e., haptic patterns), which were alternated at dedicated times throughout the six-week exhibition. We collected questionnaire-based feedback from 2500 visitors and conducted 50 interviews to gain quantitative and qualitative insights on visitors’ experiences and emotional reactions. Whilst the questionnaire results are generally very positive with only a small variation of the visitors’ arousal ratings across the three tactile experiences designed for the Full Stop painting, the interview data shed light on the differences in the visitors’ subjective experiences. Our findings suggest multisensory designers and art curators can ensure a balance between surprising experiences versus the possibility of free exploration for visitors. In addition, participants expressed that experiencing art with the combination of mid-air haptic and sound was immersive and provided an up-lifting experience of touching without touch. We are convinced that the insights gained from this large-scale and real-world field exploration of multisensory experience design exploiting a new and emerging technology provide a solid starting point for the HCI community, creative industries, and art curators to think beyond conventional art experiences. Specifically, our work demonstrates how novel mid-air technology can make art more emotionally engaging and stimulating, especially abstract art that is often open to interpretation.

• Hunneman, Auke; Verhoef, Peter C. & Sloot, Laurens (2017)
  The moderating role of shopping trip type in store satisfaction formation

  Journal of Business Research, 78, s. 133-142. Doi: https://doi.org/10.1016/j.jbusres.2017.05.012

• Gustafsson, Anders & Bowen, David (2017)
  The curious case of interdisciplinary research deficiency: Cause or symptom of what truly ails us?

  Journal of Business Research, 79, s. 269-280. Doi: https://doi.org/10.1016/j.jbusres.2017.05.006

• Abhishek, Pathak; Gemma, Calvert & Velasco, Carlos (2017)
  Evaluating the impact of early- and late-acquired phonemes on the luxury appeal of brand names

  Journal of Brand Management, 24(6) , s. 522-545. Doi: https://doi.org/10.1057/s41262-017-0048-2

• Andreassen, Tor W.; Lervik-Olsen, Line & Kurtmollaiev, Seidali (2017)
  Innovation economics

  Innovating for Trust, , s. 383-399.

• Lervik-Olsen, Line; Kurtmollaiev, Seidali & Andreassen, Tor W. (2017)
  Norwegian Innovation Index: Methodology Report

  [Report Research]. Samfunns- og næringslivsforskning

• Knoeferle, Klemens; Paus, Vilhelm Camillus & Vossen, Alexander (2017)
  An upbeat crowd: Fast in-store music alleviates negative effects of high social density on customers’ spending

  Journal of Retailing, 93(4) , s. 541-549. Doi: https://doi.org/10.1016/j.jretai.2017.06.004 - Full text in research archive

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  Research suggests that in-store crowding can lower customers’ spending, thus limiting overall benefits of high store frequentation. Here, we propose that this negative effect can be mitigated by adjusting store ambiance, specifically by using certain types of in-store music. To test this idea, we conducted a longitudinal field experiment in which we manipulated in-store music tempo and measured social density in six European retail stores. Analyzing over 40,000 individual shopping baskets, we found that social density had an inverted u-shape effect on customer spending. This effect was moderated by in-store music tempo, such that fast music strongly increased spending under high-density conditions. The increase in shopping basket value was driven by customers buying more items rather than buying items that were more expensive. Fast music thus alleviated negative effects of social density. We discuss the theoretical implications of these findings and describe how practitioners can use in-store music to counter negative effects of high customer density.

• Petit, Olivia; Spence, Charles, Velasco, Carlos, Woods, Andy T. & Cheok, Adrian David (2017)
  Changing the influence of portion size on consumer behavior via imagined consumption

  Journal of Business Research, 75, s. 240-248. Doi: https://doi.org/10.1016/j.jbusres.2016.07.021

• Spence, Charles; Obrist, Marianna, Velasco, Carlos & Ranasinghe, Nimesha (2017)
  Digitizing the chemical senses: Possibilities & pitfalls

  International Journal of Human-Computer Studies, 107, s. 62-74. Doi: https://doi.org/10.1016/j.ijhcs.2017.06.003 - Full text in research archive

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  Many people are understandably excited by the suggestion that the chemical senses can be digitized; be it to deliver ambient fragrances (e.g., in virtual reality or health-related applications), or else to transmit flavour experiences via the internet. However, to date, progress in this area has been surprisingly slow. Furthermore, the majority of the attempts at successful commercialization have failed, often in the face of consumer ambivalence over the perceived benefits/utility. In this review, with the focus squarely on the domain of Human-Computer Interaction (HCI), we summarize the state-of-the-art in the area. We highlight the key possibilities and pitfalls as far as stimulating the so-called ‘lower’ senses of taste, smell, and the trigeminal system are concerned. Ultimately, we suggest that mixed reality solutions are currently the most plausible as far as delivering (or rather modulating) flavour experiences digitally is concerned. The key problems with digital fragrance delivery are related to attention and attribution. People often fail to detect fragrances when they are concentrating on something else; And even when they detect that their chemical senses have been stimulated, there is always a danger that they attribute their experience (e.g., pleasure) to one of the other senses – this is what we call ‘the fundamental attribution error’. We conclude with an outlook on digitizing the chemical senses and summarize a set of open-ended questions that the HCI community has to address in future explorations of smell and taste as interaction modalities

• Worm, Stefan; Bharadwaj, Sundar, Ulaga, Wolfgang & Reinartz, Werner (2017)
  When and why do customer solutions pay off in business markets?

  Journal of the Academy of Marketing Science, 45(4) , s. 490-512. Doi: https://doi.org/10.1007/s11747-017-0529-6

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  Manufacturers invest in customer solutions to differentiate their offerings and sustain profitability despite declining margins from goods sales. Notwithstanding strong managerial and academic interest, an examination of whether and explanations for when and why solutions translate into superior performance are lacking. We test hypotheses developed from the resource-based theory and transaction cost economics, supplemented with in-depth theory-in-use interviews, on primary and secondary data collected from 175 manufacturers. From a model that corrects for endogeneity, the findings suggest that, compared with other service offerings, solutions are associated with increased return on sales. This positive profitability effect is enhanced in firms with greater sales capabilities; it is stronger in industries with greater buyer power but weaker in technology-intensive industries. These results caution against the simplistic view of solutions as a universal route to gaining competitive advantage and aid in better identifying the role of solutions in a manufacturer’s offering portfolio.

• Berg, Terje & Erichsen, Morten (2017)
  Mot et rammeverk for læring i auditoriet ved hjelp av et spillbasert responssystem

  Bred og spiss! NTNU Handelshøyskolen 50 år: En vitenskapelig jubileumsantologi, , s. 331-346. - Full text in research archive

  Show summary

  Denne artikkelen studerer hvordan responssystemer i auditoriet motiverer gjennom engasjement og aktivitet, hvordan det kan tilrettelegges for tilbakemelding i store auditorier, og påvirke dybde- og overflatelæring. Tilnærmingen er induktiv og undersøkende, og bygger primært på intervjuer av studenter og forelesere, men støtter seg også på kvantitative data. Vi finner indikasjoner på at Kahoot! primært er et verktøy for overflatelæring, men kan bidra til dybdelæring gjennom økt sosial- og prestasjonsmotivasjon. Suksess betinger at foreleseren bearbeider den tilbakemeldingen som resultatene fra quizene representerer, og benytter denne til å videreutvikle undervisningen.

• Varlid, Vebjørn; Moen, Kristine & Lervik-Olsen, Line (2017)
  Bruk kompetansen din når du tar samfunnsansvar

  Magma forskning og viten, (7) , s. 31-42.

• Knoeferle, Klemens; Li, Jixing, Maggioni, Emanuela & Spence, Charles (2017)
  What drives sound symbolism? Different acoustic cues underlie sound-size and sound-shape mappings

  Scientific Reports, 7(1) Doi: https://doi.org/10.1038/s41598-017-05965-y - Full text in research archive

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  Sound symbolism refers to the non-arbitrary mappings that exist between phonetic properties of speech sounds and their meaning. Despite there being an extensive literature on the topic, the acoustic features and psychological mechanisms that give rise to sound symbolism are not, as yet, altogether clear. The present study was designed to investigate whether different sets of acoustic cues predict size and shape symbolism, respectively. In two experiments, participants judged whether a given consonant-vowel speech sound was large or small, round or angular, using a size or shape scale. Visual size judgments were predicted by vowel formant F1 in combination with F2, and by vowel duration. Visual shape judgments were, however, predicted by formants F2 and F3. Size and shape symbolism were thus not induced by a common mechanism, but rather were distinctly affected by acoustic properties of speech sounds. These findings portray sound symbolism as a process that is not based merely on broad categorical contrasts, such as round/unround and front/back vowels. Rather, individuals seem to base their sound-symbolic judgments on specific sets of acoustic cues, extracted from speech sounds, which vary across judgment dimensions.

• Antia, Kersi D.; Mani, Sudha & Wathne, Kenneth Henning (2017)
  Franchisor-Franchisee Bankruptcy and the Efficacy of Franchisee Governance

  Journal of Marketing Research, 54(6) , s. 952-967. Doi: https://doi.org/10.1509/jmr.14.0182

• Heggernes, Tarjei Alvær; Torvatn, Tim Kristian Andreas, Belsom, Einar, Sørheim, Roger & Rolfsen, Monica (2017)
  Teknologiledelse - for ingeniørstudier, arbeidsbok og casesamling

  [Textbook]. Fagbokforlaget

• Burki, Umar & Dahlstrøm, Robert (2017)
  Mediating Effects of Green Innovation on Interfirm Cooperation

  Australasian Marketing Journal, 25(2) , s. 149-156. Doi: https://doi.org/10.1016/j.ausmj.2017.05.001

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  Previous empirical research has largely neglected the mediating role of green innovations on the top management commitment-customer cooperation relationship. This study examines effects of green process innovation and green managerial innovations on this relationship. An empirical analysis with a sample of 181 ISO 14001 Turkish manufacturing firms suggests that top management commitment positively affects customer cooperation, process innovation and managerial innovation. Green process innovation mediates the positive association between top management commitment and customer cooperation, whereas green managerial innovation does not. These findings suggest that green process innovation facilitates business partners to mitigate the external negative impact on environment. By contrast, green managerial innovation has a stronger in-house orientation and facilitates business firms to minimize their carbon footprints.

• Abrahamsen, Morten H.; Havenvid, Malena Ingemansson & Rocca, Antonella La (2017)
  Researching the Interactive Business Landscape

  No Business is an Island: Making Sense of the Interactive Business World, , s. 253-273. Doi: https://doi.org/10.1108/978-1-78714-549-820171014

  Show summary

  In this chapter, the authors focus on three challenges related to the attributes of the interactive business world and on the related implications for methodology. The first challenge is how to capture the continuity of business relationships, which implies: (1) Taking a two-sided (bilateral) view when researching business relationships, (2) collecting data on content and consequences of business relationships and (3) developing a research design to capture development over time. The second challenge is how to set boundaries and trace network-like structures, which implies: (1) identifying the relevant relationships that appear to affect each other in a network-like manner, (2) capturing interdependences among relationships (how they affect each other) and (3) researching forces generating network dynamics (how these interdependencies are established and change over time). The third challenge is how to observe and research interaction processes in business relationships, which leave little traces and are difficult to record. This requires the attention on (1) the choice of point(s) of observation, (2) the handling of the subjective understanding of interaction and (3) researching how interaction unfolds. The authors conclude with a discussion on the complexity of handling these challenges, and related methodological choices, when ‘research objects’ are interconnected.

• Doorn, George Van; Woods, Andy T., Levitan, Carmel, Wan, Xiaoang, Velasco, Carlos, Bernal-Torres, Cesar & Spence, Charles (2017)
  Does the shape of a cup influence coffee taste expectations? A cross-cultural, online study

  Food Quality and Preference, 56, s. 201-211. Doi: https://doi.org/10.1016/j.foodqual.2016.10.013

• Dimitriu, Radu; Warlop, Luk & Samuelsen, Bendik Meling (2017)
  Brand extension similarity can backfire when you look for something specific

  European Journal of Marketing, 51(5/6) , s. 850-868. Doi: https://doi.org/10.1108/EJM-09-2015-0662 - Full text in research archive

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  Purpose The purpose of this paper is to show that high similarity between a parent brand and an extension category can have a detrimental effect on how a brand extension is perceived to perform on specific attributes. This happens because similarity influences the perceived positioning of a brand extension: lower similarity extensions can be perceived as “specialized” products, whereas high similarity extensions are perceived as “all-in-one” products not performing exceptionally well on any specific attribute. Design/methodology/approach The authors test the hypothesized effect through three experimental studies. The authors manipulate similarity both within subjects (Study 1a) and between subjects (Study 1b and Study 2). Further, the authors test the effect for specific attributes that are physical/concrete in nature (Study 1a and Study 1b) as well as attributes that are abstract/imagery-related in nature (Study 2). Findings High compared to low similarity improves perceptions of overall performance (i.e. performance across all attributes). But as expected, the authors also find that a high similarity brand extension is perceived to perform worse on the attribute on which a low similarity brand extension specializes, even when the parent brands of the extensions possess that attribute to the same extent. This perception of attribute performance carries on to influence brand extension purchase likelihood. Practical implications The degree of brand extension similarity has consequences for how brand extensions are perceived to be positioned in the marketplace. Although high similarity extensions receive positive evaluations, they might not be suitable when a company is trying to instil a perception of exceptional performance on a specific attribute. Originality/value The authors demonstrate a consequential exception to the marketing wisdom that brands should extend to similar categories. Although the degree of brand extension similarity has been repeatedly shown to have a positive effect on brand extension evaluation, the authors document a case when its effect is actually detrimental. This study’s focus on the dependent variable of perceived performance on specific attributes is novel in the brand extension literature.

• Carvalho, Felipe Reinoso; Touhafi, Abdellah, Steenhaut, Kris, Ee, Raymond van & Velasco, Carlos (2017)
  Using sound to enhance taste experiences: An overview

  Lecture Notes in Computer Science (LNCS), 10525 LNCS, s. 316-330. Doi: https://doi.org/10.1007/978-3-319-67738-5_19

• Elvekrok, Ingunn; Veflen, Nina, Nilsen, Etty Ragnhild & Gausdal, Anne Haugen (2017)
  Firm innovation benefits from regional triple-helix networks

  Regional studies, 52(9) , s. 1214-1224. Doi: https://doi.org/10.1080/00343404.2017.1370086

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  This study investigates the value of constructed regional triple-helix networks for participating firms. Although participation in such networks is encouraged, the documentation of firm benefits is limited. The results from this longitudinal case study and survey study indicate that the primary benefits from network participation are increased access to knowledge and improved ability to meet challenges. Important characteristics of well-functioning networks are having a committed manager and common activities that build relationships. Lack of resources dedicated to networking limit a firm’s outcome, while participating in joint projects enhances it. The study contributes to the literature on network benefits and regional innovation policies.

• Elvekrok, Ingunn; Veflen, Nina, Nilsen, Etty Ragnhild & Gausdal, Anne Haugen (2017)
  Firm innovation benefits from regional triple-helix networks

  Regional studies, 52(9) , s. 1214-1224. Doi: https://doi.org/10.1080/00343404.2017.1370086

  Show summary

  This study investigates the value of constructed regional triple-helix networks for participating firms. Although participation in such networks is encouraged, the documentation of firm benefits is limited. The results from this longitudinal case study and survey study indicate that the primary benefits from network participation are increased access to knowledge and improved ability to meet challenges. Important characteristics of well-functioning networks are having a committed manager and common activities that build relationships. Lack of resources dedicated to networking limit a firm’s outcome, while participating in joint projects enhances it. The study contributes to the literature on network benefits and regional innovation policies.

• Veflen, Nina; Storstad, Oddveig, Samuelsen, Bendik Meling, Langsrud, Solveig, Hagtvedt, Therese, Ueland, Øydis, Gregersen, Fredrik Alexander & Scholderer, Joachim (2017)
  Food Scares: Reflections and Reactions

  International Journal on Food System Dynamics, 8(2) , s. 155-164. Doi: https://doi.org/10.18461/ijfsd.v8i2.826 - Full text in research archive

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  The aim of this study is to investigate consumers’ reflections and reactions to a food scare news story. Previous studies indicate that risk communication not always is able to influence people’s behavior and that pre-existing attitudes may influence people’s reactions and reflections. In this study, we investigate how consumers critically reflect and emotionally react to a food scare, here defined as risk communication that spirals public anxiety over food safety incidents, and leads to an unwanted escalation in media attention. Fall 2014, a researcher from the Norwegian Institute of Public Health said in a newspaper interview that she never touched chicken with her bare hands. This interview was the beginning of a media storm, which resulted in a dramatic drop in sales of chicken. In this study, we explore a small group of consumers’ reflections and reactions to this news article. Data from five focus group interviews with Norwegian consumers of chicken were transcribed, content analyzed, and coded, before we conducted a multiple correspondence analysis and a hierarchical cluster analysis in JMP Pro 12. The findings indicate that consumers do reflect when confronted with a food scare story. Some question the research behind the news, others compare the food scare’s danger to other risks. Even though consumers do reflect around the facts in the food scare article, their emotions seem to affect their behavior more systematic than their reflections.

• Olson, Erik (2017)
  Are rival team fans a curse for home team sponsors? The moderating effects of fit, oppositional loyalty, and league sponsoring

  Marketing letters, 29(1) , s. 115-122. Doi: https://doi.org/10.1007/s11002-017-9441-6

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  Sports sponsorship is big business, and a great deal of research provides evidence as to sponsorship’s efficacy in achieving a large range of communication goals, particularly for brands that are perceived as fitting well with the sport by the most involved fans. A developing body of literature, however, suggests that fan passion for a favorite team or athlete might work against the sponsors of hated rivals. The current research contributes to the rivalry effects topic by examining the impact of sponsor-sport fit, business rivalry, and league sponsoring on “home” team fan attitudes towards the sponsors of their team’s main rival. The study finds that negative rivalry effects are particularly severe when the rival team sponsor has high-perceived fit with the sport and is a direct business rival to a “home” team sponsor, but that league sponsorships largely mitigate these rivalry effects.

• Andreassen, Tor W.; Oest, Rutger Daniel van & Lervik-Olsen, Line (2017)
  Customer Inconvenience and Price Compensation: A Multiperiod Approach to Labor-Automation Trade-Offs in Services

  Journal of Service Research, 21(2) , s. 173-183. Doi: https://doi.org/10.1177/1094670517738370

• Olson, Erik (2017)
  Lead market learning in the development and diffusion of electric vehicles.

  Journal of Cleaner Production, 172, s. 3279-3288. Doi: https://doi.org/10.1016/j.jclepro.2017.10.318

• Turoman, Nora; Velasco, Carlos, Chen, Yi-Chuan, Huang, Pi-Chun & Spence, Charles (2017)
  Symmetry and its role in the crossmodal correspondence between shape and taste

  Attention, Perception & Psychophysics, 80(3) , s. 738-751. Doi: https://doi.org/10.3758/s13414-017-1463-x - Full text in research archive

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  Despite the rapid growth of research on the crossmodal correspondence between visually presented shapes and basic tastes (e.g., sweet, sour, bitter, and salty), most studies that have been published to date have focused on shape contour (roundness/angularity). Meanwhile, other important features, such as symmetry, as well as the underlying mechanisms of the shape–taste correspondence, have rarely been studied. Over two experiments, we systematically manipulated the symmetry and contours of shapes and measured the influences of these variables on shape–taste correspondences. Furthermore, we investigated a potential underlying mechanism, based on the common affective appraisal of stimuli in different sensory modalities. We replicated the results of previous studies showing that round shapes are associated with sweet taste, whereas angular shapes are associated with sour and bitter tastes. In addition, we demonstrated a novel effect that the symmetry group of a shape influences how it is associated with taste. A significant relationship was observed between the taste and appraisal scores of the shapes, suggesting that the affective factors of pleasantness and threat underlie the shape–taste correspondence. These results were consistent across cultures, when we compared participants from Taiwanese and Western (UK, US, Canada) cultures. Our findings highlight that perceived pleasantness and threat are culturally common factors involved in at least some crossmodal correspondences.

• Olsen, Lars Erling (2017)
  Slik virker markedskommunikasjonen din

  [Popular Science Article]. kampanje.com,

• Olsen, Lars Erling; Samuelsen, Bendik Meling & Andreassen, Tor W. (2017)
  Trøbbel i elfenbenstårnet

  [Popular Science Article]. kampanje.com,

• Velasco, Carlos; Woods, Andy T., Wan, Xiaoang, Salgado-Montejo, Alejandro, Bernal-Torres, Cesar, Cheok, Adrian David & Spence, Charles (2017)
  The taste of typefaces in different countries and languages

  Psychology of Aesthetics, Creativity, and the Arts, 12(2) , s. 236-248. Doi: https://doi.org/10.1037/aca0000120 - Full text in research archive

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  People associate tastes and taste words (e.g., “bitter,” “sweet,” etc.) with shape features in predictable ways. In the present study, we evaluate how the curvature and boldness of typeface influences the gustatory taste (i.e., bitter, salty, sour, and sweet) associated with the typefaces of words written in 3 languages (Spanish, English, and Chinese). The study also included participants from 3 countries: Colombia, the United Kingdom, and China. Consistent with previous research, rounder typefaces were reliably associated with the word sweet, whereas more angular typefaces were associated with the other tastes in all 3 languages and countries. These results provide robust support for the notion that shape curvature is differentially matched to tastes, in a manner that is similar, across countries. Moreover, the results also indicate that all of the participants evaluated the angular typefaces in Spanish and English as more bitter, salty, and sour than the round typefaces in Spanish and English, but this angular/rounded effect was not found with Chinese typefaces. Additionally, the rounder typefaces were evaluated as sweeter than the angular typefaces in all languages and countries. Given that the Chinese round and angular characters differed only in terms of the perceived curvature (not liking, familiarity, and clarity), it is not possible to conclude that liking accounts for all the correspondences that we report. Possible mechanisms and directions for future research are discussed

• Moeni-Jazani, Mehrad; Knoeferle, Klemens, Molière, Laura De, Gatti, Elia & Warlop, Luk (2017)
  Social Power Increases Interoceptive Accuracy

  Frontiers in Psychology, 8 Doi: https://doi.org/10.3389/fpsyg.2017.01322 - Full text in research archive

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  Building on recent psychological research showing that power increases self-focused attention, we propose that having power increases accuracy in perception of bodily signals, a phenomenon known as interoceptive accuracy. Consistent with our proposition, participants in a high-power experimental condition outperformed those in the control and low-power conditions in the Schandry heartbeat-detection task. We demonstrate that the effect of power on interoceptive accuracy is not explained by participants’ physiological arousal, affective state, or general intention for accuracy. Rather, consistent with our reasoning that experiencing power shifts attentional resources inward, we show that the effect of power on interoceptive accuracy is dependent on individuals’ chronic tendency to focus on their internal sensations. Moreover, we demonstrate that individuals’ chronic sense of power also predicts interoceptive accuracy similar to, and independent of, how their situationally induced feeling of power does. We therefore provide further support on the relation between power and enhanced perception of bodily signals. Our findings offer a novel perspective–a psychophysiological account–on how power might affect judgments and behavior. We highlight and discuss some of these intriguing possibilities for future research.

• Biong, Harald; Nes, Erik Bertin & Sande, Jon Bingen (2016)
  Markedsføring på bedriftsmarkedet 4. utgave

  [Textbook]. Universitetsforlaget

• Samuelsen, Bendik Meling (2016)
  Vaner spiser intensjoner til frokost. Myten om det gjennomtenkte valg

  Magma forskning og viten, 19(8) , s. 20-27.

• Abrahamsen, Morten H. (2016)
  Researching business interaction: introducing a conceptual framework and methodology

  The IMP Journal, 10(3) , s. 464-482. Doi: https://doi.org/10.1108/IMP-11-2015-0061

  Show summary

  Purpose This paper introduces a conceptual framework and a methodology for researching business interaction. Design/methodology/approach The paper briefly presents what business interaction is from an IMP perspective. It then discusses some epistemological and methodological challenges that this understanding implies, particularly concerning the time- (when) and space- (where) dimensions of interaction, the unit of analysis when researching interaction (who interacts), how the actors explain or make sense of interaction (why they interact), and the way in which (how) they interact). The paper subsequently introduces a conceptual framework that enables analysing interaction on the principal dimensions of time (past, present and future) and space (actor, dyadic and network level), and the ascription or explanation of these dimensions by the actors involved. Findings This framework is then applied to interview data from an empirical case study that demonstrates its methodological as well as practical application as a research technique. The paper ends with a discussion of how this framework can enhance our understanding of business interaction as researchers. Originality/value The data collection and analysis technique represents a novel way to collect, systematize and analyse qualitative data that hopefully will add to our understanding of business interaction.

• Nezami, Mehdi; Worm, Stefan & Palmatier, Robert (2016)
  Dynamic Effects of Service Transition Strategies on B2B Firm Value: Tradeoffs in Sales, Profits, and Cash Flow

  [Report Research]. Marketing Science Institute

  Show summary

  In the face of declining business and growing pressures from low-cost competitors, many business-to-business manufacturers are transitioning to services. Yet despite substantial investments, firms fail to understand the performance effects of adding more service offerings. In this study, Mehdi Nezami, Stefan Worm, and Robert Palmatier identify three financial-based mediators linking service ratio (the share of a firm’s revenue generated from selling services) to firm value. With a longitudinal data set (1998–2013) of 525 manufacturers, they test a comprehensive framework that explores the effects of these mechanisms--sales growth, profitability, and cash flow volatility--on firms’ overall performance at several stages of the service transition. They find that although providing services monotonously boosts sales growth, it has a U-shaped curvilinear relationship with profitability and linearly reduces cash flow volatility. The performance effects of moving into services also depend on industry- and firm-level factors; for example, the positive effect of services on sales growth is greater in mature industries. Increasing the scope of the service business by diversifying across different markets unfavorably moderates the effect of the transition to services on profitability.

• Samuelsen, Bendik Meling (2016)
  Vaner spiser intensjoner til frokost. Myten om det gjennomtenkte valg

  Magma forskning og viten, 19(8) , s. 20-27.

• Abrahamsen, Morten H. (2016)
  Researching business interaction: introducing a conceptual framework and methodology

  The IMP Journal, 10(3) , s. 464-482. Doi: https://doi.org/10.1108/IMP-11-2015-0061

  Show summary

  Purpose This paper introduces a conceptual framework and a methodology for researching business interaction. Design/methodology/approach The paper briefly presents what business interaction is from an IMP perspective. It then discusses some epistemological and methodological challenges that this understanding implies, particularly concerning the time- (when) and space- (where) dimensions of interaction, the unit of analysis when researching interaction (who interacts), how the actors explain or make sense of interaction (why they interact), and the way in which (how) they interact). The paper subsequently introduces a conceptual framework that enables analysing interaction on the principal dimensions of time (past, present and future) and space (actor, dyadic and network level), and the ascription or explanation of these dimensions by the actors involved. Findings This framework is then applied to interview data from an empirical case study that demonstrates its methodological as well as practical application as a research technique. The paper ends with a discussion of how this framework can enhance our understanding of business interaction as researchers. Originality/value The data collection and analysis technique represents a novel way to collect, systematize and analyse qualitative data that hopefully will add to our understanding of business interaction.

• Nezami, Mehdi; Worm, Stefan & Palmatier, Robert (2016)
  Dynamic Effects of Service Transition Strategies on B2B Firm Value: Tradeoffs in Sales, Profits, and Cash Flow

  [Report Research]. Marketing Science Institute

  Show summary

  In the face of declining business and growing pressures from low-cost competitors, many business-to-business manufacturers are transitioning to services. Yet despite substantial investments, firms fail to understand the performance effects of adding more service offerings. In this study, Mehdi Nezami, Stefan Worm, and Robert Palmatier identify three financial-based mediators linking service ratio (the share of a firm’s revenue generated from selling services) to firm value. With a longitudinal data set (1998–2013) of 525 manufacturers, they test a comprehensive framework that explores the effects of these mechanisms--sales growth, profitability, and cash flow volatility--on firms’ overall performance at several stages of the service transition. They find that although providing services monotonously boosts sales growth, it has a U-shaped curvilinear relationship with profitability and linearly reduces cash flow volatility. The performance effects of moving into services also depend on industry- and firm-level factors; for example, the positive effect of services on sales growth is greater in mature industries. Increasing the scope of the service business by diversifying across different markets unfavorably moderates the effect of the transition to services on profitability.

• Engström, Jon & Snyder, Hannah (2016)
  The Antecedents, Forms and Consequences of Patient Involvement: A Narrative Review of the Literature

  International Journal of Nursing Studies, 53, s. 351-378. Doi: https://doi.org/10.1016/j.ijnurstu.2015.09.008

• Staude, Cecilie & Selnes, Fred Erling (2016)
  Hvordan lykkes med reklame på facebook

  [Popular Science Article]. kampanje.com,

• Lanseng, Even (2016)
  Relevant sex appeals in advertising: Gender and commitment context differences

  Frontiers in Psychology, 7(September) Doi: https://doi.org/10.3389/fpsyg.2016.01456

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  This research investigates differences in men's and women's attitudes toward ads featuring product-relevant sex appeals. It is found that women, but not men, were more negative toward an ad featuring an attractive opposite-sex model when their commitment thoughts were heightened. Women were also more negative toward an ad with an attractive same-sex model in the presence of commitment thoughts, but only when they scored high on sociosexuality. Men appeared unaffected, regardless of their level of sociosexuality. Commitment thoughts were manipulated by two types of prime, a parenting prime (study1) and a romantic prime (study 2). Results are explained by differences in how men and women react to sexual material and by differences in men's and women's evolved mating preferences.

• Kunøe, Gorm (2016)
  Using persuasive marketing methods and mobile phones as active learning devices to enhance student's learning

  Journal of Pedagogic Development, 6(1) , s. 64-69.

• Otterbring, Tobias; Wästlund, Erik & Gustafsson, Anders (2016)
  Eye-tracking customers' visual attention in the wild: Dynamic gaze behavior moderates the effect of store familiarity on navigational fluency

  Journal of Retailing and Consumer Services, 28, s. 165-170. Doi: https://doi.org/10.1016/j.jretconser.2015.09.004

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  A retail store is a multi-sensory environment filled with messages to tempt customers into making unplanned purchases. The purpose of this field study was to examine the interplay between three factors claimed to precede and influence unplanned purchases: store familiarity, visual attention, and navigational fluency (the subjective ease of navigating). Eye-tracking recordings and post-study questionnaires from 100 grocery store shoppers showed that store familiarity was positively associated with navigational fluency. However, customers’ levels of dynamic gaze behavior (a frequent, widely distributed viewing pattern) moderated this effect. Dynamic gaze behavior significantly predicted navigational fluency among customers with low and moderate store familiarity, but not among customers familiar with the store. These findings challenge the formerly held assumption that store familiarity automatically implies navigational ease, and store unfamiliarity implies navigational difficulty. The results have implications for navigational aspects in stores.

• Otterbring, Tobias; Wästlund, Erik & Gustafsson, Anders (2016)
  Eye-tracking customers' visual attention in the wild: Dynamic gaze behavior moderates the effect of store familiarity on navigational fluency

  Journal of Retailing and Consumer Services, 28, s. 165-170. Doi: https://doi.org/10.1016/j.jretconser.2015.09.004

  Show summary

  A retail store is a multi-sensory environment filled with messages to tempt customers into making unplanned purchases. The purpose of this field study was to examine the interplay between three factors claimed to precede and influence unplanned purchases: store familiarity, visual attention, and navigational fluency (the subjective ease of navigating). Eye-tracking recordings and post-study questionnaires from 100 grocery store shoppers showed that store familiarity was positively associated with navigational fluency. However, customers’ levels of dynamic gaze behavior (a frequent, widely distributed viewing pattern) moderated this effect. Dynamic gaze behavior significantly predicted navigational fluency among customers with low and moderate store familiarity, but not among customers familiar with the store. These findings challenge the formerly held assumption that store familiarity automatically implies navigational ease, and store unfamiliarity implies navigational difficulty. The results have implications for navigational aspects in stores.

