@phdthesis{Gandhi2022, author = {Gandhi, Nilima}, title = {Visionary leadership and job satisfaction}, doi = {10.25932/publishup-57269}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-572691}, school = {Universit{\"a}t Potsdam}, pages = {154}, year = {2022}, abstract = {Current business organizations want to be more efficient and constantly evolving to find ways to retain talent. It is well established that visionary leadership plays a vital role in organizational success and contributes to a better working environment. This study aims to determine the effect of visionary leadership on employees' perceived job satisfaction. Specifically, it investigates whether the mediators meaningfulness at work and commitment to the leader impact the relationship. I take support from job demand resource theory to explain the overarching model used in this study and broaden-and-build theory to leverage the use of mediators. To test the hypotheses, evidence was collected in a multi-source, time-lagged design field study of 95 leader-follower dyads. The data was collected in a three-wave study, each survey appearing after one month. Data on employee perception of visionary leadership was collected in T1, data for both mediators were collected in T2, and employee perception of job satisfaction was collected in T3. The findings display that meaningfulness at work and commitment to the leader play positive intervening roles (in the form of a chain) in the indirect influence of visionary leadership on employee perceptions regarding job satisfaction. This research offers contributions to literature and theory by first broadening the existing knowledge on the effects of visionary leadership on employees. Second, it contributes to the literature on constructs meaningfulness at work, commitment to the leader, and job satisfaction. Third, it sheds light on the mediation mechanism dealing with study variables in line with the proposed model. Fourth, it integrates two theories, job demand resource theory and broaden-and-build theory providing further evidence. Additionally, the study provides practical implications for business leaders and HR practitioners. Overall, my study discusses the potential of visionary leadership behavior to elevate employee outcomes. The study aligns with previous research and answers several calls for further research on visionary leadership, job satisfaction, and mediation mechanism with meaningfulness at work and commitment to the leader.}, language = {en} } @phdthesis{Schmidt2021, author = {Schmidt, Robert}, title = {Gr{\"u}ndungsf{\"o}rderung an Hochschulen}, doi = {10.25932/publishup-52520}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-525203}, school = {Universit{\"a}t Potsdam}, pages = {XIII, 270, ix}, year = {2021}, abstract = {F{\"o}rdermittelfinanzierte Gr{\"u}ndungsunterst{\"u}tzungsangebote waren in den EU-F{\"o}rderperioden 2007-2013 und 2014-2020 ein wichtiges Element der Hochschulgr{\"u}ndungsf{\"o}rderung im Land Brandenburg. Aufgrund der positiven wirtschaftlichen Entwicklung des Landes, reduzierte sich das F{\"o}rdervolumen in der gleichen Zeit jedoch stetig. F{\"u}r die EU-F{\"o}rderperiode 2021-2027 steht eine weitere Reduzierung der F{\"o}rdermittel bereits fest. In der Folge wird es, ohne Anpassungen der etablierten F{\"o}rderstrukturen, zur weiteren Reduzierung oder Erosion der Gr{\"u}ndungsunterst{\"u}tzungsangebote an Brandenburger Hochschulen kommen. Die vorliegende Arbeit befasst sich daher u.a. mit der Frage, wie ein theoretisches Referenzmodell zur f{\"o}rdermittelfinanzierten Hochschulgr{\"u}ndungsberatung gestaltet sein kann, um den reduzierten F{\"o}rders{\"a}tzen bei gleichzeitiger Aufrechterhaltung der Angebotsvielfalt gerecht zu werden. Zur Beantwortung dieser Frage wird als Untersuchungsobjekt das F{\"o}rderprojekt BIEM Startup Navigator herangezogen. Das Gr{\"u}ndungsberatungsprojekt BIEM Startup Navigator wurde von 2010 bis 2014 an sechs Brandenburger Hochschulen durchgef{\"u}hrt. Mit Hilfe der Modelle und Pr{\"a}missen der Prinzipal-Agent-Theorie wird zun{\"a}chst ein theoretischer Rahmen aufgespannt, auf dessen Grundlage die empirische Untersuchung erfolgt. Anhand der Prinzipal-Agent-Theorie werden die beteiligten Organisationen, Individuen und Institutionen aufgezeigt. Weiterhin werden die wesentlichen Problemfelder und L{\"o}sungsans{\"a}tze der