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ESMT focuses on international, practice-oriented management education within the European scholarly tradition. Innovation in research and curriculum development is a priority for us, as we strive to provide our executive education, executive MBA and full-time MBA participants with high-quality learning.
Publications at ESMT are sorted into two main groups: academic and managerial.
Journal Articles
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Appreciation of age diversity and German nurse wellbeing and commitment: Coworker trust as the mediator
Nursing and Health Sciences
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How does status affect performance? Status as a liability versus status as an asset in the PGA and NASCAR
Organization Science
(Published in Articles in Advance)
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Regulation and investment in network industries: Evidence from European telecoms
Journal of Law and Economics
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The core and cosmopolitans: A relational view of innovation in user communities
Organization Science
(Published in Articles in Advance)
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Corporate social responsibility and competitive advantage: Overcoming the trust barrier
Management Science
57(9): 1528–1545.
- A framework for monitoring relational quality in B2B technology partnerships Business Management Review 1(1): 34–43.
- A friend in need is a friend indeed: Allocation and demand in IPO bookbuilding Journal of Financial Intermediation 18(2, April): 284–310.
- A group bargaining solution Mathematical Social Sciences 48(1, July): 37–53.
- A influência da atmosfera de varejo sobre os consumidores [The influence of store atmosphere on consumer perceptions] Revista de Administração da USP 40(2): 109–122.
- A man on the inside: Unlocking communities as complementary assets Research Policy 35(8, October): 1243–1259.
- A Markov process of sequential allocation Journal of Universal Computer Science 1(12): 821–827.
- A Matter of Survival - Determinants of Rational Behavior in B-to-B Markets Journal of Business Market Management 1(1, March): 79–99.
- A model of robust positions in social networks American Journal of Sociology 116(3): 943–992.
- A more powerful average bioequivalence analysis for the 2x2 crossover Communications in Statistics - Simulation and Computation 37(1): 212–221.
- A versenyképesség vezetési és szervezeti összetevői [Managerial and organisational components of competitiveness] Gazdaság Vállalkozás Vezetés (6-7): 34–41.
- Airline efficiency differences between Europe and the U.S.: Implications for the pace of EC integration and domestic regulation European Journal of Operational Research 80(3, February): 508–518.
- All equilibria of the multi-unit Vickrey auction Games and Economic Behavior 66(2, July): 729–741.
- All equilibria of the Vickrey auction Journal of Economic Theory 114(4, January): 170–177.
- Ambiguity aversion and the preference for established brands Management Science 55(12, December): 1933–1941.
- An advertising evaluation system for retailers Journal of Retailing and Consumer Services (Summary Published in Stores Magazine, Fall 1994) 1(2): 90–100.
- An aggregate structural model of competition in the European banking industry International Journal of Industrial Organization 17(7, October): 1059–1074.
- Antecedents and consequences of customer-company identification: Expanding the role of relationship marketing Journal of Applied Psychology 90(3, May): 574–585.
- Anticompetitive behaviour of public enterprises: Lessons to be learned from European state aid control Concurrences 1
- Appropriation and appropriability in open source software International Journal of Innovation Management 9(3, September): 259–285.
- Art museum membership and cultural distinction: Relating members' perceptions of prestige to benefit usage Poetics: Journal of Empirical Research on Literature, Media and the Arts 24(2-4, November): 259–274.
- As dimensões de avaliação dos atributos importantes na compra de condicionadores de ar: Um estudo aplicado [Assessment of the dimensions of important product attributes in the purchase of air conditioning equipment: An applied study] Revista de Administração Contemporânea 7(4): 97–117.
- Assessing the benefits of different stock-allocation policies for a make-to-stock production system Manufacturing & Service Operations Management 3(2, Spring): 105–121.
- Asymmetric promotion effects and brand positioning Marketing Science 15(4): 379–394.
- Attention arousal through price partitioning Marketing Science 27(2, March-April): 236–246.
- Ausschüttungspolitik deutscher Konzerne - Eine empirische Untersuchung zum Ausschüttungsverhalten deuter Konzernobergesellschaften Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung 39(11): 987–1006.
- Auswirkungen der europäischen Normung auf die Aufzugsindustrie Lift Report 18(1): 33–34.
- Auswirkungen der neuen Rechnungslegungsvorschriften auf die Unternehmensbeurteilung - Eine empirische Analyse Die Wirtschaftsprüfung - Der Berater der Wirtschaft 42(5, March): 128–138.
- Bundling of social and private goods and the soft budget constraint Journal of Comparative Economics 33(1, March): 47–58.
- Business method patents in Europe and their strategic use: Evidence from franking device manufacturers Economics of Innovation and New Technology 17(3): 173–194.
- Buyers' alliances for bargaining power Journal of Economics & Management Strategy 13(4, December, Winter): 731–754.
- Call center outsourcing contract analysis and choice Management Science 54(2): 354–368.
- Capacity and product market competition: Measuring market power in a 'puppy-dog' industry International Journal of Industrial Organization 18(6, August): 845–865.
- Career entrepreneurship Organizational Dynamics 40(2): 127–135.
- Challenges in EU competition policy Empirica 38(3): 287–314.
- Citius, altius, fortius: Challenges of accelerated development of leadership talent in the Russian context Organizational Dynamics 37(3, July-September): 277–287.
- Collusive conduct in duopolies: Multimarket contact and cross-ownership in the mobile telephone industry RAND Journal of Economics 28(2, Summer): 304–322.
- Comments on state aid reform: Some implications of an effects-based approach European State Aid Law Quarterly 5(1): 23–34.
- Competition and investment in flexible technologies Management Science 39(1, January): 107–114.
- Competition and price variation when consumers are loss averse American Economic Review : 1245–1268.
- Competition and social influence: The diffusion of the sixth generation processor in the global computer industry American Journal of Sociology 108(6): 1175–1210.
- Competition for procurement contracts with service guarantees Operations Research 56(3, May-June): 562–575.
- Competitive crowding and risk taking in a tournament: Evidence from NASCAR racing Administrative Science Quarterly 52(2): 208–247.
- Complementarities in innovation policy European Economic Review 49(6, August): 1431–1450.
- Comprendre la confiance: La nécessité d'une nouvelle problématique Revue Sciences de Gestion 8-9: 33–46.
- Computational complementarity for mealy automata European Association for Theoretical Computer Science Bulletin 66: 139–149.
- Consumer control and empowerment: A primer Marketing Letters 13(3, August): 297–305.
- Consumer habituation Management Science 50(5, May): 587–596.
- Consumer surplus vs. welfare standard in a political economy model of merger control International Journal of Industrial Organization 23(9-10, December): 829–848.
- Consumer-company identification: A framework for understanding consumers' relationships with companies Journal of Marketing 67(2, April): 76–88.
- Consumidores satisfeitos, e então? Analisando a satisfação como antecedente da lealdade [Satisfied customers, so what? Analyzing satisfaction as an antecedent of loyalty] Revista de Administração Contemporânea 8(2): 51–70.
- Consuming experience: Why affective forecasters overestimate comparative value Journal of Experimental Social Psychology 46(6): 986–992.
- Contribution to productivity or pork barrel? The two faces of infrastructure investment Journal of Public Economics 90(6-7): 1133–1153.
- Controlling von Geschäftsbeziehungen - Versagt die Deckungsbeitragsrechnung? Technischer Vertrieb 1(4): 14–19.
- Corporate social responsibility, customer satisfaction and market value Journal of Marketing 70(4, October): 1–18.
- Corporate social responsibility: A corporate marketing perspective European Journal of Marketing 45(9/10): 1353–1364.
- Counteractive self-control: When making temptation available makes temptation less tempting Psychological Science 20(2): 159–163.
- Coupling and decoupling of unfairness and anger in ultimatum bargaining Journal of Behavioral Decision Making 22(5): 475–489.
- Creating transformational executive education programs Academy of Management, Learning and Education 6(3, September): 375–387.
- Decentralized resource allocation to control an epidemic: A game theoretic approach Mathematical Biosciences 222(1, November): 1–12.
- Defining who you are by what you're not: Organizational disidentification and The National Rifle Association Organization Science 12(4, July-August): 393–413.
- Demand allocation in multiple-product, multiple-facility make-to-stock systems Management Science 50(10, October): 1431–1448.
- Determinants of post privatization performance: The role of politics Les Cahiers de la Recherce Special Issue(6/7): 31–43.
- Determinants of school enrollment in Indian villages Economic Development and Cultural Change 54(2): 405–421.
- Die großen Zwei - Wettbewerb im Kreditkartenmarkt? [The big two - How competitive is the market for credit cards] Jahrbücher für Nationalökonomie und Statistik (Journal of Economics and Statistics) 224(4, July): 445–470.
- Die Operationalisierung von Kernkompetenzen Die Betriebswirtschaft 60(1): 123–123.
- Dimensioning large-scale membership services Operations Research 56(1, January-February): 173–187.
- Do politically connected boards affect firm value? The Review of Financial Studies 22(6): 2331–2360.
- Does doing good always lead to doing better? Consumer reactions to corporate social responsibility Journal of Marketing Research 38(2, May): 225–243.
- Doing better at doing good: When, why and how consumers respond to corporate social initiatives California Management Review 47(1, Fall): 9–24.
- Dynamic scheduling in a make-to-stock system: A partial characterization of optimal policies Operations Research 48(5, September-October): 811–819.
- Dynamics of western career attributes in the Russian context Career Development International 12(1): 68–85.
- Economies of scale and scope in French mutual funds Journal of Financial Intermediation 2(1, March): 83–93.
- Effect of response scale on assessment of emotional intelligence competencies Personality and Individual Differences 46(5-6, April): 575–580.
- Efficiency and productivity growth comparisons of European and U. S. air carriers: A first look at the data Journal of Productivity Analysis 4(1-2, June): 115–125.
- Endogenous costs and price-cost margins: An application to the European airline industry Journal of Industrial Economics 54(3, September): 351–368.
- Endogenous deregulation: Evidence from OECD countries Economic Letters 81(1, October): 67–71.
- Equilibria in a dynamic global game: The role of cohort effects Economic Theory 28(3, August): 531–557.
- Erhöhte Markttransparenz durch das Internet? Eine informationsökonomische Analyse des Anbieterverhaltens bei der Bereitstellung von Informationen Die Unternehmung 56(5): 333–354.
- Estimating level effects in diffusion of a new technology: Barcode scanning at the checkout counter Applied Economics 43(14): 1737–1748.
- Estimating network effects and compatibility: Evidence from the Polish mobile market Information Economics and Policy 22(2, May): 130–143.
- Estimating price-cost markups under nonlinear pricing competition Journal of the European Economic Association 2(2-3, April/May): 526–535.
- European integration and trade flows European Economic Review 35(6, August): 1295–1309.
- Exclusive research joint ventures International Business Lawyer 23(10): 445–500.
- Exploiting naivete about self-control in the credit market American Economic Review 100(5): 2279–2303.
- Exploring the social and business returns of a corporate oral health initiative aimed at disadvantaged hispanic families Journal of Consumer Research 35(3, October): 483–494.
- From relationships to partnerships: New forms of cooperation between buyer and seller Industrial Marketing Management 35(1, January): 4–9.
- Futile attempts at self-control Journal of the European Economic Association 7(2-3, April): 423–434.
- Gender pay gap in Poland Economics of Planning 36(1): 23–44.
- Gildemeister Lathes Ltd Journal of Business & Industrial Marketing 21(2): 118–123.
- Global licensing strategies and technology pricing International Journal of Technology Management 27(2/3): 295–305.
- Global retail lending in the aftermath of the US financial crisis: Distinguishing between supply and demand effects Journal of Financial Economics 100(3): 556–578.
- Grenzen der Wettbewerbspolitik bei der Öffnung von Netzwerkindustrien Perspektiven der Wirtschaftspolitik 7(3): 355–372.
- Habits and the anomalies in intertemporal choice Management Science 43(11): 1552–1563.
- Hiding information in electoral competition Games and Economic Behavior 42(1, January): 48–74.
- How do firms make use of open source communities? Long Range Planning 41(6, December): 629–649.
- How incumbent firms foster consumer expectations, delay launch but still win the markets for next generation products Quantitative Marketing and Economics 7(4, December): 445–481.
- How open is innovation? Research Policy 39(6, July): 699–709.
- How technology advances influence business research and marketing strategy Journal of Business Research 59(10-11): 1072–1078.
- How to measure patent thickets: A novel approach Economics Letters 111(1): 6–9.
- Influence of polymorphism within the Heme oxygenase-I promoter on overall survival and transplantation-related mortality after allogeneic stem cell transplantation Biology of Blood and Marrow Transplantation 14(10): 1180–1189.
