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Anders Emil Tobias Otterbring


123 ( Universitetsveien 17, Kristiansand )

I work as a Full Professor of Marketing at the University of Agder. A common denominator of my research is an interest in how the real, imagined, or implied presence of other individuals influences people’s cognitions, emotions, and behavior. I also study how various nonverbal cues, such as smiling, physical attractiveness, and interpersonal touch, can influence consumers’ product preferences and purchase patterns. Thus, a frequently occurring theme in my research, and a likely consequence of my PhD in Psychology, is social influence applied to various consumption contexts. Another prominent aspect of my research is a passion for field studies and work capturing real, observable behavior. Prior to my move to Norway, I worked at the MAPP Centre at Aarhus University for three years as an Assistant and Associate Professor.  

My scholarly work has been featured in journals such as Harvard Business Review, Journal of Marketing Research, and Journal of Experimental Social Psychology. I have also served as a Guest Editor in several well-known journals, including Journal of Business Research, Personality and Individual Differences, and Psychology & Marketing. My doctoral research received several international academic awards and recognitions, and I was fortunate enough to win the 27th Academy of Marketing Science (AMS) Mary Kay Doctoral Dissertation Award, while also being a runner-up for the 13th Human Behavior and Evolution Society (HBES) Post-Doctoral Research Award and the 3rd American Marketing Association (AMA) SERVSIG Best Dissertation Award, as well as the receipient of the 2018 Emerald/EFMD Highly Commended Doctoral Research Award in Marketing. 

Some of the international media outlets that have featured my research include BBC News, New York Times, New York Post, Forbes, Harvard Business Review, Psychology Today, Daily Mail, The Independent, The Telegraph, The Times, Alpha Galileo, Metro UK, and Fox News. I have been approached by several managers from international businesses and conducted field experiments in collaboration with companies such as IKEA, Telia, Stadium, and Swedbank to test the real-world applicability and effectiveness of different interventions in such consumption settings. I have also collaborated in the development of a communication campaign aimed at improving consumer well-being and public health in a project funded by UNICEF. 


I actively collaborate with multiple scholars across the globe, including researchers from Uruguay, Mexico, Brazil, India, Singapore, USA, UK, Israel, France, Poland, Greece, Iceland, Denmark, and Sweden. I am also part of the below research group internally at the University of Agder: 

  • Research Group in Economic and Financial Behavior. 

