TY - CHAP A1 - Fabian, Benjamin A1 - Bender, Benedict A1 - Weimann, Lars T1 - E-Mail tracking in online marketing BT - Methods, Detection, and Usage T2 - Proceedings of the 12th International Conference on Wirtschaftsinformatik N2 - E-Mail tracking uses personalized links and pictures for gathering information on user behavior, for example, where, when, on what kind of device, and how often an e-mail has been read. This information can be very useful for marketing purposes. On the other hand, privacy and security requirements of customers could be violated by tracking. This paper examines how e-mail tracking works, how it can be detected automatically, and to what extent it is used in German e-commerce. We develop a detection model and software tool in order to collect and analyze more than 600 newsletter e-mails from companies of several different industries. The results show that the usage of e-mail tracking in Germany is prevalent but also varies depending on the industry. KW - E-Mail Tracking KW - Online Marketing KW - Privacy Y1 - 2015 UR - https://aisel.aisnet.org/wi2015/74 SN - 978-3-00-049184-9 IS - 74 PB - Associations for Information Systems AIS CY - Atlanta ER - TY - CHAP A1 - Bender, Benedict A1 - Grum, Marcus T1 - Entwicklung eines Architekturkonzepts zum flexiblen Einsatz von Analytics T2 - Proceedings INFORMATIK - Jahrestagung der Gesellschaft für Informatik e.V. ; Lecture Notes in Informatics (LNI) N2 - Die optimale Dimensionierung von IT-Hardware stellt Entscheider aufgrund der stetigen Weiterentwicklung zunehmend vor Herausforderungen. Dies gilt im Speziellen auch für Analytics-Infrastrukturen, die zunehmend auch neue Software zur Analyse von Daten einsetzen, welche in den Ressourcenanforderungen stark variieren. Damit eine flexible und gleichzeitig effiziente Gestaltung von Analytics-Infrastrukturen erreicht werden kann, wird ein dynamisch arbeitendes Architekturkonzept vorgeschlagen, das Aufgaben auf Basis einer systemspezifischen Entscheidungsmaxime mit Hilfe einer Eskalationsmatrix verteilt und hierfür Aufgabencharakteristiken sowie verfügbare Hardwareausstattungen entsprechend ihrer Auslastung berücksichtigt. KW - Analytics KW - Architekturkonzept KW - Cyber-Phsysische Systeme KW - Cloud KW - Internet of Things Y1 - 2016 UR - https://dl.gi.de/handle/20.500.12116/1189 IS - P259 SP - 815 EP - 824 PB - Gesellschaft für Informatik e.V. CY - Bonn ER - TY - CHAP A1 - Gronau, Norbert A1 - Grum, Marcus A1 - Bender, Benedict T1 - Determining the optimal level of autonomy in cyber-physical production systems T2 - IEEE 14th International Conference on Industrial Informatics (INDIN) N2 - Traditional production systems are enhanced by cyber-physical systems (CPS) and Internet of Things. A kind of next generation systems, those cyber-physical production systems (CPPS) are able to raise the level of autonomy of its production components. To find the optimal degree of autonomy in a given context, a research approach is formulated using a simulation concept. Based on requirements and assumptions, a cyber-physical market is modeled and qualitative hypotheses are formulated, which will be verified with the help of the CPPS of a hybrid simulation environment. KW - cyber-physical systems KW - hybrid simulation KW - Internet of Things KW - manufacturing systems KW - production engineering computing KW - cyber-physical production systems Y1 - 2017 U6 - https://doi.org/10.1109/INDIN.2016.7819367 SP - 1293 EP - 1299 PB - IEEE CY - New York ER - TY - CHAP A1 - Bender, Benedict A1 - Fabian, Benjamin A1 - Lessmann, Stefan A1 - Haupt, Johannes T1 - E-Mail Tracking BT - status quo and novel countermeasures T2 - Proceedings of the 37th International Conference on Information Systems (ICIS) N2 - E-mail advertisement, as one instrument in the marketing mix, allows companies to collect fine-grained behavioural data about individual users’ e-mail reading habits realised through sophisticated tracking mechanisms. Such tracking can be harmful for user privacy and security. This problem is especially severe since e-mail tracking techniques gather data without user consent. Striving to increase privacy and security in e-mail communication, the paper makes three contributions. First, a large database of newsletter e-mails is developed. This data facilitates investigating the prevalence of e- mail tracking among 300 global enterprises from Germany, the United Kingdom and the United States. Second, countermeasures are developed for automatically identifying and blocking e-mail