Smidts, Ale

Prof. Dr. Ir. Ale Smidts

Professor of Marketing Research


R: T10-04
P: +31 10 408 9609 / 1182
F: +31 10 408 9011
E: asmidts@rsm.nl










Current position

  • Dean of Research RSM Erasmus University
  • Scientific Director ERIM
  • Professor of Marketing Research

Fields of interest

  • Neuromarketing: The Application of Neuroimaging to Consumer Research. Director of Erasmus Centre for Neuroeconomics.
  • Consumer and Managerial Decision Making (in particular, risky decision making; heuristics and biases in decision making)
  • Marketing of Services (in particular, the role of waiting time in the evaluation of (extended) service processes)

Education

  • 1990
    Ph.D. from Wageningen University, the Netherlands (summa cum laude)
  • 1982
    Msc from Wageningen University, the Netherlands (summa cum laude)

Title of dissertation

Smidts, A. (1990) . Decision making under risk. A study of models and measurement procedures with special reference to the farmers' marketing behavior. Dissertation. Wageningen Economic Studies no. 18, Pudoc, Wageningen (329p).


Career

  • 2004 - current
  • 1998 - current
    Professor of Marketing Research
  • 1993 - 1998
    Associate Professor of Marketing Research, Department of Marketing Management, Rotterdam School of Management, Erasmus University Rotterdam, the Netherlands
  • 1992
    Visiting Scholar Fuqua School of Business, Duke University, Durham, North Carolina, USA
  • 1986 - 1992
    Assistant Professor of Marketing Research, Department of Marketing Management, Rotterdam School of Management, Erasmus University Rotterdam, the Netherlands

Selected Recent Publications

Schellekens, G.A.C., Verlegh, P.W.J. & Smidts, A. (2010). Language abstraction in word of mouth. Journal of Consumer Research (forthcoming).

Stallen, M., Smidts, A., Rijpkema, M., Smit, G., Klucharev, V.A. & Fernandez, G. (2010). Celebrities and shoes on the female brain: The neural correlates of product processing in the context of fame. Journal of Economic Psychology (forthcoming)

Klucharev, V.A. & Smidts, A. (2009). Zit irrationaliteit in de aard van de mens? De neurobiologie van besluitvorming. In W.L. Tiemeijer, C.A. Thomas & H.M. Prast (Eds.), De menselijke beslisser. Over de psychologie van keuze en gedrag (pp. 213-235). Amsterdam: Amsterdam University Press.

Tuk, M.A., Verlegh, P.W.J., Smidts, A. & Wigboldus, D.H.J. (2009). Sales and sincerity: The role of relational framing in word-of-mouth marketing. Journal of Consumer Psychology, 19(2009), 38-47

Tuk, M.A., Verlegh, P.W.J., Smidts, A. & Wigboldus, D.H.J. (2009). Interpersonal relationship moderate the effect of faces on person judgments. European Journal of Social Psychology 39(5), 757-767.

Lans, R.J.A. van der, Cote, J.A., Leong, S.M., Cole, C.A., Smidts, A., Henderson, P.W., Bluemelhuber, C., Bottemley, P.A., Doyle, J.R., Fedorikhin, A., Janakiraman, M., Ramaseshan, B. & Schmitt, B. (2009). Cross-National Logo Evaluation Analysis: An Individual Level Approach. Marketing Science 28(5), 968-985.

Klucharev, V.A., Hytonen, K., Rijpkema, M., Smidts, A. & Fernandez, G. (2009). Reinforcement learning signal predicts social conformity, Neuron 61, 140-151.

Klucharev, V.A., Smidts, A. & Fernandez, G. (2008). Brain mechanisms of persuasion. How "expert power' modulates memory and attitudes .   Social Cognitive and Affective Neuroscience, 3(4), 353-366.

Dubé, L., Bechara, A., Böckenholt, U., Ansari, A., Dagher, A., Daniel, M., DeSarbo, W.S., Fellows, L.K., Hammond, R.A., Huang, T.T.K., Huettel, S., Kestens, Y., Knäuper, B., Kooreman, P., Moore, D.S. & Smidts, A. (2008). Towards a brain-to-society systems model of individual choice. Marketing Letters, 19(3/4), 323-336

Leenheer, J., T.H.A. Bijmolt, H.J. van Heerde and A. Smidts (2007).   Do loyalty programs enhance behavioral loyalty? An empirical analysis accounting for self-selecting members. International Journal of Research in Marketing., 24, 31-47.
Winner of the 2007 IJRM Best Paper Award

Shiv, B., Bechara, A., Levin, I., Alba, J.W., Bettman, J.R., Dube, L., Isen, A., Mellers, B., Smidts, A., Grant, S.J., & McGraw, A.P. (2005). Decision Neuroscience. Marketing Letters, 16(3/4), 375-386.

