Henrik Sällberg | Blekinge Institute of Technology (original) (raw)

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Papers by Henrik Sällberg

International Journal of Innovation and Technology Management

This study analyzes the determinants of road freight companies’ adoption intention regarding the ... more This study analyzes the determinants of road freight companies’ adoption intention regarding the electric road systems (e-roads) on Swedish motorways. A research model was developed based on the technology adoption literature and Technology-Organization-Environment (TOE) framework. Survey data were gathered from 160 Swedish road freight companies, and structural equation modeling was performed to test the model empirically. The results reveal relative advantage, a technology characteristic, as the main determinant of road freight companies’ intention to adopt electric road systems. The study contributes to the TOE framework by reporting on the indirect effects of technological and organizational determinants on organizational intention to adopt technologies.

Private Public Partnership (PPP) has become a major way of providing infrastructure investments. ... more Private Public Partnership (PPP) has become a major way of providing infrastructure investments. Key issues in the literature on PPP are identification of critical risk factors and their allocation. In this paper we contribute to this literature on these two issues by conducting a systematic literature review study. Data was collected from peer-reviewed journal papers in three major scientific databases from 2000 to 2015. The findings revealed legal changes, operational revenue below expectation, inadequate distribution of responsibilities, and organization and coordination to be the most important risk factors regardless of sector. Risk factors’ importance were found to be contingent on country regulatory quality level, capturing the ability of a government to formulate and implement sound economic policies and regulations. Most risks in PPPs are reported to be shared or borne by the private sector, while fewer risks than preferred are borne by the public sector.

Lead userness (LU) captures to what extent a user, in a given product domain, is ahead of an impo... more Lead userness (LU) captures to what extent a user, in a given product domain, is ahead of an important market trend and expects high benefits from innovating. A comprehensive understanding of antec ...

The zero‐price effect implies that people forgo a favourable option for a free one, not only beca... more The zero‐price effect implies that people forgo a favourable option for a free one, not only because the free one brings no cost but also because it creates a higher positive feeling which people use in making decisions. We extend previous studies by testing this effect for three‐component online mobile services in a business‐to‐business context. Two survey experiments are conducted using a sample (N=113) of Swedish hauler managers. In none of the experiments we find any zero‐price effect. Free promotions may therefore be less effective in the business‐to‐business context than in the business‐to‐consumer context.

Divisibility and a goal-gradient effect in higher education? The relationship between number of e... more Divisibility and a goal-gradient effect in higher education? The relationship between number of examination tasks and student performance.

The increased prevalence of customer loyalty programs has been followed by an increased academic ... more The increased prevalence of customer loyalty programs has been followed by an increased academic interest in schemes. This is partly because the Internet has made competition 'one click away'. It i ...

Firms have since long given their regular customers special treatment. With the help of IT, many ... more Firms have since long given their regular customers special treatment. With the help of IT, many firms have established formal ways to do this. An example is a so-called customer rewards program (CRP), by which the firm rewards the customer for repeated purchase. Firms allocate large resources in these programs with millions of customers enrolled. Hence, it seems important that the CRP works effectively. By effective we mean that it increases sales. Whether it is effective or not is a matter of how it is designed. A CRP typically comes with membership levels. We study how many membership levels the firm should offer in an effective program. We also study if customers prefer individual or group rewards and whether a CRP can break and create habitual purchasing behavior. In the study, we also analyze under what conditions the customer prefers a CRP over a sales promotion. In general, the study adds to the understanding of Customer Rewards Programs as an incentive structure. There are ...

Economic Analysis and Policy

Consumers tend to rely more on peer information than seller information for their online product ... more Consumers tend to rely more on peer information than seller information for their online product choices. Online rating systems have therefore become popular whereby consumers evaluate a product’s ...

