@phdthesis{Wild2022, author = {Wild, Andreas}, title = {Strategic supplier cooperation in the automotive industry}, series = {Schriftenreihe zum Verhandlungsmanagement ; 18}, journal = {Schriftenreihe zum Verhandlungsmanagement ; 18}, publisher = {Kovac}, address = {Hamburg}, isbn = {978-3-339-12618-4}, school = {Universit{\"a}t Potsdam}, pages = {124}, year = {2022}, abstract = {In the automotive industry, suppliers from the consumer electronics and high-tech industry are becoming increasingly relevant, for example in the context of automated vehicles. The carmakers' purchasing organizations need to understand the power constellation in negotiations with these new suppliers, since negotiating power is the greatest lever for influencing the outcome of negotiations. This study analyzes the importance of organizational sources of power and their interplay with the products' degree of innovation.}, language = {en} } @phdthesis{Teetz2022, author = {Teetz, Tim}, title = {Work design and leadership in lean production}, school = {Universit{\"a}t Potsdam}, pages = {138}, year = {2022}, language = {en} } @phdthesis{Stork2023, author = {Stork, Carsten}, title = {Organizational negotiation mnagement}, series = {Schriftenreihe zum Verhandlungsmanagement ; 23}, journal = {Schriftenreihe zum Verhandlungsmanagement ; 23}, publisher = {Kovac}, address = {Hamburg}, isbn = {978-3-339-13554-4}, issn = {2365-7898}, pages = {XVII, 168}, year = {2023}, abstract = {Negotiations are a way of joint decision-making and thereby a form of social conflict. By determining the concrete allocation of scarce resources, negotiations have a great impact on the value creation of companies. If companies succeed in achieving better negotiation results in the long term, they can increase their profitability. Ensuring a company's negotiation success is therefore an organizational issue of central importance. While the question of ensuring individual negotiation success has been the subject and topic of multidisciplinary research for a long time, the question of how organizations can implement and ensure continuous negotiation success remains largely unexplored. This dissertation therefore aims to investigate how companies enable their employees to consistently achieve better negotiation outcomes. It is significant that, in the corporate context, negotiators do not act as individuals but as embedded representatives of an organization, and that negotiations are not one-time events but recurring necessities for the existence of the organization instead. In organizations, those recurring processes with a similar fundamental structure are handled by routines. A planned improvement of routines is often forced by new artifacts. In this context, artifacts refer to human-created technologies with which humans interact within routines and therefore artifacts have a central influence on executing the routine. If negotiation activities in companies are represented by organizational routines, one central issue for improving companies' negotiation performance is the artifacts' incorporation into organizational negotiation routines that facilitate the efficient application of the insights from negotiation research. The dissertation consists of three studies that were written as research papers to examine artifacts in the organizational negotiation context. The first study focuses on the pre-negotiation stage and presents four tools to assist negotiation practitioners in efficiently preparing for negotiation. The study examines the negotiation preparation's effectiveness and efficiency and the negotiation outcome in a case-based experiment. The second study is devoted to a closer examination of the barriers that inhibit the adoption of negotiation support systems (NSSs) as one kind of organizational negotiation artifact. The investigation is conducted using a structural equation model based on information from participating practitioners. The third study is concerned with the future of negotiation support system research. An exploratory study based on qualitative in-depth interviews with proven and published experts in the field aims to evaluate the current state of research. The general discussion of the dissertation connects, summarizes, and concludes the study results and derives implications for practice, limitations, and future research ideas.}, language = {en} } @phdthesis{Siebert2022, author = {Siebert, Ernestine Cath{\´e}rine}, title = {New Strategic Approaches for Multi-issue Negotiations}, series = {Schriftenreihe zum Verhandlungsmanagement}, journal = {Schriftenreihe zum Verhandlungsmanagement}, number = {17}, publisher = {Verlag Dr. Kovač}, address = {Hamburg}, isbn = {978-3-339-12750-1}, issn = {2365-7898}, pages = {XIV, 139, XLIX}, year = {2022}, language = {en} } @phdthesis{Scholz2020, author = {Scholz, Florian}, title = {Leadership and prosocial behavior}, year = {2020}, language = {de} } @phdthesis{Schaumburg2024, author = {Schaumburg, Josephine}, title = {Men are not better negotiators after all!