Bouma, B.J., J.H.P. van der Meulen, R.B.A. van den Brink, A. Smidts, E.C. Cheriex, J.H.P. Hamer, A.E.R. Arnold, K.I. Lei, J.G.P. Tijssen (2004). Validity of conjoint analysis to study cardiologists' decisions for elderly patients with aortic stenosis. Journal of Clinical Epidemiology 57, 815-823.

Verlegh, P.W.J., C. Verkerk, M.A. Tuk and A. Smidts (2003). Customers or Sellers? The Role of Persuasion Knowledge in Customer Referral. Advances in Consumer Research, Association for Consumer Research, 31, 304-305.

Pennings, J.M.E. and A. Smidts (2003). The shape of utility functions and organizational behavior. Management Science, 49(9) 1251-1263.

Smidts, A., A.Th.H. Pruyn and C.B.M. van Riel (2001). The impact of employee communication and perceived external prestige on organizational identification. Academy of Management Journal, 49 (5) 1051-1062.

Bruggen, G.H. van, A. Smidts and B. Wierenga (2001). The powerful triangle of marketing data, managerial judgment and marketing management support systems. European Journal of Marketing 35 796-814.

Bouma, B.J., J.H.P. van der Meulen, R.B.A. van den Brink, A.E.R. Arnold, A. Smidts, L.H. Teunter, K.I. Lie, J.G.P. Tijssen (2001). Variations in cardiologists’ treatment advice for elderly patients with aortic stenosis: A nation-wide survey in the Netherlands. Heart, 85 (2001), 196-201.

Pennings, J.M.E. and A. Smidts (2000). Assessing the construct validity of risk attitude. Management Science, 46 (2000), 1337-1348

Pruyn, A.Th.H. and A. Smidts (1999). Customers’ reactions to waiting: Effects of the presence of ‘fellow sufferers’ in the waiting room. In: Arnould, E.J. and L. Scott (eds.), Advances in Consumer Research, Vol. 26. (p. 211-216). Provo, UT: Association for Consumer Research.

Pruyn, A.Th.H. and A. Smidts (1998). Effects of waiting on the satisfaction with the service: Beyond objective time measures. International Journal of Research in Marketing, 15 (1998) 321-334.

Bruggen, G.H. van, A. Smidts and B. Wierenga (1998). Improving decision making by means of a Marketing Decision Support System. Management Science, 44 (1998) 645-658.

Smidts, A. (1997). The relationship between risk attitude and strength of preference: A test of intrinsic risk attitude. Management Science, 43 (1997), 357-370.

Bruggen, G.H. van, A. Smidts and B. Wierenga (1996). The impact of the quality of a marketing decision support system: An experimental study. International Journal of Research in Marketing, 13 (1996) 331-343.

Recent publications in Dutch

Smidts, A., Klucharev, V.A. & Fernandez, G. (2009). Een beroemde persoon die een product aanprijst: Wat vindt uw brein daarvan? Ontwikkelingen in het Marktonderzoek / Jaarboek MOA, 34, 103-117.

Tuk, M.A., Verlegh, P.W.J., Smidts, A. & Wigboldus, D.H.J. (2009). Wat gebeurt er als je consumenten beloont voor mond tot mond reclame? Ontwikkelingen in het Marktonderzoek / Jaarboek MOA, 34, 119-132.

Tuk, M.A., Smidts, A., Verlegh, P.W.J., & Wigboldus, D.H.J. (2005). Vriendelijke verkopers of verkopende vrienden. In E.H. Gordijn & R. Holland (Eds.), Jaarboek Sociale Psychologie (pp. 431-438). ASPO Pers.

Smidts, A. (2002). Kijken in het brein : Over de mogelijkheden van neuromarketing . (Brain imaging: Opportunities for neuromarketing). Inaugural address Rotterdam School of Management, Erasmus University Rotterdam. ERIM: EIA-12-MKT.

