Faculty Profile

Fred Selnes

Professor - Department of Marketing

Biography

Fred Selnes is a professor of Marketing at BI Norwegian School of Management in Oslo. He received his PhD from the Norwegian School of Economics and Business Administration. His research interests include customer portfolio management (e.g. segmentation, customer life-time value, promotion, loyalty-programs, customer acquisition, customer satisfaction and customer loyalty), brand management (e.g. brand positioning, brand extension, brand measurement), and organizing marketing (e.g. market orientation, customer centric, team-creativity). His work has been accepted for publication journals such as Journal of Marketing, Journal of Service Research, Journal of Business Research and European Journal of Marketing.

He is at the review board of Journal of Marketing. He is the co-author of the leading text book in marketing management in Norway (Markedsføringsledelse). He has an extensive consulting experience from about 100 companies in Scandinavia.

Fred Selnes teaches doctoral programs, master of science programs and executive programs.

Researh ereas
Customer portfolio management; Brand strategy and management; Organizing marketing.

Teaching areas
Marketing strategy; Marketing innovation; CRM.

Publications

Selnes, Fred Erling & Staude, Cecilie (2017)

Hvordan lykkes med reklame på Facebook? :

Magma - Tidsskrift for økonomi og ledelse, 20(4), s. 22- 29.

Selnes, Fred (2011)

A Comment on "Balancing Risk and Return in a Customer Portfolio"

Journal of marketing, 75(3), s. 18- 21. Doi: 10.1509/jmkg.75.3.18

Selnes, Fred & Hagen, Truls (2011)

Hvordan lykkes med CRM? :

Magma - Tidsskrift for økonomi og ledelse, 14(4), s. 69- 73.

Johnson, Michael D. & Selnes, Fred (2005)

Diversifying Your Customer Portfolio

MIT Sloan Management Review, Vol 46(3), s. 11- 14.

Selnes, Fred & Johnson, Michael D. (2004)

A Dynamic Customer Portfolio Management Perspective on Market Strategy

Håkan Håkansson, Debbie Harrison and Alexandra Waluszewski (eds.): Rethinking Marketing: Developing a New Understanding of Markets

Johnson, Michael D. & Selnes, Fred (2004)

Toward a Dynamic Theory of Exchange Relationships: Customer Portfolio Management

Journal of marketing, 68(2), s. 1- 17.

Nielsen, Jørn Flohr; Høst, Viggo, Jaensson, Jan-Erik, Kock, Søren & Selnes, Fred (2003)

Market orientation in Nordic banks: does nationality matter?

European Journal of Marketing, 37(11/12), s. 1818- 1841.

Hansen, Håvard; Sandvik, Kåre & Selnes, Fred (2003)

Direct and indirect effects of commitment to a service employee on the intention to stay

Journal of Service Research, 5(4), s. 356- 368.

Selnes, Fred & Sallis, James (2003)

Promoting Relationship Learning

Journal of marketing, 67(3), s. 80- 95.

Hansen, Håvard & Selnes, Fred (2001)

The Potential Hazard of Self-Service in Developing Customer Loyalty

Journal of Service Research, 4(2), s. 79- 90.

Selnes, Fred & Hansen, Håvard (2001)

The Potential Hazard of Self-Service in Developing Customer Loyalty

Journal of Service Research, 4(2), s. 79- 90.

Singh, Sangeeta & Selnes, Fred (2000)

Polygamous Loyalty and Varying Utility Function: An Explanation of Brand Switching in Frequently-made Purchases

Advances in Consumer Research, 4, s. 162- 166.

Selnes, Fred (2000)

Er Markedsføring virkelig en vitenskap?

Kunne ikke finne tidsskrift Revang, Ø

Grønhaug, Kjell & Selnes, Fred (2000)

Effects of Supplier Reliability and Benevolance in Business Marketing

Journal of Business Research, 49(3), s. 259- 271.

