Anders Emil Tobias Otterbring

• Folwarczny, Michał; Menon, R.G. Vishnu & Otterbring, Tobias (2024). Plate, glass, and social class: How dominance and prestige orientation shape food preferences. Personality and Individual Differences. ISSN 0191-8869. 225. doi: 10.1016/j.paid.2024.112666.
• Malodia, Suresh; Filieri, Raffaele; Otterbring, Tobias & Dhir, Amandeep (2024). Unlocking Social Media Success: How Prosumers Drive Brand Engagement through Authentic Conversations with Consumers. British Journal of Management. ISSN 1045-3172. doi: 10.1111/1467-8551.12823.
• Otterbring, Tobias & Folwarczny, Michał (2024). From WEIRD to worldwide: Auditing authors’ affiliation countries over time across three leading journals publishing food-related research. Food Quality and Preference. ISSN 0950-3293. 117. doi: 10.1016/j.foodqual.2024.105175.
• Petit, Olivia & Otterbring, Tobias (2024). The Impact of Fusion Metaphors in Health Appeals on Consumer Attitudes Tasty but Unhealthy, Healthy but Not Tasty: Duality Considerations in Health Messaging. Journal of Advertising Research. ISSN 0021-8499. 64(1), s. 4–17. doi: 10.2501/JAR-2024-005.
• Malodia, Suresh; Otterbring, Tobias; Taheri, Babak & Dhir, Amandeep (2024). How Negative Framing Affects VR Tourism Adoption: Exploring the Role of Travel Anxiety During Crisis Events. Journal of Travel Research. ISSN 0047-2875. doi: 10.1177/00472875241234387.
• Ares, Gastón; Antúnez, Lucía; Alcaire, Florencia; Natero, Virginia & Otterbring, Tobias (2024). Is this advertisement designed to appeal to you? Adolescents' views about Instagram advertisements promoting ultra-processed products. Public Health Nutrition (PHN). ISSN 1368-9800. doi: 10.1017/S1368980024000533.
• Frank, Darius-Aurel; Peschel, Anne Odile; Otterbring, Tobias; DiPalma, Jason & Steinmann, Sascha (2024). Does metaverse fidelity matter? Testing the impact of fidelity on consumer responses in virtual retail stores. International Review of Retail Distribution & Consumer Research. ISSN 0959-3969. doi: 10.1080/09593969.2024.2304810.
• Folwarczny, Michał; Sigurdsson, Valdimar; Menon, R.G. Vishnu & Otterbring, Tobias (2024). Consumer susceptibility to front-of-package (FOP) food labeling: Scale development and validation. Appetite. ISSN 0195-6663. 192. doi: 10.1016/j.appet.2023.107097.
• Otterbring, Tobias & Folwarczny, Michał (2024). Social validation, reciprocation, and sustainable orientation: Cultivating “clean” codes of conduct through social influence. Journal of Retailing and Consumer Services. ISSN 0969-6989. 76. doi: 10.1016/j.jretconser.2023.103612.
• Konuk, Faruk Anıl & Otterbring, Tobias (2024). The dark side of going green: Dark triad traits predict organic consumption through virtue signaling, status signaling, and praise from others. Journal of Retailing and Consumer Services. ISSN 0969-6989. 76. doi: 10.1016/j.jretconser.2023.103531.
• Folwarczny, Michal; Otterbring, Tobias; Sigurdsson, Valdimar & K. L. Tan, Lynn (2023). Naturally green, irrationally lean: How background scenery affects calorie judgments. Food Research International. ISSN 0963-9969. 164(February). doi: 10.1016/j.foodres.2022.112339.
• Azevedo, Flavio; Pavlovic, Tomislav; Rego, Gabriel G.; Ay, Fehime Ceren; Gjoneska, Biljana & Etienne, Tom W. [Vis alle 49 forfattere av denne artikkelen] (2023). Social and moral psychology of COVID-19 across 69 countries. Scientific Data. ISSN 2052-4463. 10. doi: 10.1038/s41597-023-02080-8. Fulltekst i vitenarkiv
• Schaerer, Michael; du Plessis, Christilene; Nguyen, My Hoang Bao; van Aert, Robbie C. M; Tiokhin, Leo & Lakens, Daniel [Vis alle 13 forfattere av denne artikkelen] (2023). On the trajectory of discrimination: A meta-analysis and forecasting survey capturing 44 years of field experiments on gender and hiring decisions. Organizational Behavior and Human Decision Processes. ISSN 0749-5978. 179(November). doi: 10.1016/j.obhdp.2023.104280.
• Swami, Viren; Tran, Ulrich S; Stieger, Stefan; Aavik, Toivo; Ranjbar, Hamed Abdollahpour & abedayo, sulaiman [Vis alle 51 forfattere av denne artikkelen] (2023). Body appreciation around the world: Measurement invariance of the Body Appreciation Scale-2 (BAS-2) across 65 nations, 40 languages, gender identities, and age. Body image. ISSN 1740-1445. 46, s. 449–466. doi: 10.1016/j.bodyim.2023.07.010. Fulltekst i vitenarkiv Vis sammendrag

  The Body Appreciation Scale-2 (BAS-2) is a widely used measure of a core facet of the positive body image construct. However, extant research concerning measurement invariance of the BAS-2 across a large number of nations remains limited. Here, we utilised the Body Image in Nature (BINS) dataset – with data collected between 2020 and 2022 – to assess measurement invariance of the BAS-2 across 65 nations, 40 languages, gender identities, and age groups. Multi-group confirmatory factor analysis indicated that full scalar invariance was upheld across all nations, languages, gender identities, and age groups, suggesting that the unidimensional BAS-2 model has widespread applicability. There were large differences across nations and languages in latent body appreciation, while differences across gender identities and age groups were negligible-to-small. Additionally, greater body appreciation was significantly associated with higher life satisfaction, being single (versus being married or in a committed relationship), and greater rurality (versus urbanicity). Across a subset of nations where nation-level data were available, greater body appreciation was also significantly associated with greater cultural distance from the United States and greater relative income inequality. These findings suggest that the BAS-2 likely captures a near-universal conceptualisation of the body appreciation construct, which should facilitate further cross-cultural research.

• Frank, Darius-Aurel & Otterbring, Tobias (2023). Autonomy, Power and the Special Case of Scarcity: Consumer Adoption of Highly Autonomous Artificial Intelligence. British Journal of Management. ISSN 1045-3172. doi: 10.1111/1467-8551.12780.
• Kowal, Marta; Sorokowski, Piotr; Dinić, Bojana M.; Pisanski, Katarzyna; Gjoneska, Biljana & Frederick, David A. [Vis alle 87 forfattere av denne artikkelen] (2023). Validation of the Short Version (TLS-15) of the Triangular Love Scale (TLS-45) across 37 Languages. Archives of Sexual Behavior. ISSN 0004-0002. doi: 10.1007/s10508-023-02702-7. Fulltekst i vitenarkiv Vis sammendrag

  Love is a phenomenon that occurs across the world and affects many aspects of human life, including the choice of, and process of bonding with, a romantic partner. Thus, developing a reliable and valid measure of love experiences is crucial. One of the most popular tools to quantify love is Sternberg’s 45-item Triangular Love Scale (TLS-45), which measures three love components: intimacy, passion, and commitment. However, our literature review reveals that most studies (64%) use a broad variety of shortened versions of the TLS-45. Here, aiming to achieve scientific consensus and improve the reliability, comparability, and generalizability of results across studies, we developed a short version of the scale—the TLS-15—comprised of 15 items with 5-point, rather than 9-point, response scales. In Study 1 (N = 7,332), we re-analyzed secondary data from a large-scale multinational study that validated the original TLS-45 to establish whether the scale could be truncated. In Study 2 (N = 307), we provided evidence for the three-factor structure of the TLS-15 and its reliability. Study 3 (N = 413) confirmed convergent validity and test–retest stability of the TLS-15. Study 4 (N = 60,311) presented a large-scale validation across 37 linguistic versions of the TLS-15 on a cross-cultural sample spanning every continent of the globe. The overall results provide support for the reliability, validity, and cross-cultural invariance of the TLS-15, which can be used as a measure of love components—either separately or jointly as a three-factor measure.

• Ares, Gastón; Natero, Virginia; Gugliucci, Vanessa; Machín, Leandro; Alcaire, Florencia & de León, Carolina [Vis alle 7 forfattere av denne artikkelen] (2023). Health-Washing of Ultraprocessed Products on Instagram: Prevalence and Strategies in an Emerging Market. Journal of Nutrition Education and Behavior. ISSN 1499-4046. 55(11), s. 815–822. doi: 10.1016/j.jneb.2023.09.001. Vis sammendrag

  Objective To evaluate the prevalence of health-related cues as part of the digital marketing of ultraprocessed foods on Instagram among food companies in Uruguay. Methods Cross-sectional exploratory study. All content posted by 118 Instagram accounts of companies promoting ultraprocessed foods in Uruguay over 6 months (from August 2020 to February 2021) was retrieved. The content of 1,893 Instagram posts was coded considering visual and textual cues conveying health-related associations. The number and percentage of posts, including cues within each category and theme, were calculated. Results More than half of all posts contained at least 1 visual or textual cue conveying health-related associations. Three main themes emerged: i) product composition, ii) healthy lifestyle, and iii) health and health benefits. The prevalence of health-related cues differed dramatically across product categories, ranging from 100% to 1.5%. Conclusions and Implications Health-washing constitutes an integral part of the digital marketing of ultraprocessed foods on Instagram in Uruguay. The inclusion of health-related cues can potentially undermine public health efforts targeted at reducing consumption of these foods. These findings suggest that strict and comprehensive regulations on the digital marketing of such products are needed in policies promoting healthy eating habits globally.

