| 56891. |
- Otterbring, Tobias, 1985-, et al.
(författare)
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Shortsighted sales or long-lasting loyalty? : The impact of salesperson-customer proximity on consumer responses and the beauty of bodily boundaries
- 2023
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Ingår i: European Journal of Marketing. - : Emerald Group Publishing Limited. - 0309-0566 .- 1758-7123. ; 57:7, s. 1854-1885
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Tidskriftsartikel (refereegranskat)abstract
- Purpose Previous research on salesperson-customer proximity has yielded mixed results, with some studies documenting positive proximity effects on shopping responses and others demonstrating the reverse. To reconcile such mixed findings, this paper aims to test whether and how salesperson proximity influences a series of key customer outcomes in actual retail settings using sample sizes that are considerably larger than most former investigations. Design/methodology/approach We conducted two high-powered field studies (N = 1,312) to test whether salesperson-customer proximity influences consumers' purchase behavior and store loyalty. Moreover, we investigated whether the short-term effects on purchase behavior were moderated by the extent to which the consumption context had a clear connection to consumers' own bodies. Findings Salesperson proximity increased purchase incidence and spending in consumption contexts with a bodily basis (e.g. clothes, beauty, health), suggesting that consumers "buy their way out" in these contexts when a salesperson is violating their personal space. If anything, such proximity had a negative impact on consumers' purchase behavior in contexts that lacked a clear bodily connection (e.g. building materials, furniture, books). Moreover, the link between proximity and consumer responses was mediated by discomfort, such that a salesperson standing close-by (vs farther away) increased discomfort, with negative downstream effects on shopping responses. Importantly, the authors found opposite proximity effects on short-term metrics (purchase incidence and spending) and long-term outcomes (store loyalty). Research limitations/implications Drawing on the nonverbal communication literature and theories on processing fluency, the current work introduces a theoretically relevant boundary condition for the effects of salesperson-customer proximity on consumers' purchase behavior. Specifically, the bodily basis of the consumption context is discussed as a novel moderator, which may help to explain the mixed findings in this stream of research. Practical implications Salesperson-customer proximity may serve as a strategic sales tactic to improve short-term revenue in settings that are closely tied to consumers' own bodies and characterized by one-time purchases. However, as salesperson proximity was found to be associated with lower store loyalty, irrespective of whether the shopping setting had a bodily basis, the risk of violating consumers' personal space may have costly consequences from a long-term perspective. Originality/value The present field studies make three central contributions. First, we introduce a novel moderator for proximity effects in various sales and service settings. Second, we test the focal hypotheses with much higher statistical power than most existing proximity studies. Finally, we document that salesperson-customer proximity ironically yields opposite results on short-term metrics and long-term outcomes, thus underscoring the importance of not solely focusing on sales effectiveness when training frontline employees.
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| 56892. |
- Otterbring, Tobias, 1985-, et al.
(författare)
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The Abercrombie & Fitch Effect : The Impact of Physical Dominance on Male Customers' Status-Signaling Consumption
- 2018
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Ingår i: Journal of Marketing Research. - Chicago, Illinois : American Marketing Association. - 0022-2437 .- 1547-7193. ; 55:1, s. 69-79
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Tidskriftsartikel (refereegranskat)abstract
- Consumer lay theory suggests that women will spend more money than men in the presence of a physically dominant male employee, whereas theories of intrasexual competition from evolutionary psychology predict the opposite outcome. A retail field study demonstrates that male customers spend more money and purchase more expensive products than their female counterparts in the presence (vs. absence) of a physically dominant male employee. This effect has a more powerful impact on male customers who lack bodily markers of dominance (shorter stature or measures linked to lower levels of testosterone). When confronted with other physically dominant (vs. nondominant) men, these male customers are particularly prone to signal status through price or logo size. Their elevated feelings of intrasexual (male-to-male) competitiveness drive them to spend more money on status-signaling, but not functional, products and to prefer and draw larger brand logos. Because pictorial exposure is sufficient for the effect to occur, these findings are not limited to in-store interactions with dominant male employees but have broad implications for marketing and advertising.