• Abrahamsen, Morten H. & Håkansson, Håkan (2016)
  Market policy and destructive network effects

  The IMP Journal, 10(2) , s. 195-220. Doi: https://doi.org/10.1108/IMP-09-2015-0052

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  This paper analyses how different policy perspectives or logics regarding industry organising affect network interaction, with particular focus on how the availability of resources is organised To examine this we compare two cases from the Norwegian seafood industry: In the pelagic industry, the main resource (mackerel) is caught at sea by fishing vessels and trade is restricted by an auction system, whereas in the salmon industry, the main resource (farmed salmon) is an industrial product produced at fish farms and there are no such restrictions. Our results indicate that conditions under which resources are available to a network have strong effects on connected relationships: In the pelagic industry, interaction in the network becomes supplier-directed in an attempt to reduce the uncertainty created by unstable and restricted availability of resources, whereas in the salmon industry the interaction becomes customer-directed as resource availability is stable and predictable. Here the actors can broaden the scope of interaction and they can direct their efforts to solve their customers’ problems, whereas this is difficult in the pelagic industry. We conclude that policy considerations play a major role in these effects. If the resource (fish) is seen as a commodity and the interaction is seen as a market mechanism, the policies designed to facilitate the exchange of resources will be beneficial for the actors directly involved, but may have unintended negative consequences for indirect relationships. For policy makers this implies that whenever developing an industrial policy there are strong reasons to look beyond the single transaction in order to create policies that are effective and/or beneficial for all involved and connected parties.

• Knöferle, Klemens; Knöferle, Pia, Velasco, Carlos & Spence, Charles (2016)
  Multisensory brand search: How the meaning of sounds guides consumers' visual attention

  Journal of experimental psychology. Applied, 22(2) , s. 196-210. Doi: https://doi.org/10.1037/xap0000084

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  Building on models of crossmodal attention, the present research proposes that brand search is inherently multisensory, in that the consumers’ visual search for a specific brand can be facilitated by semantically related stimuli that are presented in another sensory modality. A series of five experiments demonstrates that the presentation of spatially non-predictive auditory stimuli associated with products (e.g., usage sounds or product-related jingles) can crossmodally facilitate consumers’ visual search for, and selection of, products. Eye-tracking data (Experiment 2) revealed that the crossmodal effect of auditory cues on visual search manifested itself not only in reaction times, but also in the earliest stages of visual attentional processing, thus suggesting that the semantic information embedded within sounds can modulate the perceptual saliency of the target products’ visual representations. Crossmodal facilitation was even observed for newly-learnt associations between unfamiliar brands and sonic logos, implicating multisensory short-term learning in establishing audiovisual semantic associations. The facilitation effect was stronger when searching complex rather than simple visual displays, thus suggesting a modulatory role of perceptual load.

• Lervik-Olsen, Line; Kurtmollaiev, Seidali & Andreassen, Tor W. (2016)
  Innovasjonsevne i norske bedrifter : norsk innovasjonsindeks

  Magma forskning og viten, 19(7) , s. 24-32. - Full text in research archive

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  I en BCG-undersøkelse fra 2015 fremkom det at omtrent 80 prosent av de intervjuede topplederne hadde definert innovasjon som en del av virksomhetens viktigste område, og hele 57 prosent hadde definert det som en av de tre viktigste tingene (Ringel et al. 2015). Når man samtidig vet at de fleste innovasjoner feiler i markedet (Gourville 2006), blir behovet for nye og bedre måter å allokere investeringer til viktige områder på samt bedre måter å måle effekten av innovasjoner på, åpenbart kritisk. Eksisterende mål som er utelukkende basert på bedrifters selvrapportering, patentsøknader eller makroøkonomiske indikatorer, er ikke tilstrekkelige. Her tar vi utgangspunkt i Schumpeters (1934) klassiske tolkning av innovasjon, som er en ny idé som er kommersialisert. Med det avviser vi å sette likhetstegn mellom FoU-forsøk og innovasjoner og mellom oppfinnelser og innovasjoner. For å være en innovasjon bør en ny idé være på markedet og bli sett av markedet, det vil si en ny idé må føre til en merkbar endring i en kundeopplevelse (Andreassen & Lervik-Olsen 2016). Grunnleggende i vår tenkning er at virksomheter, ikke nasjoner, er innovative, og at kunder, ikke ledere eller eksperter, er best skikket til å vurdere virksomheters innovasjonsevne. I denne artikkelen skal vi gjøre rede for en systematisk tilnærming til måling av innovasjonsevne, slik kunder av definerte virksomheter i viktige bransjer opplever det. Vi viser også hvilke strategiske implikasjoner dette kan få for virksomheter.

• Crosno, Jody L. & Dahlstrøm, Robert (2016)
  An Empirical Investigation of Bilateral Investments and Opportunism in Buyer-Supplier Relationships

  Journal of Marketing Channels, 23(3) , s. 146-156. Doi: https://doi.org/10.1080/1046669X.2016.1186473

• Ronæs, Nina Helene; Lorentzen, Bengt Gunnar, Silseth, Pål Rasmus & Lervik-Olsen, Line (2016)
  Klagehåndtering i norske bedrifter : noen observasjoner og forslag til tiltak

  Magma forskning og viten, 19(8) , s. 60-67.

• Korhonen-Sande, Silja & Sande, Jon Bingen (2016)
  Improving customer knowledge transfer in industrial firms: how does previous work experience influence the effect of reward systems?

  The journal of business & industrial marketing, 31(2) , s. 232-246. Doi: https://doi.org/10.1108/JBIM-03-2014-0048

• Torvatn, Tim Kristian Andreas; Rolfsen, Monica, Heggernes, Tarjei Alvær & Sørheim, Roger (2016)
  Teknologiledelse for ingeniørstudier

  [Textbook]. Fagbokforlaget

• Snyder, Hannah; Witell, Lars, Gustafsson, Anders, Fombelle, Paul & Kristensson, Per (2016)
  Identifying categories of service innovation: A review and synthesis of the literature

  Journal of Business Research, 69(7) , s. 2401-2408. Doi: https://doi.org/10.1016/j.jbusres.2016.01.009

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  Service innovation acts as society’s engine of renewal and provides the necessary catalyst for the service sector’s economic growth. Despite service innovation’s importance, the concept remains fuzzy and poorly defined. Building on an extensive and systematic review of 1,046 academic articles, this research investigates and explores how service innovation is defined and used in research. Results identify four unique service innovation categorizations emphasizing the following traits: (1) degree of change, (2) type of change, (3) newness, and (4) means of provision. The results show that most research focuses inward and views service innovation as something (only) new to the firm. Interestingly, service innovation categorizations appear to neglect both customer value and financial performance.

• Olsen, Lars Erling; Peretz, Adrian & Samuelsen, Bendik Meling (2016)
  Merkevareledelse

  Cappelen Damm Akademisk

• Martin, Drew; Gustafsson, Anders & Choi, Sunmee (2016)
  Service innovation, renewal, and adoption/rejection in dynamic global contexts

  Journal of Business Research, 69(7) , s. 2397-2400. Doi: https://doi.org/10.1016/j.jbusres.2016.01.008

  Show summary

  This Journal of Business Research special section includes 7 articles selected from papers presented during the 2014 Global Marketing Conference held July 15-18, 2014. The Conference’s theme was “Bridging Asia and the World: Globalization of Marketing and Management Theory and Practice.” This special edition introduces current topics concerning researchers and practitioners about service innovation, renewal, and adoption/rejection research. Following the Conference’s theme, this special edition emphasizes the need for educators and business leaders to make sense, plan, and interpret outcomes accurately of implementing service innovations in dynamic global contexts.

• Iversen, Nina Marianne & Hem, Leif Egil (2016)
  Markedsføring og delingsøkonomi : muligheter og utfordringer

  Magma forskning og viten, 19(6) , s. 49-59.

• Mooi, Erik A.; Wathne, Kenneth Henning & Kayande, Ujwal (2016)
  Openness and Innovation Performance Revisited

  Journal of Marketing Behavior, 2(1) , s. 69-76. Doi: https://doi.org/10.1561/107.00000028

• Witell, Lars; Snyder, Hannah, Gustafsson, Anders, Fombelle, Paul & Kristensson, Per (2016)
  Defining service innovation: A review and synthesis

  Journal of Business Research, 69(8) , s. 2863-2872. Doi: https://doi.org/10.1016/j.jbusres.2015.12.055

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  Research on service innovation appears in several research disciplines, with important contributions in marketing, management, and operations research. Although the concept is widely used, few research papers have explicitly defined service innovation. This dearth of research is the motivation for the present study. Through a systematic review of 1301 articles on service innovation appearing in academic journals between 1979 and 2014, this article examines research defining service innovation. The study identifies the key characteristics within 84 definitions of service innovation in different perspectives (assimilation, demarcation and synthesis) and shows how the meaning of the concept is changing. The review suggests that the large variety in definitions limits and hinders knowledge development of service innovation.

• Lervik-Olsen, Line; Andreassen, Tor W. & Streukens, Sandra (2016)
  What drives the Intention to Complain?

  Journal of service theory and practice, 26(4) , s. 406-429. Doi: https://doi.org/10.1108/JSTP-09-2014-0209

• Dahlstrøm, Robert & Nygaard, Arne (2016)
  The Psychology of Co-Branding Alliances: The Business-to-Business Relationship Outcomes of Role Stress

  Psychology & Marketing, 33(4) , s. 267-282. Doi: https://doi.org/10.1002/mar.20874

• Berg, Terje; Erichsen, Morten & Hokstad, Leif Martin (2016)
  Stuck at the threshold - which strategies do students choose when facing liminality within certain disciplines at a business school?

  Threshold Concepts in Practice, , s. 107-118. - Full text in research archive

• Wan, Xiaoang; Woods, Andy T., Jacquot, Muriel, Knöferle, Klemens, Kikutani, Mariko & Spence, Charles (2016)
  The Effects of Receptacle on the Expected Flavor of a Colored Beverage: Cross-Cultural Comparison Among French, Japanese, and Norwegian Consumers

  Journal of sensory studies, 31(3) , s. 233-244. Doi: https://doi.org/10.1111/joss.12206

• Iversen, Nina Marianne; Hem, Leif Egil & Mehmetoglu, Mehmet (2016)
  Lifestyle Segmentation of Tourists Seeking Nature- Based Experiences: The Role of Cultural Values and Travel Motives

  Journal of Travel & Tourism Marketing, 33, s. 38-66. Doi: https://doi.org/10.1080/10548408.2014.998359

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  The increasing globalization of markets and the criticality of reaching the right lifestyle segments make the relationship between personal motives and cultural values an important area for academic research and managerial practice. The authors seek to provide an understanding of this relationship in a tourism context, specifically in terms of the links between travel motivations and a set of cultural values – materialism, uncertainty avoidance, horizontal and vertical individualism, and horizontal and vertical collectivism. The study examined whether the importance ratings of cultural values differ across segments of tourists grouped on the basis of their travel motives. An Internet survey was used and the sample included 1546 potential tourists visiting the nature-based destination Fjord Norway. Results showed that travel motives and cultural values can serve as discriminators between lifestyle segments. The three motive segments were the nature and novelty, the status, and the relaxation segment. The segments evaluate the destination differently and vary in behavioral intentions.

• Andreassen, Tor W.; Kristensson, Per, Lervik-Olsen, Line, Parasuraman, A., McColl-Kennedy, Janet, Edvardsson, Bo Åke & Colurcio, Maria (2016)
  Linking service design to value creation and service research

  Journal of Service Management (JOSM), 27(1) , s. 21-29. Doi: https://doi.org/10.1108/JOSM-04-2015-0123

• Silkoset, Ragnhild; Nygaard, Arne & Kidwell, Roland E. (2016)
  Differential effects of plural ownership and governance mechanisms in limiting shirkers and free riders

  Corporate Ownership and Control, 13(2) , s. 113-131. Doi: https://doi.org/10.22495/cocv13i2p12 - Full text in research archive

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  Using evidence from paired franchisor-franchisee dyads, this study identifies how plural formed ownership mechanisms curb the risk of shirking and free riding in franchise systems. These risks have damaging effects on the invested capital of franchisee entrepreneurs. Although shirking and free riding produce a major source of uncertainty for the franchisee entrepreneur it can be limited by plural formed governance dimensions. These mechanisms have different effects based on unit status, i.e., company owned-units versus franchisee-units. We tested our model using a paired-dyadic data approach to mitigate the problem of shared-method variance among the psychometric measures. Results support the contention that competition limits shirking and free riding across inter-firm relationships, but did not support the hypothesized role of relational mechanisms in lowering potential shirking and free riding. Also, endogeneity test uncovered that dealer’s self-selected into either one of the plural form contracts. Drawing on the economics, marketing and management literatures, this study presents a basis for further investigation by placing international franchising entrepreneurship into a broader context of transactional and relational governance.

• Eggen, Svend Asle (2016)
  Kunsten å måle meninger

  [Popular Science Article]. BI Business Review,

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  Det startet med et veddemål. En gjennomgang av hvorfor Gallup ble så kjent for sine meningsmålinger.

• Abrahamsen, Morten H.; Henneberg, Stephan C., Huemer, Lars & Naudè, Peter (2016)
  Network picturing: An action research study of strategizing in business networks

  Industrial Marketing Management, 59, s. 107-119. Doi: https://doi.org/10.1016/j.indmarman.2016.02.006

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  Our paper is concerned with how managers understand their surrounding network and what strategic actions they take based on this insight. Recent research in the areas of network management and business relationships shows increasing interest in the interplay between cognition and action, particularly on how managers relate perceptions about their business network (“network picturing”) to decision-making and strategizing activities. In this study, we apply a novel research approach combining process research and action research methodology. Our sample is introduced to business network theories and concepts, and the use and adaptation of these concepts results in managerial options being articulated and applied. Our findings add new insight in the field of network strategy and network picturing. Network picturing represents a way to understand the boundaries of the firm and how this understanding affects managers' decisions. This differs from the fundamental distinction between the external and the internal environments of classical strategy analysis. In terms of network picturing, strategizing is a way to understand the resulting actions or network outcomes that managers see as viable within their surrounding network. We also provide a conceptual process exercise as an example of how this insight can be relevant for managers in their decision-making processes.

• Olson, Erik & Biong, Harald (2015)
  The Solyndra case: An Institutional Economics perspective on the optimal role of government support for green technology development.

  International Journal of Business Continuity and Risk Management (IJBCRM), 6(1) , s. 36-47. Doi: https://doi.org/10.1504/IJBCRM.2015.070351

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  More than three years after its highly publicized bankruptcy, Solyndra continues to resonate as an example of well-intentioned government policies gone wrong. This paper examines the Solyndra case using an institutional economics perspective to determine if the government’s relationship with the firm was optimal in achieving environmental and energy public policy goals while minimizing risk. The analysis reveals several government deviations from theory prescribed best practice, and illustrates opposing theoretical governance prescriptions for stimulating future technological innovation at the macro and micro levels.

• Eggen, Svend Asle (2015)
  Bacheloroppgaven - prosess og produkt (Studentveileder i bacheloroppgaveskriving)

  [Report Research]. Handelshøyskolen BI

• Gripsrud, Geir; Hunneman, Auke & Solberg, Carl Arthur (2015)
  Revisiting Uppsala through the Lenses of New Ventures: A Longitudinal Study of Norwegian Firms

  Advances in International Marketing, 26, s. 1-14.

• Staude, Cecilie (2015)
  Bi Buziness Review - analyseserie av politikere i sosiale medier - MDG - stort parti i sosiale medier

  [Popular Science Article]. BI Buziness review,

• Olson, Erik (2015)
  The financial and environmental costs and benefits for Norwegian electric car subsidies: Are they good public policy?

  International Journal of Technology, Policy and Management (IJTPM), 15(3) , s. 277-296. Doi: https://doi.org/10.1504/IJTPM.2015.071036

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  Norway is the current per-capita leader in battery-electric vehicle (BEV) sales due in large part to generous government subsidies for BEV buyers. These subsidies are designed to support the government’s goal of electrifying 20% of Norway’s vehicle fleet to reduce national greenhouse gas emissions. Norway is not alone in its support of vehicle electrification, as many public policy makers around the world also use EV subsidies as a means of achieving emission reduction goals. Despite their widespread presence, however, very little analysis has examined the cost of the subsidies relative to the value of the consequent environmental and social benefits. This research uses a variety of scenarios to calculate the costs and benefits of Norwegian EV supports, and the general finding is that subsidy costs are much higher than the environmental benefits, resulting in negative ROIs. Implications of the Norwegian results for public policy makers in other countries are then discussed.

• Gripsrud, Geir; Hunneman, Auke & Solberg, Carl Arthur (2015)
  Revisiting Uppsala through the Lenses of New Ventures: A Longitudinal Study of Norwegian Firms

  Advances in International Marketing, 26, s. 1-14.

• Olson, Erik (2015)
  Green Innovation Value Chain Frame of Comparisons: Market and Public Policy Implications

  International Journal of Technology, Policy and Management (IJTPM), 15(2) , s. 178-196. Doi: https://doi.org/10.1504/IJTPM.2015.069219

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  The green innovation value-chain (GIVC) is a framework that compares the relative attractiveness of a green technology with conventional competitors(s) along stakeholder links representing the manufacturer, distributor, end-user, government, and the environment. Previous GIVC analyses have examined hybrid car and PV solar technologies, and conclude that each provides poor financial and environmental returns across the GIVC links in comparison with the most similar gasoline powered car and natural gas generated electricity respectively. The current research addresses the potential bias of using a single comparison point by including additional competing products/technologies that reflect actual marketplace or public policy advocated technology substitution. Although some of the new comparisons provide more encouraging green technology results than the earlier analyses, the overall conclusion remains that neither technology is likely to be attractive to stakeholders and widely displace the new comparison points. The market and public policy implications of the findings are then discussed.

• Kunøe, Gorm (2015)
  Nye krav til klagehåndtering - en strategisk mulighet. Medforfatter: Frank Jernberg

  [Professional Article]. Sparebankbladet, (4) , s. 42-44.

• Omholt, Tore (2015)
  Developing an Open Governance System for Local Development

  Journal of Leadership, Accountability and Ethics, 12(5)

• Lervik-Olsen, Line; Gustafsson, Anders, Silseth, Pål Rasmus & Lorentzen, Bengt Gunnar (2015)
  Bør vi involvere kundene?

  Magma forskning og viten, 18(4) , s. 52-60.

• Abrahamsen, Morten H. & Håkansson, Håkan (2015)
  Caught in the middle: Buying from markets and selling to networks

  Industrial Marketing Management, 49, s. 4-14. Doi: https://doi.org/10.1016/j.indmarman.2015.05.032

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  The purpose of this paper is to look at how relationships between buyers and sellers are affected when on the supply side the most important resource is available only through a trading system created from a market perspective, whereas on the customer side the interaction resembles a network where relationships are long-term and complex. The empirical setting of the study is the pelagic industry, where this situation represents a challenge for the Norwegian herring exporters as they try to bridge these two types of interactions. In this industry, the purchasing of the herring is subject to a blind auction by law. At the same time, Norwegian exporters have customers in European seafood markets characterised by long-term relationships and close cooperation between importers, processors, producers and retailers. To analyse this situation, the study applies a qualitative research design including personal interviews with selected respondents in Norway and the three largest Norwegian herring export markets: Germany, Poland and Russia. The authors find that the interaction in these particular supplier–customer relationships is not extended to its full potential. It seems that the market-type transactions create “spillover-effects” to the other relationships, meaning that it is difficult to maintain high-involvement relationships when interaction in connected relationships is limited. Keywords Markets; Networks; Business relationships; Interaction

• Oest, Rutger Daniel van & Knox, George (2015)
  Håndtering av kundeklager : hva kan vi lære av faktisk kundeatferd?

  Magma forskning og viten, 18(4) , s. 72-74.

• Brøto, Astri Åmellem & Lervik-Olsen, Line (2015)
  Urettferdig klagehåndtering : mine erfaringer, din respons

  Magma forskning og viten, 18(4) , s. 61-71.

• Kurtmollaiev, Seidali & Andreassen, Tor W. (2015)
  Bridge over troubled water: measuring service innovation from the customer perspective

  EMAC Annual Conference proceedings,

• Samuelsen, Bendik Meling; Olsen, Lars Erling & Keller, Kevin Lane (2015)
  The multiple roles of fit between brand alliance partners in alliance attitude formation

  Marketing letters, 26(4) , s. 619-629. Doi: https://doi.org/10.1007/s11002-014-9297-y

• Ryckmans, Jan; Millet, Kobe & Warlop, Luk (2015)
  The Influence of Facial Characteristics on the Relation between Male 2D:4D and Dominance

  PLOS ONE, 10(11) Doi: https://doi.org/10.1371/journal.pone.0143307

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  Although relations between 2D:4D and dominance rank in both baboons and rhesus macaques have been observed, evidence in humans is mixed. Whereas behavioral patterns in humans have been discovered that are consistent with these animal findings, the evidence for a relation between dominance and 2D:4D is weak or inconsistent. The present study provides experimental evidence that male 2D:4D is related to dominance after (fictitious) male-male interaction when the other man has a dominant, but not a submissive or neutral face. This finding provides evidence that the relationship between 2D:4D and dominance emerges in particular, predictable situations and that merely dominant facial characteristics of another person are enough to activate supposed relationships between 2D:4D and dominance.

• Faraji-Rad, Ali; Samuelsen, Bendik Meling & Warlop, Luk (2015)
  On the Persuasiveness of Similar Others: The Role of Mentalizing and the Feeling of Certainty

  Journal of Consumer Research, 42(3) , s. 458-471. Doi: https://doi.org/10.1093/jcr/ucv032

• Andreassen, Tor W. & Lervik-Olsen, Line (2015)
  Service og Innovasjon

  [Textbook]. Fagbokforlaget

• Sande, Jon Bingen & Haugland, Sven Arne (2015)
  Strategic performance effects of misaligned formal contracting: The mediating role of relational contracting

  International Journal of Research in Marketing, 32(2) , s. 187-194. Doi: https://doi.org/10.1016/j.ijresmar.2015.02.002

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  Studies show that failing to align formal contracts with transaction attributes reduces relationship performance. However, few studies consider either how the effects of misalignment differ across outcome types or the mechanisms through which misalignment affects performance. This study examines the effects of misaligned formal contracting on two types of outcomes, i.e., end-product enhancements and cost reductions, and on one mechanism through which misalignment affects performance, i.e., relational contracting. Using survey data from 305 buyer–supplier relationships in the Scandinavian wood industry, the findings suggest that (1) misalignment has a significantly stronger negative effect on end-product enhancements than on cost reductions, and (2) relational contracts mediate the effect of misaligned formal contracting on performance. Firms in the sample experience significant misalignment-related losses of 10.3% and 5.3% in end-product enhancements and cost reductions, respectively. The findings suggest that misalignment is particularly harmful to performance outcomes that rely on relational contracting, such as end-product enhancements.

• Watson, George; Worm, Stefan, Palmatier, Robert & Ganesan, Shankar (2015)
  The Evolution of Marketing Channels: Trends and Research Directions

  Journal of Retailing, 91(4) , s. 546-568. Doi: https://doi.org/10.1016/j.jretai.2015.04.002

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  Despite the vast increase in marketing channels research published in the past decade, few contemporary analyses review or synthesize the domain. This article provides a comprehensive review of marketing channels research from 1980 to 2014. To present a multidimensional view of marketing channels, the authors evaluate extant literature from four perspectives: (1) key theories and constructs, (2) marketing channel strategies, (3) units of analyses, and (4) substantive topics in channels research. A content analysis of the relevant topics within each perspective that have had the greatest impact on channel research provides insights into research trends. This multidimensional analysis offers an integrated guide to extant literature, as well as an outline of promising directions for research, in light of the most significant trends.

• Gripsrud, Geir; Hunneman, Auke & Solberg, Carl Arthur (2015)
  Where and When?A Longitudinal Study of Export Behavior of New Ventures

  Handbook of Research on International Entrepreneurship Strategy, , s. 104-119. Doi: https://doi.org/10.4337/9781783471584.00016

• Alfirevic, Niksa; Pavicic, Jurica, Dorotic, Matilda & Pavlovic, Danijela Krizman (2015)
  Local civil-mindedness on the internet as the basis for fundraising segmentation: Sociological, marketing determinants and the empirical analysis

  Ekonomska Istrazivanja, 28(1) , s. 45-62. Doi: https://doi.org/10.1080/1331677X.2015.1022389

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  The purpose of this paper is to introduce a new practice, i.e. tool for online fundraising in nonprofit organizations, based on the assessment of Internet-induced local civic mindedness (INLCM) as a segmentation approach. We suggest that this novel approach to fundraising segmentation can be performed as the extension to the already existing analyses, utilizing the demographic and psychographic profiles. Based on nationally representative survey results of Croatian households, we develop an analytical procedure. It might help managers of community nonprofit organizations to target the relevant individuals by applying Internet marketing tools (such as Google Analytics) and approaches. Our analysis allows prediction of how likely it is that an individual (based on his or her demographic/psychographic profile) could be identified as INLCM (i.e. successfully targeted for fundraising efforts). Empirical results from Croatia demonstrate that such individuals do not have a lengthy Internet experience and do not use it frequently. The reported level of community belonging for these prospects is rather high, while their relevant Internet activities are related to maintaining the existing social ties and obtaining information about local organizations. It is interesting that they might be living in multi-generational households, either without their own underage children, or a single child.

• Fennis, Bob M.; Andreassen, Tor W. & Lervik-Olsen, Line (2015)
  Behavioral disinhibition can foster intentions to healthy lifestyle change by overcoming commitment to past behavior

  PLOS ONE, 10:0142489(11) Doi: https://doi.org/10.1371/journal.pone.0142489 - Full text in research archive

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  To curb the trend towards obesity and unhealthy living, people may need to change their entire lifestyle to a healthier alternative, something that is frequently perceived to be problematic. The present research, using a large, representative community sample, hypothesized and found that a key factor responsible for why people do not intend to change lifestyles is a sense of commitment to past behavior. However we also found that the contribution of commitment was attenuated for individuals with a stronger tendency for behavioral disinhibition thus underscoring the “bright side” of this individual difference characteristic that traditionally has been mainly associated with impulsive and indulging behavior. Overall, the present findings add to our understanding of factors inhibiting and promoting healthy behavior change.

• Knöferle, Klemens; Woods, Andy, Käppler, Florian & Spence, Charles (2015)
  That Sounds Sweet: Using Cross-Modal Correspondences to Communicate Gustatory Attributes

  Psychology & Marketing, 32(1) , s. 107-120. Doi: https://doi.org/10.1002/mar.20766

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  Building on existing research into sound symbolism and crossmodal correspondences, this article proposes that crossmodal correspondences—systematic mappings between different sensory modalities—can be used to communicate non-musical, low-level sensory properties such as basic tastes through music. A series of three experiments demonstrates that crossmodal correspondences enable people to systematically encode basic taste properties into parameters in musical space (Experiment 1), and that they are able to correctly decode basic taste information embedded in complex musical compositions (Experiments 2 and 3). The results also suggest some culture-specificity to these mappings, given that decoding performance, while still above chance levels, was lower in Indian participants than in those from the United States (Experiment 3). Implications and potential applications of these findings are discussed.

• Andreassen, Tor W.; Lervik-Olsen, Line & Calabretta, Giulia (2015)
  Trendspotting and service innovation

  Managing Service Quality, 25(1) , s. 10-30. Doi: https://doi.org/10.1108/JSTP-09-2013-0178

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  Purpose – Improving the commercial success rate of innovations requires alternative approaches based on social science methodologies for identifying subtle, emerging changes in consumer needs and behaviors. The purpose of this paper is to address this call by proposing trend spotting to guide innovation researchers and service managers towards innovations that are more in accordance with emerging consumer needs. Design/methodology/approach – The authors develop, describe, and employ a methodology for trend spotting to derive eight consumer trends that will have a strong influence on their choices. To provide further insights into these trends, the authors label and describe three customer segments as a function of life-cycle. The goal is to provide a framework for identifying innovations that are of higher value consumers. Findings – The authors identified eight consumer trends, i.e. Always on the go, Always logged-in, Quality information faster, Nowism, Look at me now, Privacy, Sustainable living, and return on time (RoT), present across the three life-stage segments, i.e. Young free and single, Chaos in my life, and Got my life back. Practical implications – For illustration purpose, the authors elaborate on the trend RoT and employ their findings and framework to illustrate how the airline industry may derive ideas for valuable innovations. Originality/value – To the best of the authors’ knowledge, this is the first time trend spotting has been employed in the field of service marketing and service innovations.

• Crosno, Jody L.; Dahlstrøm, Robert & Manolis, Chris (2015)
  Comply or Defy? An Empirical Investigation of Change Requests in Buyer-Supplier Relationships

  The journal of business & industrial marketing, 30(5) , s. 688-699. Doi: https://doi.org/10.1108/JBIM-09-2013-0198

• Velasco, Carlos; Wan, Xiaoang, Knöferle, Klemens, Zhou, Xi, Salgado-Montejo, Alejandro & Spence, Charles (2015)
  Searching for flavor labels in food products: The influence of color-flavor congruence and association strength

  Frontiers in Psychology, 6(301) Doi: https://doi.org/10.3389/fpsyg.2015.00301

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  Prior research provides robust support for the existence of a number of associations between colors and flavors. In the present study, we examined whether congruent (vs. incongruent) combinations of product packaging colors and flavor labels would facilitate visual search for products labeled with specific flavors. The two experiments reported here document a Stroop-like effect between flavor words and packaging colors. The participants were able to search for packaging flavor labels more rapidly when the color of the packaging was congruent with the flavor label (e.g., red/tomato) than when it was incongruent (e.g., yellow/tomato). In addition, when the packaging color was incongruent, those flavor labels that were more strongly associated with a specific color yielded slower reaction times and more errors (Stroop interference) than those that were less strongly tied to a specific color. Importantly, search efficiency was affected both by color/flavor congruence and association strength. Taken together, these results therefore highlight the role of color congruence and color–word association strength when it comes to searching for specific flavor labels.

• Utgård, Jakob; Nygaard, Arne & Dahlstrøm, Robert (2015)
  Franchising, local market characteristics and alcohol sales to minors

  Journal of Business Research, 68(10) , s. 2117-2124. Doi: https://doi.org/10.1016/j.jbusres.2015.03.010

• Nygaard, Arne; Biong, Harald, Silkoset, Ragnhild & Kidwell, Roland E. (2015)
  Leading by example: values-based strategy to instill ethical conduct

  Journal of Business Ethics, Published ahead of print Doi: https://doi.org/10.1007/s10551-015-2885-9

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  Years of research clearly shows that relying on traditional organizational power bases is not effective when companies want to promote business ethics and performance. It is not only that the use of legitimate power to establish ethics codes and coercive power to punish employees who do not comply does not work; this study—based on a multi-method research approach in the retail industry—indicates that the classic iron fist leads to unethical business values and lower service performance. But there is a light at the end of the tunnel for forward-looking managers. The ethical attitudes and behaviors of employees within international organizations is a dynamic variable that is possible to change by the use of values-based leadership. Our extensive study of a large grocery store chain owned by a multinational corporation indicates that managers who lead by example will boost team values and commitment.

• Andreassen, Tor W.; Gustafsson, Anders & Gebauer, Heiko (2015)
  Å skape verdier sammen med kundene: Hva er viktig?

  Magma forskning og viten, 18(4) , s. 41-51.

