Tibert Verhagen

Amsterdam University of Applied Sciences · Centre for Market Insights

Interactivity has become a crucial aspect of marketing. It allows companies to connect with their customers, often resulting in positive outcomes. Based on a literature review, this chapter discusses ten of the most pioneering tools used in interactive marketing. First it will be explained how each tool relates to the three dimensions of interactiv...

Today, consumers expect companies to be socially responsible. However, the literature is undecided about the effects of communicating one's corporate social responsibility activities to consumers. This raises the question of how sustainability‐driven companies can best advertise their products to stimulate ethical consumption: using self‐benefit fr...

Service robots provide retailers with new opportunities to innovate their in-store service offerings. Despite advances made in the fields of human-robot interaction, information systems, and marketing, there is relatively little known about how to apply a service robot in retailing. In this paper we aim to shed light on this issue by exploring the...

Purpose This study aims to develop an understanding of how customers of a physical retail store valuate receiving location-based mobile phone messages when they are in proximity of the store. It proposes and tests a model relating two benefits (personalization and location congruency) and two sacrifices (privacy concern and intrusiveness) to messag...

Purpose Physical stores are increasingly dependent on impulse visits and the impulse purchases of passers-by. Interactive advertising screens in store windows could help retailers increase impulse-visit urges and impulse-buying urges. However, the effects of interactive screens in physical surroundings have not been studied before. Therefore, this...

Background: Current technology innovations, such as wearables, have caused surprising reactions and feelings of deep connection to devices. Some researchers are calling mobile and wearable technologies cognitive prostheses, which are intrinsically connected to individuals as if they are part of the body, similar to a physical prosthesis. Additional...

Although it appears increasingly important yet potentially challenging to attract customers to physical stores, location-based messaging, i.e., delivering mobile phone messages using data about the recipient's location when that recipient is near the sender, has been said to enable such attraction. Still, existing studies offer very limited insight...

In this article, the impact of strategic orientations on the use of digital marketing tactics and, subsequently, on the international business performance of small electronic retailers (e-retailers) in cross-border electronic commerce (e-commerce) is analysed. Furthermore, these relationships are compared between e-retailers originating in both dev...

BACKGROUND Current technology innovations such as wearables have caused surprising reactions and feelings of deep connection to the devices. Some researchers are calling mobile and wearable technology a cognitive prosthesis, intrinsically connected to the individual as if it was part of the body, similar to a physical prosthesis. And while several...

Background Current technology innovations, such as wearables, have caused surprising reactions and feelings of deep connection to devices. Some researchers are calling mobile and wearable technologies cognitive prostheses, which are intrinsically connected to individuals as if they are part of the body, similar to a physical prosthesis. Additionall...

Employee burnout is an increasing global problem. Some countries, such as The Netherlands, diagnose and treat burnout as a medical condition. While deficient sleep has been implicated as the primary risk factor for burnout, the longest current sleep measurement of burnout individuals is 4 weeks; and no studies have measured sleep throughout the bur...

Background: To experience external objects in such a way that they are perceived as an integral part of one's own body is called embodiment. Wearable technology is a category of objects, which, due to its intrinsic properties (eg, close to the body, inviting frequent interaction, and access to personal information), is likely to be embodied. This...

A list of reviewed publications

Binge watching serialized video content is a phenomenon that has triggered interest from diverse research fields. Despite the progress researchers have made across different areas, a grounded conceptualization and definition of binge watching is still lacking. In this article, we conduct a transdisciplinary literature review to identify continuity...

In today’s multichannel retail environment, consumers’ experiences in one channel influence their perceptions of another channel. Specifically, consumer evaluations of a firm’s online store have been found to be influenced by consumer interactions with the firm’s in‐store personnel. This paper is among the first to address this assumption and test...

BACKGROUND The increased wearability of technology has enabled individuals to access and interact with technology in such a way that it has become more and more an integral part of one’s body, mind, and sense of self. This phenomenon, which is referred to in this paper as wearable technology embodiment, has led to extensive conceptual consideration...

Whereas there is ample e-commerce research on how online store beliefs and consumer online affective states may influence online purchase intentions, no research so far has examined whether the hierarchy of effects between these concepts differs across product types. In this study, we fill this research gap by examining the explanatory power of the...

Existing studies offer very limited insight into how sellers may reduce consumers' perceived risk in order to make consumer-to-consumer electronic marketplaces more successful. Contrary to these studies, the empirical investigation reported in this article acknowledges the role of sellers in enabling these computer-mediated transaction platforms. T...