Smidts, A. and J.R. Rossiter (2002). Wat onthoudt een consument van een tv-commercial? Een kijkje in het brein met neuro-imaging technieken . In: Bronner, A.E. et al. (Eds.), Ontwikkelingen in het marktonderzoek, Jaarboek MarktOnderzoekAssociatie (p. 145-155). De Vrieseborch, Haarlem

Smidts, A. and J.R. Rossiter (2002). Memorabele momenten. Wat onthoudt een consument van een tv-commercial? Onderzoek, 20 (1/2) 34-36.

Smidts, A (1999). Marktonderzoek. In: Waarts, E. et al. (red.), Nima Marketing Lexicon: Begrippen en omschrijvingen (p. 111-169). Groningen, Wolters-Noordhoff.

Smidts, A., J.R. Rossiter and M. McOmish (1998). De presentator in reclame: Een test van het VisCAP-model. In: Bronner, A.E. et al. (Eds.), Recente ontwikkelingen in het marktonderzoek, Jaarboek Nederlandse Vereniging voor Marktonderzoek en Informatiemagement 1998 (p. 37-54). De Vrieseborch, Haarlem.

Pruyn, A.Th.H. and A. Smidts (1995). De psychologie van het wachten: hoe oponthoud de tevredenheid van klanten beïnvloedt. In: Siero, F.W. et al. (red.), Sociale psychologie en haar toepassingen, Reeks toegepaste sociale psychologie, no. IX (p. 54-70). ASPO, Delft: Eburon.

Recent working papers

Klucharev, V., Smidts, A., & Fernandez, G. (2006). Brain mechanisms of persuasive communication: How 'expert power' modulates memory and attitude (in review).

Henderson, P.W., J.A. Cote, S.M. Leong, C. Bluemelhuber, C.A. Cole, A. Federikhin, M. Janakiraman, B. Ramaseshan, B. Schmitt, A. Smidts, Guidelines for developing global logos: Standardization versus adaptation. (in review)

Leenheer, J., T.H.A. Bijmolt, H.J. van Heerde and A. Smidts (2003). Do loyalty programs enhance behavioral loyalty? A market-wide analysis accounting for endogeneity.

Pennings, J.M.E. and A. Smidts (2002). The shape of utility functions and organizational behavior. ERIM Report Series, ERS-2002-18-MKT, Rotterdam School of Management, Erasmus University Rotterdam.

Smidts, A, C.B.M. van Riel and A.Th.H. Pruyn (2000). The impact of employee communication and perceived external prestige on organizational identification. ERIM Report Series, ERS-2000-01-MKT, Rotterdam School of Management, Erasmus University Rotterdam.

Smidts, A, C.B.M. van Riel and A.Th.H. Pruyn (1999). The impact of employee communication and perceived external prestige on organizational identification. ERASM Management Report No. 16-1999. Rotterdam School of Management, Erasmus University Rotterdam.

Pennings, J.M.E. and A. Smidts (1998). Assessing the construct validity of risk attitude. ERASM Management Report No. 53-1998. Rotterdam School of Management, Erasmus University Rotterdam. Submitted to Management Science.

Pruyn, A.Th.H. and A. Smidts (1998). Customers’ reactions to waiting: Effects of the presence of ‘fellow sufferers’ in the waiting room. ERASM Management Report No. 44-1998. Rotterdam School of Management, Erasmus University Rotterdam.

Rossiter, J.R., A. Smidts and M. McOmish (1996). The VisCAP advertising presenter model: An experimental test. Management Report Series, no. 270. Rotterdam School of Management, Erasmus University Rotterdam.

Smidts, A. (1995). The relationship between risk attitude and strength of preference: A test of intrinsic risk attitude. Management Report Series, no.244. Rotterdam School of Management, Erasmus University Rotterdam.

Pruyn, A.Th.H. en A. Smidts (1995). Effects of waiting on the evaluation of the service: Beyond objective time measures. Management Report Series, no. 204. Rotterdam School of Management, Erasmus University Rotterdam.

Pruyn, A.Th.H. and A. Smidts (1995). De psychologie van het wachten: hoe oponthoud de tevredenheid van de klant beïnvloedt. Management Report Series, no. 205. Faculteit Bedrijfskunde, Erasmus Universiteit Rotterdam.

