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Purpose:
While industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations.
Design/methodology/approach:
The authors conducted and analyzed negotiation simulations with 676 students from 2 public universities.
Findings:
The authors’ results suggest that negotiating three out of six issues simultaneously is the least efficient but most effective strategy in multi-issue buyer-seller negotiations. Moreover, they found that bundling distributive and integrative issues is more efficient and effective than only bundling distributive or integrative negotiation issues in a package offer.
Originality/value:
Past research has examined the impact of negotiating a package as compared to each issue separately; however, little empirical attention has been directed toward understanding how to apply a package strategy in complex multi-issue negotiations.
All or nothing
(2020)
This paper develops a new perspective on stranded assets in climate policy using a partial equilibrium model of the energy sector. Political-economy related aspects are considered in the government's objective function. Lobbying power of firms or fiscal considerations by the government lead to time inconsistency: The government will deviate from a previously announced carbon tax which creates stranded assets. Under rational expectations, we show that a time-consistent policy outcome exists with either a zero carbon tax or a prohibitive carbon tax that leads to zero fossil investments - an "all-or-nothing" policy. Although stranded assets are crucial to such a bipolar outcome, they disappear again under time-consistent policy. Which of the two outcomes (all or nothing) prevails depends on the lobbying power of owners of fixed factors (land and fossil resources) but not on fiscal revenue considerations or on the lobbying power of renewable or fossil energy firms.
Inhalt 1 Einführung und Grundlagen 1.1 Problemstellung und Vorgehensweise 1.2 Ordnungsökonomische Systematisierung 1.3 „Neue“ Besonderheitenlehre für Netzindustrien 2 Ansatzpunkte zur Liberalisierung in Netzindustrien 2.1 Liberalisierung durch Privatisierung 2.1.1 Interdependenz von Privatisierung und Marktöffnung 2.1.2 Privatisierungsstufen 2.2 Liberalisierung durch Deregulierung und Re-Regulierung 2.2.1 Abgrenzung des relevanten Marktes: Netzinfrastruktur versus Netzdienstleistungen 2.2.2 Lokalisierung und Kontrolle von Marktmacht bei Netzinfrastruktur 2.3 Modelle zur Gewährleistung eines diskriminierungsfreien Netzzugangs 2.3.1 Verhandelter Netzzugang mit Missbrauchsaufsicht im Sinne der Essential-Facilities-Doktrin 2.3.2 Staatliche Regulierung des Netzzugangs 2.4 Theorie der vertikalen (Des-)Integration 2.4.1 Allokativ-statische, wohlfahrtsökonomische Analyse vertikaler Integration 2.4.2 Institutionenökonomische Analyse vertikaler Integration 2.4.3 Dynamische, wettbewerbsökonomische Analyse vertikaler Integration 2.4.4 Konsequenz: Vertikale Desintegration 3 Institutionelle Ausgestaltung der Wettbewerbsaufsicht 3.1 Systematisierung der Träger und Kompetenzabgrenzung 3.2 Kriterien für eine effiziente Wettbewerbsaufsicht 4 Schlussfolgerungen und intersektoraler Vergleich des Liberalisierungsprozessesin Netzindustrien
In the past academic libraries in Germany have been successfully undertaking joint endeavors toward a social and political definition of the knowledge society by cooperatively developing ways to provide information and increasing the digital forms of metadata and media. In doing so, they have unintentionally created the basis for a competitive playing field in which the individual library must establish strategic positions for success if it is to maintain viability and ensure continuous flow of resources. This article develops a framework for discussing such alternative and potentially successful strategies from the point of view of a university library
Media artists have been struggling for financial survival ever since media art came into being. The non-material value of the artwork, a provocative attitude towards the traditional arts world and originally anti-capitalist mindset of the movement makes it particularly difficult to provide a constructive solution. However, a cultural entrepreneurial approach can be used to build a framework in order to find a balance between culture and business while ensuring that the cultural mission remains the top priority.
An apple a day
(2021)
The healthcare industry has been slow to adopt new technologies and practices. However, digital and data-enabled innovations diffuse the market, and the COVID-19 pandemic has recently emphasized the necessity of a fundamental digital transformation. Available research indicates the relevance of digital platforms in this process but has not studied their economic impact to date. In view of this research gap and the social and economic relevance of healthcare, we explore how digital platforms might affect value creation in this market with a particular focus on Google, Apple, Facebook, Amazon, and Microsoft (GAFAM). We rely on value network analyses to examine how GAFAM platforms introduce new value-creating roles and mechanisms in healthcare through their manifold products and services. Hereupon, we examine the GAFAM-impact on healthcare by scrutinizing the facilitators, activities, and effects. Our analyses show how GAFAM platforms multifacetedly untie conventional relationships and transform value creation structures in the healthcare market.