• Stiklestad, Trond; Solberg, Frode & Erichsen, Morten (2015)
  Ledelse i små og mellomstore virksomheter

  [Textbook]. Fagbokforlaget

• Högström, Claes; Gustafsson, Anders & Tronvoll, Bård (2015)
  Strategic brand management: Archetypes for managing brands through paradoxes

  Journal of Business Research, 68(2) , s. 391-404. Doi: https://doi.org/10.1016/j.jbusres.2014.06.009 - Full text in research archive

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  Although brands are acknowledged as significant assets in a firm‟s value creation and differentiation process, branding literature often describes opposing perspectives and contradictory demands. This article develops a framework of three strategic brand management archetypes that provide new insights into the complexity and often paradoxical ambiguity of branding. By combining an empirical qualitative study with extant brand management and relational exchange theory, the authors suggests that firms create, reinforce, switch, or allow certain brand management archetypes to coexist to optimize specific effects and manage paradoxes. From a managerial perspective, the article suggests that understanding strategic brand management and related paradoxes is fundamental for organizations to achieve desired effects with their value creation.

• Hunneman, Auke; Verhoef, Peter C. & Sloot, Laurens (2015)
  The Impact of Consumer Confidence on Store Satisfaction and Share of Wallet Formation

  Journal of Retailing, 91(3) , s. 516-532. Doi: https://doi.org/10.1016/j.jretai.2015.02.004

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  For retailer managers, it is crucial to understand the relationships between customers’ store attribute evaluations, satisfaction, and share of wallet as well as how these relationships change over time depending on the business cycle. This study investigates this complex relationship using an extensive dataset for all grocery chains in the Netherlands over the period 2009–2012. Our findings indicate that retailers should not overemphasize the importance of a favorable price image in times of low consumer confidence. Instead, our study shows that the relationship between service attributes and customer satisfaction is stronger in periods with low consumer confidence.

• Lanseng, Even; Alfnes, Frode & Schjøll, Alexander (2015)
  Forbrukernes holdninger og bevissthet rundt skjult reklame i blogger og i nettbutikker

  [Report Research]. OsloMet - storbyuniversitetet

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  Nummer: nr.4-2016

• Witell, Lars; anderson, laurel, brodie, roderick, Colurcio, Maria, Edvardson, Bo, Kristensson, Per, Lervik-Olsen, Line, Sebastiani, Roberta & Andreassen, Tor W. (2015)
  Exploring dualities of service innovation: Implications for service research

  Journal of Services Marketing, 29(6/7) , s. 436-441. Doi: https://doi.org/10.1108/JSM-01-2015-0051

• Staude, Cecilie (2015)
  Analyse av partier og partiledere i sosiale medier; Arbeiderpartiet imponerer på facebook

  [Popular Science Article]. BI Business Review,

• Staude, Cecilie (2015)
  Analyse av partier og partiledere i sosiale medier; Siv Jensen skaper mest engasjement på Facebook

  [Popular Science Article]. BI Buziness review,

• Staude, Cecilie (2015)
  Analyse av partier og politikere i sosiale medier; KrF dårlig på dialog i sosiale medier

  [Popular Science Article]. BI Business Review,

• Staude, Cecilie (2015)
  Analyse av politikere og partier i sosiale medier; Trine Skei Grande er Twitterdronningen på Stortinget

  [Popular Science Article]. BI Business Review,

• Staude, Cecilie (2015)
  Analyse av politikere og partier i sosiale medier; Slagvold Veum, Skaff deg twitterkonto

  [Popular Science Article]. BI Business Review,

• Staude, Cecilie (2015)
  Analyse av politikere og partier i sosiale medier, SV og Lysbakken gir verdifull dialog

  [Popular Science Article]. BI Business Review,

• Staude, Cecilie (2015)
  Bi Biziness review - analyseserie av politikere/partier i sosiale medier - Høyre lykkes i å være personlig

  [Popular Science Article]. BI Business Review,

• Staude, Cecilie (2015)
  Partiet rødt skaper lite engasjement

  [Popular Science Article]. BI Business Review,

• Eggen, Svend Asle (2014)
  Hvordan skrive etisk refleksjonsoppgave i “HIS 3410 Bedriften”

  [Report Research]. Handelshøyskolen BI

• Solberg, Carl Arthur; Gripsrud, Geir & Hunneman, Auke (2014)
  Kartlegging og analyse av eksportmønstre og -strategier. Sluttrapport til Innovasjon Norge, Februar 2014

  [Report Research]. Handelshøyskolen BI

• Nes, Erik Bertin & Gripsrud, Geir (2014)
  When does it pay off to link a brand name to a country?

  Journal of Euromarketing, 23(1-2) , s. 22-36. Doi: https://doi.org/10.9768/0023.01-2.022

• Nes, Erik Bertin (2014)
  Antecedents and consequences of replacing international independent intermediaries

  European Business Review, 26(3) , s. 218-237. Doi: https://doi.org/10.1108/EBR-09-2013-0118

  Show summary

  Purpose – What characterizes the relationships with intermediaries that are soon to be replaced, and are the replacements successful? The paper aims to discuss these issues. Design/methodology/approach – The study applies a longitudinal design. The paper conducted a survey among a sample of exporters concerning their relationships with independent intermediaries in terms of trust, commitment, communication, control and two performance variables; financial performance and strategic goal achievement. Five years thereafter the author contacted the same companies again and questioned which independent intermediaries had been replaced in the period. The author then compared the replaced intermediaries with the extended intermediaries before they were replaced and analysed changes in the evaluations of the relationships and of the performance after the replacement. Findings – The relationships with terminated intermediaries that were replaced by sales subsidiary or home-based direct sales were characterized having higher trust, communication and control than extended relationships before replacement. While it may be surprising that these quite successful relationships were terminated, this is in line with internationalization process theories. The replacements, both intermediaries that were replaced by other intermediaries and by sales subsidiary/home-based direct sales, were highly successful in terms of improvement in performance and behavioural relationship variables. Research limitations/implications – The empirical findings are limited by the sample and by data collection from the principal only in the dyadic relations. Practical implications – International independent intermediaries should analyse the likelihood of being replaced by the principal because the relationship or the performance is unsatisfactory, but also because of satisfactory evaluations. Terminations of satisfactory relationships tend to be accompanied by change in operation mode to internal organization. The independent intermediary should in such cases build a defence structure against unwanted termination and/or prepare for buyout. The success of the replacements suggests that international marketers benefit from being proactive in replacing intermediaries with new intermediaries or with a hierarchal entry mode. Originality/value – This is the first study that applies most of these variables from interorganizational relations theory in the study of international independent intermediary replacements. It is also the first to give insight into the consequences of intermediary terminations.

• Solberg, Carl Arthur (2014)
  International branding: A framework for classification and analysis

  Journal of Euromarketing, 23(1-2) , s. 5-21. Doi: https://doi.org/10.9768/0023.01-2.005

• Kunøe, Gorm (2014)
  Service - påvirkning - personlig salg - profesjonsetikk. Kompendium til kurset "Markedsføring og salg av eiendom"

  [Textbook]. ScanForum AS

• Olson, Erik (2014)
  Fantasy League Sponsoring

  BI Marketing Magazine, 2013/2014, s. 14-15.

• Biong, Harald & Silkoset, Ragnhild (2014)
  The ineffectiveness of corporate brand investments in creating price premiums

  Journal of Marketing Theory and Practice, 22(2) , s. 169-184. Doi: https://doi.org/10.2753/MTP1069-6679220211

  Show summary

  B2B branding research indicates that corporate brand equity investments will increase suppliers’ price premiums. In contrast, economics of information studies suggest suppliers’ price premiums to decrease with their brand investments. This study, building on economics of information, tests these contrasting perspectives empirically in a B2B-services context. The results show that suppliers’ corporate brand investments are ineffective in creating price premiums because brand investments and price premiums provide substituting information of unobservable quality. Furthermore, suppliers’ price premiums decrease with buyers’ willingness to punish sellers’ quality deception. In contrast, the suppliers’ price premiums increase with their provision of warranties and with their customers’ quality sensitiveness.

• Koval, Mariia (2014)
  Four Strategies of Alliance Portfolio Management

  BI Marketing Magazine,

• Olson, Erik (2014)
  Green Innovation Value Chain analysis of PV solar power

  Journal of Cleaner Production, 64(February) , s. 73-80. Doi: https://doi.org/10.1016/j.jclepro.2013.07.050

  Show summary

  Governments around the world have employed a variety of generous subsidies to help promote and develop clean energy technologies in the hope that they will widely replace dirtier carbon-based power sources. Unfortunately these subsidies have not prevented numerous green technology bankruptcies including the infamous 2011 closure of the California based solar panel producer Solyndra, and these failures have cost taxpayers and private investors billions in lost capital. The green innovation value chain (GIVC) provides a possible framework for determining the diffusion prospects of green technologies through environmental and financial comparisons to conventional alternatives across the separate chain links comprised of manufacturers, distributors, customers, government, and the environment. The GIVC framework is used here to analyze the photovoltaic solar power chain, where financial deficits are found in each link that will need to be reduced or eliminated through technology advancements, subsidies, or changes in market conditions in order to provide the conditions necessary for the technology to achieve mass-market acceptance and positive financial returns.

• Solberg, Carl Arthur (2014)
  International branding: A framework for classification and analysis

  Journal of Euromarketing, 23(1-2) , s. 5-21. Doi: https://doi.org/10.9768/0023.01-2.005

• Kunøe, Gorm (2014)
  Service - påvirkning - personlig salg - profesjonsetikk. Kompendium til kurset "Markedsføring og salg av eiendom"

  [Textbook]. ScanForum AS

• Haan, Evert de; Verhoef, Peter C. & Wiesel, Thorsten (2014)
  Gebruik van customer feedback metrics door dienstverleners

  [Popular Science Article]. Maandblad voor Accountancy en Bedrijfseconomie, 88, s. 274-281.

• Lanseng, Even Johan (2014)
  A typology of consumption value : teasing out the unique properties of utilitarian, symbolic, experiential, and aesthetic consumption value

  Beta – Scandinavian Journal of Business Research, 28(2) , s. 107-117.

• Eggen, Svend Asle (2014)
  Veiledning = konstruktive tilbakemeldinger (Håndbok for bacheloroppgaveveiledere ved BI)

  [Report Research]. Handelshøyskolen BI

• Worm, Stefan & Srivastava, Rajendra K. (2014)
  Impact of Component Supplier Branding on Profitability

  International Journal of Research in Marketing, 31(4) , s. 409-424. Doi: https://doi.org/10.1016/j.ijresmar.2014.05.005

  Show summary

  In recent years, many business-to-business (B2B) component supplier (CS) firms have added branding to their marketing toolbox. By extending the logic of ingredient branding to B2B components, they aim to create “pull” from B2B end customers by building a strong CS brand image among their customers' customers. In contrast with the established “push” approach of building strong relationships with original equipment manufacturers (OEMs), it is unclear whether and under which conditions CS branding is a worthy strategy. On the one hand, anecdotal evidence suggests that suppliers can leverage strong CS brand image in negotiations with increasingly powerful OEMs to enhance their financial performance. On the other hand, many B2B managers believe that branding does not work in their industry context and erodes profitability. We build a data set consisting of survey measures and archival data across a broad set of industries. Our results indicate that the financial outcomes of CS branding largely depend on the characteristics of the CS and OEM industries. Unlike dyadic OEM–CS relationships, which enhance profitability invariably across industry contexts, CS branding is effective only in well-defined situations. CS branding initiatives can enhance return in CS industries with substantial levels of product differentiation and technology intensity. However, unfavorable results may arise in industry contexts in which OEM–end customer relationships or OEM brands are important.

• Dorotic, Matilda (2014)
  Customers who redeem their rewards in loyalty programs buy more

  [Popular Science Article]. ScienceNordic.com,

• Olson, Erik (2014)
  Does Green Innovation Pay Off?

  BI Marketing Magazine, 2014(1) , s. 34-35.

• Olson, Erik (2014)
  Are you willing to pay more for Organic Foods?

  BI Marketing Magazine, 2013/2014, s. 26-27.

• Kunøe, Gorm (2014)
  Topplinje - om effektivitet i profesjonelt salg

  [Textbook]. ScanForum AS

• Lanseng, Even Johan (2014)
  Consumption Value: Teasing out the Unique Properties of Utilitarian, Symbolic, Experiential, and Aesthetic Consumption Value

  Beta – Scandinavian Journal of Business Research, 28(2) , s. 107-117.

• Eggen, Svend Asle & Mjøen, Helge (2014)
  Arkivsenter Dora – mulighetenes arena?

  [Report Research]. Statsarkivet Trondheim

• Singh, Sangeeta (2014)
  To Automate or Not: Is that the question?

  Journal of Applied Management and Entrepreneurship, 19(3) , s. 50-69. Doi: https://doi.org/10.9774/gleaf.3709.2014.ju.00005

• Dorotic, Matilda & Vossen, Alexander (2014)
  With a little help from your Customers

  BI Marketing Magazine,

• Olson, Erik (2014)
  The Down-side of Relationship Marketing

  BI Marketing Magazine, 2013/2014, s. 24-25.

• Abrahamsen, Morten H. (2014)
  Slik bygger du sterkere nettverk

  [Popular Science Article]. BI Marketing Magazine, 2013/2014, s. 10---.

• Otterbring, Tobias; Wästlund, Erik, Gustafsson, Anders & Poja, Shams (2014)
  Vision (im)possible? The effects of in-store signage on customers’ visual attention

  Journal of Retailing and Consumer Services, 21(5) , s. 676-684. Doi: https://doi.org/10.1016/j.jretconser.2014.05.002 - Full text in research archive

  Show summary

  We used two eye-tracking field experiments to investigate the extent to which in-store signage is used during navigation and decision making, and how the viewing of signage influences customers’ visual attention and choice behavior. One hundred and seventy-five customers at a grocery store were exposed to signage stimuli while carrying out predefined shopping tasks. Experiment 1 shows that attention toward signage is affected by customers’ levels of store familiarity and in-store search stage (navigation vs. decision making). Experiment 2 demonstrates that signage has a considerable impact on the direction and magnitude of customers’ visual attention during decision making.

• Risselada, Hans; Verhoef, Peter C. & Bijmolt, Tammo H.A. (2014)
  Dynamic Effects of Social Influence and Direct Marketing on the Adoption of High-Technology Products

  Journal of Marketing, 78(2) , s. 52-68. Doi: https://doi.org/10.1509/jm.11.0592

• Nes, Erik Bertin; Yelkur, Rama & Silkoset, Ragnhild (2014)
  Consumer affinity for foreign countries: Construct development, buying behavior consequences and animosity contrasts

  International Business Review, 23(4) , s. 774-784. Doi: https://doi.org/10.1016/j.ibusrev.2013.11.009

• Lervik-Olsen, Line; Witell, Lars & Gustafsson, Anders (2014)
  Turning customer satisfaction measurements into action

  Journal of Service Management (JOSM), 25(4) , s. 556-571. Doi: https://doi.org/10.1108/JOSM-01-2014-0025 - Full text in research archive

  Show summary

  Purpose – The purpose of this paper is to contribute to the literature on customer orientation by developing and empirically testing a model that attempts to explain the elements that constitute customer orientation and that, in turn, influence customer satisfaction. In particular, this study focuses on how service firms design, collect, analyse and use customer-satisfaction data to improve service performance. This study has the following three research objectives: to understand the process and, as a consequence, the phases of customer orientation; to investigate the relationships between the different phases of customer orientation and customer satisfaction; and to examine activities in the different phases of customer orientation that result in higher customer satisfaction. Design/methodology/approach – This study, combining quantitative and qualitative research, is based on a cross-sectional survey of 320 service firms and a multiple case study of 20 organisational units at a large service firm in the European telecom industry. Findings – The results show that customer orientation consists of a process that includes three phases: strategy, measurement and analysis and implementation. Contrary to previous research, implementation has the strongest influence on customer satisfaction. In turn, customer satisfaction influences financial results. In-depth interviews with managers provided insights into the specific activities that are key for turning customer-satisfaction measurements into action. Originality/value – This research contributes to the literature on customer orientation by developing and empirically testing a model that attempts to explain what constitutes customer orientation and, in turn, influences customer satisfaction and financial results. Given the large amount of research on customer satisfaction, studies on how service firms collect and use customer-satisfaction data in practice are scarce.

• Wiebenga, Jacob H. & Fennis, Bob (2014)
  The road traveled, the road ahead, or simply on the road? When progress framing affects motivation in goal pursuit

  Journal of Consumer Psychology, 24(1) , s. 49-62. Doi: https://doi.org/10.1016/j.jcps.2013.06.002

• Abrahamsen, Morten H. & Håkansson, Håkan (2014)
  Integrasjon og samarbeid på pelagiske eksportmarkeder

  [Report Research]. Handelshøyskolen BI

  Show summary

  Denne forskningsrapporten er sluttrapport for prosjektet “Økt integrasjon og samarbeid mot eksisterende og nye målmarkeder for pelagisk industri”, gjennomført av BI på oppdrag for Fiskeri- og Havbruksnæringens Forskningsfond (FHF). Norsk pelagisk industri ønsker i dette prosjektet å se på mulighetene for økt integrasjon og samarbeid i de viktigste markedene for pelagisk konsumfisk, hvor sild og makrell representerer de største eksportvolumene. Rapporten konkluderer med at utviklingen i pelagisk industri går mot en økende grad av spesialisering og konsentrasjon av et mindre antall store og dominerende aktører. I en slik sammenheng er det den enkelte bedrifts evner og muligheter til å tilpasse sine aktiviteter og ressurser til de øvrige aktørene som avgjør om den får innflytelse. For å få dette til må bedriftene utvikle interaktive holdninger og kapabiliteter (evner), og vi gir flere anbefalinger om hvordan dette kan gjennomføres på bedriftsnivå. Vi peker også på to strukturelle svakheter på bransjenivå som må håndteres dersom bransjen skal videreutvikle sine relasjoner mot de viktigste markedene. Den ene er eksistensen av et system som forhindrer all integrasjon bakover mot råvareleddet, og den andre er overkapasitet på produksjonssiden i Norge. På sikt står bransjen ovenfor betydelige endringer.

• Olsen, Lars Erling; Samuelsen, Bendik Meling & Gaustad, Tarje (2014)
  Same Service, Different Ad Claims: The Moderating Role of Need for Cognition

  Psychology & Marketing, 31(12) , s. 1064-1073. Doi: https://doi.org/10.1002/mar.20753

• Berg, Terje & Erichsen, Morten (2014)
  Hvordan stimulere de flinkeste studentene? Konkurranse som aktivitet for dybdelæring

  Uniped - Tidsskrift for universitets- og høgskolepedagogikk, 37(3) , s. 34-48. Doi: https://doi.org/10.3402/uniped.v37.21651

• Lervik-Olsen, Line & Andreassen, Tor W. (2014)
  Social Media Usage and Adoption: Are People Ready?

  Harnessing the Power of Social Media and Web Analytics, , s. 161-180. Doi: https://doi.org/10.4018/978-1-4666-5194-4.ch007

• Fennis, Bob & Stroebe, Wolfgang (2014)
  Softening the Blow: Company Self-Disclosure of Negative Information Lessens Damaging Effects on Consumer Judgment and Decision Making

  Journal of Business Ethics, 120(1) , s. 109-120. Doi: https://doi.org/10.1007/s10551-013-1647-9

• Korhonen-Sande, Silja & Sande, Jon Bingen (2014)
  Getting the most out of cross-functional cooperation: Internal structural change as a trigger for customer information use

  Industrial Marketing Management, 43(8) , s. 1394-1406. Doi: https://doi.org/10.1016/j.indmarman.2014.06.012

• Pousette, Sandra; Löfgren, Martin, Nilsson, Birgitta & Gustafsson, Anders (2014)
  An Extended Method to Measure Overall Consumer Satisfaction with Packaging

  Packaging technology & science, 27(9) , s. 727-738. Doi: https://doi.org/10.1002/pts.2064 - Full text in research archive

  Show summary

  There are several reasons why people find it troublesome to use and handle consumer packages. A test method for evaluating the ease of opening of such packages was presented in the “Technical Specification” (TS) [1]. The present study has expanded the procedure by including consumer satisfaction measurements in two steps and engaging panels comprising two separate age groups. The expanded method, which used six different packages as test objects, engaged 75 panelists, 40 in the older group (65–80 years), and 35 in the younger group (25–40 years). The expanded method included the same operations as described in the TS, but also included panelists who graded each handling element separately on a “smiley” scale, along with feedback for their grades, and an overall judgment of the package handling. The grading feedback differed between the two groups. The younger panelists mainly noted issues that were not connected to openability, while older panelists noted openability as the most influential factor. Further analysis revealed that openability was also a key issue for the younger panelists, despite their claims to the contrary. Satisfaction was the most critical TS element for describing a package as being easy to open.

• Augensen, Helene; Moen, Maren & Lanseng, Even Johan (2014)
  Ærlighet varer lengst : åpen bloggsponsing er mer effektiv enn skjult

  Magma forskning og viten, 17(3) , s. 58-63.

• Spence, Charles; Velasco, Carlos & Knöferle, Klemens (2014)
  A large sample study on the influence of the multisensory environment on the wine drinking experience

  Flavour, 3(8) Doi: https://doi.org/10.1186/2044-7248-3-8

  Show summary

  Background: Researchers have demonstrated that a variety of visual factors, such as the colour and balance of the elements on a plate, can influence a diner’s perception of, and response to, food. Here, we report on a study designed to assess whether placing the culinary elements of a dish in an art-inspired manner would modify the diner’s expectations and hence their experience of food. The dish, a salad, was arranged in one of three different presentations: One simply plated (with all of the elements of the salad tossed together), another with the elements arranged to look like one of Kandinsky’s paintings, and a third arrangement in which the elements were organized in a neat (but non-artistic) manner. The participants answered two questionnaires, one presented prior to and the other after eating the dish, to evaluate their expectations and actual sensory experience. Results: Prior to consumption, the art-inspired presentation resulted in the food being considered as more artistic, more complex, and more liked than either of the other presentations. The participants were also willing to pay more for the Kandinsky-inspired plating. Interestingly, after consumption, the results revealed higher tastiness ratings for the art-inspired presentation. Conclusions: These results support the idea that presenting food in an aesthetically pleasing manner can enhance the experience of a dish. In particular, the use of artistic (visual) influences can enhance a diner’s rating of the flavour of a dish. These results are consistent with previous findings, suggesting that visual display of a food can influence both a person’s expectations and their subsequent experience of a dish, and with the common assumption that we eat with our eyes first.

• Salmon, Stefanie J.; Fennis, Bob, Ridder, Denise TD De, Adriaanse, Marieke A. & Vet, Emely De (2014)
  Health on impulse: When low self-control promotes healthy food choices

  Health Psychology, 33(2) , s. 103-109. Doi: https://doi.org/10.1037/a0031785

• Dorotic, Matilda; Verhoef, Peter C., Fok, Dennis & Bijmolt, Tammo H.A. (2014)
  Reward redemption effects in a loyalty program when customers choose how much and when to redeem

  International Journal of Research in Marketing, 31(4) , s. 339-355. Doi: https://doi.org/10.1016/j.ijresmar.2014.06.001

  Show summary

  The redemption of loyalty program (LP) rewards has an important impact on LP members’ behavior, particularly on purchase behavior before and after redeeming a reward. However, little is known about the interplay between members’ purchase and redemption behavior when members are not pressured with points expiration and they choose for themselves when and how much to redeem. In this context, the effects of redemption are not straightforward, as little additional effort is required from an LP member to obtain the reward. Analyzing the behavior of 3,094 members in such an LP, we find that the mere decision to redeem a reward significantly enhances purchase behavior before and after the redemption event, even when members redeem just a fraction of their accumulated points. Conceptually, we refer to this enhancement as the redemption momentum, which is an alternative and novel explanation of the existence of pre-reward effects that does not depend on points-pressure. In addition to the overall impact of redemption on purchases, prior purchase behavior also enhances redemption decisions. Finally, we find a number of moderating effects on purchase and redemption behavior that derive from the length of LP membership, age, income and direct mailings. Our study’s most important managerial implication is that firms can avoid imposing binding thresholds and/or points expiry and still enhance members’ purchase behavior.

• Acar-Burkay, Sinem; Fennis, Bob & Warlop, Luk (2014)
  Trusting others: The polarization effect of need for closure

  Journal of Personality and Social Psychology, 107(4) , s. 719-735. Doi: https://doi.org/10.1037/a0037022 - Full text in research archive

  Show summary

  Because trust-related issues inherently involve uncertainty, we expected individuals’ social-cognitive motivation to manage uncertainty—which is captured by their need for closure—to influence their level of trust in others. Through the results of 6 studies, we showed that higher need for closure was related to more polarized trust judgments (i.e., low trust in distant others and high trust in close others) in the case of both chronic and situational need for closure. Moreover, participants with high need for closure did not revise their level of trust when they received feedback about the trustees’ actual trustworthiness, whereas participants with low need for closure did. Overall, our findings indicate that polarized (either high or low, as opposed to moderate) and persistent levels of trust may serve people’s seizing and freezing needs for achieving cognitive closure. Keywords: need for closure, trust, uncertainty, interpersonal closeness

• Ou, Yi-Chun; de, Lisette Vries, Wiesel, Thorsten & Verhoef, Peter C. (2014)
  The Role of Consumer Confidence in Creating Customer Loyalty

  Journal of Service Research, 17(3) , s. 339-354. Doi: https://doi.org/10.1177/1094670513513925

• Selnes, Fred & Lanseng, Even Johan (2014)
  Markedsføringsledelse : med digitale verktøy

  Gyldendal Akademisk

• Witell, Lars; Gustafsson, Anders & Johnson, Michael D. (2014)
  The effect of customer information during new product development on profits from goods and services

  European Journal of Marketing, 48(9/10) , s. 1709-1730. Doi: https://doi.org/10.1108/EJM-03-2011-0119 - Full text in research archive

  Show summary

  Purpose – This study aims to investigate how customer information obtained at different phases of a new product development (NPD) process influences profits from new offerings. Design/methodology/approach – A survey was conducted in the context of NPD in goods and services. A unique database was constructed that merged key informant survey responses with financial data for 244 firms. This database was used to replicate and extend previous research by posing a number of hypotheses regarding the role of obtaining customer information in NPD. Findings – The results show that obtaining customer information during NPD influences the profits from new offerings, which vary depending on the phase of the NPD process. The financial rewards from obtaining customer information for goods are highest in the early phases of the NPD process and decline in later phases. The financial rewards for services, on the other hand, are high in the early and late phases of the NPD process. Research limitations/implications – The research is based on a survey combined with objective financial data, that is, a combination of different data sources. The research would have benefitted from longer data series and a higher response rate. Originality/value – This study replicates and extends previous research by testing the role of obtaining customer information in both manufacturing and service firms by combining survey data with objective financial data.

• Dahlstrøm, Robert; Nygaard, Arne, Kimasheva, Maria & Ulvnes, Arne-Morten (2014)
  How to Recover Trust in the Banking Industry? A Game Theory Approach to Empirical Analyses of Bank and Corporate Customer Relationships

  International Journal of Bank Marketing, 32(4) , s. 268-279. Doi: https://doi.org/10.1108/ijbm-03-2014-0042

• Lopez, Ines; Ruiz, Salvador & Warlop, Luk (2014)
  When Sharing Consumption Emotions With Strangers Is More Satisfying Than Sharing Them With Friends

  Journal of Service Research, 17(4) , s. 475-488. Doi: https://doi.org/10.1177/1094670514538835

• Loussaïef, Leïla; Cacho-Elizondo, Silvia, Pettersen, Inger Beate & Tobiassen, Anita Ellen (2014)
  Do CSR actions in retailing really matter for young consumers? A study in France and Norway

  Journal of Retailing and Consumer Services, 21(1) , s. 9-17. Doi: https://doi.org/10.1016/j.jretconser.2013.09.005

• Bolton, Ruth N.; Gustafsson, Anders, McColl-Kennedy, Janet, Sirianni, Nancy & Tse, David (2014)
  Small details that make big differences: A radical approach to consumption experience as a firm’s differentiating strategy

  Journal of Service Management (JOSM), 25(2) , s. 253-274. Doi: https://doi.org/10.1108/JOSM-01-2014-0034

• Heide, Jan B.; Kumar, Alok & Wathne, Kenneth Henning (2014)
  Concurrent Sourcing, Governance Mechanisms, and Performance Outcomes in Industrial Value Chains

  Strategic Management Journal, 35(8) , s. 1164-1185. Doi: https://doi.org/10.1002/smj.2145

• Veflen, Nina Jeanette (2014)
  Strategic Alliances in New Product Development

  Strategic Alliances for Innovation and R&D,

• Breugelmans, Els; Bijmolt, Tammo H.A., Zhang, Jie, Basso, Leonardo J., Dorotic, Matilda, Kopalle, Praveen, Minnema, Alec, Mijnlieff, Willem Jan & Wünderlich, Nancy V. (2014)
  Advancing Research on Loyalty Programs: A Future Research Agenda

  Marketing letters, 26, s. 127-139. Doi: https://doi.org/10.1007/s11002-014-9311-4

  Show summary

  Despite the growing literature on loyalty program (LP) research, many questions remain underexplored. Driven by advancements in information technology, marketing analytics, and consumer interface platforms (e.g., mobile devices), there have been many recent developments in LP practices around the world. They impose new challenges and create exciting opportunities for future LP research. The main objective of this paper is to identify missing links in the literature and to craft a future research agenda to advance LP research and practice. Our discussion focuses on three key areas: (1) LP designs, (2) Assessment of LP performance, and (3) Emerging trends and the impact of new technologies. We highlight several gaps in the literature and outline research opportunities in each area. Keywords: Loyalty program design, partnership loyalty program, performance assessment, effects of strategic behavior, customer relationship management

• Neslin, Scott A.; Jerath, Kinshuk, Bodapati, Anand, Bradlow, Eric T., Deighton, John, Gensler, Sonja, Lee, Leonard, Montaguti, Elisa, Telang, Rahul, Venkatesan, Raj, Verhoef, Peter C. & Zhang, Z. John (2014)
  The Interrelationships between brand and channel choice

  Marketing letters, 25(3) , s. 319-330. Doi: https://doi.org/10.1007/s11002-014-9305-2

• Staude, Cecilie (2014)
  7 tips for å lykkes på Instagram

  [Popular Science Article]. BI Business Review,

• Lanseng, Even Johan (2013)
  Ærlighet varer lengst – også på blogg

  BI Business Review,

• Abrahamsen, Morten H. (2013)
  Fire steg til bedre beslutninger i nettverk

  [Popular Science Article]. BI Magasinet, (2) , s. 13-13.

• Silkoset, Ragnhild (2013)
  Negative and Positive Effects of Social Capital on Co-located Firms’ Withholding Efforts

  European Journal of Marketing, 47(1-2) , s. 174-197. Doi: https://doi.org/10.1108/03090561311285501

  Show summary

  Purpose – This study aims to demonstrate that the investments in social capital do not always pay off. Although an important function of social capital is its potential for influencing co-located companies' opportunistic behavior, social capital also has a negative side. This study seeks to examine the negative and positive effects of the social capital dimensions on a company's profitability and on the perception that co-located firms free ride and shirk. Design/methodology/approach – By including data from 224 firms in 112 true-paired dyadic relationships, this study provides a unique and valid basis for empirical study within SEM analysis. The ability to link different information sources in the analysis creates a unique data set that controls for the confounding effects of common method biases in the analysis. Findings – Markets with a low degree of collective activity gain less advantage from cognitive social capital, because its primary effect lies in its transparency and ability to detect opportunistic behavior. The effect of relational social capital is more stable because of the positive direct effect on profitability. Structural social capital indicates markets that would benefit from creating private incentives with the intention to transfer collective activities into private payoffs. This reduces the need to follow up the co-localized businesses. Originality/value – This study shows that the dimensions of social capital vary regarding whether they reduce or facilitate the perceived withholding efforts by co-located firms.