In cross-border e-commerce, electronic retailers (e-retailers) aim to extend their sales activities via the Internet beyond national borders. Unlike large companies, small and medium-sized enterprises are struggling with their international online expansion. This phenomenon is not limited to countries with a developed e-commerce market; e-retailers...

In cross-border e-commerce, electronic retailers (e-retailers) aim to extend their sales activities via the Internet beyond national borders. Unlike large companies, small and medium-sized enterprises are struggling with their international online expansion. This phenomenon is not limited to countries with a developed e-commerce market; e-retailers...

In het Store Innovation Lab werken retailers, brancheorganisaties en aanbieders van (in-)store technologie, samen met onderzoekers, studenten en docenten van de Hogeschool van Amsterdam (HvA). Door het uitvoeren van praktijkgericht wetenschappelijk onderzoek wordt nieuwe kennis gegenereerd die bijdraagt aan de optimalisering van de fysieke en virtu...

This paper proposes and tests a model to explain how consumers’ perceptions of product presentation technologies may affect online impulse buying. Data from a laboratory experiment (N = 212), which were analyzed using a structural equation modeling approach, showed that vividness and interactivity of online product presentations increased the parti...

Although several studies have looked at the effects of online product presentations on consumer decision making, no study thus far has considered a potential key factor in online product evaluations: tangibility. The present study aims at filling this gap by developing and testing a model that relates different online product presentation formats t...

The semantic differential is a widely applied measurement technique in the information systems field. As we demonstrate in this study, however, there is evidence that many of the applications of the semantic differential seem to be subject to common shortcomings. In this study, we address these shortcomings by creating awareness of the requirements...

Academics and business practitioners are intrigued by the factors that foster continued user engagement in virtual worlds (VWs). It is unclear how, and to what extent, existing theories can explain their continued use. As young people constitute the majority of VW users, understanding the reasons for their continued use intentions is important. Tak...

The interest in social virtual worlds with multiple functions has mushroomed during the past few years. The key challenge social virtual worlds face while attempting to anchor and serve the masses is to reflect the core beliefs of their users. As existing research lacks insight into these core beliefs, this study aims to contribute to the existing...

This paper develops a new explanation for user satisfaction with IS. Combining insights from expectation (dis)confirmation theory (ECT) and importance-performance analysis (IPA), we focus on the gaps between the importance of particular IS attributes, and the performance of a system on those attributes, as an explanation for user satisfaction. We i...

The interest in social virtual worlds with multiple functions has mushroomed during the past few years. The key challenge social virtual worlds face while attempting to anchor and serve the masses is to reflect the core beliefs of their users. As existing research lacks insight into these core beliefs, this study aims to contribute to the existing...

Despite the growth and commercial potential of virtual worlds, relatively little is known about what drives users’ motivations to engage in virtual worlds. This paper proposes and empirically tests a conceptual model aimed at filling this research gap. Given the multipurpose nature of virtual words the model integrates extrinsic and intrinsic motiv...

By performing tasks traditionally fulfilled by service personnel and having a humanlike appearance, virtual customer service agents bring classical service elements to the web, which may positively influence customer satisfaction through eliciting social responses and feelings of personalization. This paper sheds light on these dynamics by proposin...

This study attempts to demonstrate empirically how the importance of website content in online purchasing varies across 2 product categorizations: goods versus services and hedonic versus utilitarian products. We conducted an experiment that showed that when purchasing services, customers value evaluative elements and risk-reducing content, while c...

The advantages of the bricks-and-clicks retail format in the battle for the online customer has been widely discussed but empirical research on it has been limited. We applied a multi-channel store image perspective to assess its influence on online purchase intentions. Drawing on a sample of 630 customers of a large music retail store in the Nethe...

This study reports an attempt to enhance our understanding of the reasons behind virtual world usage. By providing a mixture of utilitarian and hedonic value, virtual worlds represent an emerging class of multipurpose information systems (MPIS). Previous research seems to fall short in explaining MPIS adoption, especially since key extrinsic and in...

This study is one of the first to provide insight into the relationships between the online store and consumer impulsive decision-making. We develop a model and show how online store merchandise, ease of use (high task-relevant cues), enjoyment and style (low task relevant cues) relate to online impulse buying. The model is tested using survey data...

This study reports on an attempt to enhance our understanding of the reasons behind virtual world usage. By providing a mixture of utilitarian and hedonic value, virtual worlds represent an emerging class of multipurpose information systems (MPIS). Previous research seems to fall short in explaining MPIS adoption, especially since key extrinsic and...