Recent conference papers

Klucharev, V., Fernandez, G., & Smidts, A. (2005). Why are celebrities effective? An fMRI study into presenter context effects. In Glimcher, P. (Ed.), Proceedings of the 3th Annual Neuroeconomics Conference. New York: Society for Neuroeconomics.

Klucharev, V., Fernandez, G., & Smidts, A. (2005). Why are celebrities effective? Brain mechanisms of social persuasion. In Pechman, C. & Price, L.L. (Eds.), Transformative Consumer Research. Association for Consumer Research.

Tuk, M.A., Verlegh, P.W.J., Smidts, A., & Wigboldus, D.H.J. (2005). Activation of salesperson stereotypes affects perceptions of word-of-mouth referral. Advances in Consumer Research, 32, 256-257.

Tuk, M.A., Smidts, A., Verlegh, P.W.J., & Wigboldus, D.H.J. (2005). An interesting study on persuasion:The role of source perception and ulterior motives in interpersonal influence. In Proceedings of the 34th EMAC conference. Milan: EMAC.

Verlegh, P.W.J., Smidts, A., & Tuk, M.A. (2005). The "who?", "how?", and "why?" of word of mouth. In C.P. Haugtvedt, D. Merunka, & L. Warlop (Eds.), The La Londe seminar - 32nd International Research Seminar in Marketing (pp. 312-322).

Ketel, E. van, G.H. van Bruggen and A. Smidts (2004). How assortment variety affects assortment attractiveness: The role of time pressure and product complexity. In: S. Stermersch (ed.), INFORMS Marketing Science Conference 2004, Erasmus University Rotterdam

Ketel, E. van, G.H. van Bruggen and A. Smidts (2003). How assortment variety affects assortment attractiveness. In: B. Ratchford, R. Rust, and V. Shankar (eds.), INFORMS Marketing Science Conference 2003, College Park, Univeristy of Maryland, MA.

Ketel, E. van, G.H. van Bruggen and A. Smidts (2003). How assortment variety affects assortment attractiveness. In: Michael Saren (ed.), Marketing: Responsible and Relevant? Proceedings of the 32nd EMAC Conference, Glasgow, May 20-23, 2003.

Ketel, E. van, G.H. van Bruggen and A. Smidts (2003). How assortment variety affects assortment attractiveness. Proceedings Marketing Science Conference, University of Maryland, June 12-15, 2003

Leenheer, J., T.H.A. Bijmolt, H.J. van Heerde and A. Smidts (2003). Do loyalty programs really enhance share-of-wallet? A market wide study correcting for endogeneity and competition. Proceedings Marketing Science Conference, University of Maryland, June 12-15, 2003.

Smidts, A. and J.R. Rossiter (2002). Presenter effects in advertising: The VisCAP model. In: Popkowski Leszczyc, P.T.L., T. Elrod, A. Finn, G. Häubl, and P. Messinger (eds.), Proceedings of the Marketing Science Conference, Edmonton, Canada, June 27-30, 2002, p. 268.

Pruyn, A.Th.H., A. Smidts and L.J. van Dijke (1999). Understanding the dynamics of customer experiences throughout extended services processes. In: Hildebrandt, L. and W. Plinke (eds.), Marketing and Competition in the Information Age. Proceedings of 28th EMAC Conference. Berlin, Humboldt University, May 11-14, 1999.

Leenders, M.A.A.M., A. Smidts and M. Langeveld (1999). Effects of ambient scent in supermarkets: A field experiment. In: Hildebrandt, L. and W. Plinke (eds.), Marketing and Competition in the Information Age. Proceedings of 28th EMAC Conference. Berlin, Humboldt University, May 11-14, 1999.

Leenders, M.A.A.M. and A. Smidts (1999). Effects of ambient scent in supermarkets: A field experiment. In: Basu, A., T. Mazumdar and S.P. Raj(eds.), 1999 - Reflection and Renewal. Proceedings of the 1999 INFORMS Marketing Science Conference. Syracuse, Syracuse University, NY, May 20-23, 1999.

Smidts, A, C.B.M. van Riel and A.Th.H. Pruyn (1998). The impact of employee communication on organizational identification. In: Anderson, P. et al (eds.), Marketing Research and Practice. Proceedings of 27th EMAC Conference, Vol. 3: Marketing strategy and organization (p. 279-290). Stockholm, Stockholm School of Economics, May 20-23, 1998.