Prinzipal-Agent-Theorie f{\"u}r die Untersuchung des BIEM Startup Navigators diskutiert. Im Untersuchungsverlauf werden u.a. die Konzepte zur Durchf{\"u}hrung des F{\"o}rderprojekts an sechs Hochschulstandorten, die Daten von 610 Teilnehmenden und 288 Gr{\"u}ndungen analysiert, um so sachlogische Zusammenh{\"a}nge und Wechselwirkungen identifizieren und beschreiben zu k{\"o}nnen. Es werden unterschiedliche theoretische Annahmen zu den Bereichen Projekteffektivit{\"a}t bzw. Projekteffizienz, Kostenverteilung und zur konzeptionellen Ausgestaltung in Form von 24 Arbeitshypothesen formuliert und auf die Untersuchung {\"u}bertragen. Die Verifizierung bzw. Falsifizierung der Hypothesen erfolgt auf Grundlage der kombinierten Erkenntnisse aus Literaturrecherchen und den Ergebnissen der empirischen Untersuchung. Im Verlauf der Arbeit gelingt es, die in der Prinzipal-Agent-Theorie auftretenden Agencykosten auch am Beispiel des BIEM Startup Navigators zu beschreiben und ex post Ineffizienzen in den durchgef{\"u}hrten Screening- und Signalingprozessen aufzuzeigen. Mit Hilfe des im Verlauf der Arbeit entwickelten theoretischen Referenzmodells zur f{\"o}rdermittelfinanzierten Gr{\"u}ndungsberatung an Brandenburger Hochschulen soll es gelingen, den sinkenden EU-F{\"o}rdermitteln, ohne eine gleichzeitige Reduzierung der Gr{\"u}ndungsunterst{\"u}tzungsangebote an den Hochschulen, gerecht zu werden. Hierf{\"u}r zeigt das theoretische Referenzmodell wie die Ergebnisse der empirischen Untersuchung genutzt werden k{\"o}nnen, um die Agencykosten der f{\"o}rdermittelfinanzierten Gr{\"u}ndungsberatung zu reduzieren.}, language = {de} } @phdthesis{Dannenmann2023, author = {Dannenmann, Barbara}, title = {K{\"o}nnen technologiegest{\"u}tzte Verhandlungstrainings unter Einsatz von K{\"u}nstlicher Intelligenz und Virtueller Realit{\"a}t das Vertriebstraining verbessern?}, doi = {10.25932/publishup-57737}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-577378}, school = {Universit{\"a}t Potsdam}, pages = {245}, year = {2023}, abstract = {Digitale und gesellschaftliche Entwicklungen fordern kontinuierliche Weiterbildung f{\"u}r Mitarbeiter im Vertrieb. Es halten sich in dieser Berufssparte aber immer noch einige Mythen zum Training von Vertriebsmitarbeitern. Unter anderem deshalb wurde in der Vergangenheit der Trainingsbedarf im Vertrieb stark vernachl{\"a}ssigt. Die Arbeit befasst sich deshalb zun{\"a}chst mit der Frage, wie der Vertrieb in Deutschland aktuell geschult wird (unter Einbezug der Corona-Pandemie) und ob sich aus den Trainingsgewohnheiten erste Hinweise zur Erlangung eines strategischen Wettbewerbsvorteils ergeben k{\"o}nnten. Dabei greift die Arbeit auf, dass Investitionen in das Training von Vertriebsmitarbeitern eine Anlage in die Wettbewerbsf{\"a}higkeit des Unternehmens sein k{\"o}nnten. Automatisierte Trainings, beispielsweise basierend auf Virtual Reality (VR) und K{\"u}nstlicher Intelligenz (KI), k{\"o}nnten in der Aus- und Weiterbildung des Vertriebs einen effizienten Beitrag in der Sicherstellung eines strategischen Wettbewerbsvorteils leisten. Durch weitere Forschungsfragen befasst sich die Arbeit anschließend damit, wie ein automatisiertes Vertriebstraining mit KI- und VR-Inhalten unter Einbeziehung der Nutzer gestaltet werden muss, um Vertriebsmitarbeiter in einem daf{\"u}r ausgew{\"a}hlten Verhandlungskontext zu trainieren. Dazu wird eine Anwendung mit Hilfe von Virtual Reality und K{\"u}nstlicher Intelligenz in einem Verhandlungsdialog entwickelt, getestet und evaluiert. Die vorliegende Arbeit liefert eine Basis f{\"u}r die Automatisierung von Vertriebstrainings und im erweiterten Sinne f{\"u}r Trainings im Allgemeinen.}, language = {de} } @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{Weber2019, author = {Weber, Marie-Christin}, title = {Performance Enhancing Strategies in Different Negotiation Phases}, publisher = {Kovac}, address = {Hamburg}, isbn = {978-3-339-10946-0}, school = {Universit{\"a}t Potsdam}, pages = {78}, year = {2019}, abstract = {The present dissertation investigates profit-maximizing behavior in different phases of the negotiation process. Over the last decades, research dealt in detail with behavior of negotiation actors with the aim of identifying performance enhancing factors. The majority of those studies focused on behavior within the main negotiation phase. This work, however, considers