Torben Hansen’s research while affiliated with Copenhagen Business School and other places

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Publications (43)


Strategic Pricing: Fundamental Considerations and Future Perspectives
  • Article

February 2004

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138 Reads

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16 Citations

The Marketing Review

Torben Hansen

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This article focuses on price as an important part of the company strategy. Using this as our point of departure, we will be highlighting and discussing some of the significant future perspectives for price as a strategic tool. To a large extent, price is a strategic management tool, which is not always easy to plan or set, but which will be influenced by a large number of internal as well as external company factors. An increased focus on price as a part of the company strategy is recommended.


Measuring the Effect of Distance on Consumer Patronage Behavior

January 2004

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88 Reads

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1 Citation

This study addressed the influence of distance on store choice behavior when store choice behavior was measured in different ways. On the basis of a structural equation model involving service output, price and distance it was found that the negative effect of distance on store choice behavior was remarkably larger when store choice behavior was measured as ‘frequency’ than when store choice behavior was measured as ‘budget share’. This result was consistent across all the investigated categories of retailers, i.e., conventional supermarkets, warehouses and discount stores.






A Hierarchical Bayes Model of Choice between Supermarket Formats

May 2003

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730 Reads

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151 Citations

Journal of Retailing and Consumer Services

A model of consumer's choice between different supermarket formats is developed. Three formats are considered, conventional supermarkets characterized by high-low pricing, wide assortment and some service, discount stores characterized by every-day-low-pricing, narrow assortment and no service, and hypermarkets, characterized by a pricing policy somewhat in between the two other formats, large assortment and some service. The model is developed within the framework of the multinomial logit model that has been widely used in retailing but also strongly criticized. Problems involved in using this framework is discussed, and a random coefficients logit model is suggested to remedy these problems. The model is estimated as a hierarchical Bayes model, and the estimated parameters are compared to the estimates of a standard logit model. The importance of the choice determinants is assessed by analyzing direct- and cross-choice elasticities. Input for this research is provided by data from a survey of grocery shopping in the greater Copenhagen metropolitan area.


Intertype competition: Specialty food stores competing with supermarkets

January 2003

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1,958 Reads

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62 Citations

Journal of Retailing and Consumer Services

Empirical findings are presented in this paper concerning the competitiveness of specialty food stores when competing with supermarkets. Taking both a specialty food store-oriented perspective and a consumer-oriented perspective, the obtained results of two quantitative studies suggest that specialty food store managers’ and consumers’ evaluation of the importance of various store choice factors are quite similar. Additionally, specialty food store managers show highly positive expectations towards future intertype competition with supermarkets.


Food and Consumer Satisfaction

September 2001

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50 Reads

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2 Citations

Journal of Food Products Marketing

Consumer satisfaction has gained increasing attention in recent years. Most writers agree that satisfied consumers represent a value for a company. Many point out that “satisfying customers is the primary obligation of a company.” Previous research indicates that satisfaction has impact on ROI, shareholder value, higher marketshare and profit customer loyalty, and overall firm performance. This article tests the relationships between consumer expectations, performance, disconfirmation, satisfaction, and repeat purchase. The purpose of the article is two-fold: (1) To test the application of the overall model in relation to food products. (2) To test the importance of “disconfirmation” as an element of the model.


Comparing Cognitive and Cultural Perspectives on Online Grocery Shopping
  • Article
  • Full-text available

88 Reads

This study compares a 'cognitive individualistic' with a 'cultural collectivist' perspectives on online grocery shopping behaviour of Danish and US consumers to assess whether personal values and social norms need to be measured explicitly or whether country affiliation can be used as proxy for these variables. The findings support both perspectives for both countries, as most of the paths included in the two models were significant. However, the results also indicate that country affiliation itself seems sufficient to predict relevant attitudes in this context, which in turn affect repeat buying intention.

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Citations (30)


... The trend towards environmentally conscious travel is particularly significant in relation to eco-resorts, which appeal to tourists by showcasing their dedication to environmental responsibility [39]. The growing worldwide concern for sustainable practices has driven the popularity of eco-resorts, providing environmentally aware travelers with the chance to make tourism choices that align with sustainability objectives [40]. ...