tracking mechanisms without impeding the user experience. The approach consists of identifying important tracking descriptors and creating a neural network-based detection model. Last, the effectiveness of the proposed approach is established by means of empirical experimentation. The results suggest a classification accuracy of 99.99%. KW - E-Mail Tracking KW - Countermeasures KW - Privacy KW - Security KW - Machine Learning Y1 - 2016 UR - https://aisel.aisnet.org/icis2016/ISSecurity/Presentations/13/ ER - TY - CHAP A1 - Glaschke, Christian A1 - Gronau, Norbert A1 - Bender, Benedict T1 - Cross-System Process Mining using RFID Technology T2 - Proceedings of the Sixth International Symposium on Business Modeling and Software Design - BMSD N2 - In times of digitalization, the collection and modeling of business processes is still a challenge for companies. The demand for trustworthy process models that reflect the actual execution steps therefore increases. The respective kinds of processes significantly determine both, business process analysis and the conception of future target processes and they are the starting point for any kind of change initiatives. Existing approaches to model as-is processes, like process mining, are exclusively focused on reconstruction. Therefore, transactional protocols and limited data from a single application system are used. Heterogeneous application landscapes and business processes that are executed across multiple application systems, on the contrary, are one of the main challenges in process mining research. Using RFID technology is hence one approach to close the existing gap between different application systems. This paper focuses on methods for data collection from real world objects via RFID technology and possible combinations with application data (process mining) in order to realize a cross system mining approach. KW - Process Mining KW - RFID KW - Production KW - Cross-System Y1 - 2016 SN - 978-989-758-190-8 U6 - https://doi.org/10.5220/0006223501790186 SP - 179 EP - 186 PB - SCITEPRESS - Science and Technology Publications CY - Setúbal ER - TY - CHAP A1 - Grum, Marcus A1 - Bender, Benedict A1 - Alfa, Attahiru S. T1 - The construction of a common objective function for analytical infrastructures T2 - 2017 International Conference on Engineering, Technology and Innovation (ICE/ITMC) N2 - The paper deals with the increasing growth of embedded systems and their role within structures similar to the Internet (Internet of Things) as those that provide calculating power and are more or less appropriate for analytical tasks. Faced with the example of a cyber-physical manufacturing system, a common objective function is developed with the intention to measure efficient task processing within analytical infrastructures. A first validation is realized on base of an expert panel. KW - Analytic Infrastructures KW - Cyber-Physical Manufacturing Systems KW - Measuring Efficient Task Processing Y1 - 2018 U6 - https://doi.org/10.1109/ICE.2017.8279892 SP - 219 EP - 225 PB - IEEE CY - New York ER - TY - JOUR A1 - Hüttel, Alexandra A1 - Ziesemer, Florence A1 - Peyer, Mathias A1 - Balderjahn, Ingo T1 - To purchase or not? BT - Why consumers make economically (non-)sustainable consumption choices JF - Journal of Cleaner Production N2 - Although ecologically and socially responsible consumption helps to reduce the harmful effects of resource use for both nature and society, all types of consumption (whether green or fair) deplete valuable resources. At the same time, to maintain household financial sustainability, spending should not exceed a household's financial resources. Thus, economically sustainable consumption is related to the consumer's decision to not buy products and the disposition to forgo specific purchases. Based on a means-end chain approach, this study investigates consumer cognitive decision-making structures related to six distinct options for economically (non-)sustainable consumption. Whereas saving motives, waste concerns, and avoidance motivations support economically sustainable decisions, economically non-sustainable decision-making is directly linked to attaining overall life goals. By clustering respondents based on the elicited means-end chains, the study discloses four consumer groups with distinctive motivational structures. The study also reveals several obstacles to promoting economic sustainability, indicates methods to overcome such obstacles, and suggests avenues for future research. KW - Economically