• Nyhus, Ellen K.; Frank, Darius Aurel; Krol, Michal & Otterbring, Tobias (2023). Crypto cravings: Gender differences in crypto investment intentions and the mediating roles of financial overconfidence and personality. Psychology & Marketing. ISSN 0742-6046. doi: 10.1002/mar.21921. Vis sammendrag

  Cryptocurrencies have ballooned into a billion-dollar business. To inform regulations aimed at protecting consumers vulnerable to suboptimal financial decisions, we investigate crypto investment intentions as a function of consumer gender, financial overconfidence (greater subjective relative to objective financial knowledge), and the Big Five personality traits. Study 1 (N = 126) found that people believe each Big Five personality trait as well as consumer gender and financial overconfidence to predict consumers' crypto investment intentions. Study 2 (N = 1741) revealed that less than 1 in 10 consumers from a nationally representative sample (Norway) are willing to invest in crypto. However, the proportion of male (vs. female) consumers considering such investments is more than twice as large, with less (vs. more) agreeable and less (vs. more) conscientious, but more (vs. less) open and more (vs. less) financially overconfident consumers also being increasingly inclined to consider crypto investments. Financial overconfidence, agreeableness, and conscientiousness mediate the link between consumer gender and crypto investment intentions. These results hold after accounting for a theoretically relevant confounding factor (financial self-efficacy). Together, this research offers novel implications for marketing theory and practice that help understand the observed gender differences in consumers' crypto investments.

• Otterbring, Tobias; Arsenovic, Jasenko; Samuelsson, Peter; Malodia, Suresh & Dhir, Amandeep (2023). Going the Extra Mile, Now or After a While: The Impact of Employee Proactivity in Retail Service Encounters on Customers’ Shopping Responses. British Journal of Management. ISSN 1045-3172. doi: 10.1111/1467-8551.12765. Fulltekst i vitenarkiv Vis sammendrag

  Employee proactivity has been discussed as a key predictor of firm success and organizational performance. However, previous proactivity research has rarely focused on customers, and the few available proactivity studies from retail settings are either cross-sectional, solely based on subjective outcomes (e.g. customer satisfaction) or restricted to aggregated data of objective outcomes (e.g. profits per store). We investigate the causal effect of employee proactivity in retail service encounters on customers’ actual purchase behaviour and satisfaction ratings at the fine-grained level of individual customers. By integrating theories on social perception with prior proactivity findings, we find that employee proactivity positively predicts customers’ shopping responses. This finding extends from correlational to experimental designs across sample types and paradigms, is replicated in actual retail settings, and is mediated by customers’ perceptions of employee warmth and competence. Furthermore, the effect generalizes across several focal outcomes, including behavioural variables (spending and purchase likelihood), and is moderated by the time to employee-initiated contact in a way that goes against customers’ own beliefs. In sum, the present research quantifies the financial consequences of employee proactivity and indicates that in ordinary retail service encounters, high proactivity can compensate for delays, thus counteracting the aversive aspects of waiting.

• Ares, Gastón; Alcaire, Florencia; Antúnez, Lucía; Natero, Virginia; de León, Carolina & Gugliucci, Vanessa [Vis alle 8 forfattere av denne artikkelen] (2023). Exposure effects to unfamiliar food advertisements on YouTube: A randomized controlled trial among adolescents. Food Quality and Preference. ISSN 0950-3293. 111. doi: 10.1016/j.foodqual.2023.104983. Vis sammendrag

  Despite the societal relevance of the topic, experimental evidence on the effects of digital food marketing on adolescents' food attitudes and choice behavior remains relatively scarce. Drawing on the logic model explaining the influence of marketing on health-related responses, the current between-subjects experiment sought to (i) evaluate the effects of exposure to unfamiliar food advertisements on YouTube with respect to adolescents' advertisement and brand recall, brand recognition, attitudes, and food choice in a hypothetical scenario; and (ii) compare the effect of exposure to advertisements promoting healthy (vs. unhealthy) food. Uruguayan adolescents (N = 433; 51% female) were randomly assigned to one of four experimental groups: a control group not exposed to any advertisement, a non-food group exposed to a clothing advertisement, an unhealthy food group exposed to an advertisement promoting a burger, and a healthy food group exposed to an advertisement promoting a salad. Following exposure to the advertisement, participants provided responses linked to advertisement and brand recall, brand recognition, attitudes, and food choice. The findings revealed that the largest effects of exposure to food advertisements emerged for advertisement recall and brand recognition (i.e., the most proximal steps in the logic model). Further, the burger advertisement was more easily recalled than the salad and the non-food advertisements, presumably due to its higher reward value. The effects of the food advertisements on brand attitudes and food choices were more inconclusive, although participants’ sex and frequency of burger consumption consistently moderated the impact of ad exposure on these outcomes, through mainly influencing males and adolescents who consumed burgers more frequently. Together, these results contribute to the literature on the effects of digital marketing by providing causal evidence for the role of advertisement exposure on adolescents’ advertisement and brand recall, brand recognition, brand attitudes, and choice behavior.

• Elbæk, Christian T.; Mitkidis, Panagiotis; Aarøe, Lene & Otterbring, Tobias (2023). Subjective socioeconomic status and income inequality are associated with self-reported morality across 67 countries. Nature Communications. ISSN 2041-1723. 14. doi: 10.1038/s41467-023-41007-0. Fulltekst i vitenarkiv Vis sammendrag

  Individuals can experience a lack of economic resources compared to others, which we refer to as subjective experiences of economic scarcity. While such experiences have been shown to shift cognitive focus, attention, and decision-making, their association with human morality remains debated. We conduct a comprehensive investigation of the relationship between subjective experiences of economic scarcity, as indexed by low subjective socioeconomic status at the individual level, and income inequality at the national level, and various self-reported measures linked to morality. In a pre-registered study, we analyze data from a large, cross-national survey (N = 50,396 across 67 countries) allowing us to address limitations related to cross-cultural generalizability and measurement validity in prior research. Our findings demonstrate that low subjective socioeconomic status at the individual level, and income inequality at the national level, are associated with higher levels of moral identity, higher morality-as-cooperation, a larger moral circle, and increased prosocial intentions. These results appear robust to several advanced control analyses. Finally, exploratory analyses indicate that observed income inequality at the national level is not a statistically significant moderator of the associations between subjective socioeconomic status and the included measures of morality. These findings have theoretical and practical implications for understanding human morality under experiences of resource scarcity.

• Otterbring, Tobias; Rolschau, Kristian & Folwarczny, Michał (2023). Cash—Walk the line: Examining the impact of payment method on consumers' beer choices. Journal of sensory studies. ISSN 0887-8250. 38(5). doi: 10.1111/joss.12861. Fulltekst i vitenarkiv Vis sammendrag

  Previous research has revealed that consumers spend less (more) money when paying through cash (credit card). This effect has been attributed to the pain of paying, which is higher (lower) in the case of cash (credit card) payments. We tested the pain-of-paying phenomenon at a bar and collected objective data on almost 1000 beer transactions, including information about the size of the beer consumed (small vs. large), the price paid per beer, the style of the beer, and consumers' payment method (cash vs. credit card). Consumers paying with cash (vs. credit card) spent less money per beer and were less inclined to choose large (vs. small) beers, with the payment method effect on money spent mediated by the size of the purchased beer. Moreover, those paying with cash (vs. credit card) were more inclined to choose dark beers, whereas their probability of purchasing India Pale Ales (IPAs) was directionally lower.Practical ApplicationsGiven our findings that payment method seems to influence alcohol consumption, these results should have important implications for bar and restaurant managers as well as for interventions aimed at mitigating consumer overspending on alcoholic beverages. Specifically, our findings align with research suggesting that card payments promote less healthy and more impulsive choices than cash payments. Excessive alcohol consumption is associated with numerous psychophysiological problems, whereas developing social ties, which is common among craft beer enthusiasts, reduces stress levels and improves mental health. Therefore, a reasonable compromise seems to be that policymakers recommend cash payments for alcoholic beverages to maximize social network development while minimizing the risk of excessive alcohol consumption. The result that consumers who paid with cash (vs. credit card) were more prone to purchase dark beers but slightly less likely to buy IPAs warrants further investigation.

