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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.
The present dissertation conducts empirical research on the relationship between urban life and its economic costs, especially for the environment. On the one hand, existing gaps in research on the influence of population density on air quality are closed and, on the other hand, innovative policy measures in the transport sector are examined that are intended to make metropolitan areas more sustainable. The focus is on air pollution, congestion and traffic accidents, which are important for general welfare issues and represent significant cost factors for urban life. They affect a significant proportion of the world's population. While 55% of the world's people already lived in cities in 2018, this share is expected to reach approximately 68% by 2050.
The four self-contained chapters of this thesis can be divided into two sections: Chapters 2 and 3 provide new causal insights into the complex interplay between urban structures and air pollution. Chapters 4 and 5 then examine policy measures to promote non-motorised transport and their influence on air quality as well as congestion and traffic accidents.
Social networking sites
(2023)
Digitale und gesellschaftliche Entwicklungen fordern kontinuierliche Weiterbildung für 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 vernachlässigt. Die Arbeit befasst sich deshalb zunächst 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 könnten.
Dabei greift die Arbeit auf, dass Investitionen in das Training von Vertriebsmitarbeitern eine Anlage in die Wettbewerbsfähigkeit des Unternehmens sein könnten. Automatisierte Trainings, beispielsweise basierend auf Virtual Reality (VR) und Künstlicher Intelligenz (KI), könnten 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 dafür ausgewählten Verhandlungskontext zu trainieren. Dazu wird eine Anwendung mit Hilfe von Virtual Reality und Künstlicher Intelligenz in einem Verhandlungsdialog entwickelt, getestet und evaluiert.
Die vorliegende Arbeit liefert eine Basis für die Automatisierung von Vertriebstrainings und im erweiterten Sinne für Trainings im Allgemeinen.
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.
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 für 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.
Social networking site use and well-being - a nuanced understanding of a complex relationship
(2022)
Social Networking Sites (SNSs) are ubiquitous and attract an enormous chair of the digital population. Their functionalities allow users to connect and interact with others and weave complex social networks in which social information is continuously disseminated between users. Besides the social value SNSs are generating, they likewise attract companies and allow for new forms of marketing, thereby creating considerable economic value alike. However, as SNSs grew in popularity, so did concerns about the impact of their use on social interactions in general and the well-being of individual users in particular. While existing scientific evidence points to both risk as well as benefits of SNS use, research still lacks a profound understanding of which aspects of SNSs enable an impact on well-being and which psychological processes on the part of the users underly and explain this relationship. Therefore, this thesis is dedicated to an in-depth exploration of the relationship between SNS use and well-being and aims to answer how SNS use can impact well-being. Primarily, it focuses on the unique technological features that characterize SNSs and enable potential well- being alterations and on specific psychological processes on the part of the users, underlying and explaining the relationship. For this purpose, the thesis first introduces the concept of well- being. It continues by presenting SNSs’ unique technological features, divided into specifics of the content disseminated on SNSs and the network structure of SNSs. Further, the thesis introduces three classes of psychological processes assumed most relevant for the relationship between SNSs and well-being: other-focused, self-focused, and contrastive processes.. It is assumed that the course and quality of these common processes change in the SNS context and that a complex interplay between the unique features of SNSs and these processes determines how SNSs may ultimately affect users' well-being - both in positive and negative ways. The dissertation comprises seven research articles, each of which focusses on a particular set of SNS characteristics, their interplay with one or more of the proposed psychological processes, and ultimately the resulting effects on user well-being or its key resilience and risk factors. The seven articles investigate this relationship using different methodological approaches. Three articles are based on either systematic or narrative literature reviews, one applies an empirical cross-sectional research design, and three articles present an experimental investigation. Thematically, two articles revolve around SNS use’s effect on self-esteem. Three articles examine the specific role of the emotion of envy and its potential to establish and perpetuate a well-being-damaging social climate on SNSs. The two last articles of this thesis revolve around the established assumption that active and passive SNS use, as different modalities of SNS use, cause differential effects on users’ well-being due to the involvement of different psychological processes. The results of this thesis illustrate different ways how SNSs can affect users’ well-being. The results suggest that especially contrastive processes play a decisive role in explaining potential well-being risks for SNS users. Their interplay with certain SNS features seems to foster upward social comparisons and feelings of envy, potentially leading to a complex set of deleterious effects on users’ well-being. At the same time, the findings illuminate ways in which SNSs can benefit users and their self-esteem – especially when SNS use promotes self- focused and social-feedback-based other-focused processes. The thesis and their findings illustrate that the relationship between SNSs and well-being is complex. Therefore, a nuanced perspective, taking into consideration both the technological uniqueness of SNSs and the psychological processes they are enabling, is crucial to understand how these technologies affect their users in good and potentially harmful ways. On the one hand, the gathered insights contribute to research, providing novel insights into the complex relationship between SNS use and well-being. On the other hand, the results enable a focused and action-oriented derivation of recommendations for stakeholders such as individual users, policymakers, and platform providers. The findings of this thesis can help them to better combat SNS-related risks and ultimately ensure a healthy and sustainable environment for users - and thus also the economic values of SNSs - in the long term.
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.
Public administrations confront fundamental challenges, including globalization, digitalization, and an eroding level of trust from society. By developing joint public service delivery with other stakeholders, public administrations can respond to these challenges. This increases the importance of inter-organizational governance—a development often referred to as New Public Governance, which to date has not been realized because public administrations focus on intra-organizational practices and follow the traditional “governmental chain.”
E-government initiatives, which can lead to high levels of interconnected public services, are currently perceived as insufficient to meet this goal. They are not designed holistically and merely affect the interactions of public and non-public stakeholders. A fundamental shift toward a joint public service delivery would require scrutiny of established processes, roles, and interactions between stakeholders.
Various scientists and practitioners within the public sector assume that the use of blockchain institutional technology could fundamentally change the relationship between public and non-public stakeholders. At first glance, inter-organizational, joint public service delivery could benefit from the use of blockchain. This dissertation aims to shed light on this widespread assumption. Hence, the objective of this dissertation is to substantiate the effect of blockchain on the relationship between public administrations and non-public stakeholders.
This objective is pursued by defining three major areas of interest. First, this dissertation strives to answer the question of whether or not blockchain is suited to enable New Public Governance and to identify instances where blockchain may not be the proper solution. The second area aims to understand empirically the status quo of existing blockchain implementations in the public sector and whether they comply with the major theoretical conclusions. The third area investigates the changing role of public administrations, as the blockchain ecosystem can significantly increase the number of stakeholders.
Corresponding research is conducted to provide insights into these areas, for example, combining theoretical concepts with empirical actualities, conducting interviews with subject matter experts and key stakeholders of leading blockchain implementations, and performing a comprehensive stakeholder analysis, followed by visualization of its results.
The results of this dissertation demonstrate that blockchain can support New Public Governance in many ways while having a minor impact on certain aspects (e.g., decentralized control), which account for this public service paradigm. Furthermore, the existing projects indicate changes to relationships between public administrations and non-public stakeholders, although not necessarily the fundamental shift proposed by New Public Governance. Lastly, the results suggest that power relations are shifting, including the decreasing influence of public administrations within the blockchain ecosystem. The results raise questions about the governance models and regulations required to support mature solutions and the further diffusion of blockchain for public service delivery.