- Information supply on the internet: An analysis of supplier behaviour and consequences for customer decision making International Journal of Management and Decision Making 4(2/3): 161–177.
- Informationsbörsen im Internet - Der bessere Blick in die Glaskugel mit Sicherheitsgurt Zeitschrift Führung + Organisation (zfo) 1: 25–31.
- Informationsbörsen zur Wissenssammlung: Wirklich immer besser? Eine ökonomische Analyse der Vorteilhaftigkeit im Vergleich zur klassischen Befragung Die Unternehmung 60(5): 321–334.
- Innovating through alliances: Expectations and limitations R&D Management 24(1): 33–45.
- Instilling social responsibility through marketing research field projects Marketing Education Review 6(2, Summer): 23–31.
- Integrating social responsibility and marketing strategy: An introduction California Management Review 47(1, Fall): 6–8.
- Introduction to the special section on stakeholder marketing Journal of Public Policy and Marketing 29(1): 1–3.
- Is there any future for OD in the new independent states? Organization Development Journal 13(3): 33–39.
- Is your brand's loyalty too much, too little, or just right?: Explaining deviations in loyalty from the Dirichlet norm International Journal of Research in Marketing 14(5, December): 421–435.
- Kapitalstrukturen börsennotierter Aktiengesellschaften: Deutschland und USA im Vergleich Quarterly Journal of Economic Research (Vierteljahreshefte zur Wirtschaftsforschung) 75(4): 93–108.
- Le Pilotage des Systèmes de Production à Flux Tiré Logistique & Management: Le Pilotage des Flux II 7(1): 57–66.
- Leukemia clusters and TCE waste sites in upstate New York: How adding covariates changes the story Environmetrics 12(7): 659–672.
- Likelihood inference for exchangeable binary data with varying cluster sizes Biometrics 59(1, March): 18–24.
- Likelihood inference for exchangeable continuous data with covariates and varying cluster sizes: Use of the Farlie-Gumbel-Morgenstern model Statistical Methodology 6(5, September): 503–512.
- Liquidity management and overnight rate calendar effects: Evidence from German banks The North American Journal of Economics & Finance 19(1): 7–21.
- Logistische Regression: Eine anwendungsorientierte Darstellung WiSt Wirtschaftswissenschaftliches Studium 28(5, Mai): 235–240.
- Magyar vállalati stratégiák az 1990-es évek első felében - Taxonómia [Strategies of Hungarian firms in the first half of the 1990s - A taxonomy] Vezetéstudomány 3: 23–34.
- Make-or-buy decisions in patent related services ZfB Zeitschrift für Betriebswirtschaft Special Issue(4): 47–68.
- Managerial succession and organizational performance: Evidence from the German soccer league Managerial and Decision Economics 31(6): 415–430.
- Managing Commitments and Flexibility by Real Options Industrial Marketing Management 33(1, January): 501–512.
- Managing response time in a call-routing problem with service failure Operations Research 53(6, November-December): 968–981.
- Market Segmentation and the Structure of Competition: Applicability of the Strategic Group Concept for an Improved Market Segmentation on Industrial Markets Journal of Business Research 51(1, January): 25–36.
- Marketing's consequences: Stakeholder marketing and supply chain CSR issues Business Ethics Quarterly 20(4): 617–641.
- Maximizing business returns to corporate social responsibility: The role of corporate social responsibility communication International Journal of Management Reviews 12(1): 8–19.
- Measurement of social participation and its place in social capital theory Social Indicators Research 100(2): 331–350.
- Merger control in the new economy Netnomics 5(1): 5–20.
- Modeling probabilities of patent oppositions in a Bayesian semiparametric regression framework Empirical Economics 31(2): 513–533.
- Modeling social interactions: Identification, empirical methods and policy implications Marketing Letters 19(3-4): 287–304.
- Modeling tacit collusion in auctions Journal of Institutional and Theoretical Economics 164(1, March): 163–184.
- Modeling the loss distribution Management Science 57(7): 1267–1287.
- Modelling cost structure: The Bell system revisited Applied Economics 22(12, December): 1661–1674.
- Multivariate frailty models for exchangeable survival data Technometrics 48(3, August): 411–417.
- New product development and early supplier involvement (ESI): The drivers of ESI adoption International Journal of Technology Management 15(1/2): 49–69.
- Nonoptimality of static-priority policies in unreliable two-part-type manufacturing systems IEEE Transactions on Automatic Control 45(2, February): 309–311.
- On the desirability of an efficiency defense in merger control International Journal of Industrial Organization 23(9-10, December): 803–827.
- On the heterogeneity of firms European Economic Review 40(3-5, April): 531–539.
- On the importance of retail banking relationships Journal of Financial Economics 89(2, August): 253–267.
- On the incomplete results for the heterogeneous server problem Queueing Systems 52(3): 189–191.
- On the multivariate probit model for exchangeable binary data with covariates Biometrical Journal 47(2): 206–218.
- On the scope of conflict in international merger control Journal of Industry, Competition and Trade 3(4, December): 235–249.
- On the timing of adoption of multiproduct technologies Naval Research Logistics 41(3): 377–394.
- On the workings of a cartel: Evidence from the Norwegian cement industry American Economic Review 96(1, March): 321–338.
- Online communities and open innovation: Governance and symbolic value creation (an editorial) Industry and Innovation 15(2, April): 115–123.
- Optimal stock allocation for a capacitated supply system Management Science 48(11): 1486–1501.
- Organizing contests for status: The Matthew effect versus the Mark effect Management Science 57(3): 439–457.
- Other-regarding preferences in general equilibrium Review of Economic Studies 78(2): 613–639.
- Outlaw community innovations International Journal of Innovation Management 12(3): 399–418.
- Patente in der Finanzindustrie: Terra Incognita Quarterly Journal of Economic Research (Vierteljahreshefte zur Wirtschaftsforschung) 78(1): 156–166.
- Patenting by manufacturing firms in India: Its production and impact Journal of Industrial Economics 37(3, March): 303–314.
- Patently (un)clear Business Strategy Review 21(1): 28–33.
- Patents and the survival of Internet-related IPOs Research Policy 39(2): 214–228.
- Penguin in a new suit: A tale of how de novo entrants emerged to harness free and open source software communities Industrial and Corporate Change 16(5): 913–943.
- Performance evaluation of a make-to-stock production line with a two- parameter-per-machine policy: The control point policy IIE Transactions 36(3): 221–236.
- Politicking and privatisation Business Strategy Review 8(1, February): 23–30.
- Preemptive investment with resalable capacity RAND Journal of Economics 24(4, Winter): 479–502.
- Prés alatt: a 'célirányos privatizáció' forgatókönyve [Squeeze play: The 'going through' scenario of privatisation] Gazdaság Vállalkozás Vezetés (4): 20–27.
- Price as a stimulus to think: The case for willful overpricing Marketing Science 26(1, January-February): 118–129.
- Private monitoring in auctions Journal of Economic Theory 131(1, November): 179–211.
- Privatizáció és vállalati fordulatstratégiák társadalmi és gazdasági átalakulásban - kutatási modell [Privatisation and corporate turnaround in socio-economic transformation - a research framework] Vezetéstudomány (12): 23–29.
- Productivity gaps and underemployment Economics Letters 41(1): 35–39.
- Prognozy Laczone [Combined forecasts] Przeglad Statystyczny 49(2): 69–81.
- Progressing to the center: Coordinating project work Organization Science 22(4): 961–979.
- Proper quadratic cost functions with an application to the Bell system Review of Economics and Statistics 72(2, May): 202–210.
- Quantification of harm in damages actions for antitrust infringements: Insights from German cartel cases Journal of Competition Law and Economics 6(3): 595–618.
- Reaping relational rewards from corporate social responsibility: The role of competitive positioning International Journal of Research in Marketing 24(3, September): 224–241.
- Reform der Einschränkung der Urheberrechte in Lehre und Forschung: Abschätzung von Zahlungsbereitschaften für flexibleren Zugang zu studienrelevanter Literatur zfbf - Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung 61: 857–880.
- Regulatory policies in markets for delicate medical procedures Economics Letters 33(4, August): 375–383.
- Relating brand and customer perspectives on marketing management Journal of Service Research 5(1, August): 13–25.
- Relationship Marketing and Customer Satisfaction: An Information Economics Perspective Marketing Theory 3(1, March): 97–117.
- Relationships between open source software companies and communities: Observations from Nordic firms Research Policy 34(4, May): 481–493.
- Relative size and firm growth in the global computer industry Industrial and Corporate Change 14(4): 617–638.
- Rent sharing in the European airline industry European Economic Review 40(3-5, April): 933–940.
- Resource and revenue management in nonprofit operations Operations Research 57(5, September-October): 1114–1128.
- Risk perception in the short run and in the long run Marketing Letters 10(3): 267–283.
- Russia: A work in progress transcending the fifth 'time of troubles' Organizational Dynamics 37(3, July-September): 211–220.
- Screening and merger activity The Journal of Industrial Economics 58(4): 794–817.
- Seeking help in the shadow of doubt: The sensemaking processes underlying how nurses decide whom to ask for advice Journal of Applied Psychology 94(5): 1261–1274.
- Self-control: A function of knowing when and how to exercise restraint Current Directions in Psychological Science 18(4): 247–252.
- Selfish drug allocation for containing an international influenza pandemic at the onset Operations Research 57(6, November-December): 1320–1332.
- Serving the poor: Drivers of business model innovation in mobile Info 10(1): 5–12.
- Simulation of a multitype Galton-Watson chain Simulation Practice and Theory 6(7, November): 657–663.
- Sitting pretty: Managing customer-driven innovation at Faurecia car seating International Journal of Technology and Innovation Management Education 2: 1–20.
- Small-scale industry, environmental regulation, and poverty: The case of Brazil World Bank Economic Review 18(3): 443–464.
- Sobre algunas problemas de avaliação de tradução Lusorama Zeitschrift für Lusitanistik, Revista des Estudos sobre os Paises de Lingua Portuguesa 24: 46–55.
- Some evidence on customer 'lock-in' in the French mutual funds industry Applied Economics Letters 5(5, May): 275–279.
- Stability and complexity of inter-firm co-operation: The case of multi-points alliances European Management Journal 19(6, December): 619–628.
- Stakeholder marketing: beyond the four p's and the customer Journal of Public Policy and Marketing 27(1, Spring): 113–116.
- Status differentiation and the cohesion of social networks Journal of Mathematical Sociology 28(4): 261–295.
- Stock exchanges and issuers: A changing relationship Quarterly Journal of Economic Research (Vierteljahreshefte zur Wirtschaftsforschung) 74(4): 125–139.
- Stock rationing in an M/Er/1 multi-class make-to-stock queue with backorders IIE Transactions 41(12): 1096–1109.
- Strategic aspects of flexible production technologies: Theory and evidence International Journal of Production Economics 23(1-3, October): 197–204.
- Strategic choice of flexible production technologies and welfare implications Journal of Industrial Economics 38(4, June): 417–431.
- Strategic choice of flexible production technologies and welfare implications: Addendum et corrigendum Journal of Industrial Economics 40(2, June): 233–235.
- Strategic windows The Journal of Marketing 42(3): 21–26.
- Strengthening stakeholder-company relationships through mutually beneficial corporate social responsibility initiatives Journal of Business Ethics 85(2, April): 257–272.
- Successful and sustainable business partnerships: How to select the right partners Industrial Marketing Management 35(1, January): 72–82.
- Sunk in space: The economics of the European satellite industry and prospects for liberalization Economic Policy 8(17, October): 402–432.
- Superfluous choices and the persistence of preference Journal of Consumer Research 33(4, March): 454–460.
- Survival, look-ahead bias, and persistence in hedge fund performance Journal of Financial and Quantitative Analysis 40(3): 493–517.
- Technological innovation and customer orientation: A case study of Herold AG Advances in Business Marketing and Purchasing 8 : 149–165.
- Technology transactions: Networks over markets R&D Management 24(4): 373–386.
- Telecommunications infrastructure and economic development: A simultaneous approach American Economic Review 91(4, September): 909–923.
- The allocation of jurisdiction in international antitrust European Economic Review 44(4-6, May): 845–855.
- The analysis of stratifed 2x2 contingency tables Biometrical Journal 48(6, December): 992–1007.
- The asymmetric effect of discount retraction on subsequent choice Journal of Consumer Research 31(3, December): 652–657.
- The costs of being private: Evidence from the loan market Review of Financial Studies 24(12): 4091–4122.