• Otterbring, Tobias (2023). Stereotypes, same-sex struggles, and sustainable shopping: intrasexual competition mediates sex differences in green consumption values. Baltic Journal of Management. ISSN 1746-5265. 18(4), s. 450–473. doi: 10.1108/BJM-10-2022-0379. Vis sammendrag

  Purpose The present study aimed to investigate whether male consumers report weaker green consumption values than their female counterparts, and whether such a presumed sex difference, at least in part, can be explained by different levels of intrasexual competition. In other words, the study tested the notion that intrasexual competition acts as a psychological mechanism explaining why male (vs female) consumers are sometimes less prone to prefer and purchase sustainable goods, with their higher tendency to compete with same-sex rivals making them less likely to engage in green consumption. Design/methodology/approach The study was based on a large cross-sectional survey, in which a final sample of 1,382 participants (823 female and 559 male) provided complete responses on well-validated scales measuring intrasexual competition and green consumption values. The large sample size implies that even small effect sizes could be detected with high statistical power. The data were analyzed using a series of Mann–Whitney U tests to compare the responses made by male and female participants. Subsequently, multiple linear regressions as well as regression-based mediation and moderation analyses were performed with control variables added to show robustness of the results, test the proposed chain of events, and demonstrate generalizability. Findings Male (vs female) participants expressed significantly higher levels of intrasexual competition both generally and on the two subdimensions corresponding to superiority striving and inferiority irritation. Further, they were slightly less inclined to express green consumption values. Importantly, the sex difference in green consumption values was mediated by inferiority irritation as well as the entire intrasexual competition scale but not by superiority striving. Thus, men's inferiority irritation, in particular, and their more pronounced propensity to compete with same-sex rivals, in general, drove them away from green consumption, whereas women's weaker willingness to compete with same-sex rivals instead increased their inclination of “going green.” Originality/value Drawing on findings from the domains of competitiveness and gender stereotypes, the current research demonstrates a novel mechanism through which green consumption responses can be understood. Specifically, this study provides empirical evidence for the mediating role of intrasexual competition, especially regarding the more negatively charged subdimension of inferiority irritation, in explaining why male and female consumers may differ in terms of their green consumption values. The present research also contributes to the literature by questioning the unidimensional structure of the intrasexual competition scale and showing that the negative (vs positive) subdimension of this scale is more influential in explaining sex-differentiated patterns in consumers' green consumption values, thereby supporting the notion that “bad is stronger than good.”

• Gasiorowska, Agata; Folwarczny, Michał; Tan, Lynn K. L. & Otterbring, Tobias (2023). Delicate dining with a date and burger binging with buddies: impression management across social settings and consumers’ preferences for masculine or feminine foods. Frontiers in Nutrition. ISSN 2296-861X. 10. doi: 10.3389/fnut.2023.1127409. Fulltekst i vitenarkiv Vis sammendrag

  Consumers often use their food choices as an impression management strategy to signal desirable aspects about themselves to others, especially in public places like restaurants and cafeterias, where the presence of others can promote certain consumption choices and preference patterns. In mating contexts, people prefer gender-typical traits and characteristics in a potential partner. Food options can also be classified according to their gender typicality, with certain alternatives perceived as feminine (e.g., salad, seafood) and with other options perceived as more masculine (e.g., steak, burger). Drawing on impression management theories from the drinking and dining domain and literature on sex differences in human mate preferences, we present a high-powered experiment investigating whether consumers’ preferences for masculine or feminine foods depend on the social setting in which the food consumption takes place: dining with an attractive date (mating) or meeting and eating with friends (non-mating). Participants (N = 162, 46.9% females, 53.1% males; age M = 41.8  years, SD = 14.5) were randomly assigned to one of the two experimental conditions (mating vs. non-mating) and were asked to indicate their food preferences for 15 dishes that differed markedly in perceived femininity/masculinity. Consistent with our theorizing, females (males) generally had a stronger preference for foods perceived as more feminine (masculine), thereby supporting the gender-typicality thesis at the aggregate level. Furthermore, females in the mating condition—but not females in the non-mating condition—reported significantly stronger preferences for more feminine food alternatives. However, in direct contrast to our theorizing, males preferred more masculine meals in the non-mating condition (i.e., when dining with friends), whereas this gender-typical tendency did not emerge in the mating condition (i.e., when dining with an attractive date). We discuss the theoretical and practical implications of these findings and present a set of fruitful avenues for future research.

• Ares, Gaston; Alcaire, Florencia; Gugliucci, Vanessa; Machín, Leandro; de León, Carolina & Natero, Virginia [Vis alle 7 forfattere av denne artikkelen] (2023). Colorful candy, teen vibes and cool memes: prevalence and content of Instagram posts featuring ultra-processed products targeted at adolescents. European Journal of Marketing. ISSN 0309-0566. doi: 10.1108/EJM-12-2022-0899.
• Frank, Darius-Aurel; Jacobsen, Lina Fogt; Søndergaard, Helle Alsted & Otterbring, Tobias (2023). In companies we trust: consumer adoption of artificial intelligence services and the role of trust in companies and AI autonomy. Information Technology and People. ISSN 0959-3845. 36(8), s. 155–173. doi: 10.1108/ITP-09-2022-0721.
• Christensen, Jacob Dalgaard; Otterbring, Tobias & Lagerkvist, Carl-Johan (2023). Smaller prize, bigger size? Exploring the impact of money on men’s self-reported markers of masculinity. Frontiers in Psychology. ISSN 1664-1078. 14. doi: 10.3389/fpsyg.2023.1105423. Fulltekst i vitenarkiv Vis sammendrag

  Bodily markers, often self-reported, are frequently used in research to predict a variety of outcomes. The present study examined whether men, at the aggregate level, would overestimate certain bodily markers linked to masculinity, and if so, to what extent. Furthermore, the study explored whether the amount of monetary rewards distributed to male participants would influence the obtained data quality. Men from two participant pools were asked to self-report a series of bodily measures. All selfreport measures except weight were consistently found to be above the population mean (height and penis size) or the scale midpoint (athleticism). Additionally, the participant pool that received the lower (vs. higher) monetary reward showed a particularly powerful deviation from the population mean in penis size and were significantly more likely to report their erect and flaccid penis size to be larger than the claimed but not verified world record of 34 cm. These findings indicate that studies relying on men’s self-reported measures of certain body parts should be interpreted with great caution, but that higher monetary rewards seem to improve data quality slightly for such measures.

• Grossmann, Igor; Rotella, Amanda; Hutcherson, Cendri A.; Sharpinskyi, Konstantyn; Varnum, Michael E. W. & Achter, Sebastian [Vis alle 139 forfattere av denne artikkelen] (2023). Insights into the accuracy of social scientists’ forecasts of societal change. Nature Human Behaviour. ISSN 2397-3374. 7, s. 484–501. doi: 10.1038/s41562-022-01517-1. Fulltekst i vitenarkiv Vis sammendrag

  How well can social scientists predict societal change, and what processes underlie their predictions? To answer these questions, we ran two forecasting tournaments testing the accuracy of predictions of societal change in domains commonly studied in the social sciences: ideological preferences, political polarization, life satisfaction, sentiment on social media, and gender–career and racial bias. After we provided them with historical trend data on the relevant domain, social scientists submitted pre-registered monthly forecasts for a year (Tournament 1; N = 86 teams and 359 forecasts), with an opportunity to update forecasts on the basis of new data six months later (Tournament 2; N = 120 teams and 546 forecasts). Benchmarking forecasting accuracy revealed that social scientists’ forecasts were on average no more accurate than those of simple statistical models (historical means, random walks or linear regressions) or the aggregate forecasts of a sample from the general public (N = 802). However, scientists were more accurate if they had scientific expertise in a prediction domain, were interdisciplinary, used simpler models and based predictions on prior data.

• Frank, Darius-Aurel & Otterbring, Tobias (2023). Being seen… by human or machine? Acknowledgment effects on customer responses differ between human and robotic service workers. Technological Forecasting and Social Change. ISSN 0040-1625. 189. doi: 10.1016/j.techfore.2023.122345. Vis sammendrag

  Intelligent machines are steadily replacing human workforce in retail and service. Although customers' short-term responses toward service robots are well understood, little is known about the potential long-term effects of replacing humans with robots in these settings. Drawing on social perception theory, the Stimulus–Organism–Response (SOR) model, and speciesism theory, the current research examines whether and how human and robotic service workers influence customers' loyalty responses depending on whether these living and nonliving entities acknowledge customers. Across three experiments and a series of different shopping settings (N = 1541), we expose customers to human (vs. robotic) service workers who do (vs. do not) acknowledge them through eye contact. A human (vs. robotic) acknowledgment was found to result in significantly more favorable loyalty responses; an effect mediated by the perceived warmth and, to a lesser extent, the perceived competence of the service workers. These findings hold across embarrassing (e.g., shopping for lingerie or sex toys) and non-embarrassing (e.g., shopping for shoes) settings, offering generalizable insights for managers and scholars concerned with the outcomes of implementing innovative human-centric technologies in various consumption contexts.

