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Megatrends, affecting multiple aspects of future society, economy, and technology, drive today's business world. They are expected to impact all areas in companies and will, therefore, most likely occur in business negotiations. Although several studies address future developments of different business divisions, the megatrends' impact on negotiations has, thus far, not been analyzed. We designed a model including the three megatrends, i.e., globalization and economic shift, digitalization and new technologies, and demographic and social change, which have main effects on specific negotiation aspects. Our study combined an online survey and expert interviews with negotiation practitioners to provide a first broad view of how megatrends affect future business negotiations. The results confirm our model and reveal a close connection of megatrends and single negotiation aspects. Among others, we examine an orientation toward global partners, an increased interconnection through various electronic systems, as well as two opposite relationship directions - long-term and integrative through strategic cooperation vs. short-term and distributive through competition and new technologies.
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.
Carbon dioxide removal (CDR) moves atmospheric carbon to geological or land-based sinks. In a first-best setting, the optimal use of CDR is achieved by a removal subsidy that equals the optimal carbon tax and marginal damages. We derive second-best policy rules for CDR subsidies and carbon taxes when no global carbon price exists but a national government implements a unilateral climate policy. We find that the optimal carbon tax differs from an optimal CDR subsidy because of carbon leakage and a balance of resource trade effect. First, the optimal removal subsidy tends to be larger than the carbon tax because of lower supply-side leakage on fossil resource markets. Second, net carbon exporters exacerbate this wedge to increase producer surplus of their carbon resource producers, implying even larger removal subsidies. Third, net carbon importers may set their removal subsidy even below their carbon tax when marginal environmental damages are small, to appropriate producer surplus from carbon exporters.
The crises of both the climate and the biosphere are manifestations of the imbalance between human extractive, and polluting activities and the Earth’s regenerative capacity. Planetary boundaries define limits for biophysical systems and processes that regulate the stability and life support capacity of the Earth system, and thereby also define a safe operating space for humanity on Earth. Budgets associated to planetary boundaries can be understood as global commons: common pool resources that can be utilized within finite limits. Despite the analytical interpretation of planetary boundaries as global commons, the planetary boundaries framework is missing a thorough integration into economic theory. We aim to bridge the gap between welfare economic theory and planetary boundaries as derived in the natural sciences by presenting a unified theory of cost-benefit and cost-effectiveness analysis. Our pragmatic approach aims to overcome shortcomings of the practical applications of CEA and CBA to environmental problems of a planetary scale. To do so, we develop a model framework and explore decision paradigms that give guidance to setting limits on human activities. This conceptual framework is then applied to planetary boundaries. We conclude by using the realized insights to derive a research agenda that builds on the understanding of planetary boundaries as global commons.
This paper studies the impact of a ban on late-night off-premise alcohol sales between 10 p.m. and 5 a.m. in Germany. We use three large administrative data sets: (i) German diagnosis related groups-Statistik, (ii) data from a large social health insurance, and (iii) Road Traffic Accident Statistics. Applying difference-in-differences and synthetic-control-group methods, we find that the ban had no effects on alcohol-related road casualties, but significantly reduced alcohol-related hospitalizations (doctor visits) among young people by around 9 (18) percent. The decrease is driven by fewer hospitalizations due to acute alcohol intoxication during the night—when the ban is in place—but not during the day.
Recent debates in international relations increasingly focus on bureaucratic apparatuses of international organizations and highlight their role, influence, and autonomy in global public policy. In this contribution we follow the recent call made by Moloney and Rosenbloom in this journal to make use of “public administrative theory and empirically based knowledge in analyzing the behavior of international and regional organizations” and offer a systematic analysis of the inner structures of these administrative bodies. Changes in these structures can reflect both the (re-)assignment of responsibilities, competencies, and expertise, but also the (re)allocation of resources, staff, and corresponding signalling of priorities. Based on organizational charts, we study structural changes within 46 international bureaucracies in the UN system. Tracing formal changes to all internal units over two decades, this contribution provides the first longitudinal assessment of structural change at the international level. We demonstrate that the inner structures of international bureaucracies in the UN system became more fragmented over time but also experienced considerable volatility with periods of structural growth and retrenchment. The analysis also suggests that IO's political features yield stronger explanatory power for explaining these structural changes than bureaucratic determinants. We conclude that the politics of structural change in international bureaucracies is a missing piece in the current debate on international public administrations that complements existing research perspectives by reiterating the importance of the political context of international bureaucracies as actors in global governance.
The study explores differences between three user types in the top tweets about the 2015 “refugee crisis” in Germany and presents the results of a quantitative content analysis. All tweets with the keyword “Flüchtlinge” posted for a monthlong period following September 13, 2015, the day Germany decided to implement border controls, were collected (N = 763,752). The top 2,495 tweets according to number of retweets were selected for analysis. Differences between news media, public and private actor tweets in topics, tweet characteristics such as tone and opinion expression, links, and specific sentiments toward refugees were analyzed. We found strong differences between the tweets. Public actor tweets were the main source of positive sentiment toward refugees and the main information source on refugee support. News media tweets mostly reflected traditional journalistic norms of impartiality and objectivity, whereas private actor tweets were more diverse in sentiments toward refugees.
Recent research suggests that design thinking practices may foster the development of needed capabilities in new digitalised landscapes. However, existing publications represent individual contributions, and we lack a holistic understanding of the value of design thinking in a digital world. No review, to date, has offered a holistic retrospection of this research. In response, in this bibliometric review, we aim to shed light on the intellectual structure of multidisciplinary design thinking literature related to capabilities relevant to the digital world in higher education and business settings, highlight current trends and suggest further studies to advance theoretical and empirical underpinnings. Our study addresses this aim using bibliometric methods—bibliographic coupling and co-word analysis as they are particularly suitable for identifying current trends and future research priorities at the forefront of the research. Overall, bibliometric analyses of the publications dealing with the related topics published in the last 10 years (extracted from the Web of Science database) expose six trends and two possible future research developments highlighting the expanding scope of the design thinking scientific field related to capabilities required for the (more sustainable and human-centric) digital world. Relatedly, design thinking becomes a relevant approach to be included in higher education curricula and human resources training to prepare students and workers for the changing work demands. This paper is well-suited for education and business practitioners seeking to embed design thinking capabilities in their curricula and for design thinking and other scholars wanting to understand the field and possible directions for future research.
Recent research suggests that design thinking practices may foster the development of needed capabilities in new digitalised landscapes. However, existing publications represent individual contributions, and we lack a holistic understanding of the value of design thinking in a digital world. No review, to date, has offered a holistic retrospection of this research. In response, in this bibliometric review, we aim to shed light on the intellectual structure of multidisciplinary design thinking literature related to capabilities relevant to the digital world in higher education and business settings, highlight current trends and suggest further studies to advance theoretical and empirical underpinnings. Our study addresses this aim using bibliometric methods—bibliographic coupling and co-word analysis as they are particularly suitable for identifying current trends and future research priorities at the forefront of the research. Overall, bibliometric analyses of the publications dealing with the related topics published in the last 10 years (extracted from the Web of Science database) expose six trends and two possible future research developments highlighting the expanding scope of the design thinking scientific field related to capabilities required for the (more sustainable and human-centric) digital world. Relatedly, design thinking becomes a relevant approach to be included in higher education curricula and human resources training to prepare students and workers for the changing work demands. This paper is well-suited for education and business practitioners seeking to embed design thinking capabilities in their curricula and for design thinking and other scholars wanting to understand the field and possible directions for future research.