Bruggen, G.H. van, M. Kacker, A. Smidts, E. Waarts and B. Wierenga (1998). The impact of electronic commerce on marketing channels. In: Hoekstra, J.C., E.K.R.E. Huizingh and G.B.W. Willenborg (eds.), Exploring the Interfaces of Marketing Management, Consumer Behavior, Management Sciences, and Information Technology. Proceedings of the International conference on Customer-based Marketing (p. 112-131). Groningen, University of Groningen, September 17-18, 1998.

Smidts, A, C.B.M. van Riel and A.Th.H. Pruyn (1998). The impact of employee communication and construed external image on organizational identification. In: Fombrun, C. and C.B.M. van Riel (eds.). Book of abstracts of the 2nd International Conference on Corporate Reputation, Identity, and Competitiveness (p. 35). Amsterdam, January 16-17, 1998.

Bruggen, G.H. van, A. Smidts and B. Wierenga (1998). The powerful triangle of marketing data, managerial cognition and marketing management support systems. In: Lant, T. and Z. Shapira (eds.), Book of abstracts of the conference on Managerial and Organizational Cognition, JDM-society (p. 16). New York, Stern School of Business, New York University, May 8-9, 1998.

Pennings, J.M.E. and A. Smidts (1998). Measuring risk attitude of entrepreneurs in the domain of market risk. In: Strahilevitz, M. (ed.), Behavioral Decision Research in Management. Conference abstracts (p. 25). Miami, Unversity of Miami, June 19-21, 1998.

Pennings, J.M.E. and A. Smidts (1998). Assessing the construct validity of risk attitude. In: Gatignon, H. and E. Anderson (eds.), Marketing Science in a Global Economy, Book of abstracts of the 1998 INFORMS Marketing Science Conference (p. 133). Paris, INSEAD, July 10-13, 1998.

Pruyn, A.Th.H. and A. Smidts (1998). Customers’ reactions to waiting: Effects of the presence of ‘fellow sufferers’ in the waiting room. In: Arnould, E.J. and L. Scott (eds.), Book of abstracts of the Association for Consumer Research Annual Conference (p.25). Montreal, Canada, October 1-4, 1998.

Pruyn, A.Th.H. and A. Smidts (1997). Consumer time orientation: conceptualization and cross-cultural differences. In: Arnott, D. et al (eds.), Proceedings of 26th EMAC Confe-rence, Vol. 4 (p. 1954-1972). Warwick, UK, May 20-23, 1997.

Rossiter, J.R., A. Smidts and M. McOmish (1996). Rossiter and Percy's VisCAP In-Ad Presenter Model: An Experimental Test. In: Berács, J. (ed.), Proceedings of 25th EMAC Conference, Vol. II (p. 2043-2052). Budapest, Hungary, May 14-17, 1996.

Smidts, A. (1996). Farmers' intrinsic risk attitudes toward prices. In: Wierenga, B., K. Grunert, J-B.E.M. Steenkamp and A. van Tilburg (eds.), Agricultural marketing and consumer behavior in a changing world. Proceedings of the 47th seminar of the European Association of Agricultural Economics (EAAE) (p. 173-176). Wageningen, March 13-15, 1996.

Bruggen, G.H. van and A. Smidts (1995). The measurement of market orientation: A promising tool for management? In: Recent developments in Economics and Business Administration. Proceedings of the CEMS Academic Conference, 18 p., Wirt-schaftsuniversität, Vienna, Austria, April 20-22, 1995.

Bruggen, G.H. van and A. Smidts (1995). The assessment of market orientation: Evaluating the measurement instrument as a tool for management. In: Bergadaà, M. (ed.), Marketing Today and for the 21st Century. Proceedings of the 24th EMAC Conference, Vol II. (p. 2037-2043). ESSEC, France, May 16-19, 1995.

Smidts, A. and E. Waarts (1995). Requirements for applying cooling technologies for selling cut flowers at the retail level. In: Proceedings 19th International Congress of Refrigeration, Vol. II: Storage, Transport and Distribution (p. 760-767). The Hague, The Netherlands, August 20-25, 1995.

Professional Affiliations

- AMA
- EMAC
- INFORMS
- MOA
- Society for Neuroeconomics