• Folwarczny, Michał; Larsen, Nils Magne; Otterbring, Tobias; Gasiorowska, Agata & Sigurdsson, Valdimar (2023). Viral Viruses and Modified Mobility: Cyberspace Disease Salience Predicts Human Movement Patterns. Journal of Sustainable Marketing. 4(1), s. 110–127. doi: 10.51300/JSM-2023-83. Fulltekst i vitenarkiv Vis sammendrag

  Humans have a motivational system that influences cognition and behavior to minimize the risk of contact with pathogens. This research examines the relationship between cyberspace disease salience and mobility behavior at the macro and micro levels. Across two studies, we predict and find that people adjust their mobility behavior to minimize the risk of close physical contact with strangers when cyberspace disease salience is high (vs. low). In Study 1, we analyze hourly sales data from five grocery stores and find that when cyberspace disease salience is high (vs. low), consumers spend 28% more money on each shopping trip and grocery stores sell 10% more items per hour despite 10% fewer shoppers per hour. Further, in Study 2, we test the generalizability of these results by analyzing the Google Community Mobility Reports. Here we find that high (vs. low) cyberspace disease salience is associated with an overall decrease in mobility in contexts where the risk of close contact with strangers is high—but not low. We discuss these findings in the context of sustainable consumer (mobility) behavior.

• Otterbring, Tobias; Borgen, Christine Sundgot; Bratland-Sanda, Solfrid & Trangsrud, Lise Katrine Jepsen (2023). Siblings, shopping, and sustainability: Birth-order differences in green consumption. Frontiers in Psychology. ISSN 1664-1078. 14. doi: 10.3389/fpsyg.2023.1105072. Fulltekst i vitenarkiv Vis sammendrag

  Several studies have examined the role of birth order in shaping human personality, but fewer have tested this variable in relation to other pressing issues. We conducted a birth-order study on green consumption, which enabled us to detect a small-to-moderate effect size equivalent to r = 0.15 or d = 0.30 with sufficient statistical power (N = 335). To capture green consumption, participants indicated their tendency to express the value of environmental protection through purchases and consumption behaviors. Firstborns (vs. laterborns) consistently expressed lower concerns linked to environmental protection in their purchase patterns. While the effect size of this finding was small-to-moderate by conventional standards and in direct contrast to the findings from a recent article on the same topic, these results could still be informative to address challenges associated with climate change considering the number of individuals with siblings in the world and the ease with which birth-order data can be collected.

• Ares, Gastón; Antúnez, Lucía; Curutchet, María Rosa; Galicia, Luis; Natero, Virginia & Giménez, Ana [Vis alle 7 forfattere av denne artikkelen] (2023). Qualitative exploration of the reasons for not using nutritional warnings after policy implementation in Uruguay. Health Promotion International. ISSN 0957-4824. 38(1). doi: 10.1093/heapro/daac174. Vis sammendrag

  Nutritional warnings have gained popularity, particularly in the region of the Americas, to facilitate the identification of products with excessive content of nutrients associated with non-communicable diseases and encourage healthier food choices. Although warnings have been shown to be effective, an in-depth understanding of the reasons why some consumers do not use them is still lacking. The aim of the present work was to explore self-reported use of nutritional warnings and to identify the reasons for not considering nutritional warnings for making food purchase decisions after policy implementation in Uruguay. A non-probabilistic sample of 858 Uruguayan participants was recruited using an advertisement on Facebook and Instagram. Through an online survey, self-reported use of nutritional warnings was asked using a closed-open ended questions. Participants who reported not considering warnings to make their purchase decisions were asked to explain the reasons why using an open-ended question. Responses were analysed using deductive coding, based on the Behavioural Drivers Model. Thirty seven percent of the participants stated that the warnings had not influenced their purchase decisions. Motives for not being influenced by the warnings were related to lack of interest, attitudes, lack of perceived self-efficacy, cognitive biases and limited rationality when making purchase decisions. In addition, structural barriers, such as availability, cost and trust in the food industry also emerged from participants’ responses. Strategies to encourage the use of warnings should include communication campaigns and policies to address structural barriers related to the perceived availability and affordability of healthy foods.

• Folwarczny, Michał; Otterbring, Tobias & Ares, Gastón (2023). Sustainable food choices as an impression management strategy. Current Opinion in Food Science. ISSN 2214-7993. 49. doi: 10.1016/j.cofs.2022.100969. Vis sammendrag

  Although living standards in certain parts of the world have improved significantly in recent decades, these improvements have often been accompanied by environmental degradation that poses health risks to millions of people. Sustainable food choices play a critical role in addressing these environmental challenges. The current review summarizes how sustainable food choices are used as an impression management action aimed at projecting a desirable image of oneself to others. We show how three distinct factors — status striving, group cooperation, and the desire to attract a partner — influence the use of sustainable food as an impression management tactic. The review concludes by highlighting several future research directions based on recent research on related topics.

• Gugliucci, Vanessa; Machín, Leandro; Alcaire, Florencia; Otterbring, Tobias; de León, Carolina & Natero, Virginia [Vis alle 7 forfattere av denne artikkelen] (2023). The content of Instagram posts featuring ultra-processed products through the lens of the heuristic-systematic model. Appetite. ISSN 0195-6663. 181. doi: 10.1016/j.appet.2022.106393. Vis sammendrag

  Digital marketing has seen a rapid rise in the last decade as a consequence of the increased popularity of social media. However, few studies so far have analyzed the prevalence and persuasive power of digital marketing of ultra-processed products. The present study aimed at: (i) analyzing the content of Instagram posts of ultra-processed products through the lens of the heuristic-systematic model, and (ii) evaluating the influence of the content of the posts on user interactions. A search for Instagram accounts of ultra-processed products was performed using a master list of products commercialized in the two most popular online supermarkets in Uruguay. For each of the identified Instagram accounts, all the content posted in a 6-month period was recorded (August 15th, 2020 to February 15th, 2021). The posts were analyzed using content analysis based on inductive coding, and gradient boosting models (GBMs) were used to address the second study objective. A total of 2178 Instagram posts promoting specific ultra-processed products or brands were identified. The posts included a diverse set of cues to trigger both systematic and heuristic processing. References to the pleasure derived from product consumption as well as health-related cues were most prevalent. The GBM showed that references to contests and raffles and invitations to interact encouraged users to engage with the posts through posting comments. Taken together, results stress the need to implement comprehensive regulatory approaches to reduce exposure to and the power of digital marketing of ultra-processed products given the harmful health-related consequences associated with excessive consumption of such products.

• Otterbring, Tobias; Folwarczny, Michał & Gidlöf, Kerstin (2023). Hunger effects on option quality for hedonic and utilitarian food products. Food Quality and Preference. ISSN 0950-3293. 103. doi: 10.1016/j.foodqual.2022.104693. Vis sammendrag

  Multiple studies have examined the extent to which consumers’ hunger levels predict their food choices and preference patterns. These investigations often involve making binary choices between hedonic foods (e.g., ice cream) that primarily serve to provide sensory pleasure, and utilitarian foods (e.g., bread) that mainly fulfill functional purposes. However, most consumers entering a grocery store are not restricted to solely selecting either hedonic or utilitarian foods. Rather, they typically choose both hedonic and utilitarian food options. Moreover, little is known about the effects of hunger on consumers’ option quality (i.e., the degree of match between actual food choices and stated preferences) or their cognitive performance in food contexts. To address these gaps, the current study explored (1) whether experimentally induced hunger (vs. satiation) influences the option quality of consumers’ chosen food items; (2) whether this potential interplay is contingent on the food category (hedonic vs. utilitarian); and (3) whether hungry (vs. satiated) consumers’ performance may differ on cognitively challenging tasks. The results revealed that hunger did not lead to a generalized decrease in consumers’ option quality. However, option quality was inferior for utilitarian—but not hedonic—foods among hungry consumers, whereas no such differences were found for satiated consumers. Hungry (vs. satiated) consumers also performed significantly worse on cognitively demanding tasks, underscoring the far-reaching consequences of hunger on consumers’ decision-making. Further research should test the generalizability of these results in ecologically valid settings, such as in actual supermarkets.