sustainable consumption KW - Consumer decision-making KW - Means-end chain theory KW - Collaborative consumption KW - Voluntary simplicity KW - Frugal consumption Y1 - 2017 U6 - https://doi.org/10.1016/j.jclepro.2017.11.019 SN - 0959-6526 SN - 1879-1786 VL - 174 SP - 827 EP - 836 PB - Elsevier CY - Oxford ER - TY - JOUR A1 - Herbst - Voeth, Uta A1 - Dotan, Hilla A1 - Stöhr, Sina T1 - Negotiating with work friends BT - examining gender differences in team negotiations JF - The journal of business & industrial marketing N2 - Purpose - This study aims to investigate whether a team of females negotiates differently than a team of males, and whether (workplace) friendship moderates the relationship between single-gender team composition and negotiation outcomes. Design/methodology/approach - The authors used two laboratory studies and paired 216 MBA students into single-gender teams of friends and non-friends, and then engaged them in several dyadic multi-issue negotiations. Findings - The results show that on average, male teams of non-friends reached significantly better outcomes than female teams of non-friends. However, and interestingly, female teams of friends perform equally to male teams of friends. Research limitations/implications - The authors contribute both to the negotiations and the workplace friendship literature because very little research has examined negotiation among friends at work and in particular team negotiations. In addition, the authors also contribute to the literature on gender differences in negotiations because existing research has rarely examined the differences between all-male and all-female teams and especially the relationship between same-sex teams and their effects on negotiation outcomes. Practical implications - This research has clear implications to managers with regard to team composition. Specifically, a winning all-female team should not be changed! Originality/value - This is the first study to examine the relationship between workplace friendship, gender and negotiation outcomes. KW - Multi-issue negotiation KW - Negotiation performance KW - Gender effects KW - Intra-team friendship KW - Team negotiations KW - Workplace friendships Y1 - 2017 U6 - https://doi.org/10.1108/JBIM-12-2015-0250 SN - 0885-8624 SN - 2052-1189 VL - 32 SP - 558 EP - 566 PB - Emerald Group Publishing Limited CY - Bingley ER - TY - GEN A1 - George, Elizabeth A1 - Kearney, Eric T1 - Editorial T2 - Organizational psychology review Y1 - 2017 U6 - https://doi.org/10.1177/2041386617690945 SN - 2041-3866 SN - 2041-3874 VL - 7 IS - 1 SP - 3 EP - 3 PB - Sage Publ. CY - Thousand Oaks ER - TY - JOUR A1 - Preuss, Melanie A1 - van der Wijst, Per T1 - A phase-specific analysis of negotiation styles JF - The journal of business & industrial marketing N2 - Purpose - The purpose of this study is to analyze whether negotiators stick to one single negotiation style or whether their styles vary during the negotiation process. The paper seeks to identify different combinations of phase-specific negotiation styles and investigates the relationship between these combinations and negotiation performance and satisfaction. Design/methodology/approach - The study is based on a large online negotiation simulation that allows a phase-specific analysis of negotiation styles via an elaborate coding scheme. Findings - The findings reveal that negotiators generally do not limit themselves to a single negotiation style. Instead, they vary their style in the course of different negotiation phases. The authors distinguish between five distinct phase-specific negotiation style patterns that differ with regard to their impact on negotiation performance but not negotiation satisfaction. Practical implications - Negotiation practitioners get to know different phase-specific negotiation style patterns and get insights into which pattern is the most promising for negotiation performance. As a result, they can acquire this phase-specific negotiation style pattern to enhance their performance. Originality/value - The paper contributes to existing negotiation style literature, because it is the first to analyze negotiation styles from a phase-specific point of view. KW - Business-to-business marketing KW - Negotiation performance KW - Negotiation phases KW - Negotiation satisfaction KW - Negotiation styles Y1 - 2017 U6 - https://doi.org/10.1108/JBIM-01-2016-0010 SN - 0885-8624 SN - 2052-1189 VL - 32 IS - 4 SP - 505 EP - 518 PB - Emerald Group Publishing Limited CY - Bingley ER -