• Dorotic, Matilda & Olsen, Line Lervik (2013)
  Fire bonusfeller

  BI Business Review,

• Olson, Erik (2013)
  It's not easy being green: the effects of attribute tradeoffs on green product preference and choice

  Journal of the Academy of Marketing Science, 41(2) , s. 171-184. Doi: https://doi.org/10.1007/s11747-012-0305-6

  Show summary

  Despite widespread pro-green attitudes, consumers frequently purchase non-green alternatives. One possible explanation for this value–action gap is the tradeoffs that green products often force on their users: higher prices, lower quality, and/or reduced performance. The current study uses conjoint analysis to uncover the attribute preferences of car and TV buyers when green attributes are negatively correlated with conventional attributes. These attribute preferences are then used to predict choice among sets of green and less green alternatives currently sold in the marketplace. Strong preferences for green products are found when tradeoffs are not apparent, but preference shifts significantly to less green compromise alternatives when the actual attribute tradeoffs are considered. Although general preference is reduced by tradeoffs, a green product offering some compensatory advantage on a conventional attribute does attract a broader spectrum of consumers, while only “dark green” consumers are willing to pay the price to go green when the product offers few compensatory qualities. In all cases, however, predicted buyers of the greenest technologies offset some of their environmental benefits by choosing more energy-thirsty specifications on negatively correlated conventional attributes. Managerial and public policy implications of the findings are then discussed

• Dorotic, Matilda & Olsen, Line Lervik (2013)
  Fire bonusfeller

  BI Business Review,

• Olson, Erik (2013)
  It's not easy being green: the effects of attribute tradeoffs on green product preference and choice

  Journal of the Academy of Marketing Science, 41(2) , s. 171-184. Doi: https://doi.org/10.1007/s11747-012-0305-6

  Show summary

  Despite widespread pro-green attitudes, consumers frequently purchase non-green alternatives. One possible explanation for this value–action gap is the tradeoffs that green products often force on their users: higher prices, lower quality, and/or reduced performance. The current study uses conjoint analysis to uncover the attribute preferences of car and TV buyers when green attributes are negatively correlated with conventional attributes. These attribute preferences are then used to predict choice among sets of green and less green alternatives currently sold in the marketplace. Strong preferences for green products are found when tradeoffs are not apparent, but preference shifts significantly to less green compromise alternatives when the actual attribute tradeoffs are considered. Although general preference is reduced by tradeoffs, a green product offering some compensatory advantage on a conventional attribute does attract a broader spectrum of consumers, while only “dark green” consumers are willing to pay the price to go green when the product offers few compensatory qualities. In all cases, however, predicted buyers of the greenest technologies offset some of their environmental benefits by choosing more energy-thirsty specifications on negatively correlated conventional attributes. Managerial and public policy implications of the findings are then discussed

• Heggernes, Tarjei Alvær (2013)
  Digital Forretningsforståelse

  [Textbook]. Fagbokforlaget

• Staude, Cecilie (2013)
  Sosial Kommunikasjon

  [Textbook]. Kommuneforlaget AS

• Dorotic, Matilda & Olsen, Line Lervik (2013)
  Hvordan kan bedrifter gjøre best nytte av kundelojalitetsprogrammer? :

  Magma forskning og viten, 16(4) , s. 50-59.

• Abrahamsen, Morten H. (2013)
  Strategi i et nettverksperspektiv

  Magma forskning og viten, 16(4) , s. 22-28.

  Show summary

  I denne artikkelen skal vi se nærmere på relasjoner i industrielle nettverk. Vi skal vise hvordan økt forståelse for bedrifters relasjoner til kunder, leverandører og samarbeidspartnere kan hjelpe bedrifter til å ta bedre strategiske beslutninger. Vi skal se at bedriftens oppfatning av sin posisjon i nettverket, dvs. dens nettverksbilde, spiller en viktig rolle i dette arbeidet. På slutten av artikkelen introduseres et strategisk rammeverk som kan brukes til å gi bedre innsikt. Til å underbygge dette skal vi bruke empiriske data fra en studie av norske lakseeksportørers forsøk på å endre det japanske distribusjonsnettverket for sjømat.

• Eggen, Svend Asle (2013)
  Tilbakemelding på bacheloroppgaver

  [Report Research]. Handelshøyskolen BI

  Show summary

  Konstruktive tilbakemeldinger bør være konkrete, kriteriebaserte og framoverskuende (formative). De skal fortelle studentene hvordan ligger an i forhold til læringsmålene og hvordan de skal gå fram for å lukke gapet mellom nåværende og ønsket situasjon.

• Omholt, Tore (2013)
  Developing a collective capacity for place management

  Journal of Place Management and Development, 6(1) , s. 29-42. Doi: https://doi.org/10.1108/17538331311306113

• Peter, Leeflang; Verhoef, Peter C., Peter, Dahlström & Tjark, Freundt (2013)
  Digitale Marketing: uitdagingen en oplossingen

  [Professional Article]. Holland Management Review, 148(Maart-April) , s. 41-49.

• Olson, Erik (2013)
  Perspective: The Green Innovation Value Chain: A Tool for Evaluating the Diffusion Prospects of Green Products

  Journal of Product Innovation Management, 30(4) , s. 782-793. Doi: https://doi.org/10.1111/jpim.12022

• Biong, Harald (2013)
  Choice of subcontractor in markets with asymmetric information: reputation and price effects

  The journal of business & industrial marketing, 28(1) , s. 60-70. Doi: https://doi.org/10.1108/08858621311285723

  Show summary

  Purpose -Buyers assessing bids from suppliers of experience services face both an adverse selection and a potential moral hazard problem. The purpose of this study is to examine (1) the relative importance of various signals of supplier reputation conveying information about unobserved supplier quality, which is important for identifying the best tender; and whether price is contingent on (2) supplier reputation, and (3) on buyer’s quality sensitiveness in a competitive bidding situation. Design/methodology/approach - This study builds on a conjoint experiment where 19 contractors consider alternative scenarios representing tenders from subcontractors of plumbing services. In the scenarios the subcontractors differ on their reputation and price variables, while the contractors differ in their quality sensitiveness. Multiple regressions analyzes the contingent price effects. Findings – Although low price is generally important for subcontractor selection, quality sensitive buyers are willing to pay subcontractors a price premium to prevent quality debasement. On the other hand, despite the combined significance of supplier reputation on choice, buyers are not willing to pay price premiums to suppliers with a quality reputation. Research limitations/implications – Conjoint studies produce multiple cases but the underlying sample is limited. Therefore, this study should be regarded as preliminary and a basis for further validation on larger samples. Practical implications – In competitive bidding situations, suppliers with strong quality reputations may benefit most by low price offers. Thus, suppliers with a strong reputation should achieve profitability through a volume premium rather than a price premium effect. Suppliers opting for price premiums should target the quality sensitive segment of the market. Originality/value – In contrast to previous findings in B2B brand equity studies, but in line with findings in information economics, this study suggests that suppliers with a reputation for quality will not receive price premiums. The results indicate that in bidding contexts in B2B markets, the reputation variables may enhance rather than reduce buyers’ price sensitivity, because supplier reputation increases low price credibility.

• Verhoef, Peter C. (2013)
  'Operationalisering'van klantgerichtheid omgaan met onvermijdelijke dilemma's

  [Popular Science Article]. Holland Management Review, 152, s. 54-66.

• Oest, Rutger Daniel van (2013)
  Why are Consumers Less Loss Averse in Internal than External Reference Prices?

  Journal of Retailing, 89(1) , s. 62-71. Doi: https://doi.org/10.1016/j.jretai.2012.08.003

  Show summary

  The literature has produced mixed support for loss aversion in a reference price context and the outcome may depend on the type of reference price. One extant study has reported empirical evidence that consumers are less loss averse in internal than external reference prices, but without discussing causes or implications. In the current study, we reconcile relevant literature and propose this asymmetric loss aversion result as an empirical generalization. Next, we provide and test an explanation: two empirical regularities in pricing cause that consumers tend to observe few losses for external reference price and many losses for internal reference price, making them less sensitive to internal than external losses. We use two scanner panel data sets to show that the two empirical regularities contribute to asymmetric loss aversion, while accounting for alternative explanations. We explore the implications of loss aversion asymmetry for the effectiveness of price promotions by simulation.

• Dorotic, Matilda & Olsen, Line Lervik (2013)
  Bonus som gir økt business

  Forskning.no,

• Nygaard, Arne; Gripsrud, Geir & Bø, Eirill (2013)
  Ledelse av Forsyningskjeder

  [Textbook]. Fagbokforlaget

• Otterbring, Tobias; Shams, Poja, Wästlund, Erik & Gustafsson, Anders (2013)
  Left isn’t always right: Placement of pictorial and textual package elements

  British Food Journal, 115(8) , s. 1211-1225. Doi: https://doi.org/10.1108/BFJ-08-2011-0208

  Show summary

  Purpose – The purpose of this study is to investigate how the positioning of textual and pictorial design elements on a package affects visual attention (detection time) toward these element types. Design/methodology/approach – The study has a 3 × 2 (Stimulus × Location) between-subjects design. One pictorial and two textual package elements, located on the top right- or top left-hand side of a package, were used as stimuli. Visual attention was measured by eye-tracking. A total of 199 university students participated. The data were analysed using a two-way ANOVA and a Pearson’s chi-square analysis with standardised residuals. Findings – The results show that in order to receive the most direct attention, textual elements should be on the left-hand side of a package, whereas pictorial elements should be on the right-hand side. This is inconsistent with previous design directions (based on recall), suggesting the opposite element organisation. Originality/value – Previous research has focused on recall (whether respondents remember having seen package elements) or preference (whether respondents prefer a package based on element positioning). The focus of the present study was whether respondents actually saw the different elements on a package, and how long it took them to detect such elements. Detection time for certain element types can be viewed as a new and complementary way of evaluating the position of package elements. The paper also addresses whether preference is a result of easy information acquisition.

• Andreassen, Tor Wallin & Streukens, Sandra (2013)
  Online complaining Understanding the adoption process and the role of individual and situational characteristics

  Managing Service Quality, 23(1) , s. 4-24. Doi: https://doi.org/10.1108/09604521311287632

  Show summary

  Despite the relevance of online customer complaining, little research exists in this area. The purpose of this paper is twofold. First, develop and test a conceptual model to understand customers’ intention to adopt online complaining. Second, compare two competing perspectives regarding elaboration likelihood (i.e. willingness / ability to exert cognitive effort and consumption value) for the moderating impact of individual differences. Regarding the first objective, our findings reveal that customer’s attitudes toward online complaining are explained by outcome and process characteristics. Attitude towards online complaining is also influenced by individual characteristics, but surprisingly remains unaffected by situational characteristics. In contrast, usage intentions are influenced by situational characteristics, but do not depend on personality differences. Surprising results are found concerning our second objective. For the moderating impact of affect-based personality characteristics, the often used cognitive effort perspective to elaboration likelihood is not supported. Rather the consumption value perspective applies for these variables.

• Mengov, George & Georgiev, Nikolay (2013)
  Econometric vs artmap prediction of economic choice

  Comptes Rendus de l'Academie Bulgare des Sciences, 66(3) , s. 415-422. Doi: https://doi.org/10.7546/cr-2013-66-3-13101331-13

• Otterbring, Tobias; Shams, Poja, Wästlund, Erik & Gustafsson, Anders (2013)
  Left isn’t always right: Placement of pictorial and textual package elements

  British Food Journal, 115(8) , s. 1211-1225. Doi: https://doi.org/10.1108/BFJ-08-2011-0208

  Show summary

  Purpose – The purpose of this study is to investigate how the positioning of textual and pictorial design elements on a package affects visual attention (detection time) toward these element types. Design/methodology/approach – The study has a 3 × 2 (Stimulus × Location) between-subjects design. One pictorial and two textual package elements, located on the top right- or top left-hand side of a package, were used as stimuli. Visual attention was measured by eye-tracking. A total of 199 university students participated. The data were analysed using a two-way ANOVA and a Pearson’s chi-square analysis with standardised residuals. Findings – The results show that in order to receive the most direct attention, textual elements should be on the left-hand side of a package, whereas pictorial elements should be on the right-hand side. This is inconsistent with previous design directions (based on recall), suggesting the opposite element organisation. Originality/value – Previous research has focused on recall (whether respondents remember having seen package elements) or preference (whether respondents prefer a package based on element positioning). The focus of the present study was whether respondents actually saw the different elements on a package, and how long it took them to detect such elements. Detection time for certain element types can be viewed as a new and complementary way of evaluating the position of package elements. The paper also addresses whether preference is a result of easy information acquisition.

• Andreassen, Tor Wallin & Streukens, Sandra (2013)
  Online complaining Understanding the adoption process and the role of individual and situational characteristics

  Managing Service Quality, 23(1) , s. 4-24. Doi: https://doi.org/10.1108/09604521311287632

  Show summary

  Despite the relevance of online customer complaining, little research exists in this area. The purpose of this paper is twofold. First, develop and test a conceptual model to understand customers’ intention to adopt online complaining. Second, compare two competing perspectives regarding elaboration likelihood (i.e. willingness / ability to exert cognitive effort and consumption value) for the moderating impact of individual differences. Regarding the first objective, our findings reveal that customer’s attitudes toward online complaining are explained by outcome and process characteristics. Attitude towards online complaining is also influenced by individual characteristics, but surprisingly remains unaffected by situational characteristics. In contrast, usage intentions are influenced by situational characteristics, but do not depend on personality differences. Surprising results are found concerning our second objective. For the moderating impact of affect-based personality characteristics, the often used cognitive effort perspective to elaboration likelihood is not supported. Rather the consumption value perspective applies for these variables.

• Lanseng, Even Johan & Majoor, Maarten (2013)
  The relative importance of advertising elements and the roles of sex (gender) and involvement :

  Beta – Scandinavian Journal of Business Research, 27(2) , s. 97-112.

• Trendel, Olivier & Warlop, Luk (2013)
  Mémorisation des parrains : l’influence de la congruence du parrainage réexaminée à l’aide du modèle de flexibilité de l’encodage

  Recherche et Applications en Marketing (RAM), 28(4) , s. 28-46. Doi: https://doi.org/10.1177/0767370113499499

  Show summary

  Plusieurs études ont montré qu’un parrainage congruent conduit à une meilleure mémorisation du parrain. L’expérience menée ici démontre qu’une marque est mieux identifiée après un parrainage peu congruent et qu’en outre, pour un niveau faible d’opportunité à traiter le parrainage, les concurrents du parrain peu congruents sont quant à eux moins bien identifiés.

• Eelen, Jiska; Dewitte, Siegfried & Warlop, Luk (2013)
  Situated embodied cognition: Monitoring orientation cues affects product evaluation and choice

  Journal of Consumer Psychology, 23(4) , s. 424-433. Doi: https://doi.org/10.1016/j.jcps.2013.04.004

  Show summary

  Consumers generally prefer products that are easy to interact with. In three studies, we show that this preference arises from the fit between product orientation and monitored situational constraints. Flexible right-handers, who monitor situational constraints, recall product orientations better and prefer products for which the handle is oriented in the direction of the hand used for grasping. When their ability to monitor situational constraints is impaired, the preference for easy-to-grasp products is attenuated. The findings highlight that motor fluency is a relevant cue for decision making when consumers assess how to interact with a product. The implications of these results for embodiment and fluency research are discussed.

• Faraji-Rad, Ali; Moeini-Jazani, Mehrad & Warlop, Luk (2013)
  Women seek more variety in rewards when closer to ovulation

  Journal of Consumer Psychology, 23(4) , s. 503-508. Doi: https://doi.org/10.1016/j.jcps.2013.05.001

  Show summary

  We propose that women's increased generalized sensitivity to rewards during the fertile phase of the menstrual cycle causes them to seek more variety in rewards when they are in the fertile phase than when they are not in the fertile phase of the cycle. In Studies 1–3, across the reward domains of mating and hedonic food, we show that women seek more variety in rewards when closer to ovulation. Moreover, we provide support for the proposition that women's increased reward sensitivity during the fertile phase of the menstrual cycle causes their greater variety seeking. Specifically, in Study 3, we show that fertile women's greater variety seeking does not extend to non-rewards, such as non-hedonic food. Our findings suggest that behavioral effects of women's hormonal shifts during the menstrual cycle are not limited to the mating domain and may extend to a wide category of reward domains.

• Crosno, jody; Manolis, Chris & Dahlstrøm, Robert (2013)
  Toward Understanding Passive Opportunism in Dedicated Channel Relationships

  Marketing letters, 24(4) , s. 353-368. Doi: https://doi.org/10.1007/s11002-012-9220-3

• Verhoef, Peter C. & Lemon, Katherine N. (2013)
  Successful customer value management: Key lessons and emerging trends

  European Management Journal, 31(1) , s. 1-15. Doi: https://doi.org/10.1016/j.emj.2012.08.001

  Show summary

  In the past decade, firms have paid increasing attention to customer value management (CVM). Through customer-centric management systems, firms aim to maximize customer value. In this article, we put forth six important lessons that firms can employ for successful CVM, integrating available research knowledge and best practices: (1) Use CVM to improve business performance; (2) ensure that CVM is more customer driven than IT driven; (3) adopt customer lifetime value as a core metric; (4) invest in strong analytical capabilities; (5) understand the key drivers of customer acquisition, customer retention, and customer expansion; and (6) manage channels to create customer value

• Hansen, Håvard; Samuelsen, Bendik Meling & Sallis, James E. (2013)
  The moderating effects of need for cognition on drivers of customer loyalty

  European Journal of Marketing, 47(8) , s. 1157-1176. Doi: https://doi.org/10.1108/03090561311324264

• Fredriksen, Jan Ivar & Sørebø, Øystein (2013)
  Rekruttering av medarbeidere: Fra intuisjon til strategisk forankring

  Magma forskning og viten, 16(3) , s. 42-53.

  Show summary

  Medarbeiderne er virksomhetens viktigste ressurs, og følgelig er rekruttering av medarbeidere en av virksomhetens mest kritiske prosesser. En grundig og vel gjennomtenkt rekrutteringsprosess kan bidra til å skape gode arbeidsplasser der virksomhetens kompetansekrav synliggjøres og arbeidstakerens yrkesstolthet styrkes. I siste instans vil systematiske rekrutteringsprosesser være et bidrag til virksomhetens overlevelses og konkurranseevne. Undersøkelser vi ser imidlertid at ledere i dagens virksomheter ikke har god nok forståelse av rekrutteringsprosesser og følgelig ikke er i stand til å utnytte denne kilden til et potensielt konkurransefortrinn (Ployhart 2006). Med et utgangspunkt i internasjonal forskning på rekrutteringsprosesser er for målet med det foreliggende arbeidet å beskrive en strategisk forankret rekrutteringsprosess. Med detaljhandelen som kontekst presenteres en teoretisk fundert fremgangsmåte som inkluderer alt fra forarbeider til selve rekrutteringen av ny(e) medarbeider(e). Fremgangsmåten er basert på en tradisjonell strategilogikk (Barney og Hesterly 2008) som starter med planlegging og avsluttes med implementering og består av seks trinn: (1) bakgrunnen for bemannings behovet, (2) nærmere om hvilke uløste oppgaver som ligger til grunn, (3) gjennomføring av stillingsanalyse, (4) utarbeidelse av stillingsbeskrivelse, (5) konkretisering av ønsket kompetanse profil, og (6) selve rekrutteringsprosessen. Disse seks trinnene er ment å være en guide for ledere i varehandelen med rekrutteringsansvar som ønsker å gå fra en intuitiv til en strategisk forankret rekrutteringsprosess.

• Tarasi, Crina; Bolton, Ruth, Gustafsson, Anders & Walker, Beth (2013)
  Relationship characteristics and cash flow variability: implications for satisfaction, loyalty, and customer portfolio management

  Journal of Service Research, 16(2) , s. 121-137. Doi: https://doi.org/10.1177/1094670512465958

  Show summary

  Service firms seek customers with high revenues, profits or lifetime value. However, they frequently ignore variations in consumption that lead to cash flow variability and adversely influence service operations and financial performance. This study shows that variation in individual customers’ consumption or spending on services can be decreased in ways that are actionable by most managers, without decreasing revenues or profits. Empirical findings are robust across two settings: telecommunications and financial services. Customer satisfaction has a “double-whammy” effect: lower cash flow variability and higher cash flow levels. This finding is important because firms can increase satisfaction in many ways. Second, customers who participate in loyalty programs have more variable cash flows, but not higher average cash flows. Hence, firms should design loyalty programs to improve customer satisfaction or intangible benefits (e.g., membership recognition), rather than offering economic incentives. Third, customers who purchase many different offerings, or allocate a large share of their purchases to the firm, have higher cash flow variability and higher average cash flows. Firms can optimize the customer portfolio by combining customers with high variability with customers who have different, offsetting cash flow patterns. Fourth, personal characteristics, such as age and income, also influence cash flow variability. The study describes sensitivity analyses of how different service and relationship marketing strategies influence a firm’s business outcomes. The article concludes with insights on how to integrate service management principles, which emphasize consistency or low variability in processes, with customer relationship management principles that emphasize growing relationships and cash flows.

• Biong, Harald; Nygaard, Arne & Silkoset, Ragnhild (2013)
  Ledelse, lønnsomhet og etikk gjennom eksemplets makt

  Magma forskning og viten, 16(2) , s. 39-46.

• Kowalkowski, Christian; Witell, Lars & Gustafsson, Anders (2013)
  Any way goes: Identifying value constellations for service infusion in SMEs

  Industrial Marketing Management, 42(1) , s. 18-30. Doi: https://doi.org/10.1016/j.indmarman.2012.11.004

  Show summary

  Manufacturing firms have always delivered services, by supplying spare parts, installing equipment, training employees, or performing maintenance. In competitive markets though, firms seek new ways to differentiate their business, including an increased focus on service, often referred to as service infusion. Of the studies that seek to understand this phenomenon, most focus on large multinational firms; little is known about service infusion in small and medium-sized enterprises (SMEs). This study adopts an explorative approach to investigate how SMEs construct new value constellations that enable value creation through services. The findings, based on in-depth interviews with key informants from 13 SMEs, suggest that there is no predefined transition process for service infusion in SMEs, which seldom have the resources to build new organizational units or create new specialties. Instead, they differentiate themselves through new value constellations within business networks. The heterogeneity of service offerings and business networks means those value constellations take many forms.

• Feld, Sebastian; Frenzen, Heiko, Krafft, Manfred, Peters, Kay & Verhoef, Peter C. (2013)
  The effects of mailing design characteristics on direct mail campaign performance

  International Journal of Research in Marketing, 30(2) , s. 143-159. Doi: https://doi.org/10.1016/j.ijresmar.2012.07.003

  Show summary

  Designing effective direct mail pieces is considered a key success factor in direct marketing. However, related published empirical research is scarce while design recommendations are manifold and often conflicting. Compared with prior work, our study aims to provide more elaborate and empirically validated findings for the effects of direct mail design characteristics by analyzing 677 direct mail campaigns from non-profit organizations and financial service providers. We investigate the effects of (1) various envelope characteristics and observable cues on opening rates, and (2) characteristics of the envelope content on the keeping rates of direct mail campaigns. We show that visual design elements on the outer envelope – rather than sender-related details – are the predominant drivers of opening rates. Factors such as letter length, provision of sender information in the letter, and personalization positively influence the keeping rate. We also observe that opening and keeping rates are uncorrelated at the campaign level, implying that opening direct mail pieces is only a necessary condition for responding to offers, but not per se a driver of direct mail response.

• Blazevic, Vera; Hammedi, Wafa, Garnefeld, Ina, Rust, Roland T., Keiningham, Timothy L., Andreassen, Tor Wallin, Donthu, Naveen & Carl, Walter (2013)
  Beyond traditional word-of-mouth An expanded model of customer-driven influence

  Journal of Service Management (JOSM), 24(3) , s. 294-313. Doi: https://doi.org/10.1108/09564231311327003

• Fredriksen, Jan Ivar (2013)
  Seks trinn til bedre rekruttering

  BI Business Review,

• Fredriksen, Jan Ivar (2013)
  Småpenger for søndagshandel

  BI Business Review,

• Staude, Cecilie (2013)
  Spår mer sosial kommunikasjon

  [Popular Science Article]. BI Business Review,

• Staude, Cecilie (2013)
  Partiledere trapper opp i sosiale medier

  [Popular Science Article]. BI Buziness revies,

• Andreassen, Tor Wallin (2012)
  Software forandrer verden

  [Popular Science Article]. Økonomisk Rapport, (1)

• Singh, Sangeeta (2012)
  Close Encounters with The Police

  BI Marketing Magazine, 2, s. 24-25.

• Singh, Sangeeta (2012)
  Brands in Social Media

  BI Marketing Magazine, , s. 14-15.

• Olson, Erik (2012)
  Explaining Electric Car Adoption

  BI Marketing Magazine, 2(2) , s. 10-11.

• Hunneman, Auke & Oest, Rutger Daniel van (2012)
  Å estimere handelsområder uten å følge kundene hjem

  Magma forskning og viten, (3) , s. 35-41.

• Andreassen, Tor Wallin & Olsen, Line Lervik (2012)
  Customer service : does it matter?

  Service management : the new paradigm in retailing, , s. 25-41. Doi: https://doi.org/10.1007/978-1-4614-1554-1_3

• Olson, Erik & Thjømøe, Hans Mathias (2012)
  The relative performance of TV sponsorship versus television spot advertising

  European Journal of Marketing, 46(11/12) , s. 1726-1742. Doi: https://doi.org/10.1108/03090561211260068

  Show summary

  Purpose To compare the relative performance of TV sponsorships with the industry standard 30-second TV spot advertising on achieving common communication goals. Design/Methodology/Approach The two mediums are tested with an experiment using realistic stimuli and target market representative samples and employing 6 brands as both TV sponsors and TV advertisers. Findings Ten seconds of TV sponsoring works almost equally as well as 30-second spots across all measures and brands. While the outright performance differs by type of brand (i.e. high fit versus lower fit, known versus unknown), the relative performance between mediums does not vary. Research Limitation The stimuli only gave subjects a brief exposure to each medium. The six stimuli brands, four effect measures, and the Norwegian sample may also not be representative for all types of TV sponsoring/advertising contexts. Practical Implications Marketing managers can use the results to better allocate their communication spending between TV spot advertising and TV sponsorships, by determining which medium offers better value in achieving communication goals. Value To our knowledge, the comparison is the most realistic and controlled experiment in this area, with high levels of internal and external validity.

• Olson, Erik (2012)
  ’Outing’ the Supplier: Implications for Manufacturers and Retailers

  Journal of Product & Brand Management, 21(1) , s. 47-52. Doi: https://doi.org/10.1108/106104212

  Show summary

  Purpose To empirically examine the brand impact of consumer knowledge regarding a common supplier and shared product specifications between manufacturer and private label brands. Design/Methodology/Approach The study uses three fast moving consumer goods in an experimental setting. Findings The study finds that knowledge about common sourcing and shared specification decreases perceptual gaps between private labels and manufacturer brands and improves attitudes towards the retailer. Research Limitation The study uses a student sample, although all product categories and brands tested are popular with this demographic, which is a key target market for the tested industries. Practical Implications Manufacturer brands that supply private labels need to make sure that this information does not reach consumers and/or ensure their own brand version remains superior to the private label. Retailers that use well-known manufacturer brands as suppliers of their high quality private labels might wish to share this information with customers as a means of improving attitudes towards the private label and retailer brands. Value This paper builds on earlier platform sharing research and shows the dangers and opportunities of sharing product specification across brands with differing reputations and prices.

• Fredriksen, Jan Ivar (2012)
  6 trinn til BEDRE REKRUTTERING

  BI Marketing Magazine, (2) , s. 30-31.

• Fredriksen, Jan Ivar (2012)
  Ledende handelskjeder gjør det bra på egne merker

  [Popular Science Article]. Magma forskning og viten, 15(3) , s. 59-62.

• Hunneman, Auke; Bendik, Samuelsen & Jubbega, Annika (2012)
  Twitter as driver of stock price

  BI Marketing Magazine,

• Lanseng, Even Johan; Moen, maren & augensen, helene (2012)
  Ærlighet varer lengst – også på blogg

  BI Marketing Magazine, (2) , s. 16-18.

• Nygaard, Arne & Utgård, Jakob (2012)
  Talentjakt i varehandel

  BI Marketing Magazine, (2) , s. 28-29.

• Olson, Erik (2012)
  Supplier inferences to enhance private label perceptions

  Journal of Business Research, 65(1) , s. 100-105. Doi: https://doi.org/10.1016/j.jbusres.2011.02.004

  Show summary

  In large part due to the expertise of the many manufacturer brands that are private label suppliers, the objective quality gap between private labels and leading manufacturer brands is small-to-none in many cases. The current research examines how consumer beliefs about the manufacturer brand origins of private labels may enhance their subjective appeal, by testing the effectiveness of two retailer-controlled tactics that create specification similarity and sourcing inferences regarding private labels, and the degree to which these inferences close perceptual gaps between private labels and targeted manufacture brands. Both the private label copycat packaging and invitation to compare to the manufacturer brand tactics are found to create such inferences and significantly narrow perceptual gaps, while enhancing retailer attitude.

• Lanseng, Even Johan; Moen, maren & augensen, helene (2012)
  Ærlighet varer lengst – også på blogg

  BI Marketing Magazine, (2) , s. 16-18.

• Gripsrud, Geir (2012)
  Fra Ski-VM til Vinter-OL i Oslo?

  Ski-VM 2011 : planlegging og gjennomføring, , s. 343-364.

• Andreassen, Tor Wallin (2012)
  Hva er effektiv bruk og måling av sosiale medier?

  [Popular Science Article]. Økonomisk Rapport, (4)

• Andreassen, Tor Wallin (2012)
  Slik vinner du kundene

  [Popular Science Article]. Økonomisk Rapport, (5)

• Olsen, Line Lervik; Andreassen, Tor Wallin & Gustafsson, Anders (2012)
  Når kunden klager....

  BI Marketing Magazine, 1, s. 8-9.

• Andreassen, Tor Wallin; Olsen, Line Lervik & Calabretta, Giulia (2012)
  Langere og helbredere på nett

  BI Marketing Magazine, 2, s. 20-21.

• Olsen, Line Lervik & Andreassen, Tor Wallin (2012)
  Redd for å gå glipp av noe?

  BI Marketing Magazine, 2, s. 14-15.

• Vossen, Alexander; Piller, Frank & Ihl, Christoph (2012)
  From social media to social product development: The impact of social media on co-creation of innovation

  Die Unternehmung. Swiss Journal of Business Research and Practice, Doi: https://doi.org/10.5771/0042-059x-2012-1-7

• Eggen, Svend Asle (2012)
  Trøndere - raskere enn sitt rykte

  BI Marketing Magazine, 2012(2) , s. 8-9.

• Andreassen, Tor Wallin & Olsen, Line Lervik (2012)
  Hva er verdien av Facebook?

  BI Marketing Magazine, (1)

• Andreassen, Tor Wallin (2012)
  Lojal/ikke lojal - Tit for Tat!

  [Popular Science Article]. Økonomisk Rapport, (7)

• Olson, Erik (2012)
  Sponsorship Effects of Sports Team Rivalry

  BI Marketing Magazine, 2(2) , s. 22-23.

• Abrahamsen, Morten H. (2012)
  5 råd for å lykkes i nettverk

  [Popular Science Article]. BI Marketing Magazine, 1, s. 22-23.

• Solberg, Carl Arthur & Bretteville, Trine (2012)
  Inside the boardroom of born globals

  International Journal of Entrepreneurship and Small Business (IJESB), 15(2) , s. 154-170. Doi: https://doi.org/10.1504/IJESB.2012.045202

  Show summary

  This study addresses the roles of the board of directors and explores potential tensions between the different stakeholders over the life cycle of the Born Global. More specifically, we posit that tensions arising from different interests between the founder and professional investors make the BG particularly vulnerable to faulty processes within the board. These issues are explored in four Norwegian BGs with different risk profiles. We find that 1) conflicts are much more rife in fast growing BGs with external investors; 2) family and friends of the founder represent “patient capital”; 3) agency problems are less prevalent than in “ordinary firms” and 4) board members without concrete knowledge of the business of the BG firm are prone to play a lesser role in the strategic decision making process. Implications for research and management are discussed.