The concept of adaptability has been widely recognised as research field in recent years. Business information systems play a key part in terms of business performance. Adaptability of information systems therefore is a primary goal of vendors and end-users. However, so far concepts that help to determine the adaptability of Information Systems are missing. Based on research results of the project CHANGE1 this contribution presents an integrated process model addressing the problem and a possible solution.
We take an error management perspective on audit quality. Drawing on 18 months of participant observations and 38 interviews conducted in a Big 4 accounting firm, we develop a multi-level model of error management. With this model, we propose how organizational structures, team procedures and practices, and individual cognitions and emotions interact to manage errors. The multi-level model of error management allows us to conceptually integrate previous behavioral and social research on audit quality, contributes to the rising accounting firm error management literature, and explains how and why two general approaches from the broader error management literature to errors that are usually considered as opposing each other, i.e., error prevention and error resilience, may interact and actually entail each other in accounting firms.
The present thesis introduces an iterative expert-based Bayesian approach for assessing greenhouse gas (GHG) emissions from the 2030 German new vehicle fleet and quantifying the impacts of their main drivers. A first set of expert interviews has been carried out in order to identify technologies which may help to lower car GHG emissions and to quantify their emission reduction potentials. Moreover, experts were asked for their probability assessments that the different technologies will be widely adopted, as well as for important prerequisites that could foster or hamper their adoption. Drawing on the results of these expert interviews, a Bayesian Belief Network has been built which explicitly models three vehicle types: Internal Combustion Engine Vehicles (which include mild and full Hybrid Electric Vehicles), Plug-In Hybrid Electric Vehicles, and Battery Electric Vehicles. The conditional dependencies of twelve central variables within the BBN - battery energy, fuel and electricity consumption, relative costs, and sales shares of the vehicle types - have been quantified by experts from German car manufacturers in a second series of interviews. For each of the seven second-round interviews, an expert's individually specified BBN results. The BBN have been run for different hypothetical 2030 scenarios which differ, e.g., in regard to battery development, regulation, and fuel and electricity GHG intensities. The present thesis delivers results both in regard to the subject of the investigation and in regard to its method. On the subject level, it has been found that the different experts expect 2030 German new car fleet emission to be at 50 to 65% of 2008 new fleet emissions under the baseline scenario. They can be further reduced to 40 to 50% of the emissions of the 2008 fleet though a combination of a higher share of renewables in the electricity mix, a larger share of biofuels in the fuel mix, and a stricter regulation of car CO$_2$ emissions in the European Union. Technically, 2030 German new car fleet GHG emissions can be reduced to a minimum of 18 to 44% of 2008 emissions, a development which can not be triggered by any combination of measures modeled in the BBN alone but needs further commitment. Out of a wealth of existing BBN, few have been specified by individual experts through elicitation, and to my knowledge, none of them has been employed for analyzing perspectives for the future. On the level of methods, this work shows that expert-based BBN are a valuable tool for making experts' expectations for the future explicit and amenable to the analysis of different hypothetical scenarios. BBN can also be employed for quantifying the impacts of main drivers. They have been demonstrated to be a valuable tool for iterative stakeholder-based science approaches.
Previous research on open innovation (OI) has primarily focused on the organisational level of R&D intensive industries. With this paper, we contribute to research on the individual level of analysis by analysing specific perspectives in the context of creative industries. Our study is based on 36 interviews with Haute cuisine chefs in France, Germany, Great Britain, Italy, Spain, Sweden, and Switzerland listed in the 2012 Michelin Guide. Building on the OI capability concept, our results demonstrate that chefs use absorptive and desorptive capacity (AC, DC) as means to generate and market culinary innovations, respectively. Moreover, we found that chefs almost exclusively rely on their own inventive and innovative capabilities in the early stages of the culinary innovation process. In subsequent phases, however, chefs increasingly integrate other sources such as employees, suppliers, and guests. Our study contributes to the literature in two ways. First, we research the individual level within the OI process, and second, we provide insight into OI practices in the creative industries.
An integrated analysis of industrial policies and social security systems in countries in transition
(2000)
This paper presents an exploratory study investigating the influence of the factors (1) intermediary participation, (2) decision-making authority, (3) position in the enterprise, and (4) experience in open innovation on the perception and assessment of the benefits and risks expected from participating in open innovation projects. For this purpose, an online survey was conducted in Germany, Austria and Switzerland. The result of this paper is an empirical evidence showing whether and how these factors affect the perception of potential benefits and risks expected within the context of open innovation project participation. Furthermore, the identified effects are discussed against the theory. Existing theory regarding the benefits and risks of open innovation is expanded by (1) finding that they are perceived mostly independently of the factors, (2) confirming the practical relevance of benefits and risks, and (3) enabling a finer distinction between their degrees of relevance according to respective contextual specifics.
