Fred Selnes

Selnes, Fred & Johnson, Michael D. (2004)

A Dynamic Customer Portfolio Management Perspective on Market Strategy

Håkan Håkansson, Debbie Harrison and Alexandra Waluszewski (eds.): Rethinking Marketing: Developing a New Understanding of Markets

Johnson, Michael D. & Selnes, Fred (2004)

Toward a Dynamic Theory of Exchange Relationships: Customer Portfolio Management

Journal of Marketing, 68(2), s. 1- 17.

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.

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.

Selnes, Fred & Sallis, James (2003)

Promoting Relationship Learning

Journal of Marketing, 67(3), s. 80- 95.

Hansen, Håvard & Selnes, Fred (2001)

The Potential Hazard of Self-Service in Developing Customer Loyalty

Journal of Service Research, 4(2), s. 79- 90.

Selnes, Fred & Hansen, Håvard (2001)

The Potential Hazard of Self-Service in Developing Customer Loyalty

Journal of Service Research, 4(2), s. 79- 90.

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.

Selnes, Fred (2000)

Er Markedsføring virkelig en vitenskap?

Kunne ikke finne tidsskrift Revang, Ø

Grønhaug, Kjell & Selnes, Fred (2000)

Effects of Supplier Reliability and Benevolance in Business Marketing

Journal of Business Research, 49(3), s. 259- 271.

Selnes, Fred & Howell, Roy (1998)

The Effect of Product Expertise on Decision Making and Search for Written and Sensory Information

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Selnes, Fred (1998)

Antecedents and Consequences of Trust and Satisfaction in Buyer-Seller Relationships

European Journal of Marketing, 32(3/4)

Sun, Ruohao; Selnes, Fred Erling & Hunneman, Auke (2017)

The More, The Better? Price Promotion And Retailer Performance

[Academic lecture]. EMAC Conference.

Hafeez, Ajmal; Engeset, Marit Gundersen, Selnes, Fred Erling & Dimitriu, Radu (2017)

Consumer adoption of radically new products: The role of expected learning opportunities.

[Academic lecture]. AMA Winter Conference.

Staude, Cecilie & Selnes, Fred Erling (2016)

Hvordan lykkes med reklame på facebook

[Popular scientific article]. kampanje.com

Selnes, Fred & Lanseng, Even Johan (2014)

Markedsføringsledelse : med digitale verktøy

[Non-fiction book]. Gyldendal Akademisk.

Hansen, Håvard; Sandvik, Kåre & Selnes, Fred (2001)

When consumers develop commitment to the service employee: Exploring the direct and indirect effects on the propensity to stay

[Academic lecture]. The 32nd Annual ACR-conference.

Andreassen, Tor W. & Selnes, Fred (2001)

Service Helter Service Heroes

[Scientific book]. Stølen Media.

Hansen, Håvard; Sandvik, Kåre & Selnes, Fred (2001)

When Customers Develop Commitment to the Service Employee: Exploring the Direct and Indirect Effects on the Propensity to Stay

[Academic lecture]. Academy of Consumer Research Conference.

The paper presents a model for understanding how the consumers’ commitment to the service employee affects the propensity to stay with the company. The model consists of two kinds of commitment, calculative and affective, and includes both commitments to the service employee and to the service firm. The model is tested with a sample of bank customers. The findings support the important role of the service employee as a means to attach the customers to the firm. Moreover, the service employee is an important source of customers’ commitment to the service firm, indicating that the service employee indeed contributes to customer loyalty.

Selnes, Fred (2000)

En verdiskapende handel. Fra lokale kjøpmenn til internasjonale strateger

[Report]. Handelshøyskolen BI.

Selnes, Fred & Hansen, Håvard (2000)

Elektronisk relasjonsbygging. Kan bedriften styrke kunderelasjonen gjennom aktiv bruk av sin Internett-tjeneste?

[Report]. Handelshøyskolen BI.

Grønhaug, Kjell & Selnes, Fred (1997)

When does it pay-off to exceed customers' expectations: The importance of differentiating should- and could expectations

[Academic lecture]. New and Evolving Paradigms. The Emerging Fuuture of Marketing.

The authors address the important issue of when suppliers should exce ed customers expectations by analyzing how supplier behavior creates positive negative affect and cognitive responses in terms of satisfac tion, and subsequently behavioral intentions in terms of share of bus iness with the focal supplier, motivation to continue the relationshi p, likelihood of positive word of mouth, and motivation to expand the scope of the relationship. Recent research has suggested that affect ive responses to disconfirmation of expectations are important, but h as mainly focused on consumer markets. The authors extend past resear ch by examining affective and cognitive responses in an industrial co ntext, and the suppliers' performance in buyer-seller relationship. I n a study of 150 established buyer-seller relationships in the indust rial telecommunication market, they found that customers' affective r esponses to supplier reliability were different from their responses to supplier benevolence. Low supplier reliability created negative af fect, and high supplier benevolence created positive affect. However, high reliability did not create positive affect, and low supplier be nevolence did not create ne

Reve, Torger & Selnes, Fred (1994)

Relasjonsmarkedsføring: Keiserens nye klær?

[Popular scientific article]. Praktisk økonomi og ledelse, 10(2), s. 61- 72.