Reference:

Investigating the Influence of the Push and Pull Factors in Eco-Resort Selection to Promote Sustainable Tourism in Bangladesh
A meta-analysis of sustainable tourist behavioral intention and the moderating effects of national culture
  • Citing Article
  • March 2023

... For example, can consumers evaluate their competency in online shopping objectively and in an unbiased manner? According to the previous literature, consumer may have too much confidence in their capabilities (Hansen & Thomsen, 2022;Jain et al., 2018). The results of Study 1 also indicated this possibility. ...

How individual differences in knowledge over-/underconfidence impede dietary consumer decision making under time pressure
  • Citing Article
  • September 2022

Personality and Individual Differences

... Furthermore, experts are mainly female, a kind of gender imbalance in the research. Hensen et al. revealed that women's face recognition ability was more likely to decrease when exposure time was lower [11]. However, women participating in this study showed women experts won higher CFMT scores, which was partially different from the study done by Hensen. ...

Are women always better able to recognize faces? The unveiling role of exposure time

... Additionally, studies indicate that there may be differences between genders in food preferences [25,26], eating behaviors [27,28], and emotional reactions [29][30][31]. However, according to our knowledge, no previous studies have holistically explored potential gender-specific reactions to tempting food cues by simultaneously investigating emotions, perceived dietary quality, and future willingness to eat (WtE). ...

Understanding influences on consumers’ dietary stress in healthy food buying
  • Citing Article
  • November 2020

European Journal of Marketing

... Fox et al. (2004) concluded in their study on the impact of product variety and promotional activities on store choice that contrary to other findings in the literature, price has a low influence on store choice. Hansen and Solgaard (2004) found in their research that product variety significantly influences the choice of food retail store type, whereas quality and service level do not have any impact on the choice of food retail store type. Bellini et al. (2017) focused on shopping behavior in food market retailing, aiming to discover which factors lead to spontaneous purchases in retail stores. ...

New Perspectives on Retailing and Store Patronage Behavior, A study of the interface between retailers and consumers
  • Citing Article
  • January 2004

... Além disso, os consumidores passaram a perceber questões relacionadas à saúde muito mais do que antes (Payandeh et al., 2020). Importante destacar que as mudanças alimentares do consumidor são multifacetadas e não se referem apenas aos aspectos nutricionais, mas também aos significados atribuídos pelos próprios consumidores (Hansen;Thomsen, 2018). ...

The influence of consumers’ interest in healthy eating, definitions of healthy eating, and personal values on perceived dietary quality
  • Citing Article
  • September 2018

Food Policy

... The existing literature has emphasized the role of individual values and levels of commitment to healthy options in shaping interpretations of what constitutes a "healthy food product" (Hansen et al., 2018). Moreover, previous research has investigated the relationship between healthy eating and the mental and emotional state of the consumer, as well as the role of various demographic, psychographic, behavioral, environmental and situational characteristics (e.g. ...

How the interplay between consumer motivations and values influences organic food identity and behavior
  • Citing Article
  • January 2018

Food Policy

... He also found evidence to suggest that the relative importance of the individual store attributes varies from store to store. More recent studies on regional retail landscapes (Hansen & Solgaard, 2004;Leeuwen & Rietveld, 2011;Verhetsel et al., 2022) found that a variety of factors, such as consumer attributes and the type of shopping trip (e.g., exceptional, daily, fun, groceries) interact with the distance component and influence the pull of the centroid. ...

Measuring the Effect of Distance on Consumer Patronage Behavior
  • Citing Chapter
  • January 2004

... Research has acknowledged the importance of technologies for building trust across various industries, including financial services (Bugandwa et al., 2021;Van der Cruijsen et al., 2021;Gyamfi, 2019;Kosiba et al., 2020;Hansen, 2017). Although technological advancements may boost customer trust in financial services, products, and systems, linkage warrants a deeper investigation, particularly an examination of the roles for policy and regulatory activity in building trust. ...

How trust in financial supplier information impacts young adults' financial information involvement: The moderating roles of product savings risk and social norm: The impact of trust, risk and social norm on young adults' financial involvement
  • Citing Article
  • May 2017

Journal of Consumer Behaviour

... After exposure of a product-harm crisis, the negative publicity directly leads to the trust crisis [19]. Trust not only includes the trust in enterprises but also in the broader context of the business environment, which is broad-scope trust [16,[20][21][22]. The previous research of product-harm crisis on trust mainly focus on the narrow-scope trust (e.g. ...

The moderating effects of financial broad-scope trust on consumer knowledge, cognitive effort, and financial healthiness: Broad-scope trust and consumer financial behavior
  • Citing Article
  • October 2016

Journal of Consumer Behaviour