Nathan B. Warren
Assistant Professor of Marketing
BI Norwegian Business school
Understand how customers and cultures adapt as digital technology becomes more pervasive
Empower managers and consumers who are struggling to adapt to changing norms.
The Tricky Etiquette of Digital Tipping:
The Effects of Tip Sequence, Defaults, and Visibility
How should managers integrate digital point-of-sale systems into service scripts? Digital point-of-sale systems have disrupted tipping norms, shifting the relationships between customers, employees, and managers. My dissertation research, which has been selected as a finalist for the Academy of Marketing Science Mary Kay Dissertation Proposal Competition (December, 2020), explores consumers’ behavioral (e.g., tip amounts and Yelp reviews) and psychological (e.g., persuasion knowledge) responses to shifting digital tipping norms.
What happens when service providers request a tip before, rather than after, serving customers?
Published in the Journal of Service Research, my research examining tip sequence received wide ranging press coverage, including trending as the most-read article on Reddit.
"Feeling Manipulated: How Tip Request Sequence Impacts Customers and Service Providers"
- Warren, Hanson, Yuan (2020)
Trickster consumers and the persistent pursuit of passion
What happens when people disregard family, friends, employers, and society to pursue “useless” consumption passions, such as rock-climbing or snowboarding?
This paper examining the disruptive dirtwork of trickster consumers was invited for a revise and resubmit at the Journal of Consumer Research.
WORKING PAPER (R&R)
- Warren & Price
THE SLEEP-DEPRIVED MASCULINITY STEREOTYPE
Are men who sleep less considered more masculine than other men?
This paper, which identifies a pervasive sleep-deprived masculinity stereotype, is published in the Journal for the Association of Consumer Research, and received widespread press coverage, including in Forbes and on The Orion Way podcast.
"The Sleep-Deprived Masculinity Stereotype"
- Warren & Campbell, 2020