Henry Robben | Nyenrode Business Universiteit (original) (raw)

Papers by Henry Robben

Research paper thumbnail of Individual Ructions to Advirtisingi Thioritical and Mithodological Divelopmints

1. GENERAL. PLANNING, STRATEGY INDIVIDUAL RUCTIONS TO ADVIRTISINGI THIORITICAL AND MITHODOLOGICAL... more 1. GENERAL. PLANNING, STRATEGY INDIVIDUAL RUCTIONS TO ADVIRTISINGI THIORITICAL AND MITHODOLOGICAL DIVELOPMINTS Theo B. C. Poiesz and Henry S. J. Robben (994), InternationalJournal 0/Advertising, 13 (1), pp. 25-53. A broad discussion of the theoretical and methodological issues related to advertising effectiveness is presented. The literature on individual consumer reactions to advertising is also reviewed and new approaches to media selection are outlined. It is suggested that advertising effectiveness will increasingly be defined in terms of the costs associated with influencing consumers, rather than the costs associated with reaching consumers. Morganosky. THE ART AND SCIENCE OF BACK·END MARKITING Gary Hennerbey (994), Target Marketing, 17 Oanuary), pp. 10-13. After all of the front-end work of developing a product mix, determining the media placement, and creating a direct mail package, catalog, print ad, or other media, the mundane but all-important backend program is often neg...

Research paper thumbnail of Published in

Citation for published version (APA): Verhallen, T. M. M., & Robben, H. S. J. (1995). Unavailabil... more Citation for published version (APA): Verhallen, T. M. M., & Robben, H. S. J. (1995). Unavailability and the evaluation of goods. Kyklos, 48(3), 369-

Research paper thumbnail of New frontiers in neuromarketing research : Benefit and potential applications of GRAIL

Other publications TiSEM, May 1, 2020

Recent years has seen an explosion in the application of neuroscience techniques to market resear... more Recent years has seen an explosion in the application of neuroscience techniques to market research, known as neuromarketing. The aim of this paper is to contribute to both theoretical and practical aspects of neuromarketing research by presenting a new and innovative neuroscience tool for studying marketing-relevant behavior, namely GRAIL. GRAIL combines different devices (e.g. EEG, ET, facial EMG) into one single real-time device. It can help researchers and practitioners to measure physiological responses (external reflexes) and brain activity (internal reflexes) simultaneously. We argue that this new tool can improve neuromarketing research in several ways, namely in reducing the costs of neuromarketing research, improving the efficiency and accuracy of neuromarketing experiments, and recreating real-life purchase experiences using virtual reality and personalized scenarios.

Research paper thumbnail of Engaging Through Purpose: The Mediating Role of Person–Organizational Purpose Fit in the Relationship Between Perceived Organizational Purpose and Work Engagement

Research paper thumbnail of Picking Your Brains: Where and How Neuroscience Tools Can Enhance Marketing Research

Frontiers in Neuroscience, 2020

The use of neuroscience tools to study consumer behavior and the decision making process in marke... more The use of neuroscience tools to study consumer behavior and the decision making process in marketing has improved our understanding of cognitive, neuronal, and emotional mechanisms related to marketing-relevant behavior. However, knowledge about neuroscience tools that are used in consumer neuroscience research is scattered. In this article, we present the results of a literature review that aims to provide an overview of the available consumer neuroscience tools and classifies them according to their characteristics. We analyse a total of 219 full-texts in the area of consumer neuroscience. Our findings suggest that there are seven tools that are currently used in consumer neuroscience research. In particular, electroencephalography (EEG) and eye tracking (ET) are the most commonly used tools in the field. We also find that consumer neuroscience tools are used to study consumer preferences and behaviors in different marketing domains such as advertising, branding, online experienc...

Research paper thumbnail of The Impact of Market Orientation, Product Advantage, and Launch Proficiency on New Product Performance and Organizational Performance

Journal of Product Innovation Management, 2004

Research paper thumbnail of The impact of new product launch strategies on competitive reaction in industrial markets

Journal of Product Innovation Management, 2002

Research paper thumbnail of Decision frame and opportunity as determinants of tax cheating

Journal of Economic Psychology, 1990

... Dick J. HESSING b, Francisco ALVIRA MARTIN g, Henk ELFFERS b, Richard WAHLUND e ... data were... more ... Dick J. HESSING b, Francisco ALVIRA MARTIN g, Henk ELFFERS b, Richard WAHLUND e ... data were collected by Francisca Blanco, Karin Brynell, Linda Dimitropoulos, Eric van Engeland ... from inadvertent memory lapses, calculation errors, or inadequate knowledge of tax laws. ...