• Williams, Helén; Wikström, Fredrik, Otterbring, Tobias, Löfgren, Martin & Gustafsson, Anders (2012)
  Reasons for household food waste with special attention to packaging

  Journal of Cleaner Production, 24(1) , s. 141-148. Doi: https://doi.org/10.1016/j.jclepro.2011.11.044

  Show summary

  The amount of food waste needs to be reduced in order to sustain the world’s limited resources and secure enough food to all humans. Packaging plays an important role in reducing food waste. The knowledge about how packaging affects food waste in households, however, is scarce. This exploratory study examines reasons for food waste in household and especially how and to what extent packaging influences the amount of food waste. Sixty-one families measured their amount of food waste during seven days and noted in a diary why each item was wasted. Thirty of the families had participated earlier in an environmental project including education in environmental issues of everyday life. About 20–25% of the households’ food waste could be related to packaging. Three packaging aspects dominate the packaging related waste: packages that the consumer noted as being too big and packages that were difficult to empty, and wastage because of passed “best before date”. The environmentally educated households wasted less, especially of prepared food. They also wasted less food due to passed “best before date”. These households were more observant to packaging aspects in relation to food waste. The observations made could be used to learn more about packaging attributes that affect food waste. Although they recognised packaging influence on food waste, these households expressed lower satisfaction with packaging functions and wanted packaging to a lower extent.

• Andreassen, Tor Wallin; Calabretta, Giulia & Olsen, Line Lervik (2012)
  Trendspotting:nøkkelen til innovasjonssuksess

  Magma forskning og viten, 15(3) , s. 42-50.

• Singh, Sangeeta & Duque, Lola C (2012)
  Moderating Role of Stress in Evaluating Negative Services: Encounters With the Police

  Journal of Service Research, 15(2) , s. 231-241. Doi: https://doi.org/10.1177/1094670511435563

  Show summary

  Since negative services are usually sought during emergencies or when problems arise or to ensure against unwanted outcomes, they are typically accompanied by high levels of stress. Our study investigates the role of stress in evaluating such services. We examine citizen satisfaction with a specific negative service, police services, and the moderating role of stress in the evaluation of these services. Findings from our study confirm the moderating role of stress in satisfaction with police services, which determines the differential importance of service attributes: helping consumers manage the stress is more important for satisfaction when consumers are stressed while courtesy and speediness of service delivery are more important when consumers are not stressed. This can be the basis for training police officers to better understand the state the consumer is in and reinforce specific service features accordingly. The study adds to extant knowledge in three areas: (i) public/police services: satisfaction with a public service is valuable in evaluating government and agency performance (ii) negative services: they are an integral part of many service providers, yet understudied (iii) unpleasant affective state: people assign greater weight to unpleasant situations when making satisfaction judgments.

• Abrahamsen, Morten H.; Henneberg, Stephan C. & Naudè, Peter (2012)
  Using actors' perceptions of network roles and positions to understand network dynamics

  Industrial Marketing Management, 41(2) , s. 259-269. Doi: https://doi.org/10.1016/j.indmarman.2012.01.008

  Show summary

  This article explores network dynamics by analyzing how actors make sense of time and space in business networks, and how they act based on these perceptions. The time dimension is understood here as actors’ perceptions of past, present and future changes in their network. The space dimension is understood, first, in terms of the network position a company holds in relation to its business partners, and secondly, in terms of the network role it enacts. As such, this study relates three pivotal concepts in industrial marketing: network change, network position, and network role. The link between these three relates to the interdependencies within a network, in that if one company attempts to change its position, this will in turn affect the position of other companies. Moreover, actors’ attempts to change their position or role in the network are directed by their subjective sensemaking or perceptions of their surrounding network. In this article we posit that in order to understand network dynamics we must analyze how actors attempt to affect change based on their perceptions of their positions and roles in their network environment. Our analysis suggests that although there are similarities between perceptions by actors holding similar positions in the network, such network positions alone cannot explain their actions. Rather, differences in actors’ interpretations and enactments of their network role are necessary to explain their networking activities. We use an extensive case study of the changing distribution structure for seafood in Norway and Japan to exemplify these points.

• Lanseng, Even Johan & Olsen, Lars Erling (2012)
  Brand alliances: the role of brand concept consistency

  European Journal of Marketing, 46(9) , s. 1108-1126. Doi: https://doi.org/10.1108/03090561211247874

• Abrahamsen, Morten H.; Henneberg, Stephan C. & Naudè, Peter (2012)
  Using actors' perceptions of network roles and positions to understand network dynamics

  Industrial Marketing Management, 41(2) , s. 259-269. Doi: https://doi.org/10.1016/j.indmarman.2012.01.008

  Show summary

  This article explores network dynamics by analyzing how actors make sense of time and space in business networks, and how they act based on these perceptions. The time dimension is understood here as actors’ perceptions of past, present and future changes in their network. The space dimension is understood, first, in terms of the network position a company holds in relation to its business partners, and secondly, in terms of the network role it enacts. As such, this study relates three pivotal concepts in industrial marketing: network change, network position, and network role. The link between these three relates to the interdependencies within a network, in that if one company attempts to change its position, this will in turn affect the position of other companies. Moreover, actors’ attempts to change their position or role in the network are directed by their subjective sensemaking or perceptions of their surrounding network. In this article we posit that in order to understand network dynamics we must analyze how actors attempt to affect change based on their perceptions of their positions and roles in their network environment. Our analysis suggests that although there are similarities between perceptions by actors holding similar positions in the network, such network positions alone cannot explain their actions. Rather, differences in actors’ interpretations and enactments of their network role are necessary to explain their networking activities. We use an extensive case study of the changing distribution structure for seafood in Norway and Japan to exemplify these points.

• Lanseng, Even Johan & Olsen, Lars Erling (2012)
  Brand alliances: the role of brand concept consistency

  European Journal of Marketing, 46(9) , s. 1108-1126. Doi: https://doi.org/10.1108/03090561211247874

• Andersson, Pernille; Kristensson, Per, Wästlund, Erik & Gustafsson, Anders (2012)
  Let the Music Play … or Not: The Influence of Background Music on Consumer Behaviour

  Journal of Retailing and Consumer Services, 19(6) , s. 553-560. Doi: https://doi.org/10.1016/j.jretconser.2012.06.010

  Show summary

  This study concerns the effect that music has on consumer behavior in two different retail contexts during regular opening hours. Two studies were conducted in a field setting with consumers (N = 550). Consumers were recruited to answer questions regarding behavioral measures, attitudes, and mood during days when background music was played. The conclusions from the two studies are that music affects consumer behavior, but also that the type of retail store and gender influences both the strength and direction of the effect.

• Olsen, Lars Erling & Samuelsen, Bendik Meling (2012)
  Product Placement Effects in a Movie: A Field Study

  Beta – Scandinavian Journal of Business Research, 26(2) , s. 131-146.

• Nes, Erik Bertin; Yelkur, Rama & Silkoset, Ragnhild (2012)
  Exploring the animosity domain and the role of affect in a cross-national context

  International Business Review, 21(5) , s. 751-765. Doi: https://doi.org/10.1016/j.ibusrev.2011.08.005

  Show summary

  Purpose – The purpose of this paper is to contribute to the development of animosity theory in three areas; construct domain, the mediating role of affect and model testing. Design/methodology/approach – Exploratory and empirical research is carried out in two countries in order to explore the domain and to test the factor structure and the hypotheses through confirmatory analysis. Findings – We find animosity is a four-dimensional construct which impacts buying behavior through affect. Originality/value – The research extends the domain of the animosity construct to a four-dimensional structure rather than the two-dimensional structure used in most previous studies. It is the first study to empirically test an extended animosity domain and investigate the mediating role of affective emotional responses between animosity and buying intentions.

• Olsen, Lars Erling & Lanseng, Even Johan (2012)
  Brands in texts: Attitudinal effects of brand placements in narrative fiction

  Journal of Brand Management, 19(8) , s. 702-711. Doi: https://doi.org/10.1057/bm.2012.4

  Show summary

  Brand placements have become popular as an alternative brand communication tool for many companies. Previous research on brand placements has mainly considered the communication effects of brands placed in television programmes, films and computer games. To our knowledge, only one recently published article has looked into brand placements in narrative fiction. Hence, the current article is among the first papers to study the effects of brand placements in narrative fiction, and among the first papers to investigate consumers’ attitudes towards such placements. The basic proposition is that brand prominence (high plot integration versus low plot integration) is positively related to favourable attitudes towards the brand. Additionally, we propose that plot integration interacts with reader involvement in the text, thereby increasing the importance of visible and dominant brands placed in the text for high-involvement consumers. An experiment manipulating plot integration and reader involvement supports our proposed main and interaction effects.

• Samuelsen, Bendik Meling & Olsen, Lars Erling (2012)
  The attitudinal response to alternative brand growth strategies

  European Journal of Marketing, 46(1-2) , s. 177-191. Doi: https://doi.org/10.1108/03090561211189293

• Knöferle, Klemens & Spence, Charles (2012)
  Crossmodal correspondences between sounds and tastes

  Psychonomic Bulletin & Review, 19, s. 992-1006. Doi: https://doi.org/10.3758/s13423-012-0321-z

• Abrahamsen, Morten H. & Håkansson, Håkan (2012)
  Networks in transition

  The IMP Journal, 6(3) , s. 194-209.

• Singh, Sangeeta & Sonnenburg, Stephan (2012)
  Brand Performances in Social Media

  Journal of Interactive Marketing, 26(4) , s. 189-197. Doi: https://doi.org/10.1016/j.intmar.2012.04.001

  Show summary

  The branding literature has long recognized the power of storytelling to provide meaning to the brand and practitioners have used storytelling to enhance consumers’ connections with brands. The premise of brand storytelling has been that the story and its content, production, and distribution are the brand owner’s realm and the consumer primarily a listener. The emergence of social media has changed the consumers’ role in storytelling from that of a passive listener to a more active participant. Our paper uses the metaphor of improvisation (improv) theater to show that in social media, brand owners do not tell brand stories alone but co-create brand performances in collaboration with the consumers. The first and foremost contribution of such a conceptualization is that it offers a semantic framework that resolves issues in storytelling , demonstrates the necessity of co-creation in storytelling, and identifies the core of an inspiring story. The improv theater metaphor also helps identify the following three propositions relevant for branding in social media: (i) the process of improvisation is more important than the output, (ii) managing brands is about keeping the brand performance alive, and (iii) understanding the audience and its roles is the prerequisite for a successful brand performance.

• Pettersen, Inger Beate & Tobiassen, Anita Ellen (2012)
  Are born globals really born globals? The case of academic spin-offs with long development periods

  Journal of International Entrepreneurship, 10(2) , s. 117-141. Doi: https://doi.org/10.1007/s10843-012-0086-5

• Haugnes, Tor; Swanberg, Anne Berit & Ronæs, Nina Helene (2012)
  Hvordan engasjere studentene? BI LearningLab: En idebok med eksempler

  [Report Research]. BI LearningLab og Alpha Forlag

• Fennis, Bob & Aarts, Henk (2012)
  Revisiting the agentic shift: Weakening personal control increases susceptibility to social influence

  European Journal of Social Psychology, 42(7) , s. 824-831. Doi: https://doi.org/10.1002/ejsp.1887

• Plant, Emily; O'Neill, Kerry Leigh & Dahlstrøm, Robert (2012)
  A Dead Horse- You Can’t Beat It

  Kentucky Journal of Equine, Agriculture and Natural Resources Law, 4, s. 55-91.

• Knöferle, Klemens; Spangenberg, Eric, Landwehr, Jan & Herrmann, Andreas (2012)
  It is all in the mix: The interactive effect of music tempo and mode on in-store sales

  Marketing letters, 23(1) , s. 325-337. Doi: https://doi.org/10.1007/s11002-011-9156-z

• Gustafsson, Anders; Kristensson, Per & Witell, Lars (2012)
  Customer co-creation in service innovation: a matter of communication?

  Journal of Service Management (JOSM), 23(3) , s. 311-327. Doi: https://doi.org/10.1108/09564231211248426

  Show summary

  Purpose – Customer co-creation is becoming increasingly popular among companies, and intensive communication with customers is generally seen as a determinant of the success of a new service or product. This study analyzes customer co-creation based on four dimensions of communication – frequency, direction, modality, and content – in order to understand the value of customer co-creation in service innovation. One of the key aims of the study was to investigate whether all dimensions of customer co-creation have an effect on product and market success, and if the effect depends on the degree of innovativeness of a development project. Design/methodology/approach – The authors conducted a study including 334 managers with experience in new service and product development to examine how development projects applied customer co-creation in terms of communication in order to address future customer needs. Data was analyzed using PLS (partial least squares). The first analysis was performed with a sub-sample of 207 development projects regarding incremental innovations. A subsequent analysis was performed with a sub-sample of 77 development projects on radical innovations. Findings – Three of the four dimensions of customer co-creation (frequency, direction, and content) have a positive and equally significant effect on product success when developing incremental innovations. For radical innovations, frequency has a positive effect and content has a negative significant effect on product success. These findings suggest that co-creation and innovation can be combined, but that the choice of methods for co-creation differs depending on whether incremental or radical innovations are developed. Originality/value –Despite a general consensus that co-creation with customers is beneficial, there is a lack of agreement regarding how and why. The present article addresses this shortcoming and shows that co-creation is largely about communicating with customers in order to understand their future needs. On the other hand, a company working on radical innovations may wish to limit customer input that is too concrete or solution based.

• Nygaard, Arne & Utgård, Jakob (2012)
  En kunnskapsbasert varehandel

  Magma forskning og viten, 15(1) , s. 61-68.

  Show summary

  Varehandelen er en av landets største næringer målt i omsetning og sysselsetting, og næringen har vært i rask vekst de siste årene. I denne artikkelen analyserer vi næringens attraktivitet som globalt kunnskapsnav. Norsk varehandel er økonomisk attraktiv, også for utenlandske aktører. Næringen er en lokal næring der aktiviteten i stor grad følger bosetningsmønsteret, med en klynge på Østlandet. Utdannings- og arbeidskraftsattraktiviteten i bransjen er forholdsvis lav, og bransjens relasjoner følger i stor grad varestrømmene. Varehandelen har dermed begrenset potensial som kunnskapsnav.

• Reed, Americus; Forehand, Mark, Puntoni, Stefano & Warlop, Luk (2012)
  Identity-based Consumer Behavior

  International Journal of Research in Marketing, 29(4) , s. 310-321. Doi: https://doi.org/10.1016/j.ijresmar.2012.08.002

  Show summary

  Although the influence of identity on consumer behavior has been documented in many streams of literature, the absence of a consistent definition of identity and of generally accepted principles regarding the drivers of identity-based behavior complicates comparisons across these literatures. To resolve that problem, we propose a simple but inclusive definition of identity. Identity can be defined as any category label with which a consumer self-associates that is amenable to a clear picture of what a person in that category looks like, thinks, feels and does. Building from this definition, we propose the following five basic principles that can help researchers model the process of identity formation and expression: (1) Identity Salience: identity processing increases when the identity is an active component of the self; (2) Identity Association: the non-conscious association of stimuli with a positive and salient identity improves a person’s response to the stimuli; (3) Identity Relevance: the deliberative evaluation of identity-linked stimuli depends on how diagnostic the identity is in the relevant domain; (4) Identity Verification: individuals monitor their own behaviors to manage and reinforce their identities; and (5) Identity Conflict: identity-linked behaviors help consumers manage the relative prominence of multiple identities. To illustrate the potential usefulness of these principles for guiding identity research, we discuss new avenues for identity research and explain how these principles could help guide investigations into these areas.

• Jakobsen, Stig Erik; Byrkjeland, Martin, Båtevik, Finn Ove, Pettersen, Inger Beate, Skogseid, Ingjerd & Yttredal, Else Ragni (2012)
  Continuity and change in path-dependent regional policy development: The regional implementation of the Norwegian VRI programme

  Norsk Geografisk Tidsskrift, 66(3) , s. 133-143. Doi: https://doi.org/10.1080/00291951.2012.681686

  Show summary

  Despite being promoted as a fresh start new innovation programme tend to inherits structures and procedures from previous initiative. In this article we take a closer look at the regional implementation of the Norwegian VRI programme (Programme for Regional R&D and innovation). By using insight from evolutionary theory we elaborate on the simultaneous existence of continuity and change in programme practice. We outline characteristics of previous programmes that have been pursued in the new VRI programme, and track new elements and procedures that have been introduced. We found that this new programme does not mark a radical break with the past, and clearly illustrates path dependent evolution. With the rather bold stance that “history matters” as a starting point, our article contributes towards a more nuanced understanding of the various dimensions of path dependency.

• Andreassen, Tor Wallin (2012)
  4 hindre for innovasjon

  BI Business Review,

• Staude, Cecilie (2012)
  Et tastetrykk fra nye medarbeidere

  [Popular Science Article]. BI Business Review,

• Andreassen, Tor Wallin (2012)
  Kundene gjør jobben - og liker det

  Forskning.no,

• Staude, Cecilie (2012)
  Medalje-jakt i sosiale medier

  [Popular Science Article]. BI Business Review,

• Olson, Erik & Thjømøe, Hans M. (2011)
  Explaining and Articulating the Fit Construct in Sponsorship

  Journal of Advertising, 40(1) , s. 57-70. Doi: https://doi.org/10.2753/JOA0091-3367400104

• Olson, Erik (2011)
  Crisis Management in Social Media

  BI Marketing Magazine, 1(2) , s. 18-19.

• Staude, Cecilie (2011)
  Magma - 10 råd for å lykkes i sosiale medier

  [Popular Science Article]. Magma forskning og viten,

• Abrahamsen, Morten H. (2011)
  Sensemaking in Networks: Using Network Pictures to Understand Network Dynamics

  Interfirm Networks: Theory, Strategy, and Behavior, , s. 1-199. Doi: https://doi.org/10.1108/s1069-0964(2011)0000017005

  Show summary

  The study here examines how business actors adapt to changes in networks by analyzing their perceptions or their network pictures. The study is exploratory or iterative in the sense that revisions occur to the research question, method, theory, and context as an integral part of the research process. Changes within networks receive less research attention, although considerable research exists on explaining business network structures in different research traditions. This study analyzes changes in networks in terms of the industrial network approach. This approach sees networks as connected relationships between actors, where interdependent companies interact based on their sensemaking of their relevant network environment. The study develops a concept of network change as well as an operationalization for comparing perceptions of change, where the study introduces a template model of dottograms to systematically analyze differences in perceptions. The study then applies the model to analyze findings from a case study of Norwegian/Japanese seafood distribution, and the chapter provides a rich description of a complex system facing considerable pressure to change. In-depth personal interviews and cognitive mapping techniques are the main research tools applied, in addition to tracer studies and personal observation. The dottogram method represents a valuable contribution to case study research as it enables systematic within-case and across-case analyses. A further theoretical contribution of the study is the suggestion that network change is about actors seeking to change their network position to gain access to resources. Thereby, the study also implies a close relationship between the concepts network position and the network change that has not been discussed within the network approach in great detail. Another major contribution of the study is the analysis of the role that network pictures play in actors' efforts to change their network position. The study develops seven propositions in an attempt to describe the role of network pictures in network change. So far, the relevant literature discusses network pictures mainly as a theoretical concept. Finally, the chapter concludes with important implications for management practice.

• Framnes, Runar; Thjømøe, Hans M. & Pettersen, Arve (2011)
  Markedsføringsledelse

  [Textbook]. Universitetsforlaget

• Streukens, Sandra; Andreassen, Tor Wallin & Olsen, Line Lervik (2011)
  Understanding effective complaint management in a greater detail: justice as a formative construct in a dual-sequence model

  QUIS 12. Advances in service quality, innovation, and excellence, , s. 212-214.

• Olsen, Line Lervik & Andreassen, Tor Wallin (2011)
  Social media readiness: are customers ready?

  QUIS 12. Advances in service quality, innovation, and excellence, , s. 785-793.

• Andreassen, Tor Wallin & Olsen, Line Lervik (2011)
  Convenience in customer satisfaction models: does it matter?

  QUIS 12. Advances in service quality, innovation, and excellence, , s. 294-302.

• Olson, Erik (2011)
  It's Not Easy Being Green

  BI Marketing Magazine, 1(1) , s. 24-25.

• Olsen, Line Lervik & Andreassen, Tor Wallin (2011)
  Hvilken Type er du i sosisale medier?

  BI Marketing Magazine, 2, s. 22-23.

• Olsen, Line Lervik; Andreassen, Tor Wallin & Calabretta, Giulia (2011)
  7 Hot trends for innovation

  BI Marketing Magazine, 1, s. 4-5.

• Eggen, Svend Asle (2011)
  Katona og forventningsbarometeret :

  Magma forskning og viten, 14(4) , s. 41-49.

• Olsen, Nina Veflen & Gripsrud, Geir (2011)
  Comparing internal and alliance-based New Product Development processes: case studies in the food industry

  International Journal of Product Development, 13(3) , s. 245-261. Doi: https://doi.org/10.1504/IJPD.2011.040269

  Show summary

  Companies may simultaneously pursue different new product development (NPD) strategies. This article reports a comparative two case design study of in-house NPD projects as well as alliance based NPD projects in a food company. Two contradicting proposition’s of the efficiency of NPD in an alliance compared to NPD performed internally are stated, and the findings indicate that the alliance based NPD solution creates a better context for NPD than the in-house solution. Less forwarding of unsolved problems between the departments and a better communication is observed within the alliance. The observed pattern may be interpreted in terms of the framework developed by evolutionary economics, which states that what a firm can do is mainly determined by its organizationally embedded routines. We propose that the observed differences are explained by in-house routine failure, and highlight the importance of including routines when investigating the efficiency of new product development in alliances.

• Olson, Erik (2011)
  It's Not Easy Being Green

  BI Marketing Magazine, 1(1) , s. 24-25.

• Olsen, Line Lervik & Andreassen, Tor Wallin (2011)
  Hvilken Type er du i sosisale medier?

  BI Marketing Magazine, 2, s. 22-23.

• Olsen, Line Lervik; Andreassen, Tor Wallin & Calabretta, Giulia (2011)
  7 Hot trends for innovation

  BI Marketing Magazine, 1, s. 4-5.

• Eggen, Svend Asle (2011)
  Katona og forventningsbarometeret :

  Magma forskning og viten, 14(4) , s. 41-49.

• Worm, Stefan (2011)
  Branded Component Strategies: Ingredient Branding in B2B Markets

  Springer Gabler

  Show summary

  In the quest for better differentiation of their products, many firms in B2B markets have started to systematically invest in brand building. Stefan Worm analyzes how component supplier brand strength among original equipment manufacturers’ (OEMs’) customers affects component suppliers’ market performance in their relationships with these OEMs. Further, the author determines which management instruments are effective in building, sustaining, and leveraging component supplier brand strength. The analysis relies on data collected from multiple manufacturing industries.

• Olsen, Nina Veflen & Gripsrud, Geir (2011)
  Comparing internal and alliance-based New Product Development processes: case studies in the food industry

  International Journal of Product Development, 13(3) , s. 245-261. Doi: https://doi.org/10.1504/IJPD.2011.040269

  Show summary

  Companies may simultaneously pursue different new product development (NPD) strategies. This article reports a comparative two case design study of in-house NPD projects as well as alliance based NPD projects in a food company. Two contradicting proposition’s of the efficiency of NPD in an alliance compared to NPD performed internally are stated, and the findings indicate that the alliance based NPD solution creates a better context for NPD than the in-house solution. Less forwarding of unsolved problems between the departments and a better communication is observed within the alliance. The observed pattern may be interpreted in terms of the framework developed by evolutionary economics, which states that what a firm can do is mainly determined by its organizationally embedded routines. We propose that the observed differences are explained by in-house routine failure, and highlight the importance of including routines when investigating the efficiency of new product development in alliances.

• Olsen, Line Lervik (2011)
  Ingen smilefjes til fjesboka

  Magma forskning og viten, (4)

• Olsen, Line Lervik (2011)
  Tommelen ned for Facebook

  BI Marketing Magazine, 1, s. 9-9.

• Olsen, Line Lervik & Andreassen, Tor Wallin (2011)
  Sosiale medier: mye brukt, men lite likt

  Magma forskning og viten, 14(4) , s. 26-32.

• Selnes, Fred (2011)
  A Comment on "Balancing Risk and Return in a Customer Portfolio"

  Journal of Marketing, 75(3) , s. 18-21. Doi: https://doi.org/10.1509/jmkg.75.3.18

• Olsen, Line Lervik & Andreassen, Tor Wallin (2011)
  Skal, skal ikke klage?

  BI Marketing Magazine, 2, s. 6-7.

• Solberg, Carl Arthur (2011)
  Strategies that work

  BI Marketing Magazine, , s. 28-29.

• Staude, Cecilie (2011)
  10 råd for å lykkes i sosiale medier

  Magma forskning og viten, (4)

• Utgård, Jakob & Gaustad, Tarje (2011)
  Rampestreker som skader merkevaren

  BI Marketing Magazine,

• Crosno, Jody L. & Dahlstrøm, Robert (2011)
  Fairness Heuristics and the Fundamental Transformation in Interorganizational Relationships

  Journal of Business-to-Business Marketing, 18(4) , s. 313-334. Doi: https://doi.org/10.1080/1051712x.2011.574253

• Bergh, Bram Van den; Schmitt, Julien & Warlop, Luk (2011)
  Embodied Myopia

  Journal of Marketing Research, 48(6) , s. 1033-1044. Doi: https://doi.org/10.1509/jmr.09.0503%3FjournalCode=jmkr

• Kidwell, Roland E. & Nygaard, Arne (2011)
  A Strategic Deviance Perspective on the Franchise Form of Organizing

  Entrepreneurship: Theory and Practice, 35(3) , s. 467-482. Doi: https://doi.org/10.1111/j.1540-6520.2011.00439.x

• Oest, Rutger Daniel van & Knox, George (2011)
  Extending the BG/NBD: A simple model of purchases and complaints

  International Journal of Research in Marketing, 28(1) , s. 30-37. Doi: https://doi.org/10.1016/j.ijresmar.2010.11.001

• Selnes, Fred & Hagen, Truls (2011)
  Hvordan lykkes med CRM? :

  Magma forskning og viten, 14(4) , s. 69-73.

• Lunnan, Randi & Nygaard, Arne (2011)
  Strategiske Allianser

  Fagbokforlaget

• Gebauer, Heiko; Anders, Gustafsson & Witell, Lars (2011)
  Competitive advantage through service differentiation by manufacturing companies

  Journal of Business Research, 64(12) , s. 1270-1280. Doi: https://doi.org/10.1016/j.jbusres.2011.01.015

  Show summary

  This paper examines the relationship among the complexity of customer needs, customer centricity, innovativeness, service differentiation, and business performance within the context of companies that have made a service transition from pure goods providers to service providers. A survey of 332 manufacturing companies provides the basis for the empirical investigation. One key finding is that a strong emphasis on service differentiation can lead to a manufacturing firm’s strategies for customer centricity being less sensitive to increasingly complex customer needs, which can increase a firm’s payoff for customer centricity. In contrast, the payoff from innovativeness appears to be higher if the firm focuses its resources on either product or service innovation; that is, a dual focus does not work well. This paper discusses the implications of these findings for researchers and managers

• Abrahamsen, Morten H.; Naudè, Peter & Henneberg, Stephan C. (2011)
  Network change as a battle of ideas? Analysing the interplay between idea structures and activated structures

  The IMP Journal, 5(2) , s. 122-139.

  Show summary

  How should a network be organised? In what direction should it change? In networks actors have distinct network positions which are defined by their connected relationships. If an actor wants to change this network position by altering his connected relationships or respond to the actions of others, he will most likely face differing and perhaps conflicting views and ideas about how the network should be organised. This “battle of ideas” will arguably have an effect on the resulting network reconfiguration. To understand network dynamics we therefore need to understand how interaction reflects the actors’ perceptions, ideas and knowledge of their network. This interplay between ideas and action is the focal point of this paper. After expanding on a theoretical framework provided by Håkansson and Waluszewski (2002) which highlights this interplay, we apply it to an empirical study of the Japanese distribution networks of Norwegian fresh salmon. Here, traditional fish distribution is undergoing increasing pressure to change by actors questioning its efficiency.

• Calabretta, Giulia; Durisin, Boris & Ogliengo, M (2011)
  Uncovering the Intellectual Structure of Research in Business Ethics: A Journey Through the History, the Classics, and the Pillars of Journal of Business Ethics

  Journal of Business Ethics, 104(4) , s. 499-524. Doi: https://doi.org/10.1007/s10551-011-0924-8

• Hansen, Håvard; Samuelsen, Bendik Meling & Andreassen, Tor Wallin (2011)
  Trying to complain: the impact of self-referencing on complaining intentions

  International Journal of Consumer Studies, 35(4) , s. 375-382. Doi: https://doi.org/10.1111/j.1470-6431.2010.00948.x

• Morssinkhof, Sebastiaan; Wouters, Marc & Warlop, Luk (2011)
  Effects of providing total cost of ownership information on attribute weights in purchasing decisions

  Journal of Purchasing and Supply Management, 17(2) , s. 132-142. Doi: https://doi.org/10.1016/j.pursup.2011.02.002

• Dahlstrom, Robert; Nygaard, Arne & Plant, Emily (2011)
  Exploring the Role of Governance in Sustainable Franchised Distribution Channels

  Engineering Earth: The Impacts of Megaengineering Projects, , s. 839-850. Doi: https://doi.org/10.1007/978-90-481-9920-4_48

• Tuk, Mirjam A.; Trampe, Debra & Warlop, Luk (2011)
  Inhibitory Spillover: Increased Urination Urgency Facilitates Impulse Control in Unrelated Domains

  Psychological Science, 22(5) , s. 627-633. Doi: https://doi.org/10.1177/0956797611404901

  Show summary

  Visceral states are known to reduce the ability to exert self-control. In the current research, we investigated how self-control is affected by a visceral factor associated with inhibition rather than with approach: bladder control. We designed four studies to test the hypothesis that inhibitory signals are not domain-specific but can spill over to unrelated domains, resulting in increased impulse control in the behavioral domain. In Study 1, participants’ urination urgency correlated with performance on color-naming but not word-meaning trials of a Stroop task. In Studies 2 and 3, we found that higher levels of bladder pressure resulted in an increased ability to resist impulsive choices in monetary decision making. We found that inhibitory spillover effects are moderated by sensitivity of the Behavioral Inhibition System (Study 3) and can be induced by exogenous cues (Study 4). Implications for inhibition and impulse-control theories are discussed.

• Thjømøe, Hans M. & Olson, Erik (2011)
  Forbrukeratferd

  [Textbook]. Universitetsforlaget

• Olson, Erik & Thjømøe, Hans M. (2011)
  Explanations for sponsor identification accuracy

  Journal of Sponsorship, 4(4) , s. 366-376.

• Biong, Harald & Ulvnes, Arne Morten (2011)
  If the Supplier's Human Capital Walks Away, Where Would the Customer Go?

