Apulaisprofessori (tenure track) Jenni Sipilä

E-mail: Jenni.Sipila@lut.fi



Current Organisation
International Marketing (IM) (Superior organisation: LUT School of Business and Management)

Research Interest
Most of us face daily decisions involving a conflict between our short-term and long-term goals: whether to have dessert after lunch, whether to exercise today, or whether to stay at home studying or to go out. It is increasingly understood that emotions are a central driver of our behavior and decision-making. Hence, my research deals with goal-related choices from the perspective of emotional ambivalence, defined as the experience of multiple emotional states either simultaneously or sequentially. My research takes a longitudinal approach to the maintenance of goal-directed behaviors, by tracking these small choices and the related emotional ambivalence over a period of time. The societal implications of my research span to any commercial or public institutions dealing with goal-directed services, including health clubs and public health care. I have additionally been working on the role of emotions in organizational online buying decisions using facial expression and eye tracking methods. This research has implications for B2B organizations, whose sales have potential to increase as the result of a stronger focus on emotions. I believe in the power of emotions in all areas of human behavior and decision-making, and based on current trends, I anticipate emotions to have an increasingly greater role in research and management.


Research Areas



Projects as Co-Investigator



Publications
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Are two reasons better than one? The role of appeal type in consumer responses to sustainable products. (2018)
A1 Journal article (refereed), original research
Edinger-Schons Laura, Sipilä Jenni, Sen Sankar, et al.
Journal of Consumer Psychology
How service values influence the processing of word-of-mouth in the evaluation of credence beliefs (2017)
A1 Journal article (refereed), original research
Herold Kristiina, Sipilä Jenni, Tarkiainen Anssi, et al.
Journal of Marketing for Higher Education
The influence of word-of-mouth on attitudinal ambivalence during the higher education decision-making process (2017)
A1 Journal article (refereed), original research
Sipilä Jenni, Herold Kristiina, Tarkiainen Anssi, et al.
Journal of Business Research
Toward an improved conceptual understanding of consumer ambivalence (2017)
A1 Journal article (refereed), original research
Sipilä Jenni, Tarkiainen Anssi, Sundqvist Sanna
AMS Review
Winding paths: Ambivalence in consumers' buying processes (2017)
A1 Journal article (refereed), original research
Sipilä Jenni, Sundqvist Sanna, Tarkiainen Anssi
Journal of Consumer Behaviour
How service values influence the processing of word-of-mouth in the evaluation of credence beliefs (2016)
A1 Journal article (refereed), original research
Herold Kristiina, Sipilä Jenni, Tarkiainen Anssi, et al.
Journal of Marketing for Higher Education
The Influence of Word-of-Mouth on Ambivalence in the Consumer Decision-Making Process (2016)
A4 Conference proceedings
Sipilä Jenni, Herold Kristiina, Sundqvist Sanna, et al.
What Happens in Marketing, Stays Digital: Rethinking Marketing in the Era of Unlimited Data : AMA Educators Proceedings
Social Influences and Attitude Change in a High Involvement Service Context (2014)
A4 Conference proceedings
Herold Kristiina, Sipilä Jenni, Sundqvist Sanna, et al.
Australia New Zealand Marketing Academy Conference 2014 Proceedings
The Impact of Influence Tactics on Emotions, Perceived Trustworthiness of Supplier, and Behavioral Intentions in a B2B Buying Context (2014)
A4 Conference proceedings
Tarkiainen Anssi, Sipilä Jenni, Sundqvist Sanna, et al.
Australia New Zealand Marketing Academy Conference 2014 Proceedings
“I’ve got a feeling…”: Consumer Affect across Different Stages of a Product Adoption Process (2013)
A4 Conference proceedings
Sipilä Jenni, Asikainen Sanna-Katriina, Tarkiainen Anssi
Australia New Zealand Marketing Academy Conference 2013 Proceedings




Last updated on 2020-26-03 at 04:02