• Pavlović, Tomislav; Azevedo, Flavio; De, Koustav; Riaño-Moreno, Julián C.; Maglić, Marina & Otterbring, Anders Emil Tobias [Vis alle 7 forfattere av denne artikkelen] (2022). Predicting attitudinal and behavioral responses to COVID-19 pandemic using machine learning. PNAS Nexus. ISSN 2752-6542.
• Delios, Andrew; Clemente, Elena Giulia; Wu, Tao; Tan, Hongbin; Domenico, Michael Gordon & Otterbring, Anders Emil Tobias [Vis alle 7 forfattere av denne artikkelen] (2022). Examining the generalizability of research findings from archival data. Proceedings of the National Academy of Sciences of the United States of America. ISSN 0027-8424. 119(30). doi: 10.1073/pnas.2120377119. Fulltekst i vitenarkiv
• Sundgot-Borgen, Christine; Trangsrud, Lise Katrine Jepsen; Otterbring, Anders Emil Tobias & Bratland-Sanda, Solfrid (2022). Hiking, indoor biking, and body liking: a cross-sectional study examining the link between physical activity arenas and adults’ body appreciation. Journal of Eating Disorders. ISSN 2050-2974. 10. doi: 10.1186/s40337-022-00705-8. Fulltekst i vitenarkiv Vis sammendrag

  Background Body appreciation might serve as a protective factor for developing eating disorders and is associated with participation in physical activity. Less is known about whether various arenas for physical activity may be linked to body appreciation. Therefore, the current study sought to (1) identify potential associations between physical activity level and arenas for physical activity, connectedness with nature, self-compassion, and body appreciation in adults, and (2) explore physical activity level and arenas, connectedness with nature, and self-compassion as explanatory factors for body appreciation. Methods A total of 360 adult Norwegian inhabitants (75% women, mean (SD) age 42.58 (12.30) yrs) responded to an online questionnaire. Instruments included the Body Appreciation Scale, the Connectedness with Nature Scale, and the Self-Compassion Scale. Results The percentage of participants who engaged in various physical activity arenas were 98.5% for nature, 57.5% for fitness centers, and 43.0% for organized sports. Small, positive associations were found between body appreciation and the frequency of using fitness centers and nature as physical activity arenas. Self-compassion, connectedness with nature, and frequency of using fitness centers and nature as physical activity arenas explained 39% of the variance in body appreciation. Discussion The importance of both fitness centers and nature as arenas for physical activity to explain body appreciation was surprising and might reflect different use of fitness centers among adults compared to younger age groups. Conclusion Physical activity at fitness centers and in nature were positively associated with body appreciation in adults. Self-compassion, connectedness with nature, and using fitness centers and nature as arenas for physical activity, were found to explain variation in body appreciation in adults.

• Otterbring, Anders Emil Tobias; Samuelsson, Peter; Arsenovic, Jasenko; Elbæk, Christian T. & Folwarczny, Michał (2022). Shortsighted sales or long-lasting loyalty? The impact of salesperson-customer proximity on consumer responses and the beauty of bodily boundaries. European Journal of Marketing. ISSN 0309-0566. doi: 10.1108/EJM-04-2022-0250.
• Siepelmeyer, Henrik & Otterbring, Anders Emil Tobias (2022). Citizen Coherence and Cultivated Cleanliness: Using Technology-Induced Social Norms to Strengthen Sustainable Household Bonds. Frontiers in Sustainability. 3. doi: 10.3389/frsus.2022.899938. Fulltekst i vitenarkiv Vis sammendrag

  Social identity and social capital are critical to human well-being and sustainable development. However, existing research on sustainable behavior typically treats these factors merely as taken-for-granted preconditions to environmental protection. This paper argues that they can also be direct outcomes of environment-oriented efforts, thus becoming drivers of sustainable societies. As part of a larger research project on household recycling and waste behavior, the authors assess and compare perceived social identity and social capital of residents in a multi-family residential dwelling in Sweden before (N = 66) and after (N = 18) exposure to a social norm-based intervention delivered through a smartphone app. Reported levels of social identity and social capital were higher after (vs. before) the intervention, both compared to participants' own previous measurement and a control group. Together, the current research offers a novel perspective on technology-enabled social norms. Specifically, such norms may not only create sustainable responses immediately, but may also play a pivotal role in shaping more sustainable communities in the long run. Future studies are needed to elucidate the specific psychological mechanisms driving the observed effects and shed further light on whether, when, and why social norms may foster sustainable responses with a clear social connotation.

• Otterbring, Anders Emil Tobias; Elbæk, Christian T. & Lu, Chaoren (2022). Can Digit Ratio and Gender Identity Predict Preferences for Consumption Options With a Distinct Gender Image? Frontiers in Psychology. ISSN 1664-1078. 13. doi: 10.3389/fpsyg.2022.923709. Fulltekst i vitenarkiv
• Kowal, Marta; Sorokowski, Piotr; Pisanski, Katarzyna; Valentova, Jaroslava Varella; Varella, Marco A. C. & Frederick, David A. [Vis alle 78 forfattere av denne artikkelen] (2022). Predictors of enhancing human physical attractiveness: Data from 93 countries. Evolution and human behavior. ISSN 1090-5138. 43(6), s. 455–474. doi: 10.1016/j.evolhumbehav.2022.08.003. Fulltekst i vitenarkiv
• Ares, Gastón; Antúnez, Lucía; de León, Carolina; Alcaire, Florencia; Vidal, Leticia & Natero, Virginia [Vis alle 7 forfattere av denne artikkelen] (2022). ‘Even if you don't pay attention to it, you know it's there’: A qualitative exploration of adolescents' experiences with digital food marketing. Appetite. ISSN 0195-6663. 176. doi: 10.1016/j.appet.2022.106128. Vis sammendrag

  Adolescents are particularly vulnerable to digital food marketing. However, research on adolescents’ recall, awareness, and opinions of this type of marketing is still scarce. Accordingly, the present study aimed to conduct an in-depth examination of adolescents’ experiences with digital food marketing. A convenience sample of 209 adolescents was recruited at two private educational institutions and a public health facility in Montevideo, the capital city of Uruguay. Semi-structured group interviews were conducted, recorded in audio and transcribed. The transcripts were analyzed using content analysis based on a deductive-inductive approach. Results showed that participants were highly exposed to digital food marketing, as they all remembered having seen adver- tisements, with those of fast-food restaurants and food-ordering apps being the most frequently mentioned. According to the adolescents’ accounts, images, colors, music, oversized portions, product novelty, price pro- motions and celebrities were the most memorable aspects of food advertisements. Participants recognized the effect of advertisements on product awareness and wanting, and, to a lesser extent, on actual purchase and consumption behavior. Factors that were thought to mediate the impact of digital marketing on food choice were also identified. In the final part of the interviews, participants proposed strategies to reduce the effect of digital marketing on their food choices, which included both regulatory approaches to reduce exposure to digital marketing of unhealthy foods and behavior change communication. Together, the current findings provide in- sights for the development of multifaceted strategies to reduce the effects of digital food marketing on the eating habits of adolescents.

• Pérez, Lucía; Antúnez, Lucía; Otterbring, Anders Emil Tobias & Ares, Gastón (2022). The impact of nutritional warnings on the mental associations raised by advertisements featuring ultra-processed food products. Food Quality and Preference. ISSN 0950-3293. 101. doi: 10.1016/j.foodqual.2022.104648. Vis sammendrag

  Governments worldwide are increasingly mandating the inclusion of graphic and textual warnings on the packages and advertisements of processed products with high content of nutrients associated with non-communicable diseases (NCDs). The aim of the present study was to assess the impact of nutritional warnings on the mental associations raised by advertisements featuring ultra-processed products. An online experiment was performed with a convenience sample of 380 Uruguayan participants. Participants were exposed to either control advertisements or advertisements featuring black octagonal nutritional warnings. Right after watching the advertisements, they were asked to complete a word association task. Responses were grouped into 20 categories following inductive coding. A generalized linear model was used to assess the effect of experimental condition on the likelihood of providing responses within each of the identified categories. Participants exposed to the advertisements with (vs. without) warnings were more likely to provide responses related to NCDs or nutritional warnings. Meanwhile, no significant differences were found in the frequency of mention of categories related to sensory, hedonic, emotional, or social aspects linked to consuming the products between participants exposed to advertisements with and without warnings. These results suggest that nutritional warnings may be a promising strategy to make consumers aware of the nutritional characteristics of ultra-processed products without affecting the ability of advertisements to convey their intended message.

• Otterbring, Anders Emil Tobias (2022). Physical proximity as pleasure or pain? A critical review of employee–customer proximity in sales and services settings. Journal of Financial Services Marketing. ISSN 1363-0539. doi: 10.1057/s41264-021-00131-y. Vis sammendrag

  This paper presents a critical review of published findings pertaining to the physical proximity between employees and customers in various sales and service settings. Following an overview of this stream of research, reflections are then offered on how the concepts of personal space and physical proximity may have changed in terms of their financial and well-being-related effects as a function of the COVID-19 pandemic. Due to the risk of infection in interpersonal interactions, and despite the affiliative aspects associated with physical proximity, recent recipes for success—as advocated by academics—may eventually have a negative impact on multiple crucial metrics in a post-pandemic world, such that employees’ physical proximity to customers may soon come with a wide array of costly consequences. The article concludes with a set of future research directions.

• Elbæk, Christian T.; Mitkidis, Panagiotis; Aarøe, Lene & Otterbring, Anders Emil Tobias (2022). Honestly hungry: Acute hunger does not increase unethical economic behaviour. Journal of Experimental Social Psychology. ISSN 0022-1031. 101. doi: 10.1016/j.jesp.2022.104312. Vis sammendrag

  Acute hunger leads to self-protective behaviour, where people keep resources to themselves. However, little is known about whether acute hunger influences individuals' inclination to engage in unethical behaviour for direct monetary gains. Past research in moral psychology has found that people are less likely to cheat for monetary than non-monetary gains. Integrating research on scarcity into the study of unethical economic behaviour, we predicted that acute hunger increases cheating for monetary gains. We further predicted that this effect is moderated by childhood socioeconomic status, trait self-control, and moral identity. We tested these predictions in a well-powered laboratory experiment where we manipulated acute physiological hunger as indexed by blood glucose levels and obtained a validated behavioural measure of cheating for direct monetary gains. Contrary to our predictions, our results show that acute physiological hunger as indexed by blood glucose levels does not increase (or decrease) the propensity to engage in unethical economic behaviour and that neither childhood socioeconomic status nor trait self-control or moral identity moderate this relationship. These findings advance scientific understanding of whether experiences of scarcity shape moral judgment and decision-making.