  Journal of Business-to-Business Marketing, 18(3) , s. 223-252. Doi: https://doi.org/10.1080/1051712X.2011.541375

  Show summary

  Purpose: Professional service firms’ clients often develop stronger attachments to their key contact employee than to the service firm. Since professionals are highly mobile, buyers of professional business services constantly have to decide whether to follow their key contact employee or remain with their incumbent firm, while service firms face the threat of losing customers if the employee leaves. This study examines how the key contact employee’s human capital, the social capital between the contact employee and the client, and the service company’s structural capital affect the decision whether to follow the key contact employee to another professional service firm. Methodology/Approach: The model is tested on a sample of 120 organizational buyers of advertising services by using partial last squares (PLS) - a structural equation modelling technique. Findings: Professional service firms’ investments in company specific structural capital create a deterrent for clients to follow the contact employee, because remaining with the service firm will increase clients’ return on the service providers’ structural capital. Furthermore, higher levels of structural capital reduce the value of the contact employee’s investments in human capital should the employee leave. Conversely, human capital creates motivation to follow the contact employee, while social capital only provides value in combination with human capital. Research Implications: This study employs concepts developed in economics and economic sociology rather than relationship marketing variables to examine attachments to individual professional service providers and to professional service firms. Practical Implications: The findings underline the importance of competence, both at the company and individual level, for retaining clients of professional services. These results contrast previous studies emphasizing close interpersonal relationships and service firms’ relationship building activities. Originality/Value/Contribution of the Paper: Human, social, and structural capital provide value to clients and therefore apply well to professional services. Hence, these variables provide alternative explanations to service firms’ client retention or desertion than traditional relationship marketing variables do. The findings add to our understanding of service provider-client relationships in professional services and knowledge intensive firms.

• Kumar, A.; Heide, Jan B. & Wathne, Kenneth Henning (2011)
  Performance Implications of Mismatched Governance Regimes Across External and Internal Relationships

  Journal of Marketing, 75(2) , s. 1-17. Doi: https://doi.org/10.1509/jm.75.2.1

• Verhoef, Peter; Leeflang, Peter, Reiner, Jochen, Natter, Martin, Baker, William, Grinstein, Amir, Gustafsson, Anders, Morrison, Pamela & Saunders, John (2011)
  A Cross-National Investigation into the Marketing Department’s Influence Within the Firm: Toward Initial Empirical Generalizations

  Journal of International Marketing, 19(3) , s. 59-86. Doi: https://doi.org/10.1509/jimk.19.3.59

• Thjømøe, Hans Mathias (2010)
  Sponsing - forretning eller lek med penger?

  Magma forskning og viten, 13(1) , s. 63-66.

• Oest, Rutger Daniel van; Heerde, Harald J. van & Dekimpe, Marnik G. (2010)
  Return on Roller Coasters: A Model to Guide Investments in Theme Park Attractions

  Marketing science, 29(4) , s. 721-737.

• Nes, Erik B. (2010)
  Bør leverandører bruke sin norske opprinnelse i markedsføringen?

  Magma forskning og viten, 13(1) , s. 50-54.

• Biong, Harald; Krogstad, Lars Øystein & Stormyrbakken, Øyvind (2010)
  Åpent samarbeid gir innovative bedrifter

  Magma forskning og viten, 13(1) , s. 26-32.

• Fredriksen, Jan Ivar (2010)
  Medarbeidernes kompetanse og motivasjon er detaljhandelens viktigste konkurransemiddel

  Magma forskning og viten, 13(5)

• Gisholt, Odd (2010)
  Markedsføring av kjøpesentre i Norge :

  Magma forskning og viten, 13(6) , s. 73-79.

• Olson, Erik & Thjømøe, Hans Mathias (2010)
  How Bureaucrats and Bean Counters Strangled General Motors by Killing its Brands

  Journal of Product & Brand Management, 19(2) , s. 103-113.

• Kimasheva, Maria & Czertkowa, Wiktoria (2010)
  Employment Benefits: Private health insurance and charitable activities at a work place

  VDM Verlag Dr. Müller Aktiengesellschaft & Co. KG

• Nygaard, Arne & Kidwell, Roland E. (2010)
  The Dual-Agency Problem Reconsidered: A Strategic Deviance Perspective on the Franchise Form of Organizing

  [Report Research]. Handelshøyskolen BI

  Show summary

  Drawing on various theoretical streams, including organizational deviance, we propose that a franchisor cannot assess and control opportunism without comparative information from plural form contractual arrangements provided by both franchisee relationships and operating its own units. Moving beyond dyadic perspectives, our strategic deviance model suggests why franchisors accept deviant behavior that results from vertical and horizontal agency problems. The plural form provides benchmark information to the franchisor that curbs even greater levels of costly shirking and free riding behaviors. Thus, company manager and franchisee opportunism is managed through self enforcing social control, tournaments in internal quasi-markets and social comparison mechanisms.

• Andreassen, Tor W. & Lanseng, Even J. (2010)
  Service differentiation: A self-image congruency perspective on brand building in the labor market

  International Journal of Service Industry Management, 21(2) , s. 212-236.

• Abrahamsen, Morten H. (2010)
  Dottograms: Using Visual Methods to Collect and Analyse Data

  [Report Research]. Handelshøyskolen BI

• Silkoset, Ragnhild (2010)
  Enkel brukermanual for JMP

  [Textbook]. Cappelen Damm Høyskoleforlaget

• Gaustad, Tarje (2010)
  Consumer's Investments in Brand Relationships: An Explorative Investigation of Specific Investments in Consumer-Brand Relationships

  Advances in Consumer Research, , s. 825-826.

• Nygaard, Arne & Biong, Harald (2010)
  The Influence of Retail Management's Use of Social Power on Corporate Ethical Values, Employee Commitment, and Performance

  Journal of Business Ethics, 97(1) , s. 87-108. Doi: https://doi.org/10.1007/s10551-010-0497-y

• Olsen, Line Lervik & Singh, Sangeeta (2010)
  Teknologi eller personlig service; hvordan påvirkes kundenes lojalitet

  Magma forskning og viten, 13(1) , s. 33-42.

• Andreassen, Tor W.; Olsen, Line Lervik & Calabretta, Giulia (2010)
  Elektroniske offentlige tjenester : en studie av folks holdninger til og erfaringer med teknologi

  Magma forskning og viten, 13(6) , s. 42-49.

• Dimitriu, Radu-Mihai; Samuelsen, Bendik M. & Warlop, Luk (2010)
  The dark side of brand extension similarity

  EMAC Annual Conference proceedings, (39th EMAC)

• Biong, Harald; Nygaard, Arne & Silkoset, Ragnhild (2010)
  The Influence of Retail Management's Use of Social Power on Corporate Ethical Values, Employee Commitment, and Performance

  Journal of Business Ethics, 97(3) , s. 341-363. Doi: https://doi.org/10.1007/s10551-010-0523-0

• Sande, Jon Bingen & Ghosh, Mrinal (2010)
  Tackling endogeneity in marketing strategy and inter-organizational research: A review

  [Report Research]. Handelshøyskolen BI

• Kunøe, Gorm (2010)
  Salg og salgsledelse med CRM-system

  [Textbook]. ScanForum AS

• Abrahamsen, Morten H.; Henneberg, Stephan C. & Naudè, Peter (2010)
  Time and Space Dynamics in Networks – An Analysis of the Impactof Network Position on Actor’s Change Perceptions

  [Report Research]. Handelshøyskolen BI

• Olson, Erik (2010)
  Does sponsorship work in the same way in different sponsorship contexts?

  European Journal of Marketing, 44(1-2) , s. 180-199. Doi: https://doi.org/10.1108/03090561011008664

  Show summary

  Research Paper Purpose The development of a comprehensive model of high-level sponsorship effects that works well in both sports and cultural sponsorship contexts. Design/Methodology/Approach The sponsorship model is tested using survey data from target market representative samples in two professional sports contexts and two cultural contexts. Findings The model works almost equally well in both contexts. Furthermore, a more parsimonious mediated effects model provides virtually the same results as the full model. Improving attitude towards the sponsorship and object equity are found to be the most important factors for improving sponsor equity. The model also confirms earlier research on the importance of sponsor sincerity and sponsor-object fit in determining sponsorship effects. Research Limitation The explained variance of the sincerity and object equity constructs was not as high as for other constructs in the model. Practical Implications Sponsorship managers should pre-test potential objects and sponsorship communications to make sure that constructs in the model such as fit, sincerity, sponsorship attitudes, and object equity are maximized to provide optimal sponsor equity. Value The model combines constructs from various literatures into a comprehensive model of high-level sponsorship effects. Furthermore, while most previous sponsorship research have used convenience samples and/or fictional and/or single sponsorship contexts, the comprehensive model tested here is shown to have high external validity by its consistently good performance in predicting sponsorship effects using four real sponsorships and representative samples.

• Sande, Jon Bingen & Ghosh, Mrinal (2010)
  Dealing With Endogeneity In Inter-Organizational And Marketing Strategy Research: A Review

  EMAC Annual Conference proceedings, (39th EMAC)

• Gripsrud, Geir & Silkoset, Ragnhild (2010)
  Metode og Dataanalyse: Beslutingsstøtte for bedrifter ved bruk av JMP. Oppgavesamling

  [Textbook]. Cappelen Damm Høyskoleforlaget

• Samuelsen, Bendik Meling; Peretz, Adrian & Olsen, Lars Erling (2010)
  Merkevareledelse på norsk 2.0

  Cappelen Damm Akademisk

• Samuelsen, Bendik Meling & Olsen, Lars Erling (2010)
  Promising attributes and experiences : attitudinal responses to functional versus experiential ad claims and the moderating role of involvement

  Journal of Advertising, 39(2) , s. 65-78. Doi: https://doi.org/10.2753/JOA0091-3367390205

  Show summary

  Advertisers face several message options when they position a new brand in well-established categories. Functional benefit claims versus experiential claims represent two options. Functional claims focus on tangible attributes and benefits, whereas experiential claims focus on promises of experiences the consumer should expect from the new brand. In this paper, we present the results from two experiments testing the persuasiveness of ads promising experience versus the persuasiveness of ads promising functional benefits of a new entrant. In the first experiment, we found that involvement moderates the effect of claim type on attitude toward a new category entrant in retail banking. This finding was replicated and extended in a second experiment using ski resorts as the context. Our findings suggest that functional benefit claims outperform experiential claims in high-involvement situations and that the strength of message arguments can be just as important as the framing choice. The research also shows that the two advertising claim types elicit different cognitive responses: functional claims trigger mostly semantic memory, whereas experiential claims trigger more episodic memories.

• Korhonen-Sande, Silja & Sande, Jon Bingen (2010)
  Reward systems for multiknowledge individuals: improving non-marketing managers? use of customer information

  EMAC Annual Conference proceedings, 39

• Gripsrud, Geir; Nes, Erik B. & Olsson, Ulf Henning (2010)
  Effects of Hosting a Mega-Sport Event on Country Image

  Event Management, 14, s. 193-204.

• Solberg, Carl Arthur & Olsson, Ulf H. (2010)
  Management orientation and export performance: the case of Norwegian ICT companies

  Baltic Journal of Management, 5(1) , s. 28-50. Doi: https://doi.org/10.1108/17465261011016540

• Dahlstrøm, Robert & Nygaard, Arne (2010)
  Epilogue: Popperian Perspectives on Transaction Cost Economics and Future Directions of Empirical Research

  Journal of Retailing, 86(3) , s. 284-290. Doi: https://doi.org/10.1016/j.jretai.2010.07.010

• Durisin, Boris; Calabretta, Giulia & Parmeggiani, Vanni (2010)
  The Intellectual Structure of Product Innovation Research: A Bibliometric Study of the Journal of Product Innovation Management, 1984-2004

  Journal of Product Innovation Management, 27(3) , s. 437-451.

• Gripsrud, Geir; Olsson, Ulf Henning & Silkoset, Ragnhild (2010)
  Metode og dataanalyse. Beslutningsstøtte for bedrifter ved bruk av JMP

  [Textbook]. Cappelen Damm Høyskoleforlaget

• Sande, Jon Bingen & Haugland, Sven A (2010)
  Formal contractual governance, relational norms and relationship performance in industrial buyer-supplier relationships

  [Report Research]. Handelshøyskolen BI

• Pandelaere, Mario; Briers, Barbara, Dewitte, Siegried & Warlop, Luk (2010)
  Better think before agreeing twice. Mere agreement: a similarity-based persuasion mechanism

  International Journal of Research in Marketing, 27(2) , s. 133-141.

• Silkoset, Ragnhild (2010)
  Ti tips for prisstrategier i Krisetider

  Magma forskning og viten, 13(1) , s. 22-25.

• Dahlstrøm, Robert; Silkoset, Ragnhild, Nilsen, Harald & Nygaard, Arne (2010)
  Venner og kjente - hvordan hjelper de deg til bedre lønnsomhet i næringsklynger?

  Magma forskning og viten, 13(5) , s. 46-53.

• Rindfleisch, Aric; Antia, Kersi, Bercovitz, Janet, Brown, James R., Cannon, Joseph, Carson, Stephen J., Ghosh, Mrinal, Helper, Susan, Robertson, Diana C. & Wathne, Kenneth (2010)
  Transaction costs, opportunism, and governance: Contextual considerations and future research opportunities

  Marketing letters, 21(3) , s. 211-222. Doi: https://doi.org/10.1007/s11002-010-9104-3

• Silkoset, Ragnhild (2009)
  Market Orientation Capabilities: A Study of Learning Processes in Market-oriented Companies

  VDM Verlag Dr. Müller Aktiengesellschaft & Co. KG

  Show summary

  The literature operates with three perspectives on market orientation. These include market orientation as behavior (Kohli and Jaworski 1990; Narver and Slater 1990), market orientation as a unique resource (Hunt and Morgan 1995) and market orientation as a dynamic learning capability (Sinkula 1994; Day 1994b). A company's level of market orientation will vary with regard to the perspectives, including factors affecting a company’s degree of market orientation and the effects of market orientation. Chapter 2 investigates these subjects. After investigating the different aspects of market orientation and after looking at variations in the factors affecting the level of market orientation, Chapter 3 will investigate factors that influence the market-oriented firm’s intelligence processing for the generation of knowledge. Through the establishment of measures for market orientation capabilities, I will identify determinants that affect knowledge generation in the area of market orientation (see Sinkula, Barker and Nordewier 1997; Day 1994a). Chapter 4 explains the method used to analyze the research model, and the validation of the measures, while Chapter 5 reports the results of the analysis. Chapter 6 describes the conclusions from the project, and offers suggestions for future research.

• Gripsrud, Geir (2009)
  Pristilbud - veiledning eller villedning?

  Magma forskning og viten, 12(4) , s. 39-44.

• Kunøe, Gorm (2009)
  Exploring Direct and Customer Relationship Marketing Chapter 15. Fulfilment planning and execution. 27 pages

  [Textbook]. South-Western Cengage Learning

• Andreassen, Tor Wallin (2009)
  Fra liten til stor

  [Professional Article]. Økonomisk Rapport, (7)

• Olsen, Line Lervik & Johnson, M.D. (2009)
  Service Equity, Satisfaction and Loyalty: From Transaction-Specific to Cumulative Evaluations

  Managing Service Quality, 19(1) , s. 4-30.

• Andreassen, Tor Wallin (2009)
  Fra liten til stor

  [Professional Article]. Økonomisk Rapport, (7)

• Olson, Erik & Thjømøe, Hans Mathias (2009)
  Sponsorship effect metric: assessing the financial value of sponsoring by comparisons to television advertising

  Journal of the Academy of Marketing Science, 37(4) , s. 504-515. Doi: https://doi.org/10.1007/s11747-009-0147-z

• Andreassen, Tor Wallin (2009)
  Tiltak gjennom krisen

  [Professional Article]. Økonomisk Rapport, (2)

• Nygaard, Arne (2009)
  Measuring Transaction Costs in Plural Formed Marketing Channels

  VDM Verlag Dr. Müller Aktiengesellschaft & Co. KG

• Andreassen, Tor Wallin (2009)
  Sannhetens øyeblikk

  [Professional Article]. Økonomisk Rapport, (1)

• Singh, Sangeeta (2009)
  The Dual Nature of Ethnic Identity: Its Impact on Product Evaluations

  VDM Verlag Dr. Müller Aktiengesellschaft & Co. KG

• Biong, Harald & Wathne, Kenneth (2009)
  Når vennene lurer deg

  Magma forskning og viten, 12(5) , s. 53-57.

• Silkoset, Ragnhild (2009)
  Prisstrategier til norske bedrifter

  Magma forskning og viten, 12(4)

• Olson, Erik (2009)
  The Impact of Intra-Brand Platform Sharing on Brand Attractiveness

  Journal of Product & Brand Management, 18(3) , s. 212-217.

• Andreassen, Tor Wallin (2009)
  Klima for tenking

  [Professional Article]. Magma forskning og viten, 12(8)

• Andreassen, Tor Wallin (2009)
  Kundetilførte verdier

  [Professional Article]. Økonomisk Rapport, (6)

• Jarnebrant, Peter; Johnson, Eric. J. & Toubia, Olivier (2009)
  The Silver Lining Effect: Formal Analysis and Experiments

  Management science, 55(11) , s. 1832-1841. Doi: https://doi.org/10.1287/mnsc.1090.1076

• Singh, Sangeeta & Olsen, Line Lervik (2009)
  Sense or Sensibility? How Commitment Mediates the Role of Self-Service Technology on Loyalty

  Self-service in the internet age : expectations and experiences, , s. 213-229.

• Johnson, Michael D.; Olsen, Line Lervik & Andreassen, Tor W. (2009)
  Joy and disappointment in the hotel experience: managing relationship segments

  Managing Service Quality, 19(1) , s. 4-30. Doi: https://doi.org/10.1108/09604520910926782

• Goukens, Caroline; Dewitte, Siegried & Warlop, Luk (2009)
  Me, myself, and my choices: The influence of private self-awareness on choice

  Journal of Marketing Research, 46(5) , s. 682-692.

• Abbeele, Alexandra Van den; Roodhooft, Filip & Warlop, Luk (2009)
  The effect of cost information on buyer–supplier negotiations in different power settings

  Accounting, Organizations and Society, 34, s. 245-266.

• Singh, Sangeeta; Kristensen, Lene & Villasenõr, Erika (2009)
  Overcoming skepticism towards cause related claims: the case of Norway

  International Marketing Review, 26(3) , s. 312-326. Doi: https://doi.org/10.1108/02651330910960807

• Hansen, Håvard & Singh, Sangeeta (2009)
  Word-of-Mouth and Consumer Choice Behavior: More on Message and Dispatcher Effects

  Word-of-Mouth and Consumer Choice Behavior: More on Message and Dispatcher Effects, , s. 171-174.

• Utgård, Jakob; Nordlund, Anders & Svennerud, Mads (2009)
  Konkurransesituasjonen for norsk bakervarebransje

  [Report Research]. NIBIO

  Show summary

  Formålet med dette notatet er å beskrive status og utvikling på sentrale områder for bakervarebransjen, herunder sysselsetting, antall foretak, produksjonsverdi, import og eksport med mer, samt å vurdere de politiske rammebetingelsene sin påvirkning på bakervarebransjens konkurranseevne. Norsk bakervarebransje hadde om lag 7 600 sysselsatte i 2007, noe som var en liten nedgang fra 2006. Antallet sysselsatte har vært forholdsvis stabilt de siste årene. Med 409 bedrifter i 2007 var bakervarebransjen den bransjen i norsk matindustri som hadde flest bedrifter, selv om trenden har vært svakt nedadgående de siste årene.. I gjennomsnitt hadde bedriftene 19 sysselsatte i 2007, en økning på 6 fra 2000. Bakervarebedriftene er i gjennomsnitt klart mindre enn bedriftene i norsk matindustri totalt sett. Bedriftene i bakervarebransjen er spredt rundt i hele Norge. Produksjonsverdien i bakervarebransjen har økt betydelig de siste årene og den prosentvise økningen har vært større enn i matindustrien generelt. Dette skyldes i stor grad at prisene på bakervarer har økt mer enn prisene på andre matvarer. Forbruksmønsteret har i hovedsak holdt seg stabilt. Bakervarebransjen har et noe høyere investeringsnivå enn matindustrien i gjennomsnitt mens innovasjonsgraden ligger nær gjennomsnittet. Lønnskostnadene i prosent av produksjonsverdi har holdt seg konstante siden 2000, men norsk industri har høye lønnskostnader i forhold til gjennomsnittet av handelspartnerne. Selv om mye har gått bra i norsk bakervarebransje tyder alt på at lønnsomheten i bransjen har blitt svakere de siste årene, både vår egen økonomianalyse basert på et utvalg bedrifter og en fullstendig analyse publisert i et bransjeblad viser en negativ utvikling.

• Smeesters, Dirk; Corneille, Olivier, Yzerbyt, Vincent & Warlop, Luk (2009)
  When do primes prime? The moderating role of the self-concept in individuals' susceptibility to priming effects on social behavior

  Journal of Experimental Social Psychology, 45, s. 211-216.

• Svendsen, Mons Freng; Haugland, Sven A., Haugland, Sven A. & Sande, Jon Bingen (2009)
  Transaction cost, strategic positioning, and institutional determinants of relationship governance in international business-to-business relationship

  EMAC Annual Conference proceedings, 38

• Dahlstrøm, Robert; Haugland, Sven A., Nygaard, Arne & Rokkan, Aksel (2009)
  Governance structures in the hotel industry

  Journal of Business Research, 62(8) , s. 841-847. Doi: https://doi.org/10.1016/j.jbusres.2007.07.033

  Show summary

  This study investigates alternative governance forms in the hotel industry. Agency theory maintains that the need for control over service quality, financial risk, and the market environment affect the choice of governance form. Prior agency research emphasizes alternative governance structures that principals employ, given local market conditions, agent incentives, and risk preferences. The study augments the established principal-agent perspective with a discussion of entrepreneurial motivations to join hotel alliances. The study analyzes the choice between independent ownership and affiliation with a voluntary chain as well as the choice between integration and franchising. Data analyses from 650 hotels indicate that the hotel size, amenities, population, and distance to headquarters influence governance. (c) 2008 Elsevier Inc. All rights reserved.

• Kjuus, Johanne; Utgård, Jakob, Pettersen, Ivar, Svennerud, Mads & Eriksen, Lars Øystein (2009)
  Matprogram med næringsverdi. Evaluering av bedriftsrettede prosjekter i Verdiskapingsprogrammet for matproduksjon og Nettverksprogrammet

  [Report Research]. NIBIO

  Show summary

  Verdiskapingsprogrammet for mat ble igangsatt for å øke verdiskapingen basert på norske matressurser. Etter hvert har programmet fått hele leveringskjeden fra jord til butikk som virkeområde, men siktemålet er stadig å skape positive lønnsomhetseffekter for primærprodusentene. Våre resultater sannsynliggjør at det er positive lønnsomhetseffekter av tiltaket, og at bøndene er relativt mer fornøyd med lønnsomhetseffektene enn andre støttemottagere. Innenfor programmet foregår det et eget nettverksprogram som skal styrke kompetansen i matsektoren. Også dette virkemidlet får klart positiv vurdering fra deltagerne, men tiltaket er for lite til å kunne identifisere målbare lønnsomhetseffekter. Det er viktig for måloppnåelsen ved utviklingsprosjekter at primærprodusentene er med i prosjektene. Resultatene tilsier bl.a. sterkere vektlegging av primærprodusenter og samarbeid med primærleddet i prosjektvurderingen.

• Solberg, Carl Arthur & Lien, Ole Helge (2008)
  Globalisering av banknæringen: effekter for norske banker og den norske banknæringen

  [Report Research]. Handelshøyskolen BI

• Andreassen, Tor Wallin (2008)
  Galileo-effekten

  [Professional Article]. Økonomisk Rapport, (9) , s. 60-61.

• Andreassen, Tor Wallin (2008)
  Internett: den moderne gapestokk

  [Professional Article]. Økonomisk Rapport, (4) , s. 74-76.

• Kimasheva, Maria (2008)
  Interregional Immigrants' Distribution in Norway

  VDM Verlag Dr. Müller Aktiengesellschaft & Co. KG

• Andreassen, Tor W. & Olsen, Line Lervik (2008)
  The Impact of Customer's Perception of Varying Degrees of Customer Service on Commitment and Perceived Relative Attractiveness

  Managing Service Quality, 18(4) , s. 309-328.

• Andreassen, Tor Wallin (2008)
  Hva kan vi lære av SAS og NSB?

  [Professional Article]. Økonomisk Rapport, (8) , s. 60-61.

• Keiningham, Timothy L.; Aksoy, Lerzan, Cooil, Bruce, Andreassen, Tor W. & Williams, Luke (2008)
  A holistic examination of Net Promoter

  [Professional Article]. ?, 15(2) , s. 7990-7990.

• Gripsrud, Geir (2008)
  OL og markedsføring av land

  Magma forskning og viten, 11(2) , s. 40-47.

• Andreassen, Tor Wallin (2008)
  Hva kan vi lære av SAS og NSB?

  [Professional Article]. Økonomisk Rapport, (8) , s. 60-61.

• Keiningham, Timothy L.; Aksoy, Lerzan, Cooil, Bruce & Andreassen, Tor W. (2008)
  The Galileo Effect

  Marketing management (Chicago, Ill.), 17(1) , s. 48-51.

• Keiningham, Timothy L.; Aksoy, Lerzan, Cooil, Bruce, Andreassen, Tor W. & Williams, Luke (2008)
  A holistic examination of Net Promoter

  [Professional Article]. ?, 15(2) , s. 7990-7990.

• Gripsrud, Geir (2008)
  OL og markedsføring av land

  Magma forskning og viten, 11(2) , s. 40-47.

• Andreassen, Tor Wallin (2008)
  Ja vi elsker selvbetjening

  [Professional Article]. Økonomisk Rapport, (7) , s. 60-61.

• Nygaard, Arne & Friedman, Ken (2008)
  Forskningsstrategi og Publisering

  Cappelen Damm Akademisk

• Andreassen, Tor Wallin (2008)
  Økt produktivitet: for bedriften eller kunden?

  [Professional Article]. Økonomisk Rapport, (2) , s. 76-78.

• Oest, Rutger Daniel van & Franses, Philip Hans (2008)
  Measuring Changes in Consumer Confidence

  Journal of Economic Psychology, 29, s. 255-275.

• Keiningham, Timothy L.; Aksoy, Lerzan, Cooil, Bruce & Andreassen, Tor W. (2008)
  Net Promoter, Recommendations, and Business Performance: A Clarification and Correction on Morgan and Rego

  Marketing science, 27(3) , s. 531-532.

• Worm, Stefan (2008)
  Ingredient Branding as a Brand-Building Instrument: How Ingredient Brands Gain from Co-Branded Extensions

  VDM Verlag Dr. Müller Aktiengesellschaft & Co. KG

• Andreassen, Tor W. (2008)
  Fra produkter til tjenester: historien om en revolusjon

  Magma forskning og viten, 11(2) , s. 20-29.

• Biong, Harald & Silkoset, Ragnhild (2008)
  Samarbeid eller konkurranse: to alternative veier til lavere priser og kostnader

  Magma forskning og viten, 11(2) , s. 59-65.

• Biong, Harald (2008)
  Byggemarkedet - et "lemons"-marked eller velfungerende marked?

  Magma forskning og viten, 11(6) , s. 101-107.

• Solberg, Carl Arthur (2008)
  Product complexity and cultural distance effects on managing international distributor relationships: a contingency approach

  Journal of International Marketing, 16(3) , s. 57-83. Doi: https://doi.org/10.1509/jimk.16.3.57

• Singh, Sangeeta & Christoffersen, Line (2008)
  Bankkunden og relasjonen til penger behovsbasert segmentering

  Magma forskning og viten, 11(3) , s. 68-76.

• Thjømøe, Hans Mathias (2008)
  Hva er det som er så spesielt med merkevarer?

  Magma forskning og viten, 11(2) , s. 66-73.

• Andreassen, Tor Wallin (2008)
  Subprime er sub-service

  [Professional Article]. Økonomisk Rapport, (5) , s. 62-63.

• Olson, Erik (2008)
  The implications of platform sharing on brand value

  Journal of Product & Brand Management, 17(4) , s. 244-253.

• Kubberød, Elin; Ueland, Øydis, Dingstad, Gunvor, Risvik, Einar & Henjesand, Inge Jan (2008)
  The effect of animality in the consumption experience - A potential for disgust

  Journal of Food Products Marketing, 14(3) , s. 103-124.

  Show summary

  This paper presents an experimental study to measure the effect of animality on consumers' disgust. In this study we have demonstrated how the negative emotion of disgust may be formed within meat consumption. While in the current literature animality is used as a broad and vaguely defined explanatory concept, we conceptualise and operationalise three components of animality; Meat Typicality, Vividness, and Personification. We show for each component that the more the meat stimuli can be animalised the more disgust they would provoke. Empirically, this study provides evidence for disgust with meat as being a phenomenon particularly concerning females and young consumers. The results also show a relatively good performance of personality measures as disgust sensitivity in the prediction of disgust with meat.

• Dahlstrøm, Robert; Nygaard, Arne & Crosno, Jody L. (2008)
  Strategic, Metric, and Methodological Trends in Marketing Research and Their Implications for Future Theory and Practice

  Journal of Marketing Theory and Practice, 16(2) , s. 139-142.

• Høivik, Heidi von Weltzien; Pettersen, Inger Beate, Lindberg, Ylva & Ronæss, Ola (2008)
  Prosjektene Internasjonalisering, Merkevare og Corporate Social Responsibility, Funn og forslag til tiltak for NCE Subsea

  [Report Research]. Handelshøyskolen BI

• Friedman, Ken & Nygaard, Arne (2008)
  Forskningsstrategi og publisering

  Cappelen Damm Akademisk

• Solberg, Carl Arthur & Durrieu, Francois (2008)
  Strategy development in international markets: a two tier approach

  International Marketing Review, 25(5) , s. 520-543. Doi: https://doi.org/10.1108/02651330810904071

• Kjuus, Johanne; Utgård, Jakob, Melhuus, Sigrid Hagerup & Svennerud, Mads (2008)
  Perspektiver for en norsk kjøttindustri: Sammenligning av struktur i Norden

  [Report Research]. NIBIO

  Show summary

  For å forstå forutsetningene for en konkurransedyktig norsk kjøttindustri har vi i dette notatet søkt å belyse kjøttindustriens utvikling i Norge sammenlignet med Sverige, Finland og Danmark, samt utviklingstrender i et internasjonalt perspektiv.

• Bergh, Bram Van den; Dewitte, Siegfried & Warlop, Luk (2008)
  Bikinis instigate generalized impatience in intertemporal choice

  Journal of Consumer Research, 35, s. 85-97.

• Utgård, Jakob & Pettersen, Ivar (2008)
  Auka prisar på jordbruksråvarer. Årsaker, framtidsutsikter og vegval for matsektoren i Noreg

  [Report Research]. NIBIO

  Show summary

  Dei fleste jordbruksråvarene på verdsmarknaden har auka mykje i pris i 2007. Auken har fortsett inn i 2008. For korn, oljar og meieriprodukt har prisaukane vore store, mellom 50 og 200 %. Prisane på kjøt har auka lite, og prisen på sukker gjekk ned i 2007. Forsøk på å forklare auken, og å trekkje konklusjonar for framtida, må tolkast med varsemd. Faktagrunnlaget er usikkert og større arbeid er naudsynt for å forstå metodane. Litteraturen vi har oppsummert peikar på nokre klare forklaringsfaktorar til prisaukane: Aukande folketal, økonomisk vekst og urbanisering er viktige forhold som påverkar etterspørselen for jordbruksråvarer gradvis over tid. Desse faktorane kan vanskeleg aleine ha gitt dei store prisaukane på kort tid. Den økonomiske veksten har vore uvanleg stor dei siste åra, men fekk langt seinare innflytelse på matråvarer enn på andre råvaresektorar. Den nye drivkrafta er bruken av jordbruksråvarer til produksjon av biodrivstoff. Biodrivstoff har påverka marknadane for sukker, mais og oljevekstar, men indirekte også alle jordbruksprodukt gjennom auka konkurranse om areala og ved at energivekstane nyttast i kjøtproduksjon. Marknadane for jordbruksprodukt har dermed vorte tettare bundne saman med marknadane for energi, og oljeprisen har vore høg dei siste to åra. Saman med enkelte avlingssviktar og små lager har ein fått ein situasjon med oppheita marknader der sjølv små endringar i forventa avlingar har fått store prisutslag. […]

• Olsen, Lars Erling; Iversen, Nina M. & Hem, Leif Egil (2008)
  Feedback Effects of Brand Extensions: The Resistance of Strong Brands

  Beta – Scandinavian Journal of Business Research, 1, s. 40-53.