Scientific publications

  • 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. 190doi:10.1016/j.paid.2022.111503.
  • Otterbring, Anders Emil Tobias; Folwarczny, Michal (2021). Firstborns buy better for the greater good: Birth order differences in green consumption values. Personality and Individual Differences. ISSN: 0191-8869. 186doi:10.1016/j.paid.2021.111353.
  • 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. 101doi:10.1016/j.jesp.2022.104312.
  • 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.
  • Van Bavel, Jay J.; Cichocka, Aleksandra; Capraro, V; Sjåstad, Hallgeir; Nezlek, J. B.; Pavlovic, T; Alfano, Mark; Gelfand, M.J.; Azevedo, F.; Birtel, M.D.; Cislak, A.; Lockwood, P.L.; Ross, R.M.; Abts, K.; Agadullina, E.; Aruta, J.J.B.; Besharati, S.N.; Bor, A.; Choma, B.L.; Crabtree, C.D.; Cunningham, W.A.; De, K.; Ejaz, W.; Elbæk, C.T.; Findor, A.; Flichtenrei, Daniel; Franc, R.; Gjoneska, B.; Gruber, J.; Gualda, E.; Horiuchi, Y.; Huynh, T.L.D.; Ibanez, A.; Imran, M.A.; Israelashvili, Jacob; Jasko, K.; Kantorowicz, J.; Kantorowicz-Reznichenko, E.; Krouwel, André; Laakasuo, M.; Lamm, C.; Leygue, C.; Lin, Ming-Jen; Mansoor, M.S.; Marie, Antoine; Mayiwar, L.; Mazepus, H.; Mc-Hugh, C.; Minda, J.P.; Mitkidis, P.; Olsson, Andreas; Otterbring, Anders Emil Tobias; Packer, D.J.; Perry, A.; Petersen, M.B.; Puthillam, Arathy; Riano-Moreno, J.C.; Rothmund, T.; Santamaria-Garcia, H.; Schmid, P.C.; Stoyanov, D.; Tewari, S.; Todosijevic, B.; Tsakiris, Manos; Tung, H.H.; Umbres, R.G.; Vanags, E.; Vlasceanu, Madalina; Vonasch, Andrew; Yucel, Meltem; Zhang, Y.; Abad, Mohcine; Adler, Eli; Akrawi, Narin; Alaoui Mdarhri, H; Amara, Hanane; Amodio, D.M.; Antazo, B.G.; Apps, Matthew; Ay, F.C.; Ba, M.H.; Barbosa, Sergio; Bastian, Brock; Berg, Anton; Bernal-Zarate, M.P.; Bernstein, Michael; Bialek, Michal; Bilancini, Ennio; Bogatyreva, Natalia; Boncinelli, Leonardo; Booth, J.E.; Borau, Sylvie; Buchel, Ondrej; Cameron, C.D.; Carvalho, C.F.; Celadin, Tatiana; Cerami, Chiara; Chalise, H.N.; Cheng, Xiaojun; Cian, Luca; Cockcroft, Kate; Conway, Jane; Cordoba-Delgado, M.A.; Crespi, Chiara; Crouzevialle, Marie; Cutler, Jo; Cypryanska, M; Dabrowska, Justyna; Daniels, M.A.; Davis, V.H.; Dayley, P.N.; Delouvee, Sylvain; Denkovski, Ognjan; Dezecache, Guillaume; Dhaliwal, N.A.; Diato, A.B.; Di Paolo, Roberto; Drosinou, Marianna; Dulleck, Uwe; Ekmanis, Jānis; Ertan, A.S.; Etienne, Tom W.; Farhana, H.H.; Farkhari, Fahima; Farmer, Harry; Fenwick, Ali; Fidanovski, Kristijan; Flew, Terry; Fraser, Shona; Frempong, R.B.; Fugelsang, J.A.; Gale, Jessica; Garcia-Navarro, E.B.; Garladinne, Prasad; Ghajjou, Oussama; Gkinopoulos, Theofilos; Gray, Kurt; Griffin, Siobhán M.; Gronfeldt, Bjarki; Gümren, Mert; Gurung, Ranju Lama; Halperin, Eran; Harris, Elizabeth; Herzon, Volo; Hruška, Matej; Huang, Guanxiong; Hudecek, Matthias F. C.; Isler, Ozan; Jangard, Simon; Jørgensen, Frederik J.; Kachanoff, Frank; Kahn, John; Katuwal Dangol, A; Keudel, Oleksandra; Koppel, Lina; Koverola, Mika; Kubin, Emily; Kunnari, Anton; Kutiyski, Yordan; Laguna, Oscar; Leota, Josh; Lermer, Eva; Levy, Jonathan; Levy, Neil; Li, Chunyun; Long, Elizabeth U.; Longoni, Chiara; Maglic, M; McCashin, Darragh; Metcalf, Alexander L.; Miklousic, I; Mimouni, S; Miura, Asako; Molina-Paredes, Juliana; Monroy-Fonseca, César; Morales-Marente, Elena; Moreau, David; Muda, Rafał; Myer, Annalisa; Nash, Kyle; Nesh-Nash, Tarik; Nitschke, Jonas P.; Nurse, Matthew S.; Ohtsubo, Y.; Oldemburgo de Mello, Victoria; O'Madagain, C; Onderco, Michal; Palacios-Galvez, M. Soledad; Palomakki, J; Pan, Yafeng; Papp, Zsófia; Pärnamets, Philip; Paruzel-Czachura, Mariola; Pavlovic, Zoran; Payán-Gómez, César; Perander, Silva; Pitman, Michael Mark; Prasad, Rajib; Pyrkosz-Pacyna, Joanna; Rathje, Steve; Raza, Ali; Rêgo, Gabriel G.; Rhee, Kasey; Robertson, Claire E.; Rodríguez-Pascual, Iván; Saikkonen, Teemu; Salvador-Ginez, Octavio; Sampaio, Waldir M.; Santi, Gaia C.; Santiago-Tovar, Natalia; Savage, David; Scheffer, Julian A.; Schönegger, Philipp; Schultner, David T.; Schutte, Enid M.; Scott, Andy; Sharma, Madhavi; Sharma, Pujan; Skali, Ahmed; Stadelmann, David; Stafford, Clara Alexandra; Stanojevic, D; Stefaniak, Anna; Sternisko, Anni; Stoica, Augustin; Stoyanova, Kristina K.; Strickland, Brent; Sundvall, Jukka; Thomas, Jeffrey P.; Tinghög, Gustav; Torgler, Benno; Traast, Iris J.; Tucciarelli, Raffaele; Tyrala, Michael; Ungson, Nick D.; Uysal, Mete S.; Van Lange, Paul A. M.; van Prooijen, W; van Rooy, Dirk; Västfjäll, Daniel; Verkoeijen, Peter; Vieira, Joana B.; von Sikorski, Christian; Walker, Alexander Cameron; Watermeyer, Jennifer; Wetter, Erik; Whillans, Ashley; Willardt, Robin; Wohl, Michael J. A.; Wójcik, Adrian Dominik; Wu, Kaidi; Yamada, Yuki; Yilmaz, Onurcan; Yogeeswaran, Kumar; Ziemer, Carolin-Theresa; Zwaan, Rolf A.; Boggio, Paulo S. (2022). National identity predicts public health support during a global pandemic. Nature Communications. ISSN: 2041-1723. 13doi:10.1038/s41467-021-27668-9.