• Folwarczny, Michal; Otterbring, Anders Emil Tobias; Sigurdsson, Valdimar & Gasiorowska, Agata (2022). Seasonal cues to food scarcity and calorie cravings: Winter cues elicit preferences for energy-dense foods. Food Quality and Preference. ISSN 0950-3293. 96. doi: 10.1016/j.foodqual.2021.104379. Vis sammendrag

  Winter cues signal a scarcity of food. Birds and mammals respond to such environmental cues by consuming more energy. They convert this surplus into body fat that serves as a buffer against impending food shortages. Similarly, humans exhibit higher obesity rates among food-insecure populations. However, to date, it has been unclear whether winter cues qualitatively affect consumers’ food preferences. Results from five studies ( = 865), with one of them preregistered, show that watching videos depicting winter cues elicits thoughts about energy-dense foods and survival. Such cues elicit higher preferences for energy-dense than low-calorie foods, as verified by meta-analytic evidence, with this effect likely differing between women and men. Taken together, our results support an evolutionary account postulating that humans have developed sex-specific responses to perceivable cues of food scarcity. As a result, winter cues induce people to favor products they deem higher in calories. Given the importance of limiting energy-dense food consumption for addressing environmental and public health issues, policymakers and marketers should be aware of this phenomenon when designing public communication campaigns.

• Loebnitz, Natascha; Frank, P. & Otterbring, Anders Emil Tobias (2022). Stairway to organic heaven: The impact of social and temporal distance in print ads. Journal of Business Research. ISSN 0148-2963. 139, s. 1044–1057. doi: 10.1016/j.jbusres.2021.10.020. Vis sammendrag

  Multiple studies employ consumers’ intentions rather than actual purchases when assessing organic food consumption. These studies typically suggest a green bias in organic market share. Employing reactance and construal level theory, this research investigates the impact of one’s social distance to the character depicted in ads (animal vs. human) and the temporal distance (present vs. future) toward organic animal husbandry on consumers’ purchase responses directly; indirectly, as related to the portrayed character; and generally to organic foods. Three 2 (temporal distance: low, high) × 2 (social distance: low, high) between-subjects experiments demonstrate that low social distance depicting humans rather than animals induces psychological reactance, which impedes purchase intentions of organic groceries, whereas ads featuring high social and temporal distance (depicting animals in an ideal future husbandry state) increase consumers’ purchase intentions and actual purchase behavior, even for products with no direct connection to the depicted character in the ads.

• Otterbring, Anders Emil Tobias & Folwarczny, Michal (2022). Firstborns buy better for the greater good: Birth order differences in green consumption values. Personality and Individual Differences. ISSN 0191-8869. 186. doi: 10.1016/j.paid.2021.111353. Fulltekst i vitenarkiv Vis sammendrag

  Despite multiple studies on the role of birth order in shaping human personality, marketing literature has largely neglected its role in shaping consumer behavior. We conducted a high-powered birth-order study on several consumption-related measures (Nmain analyses = 1358), which consistently enabled us to detect effect sizes even smaller than d = 0.20 with a power of 0.90. Participants filled out scales measuring susceptibility to normative interpersonal influence, the need for uniqueness, and the tendency to express the value of environmental protection through purchases and consumption behaviors. At a general level, we did not find any support for the notion that firstborns (vs. laterborns) are more susceptible to normative interpersonal influence or have a lower need for uniqueness. However, we found robust results regarding green consumption values, with firstborns valuing sustainability and proenvironmental consumption more than laterborns. Considering the number of consumers with siblings in the world and bearing in mind the ease with which birth-order data can be collected, these findings may have implications for activities aimed at mitigating climate change. However, the novel nature of our results calls for appropriate caution.

• Van Bavel, Jay J.; Cichocka, Aleksandra; Capraro, V; Sjåstad, Hallgeir; Nezlek, J. B. & Pavlovic, T [Vis alle 256 forfattere av denne artikkelen] (2022). National identity predicts public health support during a global pandemic. Nature Communications. ISSN 2041-1723. 13. doi: 10.1038/s41467-021-27668-9. Fulltekst i vitenarkiv Vis sammendrag

  Changing collective behaviour and supporting non-pharmaceutical interventions is an important component in mitigating virus transmission during a pandemic. In a large international collaboration (Study 1, N = 49,968 across 67 countries), we investigated self-reported factors associated with public health behaviours (e.g., spatial distancing and stricter hygiene) and endorsed public policy interventions (e.g., closing bars and restaurants) during the early stage of the COVID-19 pandemic (April-May 2020). Respondents who reported identifying more strongly with their nation consistently reported greater engagement in public health behaviours and support for public health policies. Results were similar for representative and non-representative national samples. Study 2 (N = 42 countries) conceptually replicated the central finding using aggregate indices of national identity (obtained using the World Values Survey) and a measure of actual behaviour change during the pandemic (obtained from Google mobility reports). Higher levels of national identification prior to the pandemic predicted lower mobility during the early stage of the pandemic (r = −0.40). We discuss the potential implications of links between national identity, leadership, and public health for managing COVID-19 and future pandemics.

• Perkovic, Sonja; Otterbring, Anders Emil Tobias; Schärli, C & Pachur, Thorsten (2022). The perception of food products in adolescents, lay adults, and experts: A psychometric approach. Journal of experimental psychology. Applied. ISSN 1076-898X. 28(3), s. 555–575. doi: 10.1037/xap0000384. Fulltekst i vitenarkiv Vis sammendrag

  Almost 40% of global mortality is attributable to an unhealthy diet, and adolescents and young adults are particularly affected by growing obesity rates. How do (young) people conceptualize and judge the healthiness of foods and how are the judgments embedded in people’s mental representations of the food ecology? We asked respondents to rate a large range of common food products on a diverse set of characteristics and then applied the psychometric paradigm to identify the dimensions structuring people’s mental representations of the foods. Respondents were also asked to rate each food in terms of its healthiness, and we used the foods’ scores on the extracted dimensions to predict the healthiness judgments. We compared three groups of respondents: adolescents, lay adults, and nutrition experts. Naturalness levels (e.g., processing, artificial additives) and cholesterol and protein content emerged as the two central dimensions structuring respondents’ mental representations of the foods. Relative to the other two groups, the adolescents’ representations were less differentiated. Judged food healthiness was determined by multiple factors, but naturalness was the strongest predictor across all groups. Overall, the adolescents’ responses showed considerable heterogeneity, suggesting a lack of solid food knowledge and the need for tailored nutrition education on specific food products and content characteristics.

• Folwarczny, Michal; Otterbring, Anders Emil Tobias; Sigurdsson, Valdimar; Tan, L. K. & Li, Norman P. (2022). Old minds, new marketplaces: How evolved psychological mechanisms trigger mismatched food preferences. Evolutionary Behavioral Sciences. ISSN 2330-2925. 17(1), s. 93–101. doi: 10.1037/ebs0000288. Vis sammendrag

  Principally a result of unhealthy food choices, almost half of adults worldwide are overweight or obese. Current food retail practices bear some responsibility for such public health issues. We argue that numerous attempts to promote healthy eating have been unsuccessful for failing to account for our outdated evolved food selection mechanisms. Building on the evolutionary mismatch hypothesis and contrasting ancestral versus present-day foraging environments, we discuss how marketing activities exploit evolutionarily outdated food preferences and elicit unhealthy food choices for profit maximization at the expense of public health in terms of food consumption. We conclude by explaining how to mitigate this harmful trend by applying the law of law’s leverage to facilitate effective strategies to increase healthy food choices. Notably, we show how evolutionary psychology principles can be used to reconcile competing interests of consumers, retailers, and decision-makers responsible for public health policies.

• Otterbring, Anders Emil Tobias & Festila, Alexandra (2022). Pandemic prevention and personality psychology: Gender differences in preventive health behaviors during COVID-19 and the roles of agreeableness and conscientiousness. Journal of Safety Science and Resilience (JSSR). ISSN 2096-7527. 3(1), s. 87–91. doi: 10.1016/j.jnlssr.2021.11.003. Fulltekst i vitenarkiv
• Arsenovic, Jasenko; Edvardsson, Bo Åke; Otterbring, Anders Emil Tobias & Tronvoll, Bård (2022). Money for nothing: The impact of compensation on customers’ bad-mouthing in service recovery encounters. . Marketing letters. ISSN 0923-0645. doi: 10.1007/s11002-021-09611-6. Fulltekst i vitenarkiv Vis sammendrag

  As one of the retailer’s most potent recovery tactics to ofset disgruntled customers, frms invest heavily in compensation to increase customer satisfaction and improve loyalty. However, the efectiveness of this tactic remains unclear. This study examines whether frm-ofered compensation afects customers’ emotional responses and bad-mouthing behavior (i.e., telling others about a particular problem). Importantly, the study investigates whether the level of collaboration during the recovery encounter moderates the link between compensation and customers’ emotional responses, and whether collaborative eforts infuence the efectiveness of compensation. The fndings indicate that collaboration during the recovery encounter is necessary if compensation is to mitigate negative emotional responses, with downstream efects on bad-mouthing behavior. In confrming the importance of collaboration during recovery encounters, the fndings have critical managerial and fnancial implications.