Journal of Marketing Analytics

Mobile app ratings and reviews are important due to their influence on consumer behavior and the ... more Mobile app ratings and reviews are important due to their influence on consumer behavior and the financial consequences for app developers and app platform providers. This paper contributes to prior work by analyzing how rating and review information in combination impact mobile app downloads. To achieve these ends, we utilize daily panel data of 341 gaming (hedonic consumption value-oriented) and productivity (utilitarian consumption value-oriented) apps tracked for almost two years from their release in the Apple App Store. Hence, we contribute to how ratings and reviews matter for the larger majority of apps, whereas previous research has mainly focused on either ratings’ or reviews’ impact on app performance for top-ranked apps. Results of fixed-effects regression analysis reveal different combinatory impacts of text review information (polarity, subjectivity, and review length) and rating information (average rating score, volume of ratings, and dispersion of ratings) on gaming...

Many companies use rewards programs to create so called "loyal" customers. Information ... more Many companies use rewards programs to create so called "loyal" customers. Information Technology (IT) has made it possible to design such incentive programs in principle with endless variations at a low cost. It means that the company can, with the use of IT, offer non-linear incentives that create "loyal" customers more effectively than linear ones. Internet has also reduced the cost for the customer to search and compare products and services like air flights, hotels etc. In such a competitive context, the company can use the programs to gain an advantage with a differentiated offer to the customer and to create lock-in effects still at a low IT cost. Field observations show surprisingly that programs look very much alike and do not present as much variation as could be expected. Of special interest in this paper is the fact that companies typically offer three, or less, membership levels to increase the incentive for the customer to spend money at the company...

Firms have since long given their regular customers special treatment. With the help of IT, many ... more Firms have since long given their regular customers special treatment. With the help of IT, many firms have established formal ways to do this. An example is a so-called customer rewards program (CRP), by which the firm rewards the customer for repeated purchase. Firms allocate large resources in these programs with millions of customers enrolled. Hence, it seems important that the CRP works effectively. By effective we mean that it increases sales. Whether it is effective or not is a matter of how it is designed. A CRP typically comes with membership levels. We study how many membership levels the firm should offer in an effective program. We also study if customers prefer individual or group rewards and whether a CRP can break and create habitual purchasing behavior. In the study, we also analyze under what conditions the customer prefers a CRP over a sales promotion. In general, the study adds to the understanding of Customer Rewards Programs as an incentive structure. There are ...

Firms have since long given their regular customers special treatment. With the help of IT, many ... more Firms have since long given their regular customers special treatment. With the help of IT, many firms have established formal ways to do this. An example is a so-called customer rewards program (CRP), by which the firm rewards the customer for repeated purchase. Firms allocate large resources in these programs with millions of customers enrolled. Hence, it seems important that the CRP works effectively. By effective we mean that it increases sales. Whether it is effective or not is a matter of how it is designed. We study how many membership levels the firm should offer in an effective program. We also study if customers prefer individual or group rewards and whether a CRP can break and create habitual purchasing behavior. In the study, we also analyze under what conditions the customer prefers a CRP over a sales promotion. In general, the study adds to the understanding of Customer Rewards Programs as an incentive structure. There are many different ways to design these incentives...

Purpose: This paper seeks to examine individuals’ preference between reward choice and reward spe... more Purpose: This paper seeks to examine individuals’ preference between reward choice and reward specificity under different requirements (number of purchases) for rewards. The main goal is thus to contribute to the understanding of how to design effective incentives. More generally our study also adds to the growing body of studies on situations when individuals prefer less choice over more choice. Methodology: We conducted an empirical field study in a fictive setting whereby students (N=99) rated their preference for three kinds of rewards that differ in terms of specificity and choice; cash, rebate coupon and product in-kind. One-tailed t-tests were performed to test two hypothesis formulated on how number of purchases required for rewards matters for preference of kind of reward. More specifically, we hypothesized that in general customers prefer more choice over less choice but that a certain threshold level in terms of number of purchases required for a reward, specificity becom...

In this paper we develop a framework of lead user roles and their functions. Two of the roles, in... more In this paper we develop a framework of lead user roles and their functions. Two of the roles, innovating and diffusing are explicit in the lead user literature. The third role, the preventing role ...

