Jens Nordfält
University of Bath
Human–computer interactionMultiple-criteria decision analysisAdvertisingEngineeringProduct (category theory)Variety (cybernetics)BusinessPsychologyEconomicsMarketingWork (electrical)Consumer behaviourAnecdotal evidenceTheme (narrative)Fast-moving consumer goodsNoticeCompetition (economics)Shopper marketingBehavioral pricingIn store marketingField (computer science)Public relationsFocus (computing)Computer scienceProcess (engineering)Product (business)
28Publications
12H-index
838Citations
Publications 28
Newest
#1Anne L. Roggeveen (Babson College)H-Index: 26
#2Dhruv Grewal (Babson College)H-Index: 89
Last. Richard OlsonH-Index: 1
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Abstract This research highlights the importance of retailer-consumer identity congruence – the match between the retail brand identity and the consumers’ identity. Retailers can leverage identity congruence to forge meaningful consumer-brand relationships which will result in enhanced engagement, brand loyalty, and willingness to pay. The paper discusses how creative merchandise offerings and innovative merchandising strategies contribute to the creation of a unique retail brand identity and fa...
6 CitationsSource
#1Dhruv Grewal (Babson College)H-Index: 89
#2Stephanie M. Noble (UT: University of Tennessee)H-Index: 22
Last. Jens NordfältH-Index: 12
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Anecdotal evidence is mixed regarding whether handheld scanners used in stores increase or decrease consumer sales. This article reports on three field studies, supported by eye-tracking technology...
2 CitationsSource
#1Dhruv Grewal (Babson College)H-Index: 89
#2Stephanie M. Noble (UT: University of Tennessee)H-Index: 22
Last. Jens Nordfält (University of Bath)H-Index: 12
view all 4 authors...
This paper introduces a conceptual framework for understanding new and futuristic in-store technology infusions. First, we develop a 2 × 2 typology of different innovative and futuristic technologies focusing on their level of convenience and social presence for the consumer. Next, we offer a series of propositions based on the idea that convenience and social presence can trigger vividness by enhancing consumer involvement, imagery, and elaboration, which ultimately leads to enhanced sales. Fin...
66 CitationsSource
#1Dhruv Grewal (Babson College)H-Index: 89
#2Carl-Philip Ahlbom (University of Bath)H-Index: 2
Last. Jens Nordfält (University of Bath)H-Index: 12
view all 6 authors...
#1Dhruv Grewal (Babson College)H-Index: 89
#2Carl-Philip Ahlbom (HHS: Stockholm School of Economics)H-Index: 2
Last. Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
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AbstractThis research examines consumers’ general in-store mobile phone use and shopping behavior. Anecdotal evidence has suggested that mobile phone use decreases point-of-purchase sales, but the results of the current study indicate instead that it can increase purchases overall. Using eye-tracking technology in both a field study and a field experiment, matched with sales receipts and survey responses, the authors show that mobile phone use (vs. nonuse) and actual mobile phone use patterns bo...
66 CitationsSource
#1Abhijit Guha (USC: University of South Carolina)H-Index: 9
#2Abhijit Biswas (WSU: Wayne State University)H-Index: 38
Last. Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
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AbstractSales induced through price promotions depend heavily on discount depth, so firms create mechanisms to influence perceptions of discount depth. Typically, consumers compute discount depth as the difference between the sale price and the original price, with this difference compared against the original price. But thus far, no research has examined the effect of reframing this difference by comparing the discount depth against the sale price. Multiple studies, including a field study acro...
24 CitationsSource
#1Abhijit Guha (USC: University of South Carolina)H-Index: 9
#2Abhijit Biswas (WSU: Wayne State University)H-Index: 38
Last. Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
view all 5 authors...
AbstractThis article develops a decision-making framework that highlights how display of numeric attribute information (e.g., display of calorie information) and shoppers’ goals (i.e., having a diet focus vs. a taste focus) jointly influence shoppers’ choices and preferences. Across two sets of studies, including a field study involving the launch of a new Coca-Cola product, the authors show that when food items are displayed in an aligned manner (i.e., when food items with lower-value calorie i...
9 CitationsSource
#1Ryann Reynolds-McIlnay (OSU: Oregon State University)H-Index: 2
#2Maureen Morrin (TU: Temple University)H-Index: 27
Last. Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
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A conceptual model is developed to predict how consumers respond to in-store displays as a function of the extent to which a product’s brightness level (i.e., its perceived light-emitting quality) contrasts with that of its background environment and the product’s level of disarray. We show that products whose brightness levels contrast more with those of the retail environment are more preferred because they visually “pop out” (e.g., a dark product in a brightly lit store environment). However,...
24 CitationsSource
#1Dhruv Grewal (Babson College)H-Index: 89
#2Anne L. Roggeveen (Babson College)H-Index: 26
Last. Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
view all 3 authors...
Retailers have embraced a variety of technologies to engage their customers. This article focuses on “The Future of Retailing” by highlighting five key areas that are moving the field forward: (1) technology and tools to facilitate decision making, (2) visual display and merchandise offer decisions, (3) consumption and engagement, (4) big data collection and usage, and (5) analytics and profitability. We also suggest numerous issues that are deserving of additional inquiry, as well as introduce ...
400 CitationsSource
#1Dhruv Grewal (Babson College)H-Index: 89
#2Anne L. Roggeveen (Babson College)H-Index: 26
Last. Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
view all 4 authors...
Firms and academics recognize the importance of creating an engaged customer base, though an in-depth understanding of how to achieve it is limited. This article proposes that firms that use consciousness as a foundational philosophy can create a more engaging and meaningful customer experience. A retailer or service provider with foundations in consciousness has a higher purpose and values that get espoused and fulfilled throughout the organization, working in a way to optimize benefits to its ...
41 CitationsSource