• Gasiorowska, Agata; Folwarczny, Michal & Otterbring, Anders Emil Tobias (2022). Anxious and status signaling: Examining the link between attachment style and status consumption and the mediating role of materialistic values. Personality and Individual Differences. ISSN 0191-8869. 190. doi: 10.1016/j.paid.2022.111503. Fulltekst i vitenarkiv Vis sammendrag

  Attachment theory has recently been recognized as a potentially fruitful avenue for studying consumer behavior. However, few studies have examined the relationship between attachment styles and consumer preferences. Based on literature suggesting that individuals with an anxious attachment style have a particularly strong need for attention, we conducted two studies with a total sample of over 2000 participants, which tested and found that anxiously attached consumers displayed a higher propensity to purchase status-signaling goods than their counterparts with secure attachment styles. This effect was mediated by materialistic values, such that participants with an anxious attachment style reported the highest materialistic values. Additionally, we found mixed evidence for the relationship between an avoidant attachment style, materialism, and status consumption. Together, these findings highlight the importance of attachment theory in the study of status consumption and offer potential implications for research on social status and related research areas.

• Otterbring, Anders Emil Tobias & Bhatnagar, Roopali (2022). Touch, threats, and transactions: Pandemic influences on consumer responses and the mediating role of touch likelihood when shopping for fruits and vegetables. Food Quality and Preference. ISSN 0950-3293. 97. doi: 10.1016/j.foodqual.2021.104461. Fulltekst i vitenarkiv Vis sammendrag

  The COVID-19 pandemic has influenced consumer behavior in numerous ways. Most of the public health measures have centered around minimizing social contact and physical touch. In the present study, we investigate the impact of such touch restrictions, introduced during the pandemic, on consumers’ shopping responses and payment preferences in the context of a perishable food category amenable to tactile evaluation (fresh fruits and vegetables). The study used a single-factor between-subjects design (during vs. before the COVID-19 pandemic), with the data collected in a scenario-based online experiment from a sample of 729 participants. The results revealed significantly less favorable shopping responses during (vs. before) the pandemic in terms of purchase likelihood, satisfaction levels, and purchase confidence. Touch likelihood mediated the link between pandemic condition and shopping responses, such that participants in the pandemic condition reported a significantly lower touch likelihood of fresh fruits and vegetables than their counterparts in the pre-pandemic condition, which ultimately resulted in less favorable shopping responses. Participants in the pandemic condition also reported a decreased preference for tangible payment options (cash), with a corresponding increase in preferences for contactless payment methods (credit card or mobile payment). These findings contribute to our understanding of whether and how tactile aspects may influence consumers’ shopping responses, offering important implications for retailers and people working in the food industry.

• Otterbring, Anders Emil Tobias; Bhatnagar, Roopali & Folwarczny, Michal (2022). Selecting the special or choosing the common? A high-powered conceptual replication of Kim and Markus’ (1999) pen study. Journal of Social Psychology. ISSN 0022-4545. doi: 10.1080/00224545.2022.2036670. Fulltekst i vitenarkiv
• Otterbring, Tobias; Festila, Alexandra & Folwarczny, Michał (2021). Selfless or Selfish? The impact of message framing and egoistic motivation on narcissists’ compliance with preventive health behaviors during COVID-19. Current Research in Ecological and Social Psychology (CRESP). 2. doi: 10.1016/j.cresp.2021.100023.
• Tierney, Warren; Hardy III, Jay; Ebersole, Charles R; Viganola, Domenico; Clemente, Elena Giulia & Gordon, Michael [Vis alle 25 forfattere av denne artikkelen] (2021). A creative destruction approach to replication: Implicit work and sex morality across cultures. Journal of Experimental Social Psychology. ISSN 0022-1031. 93. doi: 10.1016/j.jesp.2020.104060. Fulltekst i vitenarkiv Vis sammendrag

  How can we maximize what is learned from a replication study? In the creative destruction approach to replication, the original hypothesis is compared not only to the null hypothesis, but also to predictions derived from multiple alternative theoretical accounts of the phenomenon. To this end, new populations and measures are included in the design in addition to the original ones, to help determine which theory best accounts for the results across multiple key outcomes and contexts. The present pre-registered empirical project compared the Implicit Puritanism account of intuitive work and sex morality to theories positing regional, religious, and social class differences; explicit rather than implicit cultural differences in values; self-expression vs. survival values as a key cultural fault line; the general moralization of work; and false positive effects. Contradicting Implicit Puritanism's core theoretical claim of a distinct American work morality, a number of targeted findings replicated across multiple comparison cultures, whereas several failed to replicate in all samples and were identified as likely false positives. No support emerged for theories predicting regional variability and specific individual-differences moderators (religious affiliation, religiosity, and education level). Overall, the results provide evidence that work is intuitively moralized across cultures.

• Otterbring, Anders Emil Tobias; Bodin Danielsson, C. & Pareigis, J. (2021). Office types and workers’ cognitive vs. affective evaluations from a noise perspective. Journal of Managerial Psychology. ISSN 0268-3946.
• Gidlöf, Kerstin; Aschemann-Witzel, J.; Ares, G. & Otterbring, Anders Emil Tobias (2021). Give us today our daily bread: The effect of hunger on consumers’ visual attention towards bread and the role of time orientation. Food Quality and Preference. ISSN 0950-3293.
• Otterbring, Anders Emil Tobias; Festila, Alexandra & Folwarczny, Michal (2021). Replication and extension of framing effects to compliance with health behaviors during pandemics. Safety Science. ISSN 0925-7535.
• Otterbring, Anders Emil Tobias (2021). Evolutionary psychology in marketing: Deep, debated, but fancier with fieldwork. Psychology & Marketing. ISSN 0742-6046.
• Otterbring, Anders Emil Tobias; Elbæk, Christian T. & Lu, Chaouren (2021). Masculine (low) digit ratios predict masculine food choices in hungry consumers. Food Quality and Preference. ISSN 0950-3293.
• Otterbring, Anders Emil Tobias; Festila, Alexandra & Folwarczny, Michal (2021). Self-isolation for the self-centered: Negative framing increases narcissists’ willingness to self-isolate during COVID-19 through higher response efficacy. Personality and Individual Differences. ISSN 0191-8869.
• Bar, Amit & Otterbring, Anders Emil Tobias (2021). The role of culture and personality traits in board game habits and attitudes: Cross-cultural comparison between Denmark, Germany, and USA. Journal of Retailing and Consumer Services. ISSN 0969-6989.
• Folwarczny, Michal; Christensen, J. D.; Li, Norman P.; Sigurdsson, Valdimar & Otterbring, Anders Emil Tobias (2021). Crisis communication, anticipated food insecurity, and food preferences: Preregistered evidence of the insurance hypothesis. Food Quality and Preference. ISSN 0950-3293.
• Otterbring, Anders Emil Tobias & Rolschau, Kristian (2021). Beauty is in the eye of the beer holder but rarely because of the beer. Personality and Individual Differences. ISSN 0191-8869. 179. doi: 10.1016/j.paid.2021.110921.
• Otterbring, Anders Emil Tobias (2021). Peer presence promotes popular choices: A “spicy” field study on social influence and brand choice. Journal of Retailing and Consumer Services. ISSN 0969-6989. 61. doi: 10.1016/j.jretconser.2021.102594.
• Otterbring, Anders Emil Tobias; Wu, Freeman & Kristensson, Per (2021). Too close for comfort? The impact of salesperson-customer proximity on consumers’ purchase behavior. Psychology & Marketing. ISSN 0742-6046. doi: 10.1002/mar.21519.
• Eguren, J.; Antúnez, L.; Otterbring, Anders Emil Tobias; Curutchet, M. R. & Ares, G. (2021). Health gains through loss frames: Testing the effectiveness of message framing on citizens’ use of nutritional warnings. Appetite. ISSN 0195-6663. doi: 10.1016/j.appet.2021.105469.
• Folwarczny, Michal; Li, Norman P.; Sigurdsson, Valdimar; Tan, L. K. L. & Otterbring, Anders Emil Tobias (2021). Development and psychometric evaluation of the Anticipated Food Scarcity Scale (AFSS). Appetite. ISSN 0195-6663. 166. doi: 10.1016/j.appet.2021.105474.
• Gidlöf, Kerstin; Stoltenberg Lahm, Erik; Wallin, A. E. & Otterbring, Anders Emil Tobias (2021). Eco depletion: The impact of hunger on prosociality by means of environmentally friendly attitudes and behavior. Journal of Retailing and Consumer Services. ISSN 0969-6989. 62. doi: 10.1016/j.jretconser.2021.102654.
• Folwarczny, Michal & Otterbring, Anders Emil Tobias (2021). Secure and sustainable but not as prominent among the ambivalent: Attachment style and proenvironmental consumption. Personality and Individual Differences. ISSN 0191-8869. 183. doi: 10.1016/j.paid.2021.111154.
• Otterbring, Anders Emil Tobias; Bhatnagar, Roopali; Samuelsson, Peter & Borau, Sylvie (2021). Positive gender congruency effects on shopper responses: Field evidence from a gender egalitarian culture. Journal of Retailing and Consumer Services. ISSN 0969-6989. 63(13). doi: 10.1016/j.jretconser.2021.102738. Fulltekst i vitenarkiv
• Frank, Darius Aurel; Elbæk, Christian T.; Børsting, C. K.; Mitkidis, Panagiotis; Otterbring, Anders Emil Tobias & Borau, Sylvie (2021). Drivers and social implications of artificial intelligence adoption in healthcare during the COVID-19 pandemic. PLOS ONE. ISSN 1932-6203. 16(11), s. 1–11. doi: 10.1371/journal.pone.0259928.
• Otterbring, Anders Emil Tobias; Folwarczny, Michal & Tan, L. K. L. (2021). Populated places and conspicuous consumption: Population density cues predict consumers’ luxury-linked brand attitudes. . Frontiers in Psychology. ISSN 1664-1078.
• Otterbring, Anders Emil Tobias; Festila, Alexandra & Folwarczny, Michal (2021). Selfish or selfless? The impact of message framing and egoistic motivation on narcissists’ compliance with preventive health behaviors during COVID-19. Current Research in Ecological and Social Psychology (CRESP).
• Otterbring, Anders Emil Tobias; Folwarczny, Michał & Tan, Lynn K. L. (2021). Populated Places and Conspicuous Consumption: High Population Density Cues Predict Consumers’ Luxury-Linked Brand Attitudes. Frontiers in Psychology. ISSN 1664-1078. 12, s. 1–8. doi: 10.3389/fpsyg.2021.728903. Fulltekst i vitenarkiv
• Otterbring, Anders Emil Tobias; Rolschau, Kristian; Furrebøe, Elise Frølich & Nyhus, Ellen K. (2021). Crossmodal Correspondences between Typefaces and Food Preferences Drive Congruent Choices but Not among Young Consumers. Food Quality and Preference. ISSN 0950-3293. 96(2). doi: 10.1016/j.foodqual.2021.104376. Vis sammendrag

