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
#1Dhruv Grewal (Babson College)H-Index: 89
#2Anne L. Roggeveen (Babson College)H-Index: 26
Last. Maria Elena Vazquez Lira (Tec: Monterrey Institute of Technology and Higher Education)H-Index: 1
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10 CitationsSource
2 CitationsSource
#1Carl-Philip Ahlbom (HHS: Stockholm School of Economics)H-Index: 2
#2Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
Last. Dhruv Grewal (Babson College)H-Index: 89
view all 4 authors...
Playing music in stores is very common. Music exerts an influence on how people behave (Milliman 1982, 1986), how they perceive the passage of time (Yalch and Spangenberg 1990, 2000), and how they exert an influence on what customers select from an assortment (North et al. 1999). Based on a meta-analysis of 32 research studies on the effects of music in retail settings, Garlin and Owen (2006) conclude that the mere presence of music has positive effects on people’s behavior and perceived pleasur...
Source
#1Anne L. Roggeveen (Babson College)H-Index: 26
#2Jens Nordfält (HHS: Stockholm School of Economics)H-Index: 12
Last. Dhruv Grewal (Babson College)H-Index: 89
view all 3 authors...
This research examines the impact of in-store digital displays on retail sales across four different store formats. The results of three field experiments show that sales in hypermarkets are enhanced when digital displays are on. However, in supercenters and supermarkets, having the digital displays on has a minimal effect on sales, and in smaller stores (e.g., convenience stores), the digital displays have a negative impact on sales. A follow-up study confirms that the lift in sales in larger s...
48 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...
This article highlights how much remains to be discovered and understood in retailing research. The advent of new technologies and omnichannel retailing shift the retail landscape. This article highlights the importance of considering research from multiple perspectives: substantive, methodological, and conceptual. The overall substantive focus of this special issue aims to enrich understanding of how consumers move down the path to purchase by examining how retailer tactics and customer-specifi...
18 CitationsSource
#1Annika Lindström (Stockholm University)H-Index: 2
#2Hanna Berg (HHS: Stockholm School of Economics)H-Index: 4
Last. Dhruv Grewal (Babson College)H-Index: 89
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Mannequins are ubiquitous; this research investigates a specific element of mannequin style, namely, the presence or absence of a humanized head. Study 1 demonstrates that in physical stores, the presence of a humanized head enhances purchase intentions for the merchandise displayed on that mannequin. However, in online stores, mannequin styles with and without humanized heads are equally effective. Study 2 confirms the physical store results among customers with less fashion knowledge (novices)...
19 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...
Purpose – This editorial aims to discuss how the modern world is causing pricing practices of both retailers and consumers to evolve. The contributions of seven papers included in this special issue have been highlighted. Design/methodology/approach – The purpose is to explore how different cues impact consumer reactions to prices. Findings – These cues include both cues regarding the price itself (e.g. the level of the discount, how the price is broken into component parts, the starting price i...
8 CitationsSource
#1Jens NordfältH-Index: 12
#2Dhruv GrewalH-Index: 89
Last. Krista M. HillH-Index: 6
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Abstract Retailers increasingly experiment with a wide variety of store elements; this chapter focuses on in-store marketing tactics and reports the results of 12 in-store experiments conducted in cooperation with different retail chains. Experiments 1–3 address in-store signage (digital, floor) and reveal that digital screens and signage can draw customers toward merchandise and deeper into shopping aisles. Experiments 4–6 explore the impact of the organization of a display (vertical, horizonta...
7 CitationsSource
#1Dhruv GrewalH-Index: 89
#2Anne L. RoggeveenH-Index: 26
Last. Jens NordfältH-Index: 12
view all 3 authors...
1. Mobile Shopper Marketing: Assessing the Impact of Mobile Technology on Consumer Path to Purchase - Alicia Baik, Rajkumar Venkatesan, and Paul Farris 2. Tracing the Evolution and Projecting the Future of In-Store Marketing - V. Kumar, Nita Umashankar and Insu Park 3. Shopper Marketing: Six Lessons for Retail from Six Years of Mobile Eye-Tracking Research- Kirk Hendrickson and Kusum Ailawadi 4. The Shopper-Centric Retailer: Deriving Shopper Insights from Frequent Shopper Data - Hristina Dzhogle...
1 Citations
#2Thomas RudolphH-Index: 13
Last. Jesper ClementH-Index: 8
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Fundamentals of Retailing and Shopper Marketing is an ideal companion text whether you are in marketing, in manufacturing, work for an advertising agency or if you work in retail. The book focuses on the sharp end of the retail industry and, through real-world examples, shows students and practitioners best retail practice. The text includes models, illustrations and photographs. It is practical, visual and easy to read and teaches you how to transfer your know-how to your own brand, marketing s...