- The credit rating process and estimation of transition probabilities: A Bayesian approach Journal of Empirical Finance 16(2, March): 216–234.
- The debate over doing good: Corporate social performance, strategic marketing levers, and firm-idiosyncratic risk Journal of Marketing 73(6, November): 198–213.
- The Development of consulting in goods-based companies Industrial Marketing Management 37(3, May): 329–338.
- The development of the personality audit: A psychodynamic multiple feedback assessment instrument International Journal of Human Resource Management 17(5, May): 898–917.
- The drivers of cooperation between buyers and suppliers for product innovation Research Policy 26(7/8, April): 719–732.
- The duration of patent examination at the European Patent Office Management Science 55(12): 1969–1984.
- The dynamics of industrial product service systems (IPS²) - Using the net present value approach and real options approach to improve life cycle management CIRP Journal of Manufacturing Science and Technology 1(4): 279–286.
- The economics of organizing economists Antitrust Law Journal 76(2): 569–584.
- The evolution of poverty and inequality in Indian villages The World Bank Research Observer 14(1): 1–30.
- The explanatory foundations of relationship marketing theory: A comment Journal of Business & Industrial Marketing 21(2): 88–91.
- The future of an illusion: In search of the new European business leader Organizational Dynamics 34(3): 218–230.
- The German Cement Cartel case and the trade-off between accuracy and practicality Concurrences 1: 24–26.
- The hidden costs of outsourcing: Evidence from patent data Strategic Management Journal 31(11): 1183–1201.
- The impact of ISO 9000 diffusion on trade and FDI: A new institutional analysis Journal of International Business Studies 39(4, June): 613–633.
- The impact of social and emotional competencies of effectiveness of Spanish executives Journal of Management Development 28(9): 771–793.
- The influences of customer relationship metrics on shareholder value: What should be done and what has been done? Journal of Business Market Management 3(1): 51–64.
- The new game in town: Competitive effects of IPOs Journal of Finance 65(2): 495–528.
- The new global Russian business leaders: Lessons from a decade of transition European Management Journal 22(6, December): 637–648.
- The occurrence and spatial distribution of collaboration: Biotech firms in Gothenburg, Sweden Technology Analysis & Strategic Management 17(4, December): 409–431.
- The political economy of European merger control: Evidence using stock market data Journal of Law and Economics 50(3): 455–489.
- The price of liquidity: The effects of market conditions and bank characteristics Journal of Financial Economics 102(2): 344–362.
- The relationship between the marketing mix and share of category requirements Marketing Letters 7(1, January): 5–18.
- The relative impact of actual and potential rivalry on firm profitability in the pharmaceutical industry Strategic Management Journal 20(1): 1–14.
- The role of corporate social responsibility in strengthening multiple stakeholder relationships: A field experiment Journal of the Academy of Marketing Science 34(2, Spring): 158–166.
- The signalling role of municipal currencies in local development Economica 72(288): 597–613.
- The silver lining effect: Formal analysis and experiments Management Science 55(11): 1832–1841.
- The sustainability of exploitation positions: A theoretical analysis based on transaction cost economics, Austrian economics and the resource based view Advances in Applied Business Strategy 8: 253–279.
- Trade liberalization, transportation, and the environment Energy Journal 13(3): 185–206.
- Triggering inspections ex officio: Moving beyond a passive EU cartel policy Journal of Competition Law and Economics 4(1, January): 89–113.
- Trust and creativity: Understanding the role of trust in creativity-oriented joint developments R&D Management 39(3): 259–270.
- U.S. airline deregulation: Implications for European transport Economic Journal 103(419, July): 1028–1041.
- Understanding the bond of identification: An investigation of its correlates among art museum members Journal of Marketing 59(4, October): 46–57.
- Us versus them: The role of organizational identification and disidentification in social marketing initiatives Journal of Public Policy and Marketing 21(1, Spring): 26–36.
- Usage and diffusion of cellular telephony, 1998-2004 International Journal of Industrial Organization 27(2, March): 238–249.
- Using imperfect advance demand information in production-inventory systems with multiple customer classes Manufacturing & Service Operations Management 11(1, Winter): 128–143.
- Vállalati stratégiák magyarországon az 1990-es évtizedben [Corporate strategies in Hungary in the 1990s] Vezetéstudomány 1: 21–30.
- Welche hybriden Leistungsbündel für welche Kunden? Eine die Marktseiten integrierende Betrachtung wt Werkstattstechnik online 97(7/8): 533–537.
- What (if any) are the returns to computer use? Applied Economics 41(27): 1–10.
- What makes executives trust each other? The determinants of the willingness to rely on trust in business partnerships Creativity and Innovation Management 16(3, September): 317–329.
- When customers are members: Customer retention in paid membership contexts Journal of the Academy of Marketing Science 26(1, Winter): 31–44.
- When do Matthew effects occur? Journal of Mathematical Sociology 34(2): 80–114.
- Which industrial product service system fits best? Evaluating flexible alternatives based on customers' preference drivers Journal of Manufacturing Technology Management 20(5): 640–653.
- Who's not developing open source software? Non-users, users, and developers Economics of Innovation and New Technology 14(7, October): 617–635.
- Why firms form (or don't form) RJVs Economic Journal 117(522, July): 1122–1144.
- Why too much trust is death to innovation MIT Sloan Management Review 51(4): 33–38.
- Yesmail.com Journal of Interactive Marketing 14(3): 79–92.
- Zero-inflated generalized Poisson models with regression effects on the mean, dispersion and zero-inflation level applied to patent outsourcing rates Statistical Modelling 7(2): 125–153.
- Zero-inventory conditions for a two-part-type make-to-stock production system Queueing Systems 43(3, March): 251–266.
- [Corporate training specialist: Development of a new profession] Business Obrazovanie 1(2): 51–57.
Books
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The management of co-development alliances: Balancing control and trust
London: Palgrave Macmillan
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Private-Equity-Lexikon
Düsseldorf: Schäffer-Poeschel
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): private equity
What effects has the so-called subprime crisis had on private equity transactions? What exactly is recapitalization and how can it be put in practice? Is private equity economically useful? The current debate provides plenty of questions about this industry, which is still in its infancy in Germany. The Private Equity Lexicon seeks to answer these questions and is also meant to be a comprehensive reference book for practitioners. Economic issues are therefore looked at from a legal and a fiscal perspective. The Private Equity Lexicon has been written to enable easy access to the wide range of pertinent topics and it also provides the reader with recommendations for further reading.
Published: 2011 -
Tricky coaching: Difficult cases in leadership coaching
New York: Palgrave McMillan
Subject(s): Strategy & General Management, Human Resources Management/Organizational Behavior, Keyword(s): coaching, leadership development, leadership coaching, coach, difficult cases, helping profession
Bringing together cases written by experienced leadership and executive coaches from all over the world, this project explores the most demanding and challenging situations they have faced in their professional practices. By analysing and reflecting on the real life case studies the authors show how to deal with these situations in daily life.
Published: 2011 - Anbietergruppen in Märkten - Eine ökonomische Analyse, Habilitationsschrift Tübingen: Mohr
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Coach and couch: The psychology of making better leaders
London: Palgrave Macmillan
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): Executive coaching, leadership development, executive education, psychology of leadership, clinical paradigm, talent management, HR management, executive coaching
The INSEAD Gloabl Leadership Centre (IGLC) was founded and is directed by Professor Manfred F.R. Kets de Vries. IGLC has helped thousands of executives to increase their effectiveness in dealing with colleagues and clients, and to refocus their own professional and personal aspirations. This book is a volume of essays contributed by IGLC faculty and coaches on topics relevant to leadership development. Drawing upon substantial research, this book presents the essential leadership models and equips practitioners with tools for developing executive coaches and working with business leaders.
Published: 2007 - Competitive market strategies: Some generalizations and hypotheses Cambridge: Marketing Science Institute
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Confiance entreprise et société: Mélanges en l'honneur de Roger Delay Termoz
Paris: Editions ESKA
Subject(s): Strategy & General Management, Ethics & Social Responsibility, Keyword(s): trust, corporate culture, transaction JEL Classification: M10
Parce que les entreprises sont non seulement des machines - produire et - vendre mais aussi des machines de création ou de dissipation de la confiance, toutes ses fonctions (ressources humaines, financieres, marketing, production...) sont examinées, dans la société européenne comme dans la société japonaise.
Published: 1995 -
Das Vertrauen des Kunden: Relevanz, Aufbau und Steuerung auf industriellen Märkten
Wiesbaden: Gabler
Subject(s): Marketing, Keyword(s): Kaufentscheidungen auf industriellen Märkten, wahrgenommenes Risiko des Kunden, Vertrauen und Kontrolle, Institutionenökonomie
Der Autor entwickelt ein innovatives und eigenständiges Modell des Vertrauensaufbaus, in das neben Erkenntnissen der Betriebswirtschaftslehre auch Forschungsergebnisse der Psychologie und Soziologie einfließen.
Published: 1995 -
Der Business - Plan in der Praxis - Beurteilen aus Investorensicht, Anwenden aus Unternehmersicht
Stuttgart: Deutscher Sparkassen Verlag
Subject(s): Strategy & General Management, Keyword(s): Business Plan, Bewertungskriterien, VermarktungPublished: 2002
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Die Soziale Marktwirtschaft in der neuen Weltwirtschaft
Berlin: Edition Sigma
Subject(s): Economics, Politics & Business Environment, Keyword(s): competition policyPublished: 2001
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Economic analyses of the European patent system
Innovation und Entrepreneurship, Wiesbaden: Gabler
Subject(s): Strategy & General Management, Technology, R&D Management Keyword(s): patent systems, intellectual property, dissertation
The European Patent System is facing major challenges resulting from an extension of patentable subject matter leading to an increasing number of patent applications. The European Patent Office has responded with admirable flexibility, but continuing technological change and greater importance ascribed to patents are leading to lengthened examination periods, rising opposition figures and changing behaviour of patent applicants.
Stefan M. Wagner analyses problems associated with institutional changes (duration of patent examination and opposition mechanisms), the expansion of the patentable subject matter and organizational challenges for industrial patentees. The study is based on the empirical analysis of large scale datasets on European patents and employs advanced multivariate methods such as semi-parametric and panel-data regression methods.Published: 2006 -
Economie industrielle: Problématique et méthodologie
Paris: Economica
Subject(s): Economics, Politics & Business Environment, Keyword(s): industrial organization, methodology, history of economic thought JEL Classification: B40, L00, B21Published: 1983
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Erlösplanung im industriellen Anlagengeschäft
Wiesbaden: Gabler
Subject(s): Marketing, Keyword(s): business-to-business marketing, turn-key projects, pricing for capital goodsPublished: 1997
- Europas nätverksindustrier: Telekommunikationer avregleringen i Europa Stockholm: SNS Förlag
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Europe's network industries: Conflicting priorities
Monitoring European Deregulation 1, London: Centre for Economic Policy Research
Subject(s): Economics, Politics & Business Environment, Strategy & General Management, Keyword(s): network industries
The regulation of network industries has emerged as a key issue on the European policy agenda. Yet there has been very little high-quality economic analysis capable of guiding European policy-makers. This Report, the first in a new series on Monitoring European Deregulation, rises to that challenge, offering new policy-oriented research on the key questions surrounding the liberalization of Europe's major network industries: telecommunications, energy, transport and water.
The first part of the Report explores ten conflicting priorities that European policy-makers face in defining an appropriate competition and regulatory policy framework for the network industries: short-term versus longer term objectives; efficiency versus equity objectives; competition versus monopoly; slow versus fast liberalization; public versus private ownership; sector-specific regulations versus general competition law; rules versus discretion; permanent versus temporary regulation; centralized versus decentralized regulation; and light-handed versus heavy-handed regulation.
The second part of the Report focuses specifically on the telecommunications industry, a sector where shifting patterns of ownership and market structure in combination with extraordinary technological change are creating enormous challenges for regulators at both the EU and national level. The Report examines the risk that new national or Europe-wide regulation will tilt the playing field in favour of some competitors with potentially detrimental consequences both for consumers and for the long-term development of the industry.Published: 1998 -
Fejezetek a stratégiai menedzsment témaköréből [Chapters from strategic management]
Budapest: Budapest University of Economic Sciences, Management Development Institute
Subject(s): Strategy & General Management, Keyword(s): strategy types, strategy and structure JEL Classification: M10, M16, Y20Published: 1997
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Global challenges in responsible business
Cambridge: Cambridge University Press
Subject(s): Marketing, Ethics & Social Responsibility, Keyword(s): CR, CSR, sustainability, stakeholders
Corporate responsibility has gone global. It has secured the attention of business leaders, governments and NGOs to an unprecedented extent. Increasingly, it is argued that business must play a constructive role in addressing massive global challenges. Business is not responsible for causing most of the problems associated with, for example, extreme poverty and hunger, child mortality and HIV/AIDS. However, it is often claimed that business has a responsibility to help ameliorate many of these problems and, indeed, it may be the only institution capable of effectively addressing some of them. Global Challenges in Responsible Business addresses the implications for business of corporate responsibility in the context of globalization and the social and environmental problems we face today. Featuring research from Europe, North America, Asia and Africa, it focuses on three major themes: embedding corporate responsibility, corporate responsibility and marketing, and corporate responsibility in developing countries.