  Several studies suggest that consumers match stimuli across sensory modalities, with angular (vs. round) type-faces typically associated with sourness (vs. sweetness). Drawing on findings from the field of crossmodal cor-respondences, this study (N =220) examined potential typeface effects in naturalistic settings and found that exposure to angular (vs. round) typeface increased (decreased) consumers’ preferences for sour (sweet) food but had no impact on their expectations or perceptions of these tastes. Moreover, while typeface did not have a direct effect on food choices, consumers exposed to angular (vs. round) typeface reported a greater relative preference for sour over sweet foods, resulting in sourer (vs. sweeter) food choices. However, the effects of typeface on preferences and food choices were moderated by consumers’ age, and only applied to older (vs. younger) con-sumers, with different taste preferences between older and younger consumers constituting a possible expla-nation for such age-contingent findings. Thus, exposure to angular (vs. round) typeface increased older consumers’ choice likelihood of sourer (vs. sweeter) food alternatives, with this effect being mediated by increased preferences for sour relative to sweet foods. In contrast, younger consumers were consistently more inclined to prefer and choose sweet (vs. sour) food options, regardless of whether they were exposed to angular or round typeface. Taken together, the current research reveals how, why, and when typefaces may be cross-modally linked to consumers’ preferences, purchase patterns, and choice behavior.

• Borau, Sylvie; Otterbring, Anders Emil Tobias; Laporte, Sandra & Fosso Wamba, Samuel (2021). The most human bot: Female gendering increases humanness perceptions of bots and acceptance of AI. Psychology & Marketing. ISSN 0742-6046. 38(7), s. 1052–1068. doi: 10.1002/mar.21480.
• Machín, Lenadro; Rosa Curuchet, María; Gugliucci, Vanessa; Vitola, Augustina; Otterbring, Anders Emil Tobias & de Alcantara, Marcela [Vis alle 7 forfattere av denne artikkelen] (2020). The habitual nature of food purchases at the supermarket : Implications for policy making . Appetite. ISSN 0195-6663. 155. doi: 10.1016/j.appet.2020.104844.
• Otterbring, Anders Emil Tobias (2020). Appetite for destruction : Counterintuitive effects of attractive faces on people’s food choices. Psychology & Marketing. ISSN 0742-6046. 37(11), s. 1451–1464. doi: 10.1002/mar.21257.

Se alle arbeider i Cristin

• Otterbring, Tobias (2023). Kontorets kakofoni. [Avis]. Weekendavisen.
• Otterbring, Tobias (2023). Gender and personality traits influence cryptocurrency investment decisions. [Internett]. PsyPost.org.
• Otterbring, Tobias (2023). Studietips: Derfor er symboler enklere å huske enn ord. [Internett]. Forskning.no.
• Elbæk, Christian T.; Mitkidis, Panagiotis; Aarøe, Lene & Otterbring, Tobias (2023). Author Correction: Subjective socioeconomic status and income inequality are associated with self-reported morality across 67 countries (Nature Communications, (2023), 14, 1, (5453), 10.1038/s41467-023-41007-0). Nature Communications. ISSN 2041-1723. 14(1). doi: 10.1038/s41467-023-44402-9.
• Kowal, Marta; Sorokowski, Piotr; Dinić, Bojana M.; Pisanski, Katarzyna; Gjoneska, Biljana & Frederick, David A. [Vis alle 87 forfattere av denne artikkelen] (2023). Correction to: Validation of the Short Version (TLS-15) of the Triangular Love Scale (TLS-45) Across 37 Languages (Archives of Sexual Behavior, (2023), 10.1007/s10508-023-02702-7). Archives of Sexual Behavior. ISSN 0004-0002. doi: 10.1007/s10508-023-02751-y.
• Vikjord, Sigrid Anna Aalberg; Otterbring, Tobias & Korsvoll, Nils Hallvard (2023). Hvorfor får vi godteri bare på lørdager? . Morgenbladet. ISSN 0805-3847.
• Otterbring, Tobias; Gasiorowska, Agata & Folwarczny, Michał (2023). Editorial: Impression management strategies and environmental cues as focal factors in food research. Frontiers in Nutrition. ISSN 2296-861X. 10. doi: 10.3389/fnut.2023.1254856.
• Otterbring, Tobias; Viglia, Giampaolo; Grazzini, Laura & Das, Gopal (2023). Guest editorial: Favoring fieldwork makes marketing more meaningful. European Journal of Marketing. ISSN 0309-0566. 57(7), s. 1793–1803. doi: 10.1108/EJM-07-2023-987.
• Otterbring, Anders Emil Tobias; Vikjord, Sigrid Anna Aalberg & Solheim, Marte Cecilie Wilhelmsen (2022). Hva er den beste julesangen? Morgenbladet. ISSN 0805-3847.
• Van Bavel, Jay J.; Cichocka, Aleksandra; Capraro, Valerio; Sjåstad, Hallgeir; Nezlek, John B. & Pavlović, Tomislav [Vis alle 256 forfattere av denne artikkelen] (2022). Author Correction: National identity predicts public health support during a global pandemic (Nature Communications, (2022), 13, 1, (517), 10.1038/s41467-021-27668-9). Nature Communications. ISSN 2041-1723. 13(1). doi: 10.1038/s41467-022-29658-x.
• Otterbring, Anders Emil Tobias; Festila, Alexandra & Folwarczny, Michal (2021). Self-isolation for the self-centered: Negative framing increases narcissists’ willingness to self-isolate during COVID-19 through higher response efficacy. . Personality and Individual Differences. ISSN 0191-8869. doi: 10.1016/j.paid.2021.110688.
• Banovic, Marija & Otterbring, Anders Emil Tobias (2021). Athletic abs or big bellies: The impact of imagery, arousal levels, and health consciousness on consumers’ attitudes towards plant-based protein products. . Food Quality and Preference. ISSN 0950-3293. doi: 10.1016/j.foodqual.2020.104067.
• Otterbring, Anders Emil Tobias; Truelsen Elbæk, Christian & Lu, Chaoren (2020). Masculine (low) digit ratios predict masculine food choices in hungry consumers. . Food Quality and Preference. ISSN 0950-3293. doi: 10.1016/j.foodqual.2020.104168.
• Otterbring, Anders Emil Tobias; Bodin Danielsson, Christina & Pareigis, Jörg (2020). Office types and workers’ cognitive vs. affective evaluations from a noise perspective. Journal of Managerial Psychology. ISSN 0268-3946. doi: 10.1108/JMP-09-2019-0534.
• Otterbring, Anders Emil Tobias; Sundie, Jill M.; Y. Li, Jessica & Hill, Sarah (2020). Evolutionary psychological consumer research: Bold, bright, but better with behavior. . Journal of Business Research. ISSN 0148-2963. doi: 10.1016/j.jbusres.2020.07.010.

Se alle arbeider i Cristin