Research paper thumbnail of True positives and false alarms in the detection of tax evasion

Journal of Economic Psychology, 1995

RefDoc Bienvenue - Welcome. Refdoc est un service / is powered by. ...

Research paper thumbnail of Needy or Greedy? The Social Psychology of Individuals Who Fraudulently Claim Unemployment Benefits1

Journal of Applied Social Psychology, 1993

Research paper thumbnail of The mediating effect of NPD-activities and NPD-performance on the relationship between market orientation and organizational performance

Abstract: Empirical research has demonstrated that a market orientation has in general a positive... more Abstract: Empirical research has demonstrated that a market orientation has in general a positive effect on organizational performance. The potential benefits of a market orientation have, however, not been realized because academics and practitioners do not yet understand the modus operandi that transform market orientation into superior organizational performance. Recent research has demonstrated that the proficiency in new product development (NPD) activities might be the key in the conversion of market ...

Research paper thumbnail of Co-creating customization: collaborating with customers to deliver individualized value

Research paper thumbnail of Individual Reactions to Advertising: Theoretical and Methodological Developments

International Journal of Advertising

Research paper thumbnail of Marketing con vsi�n de futuro

Business Strategy Series, 2010

Research paper thumbnail of Marketingmanagement : De essentie

Research paper thumbnail of Intensidad del uso de las redes sociales digitales como herramienta de marketing y su impacto en la relación entre capacidades dinámicas y el desempeño empresarial

Research paper thumbnail of Is social media marketing really working? Its impact on the relationship among market orientation, entrepreneurial orientation, and business performance

Research paper thumbnail of How hits happen: forecasting predictability in a chaotic marketplace

Choice Reviews Online, 1999

Research paper thumbnail of Strategic innovation decisions : What you Forsee is not what you get

Journal of Product Innovation Management, 2010

This research attempts to (1) identify the factors that influence strategic decision making (i.e.... more This research attempts to (1) identify the factors that influence strategic decision making (i.e., a choice made among various strategic options), and (2) establish their relative importance in the context of new product development. Hence, this study's research question is formulated as follows: from a descriptive perspective what factors prevail in managers' strategic decision making on new product development, and

Research paper thumbnail of How Hits Happen:997Winslow Farrell. How Hits Happen: Forecasting Predictability in a Chaotic Marketplace . New York: HarperBusiness216 pp, ISBN: 0887309070 $24.00

Journal of Consumer Marketing, 1999

Research paper thumbnail of Individual Ructions to Advirtisingi Thioritical and Mithodological Divelopmints

1. GENERAL. PLANNING, STRATEGY INDIVIDUAL RUCTIONS TO ADVIRTISINGI THIORITICAL AND MITHODOLOGICAL... more 1. GENERAL. PLANNING, STRATEGY INDIVIDUAL RUCTIONS TO ADVIRTISINGI THIORITICAL AND MITHODOLOGICAL DIVELOPMINTS Theo B. C. Poiesz and Henry S. J. Robben (994), InternationalJournal 0/Advertising, 13 (1), pp. 25-53. A broad discussion of the theoretical and methodological issues related to advertising effectiveness is presented. The literature on individual consumer reactions to advertising is also reviewed and new approaches to media selection are outlined. It is suggested that advertising effectiveness will increasingly be defined in terms of the costs associated with influencing consumers, rather than the costs associated with reaching consumers. Morganosky. THE ART AND SCIENCE OF BACK·END MARKITING Gary Hennerbey (994), Target Marketing, 17 Oanuary), pp. 10-13. After all of the front-end work of developing a product mix, determining the media placement, and creating a direct mail package, catalog, print ad, or other media, the mundane but all-important backend program is often neg...

Research paper thumbnail of Published in

Citation for published version (APA): Verhallen, T. M. M., & Robben, H. S. J. (1995). Unavailabil... more Citation for published version (APA): Verhallen, T. M. M., & Robben, H. S. J. (1995). Unavailability and the evaluation of goods. Kyklos, 48(3), 369-

Research paper thumbnail of New frontiers in neuromarketing research : Benefit and potential applications of GRAIL

Other publications TiSEM, May 1, 2020

Recent years has seen an explosion in the application of neuroscience techniques to market resear... more Recent years has seen an explosion in the application of neuroscience techniques to market research, known as neuromarketing. The aim of this paper is to contribute to both theoretical and practical aspects of neuromarketing research by presenting a new and innovative neuroscience tool for studying marketing-relevant behavior, namely GRAIL. GRAIL combines different devices (e.g. EEG, ET, facial EMG) into one single real-time device. It can help researchers and practitioners to measure physiological responses (external reflexes) and brain activity (internal reflexes) simultaneously. We argue that this new tool can improve neuromarketing research in several ways, namely in reducing the costs of neuromarketing research, improving the efficiency and accuracy of neuromarketing experiments, and recreating real-life purchase experiences using virtual reality and personalized scenarios.

