@phdthesis{Hebisch2021,
  author    = {Hebisch, Benjamin},
  title     = {Power in supply chain negotiations: a two-stage approach},
  series = {Schriftenreihe zum Verhandlungsmanagement ; Band 15},
  journal   = {Schriftenreihe zum Verhandlungsmanagement ; Band 15},
  publisher = {Kovac},
  address   = {Hamburg},
  isbn      = {978-3-339-12400-5},
  school      = {Universit{\"a}t Potsdam},
  pages     = {XXX,106},
  year      = {2021},
  abstract  = {Negotiations between buyers and suppliers directly influence a company's costs, revenue, and consequently its profits. The outcome of these negotiations relies heavily on the companies' as well as the negotiators' power position. Across three empirical articles the author demonstrates how the own power position can first be identified as well as improved and subsequently used to maximize profits in negotiations between sellers and buyers. In the first paper the sources underlying buyer and supplier power are identified and weighted. The results of the first paper show the impact of each single sources on the buyer and supplier power. The number of suppliers available for one product is by far the most important source of power for both sides. The results indicate that a higher number of suppliers leads to a better power position of the buyer and simultaneously to an inferior power position of a single supplier. The second paper aims to examine the impact of the number of suppliers on the outcome of buyer-seller-negotiations thereby considering the innovation level of the products purchased. The results of the second study which are based on real negotiation data from a German car manufacturer indicate that the number of available suppliers has a stronger impact on the negotiation outcome for innovative than for functional, less innovative products. The third paper analyzes how the ability to take the counterpart's perspective (perspective taking ability) influences the negotiation outcome. This relationship is examined for different power positions. The results indicate that a negotiator's high perspective taking ability leads to a more unfavorable negotiation outcome compared to low perspective taking ability. Simultaneously, high perspective taking ability causes a more positive perception of the conducted negotiation than low perspective taking ability. This contradictory effect of perspective taking ability bears the risk for buyers and suppliers to assess an unfavorable outcome as positive. Finally, the results of the papers are summarized and discussed. The dissertation concludes with implications for practice, limitations of the work, and approaches for future research.},
  language  = {en}
}
@phdthesis{Stolley2018,
  author    = {Stolley, Florian},
  title     = {Four essays on altruism and compliance},
  doi       = {10.25932/publishup-42801},
  url       = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-428013},
  school      = {Universit{\"a}t Potsdam},
  pages     = {ix, 129},
  year      = {2018},
  abstract  = {There are numerous situations in which people ask for something or make a request, e.g. asking a favor, asking for help or requesting compliance with specific norms. For this reason, how to ask for something in order to increase people's willingness to fulfill such requests is one of the most important question for many people working in various different fields of responsibility such as charitable giving, marketing, management or policy making. This dissertation consists of four chapters that deal with the effects of small changes in the decision-making environment on altruistic decision-making and compliance behavior. Most notably, written communication as an influencing factor is the focus of the first three chapters. The starting point was the question how to devise a request in order to maximize its chance of success (Chapter 1). The results of the first chapter originate the ideas for the second and third chapter. Chapter 2 analyzes how communication by a neutral third-party, i.e. a text from the experimenters that either reminds potential benefactors of their responsibility or highlights their freedom of choice, affects altruistic decision-making. Chapter 3 elaborates on the effect of thanking people in advance when asking them for help. While being not as closely related to the other chapters as the three first ones are, the fourth chapter deals as well with the question how compliance (here: compliance with norms and rules) is affected by subtle manipulations of the environment in which decisions are made. This chapter analyzes the effect of default settings in a tax return on tax compliance. In order to study the research questions outlined above, controlled experiments were conducted. Chapter 1, which analyzes the effect of text messages on the decision to give something to another person, employs a mini-dictator game. The recipient sends a free-form text message to the dictator before the latter makes a binary decision whether or not to give part of her or his endowment to the recipient. We find that putting effort into the message by writing a long note without spelling mistakes increases dictators' willingness to give. Moreover, writing in a humorous way and mentioning reasons why the money is needed pays off. Furthermore, men and women seem to react differently to some message categories. Only men react positively to efficiency arguments, while only women react to messages that emphasize the dictator's power and responsibility. Building on this last result, Chapter 2 attempts to disentangle the effect of reminding potential benefactors of their responsibility for the potential beneficiary and the effect of highlighting their decision power and freedom of choice on altruistic decision-making by studying the effects of two different texts on giving in a dictator game. We find that only men react positively to a text that stresses their responsibility for the recipient by giving more to her or him, whereas only women seem to react positively to a text that emphasizes their decision power and freedom of choice. Chapter 3 focuses on the compliance with a request. In the experiment, participants are asked to provide a detailed answer to an open