Selnes, Fred & Howell, Roy (1998)

The Effect of Product Expertise on Decision Making and Search for Written and Sensory Information

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Selnes, Fred (1998)

Antecedents and Consequences of Trust and Satisfaction in Buyer-Seller Relationships

European Journal of Marketing, 32(3/4)

Hunneman, Auke; Selnes, Fred Erling & Jütte, Espen Alexander (2017)

Feiltolkning av reklameeffekt

Dagens Næringsliv [Avis]

Selnes, Fred Erling & Staude, Cecilie (1)

Digital reklame: Mye penger ut av vinduet

Kapital [Kronikk]

Selnes, Fred Erling (1)

Misliker reklame på Facebook

Dagens næringsliv [Kronikk]

Selnes, Fred Erling (1)

To digitale reklamefeller

Dagens næringsliv [Kronikk]

Sun, Ruohao; Selnes, Fred Erling & Hunneman, Auke (2017)

The More, The Better? Price Promotion And Retailer Performance

[Academic lecture]. EMAC Conference.

Hafeez, Ajmal; Engeset, Marit Gundersen, Selnes, Fred Erling & Dimitriu, Radu (2017)

Consumer adoption of radically new products: The role of expected learning opportunities.

[Academic lecture]. AMA Winter Conference.

Staude, Cecilie & Selnes, Fred Erling (2016)

Hvordan lykkes med reklame på facebook

[Popular scientific article]. kampanje.com

Selnes, Fred & Lanseng, Even Johan (2014)

Markedsføringsledelse : med digitale verktøy

[Scientific book]. Gyldendal Akademisk.

Hansen, Håvard; Sandvik, Kåre & Selnes, Fred (2001)

When consumers develop commitment to the service employee: Exploring the direct and indirect effects on the propensity to stay

[Academic lecture]. The 32nd Annual ACR-conference.

Andreassen, Tor W. & Selnes, Fred (2001)

Service Helter Service Heroes

[Scientific book]. Stølen Media.

Hansen, Håvard; Sandvik, Kåre & Selnes, Fred (2001)

When Customers Develop Commitment to the Service Employee: Exploring the Direct and Indirect Effects on the Propensity to Stay

[Academic lecture]. Academy of Consumer Research Conference.

The paper presents a model for understanding how the consumers’ commitment to the service employee affects the propensity to stay with the company. The model consists of two kinds of commitment, calculative and affective, and includes both commitments to the service employee and to the service firm. The model is tested with a sample of bank customers. The findings support the important role of the service employee as a means to attach the customers to the firm. Moreover, the service employee is an important source of customers’ commitment to the service firm, indicating that the service employee indeed contributes to customer loyalty.

Grønhaug, Kjell & Selnes, Fred (1997)

When does it pay-off to exceed customers' expectations: The importance of differentiating should- and could expectations

[Academic lecture]. New and Evolving Paradigms. The Emerging Fuuture of Marketing.

The authors address the important issue of when suppliers should exce ed customers expectations by analyzing how supplier behavior creates positive negative affect and cognitive responses in terms of satisfac tion, and subsequently behavioral intentions in terms of share of bus iness with the focal supplier, motivation to continue the relationshi p, likelihood of positive word of mouth, and motivation to expand the scope of the relationship. Recent research has suggested that affect ive responses to disconfirmation of expectations are important, but h as mainly focused on consumer markets. The authors extend past resear ch by examining affective and cognitive responses in an industrial co ntext, and the suppliers' performance in buyer-seller relationship. I n a study of 150 established buyer-seller relationships in the indust rial telecommunication market, they found that customers' affective r esponses to supplier reliability were different from their responses to supplier benevolence. Low supplier reliability created negative af fect, and high supplier benevolence created positive affect. However, high reliability did not create positive affect, and low supplier be nevolence did not create ne

Reve, Torger & Selnes, Fred (1994)

Relasjonsmarkedsføring: Keiserens nye klær?

[Popular scientific article]. Praktisk økonomi & ledelse, 10(2), s. 61- 72.

Academic Degrees
Year Academic Department Degree
1986 Norwegian School of Economics, NHH Ph.D.
1982 Northwestern University Master of Science
1980 BI Master of Business Administration
Work Experience
Year Employer Job Title
1989 - Present BI Norwegian Business School Professor