• Cardinaels, Eddy; Roodhooft, Filip, Warlop, Luk & Herck, Gustaaf Van (2008)
  Competitive Pricing in Markets with different overhead costs: concealment or leakage of information

  Journal of Accounting Research, 46, s. 761-784.

• Cornelissen, Gert; pandelaere, mario, Warlop, Luk & Dewitte, Siegfried (2008)
  Positive cueing: Promoting sustainable consumer behavior by cueing common environmental behaviors as environmental

  International Journal of Research in Marketing, 25, s. 46-55.

• Keiningham, Timothy L.; Aksoy, Lerzan, Cooil, Bruce & Andreassen, Tor W. (2008)
  Linking Customer Loyalty to Growth

  MIT Sloan Management Review, 49(4) , s. 51-57.

• Hansen, Håvard; Samuelsen, Bendik Meling & Silseth, Pål Rasmus (2008)
  Customer Perceived Value in B-t-B Service Relationships: Investigating the Importance of Corporate Reputation

  Industrial Marketing Management, 37(2) , s. 205-216.

• Geyskens, Kelly; Pandelaere, Mario, Dewitte, Siegfried & Warlop, Luk (2008)
  Tempt me just a little bit more. The Effect of Prior Food Temptation Actionability on Goal Activation and Consumption.

  Journal of Consumer Research, 34, s. 600-610.

• Garielsson, Mika; Kirpalani, V.H. Manek, Dimitratos, Pavlos, Solberg, Carl Arthur & Zucchella, Antonella (2008)
  Born globals: Propositions to help advance the theory

  International Business Review, 17(4) , s. 385-401. Doi: https://doi.org/10.1016/j.ibusrev.2008.02.015

• Keiningham, Timothy L.; Cooil, Bruce, Aksoy, Lerzan, Andreassen, Tor W. & Weiner, Jay (2007)
  The value of different customer satisfaction and loyalty metrics in predicting customer retention, recommendation, and share-of-wallet

  Managing Service Quality, 17(4) , s. 361-384.

• Samuelsen, Bendik M.; Olsen, Line Lervik, Silseth, Pål Rasmus & Lorentzen, Bengt G. (2007)
  Dynamiske perspektiv på kunderelasjoner

  Magma forskning og viten, 10(2) , s. 25-44.

• Nes, Erik B. & Papadopoulos, Nicolas (2007)
  The Role of National Cultural Distance on Country Image-based Product Evaluations?

  Country of origin Effects on Consumer Behavio, Khalid I. Sulaiti, ed,

• Nes, Erik B.; Solberg, Carl Arthur & Silkoset, Ragnhild (2007)
  The impact of national culture and communication on exporter-distributor relations and on export performance

  International Business Review, 16(4) , s. 405-424.

• Lanseng, Even J. & Andreassen, Tor W. (2007)
  Electronic Healthcare? A Study of Peoples Readiness and Attitude Toward Performing Self-Diagnosis

  International Journal of Service Industry Management, 18(4) , s. 394-417.

• Jr, Roland E. Kidwell; Nygaard, Arne & Silkoset, Ragnhild (2007)
  Antecedents and Effects of Free Riding in the Franchisor-Franchisee Relationship

  Journal of Business Venturing, 22(4) , s. 522-544.

• Andreassen, Tor W. (2007)
  Vareprat og fremtidig vekst

  Magma forskning og viten, 10(2) , s. 45-52.

• Silkoset, Ragnhild (2007)
  Tjenesteproduksjon og innovasjon

  Innovasjonsprosesser ? om innovasjoners odyssé, Hernes og Koefoed (red),

• Keiningheim, T.L.; Cooil, Bruce, Andreassen, Tor W. & Aksoy, Lerzan (2007)
  A Longitudinal Examination of Net Promoter on Firm Revenue Growth

  Journal of Marketing, 71(3) , s. 39-51.

• Gripsrud, Geir (2007)
  Kjeder, men ikke kjedelig: Norsk dagligvarehandel 1977-2007

  Makt, mening og struktur: festskrift til Sigmund Grønmo, Odd Gåsdal et al. (red.), , s. 73-87.

• Solberg, Carl Arthur (2007)
  Moving out of the country: An exploratory study of the impact of country, cluster and firm related factors

  Gabriel Benito and Rajneesh Narula (eds), Multinationals on the Periphery,

• Nygaard, Arne (2007)
  Alliansebygging. Strategi - nettverk - marked

  Fagbokforlaget

• Franses, Philip Hans & Oest, Rutger Daniel van (2007)
  On the Econometrics of the Geometric Lag Model

  Economics Letters, 95(2) , s. 291-296.

• Crosno, Jody L.; Nygaard, Arne & Dahlstrøm, Robert (2007)
  Trust in the Development of New Channels in the Music Industry

  Journal of Retailing and Consumer Services, 14(3) , s. 216-223.

• Peretz, Adrian; Olsen, Lars E. & Samuelsen, Bendik M. (2007)
  Merkevareledelse på Norsk

  [Textbook]. Cappelen Damm Akademisk

  Show summary

  Lærebok i Merkevareldelse - spesielt tilpasset norske studenter på Bachelornivå og profesjonsmarkedet. Utstrakt bruk av norske eksempler og norsk terminologi.

• Lanseng, Even J.; Lanseng, Even J. & Wanebo, Tor Arne (2007)
  Pionermerke eller etterfølgermerke - fordeler og ulemper

  Magma forskning og viten, 10(2) , s. 53-59.

• Briers, Barbara; pandelaere, mario & Warlop, Luk (2007)
  Adding exchange to charity: a reference price explanation

  Journal of Economic Psychology, 28, s. 15-30.

• Samuelsen, Bendik M. & Olsen, Lars Erling (2007)
  "Jeg har meninger - sterke meninger - men jeg er ikke alltid enig i dem" om holdninger og holdningsstyrke i merkevareledelse

  Magma forskning og viten, 10(2) , s. 64-76.

• Heide, Jan B.; Wathne, Kenneth Henning & Rokkan, Aksel Ivar (2007)
  Interfirn Monitoring, Social Contracts, and Relationship Outcomes

  Journal of Marketing Research, XLIV, s. 425-433.

• Goukens, Caroline; Dewitte, Siegfried, pandelaere, mario & Warlop, Luk (2007)
  Wanting a Bit(e) of Everything. Extending the Valuation Effect to Variety Seeking

  Journal of Consumer Research, 34, s. 386-394.

• Haugland, Sven A.; Haugland, Sven A., Nygaard, Arne & Myrtveit, Ingunn (2007)
  Market orientation and performance in the service industry: A data envelopment analysis

  Journal of Business Research, 60(11) , s. 1191-1197.

• Geyskens, Kelly; pandelaere, mario, Dewitte, Siegfried & Warlop, Luk (2007)
  The backdoor to overconsumption: The effect of associating 'low-fat' food with health references

  Journal of Public Policy & Marketing, 26, s. 128-135.

• Cornelissen, Gert; Dewitte, Siegfried, Warlop, Luk & Yzerbyt, Vincent (2007)
  Whatever people say I am that's what I am: Social labeling as a social marketing tool

  International Journal of Research in Marketing, 25, s. 278-288.

• Briers, Barbara; pandelaere, mario, Dewitte, Siegfried & Warlop, Luk (2007)
  Hungry for money. The desire for caloric resources increases the desire for financial resources and vice versa

  Psychological Science, 17, s. 939-943.

• Håkansson, Håkan (2006)
  Business relationships and networks: consequences for economic policy

  [Professional Article]. ?, 51(1) , s. 143-163.

• Håkansson, Håkan & Snehota, I. (2006)
  No Business is an Island: The network concept of business strategy

  Scandinavian Journal of Management, 22, s. 256-270.

• Prenkert, Frans & Hallén, L. (2006)
  Conceptualizing, Delineating and Analyzing Business Networks

  European Journal of Marketing, 40(3/4) , s. 384-407.

• Solberg, Carl Arthur & Durrieu, Francois (2006)
  Access to networks and commitment to internationalisation as precursors to marketing strategies in international markets

  Management International Review (MIR), 46(1) , s. 57-83.

• Keiningheim, T.L.; Aksoy, L. & Andreassen, Tor W. (2006)
  Does Parent Satisfaction with a Childcare Provider Matter for Loyalty?

  Journal of Consumer Marketing, 23(Special issue)

• Solberg, Carl Arthur; Stottinger, B. & Yaprak, A. (2006)
  A taxonomy of the pricing practices of exporting firms: Evidence from Austria, Norway, and the United States

  Journal of International Marketing, 14(1) , s. 23-48.

  Show summary

  In this qualitative study, the authors offer a framework through which they examine the information use, strategic approach, and managerial control behavior in the export pricing practices of 24 firms based in Austria, Norway, and the United States. They offer propositions about export pricing behavior and suggestions for empirical research in the field.

• Solberg, Carl Arthur (2006)
  Relational drivers, controls and relationship quality in exporter-foreign middleman relations

  Advances in International Marketing, 16, s. 81-106.

• Solberg, Carl Arthur & Askeland, Vidar (2006)
  The Relevance of Internationalisation Theories: A Contingency Framework Approach

  Fai, Felicia and Eleanor Morgan (eds), Managerial Issues in IB, , s. 9-32.

• Solberg, Carl Arthur (2006)
  Market information and the role of networks in international markets

  Frank Asche (ed), Primary industries facing global markets: The supply chains and markets for Norwegian food, , s. 21-43.

• Andreassen, Tor W. (2006)
  Kunderelasjoner: markedsføringens økonomiske mandat

  [Textbook]. Universitetsforlaget

• Prenkert, Frans (2006)
  A theory of organizing informed bu activity theory - The locus of paradox, sources of change, and challenge to management

  Journal of Organizational Change Management, 19, s. 471-490.

  Show summary

  Purpose - The aim of this paper is to provide a solid theoretical base to the study of paradox in organized activity. It draws upon activity theory to show the managerial and analytical potential of the activity systems model (ASM) as a systematic tool to analyze paradox in organizational practice.

• Singh, Sangeeta (2006)
  Cultural differences in, and influences on, consumers' propensity to adopt innovations

  International Marketing Review, 23

  Show summary

  Purpose - The purpose of this paper is to investigate the relationship between national culture and adoption of new products, ideas, or behaviour to suggest a framework for distinguishing between innovative and imitative behaviour.

• Gripsrud, Geir; Solberg, Carl Arthur & Ulvnes, Arne Morten (2006)
  The effect of information collection behavior on market performance: The role of partner relationships

  Advances in International Marketing, (16) , s. 135-157.

• Solberg, Carl Arthur (2006)
  Exporter Governance of Integrated and Independent Marketing Channel Members in International Markets: Moderating Effects of Stage of Relationships and Operation Mode

  Advances in International Marketing, 16, s. 341-358.

• Keiningheim, T.L.; Aksoy, L., Andreassen, Tor W. & Coile, B. (2006)
  Call Center Satisfaction and Customer Retention in a Co-Branded Service Context

  Managing Service Quality, 1(3) , s. 269-289.

• Silkoset, Ragnhild (2006)
  En empirisk kartlegging av norske bedrifters forventninger til egen krisehåndtering

  Magma forskning og viten, 9(4) , s. 72-87.

• Håkansson, Håkan & Snehota, I. (2006)
  "No business is an island" 17 years later

  Scandinavian Journal of Management, 22, s. 271-274.

• Cantillon, S.; Prenkert, Frans, Håkansson, Håkan, Følgesvold, A. & Haugnes, S. (2006)
  The UK Seafood Network - Recent Developments and the Role of Norwegian Exporters

  F. Asche (Ed.), Primary Industries Facing Global Markets, , s. 193-216.

• Håkansson, Håkan & Ford, D. (2006)
  The idea of interaction

  The IMP Journal, 1(1) , s. 4-27.

• Biong, Harald & Silkoset, Ragnhild (2006)
  Extendedness as a relationship governance mechanism for securing cooperation in marketing relationships

  Journal of Business-to-Business Marketing, 13

  Show summary

  Traditionally, buyers encourage fierce price competition among suppliers. Such price competition has been the dominating strategy for purchase of commodities in business markets. Undoubtedly, this practice has been effective in many cases. Unfortunately, transactional purchasing practices could have negative effects because they demotivate suppliers to engage in value creating activities and incur substantial transaction costs. In contrast to competition, buyer-seller cooperation can also bring prices and total costs down. One problem of cooperation is that the parties can realize individual gains by defection while the other continues to cooperate. This article examines how industrial buyers of a commodity can overcome this problem and realize cost savings and low prices by motivating the supplier to cooperate by offering an extended time frame for purchases. The authors test the research hypotheses in a sample of 347 industrial buyers of electricity. The empirical tests provide general support for their predictions. The implications of the findings for marketing theory and practice are discussed.

• Gadde, Lars-Erik & Håkansson, Håkan (2006)
  Teaching is Supplier Networks

  Gibbert, M., Durand, T., (eds) Strategic Networks. Learning to Compete,

• Jahre, Marianne; Gadde, Lars-Erik, Håkansson, Håkan, Harrison, Debbie & Persson, Göran (2006)
  Resourcing in Business Logistics - The art of systematic combining

  Liber

• Brekke, Andreas; Hatteland, Carl Johan & Håkansson, Håkan (2006)
  Designing Resources from a Logistical Perspective

  Jahre, M., Gadde, L-E., Håkansson, H., Harrison, D. and Persson, G. (eds.), Resourcing in Business Logistics - The art of systematic combining,

• Heide, Jan B. & Wathne, Kenneth Henning (2006)
  Friends, Businesspeople, and Relationship Roles: A Conceptual Framework and Research Agenda

  Journal of Marketing, 70(3) , s. 90-103. Doi: https://doi.org/10.1509/jmkg.70.3.090

• Andreassen, Tor W.; Lorentzen, Bengt G. & Olsson, Ulf Henning (2006)
  The impact of non-normality and estimation methods in SEM on satisfaction research in marketing

  Quality & Quantity: International Journal of Methodology, 40

  Show summary

  This paper discusses consequences of violating the normal distribution assumption imbedded in Structural Equation Modeling (SEM). Based on real data from a large sample customer satisfaction survey we follow the procedures as suggested in leading textbooks. We document consequences of this practice and discuss its impact on decision making in marketing.

• Brekke, Andreas; Hatteland, Carl Johan & Håkansson, Håkan (2006)
  Designing Resources from a Logistical Perspective

  Jahre, M., Gadde, L-E., Håkansson, H., Harrison, D. and Persson, G. (eds.), Resourcing in Business Logistics - The art of systematic combining,

• Heide, Jan B. & Wathne, Kenneth Henning (2006)
  Friends, Businesspeople, and Relationship Roles: A Conceptual Framework and Research Agenda

  Journal of Marketing, 70(3) , s. 90-103. Doi: https://doi.org/10.1509/jmkg.70.3.090

• Kubberød, Elin; Ueland, Øydis, Risvik, Einar & Henjesand, Inge Jan (2006)
  A study on the mediating role of disgust with meat in the prediction of red meat consumption among young females

  Journal of Consumer Behaviour, 5, s. 281-291. Doi: https://doi.org/10.1002/cb.180

  Show summary

  Recent studies have examined young females' negative sentiments toward meat in the western world. This paper explored the role of variousfactors that may trigger disgust with meat and hence avoidance of red meatamongyoungfemales. These include negative body esteem, disgust motivations related to ideational concerns, sensory-affective concerns, and anticipation of negative consequences relating to the consumption of meat. The investigation showed that all of these factors were positively related to disgust with meat, and disgust with meat influenced red meat consumption negatively.

• Harrison, Debbie & Håkansson, Håkan (2006)
  Activation in Resource Networks: a comparative study of ports

  The journal of business & industrial marketing, 21(4) , s. 231-238.

• Lerouge, Davy & Warlop, Luk (2006)
  Why is it so hard to predict our partner's product preferences?

  Journal of Consumer Research, 33, s. 393-402.

• Gripsrud, Geir; Jahre, Marianne & Persson, Göran (2006)
  Supply Chain Management - back to the Future?

  International Journal of Physical Distribution & Logistics Management, 36(8) , s. 643-659.

• Bruyneel, Sabrina; Dewitte, Siegfried, Vohs, Kathleen & Warlop, Luk (2006)
  Repeated choosing increases susceptibility to affective product features

  International Journal of Research in Marketing, 23, s. 215-225.

• Pettersen, Inger Beate & Rokkan, Aksel Ivar (2006)
  Buyer Tolerance of Conflict in Cross-National Business Relationships: An Empirical Study

  Advances in International Marketing, 16, s. 213-243.

• Framnes, Runar; Pettersen, Arve & Thjømøe, Hans Mathias (2006)
  Markedsføringsledelse

  [Textbook]. Universitetsforlaget

• Kubberød, Elin; Ueland, Øydis, Risvik, Einar & Henjesand, Inge Jan (2006)
  study on the mediating role of disgust with meat in the prediction of red meat consumption among young females

  Journal of Consumer Behaviour, 5, s. 281-291.

• Nygaard, Arne & Dahlstrom, Robert (2005)
  Measurement of Transaction Costs and Falsification Criteria: Toward Future Directions in Empirical Research on Transaction Costs Theory

  Nova Science Publishers

• Johnson, Michael D. & Selnes, Fred (2005)
  Diversifying Your Customer Portfolio

  MIT Sloan Management Review, Vol 46(3) , s. 11-14.

• Johnson, Michael D. & Selnes, Fred (2005)
  Diversifying Your Customer Portfolio

  MIT Sloan Management Review, Vol 46(3) , s. 11-14.

• Kleinen, M.; Ruyter, Ko de & Andreassen, Tor W. (2005)
  Image Congruence and the Adoption of Service Innovations

  Journal of Service Research, 7(4)

• Oest, Rutger Daniel van & Franses, Philip Hans (2005)
  Which Brands Gain Share from Which Brands? Inference from Store-Level Scanner Data

  Quantitative Marketing and Economics, 3, s. 281-304.

• Kunøe, Gorm (2005)
  Salgsledelse - et konsept for forretningsutvikling

  Magma forskning og viten, 8(1) , s. 62-70.

• Håkansson, Håkan & Waluszewski, Alexandra (2005)
  Developing a New Understanding of Markets: Reinterpreting the Four P:s

  [Professional Article]. The journal of business & industrial marketing, 20(3) , s. 110-117.

• Johanson, J. & Håkansson, Håkan (2005)
  Some notes on interdependencies in economic action

  Andersson, P., Hertz, S., Sweet, S. (eds): Perspectives on market networks ? boundaries and new connections,

• Gripsrud, Geir & Benito, Gabriel R.G. (2005)
  Internationalization in Retailing: Modeling the Pattern of Foreign Market Entry

  Journal of Business Research, 58(12) , s. 1672-1680.

• Gripsrud, Geir & Benito, Gabriel R.G. (2005)
  Internationalization in Retailing: Modeling the Pattern of Foreign Market Entry

  Journal of Business Research, 58(12) , s. 1672-1680.

• Warlop, Luk; Ratneshwar, S. & Osselaer, Stijn Van (2005)
  Distinctive brand cues and memory for product consumption experiences

  International Journal of Research in Marketing, 22, s. 27-44.

• Håkansson, Håkan & Waluszewski, Alexandra (2004)
  Conclusions: Reinterpreting the four Ps

  Håkansson, H, Harrison, D., Waluszewski, A., (eds): Rethinking Marketing. Towards a New Understanding of Markets,

• Håkansson, Håkan; Henjesand, Inge Jan & Waluszewski, Alexandra (2004)
  Introduction: rethinking marketing

  Håkansson, H, Harrison, D., Waluszewski, A., (eds): Rethinking Marketing. Towards a New Understanding of Markets,

• Haug, Magne (2004)
  Do Campaigns Really Change Behavior? New Understanding ofthe Behavioral Effects of Advertising, Political Campaigns and Health Communication Campaigns

  Nordicom Review, 25(1-2) , s. 277-290.

• Håkansson, Håkan & Lind, Johnny (2004)
  Accounting and network coordination

  Accounting, Organizations and Society, 29(1) , s. 51-72.

• Kamfjord, Georg (2004)
  Rolleteori

  Gro Slettemark red): Psykodrama og sosiometri i praksis, , s. 20-20.

• Haugtvedt, C.P.; Samuelsen, Bendik M. & Liu, Kun (2004)
  Consumer Psychology and Attitude Change

  E. Knowles and J. Lin (eds.): Resistance and Persuasion,

• Håkansson, Håkan & Lind, Johnny (2004)
  Accounting and network coordination

  Accounting, Organizations and Society, 29(1) , s. 51-72.

• Kamfjord, Georg (2004)
  Rolleteori

  Gro Slettemark red): Psykodrama og sosiometri i praksis, , s. 20-20.

• Olson, Erik & Bakke, Geir (2004)
  A comparison of new product development practices in North America and Norway

  [Professional Article]. Telektronikk, (2) , s. 120-125.

• Hansen, Håvard; Samuelsen, Bendik M. & Lorentzen, Bengt G. (2004)
  Is Being Good Better Than Being Cheap, or is Being Cheap Better Than Being Good?

  Advances in Consumer Research, 31(1) , s. 446-450.

• Gripsrud, Geir (2004)
  The marketing discipline and distribution research: Time to regain lost territory?

  Håkansson, H., Harrison, D., Waluszewski, A. (eds): Rethinking Marketing, , s. 189-206.

• Bauwens, Luc; Bos, Charles S., Dijk, Herman K. van & Oest, Rutger Daniel van (2004)
  Adaptive Radial-Based Direction Sampling: Some Flexible and Robust Monte Carlo Integration Methods

  Journal of Econometrics, 123, s. 201-225.

• Wathne, Kenneth Henning (2004)
  Relationship Governance in a Supply Chain Network

  Journal of Marketing, 68(1) , s. 73-89. Doi: https://doi.org/10.1509/jmkg.68.1.73.24037

• Gripsrud, Geir; Olsson, Ulf Henning & Silkoset, Ragnhild (2004)
  Metode og Dataanalyse. Med fokus på beslutninger i bedrifter

  [Textbook]. Cappelen Damm Høyskoleforlaget

• Gripsrud, Geir; Olsson, Ulf Henning & Silkoset, Ragnhild (2004)
  Metode og Dataanalyse. Med fokus på beslutninger i bedrifter

  [Textbook]. Cappelen Damm Høyskoleforlaget

• Christoffersen, Line & Singh, Sangeeta (2004)
  Successful Application of a Customer Relationship Management Program in a Non-Profit Organisation

  Journal of Marketing Theory and Practice, 12(2) , s. 28-42.

  Show summary

  This paper is a case study of a non-profit organization, Plan Norway, which changed itself from being a sales-oriented company to a market-oriented one in the process of implementing a customer relationship management program. The case of Plan Norway is examined using the five critical areas identified by researchers and practitioners-strategy, customers or market, people, process and technology. The study identifies reasons for the success of the customer relationship management programs at the non-profit organization and offers insights to other organizations, both for non-profits and for profits.

• Warlop, Luk & Alba, Joseph (2004)
  Sincere flattery: trade-dress imitation and consumer choice

  Journal of Consumer Psychology, 14, s. 21-27.

• Håkansson, Håkan; Harrison, Debbie & Waluszewski, Alexandra (2004)
  Rethinking marketing : developing a new understanding of markets

  John Wiley & Sons

• Andreassen, Tor W. & Lanseng, Even (2004)
  The Impact of Image Congruence and Social Norm on Employer Preference

  [Report Research]. NLH

• Hansen, Håvard & Hem, Leif Egil (2004)
  Brand Extension Evaluations: The Effects of Affective Commitment, Involvement, Price Consciousness and Preference for Bundling in the Extension Category

  Advances in Consumer Research, 31(1) , s. 375-381.

• Cardinaels, Eddy; Roodhooft, Filip & Warlop, Luk (2004)
  Customer profitability reports for resource allocation: the role of complex marketing environments

  Abacus. A Journal of Accounting and Business Studies, 40, s. 238-258.

• Cardinaels, Eddy; Roodhooft, Filip & Warlop, Luk (2004)
  The value of activity-based costing in competitive pricing decisions

  Journal of Management Accounting Research, 16, s. 133-148.

• Haugland, Sven A.; Haugland, Sven A., Myrtveit, Ingunn & Nygaard, Arne (2004)
  Market Orientation, Customer Satisfaction and Productivity in the Service Industry: A Data Envelopment Analysis

  [Report Research]. Samfunns- og næringslivsforskning (SNF)

  Show summary

  A crucial cornerstone in the market orientation literature is the relationship between market orientation and performance. Products and services should be designed, developed and offered to customers based on market knowledge, and human and physical assets should be combined to satisfy customers. However, we still lack knowledge whether the most market-oriented firms are the most productive and profitable, as few empirical studies have used objective performance measures. By applying data envelopment analysis (DEA), we develop a measure of relative productivity, and test the market orientation model with productivity as performance measure. Based on data from the hotel industry, our results indicate that market orientation has only modest effect on productivity. However, DEA-productivity analyses can be used to identify best practice in an industry, and if used properly, it can be a useful instrument in the process of designing products and services and be a valuable input into the market orientation of the firm.

• Nyeng, Frode; Blindheim, Trond, Jensen, Thor Øivind & Tangen, Karl-Fredrik (2004)
  Forbruk : lyst, makt, iscenesettelse eller mening?

  Cappelen Damm Akademisk

  Show summary

  Boken gir en bred samfunnsmessig innsikt i forbruk og livsstil. Den gir innsyn i sentrale forbrukersosiologiske begreper, teorier og forskning, samt innblikk i den viktige fagligedebatten om forbrukerens karakter og rolle i samfunnsutviklingen.

• Hansen, Håvard (2003)
  Antecedents to consumers’ disclosing intimacy with service employees

  Journal of Services Marketing, 17(6) , s. 573-586.

• Thjømøe, Hans Mathias (2003)
  "SPSS for the Terrified". Introduction to SPSS and multi variate statistical techniques in a Marketing Research Setting

  Singularis

• Bygnes, Kjell Reidar (2003)
  Annonsen, markedsføring og vitenskapelige paradigmer

  Stein Erik Selfors (red.): Annonsen,

• Andreassen, Tor W. (2003)
  Serviceledelse: prinsipper for planlegging og styring av sannhetens øyeblikk

  Gyldendal Akademisk

• Solberg, Carl Arthur (2003)
  Informasjonsadferd og internasjonalisering

  [Report Research]. Handelshøyskolen BI

  Show summary

  Formålet med studien er å identifisere og analysere kritiske faktorer som i eksportør - partnerkjeden påvirker eksportørens resultater i markedet. Spesiell vekt er lagt på den rolle som markedspartneren spiller i informasjonsinnsamlingen. Informasjon kan deles inn i mange ulike kategorier. Vi har i deler av vårt arbeide delt inn informasjon i to: informasjon for markedsbeslutninger og -informasjon for kontroll av partneren. Konseptuelt sett er dette distinkte begreper; likevel er de ofte vanskelig å skille fra hverandre fordi selve informasjons-innhentingen ofte skjer gjennom uformelle kanaler med flere formål for øyet (Benito et al 1993). Mens det er forsket en hel del rundt informasjonsadferd i eksportbedrifter (Walters 1983; Benito et al 1993; Koh et al 1993; McAuley 1993; Hart et al 1994; Diamantopoulos og Souchon 1996, 1997), er det i liten grad satt fokus på den rolle som eksportørens partner spiller i denne forbindelse. Vi har sett at partneren I denne rapporten bruker vi begrepet partner som et samlebegrep for lokale salgs- og markedsføringsrepresentanter i internasjonale markeder, det være seg agent, distributør, eget salgskontor etc. er en av hovedkildene til markedsinformasjon for (norske) eksportører (Benito et al 1993). Det er imidlertid uklart hvilke effekter denne informasjonen har på eksportøren i forhold til informasjon fra andre kilder (sekundærdata, markedsanalyser, kilder fra andre nettverkspartnere). For å belyse disse spørsmålene har vi tatt utgangspunkt i fem teoretiske litteraturstrenger: internasjonalisering, markedsorientering, nettverksteori og transaksjonskostnadsteori og prinsipal/agentteori.

• Biong, Harald & Nes, Erik B. (2003)
  Markedsføring på bedriftsmarkedet : industri, tjenesteyting og offentlig virksomhet

  Universitetsforlaget

• Solberg, Carl Arthur (2003)
  Informasjonsadferd og internasjonalisering

  [Report Research]. Handelshøyskolen BI

  Show summary

  Formålet med studien er å identifisere og analysere kritiske faktorer som i eksportør - partnerkjeden påvirker eksportørens resultater i markedet. Spesiell vekt er lagt på den rolle som markedspartneren spiller i informasjonsinnsamlingen. Informasjon kan deles inn i mange ulike kategorier. Vi har i deler av vårt arbeide delt inn informasjon i to: informasjon for markedsbeslutninger og -informasjon for kontroll av partneren. Konseptuelt sett er dette distinkte begreper; likevel er de ofte vanskelig å skille fra hverandre fordi selve informasjons-innhentingen ofte skjer gjennom uformelle kanaler med flere formål for øyet (Benito et al 1993). Mens det er forsket en hel del rundt informasjonsadferd i eksportbedrifter (Walters 1983; Benito et al 1993; Koh et al 1993; McAuley 1993; Hart et al 1994; Diamantopoulos og Souchon 1996, 1997), er det i liten grad satt fokus på den rolle som eksportørens partner spiller i denne forbindelse. Vi har sett at partneren I denne rapporten bruker vi begrepet partner som et samlebegrep for lokale salgs- og markedsføringsrepresentanter i internasjonale markeder, det være seg agent, distributør, eget salgskontor etc. er en av hovedkildene til markedsinformasjon for (norske) eksportører (Benito et al 1993). Det er imidlertid uklart hvilke effekter denne informasjonen har på eksportøren i forhold til informasjon fra andre kilder (sekundærdata, markedsanalyser, kilder fra andre nettverkspartnere). For å belyse disse spørsmålene har vi tatt utgangspunkt i fem teoretiske litteraturstrenger: internasjonalisering, markedsorientering, nettverksteori og transaksjonskostnadsteori og prinsipal/agentteori.

• Blindheim, Trond (2003)
  Hvorfor kjøper vi?

  Abstrakt forlag

• Kunøe, Gorm (2003)
  Barriers to e-commerce

  Hansen, Fleming og Bech Christensen, Lars (eds.) Branding and Advertising,

• Olson, Erik & Thjømøe, Hans Mathias (2003)
  The Effects of Peripheral Exposure to Information on Brand Preference in a Low Involvement Setting

  European Journal of Marketing, 37(1/2) , s. 243-255.

• Nielsen, Jørn Flohr; Høst, Viggo, Jaensson, Jan-Erik, Kock, Søren & Selnes, Fred (2003)
  Market orientation in Nordic banks: does nationality matter?

  European Journal of Marketing, 37(11/12) , s. 1818-1841.

• Vaaland, Terje I. & Håkansson, Håkan (2003)
  Exploring inter-organizational conflict in complex projects

  Industrial Marketing Management, 32(2) , s. 12-12.

• Karlsen, Tore; Silseth, Pål Rasmus, Benito, Gabriel R G & Welch, Lawrence S (2003)
  Knowledge, internationalization of the firm, and inward-outward connections

  Industrial Marketing Management, 32(5) , s. 385-396.

• Holmen, Elsebeth; Håkansson, Håkan & Pedersen, Ann-Charlott (2003)
  Framing as a Means to Manage a Supply Network

  Journal of Customer Behaviour, 2, s. 385-407.

• Bjerke, Rune; Gopalakrishna, Pradeep & Sandler, Dennis (2003)
  Toward a conceptual framework to identify promotional themes: An empirical examination using three Scandinavian countries

  ?, 10, s. 77-81.