Helping overcome distance, the use of videoconferencing tools has surged during the pandemic. To shed light on the consequences of videoconferencing at work, this study takes a granular look at the implications of the self-view feature for meeting outcomes. Building on self-awareness research and self-regulation theory, we argue that by heightening the state of self-awareness, self-view engagement depletes participants’ mental resources and thereby can undermine online meeting outcomes. Evaluation of our theoretical model on a sample of 179 employees reveals a nuanced picture. Self-view engagement while speaking and while listening is positively associated with self-awareness, which, in turn, is negatively associated with satisfaction with meeting process, perceived productivity, and meeting enjoyment. The criticality of the communication role is put forward: looking at self while listening to other attendees has a negative direct and indirect effect on meeting outcomes; however, looking at self while speaking produces equivocal effects.
Although Germany does not figure among the 'forerunners' of managerial reforms of the public sector, it has a long tradition of agencies and non-departmental bodies at the federal level. Over time, the federal administration has developed into a highly differentiated 'administrative zoo' with a large number of species, questioning the image of a well-ordered German bureaucracy. The article addresses organizational changes among non-ministerial agencies during the past 20 years and ministry-agency relations, drawing on data from a comprehensive survey of the federal administration. The structural changes we observe are neither comprehensive nor planned; they are much more evolutionary than revolutionary, driven by sectoral policies and not by any overall agency policy, supported more by regulatory than by managerial reforms, and most of the changes are horizontal mergers or successions of existing organizations, while we find almost no evidence for hiving-off from ministries to agencies. At the same time, federal agencies report a lot of bureaucratic discretion, whereas they perceive substantial levels of 'red tape' due to administrative regulations. We also find that traditional, hierarchical modes of ministerial oversight are still dominating; only few agencies have performance agreements with measurable goals.
Anlagespiegel
(1994)
Die vorliegende Arbeit untersucht das Zusammenspiel von Motiven und Anreizen sowie beobachtbaren dysfunktionalen Verhaltensweisen von Managern bei der Berliner Median-Budgetierung. Von einer Literaturrecherche ausgehend wird zunächst das theoretische Konzept der Dysfunktionen näher gehend erläutert und erklärt. Um den Aussagegehalt der theoretischen Annahmen zu überprüfen und somit eine Verbindung zwischen Einzelfallstudie und generellem theoretischem Kontext zu erhalten, werden hierzu Hypothesen aufgestellt. Darauf aufbauend folgt eine Einzelfallstudie der Berliner Median-Budgetierung mit Fokus auf die Amtsleiter der Leistungs- und Verantwortungszentren. Auf der fallbezogenen Ebene zeigt sich, dass die ursprünglich in der Berliner Median-Budgetierung intendierten Anreizfunktionen bei den Amtsleitern weitest gehend nicht verfangen. Vielmehr produziert das Verfahren Anreize, die dysfunktionale Verhaltensweisen fördern. Auf der generellen Ebene kann hierzu ein Zusammenhang zwischen theoretischen Annahmen zu Dysfunktionen und den Beobachtungen der Einzelfallstudie hergestellt werden. Somit lassen sich dysfunktionale Handlungsmuster innerhalb der Berliner Median-Budgetierung mittels Erklärungsmodellen der theoretischen Konzeption begründen.
Anti-Consumption
(2019)
Transcending the conventional debate around efficiency in sustainable consumption, anti-consumption patterns leading to decreased levels of material consumption have been gaining importance. Change agents are crucial for the promotion of such patterns, so there may be lessons for governance interventions that can be learnt from the every-day experiences of those who actively implement and promote sustainability in the field of anti-consumption. Eighteen social innovation pioneers, who engage in and diffuse practices of voluntary simplicity and collaborative consumption as sustainable options of anti-consumption share their knowledge and personal insights in expert interviews for this research. Our qualitative content analysis reveals drivers, barriers, and governance strategies to strengthen anti-consumption patterns, which are negotiated between the market, the state, and civil society. Recommendations derived from the interviews concern entrepreneurship, municipal infrastructures in support of local grassroots projects, regulative policy measures, more positive communication to strengthen the visibility of initiatives and emphasize individual benefits, establishing a sense of community, anti-consumer activism, and education. We argue for complementary action between top-down strategies, bottom-up initiatives, corporate activities, and consumer behavior. The results are valuable to researchers, activists, marketers, and policymakers who seek to enhance their understanding of materially reduced consumption patterns based on the real-life experiences of active pioneers in the field.