}, series = {Schriftenreihe zum Verhandlungsmanagement}, volume = {24}, journal = {Schriftenreihe zum Verhandlungsmanagement}, publisher = {Kovac}, address = {Hamburg}, isbn = {978-3-339-13798-2}, issn = {2365-7898}, school = {Universit{\"a}t Potsdam}, pages = {284}, year = {2024}, abstract = {This dissertation examines the lack of clarity in the scientific literature regarding gender and negotiation performance. It is often claimed that men negotiate better than women, yet it is simultaneously emphasized that results strongly depend on context. Through the use of qualitative methods such as content analysis and critical mixed-methods review, the research question: "Are women truly inferior negotiators compared to men?" is addressed. The study comprises a descriptive and an interpretive part. The descriptive section illuminates various interpretations of gender-specific negotiation theory among citing authors, with 67\% arguing for a general superiority of men. However, given the high variance in gender-specific differences, the focus should instead be on the context-dependency of negotiation performance. Generalized statements can be made within contexts, but not across them. In the interpretive section, several factors contributing to this misinterpretation are highlighted, including discrepancies in the definition of negotiation performance and distortions in research communication.. From a scientific perspective, this study underscores the need for a nuanced sociological analysis and warns against the one-sided acceptance of inaccurate scientific interpretations. From a practical standpoint, it amplifies the voices of women affected by biased research paradigms. Overall, the dissertation clarifies the theory of gender-specific negotiation performance and advocates for the elimination of biases in scientific discourse.}, language = {en} } @phdthesis{Rhaout2021, author = {Rhaout, Mohamed Kamal}, title = {The Impact of Motivational Factors on Employees' Turnover Intentions}, pages = {132}, year = {2021}, language = {de} } @phdthesis{Ortmann2020, author = {Ortmann, Maximilian}, title = {Goal setting strategies in business negotiations}, series = {Schriftenreihe zum Verhandlungsmanagement}, journal = {Schriftenreihe zum Verhandlungsmanagement}, number = {12}, publisher = {Verlag Dr. Kovač}, address = {Hamburg}, isbn = {978-3-339-11630-7}, school = {Universit{\"a}t Potsdam}, pages = {XVII, 102, LVI}, year = {2020}, abstract = {Negotiations have become a central aspect of managerial life and influence a company's profit significantly. This is why organizations generally endeavor to increase their negotiation performance. Over the last decades, besides other factors, research found goal setting to be one of the best predictor of negotiation outcomes. Given the extent and complexity of multi-issue business negotiations, profit optimizing by means of improving a company's goal setting has a great deal of potential. However, developing goal setting strategies before the actual negotiation is still rather uncommon in business practice. In order to provide professionals with empirical guidance, this work aims at investigating three steps for the development and effective management of goal setting strategies for business negotiations. Therefore, this dissertation contains three papers, each one dealing with one specific step. The first paper explores the characterization of social and economic outcomes in different business relationship types at the beginning of the relationship and the development of these outcomes toward the actual status quo. The second paper takes the number of goals into account for goal setting strategies. This paper uses the two dimensions goal scope and goal difficulty to investigate the relevance and potentials of combining different level of these dimensions in multi-issue negotiations. Therefore, a large experiment was conducted measuring the impact on individual and joint negotiation outcomes, and the impasse rate. The third paper analyzes the type and orientation of negotiation goals. When the set of negotiation issues has an integrative potential, the opportunity to increase the joint gains arises. To what extent negotiators pursue the integrative potential depends largely on their goal orientation. A quantitative analysis with practitioners was used to examine the influence that business negotiations' situative and organizational factors have on the negotiators' goal orientation. The dissertation closes with implications for practice, limitations of the work, and ideas for future research.}, language = {en} } @phdthesis{Oehlschlaeger2022, author = {Oehlschl{\"a}ger, Patricia}, title = {Future perspectives on business negotiations}, series = {Schriftenreihe zum Verhandlungsmanagement}, journal = {Schriftenreihe zum Verhandlungsmanagement}, number = {19}, publisher = {Kovac}, address = {Hamburg}, isbn = {978-3-339-13256-7}, issn = {2365-7898}, pages = {173}, year = {2022}, abstract = {Despite the importance of negotiations in companies and their contribution to strategic corporate planning, researchers have not yet focused on assessing the development of negotiations in the future. To broaden the field of futures research in negotiations and to provide empirical guidance about strategic business decisions to negotiators and managers, this work exploratively investigates the future of negotiations. The impact of trends on negotiations and negotiation behavior, as well as the development of future negotiation scenarios are therefore examined. Moreover, the preparation of negotiators for the future is analyzed and how effective negotiation teaching can be designed to improve negotiation performance.