Published: 2010 -
Industrielle Kostenrechnung
Berlin: Springer
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): Auftragserfolgsrechnung, Bereichserfolgsrechnung, Betriebserfolgsrechnung, Deckungsbeitragsrechnung, Kalkulation, Kostenartenrechnung, Kostenbegriff, Kostenstellenrechnung, Kostenträgerstückrechnung, Leistungsrechnung, Planauftragserfolgsrechnung, Plankalkulation, Plankostenstellenrechnung, Prozesskostenrechnung, Rechnungsprinzipien, Stückdeckungsbeitragsrechnung, Stückerfolgsrechnung
Kostenbewusstes Denken und Handeln ist im Zeichen steigender Wettbewerbsintensität eine selbstverständliche Anforderung an alle Führungskräfte in der Praxis. Kaufmännische und technische Führungskräfte, ob sie nun in der Konstruktion, der Produktion oder im Vertrieb tätig sind, müssen beurteilen können, welche Kosteninformationen für Entscheidungen benötigt werden, wie die Daten zu interpretieren und welche Konsequenzen für das betriebliche Handeln daraus zu ziehen sind. Wer außerhalb aufwändiger Informationssysteme mit einfachen Mitteln seine Kosten nachrechnen möchte, aber auch wer die heutigen ERP-Systeme mit ihren Informationen besser verstehen will, findet in diesem Buch die richtige Methodik und geeignete Beispiele.
Industrielle Kostenrechnung bietet eine sichere Einführung in die Grundlagen der Industriellen Kostenrechnung. Deren Verfahren werden klar systematisiert und die anschaulichen Beispiele dienen als hinreichender Leitfaden für die Praxis.
In die bearbeitete Neuauflage wurde das Verfahren Prozesskostenrechnung zusätzlich aufgenommen; viele Aufgaben und Beispiele sind neu.Published: 2006 -
Institutional microeconomics of development
CES ifo Seminar Series, Cambridge: MIT Press
Subject(s): Economics, Politics & Business Environment, Keyword(s): institutions, economic development, microeconomic perspectives
The narrative of development economics is now infused with discussions of institutions. Economists debate whether institutions-or other factors altogether (geography, culture, or religion)-are central to development. In this volume, leading scholars in development economics view institutions from a microeconomic perspective, offering both theoretical overviews and empirical analyses spanning three continents.
After substantial introductory chapters by Pranab Bardhan and Marcel Fafchamps, two scholars who have published important work on this topic, each of the remaining chapters examines a particular set of institutions in a unique setting. These chapters treat the effects of Angola's violent conflict on that country's development; institutional accountability in Uganda; the effect of Indonesia's ethnic diversity on the distribution of public goods; the impact of trade liberalization on India's investment climate; extended family networks in Mexico; and a microeconomic perspective on land rights in Ethiopia.
The chapters demonstrate the remarkable heterogeneity of institutions-policy change is mediated through local market institutions, government institutions, and families-as well as the empirical and methodological ingenuity of current research into this crucial topic.Published: 2010 -
Kapitalsteuerung in Filialbanken
Wiesbaden: Gabler
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): transfer pricing, decentralization, banking
Not available.
Published: 1975 -
Kooperationen zwischen Umweltschutzorganisationen und Unternehmen
Köln: Lohmar
Subject(s): Strategy & General Management, Ethics & Social Responsibility, Keyword(s): Kooperation, Strategie, Umweltmanagement, NGOPublished: 2001
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Kosten- und Erlösrechnung
Berlin: Springer
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): managerial accounting, cost center accounting, contribution margins
Die Kosten- und Erlösrechnung ist ein unverzichtbarer Bestandteil des betrieblichen Rechnungswesens und stellt - neben dem externen Rechnungswesen - eine wesentliche Grundlage zur Planung und Kontrolle der Geschäftstätigkeit dar. Kenntnisse zur Erfassung und zum Management von Kosten und Erlösen gehören somit zum Kernbereich betriebswirtschaftlichen Wissens. Das Buch bietet eine anwendungsorientierte, lehr- und lernfreundliche Einführung sowohl für Studierende wirtschaftswissenschaftlicher Fächer als auch für Praktikerinnen und Praktiker, die ihre Kenntnisse in diesem Bereich erweitern wollen. Aufgaben, Ziele und Ablauf der Konzepte der Kosten- und Erlösrechnung werden in den Kapiteln schrittweise erläutert und anhand von Fallbeispielen und Rechenaufgaben verdeutlicht. Kernsätze fassen die Inhalte der Kapitel zusammen, und Interviews mit Managern geben Einblicke in die Praxis. Dadurch vermittelt das Buch konsequent, wofür die Ergebnisse der Kosten- und Erlösrechnung in der Praxis benötigt werden.
Published: 2010 -
Le champ stratégique de l'entreprise
Paris: Economica
Subject(s): Strategy & General Management, Keyword(s): industry analysis, competition analysis, business strategy JEL Classification: M00Published: 1988
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Leadership development: International library of critical writings on business and management
Cheltenham/Northampton: Edward Elgar
Subject(s): Strategy & General Management, Human Resources Management/Organizational Behavior, Keyword(s): leadership development, leadership, academic writings on leadership development
This authoritative volume brings together a critical selection of important academic articles and practitioner-oriented papers that reflect current thinking and practices in the growing field of leadership development. It offers a solid foundation for theoretical approaches to leadership development and covers the key methodologies applicable to leadership development research and practice. This indispensible collection is edited by two leading authorities in the field and features an original introduction. It will be an essential source of reference for scholars, students and practitioners in the fields of leadership, leadership development, human resource management and education. 36 articles, dating from 1952 to 2009.
Published: 2011 -
Leveraged innovation: Unlocking the innovation potential of strategic supply
London: Palgrave Macmillan
Subject(s): Strategy & General Management, Keyword(s): supply chain management, cooperation, partnership, purchasing management JEL Classification: M10, M13
Leveraged Innovation reveals that a dramatically different approach to the supplier - client relationship is being developed by leading companies around the world. It documents the benefits of Early Supplier Involvement (ESI), a radically new approach to inter-company relations which is providing a powerful impetus for increased creativity. Based on the findings of a European Research team, the text clearly shows how, why and to what effect suppliers the world over are becoming increasingly involved in the innovation process itself. Leveraged Innovation demonstrates and documents the process through which increased co-operation can lead to real competitive advantage. Leveraged Innovation is both an introduction to Early Supplier Involvement and a dynamic overview of best practise around the world. It provides important practical insights for enterprising companies, enabling the development and maintainence of ESI programmes of their own. Readers will discover for themselves that while this approach is an option for excellence in the present, it looks set to become a necessity for profitable business in the Twenty First century.
Published: 2006 -
Leveraging corporate responsibility: The stakeholder route to maximizing business and social value
Cambridge: Cambridge University Press
Subject(s): Marketing, Ethics & Social Responsibility, Keyword(s): CR, CSR, sustainability, stakeholders, direct route, indirect route
The corporate social and environmental responsibility movement, known more generally as corporate responsibility (CR), shows little sign of waning. Almost all large corporations now run some form of corporate responsibility program. Despite this widespread belief that CR can simultaneously improve societal welfare and corporate performance, most companies are largely in the dark when it comes to understanding how their stakeholders think and feel about these programs. This book argues that all companies must understand how and why stakeholders react to such information about companies and their actions. It examines the two most important stakeholder groups to companies – consumers and employees – to comprehend why, when and how they react to CR. Armed with this insight, it shows how companies can maximize the value of their CR initiatives by fostering strong stakeholder relationships to develop, implement and evaluate compelling social responsibility programs that generate value for both the company and its stakeholders.
Published: 2011 -
Marktleistung und Wettbewerb. Strategische und operative Perspektiven der marktorientierten Leistungsgestaltung
Wiesbaden: Gabler
Subject(s): Marketing, Keyword(s): business-to-business marketing
Not available.
Published: 1997 -
Multivariate Analysemethoden: Eine anwendungsorientierte Einführung
Berlin: Springer
Subject(s): Marketing, Keyword(s): multivariate analysis
Mit der 12. Auflage des vorliegenden Buches hatten wir erstmalig die behandelten multivariaten Verfahren in zwei Gruppen untergliedert: grundlegende und komplexe Verfahren. Diese Zweiteilung wurden auch von unseren Lesern in der Mehrheit begrüßt, so dass wir uns nun entschieden haben, die sieben von uns in der 12. Auflage als "komplexer" definierten Verfahren in einem zweiten Band unter dem Titel "Fortgeschrittene Multivariate Analysemethoden" herauszubringen.
Um die Verbindung beider Werke deutlich zu machen, haben wir aber auch in der 13. Auflage das relativ kurze Kapitel III beibehalten, in dem die komplexeren Verfahren, die wir nun in "Fortgeschrittene Verfahren" umbenannt haben, einführend beschrieben sind. Durch die Trennung der beiden Verfahrensgruppen wollen wir insbesondere unseren Zielgruppen besser gerecht werden: Während die 13. Auflage des Buches "Multivariate Analysemethoden" primär auf das Bachelor-Studium gerichtet ist, zielen die "Fortgeschrittene Multivariate Analysemethoden" auf die Verwendung in Master- und PhD-Programmen ab. Mit der Trennung der beiden Bücher folgen wir somit auch der Neuorganisation des universitären Studiums in Bachelor- und spezialisierte Master- sowie Doktoranden-Programme.Published: 2011 -
Multivariate statistical analysis
Shanghai: Shanghai People's Publishing House
Subject(s): Marketing, Keyword(s): multivariate analysis
Chinese version of the book "Multivariate Analysemethoden: Eine anwendungsorientierte Einführung".
Published: 2009 -
Online communities and open innovation: Governance and symbolic value creation
London: Routledge
Subject(s): Technology, R&D Management Keyword(s): open innovation; communities; value creation
The advent of Internet marked a significant change in how users and customers can be involved in the innovative process. History is rife with examples of how users innovate, but Internet and its associated communication technologies brought radically new means for individuals to interact rapidly and at little cost in communities that spur new innovations. These communities are initiated and governed by people that differ in their motivations for taking part and participate to varying degrees. Such communities are outside the immediate control of companies seeking to develop open innovation strategies aimed at harnessing their work. This book brings together distinguished scholars from different disciplines: economics, organization theory, innovation studies and marketing in order to provide an improved understanding of how technological as well as symbolic value is created and appropriated at the intersection between online communities and firms. Empirical examples are presented from different industries, including software, services and manufacturing. The book offers food for thought for academics and managers to an important phenomenon that challenges many conventional wisdoms for how business can be done. This book was published as a special issue of Industry and Innovation.
Reprint of Industry and Innovation 15(2).
Published: 2011 -
Privatisation, politics, and economic performance in Hungary
Cambridge: Cambridge University Press
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Economics, Politics & Business Environment, Strategy & General Management, Keyword(s): corporate governance, strategic management, privatization, organizational politics, Hungary JEL Classification: C78, D21, D23, G34, G38, L33, M10
Why do some privatisations apparently fail to produce expected positive results? Economic theory tells us that privatization should improve efficiency, but this book suggests that political bargaining in the process of privatisation works against the results we expect to achieve. To gain a more adequate understanding of what privatisation is really about, one also needs to look at the issue of power at the level of organisations undergoing privatisation. Privatisation is a gradually unfolding, evolutionary process, often with defective corporate governance. Politicking can take priority over performance, attention is diverted from efficency, and the firm drifts.
