@phdthesis{Henike2019,
  author    = {Henike, Tassilo},
  title     = {Cognition and entrepreneurial business modelling},
  school      = {Universit{\"a}t Potsdam},
  pages     = {150},
  year      = {2019},
  abstract  = {Although the search for promising business models (BMs) is crucial for every profit-oriented venture, searching for those challenges in particular entrepreneurs. Limited resources, missing expertise and absolute uncertainty call entrepreneurs to strongly rely on their cognition in searching for a promising BM. However, as prior studies have examined cognitive search activities in isolation and neglected cognitive differences, explanations of how cognitive factors affect the BM process and outcomes are thus far insufficient. Addressing the overall question of how BMs emerge, the dissertation contributes to the cognitive perspective in entrepreneurship and BM research. Building on the dual-process theory from cognitive psychology, the micro-foundations of managerial decision-making and insights from framing literature, this dissertation explicitly investigates the impacts of different cognitive dispositions, search activities and visual framing effects. The core assumption is that cognitive dispositions and entrepreneurs' searches for information determine their BM decision-making. Furthermore, BM visualisations have become popular instruments with which to explain and manage today's complex business interactions. As they abstract from reality, they can also unfold impacts on the cognitive processes. This dissertation offers new explanations to these aspects and consists of three studies and one reflective article. The first study explores the impacts of differences in search activities and cognitive dispositions in a qualitative study with 70 entrepreneurship students. The second qualitative study explores the cognitive impacts of 103 BM visualisations. Third, a quantitative PLS-SEM experiment with 197 entrepreneurs illuminates the link between BM visualisations and cognition. The reflective article expresses the results' meaning for the teaching of BMs. In sum, the studies have resulted in a new theory of stabilising factors explaining how cognitive dispositions, search activities and visual framing determine entrepreneurs' decisions to imitate or deviate from existing BMs. It indicates that the decision depends on the context-dependent strategic orientation and cognitive disposition-dependent cognitive safety, that is the correspondence between characteristics of cognitive dispositions and search activities. Moreover, the studies identified five visual framing effects that are independent of cognitive dispositions and prior experiences. This provides fertile contributions to the literature on BM methods and how BM visualisations affect decisions. Most importantly, BM visualisations provide an emotionally stabilising function to rational entrepreneurs, a cognitively stabilising function to experiential participants and do not affect indifferent participants in general.},
  language  = {en}
}
@article{GehringDorschDoerfler2019,
  author    = {Gehring, Thomas and Dorsch, Christian and D{\"o}rfler, Thomas},
  title     = {Precedent and doctrine in organisational decision-making},
  series = {Journal of international relations and development},
  volume    = {22},
  journal   = {Journal of international relations and development},
  number    = {1},
  publisher = {Palgrave Macmillan},
  address   = {Basingstoke},
  issn      = {1581-1980},
  doi       = {10.1057/s41268-017-0101-5},
  pages     = {107 -- 135},
  year      = {2019},
  abstract  = {We examine how and under what conditions informal institutional constraints, such as precedent and doctrine, are likely to affect collective choice within international organisations even in the absence of powerful bureaucratic agents. With a particular focus on the United Nations Security Council, we first develop a theoretical account of why such informal constraints might affect collective decisions even of powerful and strategically behaving actors. We show that precedents provide focal points that allow adopting collective decisions in coordination situations despite diverging preferences. Reliance on previous cases creates tacitly evolving doctrine that may develop incrementally. Council decision-making is also likely to be facilitated by an institutional logic of escalation driven by institutional constraints following from the typically staged response to crisis situations. We explore the usefulness of our theoretical argument with evidence from the Council doctrine on terrorism that has evolved since 1985. The key decisions studied include the 1992 sanctions resolution against Libya and the 2001 Council response to the 9/11 attacks. We conclude that, even within intergovernmentally structured international organisations, member states do not operate on a clean slate, but in a highly institutionalised environment that shapes their opportunities for action.},
  language  = {en}
}