• Bjerke, Rune; Rosendahl, Tom & Gopalakrishna, Pradeep (2003)
  A cross-cultural Investigation: Liking of three facial cream print advertisments in three different European cultures

  ?, 10, s. 16-20.

• Bolton, Lisa; Warlop, Luk & Alba, Joseph (2003)
  Explorations in price (un)fairness

  Journal of Consumer Research, 29, s. 474-491.

• Selnes, Fred & Sallis, James (2003)
  Promoting Relationship Learning

  Journal of Marketing, 67(3) , s. 80-95.

• Rokkan, Aksel I.; Heide, Jan B., Wathne, Kenneth & Wathne, Kenneth (2003)
  Specific investments in marketing relationships. Expropriation and bonding effects

  Journal of Marketing Research, 40(may)

• Smeesters, Dirk; Warlop, Luk, Avermaet, Eddy Van, Yzerbyt, Vincent & Corneille, Olivier (2003)
  Do not prime hawks with doves: The role of dispositions and situational features for cooperative behavior in mixed-motive situations

  Journal of Personality and Social Psychology, 84, s. 972-987.

• Dahlstrøm, Robert; Haugland, Sven A., Haugland, Sven A., Nygaard, Arne & Rokkan, Aksel I. (2003)
  Norsk hotellindustri: Blodbad eller konstruktiv reorganisering?

  Magma forskning og viten, 6(1) , s. 92-100.

• Hansen, Håvard; Sandvik, Kåre & Selnes, Fred (2003)
  Direct and indirect effects of commitment to a service employee on the intention to stay

  Journal of Service Research, 5(4) , s. 356-368.

• Dahlstrøm, Robert; Haugland, Sven A., Haugland, Sven A., Nygaard, Arne & Rokkan, Aksel I. (2003)
  Norsk hotellindustri: Blodbad eller konstruktiv reorganisering?

  ?, (1) , s. 92-100.

• Singh, Sangeeta; Alon, Ilan & Welsh, Dianne (2002)
  Understanding Norway for Franchising Potential

  Franchising in Western and Northern Europe,

• Solberg, Carl Arthur & Nes, Erik B. (2002)
  Exporter Trust, Commitment and Marketing Control in Integrated and Independent Export Channels

  International Business Review, 11, s. 385-405.

• Bilkey, Warren J & Nes, Erik B. (2002)
  Country of Origin Effects on Product Evaluations

  Paul W. Beamish and Xioyue Chen (eds): An Anthology from Journal of International Business Studies (Chinese Translation),,

• Solberg, Carl Arthur & Nes, Erik B. (2002)
  Exporter Trust, Commitment and Marketing Control in Integrated and Independent Export Channels

  International Business Review, 11, s. 385-405.

• Bilkey, Warren J & Nes, Erik B. (2002)
  Country of Origin Effects on Product Evaluations

  Paul W. Beamish and Xioyue Chen (eds): An Anthology from Journal of International Business Studies (Chinese Translation),,

• Solberg, Carl Arthur (2002)
  The Perennial Issue of Adaptation or Standardization of International Marketing Communication: Organizational Contingencies and Performance

  Journal of International Marketing, 10(3) , s. 1-21.

• Kunøe, Gorm & Svarød, Øystein (2002)
  Direkte Markedsføring

  [Textbook]. ScanForum Forlag AS

• Thjømøe, Hans Mathias; Olson, Erik & Brønn, Peggy S. (2002)
  Decision-making Processes Surrounding Sponsorship Activities

  Journal of Advertising Research, 42(6) , s. 6-15.

• Olsen, Per Ingvar & Gripsrud, Geir (2002)
  Persktiver for norsk jordbruksvaresektor

  [Report Research]. Handelshøyskolen BI

• Olsen, Per Ingvar & Gripsrud, Geir (2002)
  Persktiver for norsk jordbruksvaresektor

  [Report Research]. Handelshøyskolen BI

• Nygaard, Arne & Dahlstrøm, Robert (2002)
  Role Stress and Effectiveness in Horizontal Alliances

  Journal of Marketing, 66(2) , s. 61-82.

• Welch, Lawrence S; Benito, Gabriel R G, Silseth, Pål Rasmus & Karlsen, Tore (2002)
  Exploring inward-outward linkages in firms’ internationalisation: A knowledge and network perspective

  Network Knowledge in International Business, , s. 216-231.

• Gadde, Lars-Erik; Huemer, Lars & Håkansson, Håkan (2002)
  Strategizing in industrial networks

  Industrial Marketing Management, 32(5) , s. 357-364.

• Olson, Erik & Widing, Robert E (2002)
  Are Interactive Decision Aids Better than Passive Decision Aids? A Comparison with Implications for Information Providers on the Internet

  Journal of Interactive Marketing, 16(2) , s. 23-33.

• Pieters, Rik; Warlop, Luk & Wedel, Michel (2002)
  Breaking through the clutter: benefits of advertisement originality and familiarity for brand attention and memory

  Management science, 48, s. 765-781.

• Olsen, Nina Veflen & Sandvik, Kåre (2002)
  Årsaker til produktutviklingssuksess

  Beta – Scandinavian Journal of Business Research, 16(1) , s. 1-14.

  Show summary

  Artikkelen søker å gi svar på hvorfor noen bedrifter lykkes med sine produktutviklingsprosesser mens andre mislykkes. Suksess blir operasjonalisert som de nye produktenes fortrinn og bidrag til bedriftens lønnsomhet, men også økt innsikt i produktutviklingsprosesser og tilførsel av spin-off kunnskap. Produktutviklingsprosessen blir studert som organisasjonslæring og operasjonalisert som omfanget og bredden på informasjonssøket i produktutviklingsprosessen. Modellen blir testet med data fra 124 hotell i Norge. Både målemodellen og strukturmodellen ble testet med 'Structural Equation Modelling' (LISREL), og 5 av 6 hypoteser fikk støtte. Omfanget på produktutviklingsprosessen har en positiv signifikant effekt på a) produktfortrinn, b) innsikt i produktutviklingsprosessen og c) spin-off kunnskap, og produktfortrinn har en positiv signifikant effekt på lønnsomhet. Bredden på informasjonssøket viste seg å være signifikant positivt for produktfortrinn, men hadde ingen signifikant effekt på spin-off kunnskap.

• Dahlstrøm, Robert; Haugland, Sven A., Haugland, Sven A., Nygaard, Arne & Rokkan, Aksel I. (2002)
  An Empirical Investigation of Governance Structures in the Hotel Industry

  [Report Research]. Samfunns- og næringslivsforskning (SNF)

  Show summary

  The study investigates alternative governance forms in the hotel industry. We analyze the choice among independently owned firms, voluntary chains, franchising, and vertically integrated chains. Based on agency theory, we argue that the need for control over service quality, financial risk, and the market environment affect the choice of governance form. Prior agency research emphasizes alternative governance structures employed by principals given local market conditions, agent incentives, and risk preferences. We augment the established principal-agent perspective with a discussion of agent motivations to join hotel alliances. Data from 650 hotels indicate that the number of service offerings, distance to headquarters, population, population density, and hotel scale influence governance.

• Bjerke, Rune & Polegato, Rosemary (2001)
  Cross-Cultural Meanings of Healthy and Beautiful in Words, Beauty Types and Products: Implications for International Advertising

  Journal of Promotion Management, 7

• Blindheim, Trond; Kunøe, Gorm & Stangeland, Beathe (2001)
  Utendørsreklame

  ScanForum

• Gripsrud, Geir & Olsen, Nina Veflen (2001)
  Hvordan virker samvirker? Markedsorientering og produktuvikling i norsk landbrukssamvirke

  [Report Research]. Handelshøyskolen BI

  Show summary

  Offentlige myndigheter har siden 1930-årene brukt salgssamvirkene i landbruket til å ”regulere” markedene for landbruksprodukter i Norge. Landbrukspolitikken er nå i ferd med å bli mer markedsbasert, og behovet for konkurranse og forbrukerretting understrekes gjerne uten at man vil forlate reguleringspolitikken helt. Salgssamvirkene var i utgangspunktet produksjonsorienterte. Formålet med denne rapporten er å drøfte hvor markedsorienterte salgsorganisasjonene i norsk landbrukssamvirke er i dag, og hva som eventuelt kan gjøres for å få dem mer markedsorienterte. I denne forbindelsen har vi fokusert spesielt på den produktutviklingen som skjer i de tre store salgssamvirkene TINE Norske Meierier, Norsk Kjøtt og Prior Norge. Den tradisjonelle samvirkemodellen blir diskutert innledningsvis, og vi framholder at åpent medlemsskap og kollektiv kapital ikke gjør det spesielt attraktivt for medlemmene/eierne å investere i selskapet. Markedsorientering defineres på ulike måter innenfor markedsføringslitteraturen. Vi gjennomgår litteraturen og kommer fram til tre forskjellige tilnærmingsmåter: a) Markedsorientering som en ledelsesfilosofi, hvor man alltid starter med kundenes behov, b) Markedsorientering som informasjonsinnsamling, spredning og iverksettelse av tiltak, c) Markedsorientering som en læringsstrategi, hvor det legges vekt på balanse mellom en utnyttende og en utforskende strategi når det gjelder produktutvikling. Ved hjelp av en intervjuguide som dekker alle de tre aspektene ved begrepet er det gjennomført 3-4 intervjuer med sentrale ledere fra markeds- og FoU avdelingene i hver av de tre salgssamvirkene. I tillegg har vi gjennomgått årsrapportene for de ti siste år for å kartlegge hva som sies om produktutvikling. Vi konkluderer med at en råvaredrevet produktutvikling finnes i alle de tre organisasjonene, selv om markedet også driver mye av produktutviklingen. Prior synes å være den organisasjonen som er kommet lengst når det gjelder å styre produksjonen av bestemte råvarekvaliteter. På den annen side satser TINE mest på å samle inn markedsinformasjon for å kartlegge utviklingen i forbrukernes preferanser. Avslutningsvis diskuterer vi kort de utfordringene som salgssamvirkene står overfor i tida framover.

• Olson, Erik & Bakke, Geir (2001)
  Implementing the lead user method in a high technology firm: A longitudinal study of intensions versus actions

  Journal of Product Innovation Management, 18(November) , s. 388-395.

• Johnson, M.D.; Gustafsson, A., Andreassen, Tor W., Lervik, L. & Chae, J. (2001)
  The evolution and future of national customer satisfaction index models

  Journal of Economic Psychology, 22

• Blindheim, Trond (2001)
  Forbrukeren, helt, skurk eller offer?

  Cappelen forlag

• Blindheim, Trond; Kunøe, Gorm & Stangeland, Beathe (2001)
  Utendørsreklame

  ScanForum

• Nes, Erik B. (2001)
  Norges profil som opprinnelsesland

  ?, 4(1)

• Andreassen, Tor W. (2001)
  From Disgust to Delight: Do Customers hold a Grudge?

  Journal of Service Research, 4(1) , s. 39-49.

• Andreassen, Tor W. & Selnes, Fred (2001)
  Service Helter Service Heroes

  Stølen Media

• Blindheim, Trond; Kunøe, Gorm & Stangeland, Beathe (2001)
  Utendørsreklame

  Scan Forum Forlag

• Selnes, Fred & Hansen, Håvard (2001)
  The Potential Hazard of Self-Service in Developing Customer Loyalty

  Journal of Service Research, 4(2) , s. 79-90.

• Andreassen, Tor W. (2001)
  -Gjedrem har ikke skjønt noe

  [Professional Article]. Økonomisk Rapport, 28(17)

• Wathne, Kenneth; Biong, Harald & Heide, Jan B. (2001)
  Choice of supplier in embedded markets : relationship and marketing program effects

  Journal of Marketing, 65(2) , s. 54-66.

• Andreassen, Tor W. & Lunde, Tormod K. (2001)
  Offentlige tjenester : prinsipper for økt brukerorientering

  Universitetsforlaget

• Kunøe, Gorm (2001)
  Dialogue on the Web- the Use of the Core of Dialogue Model to Evaluate dialogue functionality applied ti e-commerce Web sides

  Advertising Research in the Nordic Countries,

• Thjømøe, Hans Mathias & Olson, Erik (2001)
  Forbrukeratferd

  [Textbook]. Universitetsforlaget

• Kunøe, Gorm (2001)
  Dialogue on the Web. The Use of the Core of Dialogue Model to Evaluate Dialog Functionality Applied to E-commerce Web Sides

  Advertising research in the Nordic Countries, , s. 257-271.

• Gripsrud, Geir & Benito, Gabriel R.G. (2001)
  Promotion of products from developing coutries : an overview and assessment of import promotion efforts

  Trade and investment in a globalising world/ed. by Rajneesh Narula,

• Gripsrud, Geir & Benito, Gabriel R.G. (2001)
  Promotion of products from developing coutries : an overview and assessment of import promotion efforts

  Trade and investment in a globalising world/ed. by Rajneesh Narula,

• Hansen, Håvard & Selnes, Fred (2001)
  The Potential Hazard of Self-Service in Developing Customer Loyalty

  Journal of Service Research, 4(2) , s. 79-90.

• Muthukrishnan, A. V.; Warlop, Luk & Alba, Joseph (2001)
  The piecemeal approach to comparative advertising

  Marketing letters, 12, s. 63-73.

• Brøgger, Benedicte; Hauger, Morten, Johannesen, Yngve, Osvik, Arne & Pålshaugen, Øyvind (2001)
  Organisasjonsutvikling i varehandelen. Fra enhetlige butikker til mangfoldige kunder

  [Report Research]. Arbeidsforskningsinstituttet

  Show summary

  Rapporten gir en framstilling av resultater fra FoU-prosjektet Organisasjonsutvikling i varehandelen, som gjennomføres av Arbeidsforskningsinstituttet (AFI) og Norges Varehandelshøyskole BI (NVH-BI), i samarbeid med kjedene Berg-Hansen, Bohus, Byggmakker, Choice Hotels, Esthetique, Expert, Match, og Meny. Hovedemnet i prosjektet er spørsmålet om hvordan kjede og butikker i samarbeid kan styrke kundeorientering, bedre kunderelasjonene og øke kompetansen i kundebehandling hos de ansatte i butikkene. Først gis det en diagnose av viktige trekk ved situasjonen for varehandelen i dag, deretter framstilles resultatene av en undersøkelse av hvilken effekt sentralt initierte opplæringstiltak har hatt på utvikling av realkompetansen i butikkene, samt av hvilke forhold som kunne bidra til å hemme/fremme slik kompetanseutvikling. Rapporten viser gjennom en rekke case-studier at måtene å drive kompetanse-utvikling på kan ta mange former, dersom man vet å utnytte de lokale forhold på fruktbart vis. Rapporten dokumenterer også hvordan erfaringsutveksling og dialoger kjedene i mellom virker til å styrke utviklingsarbeidet som foregår innen hver av kjedene. Den viser at denne type samarbeid kjedene imellom om kompetanseutvikling, er et nyttig supplement til det utviklingsarbeid de enkelte kjedene holder på med hver for seg.

• Selnes, Fred & Hansen, Håvard (2000)
  Elektronisk relasjonsbygging. Kan bedriften styrke kunderelasjonen gjennom aktiv bruk av sin Internett-tjeneste?

  [Report Research]. Handelshøyskolen BI

• Andreassen, Tor W. (2000)
  Kundepleie i praksis. Relasjonsmarkedsføring på forbrukermarkedet

  Gyldendal Akademisk

• Kunøe, Gorm (2000)
  Studieguide i Produktledelse

  [Textbook]. Handelshøyskolen BI

• Heslop, Louise A.; Papadopoulos, Nicolas & Nes, Erik B. (2000)
  A Cross-National and Longitudinal Study of Product-Country Images with a Focus on the U.S and Japan

  [Report Research]. Marketing Science Institue (MSI)

• Solberg, Carl Arthur & Nes, Erik B. (2000)
  Exporter trust, commitment and marketing control in integrated and independent export channels

  [Report Research]. Handelshøyskolen BI

• Singh, Sangeeta & Hu, Michael Y. (2000)
  Context-Dependent Ethnic Identity And Its Impact On Product Evaluations: A Case of the Asian Indian Immigrants

  Advances in Consumer Research, 4, s. 150-155.

• Selnes, Fred (2000)
  Er Markedsføring virkelig en vitenskap?

  Kunne ikke finne tidsskrift Revang, Ø, , s. 230-243.

• Solberg, Carl Arthur (2000)
  Standardation or Adaptation: the Role of the Local Subsidary/Representative

  Journal of International Marketing, (1)

• Singh, Sangeeta & Selnes, Fred (2000)
  Polygamous Loyalty and Varying Utility Function: An Explanation of Brand Switching in Frequently-made Purchases

  Advances in Consumer Research, 4, s. 162-166.

• Singh, Sangeeta (2000)
  A Cross-Cultural Comparison of Adoption of Products and Ideas: Implications for the Norwegian Fish Industry

  [Report Research].

• Heslop, Louise A.; Papadopoulos, Nicolas & Nes, Erik B. (2000)
  A Cross-National and Longitudinal Study of Product-Country Images with a Focus on the U.S and Japan

  [Report Research]. Marketing Science Institue (MSI)

• Solberg, Carl Arthur & Nes, Erik B. (2000)
  Exporter trust, commitment and marketing control in integrated and independent export channels

  [Report Research]. Handelshøyskolen BI

• Singh, Sangeeta & Hu, Michael Y. (2000)
  Context-Dependent Ethnic Identity And Its Impact On Product Evaluations: A Case of the Asian Indian Immigrants

  Advances in Consumer Research, 4, s. 150-155.

• Selnes, Fred (2000)
  Er Markedsføring virkelig en vitenskap?

  Kunne ikke finne tidsskrift Revang, Ø, , s. 230-243.

• Selnes, Fred (2000)
  En verdiskapende handel. Fra lokale kjøpmenn til internasjonale strateger

  [Report Research]. Handelshøyskolen BI

• Brønn, Peggy Simcic (2000)
  Measuring Skepticism to Cause Related Marketing: Preliminary Norwegian Results

  [Report Research]. Handelshøyskolen BI

• Solberg, Carl Arthur (2000)
  Modes of Exporter Governance of Sales Subsidiaries and Distributors in International Markets

  [Report Research]. Handelshøyskolen BI

• Andreassen, Tor W. (2000)
  Antecedents to Satisfaction with Service Recovery

  European Journal of Marketing, 34(1-2) , s. 156-175.

• Wathne, Kenneth H. & Heide, Jan B. (2000)
  Opportunism in Interfirm Relationships: Form, Outcomes, and Solutions

  Journal of Marketing, 64(4) , s. 36-51.

• Håkansson, Håkan & Snehota, Ivan (2000)
  The IMP Perspective. Assets and Liabilities of Business Relationships

  Handbook of Relationship Marketing, , s. 69-94.

• Grønhaug, Kjell & Selnes, Fred (2000)
  Effects of Supplier Reliability and Benevolance in Business Marketing

  Journal of Business Research, 49(3) , s. 259-271.

• Nygaard, Arne; Haugland, Sven A., Haugland, Sven A. & Rokkan, Aksel I. (2000)
  Strukturell utvikling i norsk hotellvirksomhet: en priliminær empirisk analyse av agentkostander og skalafortrinn

  Beta – Scandinavian Journal of Business Research, 14(2) , s. 62-69.

• Dahlstrom, Robert & Nygaard, Arne (1999)
  An Empirical Investigation of Ex-Post Transaction Costs in Franchised Distribution Channels

  Journal of Marketing Research, 36, s. 160-170.

• Nes, Erik B. (1999)
  Internasjonal markedsføring: Tillit og forpliktelse i kunde/ leverandør relasjoner; implikasjoner for bedriftens resultatoppnåelse. Bedriftkontaktprogrammet 1999

  [Report Research]. Handelshøyskolen BI

• Andreassen, Tor W. (1999)
  Principles for Effective Marketing and Management of Service Organizations

  Gyldendal Akademisk

• Andreassen, Tor W. (1999)
  What Drives Customer Loyalty with Complaint Resolution

  Journal of Service Research, 2(2) , s. 0-0.

• Nes, Erik B. & Biong, Harald (1999)
  Markedsføring på Bedriftsmarkedet

  [Textbook]. Aschehoug & Co

• Juga, Jari (1999)
  Generic capabilities: combining positional and resource-based views for strategic advantage

  Journal of Strategic Marketing, 7, s. 3-18.

• Brønn, Peggy S. & Olson, Erik (1999)
  Mapping the Strategic Thinking of PR Managers in a Crisis Situation: An Illustrative Example Using Conjoint Analysis

  Public Relations Review, 25(3) , s. 351-368.

• Thjømøe, Hans Mathias (1999)
  Marketing Planning and Strategy with simulation models MaxPro

  [Textbook]. Singularis

• Andreassen, Tor W. (1999)
  Principles for Effective Marketing and Management of Service Organizations

  Gyldendal Akademisk

• Andreassen, Tor W. (1999)
  What Drives Customer Loyalty with Complaint Resolution

  Journal of Service Research, 2(2) , s. 0-0.

• Nes, Erik B. & Biong, Harald (1999)
  Markedsføring på Bedriftsmarkedet

  [Textbook]. Aschehoug & Co

• Juga, Jari (1999)
  Generic capabilities: combining positional and resource-based views for strategic advantage

  Journal of Strategic Marketing, 7, s. 3-18.

• Brønn, Peggy S. & Olson, Erik (1999)
  Mapping the Strategic Thinking of PR Managers in a Crisis Situation: An Illustrative Example Using Conjoint Analysis

  Public Relations Review, 25(3) , s. 351-368.

• Andreassen, Tor Wallin & Olsen, Line Lervik (1999)
  Perceived Relative Attractiveness Today and Tomorrow As Predictors of Future Repurchase Intention

  Journal of Service Research, 2(2) , s. 164-172.

• Solberg, Carl Arthur (1999)
  Handelsnæringens internasjonalisering

  [Report Research]. Handelshøyskolen BI

• Dahlstrom, Robert & Nygaard, Arne (1999)
  Ownership decisions in plural contractual systems. Twelve networks fro m the quick service restaurant industry

  European Journal of Marketing, 33(1/2) , s. 59-87.

• Andreassen, Tor W. & Lervik, Line (1999)
  Perceived Relative Attractiveness Today and Tomorrow as Predictors of Future Intent

  Journal of Service Research, 4(2) , s. 0-0.

• Solberg, Carl Arthur (1999)
  Internasjonal markedsføring

  Aschehoug & Co

• Lunde, Tormod K. (1999)
  Vil Internett flytte fjell?

  Underveis til fremtiden. Kunnskapsledelse i teori og praksis, , s. 279-298.

• Nygaard, Arne (1999)
  Interfirm Control of Plural Formed Marketing Channels

  Journal of Business-to-Business Marketing, 6(4) , s. 33-51.

• Henjesand, Inge Jan; Grønhaug, Kjell & Kåveland, Anita (1999)
  Fading Relationships in Business Markets

  Journal of Strategic Marketing, 7, s. 175-190.

• Pieters, Rik & Warlop, Luk (1999)
  Visual attention during brand choice: the impact of time pressure and task motivation

  International Journal of Research in Marketing, 16, s. 1-16.

• Selnes, Fred & Howell, Roy (1998)
  The Effect of Product Expertise on Decision Making and Search for Written and Sensory Information

  ?, 26

• Lunde, Tormod K. (1998)
  Will the Internet Move Mountains?

  Built Environment, 24(2/3) , s. 169-180.

• Gripsrud, Geir & Olsson, Ulf (1998)
  Markedsanalyse. Kompendium

  [Textbook]. Cappelen Damm Høyskoleforlaget

• Kunøe, Gorm (1998)
  ”On the ability of ad agencies to assist in developing one-to-one communication: measuring “the core of dialogue”. European Journal of Marketing, Vol. 32 NO.11/12, 1998

  European Journal of Marketing, 32(11/12)

• Andreassen, Tor W. & Lindestad, Bodil (1998)
  Customer Loyalty and Complex Services: The Significance of Quality, Image and Satisfaction on Customer Loyalty

  ?, 9(1)

• Brønn, Peggy Simic & Olson, Erik (1998)
  Mapping the Strategic Thinking of PR Managers in a Crisis Situation: An Illustrative Example Using Conjoint Analysis

  [Report Research]. Handelshøyskolen BI

• Nygaard, Arne; Krohn-Fagervoll, Ole & Stillerud, Bård (1998)
  Outsourcing av IT-funksjoner i norsk oljeindustri; problemstillinger og muligheter

  Praktisk økonomi og ledelse, 14(2)

• Gripsrud, Geir; Buckley, P.J. & Ghauri, P.N. (1998)
  The expansion of foreign direct investments: discrete rational location choices or a cultural learning process?

  The Internationalization of the Firm. A reader,

• Solberg, Carl A. (1998)
  Internasjonal markedsføring

  Aschehoug & Co

• Solberg, Carl A. (1998)
  Inngangsstrategier i globaliserende markeder

  Praktisk økonomi og ledelse,

• Andreassen, Tor Wallin & Lindestad, Bodil (1998)
  The Effect of Corporate Image in the Formation of Customer Loyalty

  Journal of Service Research, 1(1) , s. 82-92.

• Selnes, Fred (1998)
  Antecedents and Consequences of Trust and Satisfaction in Buyer-Seller Relationships

  European Journal of Marketing, 32(3/4)

• Gripsrud, Geir; Buckley, P.J. & Ghauri, P.N. (1998)
  The expansion of foreign direct investments: discrete rational location choices or a cultural learning process?

  The Internationalization of the Firm. A reader,

• Solberg, Carl A. (1998)
  Internasjonal markedsføring

  Aschehoug & Co

• Solberg, Carl A. (1998)
  Inngangsstrategier i globaliserende markeder

  Praktisk økonomi og ledelse,

• Gaski, M.; Abelsen, B. & Lervik, Line (1998)
  Attraksjonsverdi: en analyse av Alta Museum og LOFOTR Vikingmuseet på Borg

  [Report Research]. Finnmarksforskning

• Andreassen, Tor W. & Lindestad, Bodil (1998)
  The Impact of Corporate Image in the Formation of Costumer Loyalty

  Journal of Service Research, 1(1)

• Solberg, Carl A.; Glimstedt, Henrik & Lange, Even (1998)
  Utfordringer i globale markeder: Fra lokale småkonger til globale føderasjoner

  Globalisering - drivkrefter og konsekvenser,

• Nes, Erik; Ghauri, Pervez & Samonis, Val (1998)
  Country of Origin Effects on Products coming from Eastern Europe

  Enterprise Restructuring and Foreign Investment in the Transforming East,

• Welch, Denice; Welch, Lawrence, Young, L. & Wilkinson, I. (1998)
  The Importance of Networking in Export Promotion: Policy Issues

  Journal of International Marketing, 6(4) , s. 66-82.

• Tomassen, S.; Benito, Gabriel R.G. & Welch, L.S. (1998)
  Norwegian companies in India: Operation mode choice

  Asian Journal of Business & Information Systems, 3(1) , s. 1-19.

• Tomassen, S.; Benito, Gabriel R.G. & Welch, L.S. (1998)
  Norwegian companies in India: Operation mode choice

  Asian Journal of Business & Information Systems, 3(1) , s. 1-19.

• Myrtveit, Ingunn & Nygaard, Arne (1998)
  Kontrollkostnader, konkurranseforhold og valg av ulike lederkontrakter

  Beta – Scandinavian Journal of Business Research, (1)

• Wilkinson, I.; Young, L., Welch, D. & Welch, L. (1998)
  Dancing to success: Export Groups as Dance Parties and the Implications for Network Development

  ?, 13(6) , s. 492-508.

• Framnes, Runar & Thjømøe, Hans M. (1997)
  Markedsføringsledelse

  [Textbook]. Tano

• Kunøe, Gorm (1997)
  Studieveiledning til Personlig Salg og Salgsplanlegging

  [Textbook]. ScanForum AS

• Nygaard, Arne; Manolis, Chris & Stillerud, Bård (1997)
  Uncertainty and Vertical Control: An International Investigation

  International Business Review, 6(6)

• Lanseng, Even Johan & Andreassen, Tor Wallin (1997)
  The principal’s and agents’ contribution to customer loyalty within an integrated service distribution channel: An external perspective

  European Journal of Marketing, 31(7) , s. 487-503.

• Ratneshwar, S.; Warlop, Luk, Mick, David & Seeger, Gail (1997)
  Benefit Salience and Consumers’ Selective Attention to Product Features

  International Journal of Research in Marketing, 14, s. 245-261.

• Nygaard, Arne; Dahlstrom, Robert & Manolis, Chris (1995)
  A Preliminary Investigation of Ownership Conversions in Franchised Distribution Systems

  Journal of Applied Business Research, 11(2)

• Nygaard, Arne & Dahlstrom, Robert (1995)
  An Exploratory Investigation of Interpersonal Trust in New and Mature Market Economies

  Journal of Retailing, 71(4) , s. 339-361.

• Olson, Erik (1995)
  How Magazines Portrayed Advertising: 1900-1940

  Journal of Advertising, 24(3) , s. 43-58.

• Benito, Gabriel R G & Gripsrud, Geir (1995)
  The internationalization process approach to the location of foreign direct investments: An empirical analysis

  The Location of Foreign Direct Investment: Geographic and Business Approaches, , s. 43-58.

• Gripsrud, Geir & Benito, Gabriel R G (1995)
  Promoting imports from developing countries: A marketing perspective

  Journal of Business Research, 32(2) , s. 141-148.

• Dahlstrom, Robert & Nygaard, Arne (1994)
  A Preliminary Investigation of Franchised Oil Distribution in Norway

  Journal of Retailing, 70(2) , s. 171-183.

• Nygaard, Arne (1994)
  The Falsification Perspective on Theories in Channel Research

  Journal of Marketing Channels, 3(4)

• Reve, Torger & Selnes, Fred (1994)
  Relasjonsmarkedsføring: Keiserens nye klær?

  [Popular Science Article]. Praktisk økonomi og ledelse, 10(2) , s. 61-72.

• Troye, Sigurd Villads; Øgaard, Torvald, Henjesand, Inge Jan & Falkenberg, Andreas (1994)
  Service and Product quality: An Alternative Perspective and Empirical Findings

  Service and Product quality: An Alternative Perspective and Empirical Findings, , s. 259-295.

• Nygaard, Arne & Dahlstrom, Robert (1993)
  Market Structure and Integration in the Norwegian Oil Industry

  Omega. The International Journal of Management Science, 21(2)

• Benito, Gabriel R G; Solberg, Carl Arthur & Welch, Lawrence S (1993)
  An exploration of the information behaviour of Norwegian exporters

  International Journal of Information Management, 13(4) , s. 274-286.

• Janiszewski, Chris & Warlop, Luk (1993)
  The Influence of Classical Conditioning Procedures on Subsequent Attention to the Brand

  Journal of Consumer Research, 20, s. 171-189.

• Nygaard, Arne & Dahlstrom, Robert (1992)
  Multinational Company Strategy and Host Country Policy

  Scandinavian Journal of Management, 8(1)

• Abrahamsen, Morten H. & Smith, Mike (1992)
  Patterns of selection in six countries

  The Psychologist, 5(5) , s. 205-207.

  Show summary

  Despite difficulties in comparing results from different researchers in different countries it would seem that patterns of selection in Western Europe and Israel are very similar with the main exceptions of the greater use of graphology in France and the greater use of references in the UK. It would seem that the frequency of use of selection methods is not strongly related to their validity or the time they require from either candidates or selectors. It would seem that selection devices are used because they are non-technical and because they are not new.

• Benito, Gabriel R G & Gripsrud, Geir (1992)
  The expansion of foreign direct investments: Discrete rational location choices or a cultural learning process?

  Journal of International Business Studies, 23(3) , s. 461-476.

• Jakobsen, Ove & Mehlum, Jan (1992)
  Miljø, myter og markedsføring

  Gyldendal Akademisk

• Nygaard, Arne; Noreng, Øystein & Atle, Midtun (1987)
  Utenlandske Investeringer I Norsk Industri

  Tano Forlag