phases which are, so far, underrepresented in research but show an impact on the negotiation process and outcome. Those phases are the pre-negotiation, the first offer, and the main negotiation phase which is further divided by breaks into several rounds. Within these phases, traits of behavior are analyzed that can be used strategically in order to impact the negotiation outcome. The dissertation contains three papers, each one dealing with a specific strategy within one phase. The first paper investigates communication behavior in the pre-negotiation phase. Content analysis of a negotiation experiment shows that the employment of positive communication elements such as the generation of enthusiasm for an upcoming project results in an increase of agreements on entering a negotiation and also leads to a higher willingness to make concessions. The second paper explores the impact of a semantic first anchor, which does not contain a specific number but only gives a numerical direction, on the opponent's concession behavior and the final outcome. By means of two scenario-based questionnaires and a negotiation experiment it is demonstrated that semantic offers reveal an anchoring effect and lead to better negotiation outcomes. The third paper deals with the introduction of breaks and their effect on the following negotiation process. Therefore, content and outcome of another negotiation experiment are investigated. The analysis shows that breaks evoke a dominant impression but can negatively impact the atmosphere and thereby also the outcome. Finally, the gathered insights are brought together and discussed. The dissertation closes with implications for practice, limitations of the work, and ideas for future research.}, language = {en} } @phdthesis{Huettel, author = {H{\"u}ttel, Alexandra}, title = {The role of human values in sustainable consumption}, school = {Universit{\"a}t Potsdam}, language = {en} } @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{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{Bieri2019, author = {Bieri, Pascal}, title = {Topmanager im Kreuzfeuer ihrer Dilemmata}, doi = {10.25932/publishup-44106}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:517-opus4-441062}, school = {Universit{\"a}t Potsdam}, pages = {XIII, 301}, year = {2019}, abstract = {Die vorliegende Forschungsarbeit untersucht den Umgang mit Dilemmata von Topmanagern. Dilemmata sind ein allt{\"a}gliches Gesch{\"a}ft im Topmanagement. Die entsprechenden Akteure sind daher immer wieder mit diesen konfrontiert und mit ihnen umzugehen, geh{\"o}rt gewissermaßen zu ihrer Berufsbeschreibung. Hinzu kommen Dilemmata im nicht direkt gesch{\"a}ftlichen Bereich, wie zum Beispiel jene zwischen Familien- und Arbeitszeit. Doch stellt dieses Feld ein kaum untersuchtes Forschungsgebiet dar. W{\"a}hrend Dilemmata in anderen Bereichen eine zunehmende Aufmerksamkeit erfuhren, wurden deren Besonderheiten im Topmanagement genauso wenig differenziert betrachtet wie zugeh{\"o}rige Umgangsweisen. Theorie und Praxis stellen bez{\"u}glich Dilemmata von Topmanagern vor allem einen Gegensatz dar, beziehungsweise fehlt es an einer theoretischen Fundierung der Empirie. Diesem Umstand wird mittels dieser Studie begegnet. Auf der Grundlage einer differenzierten und breiten Erfassung von Theorien zu Dilemmata, so diese auch noch nicht auf Topmanager bezogen wurden, und einer empirischen Erhebung, die im Mittelpunkt dieser Arbeit stehen, soll das Feld Dilemmata von Topmanagern der Forschung ge{\"o}ffnet werden. Empirische Grundlage sind vor allem narrative Interviews mit Topmanagern {\"u}ber ihre Dilemmata-Wahrnehmung, ausgemachte Ursachen, Umgangsweisen und Resultate. Dies erlaubt es, Topmanagertypen sowie Dilemmata-Arten, mit denen sie konfrontiert sind oder waren, analytisch herauszuarbeiten. Angesichts der Praxisrelevanz von Dilemmata von Topmanagern wird jedoch nicht nur ein theoretisches Modell zu dieser Thematik erarbeitet, es werden auch Reflexionen auf die Praxis in Form von Handlungsempfehlungen vorgenommen. Schließlich gilt es, die allgemeine Theorie zu Dilemmata, ohne konkreten Bezug zu Topmanagern, mit den theoretischen Erkenntnissen dieser Studie auf empirischer Basis zu kontrastieren. Dabei wird im Rahmen der empirischen Erfassung und Auswertung dem Ansatz der Grounded-Theory-Methodologie gefolgt.}, language = {de} }