question. Compliance is measured by the effort participants spend on answering the question. The treatment variable is whether or not they see the text "thanks in advance." We find that participants react negatively by putting less effort into complying with the request in response to the phrase "thanks in advance." Chapter 4 studies the effect of prefilled tax returns with mostly inaccurate default values on tax compliance. In a laboratory experiment, participants earn income by performing a real-effort task and must subsequently file a tax return for three consecutive rounds. In the main treatment, the tax return is prefilled with a default value, resulting from participants' own performance in previous rounds, which varies in its relative size. The results suggest that there is no lasting effect of a default value on tax honesty, neither for relatively low nor relatively high defaults. However, participants who face a default that is lower than their true income in the first round evade significantly and substantially more taxes in this round than participants in the control treatment without a default.},
  language  = {en}
}
@phdthesis{Fischer2014,
  author    = {Fischer, Jost Leonhardt},
  title     = {Nichtlineare Kopplungsmechanismen akustischer Oszillatoren am Beispiel der Synchronisation von Orgelpfeifen},
  url       = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus-71975},
  school      = {Universit{\"a}t Potsdam},
  year      = {2014},
  abstract  = {In dieser Arbeit werden nichtlineare Kopplungsmechanismen von akustischen Oszillatoren untersucht, die zu Synchronisation f{\"u}hren k{\"o}nnen. Aufbauend auf die Fragestellungen vorangegangener Arbeiten werden mit Hilfe theoretischer und experimenteller Studien sowie mit Hilfe numerischer Simulationen die Elemente der Tonentstehung in der Orgelpfeife und die Mechanismen der gegenseitigen Wechselwirkung von Orgelpfeifen identifiziert. Daraus wird erstmalig ein vollst{\"a}ndig auf den aeroakustischen und fluiddynamischen Grundprinzipien basierendes nichtlinear gekoppeltes Modell selbst-erregter Oszillatoren f{\"u}r die Beschreibung des Verhaltens zweier wechselwirkender Orgelpfeifen entwickelt. Die durchgef{\"u}hrten Modellrechnungen werden mit den experimentellen Befunden verglichen. Es zeigt sich, dass die Tonentstehung und die Kopplungsmechanismen von Orgelpfeifen durch das entwickelte Oszillatormodell in weiten Teilen richtig beschrieben werden. Insbesondere kann damit die Ursache f{\"u}r den nichtlinearen Zusammenhang von Kopplungsst{\"a}rke und Synchronisation des gekoppelten Zwei-Pfeifen Systems, welcher sich in einem nichtlinearen Verlauf der Arnoldzunge darstellt, gekl{\"a}rt werden. Mit den gewonnenen Erkenntnissen wird der Einfluss des Raumes auf die Tonentstehung bei Orgelpfeifen betrachtet. Daf{\"u}r werden numerische Simulationen der Wechselwirkung einer Orgelpfeife mit verschiedenen Raumgeometrien, wie z. B. ebene, konvexe, konkave, und gezahnte Geometrien, exemplarisch untersucht. Auch der Einfluss von Schwellk{\"a}sten auf die Tonentstehung und die Klangbildung der Orgelpfeife wird studiert. In weiteren, neuartigen Synchronisationsexperimenten mit identisch gestimmten Orgelpfeifen, sowie mit Mixturen wird die Synchronisation f{\"u}r verschiedene, horizontale und vertikale Pfeifenabst{\"a}nde in der Ebene der Schallabstrahlung, untersucht. Die dabei erstmalig beobachteten r{\"a}umlich isotropen Unstetigkeiten im Schwingungsverhalten der gekoppelten Pfeifensysteme, deuten auf abstandsabh{\"a}ngige Wechsel zwischen gegen- und gleichphasigen Sychronisationsregimen hin. Abschließend wird die M{\"o}glichkeit dokumentiert, das Ph{\"a}nomen der Synchronisation zweier Orgelpfeifen durch numerische Simulationen, also der Behandlung der kompressiblen Navier-Stokes Gleichungen mit entsprechenden Rand- und Anfangsbedingungen, realit{\"a}tsnah abzubilden. Auch dies stellt ein Novum dar.},
  language  = {de}
}
@phdthesis{Wrzus2008,
  author    = {Wrzus, Cornelia},
  title     = {Similarity in personal relationships : associations with relationship regulation between and within individuals},
  url       = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus-20158},
  school      = {Universit{\"a}t Potsdam},
  year      = {2008},
  abstract  = {People engage in a multitude of different relationships. Relatives, spouses, and friends are modestly to moderately similar in various characteristics, e.g., personality characteristics, interests, appearance. The role of psychological (e.g., skills, global appraisal) and social (e.g., gender, familial status) similarities in personal relationships and the association with relationship quality (emotional closeness and reciprocity of support) were examined in four independent studies. Young adults (N = 456; M = 27 years) and middle-aged couples from four different family types (N = 171 couples, M = 38 years) gave answer to a computer-aided questionnaire regarding their ego-centered networks. A subsample of 175 middle-aged adults (77 couples and 21 individuals) participated in a one-year follow-up questioning. Two experimental studies (N = 470; N = 802), both including two assessments with an interval of five weeks, were conducted to examine causal relationships among similarity, closeness, and reciprocity expectations. Results underline the role of psychological and social similarities as covariates of emotional closeness and reciprocity of support on the between-relationship level, but indicate a relatively weak effect within established relationships. In specific relationships, such as parent-child relationships and friendships, psychological similarity partly alleviates the effects of missing genetic relatedness. Individual differences moderate these between-relationship effects. In all, results combine evolutionary and social psychological perspectives on similarity in personal relationships and extend previous findings by means of a network approach and an experimental manipulation of existing relationships. The findings further show that psychological and social similarity have different implications for the study of personal relationships depending on the phase in the developmental process of relationships.},
  language  = {en}
}