Adequate usage of measurement instruments is key for solid research. In this study we focus on the semantic differential as general technique of measurement. Despite calls for methodological rigor in information systems (IS) research, many of the applications of the semantic differential in IS studies are characterized by flaws and weaknesses. Cons...

This study is one of the few empirical works addressing the impact of offline and online store impressions on consumer online purchase intentions. Building upon the literature on store image and consumer online purchasing, we propose positive effects of online store image and suggest mixed influences of offline store image perceptions. Drawing on a...

Understanding consumer behaviour is of vital importance to consumer oriented e-business models today. In this paper we study the relationships between consumer perceptions of risk and trust and the attitude towards purchasing at a consumer-to-consumer electronic marketplace. Typical for electronic marketplace settings is that consumer behaviour is...

Despite the relevance of generating trust in electronic marketplace settings, research addressing the impact of electronic marketplace characteristics on trust is still limited. The few works focusing on the relationships between the electronic marketplace and trust only pay attention to a limited subset of institution-based functions and services....

Several authors have suggested that the importance of website content elements in online purchasing varies across different types of products. Our aim is to empirically test this proposition. Here, we focus on goods versus services and hedonic versus utilitarian products. After reviewing the literature on the role of website content, we hypothesize...

In 1998 begonnen Tibert Verhagen en Marcel Creemers met het analyseren van websites. Zij ontdekten een relatie tussen de aanwezigheid van bepaalde website content en online verkoopsucces. Zes jaar later kijken ze terug op hun onderzoeksinspanningen en laten ze zien dat de basisprincipes die uit het onderzoek naar voren kwamen meer dan ooit relevant...

In this paper we report on a study into the relationships between consumer perceptions of risk and trust and the intention to purchase at a C2C electronic marketplace. Distinguishing for electronic marketplace settings is that consumer behavior is subject to perceptions of both selling party and the institutional structures of the intermediary oper...

Many researchers observe that trust is of importance in online transactions. Most of them have focussed on the trust a buyer has in a seller. In an online C2C auction market, such as eBay, trust in the organization that facilitates the auction is an additional trust relationship that is of importance for the outcome of the transactions. Here we inv...

Perceptions regarding an online store, developed after a brief study of the website, can significantly influence somebody’s attitude towards purchasing at that store. These perceptions are collectively characterised as an “online store image.” Our research developed reliable and valid measures for the components of an online store image, and examin...

In this dissertation we will investigate the relationships between consumer perceptions of online store characteristics and intentions to purchase at an online store. We will identify the most important online store characteristics and explore the nature of the relationships between online store perceptions and online purchase intentions. Based on...

This paper explores factors that influence consumer's intentions to purchase online at an electronic commerce website. Specifically, we investigate online purchase intention using two different perspectives: a technology-oriented perspective and a trust-oriented perspective. We summarise and review the antecedents of online purchase intention that...

Several researchers state that trust is of importance in online transactions. Most of these researchers have focussed on the trust a buyer has in a seller. In an online B2B marketplace environment however, more than only the trust of the buyer in the seller is of importance for the outcome of the transactions. This paper therefore in-vestigates whi...

In this paper we report on a study into the antecedents of online purchase intention for B2C websites. In particular this research juxtaposes two competing models that explain online purchase intention. A replication was carried out of the trust-oriented study by S.L. Jarvenpaa et al. (2000), and the website oriented model from P.Y.K. Chau et al. (...

The creation of Internet-based companies is changing the way business is being carried out and increasing the pressure on traditional firms, which now need to adapt to the new challenges brought about by the so-called digital economy. Successful electronic ...

The objectives of the research project described in this paper are (1) to develop reliable and valid measures for the components of online store image, and (2) to examine the influence of these components on the intention to purchase online. Conceptually, the project relies on the relatively established literature on "traditional" store image and t...

Online purchase behavior is definitely an interesting and relevant issue for marketeers today. In this paper, we report on a study into the antecedents of online purchase intention for B2C websites. In particular, this research juxtaposes two competing models that explain online purchase intention. The first model is trust-oriented and argues that...

We begin by examining the Internet-based electronic market of books, CD's, cattle and flowers in an attempt to understand some prerequisites of electronic commerce. Books and CD's are near ideal goods to be bought via the Internet - their characteristics can be easily captured by electronic information format, they are non-perishable and they can b...