  • 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. doi:10.1037/ebs0000288.
  • 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. ISSN: 2666-4496. 3 (1). s 87 - 91. doi:10.1016/j.jnlssr.2021.11.003.
  • Otterbring, Anders Emil Tobias (2022). Physical proximity as pleasure or pain? A critical review of employee-customer proximity in sales and service settings. Journal of Financial Services Marketing. ISSN: 1363-0539.
  • 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.
  • Folwarczny, Michal; Otterbring, Anders Emil Tobias; Sigurdsson, Valdimar; Gasiorowska, Agata (2021). Seasonal cues to food scarcity and calorie cravings: Winter cues elicit preferences for energy-dense foods. Food Quality and Preference. ISSN: 0950-3293. 96doi:10.1016/j.foodqual.2021.104379.
  • 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.
  • Loebnitz, Natascha; Frank, P.; Otterbring, Anders Emil Tobias (2021). Stairway to organic heaven: The impact of social and temporal distance in print ads. Journal of Business Research. ISSN: 0148-2963. 139s 1044 - 1057. doi:10.1016/j.jbusres.2021.10.020.
  • 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. doi:10.1037/xap0000384.
  • Otterbring, Anders Emil Tobias; Bhatnagar, Roopali (2021). 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. 97doi:10.1016/j.foodqual.2021.104461.
  • Tierney, Warren; Hardy III, Jay; Ebersole, Charles R; Viganola, Domenico; Clemente, Elena Giulia; Gordon, Michael; Hoogeveen, Suzanne; Haaf, Julila; Dreber, Anna; Johannesson, Magnus; Pfeiffer, Thomas; Huang, Jason L.; Vaughn, Ann; DeMarree, Kenneth; Igou, Eric R.; Chapman, Hanah; Gantman, Ana; Vanaman, Matthew; Wylie, Jordan; Storbeck, Justin; Andreychik, Michael R.; Mc Phetres, Jon; Pfuhl, Gerit; Uhlmann, Eric Luis; Otterbring, Anders Emil Tobias (2021). A creative destruction approach to replication: Implicit work and sex morality across cultures. Journal of Experimental Social Psychology. ISSN: 0022-1031. 93doi:10.1016/j.jesp.2020.104060.
  • 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. 179doi:10.1016/j.paid.2021.110921.
  • 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; 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.
  • 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. 166doi:10.1016/j.appet.2021.105474.
  • 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.
  • 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. 62doi:10.1016/j.jretconser.2021.102654.
  • Otterbring, Anders Emil Tobias (2021). Evolutionary psychology in marketing: Deep, debated, but fancier with fieldwork. Psychology & Marketing. ISSN: 0742-6046.
  • 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.
  • 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.
  • 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; 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.
  • 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. 61doi:10.1016/j.jretconser.2021.102594.
  • 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. 12s 1 - 8. doi:10.3389/fpsyg.2021.728903.
  • 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; 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.
  • 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.
  • 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. 183doi:10.1016/j.paid.2021.111154.
  • 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.
  • 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).
  • 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.
  • 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.
  • 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:https://onlinelibrary.wiley.com/doi/10.1002/mar.21519.
  • 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.
  • Machín, Lenadro; Rosa Curuchet, María; Gugliucci, Vanessa; Vitola, Augustina; Otterbring, Anders Emil Tobias; de Alcantara, Marcela; Ares, Gastón (2020). The habitual nature of food purchases at the supermarket : Implications for policy making. Appetite. ISSN: 0195-6663. 155doi:10.1016/j.appet.2020.104844.

Last changed: 23.02.2021 19:02