}, language = {en} } @phdthesis{Menning2020, author = {Menning, Axel}, title = {Koh{\"a}renz und Kreativit{\"a}t}, school = {Universit{\"a}t Potsdam}, pages = {225}, year = {2020}, language = {de} } @phdthesis{Maul2023, author = {Maul, Valeska Joya}, title = {Addressing current challenges of ecosystems in innovation and entrepreneuership}, school = {Universit{\"a}t Potsdam}, pages = {176, XX}, year = {2023}, abstract = {Nowadays, innovative and entrepreneurial activities and their actors are embedded in interdependent systems to drive joint value creation. Innovation ecosystems and entrepreneurial ecosystems have become established system-level concepts in management research to explain how value transpires between different actors and institutions in distinct contexts. Despite the popularity of the concepts, researchers have critiqued their theoretical depth, conceptual distinctiveness, as well as operationalization and measurement (Autio \& Thomas, 2022; Klimas \& Czakon, 2022). Furthermore, in light of current-day challenges, research has yet to address how context impacts innovation and entrepreneurial ecosystems and their actors and elements (Wurth et al., 2022). The aim of this cumulative thesis is to provide a deeper understanding of the conceptualization, operationalization, and measurement of innovation and entrepreneurial ecosystems and investigate how contextual factors can influence the overall ecosystem and its key actors. To this end, bibliometric and empirical-qualitative methods, as well as narrative and systematic literature reviews, are employed. After introducing the research scope and key concepts in Chapter 1, a systematic literature review to operationalize and measure the concept of innovation ecosystems is conducted, and an integrative framework of its composition is introduced in Chapter 2. In Chapter 3, the innovation journal network is outlined by means of science mapping to determine current and emerging research areas characterizing innovation studies. In Chapters 4 and 5, the interplay between the temporal context of the Covid-19 pandemic and the spatial context of entrepreneurial ecosystems is assessed by focusing on the role of organizational resilience and affordances. The findings shed new light on the dynamics and boundaries of entrepreneurial ecosystems as they move between the spatial and digital realm. Building on this, an integrative framework of digital entrepreneurial ecosystems is presented in Chapter 6. The concluding Chapter 7 summarizes my thesis's conceptual, theoretical, and empirical insights, highlighting implications, limitations, and promising future research avenues. The findings of this cumulative thesis contribute to the theoretical and conceptual advancement of ecosystems in innovation and entrepreneurship by providing insights into the measurement and operationalization of its elements. Furthermore, the results show that contextual factors, such as crisis events or institutional circumstances, influence innovation and entrepreneurial ecosystems and their actors, calling for a more nuanced consideration of ecosystem configurations and dynamics. By drawing from the theory of affordances, the elements that actually afford value to the actors and how they shift between the physical and digital realm are portrayed. Based on these findings, this thesis introduces novel frameworks and conceptual advancements of the configurations and boundaries of innovation and (digital) entrepreneurial ecosystems, laying the foundation for a renewed understanding of how to design, orchestrate, and evaluate ecosystems today and in the future.}, language = {en} } @phdthesis{Kietzmann, author = {Kietzmann, Uwe}, title = {Change leadership}, school = {Universit{\"a}t Potsdam}, pages = {105, XXXVI}, language = {de} } @phdthesis{Huhndorf2023, author = {Huhndorf, Dominik}, title = {Vision{\"a}re F{\"u}hrung und Teamleistung}, school = {Universit{\"a}t Potsdam}, pages = {158}, year = {2023}, language = {de} } @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{Fischer2020, author = {Fischer, Caroline}, title = {Knowledge Sharing in the Public Sector}, school = {Universit{\"a}t Potsdam}, pages = {xiii, 222}, year = {2020}, abstract = {This dissertation examines the activity of knowledge sharing by public employees in the workplace. Building on the Rubicon model of human behavior formation, I use a threefold approach to analyze the knowledge-sharing process: public employees' motivation to share knowledge, their intention to share, and knowledge sharing behavior as such. The first article maps the knowledge-sharing behavior of public employees. It builds a typology of behavioral patterns and shows that public employees mainly share their knowledge responsively and directly with a knowledge receiver rather than an information medium. The second article elaborates on the construct of knowledge-sharing motivation and develops a scale to measure this kind of work motivation in a selective and domain-specific way. Data from three studies indicate three dimensions of knowledge-sharing motivation, namely appreciation, growth and altruism, and