This is the first and only book on privatisation which focuses on micro-level behavioral issues and it uses exceptionally rich case evidence to illustrate that privatisation is more about politics than performance.Published: 1998 -
Quantitative Modelle und nachhaltige Ansätze der Unternehmungsführung: Günter Beuermann zum 65. Geburtstag
Heidelberg: Physica-Verlag
Subject(s): Economics, Politics & Business Environment, Product & Operations Management, Ethics & Social Responsibility, Health & Environment, Keyword(s): Umweltmanagement, EMAS, operations research
Können ökologische Risiken gemanaget werden? Wie können Aspekte einer nachhaltigen Entwicklung in unternehmerischen Entscheidungen berücksichtigt werden? Welche Möglichkeiten zur Schaffung von Transparenz bietet ein umweltorientiertes Kostenmanagement und wie beeinflusst der ordnungspolitische Rahmen Entscheidungen in Unternehmen? Diese und eine Vielzahl weiterer, sowohl für Wissenschaftler als auch für Praktiker aktueller Fragestellungen haben Günter Beuermann während seiner wissenschaftlichen Laufbahn beschäftigt. Die vorliegende Festschrift beinhaltet daher in Anlehnung an seinen wissenschaftlichen Werdegang Beiträge zu quantitativen Modellen der Unternehmungsführung, zum Umweltschutz und Umweltmanagement sowie zum nachhaltigen Wirtschaften.
Published: 2002 -
Relationship Marketing: Standortbestimmung und Perspektiven
Berlin: Springer
Subject(s): Marketing, Keyword(s): Geschäftsbeziehungen, Marketing, Relationship Marketing
Das Management enger Geschäftsbeziehungen zwischen Unternehmen oder Unternehmen und Konsumenten wird oft als Erfolgsfaktor propagiert. Als eigenständiges Forschungsgebiet hierzu hat sich das Relationship Marketing in den letzten Jahren fest etabliert. In dem vorliegenden Buch wird ein Fazit der bisherigen Diskussion gezogen und werden denkbare Weiterentwicklungen aufgezeigt. Das Buch analysiert Ursachen und Erfolgswirkungen des Relationship Marketing und ordnet diese Managementfunktion in den Kontext anderer betriebswirtschaftlicher Disziplinen und Funktionen ein. Darüber hinaus werden exemplarisch branchenspezifische Besonderheiten herausgestellt.
Published: 2002 -
Rente et structures des industries de l'energie
Grenoble: Presses Universitaires de Grenoble
Subject(s): Economics, Politics & Business Environment, Keyword(s): economic rent, industrial economics, energy, oil & gas JEL Classification: L13, L71Published: 1983
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Situation und Perspektiven der deutschen Raumfahrtindustrie
Berlin: Duncker und Humblot
Subject(s): Economics, Politics & Business Environment,
Die Studie enthält eine umfassende aktuelle Bestandsaufnahme der deutschen Raumfahrtaktivitäten und diskutiert aus volkswirtschaftlicher Sicht geeignete ordnungspolitische Rahmenbedingungen, die zu einer Stärkung der deutschen Raumfahrtindustrie beitragen können. Eine solche Stärkung wird allerdings nur im Rahmen eines ordnungspolitischen Gesamtkonzepts auf europäischer Ebene möglich sein. Die Autoren skizzieren deshalb auch einen Stufenplan für die Entwicklung einer gesamteuropäischen Raumfahrtpolitik. Ein wesentlicher Teil der Studie ist der Diskussion um den "volkswirtschaftlichen Nutzen" der Raumfahrt gewidmet. Die einschlägige Literatur zu dieser Frage wird kritisch erörtert. Es wird darüber hinaus klargestellt, daß mit der Existenz eines solchen Nutzens noch nicht die Existenz einer deutschen oder europäischen Raumfahrtindustrie begründet werden kann. Raumfahrtdienstleistungen könnten auch von anderen Nationen eingekauft werden. Die Autoren diskutieren, ob industrieökonomische Besonderheiten (Größenvorteile, Pfadabhängigkeiten, der Aspekt der Schlüsselindustrie u. a.) einem solchen Fremdbezug entgegenstehen. Gestützt auf diese Analyse wird der oben erwähnte Grundriß eines ordnungspolitischen Gesamtkonzepts für die europäische Raumfahrtindustrie entworfen.
Published: 1998 -
Stratégia és szervezet [Strategy and organization]
Budapest: Közgazdasági és Jogi Könyvkiadó
Subject(s): Strategy & General Management, Keyword(s): corporate strategy, competitive strategy, international strategy, strategic management, mergers and acquisitions, strategy implementation, organizational structure JEL Classification: M10, M16, Y20
not available
Published: 1997 - Technische Normen und Wettbewerbsstrategie, Dissertationsschrift Berlin: Beuth
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Technology pricing: From principles to strategy
London: Palgrave Macmillan
Subject(s): Strategy & General Management, Keyword(s): technology, pricing, licensing, technology transfer JEL Classification: M16Published: 1989
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The coaching kaleidoscope: Insights from the inside
New York: Palgrave
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): executive coaching, leadership development, executive education, psychology of leadership, clinical paradigm
This book deals with how coaching interventions can drive a journey of transformational change at individual, team, and organizational levels. As a result, coaching interventions serve to create more reflective people, who in turn, create better organizations. The group coaching methodology, used by the INSEAD Global Leadership Center (IGLC) and adopted by the Center for Leadership Development Research (CLDR) at the European School of Technology and Management (ESMT), Berlin, is the basis for developing the theoretical assumptions behind the chapters. Through sharing research methodologies, and describing intervention and change techniques used in the leadership development and education of executive coaches, the book sheds light on how the 'magic' of coaching works, what coaches actually do, and how their clients respond. This book is a joint project between the IGLC and the CLDR. In compiling it, we have involved academics who conduct research, teach, and consult; leadership development coaches; change consultants; and executives who adopted IGLC methods for reflection on leadership development opportunities and challenges. We have also included people who have experienced IGLC methods in the process of their developmental journeys. They have collaborated, consulted their research and practice notes, analyzed data from inquiry projects, and shared their personal experiences in individual essays.
Published: 2010 -
The corporate structure of UK and German manufacturing firms: Changes in response to the SEM
London: Anglo-German Foundation
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Economics, Politics & Business Environment, Strategy & General Management, Keyword(s): corporate structurePublished: 1999
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The new Russian business leaders
New Horizons in Leadership Studies Series, Cheltenham/Northampton: Edward Elgar
Subject(s): Strategy & General Management, Human Resources Management/Organizational Behavior, Entrepreneurship, Keyword(s): leadership, Russia, BRIC, transition economies, Russian leadership styles
This important series is designed to make a significant contribution to the development of leadership studies. This field has expanded dramatically in recent years and the series provides an invaluable forum for the publication of high quality works of scholarship and shows the diversity of leadership issues and practices around the world.
Published: 2004 -
The political economy of industrial policy in Europe and the member states
Berlin: Edition Sigma
Subject(s): Economics, Politics & Business Environment, Keyword(s): industrial policyPublished: 2000
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Trust: Firm and society - Essays in honour of Dr Roger Delay Termoz
London: Macmillan Business
Subject(s): Economics, Politics & Business Environment, Strategy & General Management, Keyword(s): trust, corporate culture, transaction JEL Classification: M10, M13
Trust in management and managing trust is an essential key to a company's success. Trust is central to the concept of power and authority and also requires a respect for ethics. The wide-ranging implications of this theory form the central focus of this collection of essays, originally published in France, which were written in honour of Dr Roger Delay Termoz. This book will be of interest to both managers and employees as well as advanced students of management.
Published: 1997 -
Virtuelle Informationsbörsen zur Prognose und Investitionsabsicherung
Köln: Lohmar
Subject(s): Strategy & General Management,
Mit der Etablierung von Wahlbörsen zur Prognose späterer Wahlergebnisse entstand eine Vielzahl von Anwendungsfeldern für virtuelle Informationsbörsen als neues Instrument der Marktforschung. Die besonders betonte prognostische Qualität des Verfahrens und die entgegengebrachte wissenschaftliche Beachtung legen es nahe, sich ebenfalls mit der Eignung von Börsen für die Planung von Investitionen zu befassen.
In dem vorliegenden Buch überprüfen die Autoren sowohl theoretisch als auch empirisch, inwiefern sich der Börsenmechanismus als integrativer Lösungsansatz zur Gewinnung von Informationen über die Erfolgswahrscheinlichkeit einer Investition und zugleich als Möglichkeit der Absicherung von Investitionsrisiken eignet.Published: 2004 -
Wettbewerb und Firmenkooperation [Competition and Co-Operation between Firms]
Aachen: Shaker
Subject(s): Economics, Politics & Business Environment, Keyword(s): oligopolistic markets, information spillover, collusion JEL Classification: D43, D82, D83, C72, L1, L4
Dissertation
Published: 2000 -
应用成本效益分析-理论、方法和习题 [Kosten und Erfolgsrechnung: Theorie, Instrumente und Aufgaben]
Shanghai: Shanghai University of Finance and Economics Press
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): managerial accounting, cost center accounting, contribution margins
Chinese version of the book "Kosten- und Erlösrechnung".
Published: 2011
Book Chapters
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Deception and consumer protection in competitive markets
In The pros and cons of consumer protection, ed.
Dan Sjöblom. Stockholm: Swedish Competition Authority.
-
Managing open innovation
In Handbook of Innovation Management, ed.
Mark Dodgson,
David M. Gann,
Nelson Phillips. Oxford: Oxford University Press.
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Working Papers
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Costs and benefits of learning through alliances for entrepreneurial firms
ESMT No. 11-02 (R1)
Subject(s): Strategy & General Management, Keyword(s): entrepreneurship, strategic alliances, learning, alliance structure, complementary assets
Due to resource constraints, startup innovators often struggle to build the complementary assets necessary for successful product commercialization. Technology commercialization alliances are an important avenue for startups to access those assets, and are also an important means by which they can learn commercialization skills. However, learning alliance of this type may incur both inter-organizational governance and learning costs. Using data from biotechnology alliances, we examine how retaining rights to participate in the commercialization process affects the hazard of drug approval in the short run. We find that when less-experienced firms retain these so-called co-development rights, the product is less likely to be approved. However, firms that have retained co-development rights are more likely to be successful in commercializing subsequent products than firms that licensed out the rights completely. This latter effect suggests longer-term benefits to learning alliances.
You may download a copy of the original version here.
Published: 2012 -
Identity challenges of women leaders: Antecedents and consequences of identity interference
ESMT No. 11-13
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): women leaders, identity interference, collective self-esteem, well-being, motivation to lead, leader development, organizational demography
We explore the antecedents and consequences of women leaders’ identity interference related to the perceived conflict between their roles as both women and leaders. Drawing on identity development and organizational demography research, we propose that leadership experience reduces women leaders’ identity interference, whereas women’s numerical underrepresentation in organizations exacerbates it. Moreover, we hypothesize that identity processes related to collective self-esteem—personal regard for one’s collective identity and the perception of others’ views of it—mediate these effects. A sample of 722 women leaders representing a diverse range of countries and industries supported our hypotheses. We also demonstrate that identity interference reduces the psychological well-being of women leaders and undermines their affective motivation to lead. In contrast, perceived conflict between leader and female identities enhances women’s sense of duty to assume leadership roles. Importantly, women leaders’ personal regard for their female identity buffers the detrimental effect of identity interference on life satisfaction. We discuss the implications of our results for women’s advancement in organizations and the development of their identity as leaders.
Published: 2011 -
Strong, bold, and kind: Self-control and cooperation in social dilemmas
ESMT No. 12-01
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): self-control, cooperation, public good, risk, experiment JEL Classification: C91, D03, H40
We develop a model relating self-control, risk preferences and conflict identification to cooperation patterns in social dilemmas. We subject our model to data from an experimental public goods game and a risk experiment, and we measure conflict identification and self-control. As predicted, we find a robust association between self-control and higher levels of cooperation, and the association is weaker for more risk-averse individuals. Free riders differ from other contributor types only in their tendency not to have identified a self-control conflict in the first place. Our model accounts for the data at least as well as do other models.
Published: 2012 -
The impact of school lunches on primary school enrollment: Evidence from India’s midday meal scheme
ESMT No. 11-11
Subject(s): Economics, Politics & Business Environment, Keyword(s): primary school enrollment, school lunches, natural experiment, ITT
At the end of 2001, the Indian Supreme Court issued a directive ordering states to institute school lunches – known locally as “midday meals” – in government primary schools. This paper provides a large-scale assessment of the enrollment effects of India’s midday meal scheme, which offers warm lunches, free of cost, to 120 million primary school children across India and is the largest school feeding program in the world. To isolate the causal effect of the policy, we make use of staggered implementation across Indian states in government but not private schools. Using a panel data set of almost 500,000 schools observed annually from 2002 to 2004, we find that midday meals result in substantial increases in primary school enrollment, driven by early primary school responses to the program. Our results are robust to a wide range of specification tests.