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| 56893. |
- Ottesen, Geir Grundvåg, et al.
(författare)
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Exploring the accuracy of SME managers’ network perceptions
- 2004
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Ingår i: European Journal of Marketing. - : Emerald Group Publishing Limited. - 0309-0566 .- 1758-7123. ; 38:5/6, s. 593-607
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Tidskriftsartikel (refereegranskat)abstract
- This paper studies the accuracy of small‐ to medium‐sized (SME) managers' perceptions of their information exchanges with important market actors such as customers, competitors and suppliers. In this way, examines an important dimension of managers' network perceptions, which are assumed to be necessary for optimal utilisation of their networks. By comparing managers' perceived frequency of information exchanges with external actors with an “objective” tracking of their actual behaviour, reveals substantial perceptual errors. Findings are discussed and implications highlighted.
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| 56894. |
- Ottosson, Lillit, 1988-
(författare)
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From Welfare to Work : Financial Incentives, Active Labor Market Policies, and Integration Programs
- 2022
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Essay I: I study the effects of increased social assistance (SA) generosity by exploiting exogenous variation induced by a ruling in the Swedish Supreme Administrative Court in 1993, mandating local governments to provide a minimum level of untied SA payments. The new rule forced some local governments to increase their SA generosity, while others were unaffected as they already complied with the stricter standards. I find that a 1 percent increase in SA generosity caused an increase in SA recipiency by 1.3 percent and a decrease in employment by 0.2 percent, among individuals with a high risk of receiving SA. For individuals who were already recipients of SA, the increase in SA payments was not offset by lower labor earnings, resulting in increased disposable income.
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| 56895. |
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| 56896. |
- Ottosson, Mikael, et al.
(författare)
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Arbetsrehabilitering och myndighetssamverkan : Utvärdering av Samordningsförbundet i Svedala
- 2010
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Rapport (övrigt vetenskapligt/konstnärligt)abstract
- Ett i den politiska debatten centralt område är arbetsrehabilitering. Inom detta område går det att se en ökad politisk aktivitet som många gånger mynnar ut i begreppet ”samverkan”. Ropet på samverkan beror möjligen på att det blir allt svårare för enskilda myndigheter att såväl överblicka som hantera sitt verksamhetsfält i takt med att omvärlden ter sig allt mer komplex. Föreliggande rapport bygger på en utvärdering av Samordningsförbundet i Svedala utförd av Mikael Ottosson och Niklas Sandell. Mikael Ottosson är historiker och verksam på Centrum för tillämpad arbetslivsforskning (CTA) vid Malmö högskola och Niklas Sandell är företagsekonom och verksam på Rådet för KommunalEkonomisk Forskning och Utbildning (KEFU) vid Lunds universitet. Utvärderingens primära syfte är att belysa Samordningsförbundet i Svedala som det såg ut vid slutet av 2009. Utvärderingen fokuserar fyra områden: syfte och mål, organisation, innehåll och effektivitet.
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| 56897. |
- Ottosson, Mikael, 1980-, et al.