tangible rewards. Based on these dimensions, the third article analyzes whether the satisfaction of public employees' underlying needs can foster ther knowledge-sharing intention. The study indicates that both tested treatments (appreciation by co-workers, benefits in a performance appraisal) positively affect knowledge-sharing intention if it is explicit knowledge that ought to be shared. However, no effects of either treatment can be found if implicit knowledge is shared. Hence, to foster sharing of explicit knowledge, the analyzed motivation-enhancing rewards can be used in public management practice. To enhance implicit knowledge sharing, ability- and opportunity-enhancing management instruments are discussed. All in all, this dissertation integrates a micro-level perspective on human knowledge sharing into a meso-level perspective on organizational knowledge management. It adds to the literature on workplace behaviors of public employees and knowledge management and aims to incorporate knowledge sharing and management into the public administration and management literature.}, language = {en} } @phdthesis{Diab2020, author = {Diab, Sarah}, title = {Der Einfluss von nachhaltigem Konsumbewusstsein auf Luxuskonsum unter Ber{\"u}cksichtigung verschiedener Moderatoren}, school = {Universit{\"a}t Potsdam}, pages = {259}, year = {2020}, abstract = {Das Ziel der vorliegenden Dissertation war es herauszuarbeiten, ob Nachhaltigkeitsbewusstsein den Konsum von Luxusg{\"u}tern beeinflusst und ob verschiedene Moderatoren einen Einfluss auf diesen Zusammenhang aus{\"u}ben. Das Nachhaltigkeitsbewusstsein wurde dabei basierend auf dem von Balderjahn et al. (2013) entwickelten Consciousness-for-sustainable-consumption-Modell durch die {\"o}kologische, soziale und die {\"o}konomische Nachhaltigkeit sowie erg{\"a}nzend durch das Tierschutzbewusstsein und Bewusstsein f{\"u}r lokale Produktion repr{\"a}sentiert. Als Moderatoren dienten das Streben nach sozialer Anerkennung und Prestige, Materialismus, Hedonismus und Traditionsbewusstsein. F{\"u}r die Aufdeckung m{\"o}glicher Zusammenh{\"a}nge zwischen den verschiedenen Dimensionen der Nachhaltigkeit und Luxuskonsum wurde eine Pr{\"a}diktorenanalyse durchgef{\"u}hrt. Moderatorenanalysen offenbarten zus{\"a}tzlich, ob ein Einfluss der verschiedenen Moderatoren auf die einzelnen Zusammenh{\"a}nge vorlag. Die Untersuchung zeigte, dass jeweils das Umweltbewusstsein, das Bewusstsein f{\"u}r gen{\"u}gsamen Konsum sowie das Bewusstsein f{\"u}r schuldenfreien Konsum als Teil der {\"o}konomischen Nachhaltigkeit und das Tierschutzbewusstsein einen Einfluss auf den Luxuskonsum aus{\"u}ben. Dar{\"u}ber hinaus konnten insgesamt sieben Einfl{\"u}sse durch die verschiedenen Moderatorvariablen auf die unterschiedlichen Zusammenh{\"a}nge zwischen den Nachhaltigkeitsdimensionen und Luxuskonsum aufgedeckt werden.}, language = {de} } @phdthesis{Buss2021, author = {Buss, Martin}, title = {The dark side of visionary leadership}, school = {Universit{\"a}t Potsdam}, year = {2021}, language = {de} } @phdthesis{Bunnenberg2022, author = {Bunnenberg, Philipp}, title = {Finanzmarktrisiken durch ETFs und Closet Indexing}, series = {Schriftenreihe Finanzierung und Banken (SFB)}, journal = {Schriftenreihe Finanzierung und Banken (SFB)}, number = {32}, publisher = {EWP, Edition Wissenschaft \& Praxis}, address = {Berlin}, isbn = {978-3-89673-776-2}, issn = {2751-9562}, doi = {10.3790/978-3-89644-776-0}, school = {Universit{\"a}t Potsdam}, pages = {287}, year = {2022}, abstract = {Die Arbeit ist ein Beitrag zu einer grundlegenden Diskussion der Kapitalmarktforschung, dem messbaren Erfolg „aktiver vs. passiver" Investmentstrategien. Der Autor setzt sich kritisch mit den wesentlichen Anlagestrategien und Modellen f{\"u}r Indexprodukte auseinander und beleuchtet zugleich Closet Indexing bei aktiv gemanagten Investmentfonds. Das Ergebnis zeigt, dass Closet Indexing nicht nur sporadisch auftritt, sondern eine weit verbreitete Anlagestrategie in vielen vermeintlich aktiv gemanagten Aktieninvestmentfonds ist.}, language = {de} } @phdthesis{Bender2021, author = {Bender, Benedict}, title = {Platform Coring on Digital Software Platforms}, series = {Schriften zur Business Analytics und zum Informationsmanagement}, journal = {Schriften zur Business Analytics und zum Informationsmanagement}, publisher = {Springer}, address = {Wiesbaden}, isbn = {978-3-658-34798-7}, doi = {10.1007/978-3-658-34799-4}, school = {Universit{\"a}t Potsdam}, pages = {XVIII, 252}, year = {2021}, abstract = {Digital software platforms such as iOS or Android evolve quickly. Through regular updates, their set of built-in (core) features increases. While innovation allows strengthening platforms amidst competition, it can hurt contributors when introducing core features that are already provided by third-party developers (Platform Coring). This book addresses the underexplored phenomenon of Platform Coring and provides strategical guidance for platform owners and third-party contributors. Platform owners are well-advised to carefully consider the benefits and risks for their platform ecosystem. The book contributes by highlighting avenues to employ Platform Coring for the competitive advantage of the platform and ecosystem simultaneously.}, language = {en} }