Professor Peter Verhoef winner of Jan-Benedict E.M. Steenkamp Award for Long-Term Impact

Verhoef’s 2007 IJRM paper ' Multichannel customer management: Understanding the research-shopper phenomenon ' is this year's winner of the Jan-Benedict E.M. Steenkamp Award for Long-Term Impact.

The Jan-Benedict E.M. Steenkamp Award for Long-Term Impact is given annually to papers published in International Journal of Research in Marketing (IJRM) in recognition of their exceptional contributions to academic marketing research by demonstrating long-term impact.

Along with co-authors professor Scott Neslin (Dartmouth University) and dr. Bjorn Vroomen (Authority for Consumer and Markets, ACM ) , Verhoef’s paper developed a model for understanding the causes of research shopping. This phenomenon is the tendency of customers to use one channel for research and another for purchase.

The Award Committee stated: 'While the more recent revolution in supply chains, the dominance of Amazon, and the ubiquity of mobile devices was not anticipated in 2007, the basic behavioral arguments advanced in this paper still seem to be relevant to date. One could even argue that the relevance of the paper has grown with time as the number of channels available for customers has increased with the emergence of mobile, tablets and social-commerce as platforms.

This paper received the most votes from the IJRM Editorial Board by a clear margin and was unanimously appreciated by the award committee. The importance of this contribution is widely recognized as evidenced by more than 300 Web of Science and more than 800 Google Scholar citations.'

Read the paper.