(författare)
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Biogas in the Nordic forest industry : current state and future business potential
- 2016
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Ingår i: Industrial Efficiency 2016 - Going beyond energy efficiency to deliver savings, competitiveness and a circular economy. - : European Council for an Energy Efficient Economy (ECEEE). - 9789198048285 - 9789198048292 ; , s. 1-15
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Konferensbidrag (refereegranskat)abstract
- The forest industry is of great importance to the Nordic countries in terms of exports and employment. Today the industry faces tough challenges related to future higher energy prices, increased competition for wood raw material, and a declining demand for traditional paper products. However, there are also possibilities related to the transition to a bio-based economy. This paper focuses on one such avenue, the business potential in using wastewater from pulp and paper mills as a basis for biogas production. The paper identifies biogas plants at Nordic mills currently operating or under construction and, positions the mills according to their decisions on how to engage in activities related to biogas production and use. Requirements for and consequences and of the different positions are discussed in terms of resources and capabilities, governance, and strategy focus.The paper shows that cost reduction is an important driver for biogas production in the pulp and paper industry, but public financial support is needed to justify the investments. Since forest firms do not view biogas production as a core business activity, external actors that can offer turnkey solutions or runt the operations may be needed to facilitate biogas production in the forest industry. While internal use of gas is an option for some mills, it is evident that external demand for biogas, i.e. as vehicle fuel, differ in the three different Nordic countries. In Norway, whose forest industry is the least significant of the three countries, the situation for external use seem to be the most promising, emphasizing the role of public policy interventions in the transport sector for the development of biogas in the forest industry.
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| 56898. |
- Ottosson, Mikael, 1980-, et al.
(författare)
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Exploring Proactive Niche Market Strategies in the Steel Industry : Activities and Implications
- 2016
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Ingår i: Industrial Marketing Management. - : Elsevier. - 0019-8501 .- 1873-2062. ; 55:2016, s. 119-130
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Tidskriftsartikel (refereegranskat)abstract
- The literature has often proposed a niche market strategy as the means by which producers of commodity-based products (e.g. steel, pulp and paper, and petrochemicals) can counter increasing competition, particularly from low-cost, low-price competitors. That strategy has primarily been viewed as defensive, i.e. the weaker producer builds protective barriers around its product to fend off competition. This paper proposes, on the contrary, that niche marketing can also be used as a proactive, or even aggressive, strategy to enable a firm to outperform competitors in both profitability and growth. The use of a proactive niche market strategy in practice is examined in case studies of three global Swedish steel firms that have achieved above-average profitability over time. We propose, as a result of our analysis, the concept of the proactive niche market strategy as one that employs a mix of five key activities: focusing on the customers' customers; making the effort to become a preferred supplier early in the process; interacting with customers at multiple levels; extending the product offering by adding services; and focusing on the development of “adjacent” products, markets, and applications.
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| 56899. |
- Ottosson, Mikael, et al.
(författare)
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Hållbar marknadsföring : hur sociala, miljömässiga och ekonomiska hänsynstaganden kan bidra till hållbara företag och marknader
- 2016. - 2
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Bok (övrigt vetenskapligt/konstnärligt)abstract
- Hur kan man som konsument, företagsledare eller student leva och få sina behov tillfredsställda utan att äventyra kommande generationers möjligheter att tillfredsställa sina behov?
Intresset för hållbarhetsfrågor i allmänhet och hållbara företag i synnerhet har ökat avsevärt under de senaste åren, såväl hos konsumenter som hos företagsledare, politiker, journalister, studenter och andra grupper. Hittills har det saknats vetenskaplig litteratur som speglar hållbarhetsdimensionen ur ett marknadsföringsperspektiv. Med denna bok försöker författarna fylla det tomrummet och bidra till att hållbarhetstänkandet blir en integrerad del av marknadsföring, till exempel i affärsmodeller, varumärken och marknadskommunikation.
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| 56900. |
- Ottosson, Mikael, 1980-, et al.
(författare)
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Internationell ekonomi
- 2022. - 1
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Bok (övrigt vetenskapligt/konstnärligt)abstract
- Kursläromedel med fokus på hållbarhet och samtidens geopolitiska utmaningar och spänningar.Internationell ekonomi ger förståelse för de mekanismer som styr ekonomin i världen och fångar samtidigt dagens geopolitiska utmaningar och spänningar. Läromedlet riktar sig mot gymnasieskolan och vuxenutbildningen och lyfter fram viktiga historiska skeenden och samband och genom olika perspektiv och synsätt presenteras en nyanserad bild av en komplex värld. Hållbar utveckling är ett centralt tema, vilket betonas i avsnitten om resursfördelning, konsumtion och olika aktörers roll på den globala spelplanen.
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