Published: 2011 -
When opposites hurt: Similarity in control in leader-follower dyads as a predictor of job performance evaluations
ESMT No. 11-12
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): control similarity, leader-follower dyads, job performance evaluation, self-enhancement, 360-degree instruments
Control-related behaviors are an important attribute in leadership jobs, but do leaders appreciate being surrounded by followers with controlling personalities? Building on the self-enhancement and self-efficacy theories, we propose that leaders with high self-assessed control give better performance evaluations to subordinates who are also high in control. In contrast, leaders with low self-assessed control are quite reserved about the performance of subordinates high in control. We also propose that overall, leaders high in control evaluate more positively their followers’ performance than leaders low in control. We suggest that this difference is magnified if the leader-follower dyad is inconsistent with social norms related to age and hierarchical level. The results obtained by using polynomial regression and response surface techniques to analyze a sample of 138 leader-follower dyads supported our hypotheses showing a bias rooted in leaders’ self-assessed control. We conclude by deriving the theoretical and practical implications of these findings.
Published: 2011 -
360-degree feedback instruments: An overview
INSEAD No. 2007/01/EFE
Subject(s): Human Resources Management/Organizational Behavior,
It is not surprising that roughly 70% of executives believe they are in the top 25% of their profession in terms of performance. Many of them are truly unaware of the way in which their behavior impedes functioning - their own, and others' - in their organization. The result is a serious gap between what many leaders say they do, and what they really do. Properly designed 360-degree feedback questionnaires can help by providing a tool to help leaders compare their self-perceptions with the observations of colleagues or others who know them well. This Working Paper describes the 360° feedback survey instruments developed by the INSEAD Global Leadership Center. The article provides an overview of the Global Leadership Executive Inventory, the Personality Audit, and the Leadership Archetype Questionnaire. We discuss the psychometric development and pedagogical use of each instrument in leadership development programs.
A pdf file of this working paper may be available at INSEAD.
Published: 2007 -
A framework for monitoring relational quality in B2B technology partnerships
ESMT No. 09-008
Subject(s): Technology, R&D Management Keyword(s): technology partnerships, trust, relational quality JEL Classification: M19
The purpose of this paper is to propose a framework for the monitoring of new technology introduction in a B2B environment. We focus on B2B environments, i.e. on projects where a new technological solution is implemented (and often jointly developed) with a client being either a company or an organization. In such a situation, where a supplier and its client agree to implement a new technology, both are exposed to a risk. The management of these risks can be handled through a couple of approaches: control or trust. The management literature has put a lot of attention on these two modes that play an important role because they drive the quality of the relationship between partners. We will explore their respective roles and build a methodology to monitor them along the life of a buyer-supplier relationship aiming at implementing new technology.
Published: 2009 -
A political economy model of infrastructure allocation: An empirical assessment
WZB Discussion Paper No. FS IV 99-15
Subject(s): Economics, Politics & Business Environment, Keyword(s): France, growth, infrastructure, lobbying, political economy JEL Classification: D72, D78, O40
This paper proposes a simultaneous-equation approach to the estimation of the contribution of transport infrastructure accumulation to regional growth. We model explicitly the political-economy process driving infrastructure investments; in doing so, we eliminate a potential source of bias in production-function estimates and generate testable hypotheses on the forces that shape infrastructure policy. Our empirical findings on a panel of France's regions over 1985-91 suggest that influence activities were, indeed, significant determinants of the cross-regional allocation of transportation infrastructure investments. Moreover, we find little evidence of concern for the maximization of economic returns to infrastructure spending, even after controlling for pork-barrel and when imposing an exogenous preference for convergence in regional productivity levels.
Published: 1999 -
A portrait of hedge fund investors: Flows, performance and smart money
Erasmus University Rotterdam No. ERS-2005-068-F&A (Revised: 2009-10-22)
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): hedge funds, flow-performance relation, performance persistence, liquidity restrictions, fund monitoring, searching costs, smart money JEL Classification: G11, G23, G14, G15
We explore the flow-performance interrelation by explicitly separating the investment and divestment decisions of hedge fund investors. The results show that different determinants and evaluation horizons underlie both decisions. While money inflows are sensitive to past long-run performance, outflows exhibit an immediate and sustained response to past performance in the short run. As a consequence, the shape of the flow-performance relation differs depending on the time horizon being analyzed. We find a weaker flow-performance relation for winning funds at quarterly horizons compared to annual horizons, which may explain why quarterly persistence in hedge fund performance is not competed away. Indeed, we also find evidence that most investors are unable to exploit the persistence of the winners. Conversely, investors are fast and successful in deallocating from the persistent losers, ensuring a disciplining mechanism for lowquality funds. Further, our findings do not support the existence of smart money.
Published: 2005 -
Accelerated development of organizational talent
ESMT No. 07-004
Published in Smart Talent Management: Building Knowledge Assets for Competitive Advantage, ed. Charles M. Vance, Vlad Vaiman, 139-157. Cheltenham: Edward Elgar Publishing Ltd.
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): organizational behavior, human resource management, executive education, identity, accelerated development
This working paper explores the challenges of accelerated development of organizational talent. The meaning of the word 'accelerated' is that such development takes place at a pace that is significantly higher than that of 'traditional' development that allows an individual to learn the intricacies of the current job, observe incumbents in a higher level position (usually, one level up), practice elements of the boss' job when being delegated tasks, undergoing formal training, or benefiting from the knowledge accumulated by others and codified in the knowledge management systems. Accelerated development means, contrary to the usual, more traditional developmental path, bypassing traditionally expected career steps, stretched over a longer period of time learning opportunities, and/or age-related developmental progression. Accelerated development is a necessity for organizations facing unprecedented growth, lack of qualified individuals in the internal or external labor markets, and significant pressures from other organizations that are ready to 'poach' talented executives and employees and offer them even higher levels of responsibility and remuneration. Organizations also respond with accelerated development initiatives to the individuals engaged in career entrepreneurship, i.e., those who make alternative career investments in order to enjoy quicker returns in terms of career growth and progression.
Published: 2007 -
Access regulation and investment in the next generation networks: A ranking of regulatory regimes
ESMT No. 09-003
Published in International Journal of Industrial Organization 29(2): 263-272.
Subject(s): Economics, Politics & Business Environment, Keyword(s): regulation, competition, telecommunications, broadband, strategic investment JEL Classification: L51, L96, L10, K23This paper analyses how different types of access regulation to next generation networks affect investments and consumer welfare. The model consists of an investment stage with uncertain returns and subsequent quantity competition. The access price is a function of investment costs and the regulatory regime. A regime with fully distributed costs or a regulatory holiday induces highest investments, followed by risk-sharing and long-run-incremental cost regulation. Risk-sharing creates most consumer welfare, followed by regimes with fully distributed costs, long-run-incremental costs and regulatory holiday, respectively. Risk-sharing benefits consumers as it combines relatively high ex-ante investment incentives with strong ex-post competitive intensity.
Published: 2009 -
Ambiguity aversion and the power of established brands
ESMT No. 07-005
Published in Management Science 55(12): 1993-1941.
Subject(s): Management Sciences, Decision Sciences & Quantitative Methods, Keyword(s): branding, brand choice, consumer behavior, decision making under uncertainty JEL Classification: C91, D10, D80, M31
This paper investigates situations where a sizable sub-set of consumers prefer an inferior (dominated) offer made by an established brand to a superior (dominating) offer made by a less-established brand. Established brands are those for which consumers hold more confident beliefs concerning overall quality. Through a series of eight experiments, we test the hypothesis that the preference for a dominated established brand is linked to ambiguity aversion, a seemingly unrelated pattern of choice behavior between monetary gambles. We first show a correlation between ambiguity aversion and the preference for dominated established brands. We then demonstrate that the preference for established brands is enhanced when ambiguity aversion is made more salient in unrelated preceding choices. To further study the ambiguity-reducing properties of established brands, the last experiments assign brand names to monetary gambles, and it appears that (a priori unrelated) established brand names increase the likelihood of choosing ambiguous gambles. Overall, this research argues that brand equity for longstanding brands derives (at least in part) from consumers' tendency to avoid ambiguity.
Published: 2007 -
An empirical approach to understanding privacy concerns
ESMT No. 09-001
Subject(s): Economics, Politics & Business Environment, Keyword(s): privacy, opt-in/opt-out, insurance JEL Classification: D8, M38
This paper shows that privacy concerns in commercial contexts are not solely driven by a desire to control the transmission of personal information or to avoid intrusive direct marketing campaigns. When they express privacy concerns, consumers anticipate indirect economic consequences of data use, such as price discrimination. Our general hypothesis is that consumers are capable of expressing differentiated levels of concerns in the presence of changes that suggest indirect consequences of information transmission. We suggest that there is a homo economicus behind privacy concerns, not simply a primal fear. This hypothesis is tested in a large-scale experiment evoking the context of affinity-based direct marketing of insurances, which relies on data transmitted by alumni associations. Because opt-in and opt-out choices offered by firms to consumers usually capture non-situational preferences about data transmission, their ability to enact privacy concerns is questioned by our findings.
Published: 2009 -
An empirical approach to understanding privacy valuation
Harvard Business School No. 07-075
Subject(s): Ethics & Social Responsibility, Knowledge, Information & Comms System Management, Technology, R&D Management Keyword(s): privacy, experiments
The purpose of this paper is to detect the presence of sophisticated economic motives behind individual concerns for privacy. Recent theories of privacy demands in commercial contexts have assumed an economically aware and sophisticated consumer, capable of evaluating the indirect consequences of information transmission. We present evidence, from a large-scale experiment evoking a realistic context, that privacy concerns are indeed sensitive to the indirect consequences of information transmission.
Published: 2007 -
Brand health survey: A summary of results
Marketing Science Institute, Addendum to No. 00-111
Subject(s): Marketing, Keyword(s): brand, brand health, measure
The brand health survey was conducted during January and February 2002. The overall objective was to assess how brand strength/equity is currently being measured in leading firms. Many MSI members have expressed interest in sharing practices and benchmarking on other firms. The study dealt with very specific issues surrounding the kinds of measures managers currently use to track the health of their brands, the criteria they use to adopt these measures and their reactions to some new measures currently being developed.
Published: 2002 -
Capacity pricing under uncertainty
WZB Discussion Paper No. FS IV 96-08
Subject(s): Economics, Politics & Business Environment, JEL Classification: L12
This paper shows the profit-maximising pricing strategy of a monopolist selling a fixed capacity before a certain time. The driving example is an airline filling a plane before departure time. The results show that the fear of rationing taking place at departure induces consumers with a high valuation to pay a premium at an earlier date. This premium varies with the number of potential consumers and the number of remaining seats. Another equilibrium is for the monopolist to simply set prices at a high level and leave with unused capacity. The authors also analyse the incentives for the monopolist to reduce capacity ex ante, in order to increase the likelihood of rationing equilibria to emerge.
Published: 1995 -
Career entrepreneurship
ESMT No. 08-009 (R1)
Published in Organizational Dynamics 40(2): 127–135.
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): career entrepreneurship, career success, career investments, three ways of knowing
This article introduces "career entrepreneurship," a rapidly spreading phenomenon in the global knowledge-driven economy. Career entrepreneurship involves taking an entrepreneurial approach to managing our careers. It means doing things that seem "illegitimate" to other people and contradict socially-recognized and accepted sequences of work experiences in terms of age, education, or socio-economic progression. This kind of behavior challenges established norms about typical career development. The evidence presented in this article suggests new possibilities for thinking about the way individuals invest in their careers, new insights for organizations interested in capturing the potential of career entrepreneurship, and new ideas for career and life coaches to support people embracing the phenomenon. The article offers a primer on career entrepreneurship to all three groups of readers, calling for more effective collaborative relationships and more effective leveraging of individuals' career investments.
You may download a copy of the original version
here.Published: 2010 -
Competence Commercialization von Industrieunternehmen: Phänomen, Einordnung und Forschungsfragen
ESCP-EAP Nr. 17
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): Dienstleistungen, Unternehmensberatung, Wissensprodukte, Business-Märkte
In unserem Arbeitspapier betrachten wir ein Phänomen, welches erst seit kurzer Zeit insbesondere auf Business Märkten zu beobachten ist. Verstärkt treten nämlich Unternehmen, die ursprünglich auf traditionellen Industrie- oder Dienstleistungsmärkten tätig waren, mit eigenen Ausgründungen auch als Anbieter von professioneller Unternehmensberatung auf. Wir bezeichnen dies als Competence Commercialization. Zunächst analysieren wir einige allgemeine Entwicklungen, die die Entstehung dieses Phänomens begünstigt haben und seine Bedeutung auch künftig fördern werden. Wir entwickeln dann ein Rahmenkonzept für die Ableitung von Forschungsfragen und stellen vier solche Forschungsfragen vor. Theoriebasiert wird anschließend für jede Forschungsfrage eine erste Problemmodellierung vorgenommen. Ebenso leiten wir erste Schlussfolgerungen ab. Abschließend wird aufgezeigt, wie weitere Forschungsschritte aussehen könnten.