Journal of Computer Information Systems, 2016

International Journal of Innovation and Technology Management

This study analyzes the determinants of road freight companies’ adoption intention regarding the ... more This study analyzes the determinants of road freight companies’ adoption intention regarding the electric road systems (e-roads) on Swedish motorways. A research model was developed based on the technology adoption literature and Technology-Organization-Environment (TOE) framework. Survey data were gathered from 160 Swedish road freight companies, and structural equation modeling was performed to test the model empirically. The results reveal relative advantage, a technology characteristic, as the main determinant of road freight companies’ intention to adopt electric road systems. The study contributes to the TOE framework by reporting on the indirect effects of technological and organizational determinants on organizational intention to adopt technologies.

Private Public Partnership (PPP) has become a major way of providing infrastructure investments. ... more Private Public Partnership (PPP) has become a major way of providing infrastructure investments. Key issues in the literature on PPP are identification of critical risk factors and their allocation. In this paper we contribute to this literature on these two issues by conducting a systematic literature review study. Data was collected from peer-reviewed journal papers in three major scientific databases from 2000 to 2015. The findings revealed legal changes, operational revenue below expectation, inadequate distribution of responsibilities, and organization and coordination to be the most important risk factors regardless of sector. Risk factors’ importance were found to be contingent on country regulatory quality level, capturing the ability of a government to formulate and implement sound economic policies and regulations. Most risks in PPPs are reported to be shared or borne by the private sector, while fewer risks than preferred are borne by the public sector.

Lead userness (LU) captures to what extent a user, in a given product domain, is ahead of an impo... more Lead userness (LU) captures to what extent a user, in a given product domain, is ahead of an important market trend and expects high benefits from innovating. A comprehensive understanding of antec ...

The zero‐price effect implies that people forgo a favourable option for a free one, not only beca... more The zero‐price effect implies that people forgo a favourable option for a free one, not only because the free one brings no cost but also because it creates a higher positive feeling which people use in making decisions. We extend previous studies by testing this effect for three‐component online mobile services in a business‐to‐business context. Two survey experiments are conducted using a sample (N=113) of Swedish hauler managers. In none of the experiments we find any zero‐price effect. Free promotions may therefore be less effective in the business‐to‐business context than in the business‐to‐consumer context.

Divisibility and a goal-gradient effect in higher education? The relationship between number of e... more Divisibility and a goal-gradient effect in higher education? The relationship between number of examination tasks and student performance.

The increased prevalence of customer loyalty programs has been followed by an increased academic ... more The increased prevalence of customer loyalty programs has been followed by an increased academic interest in schemes. This is partly because the Internet has made competition 'one click away'. It i ...

Firms have since long given their regular customers special treatment. With the help of IT, many ... more Firms have since long given their regular customers special treatment. With the help of IT, many firms have established formal ways to do this. An example is a so-called customer rewards program (CRP), by which the firm rewards the customer for repeated purchase. Firms allocate large resources in these programs with millions of customers enrolled. Hence, it seems important that the CRP works effectively. By effective we mean that it increases sales. Whether it is effective or not is a matter of how it is designed. A CRP typically comes with membership levels. We study how many membership levels the firm should offer in an effective program. We also study if customers prefer individual or group rewards and whether a CRP can break and create habitual purchasing behavior. In the study, we also analyze under what conditions the customer prefers a CRP over a sales promotion. In general, the study adds to the understanding of Customer Rewards Programs as an incentive structure. There are ...

Economic Analysis and Policy

Consumers tend to rely more on peer information than seller information for their online product ... more Consumers tend to rely more on peer information than seller information for their online product choices. Online rating systems have therefore become popular whereby consumers evaluate a product’s ...