Research paper thumbnail of Engaging Through Purpose: The Mediating Role of Person–Organizational Purpose Fit in the Relationship Between Perceived Organizational Purpose and Work Engagement

Research paper thumbnail of Picking Your Brains: Where and How Neuroscience Tools Can Enhance Marketing Research

Frontiers in Neuroscience, 2020

The use of neuroscience tools to study consumer behavior and the decision making process in marke... more The use of neuroscience tools to study consumer behavior and the decision making process in marketing has improved our understanding of cognitive, neuronal, and emotional mechanisms related to marketing-relevant behavior. However, knowledge about neuroscience tools that are used in consumer neuroscience research is scattered. In this article, we present the results of a literature review that aims to provide an overview of the available consumer neuroscience tools and classifies them according to their characteristics. We analyse a total of 219 full-texts in the area of consumer neuroscience. Our findings suggest that there are seven tools that are currently used in consumer neuroscience research. In particular, electroencephalography (EEG) and eye tracking (ET) are the most commonly used tools in the field. We also find that consumer neuroscience tools are used to study consumer preferences and behaviors in different marketing domains such as advertising, branding, online experienc...

Research paper thumbnail of The Impact of Market Orientation, Product Advantage, and Launch Proficiency on New Product Performance and Organizational Performance

Journal of Product Innovation Management, 2004

Research paper thumbnail of The impact of new product launch strategies on competitive reaction in industrial markets

Journal of Product Innovation Management, 2002

Research paper thumbnail of Decision frame and opportunity as determinants of tax cheating

Journal of Economic Psychology, 1990

... Dick J. HESSING b, Francisco ALVIRA MARTIN g, Henk ELFFERS b, Richard WAHLUND e ... data were... more ... Dick J. HESSING b, Francisco ALVIRA MARTIN g, Henk ELFFERS b, Richard WAHLUND e ... data were collected by Francisca Blanco, Karin Brynell, Linda Dimitropoulos, Eric van Engeland ... from inadvertent memory lapses, calculation errors, or inadequate knowledge of tax laws. ...

Research paper thumbnail of True positives and false alarms in the detection of tax evasion

Journal of Economic Psychology, 1995

RefDoc Bienvenue - Welcome. Refdoc est un service / is powered by. ...

Research paper thumbnail of Needy or Greedy? The Social Psychology of Individuals Who Fraudulently Claim Unemployment Benefits1

Journal of Applied Social Psychology, 1993

Research paper thumbnail of The mediating effect of NPD-activities and NPD-performance on the relationship between market orientation and organizational performance

Abstract: Empirical research has demonstrated that a market orientation has in general a positive... more Abstract: Empirical research has demonstrated that a market orientation has in general a positive effect on organizational performance. The potential benefits of a market orientation have, however, not been realized because academics and practitioners do not yet understand the modus operandi that transform market orientation into superior organizational performance. Recent research has demonstrated that the proficiency in new product development (NPD) activities might be the key in the conversion of market ...

Research paper thumbnail of Co-creating customization: collaborating with customers to deliver individualized value

Research paper thumbnail of Individual Reactions to Advertising: Theoretical and Methodological Developments

International Journal of Advertising

Research paper thumbnail of Marketing con vsi�n de futuro

Business Strategy Series, 2010

Research paper thumbnail of Marketingmanagement : De essentie

Research paper thumbnail of Intensidad del uso de las redes sociales digitales como herramienta de marketing y su impacto en la relación entre capacidades dinámicas y el desempeño empresarial

Research paper thumbnail of Is social media marketing really working? Its impact on the relationship among market orientation, entrepreneurial orientation, and business performance

Research paper thumbnail of How hits happen: forecasting predictability in a chaotic marketplace

Choice Reviews Online, 1999

Research paper thumbnail of Strategic innovation decisions : What you Forsee is not what you get

Journal of Product Innovation Management, 2010

This research attempts to (1) identify the factors that influence strategic decision making (i.e.... more This research attempts to (1) identify the factors that influence strategic decision making (i.e., a choice made among various strategic options), and (2) establish their relative importance in the context of new product development. Hence, this study's research question is formulated as follows: from a descriptive perspective what factors prevail in managers' strategic decision making on new product development, and

Research paper thumbnail of How Hits Happen:997Winslow Farrell. How Hits Happen: Forecasting Predictability in a Chaotic Marketplace . New York: HarperBusiness216 pp, ISBN: 0887309070 $24.00

Journal of Consumer Marketing, 1999