Published: 2006 -
Competitive nonlinear pricing in duopoly equilibrium: The early U.S. cellular telephone industry
CEPR Discussion Paper No. 4069
Subject(s): Economics, Politics & Business Environment, Keyword(s): estimation of equilibrium oligopoly models, competitive non-linear pricing, common agency JEL Classification: D43, D82, L96
This Paper estimates an equilibrium oligopoly model of horizontal product differentiation where firms compete in non-linear tariffs. The estimation explicitly incorporates the information contained in the shape of the tariffs offered by competing duopolists to recover the structural parameters associated to the distribution of consumers' unobserved heterogeneity. The model identifies the determinants of the non-uniform equilibrium markups charged to consumers who make different usage of cellular telephone services. Estimates are then used to evaluate the welfare effects of competition, a reduction of the delay in awarding the second cellular license, and alternative linear and non-linear pricing strategies. Our policy evaluations reveal that a single two-part tariff achieves 63% of the potential welfare gains and 94% of the profits of a more complex fully non-linear tariff.
Published: 2003 -
Conditional cooperation: Evidence for the role of self-control
ESMT No. 10-004
Subject(s): Economics, Politics & Business Environment, Human Resources Management/Organizational Behavior, Marketing, Ethics & Social Responsibility, Keyword(s): self-control, pro-social behavior, public good experiment, conditional cooperation JEL Classification: D01, D03, D64, D70
When facing the opportunity to allocate resources between oneself and others, individuals may experience a self-control conflict between urges to act selfishly and preferences to act pro-socially. We explore the domain of conditional cooperation, and we test the hypothesis that increased expectations about others' average contribution increases own contributions to public goods more when self-control is high than when it is low. We pair a subtle framing technique with a public goods experiment. Consistent with our hypothesis, we find that conditionally cooperative behavior is stronger (i.e., less imperfect) when expectations of high contributions are accompanied by high levels of self-control.
Published: 2010 -
Convergence of interests: Producing social and business gains through corporate social marketing
University of California Berkeley, Center for Responsible Business, Working Paper No. 29
Subject(s): Marketing, Ethics & Social Responsibility, Keyword(s): corporate social initiatives, corporate social responsibility, cause-related marketing, corporate social marketing, Procter & Gamble
Investment in corporate social initiatives is escalating in accordance with the increasing
recognition of the vast potential of such initiatives. For example, although it represents only a small proportion of overall corporate expenditure on social initiatives, U.S. corporate spending on cause-related marketing jumped from $125 million in 1990 to about $828 million in 2002 (Porter and Kramer 2002). In today's era of marketing accountability, corporate managers urgently need to assess the returns to social initiatives to justify and sustain commitment of resources to social issues. Addressing this need, our research develops a framework to assess the social and business returns to corporate social marketing (CSM) and empirically tests the framework in the context of "Crest Healthy Smiles 2010" program supported by Proctor & Gamble. CSM is a strategy that uses marketing principles and techniques to foster behavior change in a target population, improving society while at the same time building markets for products or services (Kotler and Lee 2004). In other words, a CSM initiative strategically combines business agenda with a social need and thus provides a context to examine simultaneously the social and business returns.Published: 2005 -
Corporate social responsibility and competitive advantage: Overcoming the trust barrier
ESMT No. 10-006
Forthcoming in Management Science
Subject(s): Strategy & General Management, Marketing, Ethics & Social Responsibility, Keyword(s): corporate social responsibility, competitive strategy, challenger brand, affective trustThis research builds on the complementary corporate social responsibility (CSR) literatures in strategy and marketing to provide insight into the efficacy of CSR as a challenger's competitive weapon against a market leader. Through an investigation of a real world CSR initiative, we show that the challenger can reap superior business returns among consumers who had participated in its CSR initiative, relative to those who were merely aware of the initiative. Specifically, participant consumers demonstrate the desired attitudinal and behavioral changes in favor of the challenger, regardless of their affective trust in the leader, whereas aware consumers' reactions become less favorable as their affective trust in the leader increases. Furthermore, participation, unlike mere awareness, transforms the nature of the consumer-challenger relationship from a transactional one to a communal, trust-based one.
Published: 2010 -
Cosmopolitanism, assignment duration, and expatriate adjustment: The trade-off between well-being and performance
ESMT No. 08-011
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): expatriates, international assignment, cosmopolitanism, crossculture adjustment, multinational corporations, preference persistence, assignment duration, survey method JEL Classification: D23
This paper questions the notion that expatriates should adjust to their host country, by showing that adjustment and its consequences are affected by cosmopolitanism and expected assignment duration. A study of 260 expatriates in the U.S. reveals that cosmopolitans expecting shorter (longer) assignments adjust more (less) to both work and non-work aspects of their host country, and that this is associated with increased well-being. In contrast, for non-cosmopolitans, more well-being occurs when longer (shorter) expected assignments are accompanied by increased (decreased) work and non-work adjustment. Further, from the findings emerges a clash between two aspects of successful expatriation - well-being and professional success: while non-work adjustment is not always associated with well-being, work adjustment is positively related to assignment performance across conditions and subjects.
Published: 2008 -
Critical mass
ESMT No. 08-004
Subject(s): Economics, Politics & Business Environment, Keyword(s): critical mass, network effects, diffusion of innovations, compatibility JEL Classification: C53, L14, M37
This paper develops a structural model of demand for a network good to provide a rigorous definition of critical mass. Using simulations, we demonstrate that our model of critical mass can be operationalized easily and can generate theoretically grounded insights about critical mass phenomena identified in empirical settings. We then propose a number of extensions to illustrate the flexibility of our model.
This working paper has been revised, ESMT-08-004(R1), under the new title Estimating Critical Mass in the Global Cellular Telephony Market.
Published: 2008 -
Decomposing first mover advantages in the mobile telecommunications industry
ESMT No. 11-03 (R1)
Subject(s): Economics, Politics & Business Environment, Strategy & General Management, Management Sciences, Decision Sciences & Quantitative Methods, Technology, R&D Management Keyword(s): first‐mover advantage, mobile telecommunications, consumer‐centric, pre‐entry experience, firm pre-entry experience JEL Classification: C51, L10, O33
We study first-mover advantages and organizational pre-entry experience in a market with highly heterogeneous consumers – the global mobile telecoms industry. Specifically, we consider the fact that early consumers will be different from later ones. We suggest that early entrants will attract higher-value consumers, which results in first-mover advantages. This effect will be enhanced if these firms have acquired prior technical experience. Conversely, later, mass-market adopters are attracted by established (domestic) brand names. Our empirical results from the global telecommunications industry support our assertions and provide important insight for the study of first-mover advantages in high-technology industries.
You may download a copy of the original version here.
Published: 2011 -
Demography vs. context: A cross-country survey of the willingness to rely on trust in business partnerships
ESMT No. 09-005
Subject(s): Strategy & General Management, Keyword(s): inter-organizational trust, willingness to rely on trust, trustworthiness, contractual safeguards, international joint ventures, business partnerships, international business JEL Classification: M16
We explore the determinants of the willingness to rely on trust in a business partnership where both partners are at risk. By focusing on the willingness to rely on trust (WTRT) we reduce the methodological challenge of perception-based approaches where trust is measured as an expectation on the partner's behavior. Executives in several countries were presented with a proposal for a business partnership and were asked about the level of safeguards they would require in the agreement, their main concerns as to future conditions, and to what extent their views would be affected by several behaviors and/or events. Twelve hypotheses are tested using path analysis and multiple/hierarchical regressions. Whereas our findings confirm prior results on differences in the propensity to trust between nationalities, they suggest that several organizational, functional and contextual variables mediate their impact in determining WTRT in inter-organizational ventures. Among these are the partners' cultural proximity, their concerns about business risk, and two organizational demographics regarding the size of the organization. In addition, we found that sensitivity to external information on partner's benevolence and the respondent's education and industry affected WTRT significantly.
Published: 2009 -
Developing leaders and leadership development
INSEAD No. 2010/77/EFE/IGLC
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): leader and leadership development, distributed leadership, network building, boundaryless organizations, talent management, corporate universities
In this introduction to a book on leadership development, we argue that leaders in the 21st century need to recognize that building their organization's leadership capabilities is going to be a major differentiator for future success. We emphasize that organizations that do not have properly structured leadership development processes in place will be at a disadvantage. Organizations that take leadership development seriously outperform the competition. Furthermore, we also put forth that as the world is changing, leadership is no longer defined by what a single leader does (the "Great Man" trait theories) but by the ability to collaborate, motivate and to manage networks. In this day and age of highly diverse teams, matrix structures, and global organizations, the talent in network building is key to creating collaborative teams and a boundaryless organization. We suggest that due to the changing nature of organizations - a more distributed view of leadership will be needed thus shifting the focus from the traditional single leader to an intricate and complex web of leaders who possess a range of abilities and experiences necessary to ensure that the leadership function is carried out to the benefit of the wider organisation. From what we have learned from our own experience, we argue that the best approach to developing leaders is through various forms of self-assessment, action learning, and apprenticeship activities. Furthermore, with the emergence of the knowledge economy, we explore the fact that companies are now playing an increasingly active role in the continued education of their own workforce - one example being the creation of corporate universities. In this context, we also discuss the leadership development 'toolbox' that is needed to make leadership development activities a success. Some of the more commonly used tools in this toolbox include classroom lectures, leadership exercises, an outdoor adventure training, case analyses, simulations, and 360-degree evaluations (which is basically a technique involving the evaluation of leader by his/her boss, peers, subordinates and the leader himself/herself).
A pdf file of this working paper may be available at INSEAD.
Published: 2010 -
Differentiating market offerings using complexity and co-creation: Implications for customer decision-making uncertainty
ESCP Europe Working Paper No. 53 May 2010
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): decision-making uncertainty, industrial market offerings, complex solutions, typology
Customer decision-making uncertainty (DMU) is a persistent phenomenon in
business-to-business markets. However, there is substantial variation in the
degree customers perceive DMU and hence suppliers should react to it. Based
on existing industrial buying typologies, this paper proposes a new classification
scheme to explain variance in customer DMU. To this end, market offering
complexity and co-creation are used as defining dimensions and four ideal types
of industrial market offerings are constructed. We show theoretically that DMU is
especially prevalent for complex solutions. The paper closes with guidance for
suppliers of industrial market offerings and an outlook for future research.Published: 2010 -
Do 'sophisticated' investors believe in the law of small numbers?
Erasmus University Rotterdam No. ERS-2006-033-F&A
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): Law of small numbers, performance persistence, overreaction, hedge fund investors, hot-hand bias JEL Classification: G11, G14, G23
Believers in the law of small numbers tend to overinfer the outcome of a random process after a small series of observations. They believe that small samples replicate the probability distribution properties of the population. We provide empirical evidence indicating that investors are mistakenly driven by this psychological bias when hiring or firing a fund manager. Using quarterly data between 1994 and 2000 of 752 hedge funds, we look at investment and divestment decisions of investors after a successful (or losing) streak of a fund manager. Apparently, sophisticated investors exhibit a "hot-hand" bias that may seriously harm their wealth.
Published: 2008 -
Dynamic coordination via organizational routines
ESMT No. 11-10
Subject(s): Economics, Politics & Business Environment, Keyword(s): coordination games, organizational routines, decentralized information, ex-post equilibria, cursed equilibria, multi-agent learning, rational learning JEL Classification: C73, D23
We investigate dynamic coordination among members of a problem-solving team who receive private signals about which of their actions are required for a (static) coordinated solution and who have repeated opportunities to explore different action combinations. In this environment ordinal equilibria, in which agents condition only on how their signals rank their actions and not on signal strength, lead to simple patterns of behavior that have a natural interpretation as routines. These routines partially solve the team's coordination problem by synchronizing the team's search efforts and prove to be resilient to changes in the environment by being ex post equilibria, to agents having only a coarse understanding of other agents' strategies by being fully cursed, and to natural forms of agents' overconfidence. The price of this resilience is that optimal routines are frequently suboptimal equilibria.