Journal of Marketing Analytics

Mobile app ratings and reviews are important due to their influence on consumer behavior and the ... more Mobile app ratings and reviews are important due to their influence on consumer behavior and the financial consequences for app developers and app platform providers. This paper contributes to prior work by analyzing how rating and review information in combination impact mobile app downloads. To achieve these ends, we utilize daily panel data of 341 gaming (hedonic consumption value-oriented) and productivity (utilitarian consumption value-oriented) apps tracked for almost two years from their release in the Apple App Store. Hence, we contribute to how ratings and reviews matter for the larger majority of apps, whereas previous research has mainly focused on either ratings’ or reviews’ impact on app performance for top-ranked apps. Results of fixed-effects regression analysis reveal different combinatory impacts of text review information (polarity, subjectivity, and review length) and rating information (average rating score, volume of ratings, and dispersion of ratings) on gaming...

Many companies use rewards programs to create so called "loyal" customers. Information ... more Many companies use rewards programs to create so called "loyal" customers. Information Technology (IT) has made it possible to design such incentive programs in principle with endless variations at a low cost. It means that the company can, with the use of IT, offer non-linear incentives that create "loyal" customers more effectively than linear ones. Internet has also reduced the cost for the customer to search and compare products and services like air flights, hotels etc. In such a competitive context, the company can use the programs to gain an advantage with a differentiated offer to the customer and to create lock-in effects still at a low IT cost. Field observations show surprisingly that programs look very much alike and do not present as much variation as could be expected. Of special interest in this paper is the fact that companies typically offer three, or less, membership levels to increase the incentive for the customer to spend money at the company...

Firms have since long given their regular customers special treatment. With the help of IT, many ... more Firms have since long given their regular customers special treatment. With the help of IT, many firms have established formal ways to do this. An example is a so-called customer rewards program (CRP), by which the firm rewards the customer for repeated purchase. Firms allocate large resources in these programs with millions of customers enrolled. Hence, it seems important that the CRP works effectively. By effective we mean that it increases sales. Whether it is effective or not is a matter of how it is designed. A CRP typically comes with membership levels. We study how many membership levels the firm should offer in an effective program. We also study if customers prefer individual or group rewards and whether a CRP can break and create habitual purchasing behavior. In the study, we also analyze under what conditions the customer prefers a CRP over a sales promotion. In general, the study adds to the understanding of Customer Rewards Programs as an incentive structure. There are ...

Firms have since long given their regular customers special treatment. With the help of IT, many ... more Firms have since long given their regular customers special treatment. With the help of IT, many firms have established formal ways to do this. An example is a so-called customer rewards program (CRP), by which the firm rewards the customer for repeated purchase. Firms allocate large resources in these programs with millions of customers enrolled. Hence, it seems important that the CRP works effectively. By effective we mean that it increases sales. Whether it is effective or not is a matter of how it is designed. We study how many membership levels the firm should offer in an effective program. We also study if customers prefer individual or group rewards and whether a CRP can break and create habitual purchasing behavior. In the study, we also analyze under what conditions the customer prefers a CRP over a sales promotion. In general, the study adds to the understanding of Customer Rewards Programs as an incentive structure. There are many different ways to design these incentives...

Purpose: This paper seeks to examine individuals’ preference between reward choice and reward spe... more Purpose: This paper seeks to examine individuals’ preference between reward choice and reward specificity under different requirements (number of purchases) for rewards. The main goal is thus to contribute to the understanding of how to design effective incentives. More generally our study also adds to the growing body of studies on situations when individuals prefer less choice over more choice. Methodology: We conducted an empirical field study in a fictive setting whereby students (N=99) rated their preference for three kinds of rewards that differ in terms of specificity and choice; cash, rebate coupon and product in-kind. One-tailed t-tests were performed to test two hypothesis formulated on how number of purchases required for rewards matters for preference of kind of reward. More specifically, we hypothesized that in general customers prefer more choice over less choice but that a certain threshold level in terms of number of purchases required for a reward, specificity becom...

In this paper we develop a framework of lead user roles and their functions. Two of the roles, in... more In this paper we develop a framework of lead user roles and their functions. Two of the roles, innovating and diffusing are explicit in the lead user literature. The third role, the preventing role ...

Journal of Computer Information Systems, 2016