Published: 2011 -
Emotional intelligence and leadership effectiveness: The mediating influence of collaborative behaviors
INSEAD No. 2011/23/IGLC
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): professional transitions, learning methods, leadership development
Leadership effectiveness can be divided into two broad categories that include 'getting along' behaviours (teamwork and empowerment of others) and/or 'getting ahead' behaviours (visioning, energizing, designing and rewarding). This study examines the effects of emotional intelligence on getting along and getting ahead leadership behaviours at work. Results from an analysis of a dataset derived from a 360° leadership behaviour survey completed by 929 managers indicated that emotional intelligence had a significant effect on collaborative behaviours at work, and that collaborative behaviours directly affected the inspirational side of leadership performance. Further, getting along behaviours were found to fully mediate the relationship between emotional intelligence and getting ahead behaviours. Theoretical and practical implications are discussed.
Published: 2011 -
Enjoy! Assertive language and consumer compliance in (non)hedonic contexts
ESMT No. 09-007
Subject(s): Marketing, Knowledge, Information & Comms System Management, Keyword(s): assertive message, consumer compliance, hedonic consumption, utilitarian consumption, forceful language, persuasion, freedom of choice, reactance JEL Classification: D18, M37
This paper is concerned with the tension between consumer persuasion and
freedom of choice. We study how assertive language (as in the slogan Just do it!)
affects consumer compliance in hedonic vs. utilitarian contexts. Previous
literature consistently claimed that forceful language would cause reactance and
decreased compliance. However, we find in four studies that assertive persuasion
is effective in contexts involving hedonic goods and hedonically framed
utilitarian goods. Our hypotheses emerge from sociolinguistic research and
confirm the relevance of linguistic research in consumer behavior.Published: 2009 -
Estimating critical mass in the global cellular telephony market
ESMT No. 08-004 (R1)
Subject(s): Economics, Politics & Business Environment, Strategy & General Management, Keyword(s): critical Mass, network effects, technology diffusion, cellular telephony JEL Classification: C53, L14, M37
Critical Mass is a common feature of technology diffusion processes. We develop a structural model of demand with network effects to provide a rigorous definition of critical mass as a function of installed base, price and network effects. Using data from the digital cellular telephony market, we identify critical mass phenomena and find that differences in the critical mass point in different countries rest mainly on different countries' socioeconomic characteristics and the extent of competition in a country. This application illustrates that our demand model can be operationalized easily and can generate theoretically grounded empirical insights about critical mass phenomena.
Published: 2010 -
Estimating level effects in diffusion of a new technology: Barcode scanning at the checkout counter
ESMT No. 07-002
Published in Applied Economics 43(14): 1737–1748.
Subject(s): Economics, Politics & Business Environment, Keyword(s): diffusion, information technology, retail competition JEL Classification: L5, L81, O33
Cross-country or cross-industry studies of technology diffusion typically estimate how independent factors affect diffusion speed or timing, often based on a two-stage approach. In many applications, however, countries (industries) differ most in the saturation level of diffusion. In a novel, single-stage econometric approach to a standard diffusion model, we therefore estimate how the saturation level co-varies with independent factors. In our application to diffusion of an important retail information technology, we focus on the competitive effect of hypermarkets (superstores). We also find standard scale, income and labor substitution effects.
Published: 2007 -
Estimating network effects and compatibility in mobile telecommunications
ESMT No. 07-001
Published in Information Economics and Policy 22(2): 130-143.
Subject(s): Economics, Politics & Business Environment, Keyword(s): structural econometric model, network effects, compatibility, mobile telecommunications JEL Classification: C51, D12, L96I develop a structural demand model for mobile telephone service, which facilitates the identification of network effects and compatibility between networks. Network effects are measured by the dependence of consumer willingness to pay on the installed base of subscribers. Compatibility is measured by the relative extent of cross- and own-network effects. I then estimate the model using quarterly panel data from the Polish mobile telephone industry from 1996-2001 and find strong network effects and - despite full interconnection of the mobile telephone networks - low compatibility. I also show that ignoring network effects leads to an overestimation of elasticity of demand.
Published: 2007 -
Incidence and growth of patent thickets: The impact of technological opportunities and complexity
CEPR Discussion Paper No. 6900
Subject(s): Technology, R&D Management Keyword(s): patenting, patent thickets, patent portfolio races, complexity, technological opportunities JEL Classification: L13, L20, O34
We investigate incidence and evolution of patent thickets. Our empirical analysis is based on a theoretical model of patenting in complex and discrete technologies. The model captures how competition for patent portfolios and complementarity of patents affect patenting incentives. We show that lower technological opportunities increase patenting incentives in complex technologies while they decrease incentives in discrete technologies. Also, more competitors increase patenting incentives in complex technologies and reduce them in discrete technologies. To test these predictions a new measure of the density of patent thickets is introduced. European patent citations are used to construct measures of fragmentation and technological opportunity. Our empirical analysis is based on a panel capturing patenting behavior of 2074 firms in 30 technology areas over 15 years. GMM estimation results confirm the predictions of our theoretical model. The results show that patent thickets exist in 9 out of 30 technology areas. We find that decreased technological opportunities are a surprisingly strong driver of patent thicket growth.
Published: 2008 -
Is leadership a part of me? Identity centrality, self-role alignment, and the motivation to lead
ESMT No. 11-04
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): motivation to lead, identity, self-role alignment, value congruence
In this article, we studied the affective and social normative motivation to lead (MTL) components among a sample of business executives with considerable leadership experience. We built on a solid stream of the leadership literature which suggested that leadership development processes are ingrained in identity processes. The paper presents two studies. In study 1, we examined the importance and psychological attachment individuals place on the leadership role (what is referred to as 'leader-identity centrality') and how it relates to their motivation to lead. The process of building a leader-identity has been described as an alignment process through which leadership skills and values become personally shared. In study 2, we seek to understand how self-role alignment, in terms of skills and values, relates to individuals' MTL. Self-role alignment was conceptualized as the similarity to a previous leader and as self-role value congruence. Results showed that placing importance on the professional leader-identity had a positive impact on the MTL. The impact of the 'leader-identity centrality' was more important for people with low self-efficacy perceptions for the social-normative component. 'Similarity with a previous leader' related to the MTL and that relationship was found to be fully mediated by leadership self-efficacy perceptions. Values were found to have significant effects on the MTL. While individual and role values had a linear (additive) relationship in predicting SNMTL, they showed a more complex relationship with respect to the AffMTL component. Findings are discussed with reference to the MTL literature and practical implications are proposed.
Published: 2011 -
ISO 9000: New form of protectionism or common language in international trade?
ESMT No. 09-006
Subject(s): Economics, Politics & Business Environment, Keyword(s): international trade, standards, technical trade barriers, ISO 9000, networks JEL Classification: F13, L15, C51
International standards have the potential to both promote and hinder international trade. Yet empirical scholarship on the standards-trade relationship has been held up due to some methodological challenges: measurement problems, varied effects, and endogeneity concerns. We are able to surmount these challenges while considering the impact of one particular standard on the country-pair trade flows between 91 nations over the 1995-2005 period. To deal with these challenges, we measure the degree of standardization via the penetration of ISO 9000 in individual nations, allow ISO diffusion to manifest via multiple (quality-signaling, information/compliance-cost, and common-language) effects, and use instrumental variable and panel data techniques to overcome endogeneity concerns. We find strong evidence in support of ISO 9000 involving a common-language effect that enhances country-pair trade; yet, the evidence is more mixed with regard to the quality-signaling and information/compliance-cost effects. While we find ISO-rich nations (most notably European) to clearly benefit from the worldwide diffusion of standardization, ISO 9000 represents a de facto trade barrier for nations (e.g., the US and Mexico) lagging behind in terms of adoption.
Published: 2009 -
Leadership development during midlife: A turning point in career advancement
INSEAD No. 2008/36/OB
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): middle management, leadership development, learning methods, identity-based models, situated learning
Middle managers are usually forgotten in the leadership development efforts of organizations. Even if they make up more than half of the workforce, they are the collective group that receive the least training attention among the entire workforce. The main objective of this paper is to increase the understanding of the progression of intermediate managers in organizations from a leadership development perspective. Two issues are discussed: what changes delineate the transition from middle managers to middle leaders, and what are the needs of middle management in terms of leadership development. The paper proposes a constellation of practices that are in sync with the realities of adult and career development, based on some of the most recent literature advances concerning the notions of identity-based models and situated learning practices. The implications of this proposal for research on leadership development interventions are drawn.
This paper may be available at INSEAD.
Published: 2008 -
Legacy effects in radical innovation: A study of European Internet banking
ESMT No. 08-002
Subject(s): Marketing, Keyword(s): innovation, legacy, internet banking, Europe JEL Classification: M31
How do firms cope with the challenges of disruptive change in their industry? Numerous studies have highlighted that success with any prior technology creates a negative legacy effect for the next radical technological shift. We question the overly pessimistic view of such legacy effects and ask how quickly firms embrace echnological breakthroughs by radically innovating and who wins in the longer term? In this paper, we argue that legacy is a multi-faceted construct whose diverse aspects could simultaneously have different effects on innovation speed and market performance. We identify three main types of legacy related to echnology, organizational, and country-level influences. Previous research tends to focus on technological or market effects in isolation, whereas we seek to study the effects of both firm and country legacy simultaneously on speed to radical innovation and market performance over time. Based on a conceptual framework we develop six hypotheses concerning the legacy effects on initial speed radical innovation and subsequent market performance. We chose the European retail banking industry and the focal innovation of transactional Internet banking as a suitable empirical context to employ quantitative hypothesis testing. Detailed and longitudinal (1996-2001) data were collected for a sample of 123 banks from six European countries: United Kingdom, Germany, France, Sweden, Finland, and Denmark. We specified a model and used threestage least squares (3SLS) as a method to estimate simultaneous regression equations due to endogeneity of a key variable. We show that the prevailing negative view of legacies is likely to be overstated.
Published: 2008 -
Long-term effectiveness of a transitional leadership development program: An exploratory story
INSEAD No. 2008/24/EFE
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): transformational leadership development programs, leadership group coaching, 360-degree feedback surveys, executive education outcomes, Global Executive Leadership Inventory
Although leadership development programs are in high demand, research into their long-term outcomes has been sparse. The main purpose of this article is to explore how a transformational leadership development program can affect the lives of its participants. We address three fundamental questions: (1) what do transformational leadership programs transform?, (2) how does the change process occur?, and (3) how are behavioral changes maintained over time?
To set the stage for this research, we begin by looking at why executives attend leadership development programs. Subsequently, we present the results of an exploratory longitudinal outcome study of a leadership development program for senior executives. Changes are evaluated both quantitatively through test-retest results of a 360° survey across 12 key leadership dimensions, taken by 11 senior executives in 2005 and again in 2006. We also explore change qualitatively through semi-structured interviews with the executives in our sample.
The results of this exploratory study show that, for one cohort of participants who have completed the program, individual 360° ratings one year post-program in several GELI dimensions have improved. Dimensions that show marked increase in ratings included rewarding and feedback and emotional intelligence-we posit that this indicates an enhanced level of self-awareness among participants. We identified several positive change factors mentioned consistently by participants in this program: involvement in group coaching; realistic actions plans; acting out and experimenting with new behaviors; and follow-up partnerships in a learning community. We look at the best practices that enhance individual development and change, and discuss limitations of this study as well as implications for future research.A pdf file of this working paper may be available at INSEAD.
Published: 2008 -
Making sense of managerial competencies: A motive-based approach
INSEAD No. 2009/07/OB
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): competencies, motives, emotional intelligence
In this study, we analyse empirically a competency model. We assert that the emotional intelligence (EI) model may not be the best way of grouping managerial competencies and we propose a new way of embedding competencies within a motivational domain. We build on McClelland's concept of motives to propose a new way of grouping competencies. This study is base on data from employees of three medium-sized organization (n=223) who complete a competency measure based on the proposal by Boyatzis and Goleman. We analyse empirically which of the factor structures (EI or motive-based) best fits the data. Our results confirm the appropriateness of grouping competencies into three clusters which have parallels with the three social motives of affiliation, power and achievement. Our study seeks to overcome the paucity of empirical research relevant to competency models and to expand the competency literature towards a theory of work motivation. Implications are drawn and future research directions are suggested.
This is a revised version of INSEAD Working Paper no. 2008/70/OB.
Published: 2009 -
Market power in outputs and inputs: An empirical application to banking
FEDS Working Paper No. 2002-52
Subject(s): Economics, Politics & Business Environment, Keyword(s): measuring market power, banking JEL Classification: G2, L1, C3
This paper provides evidence on the empirical separability of input and output market imperfections. We specify a model of banking competition and simultaneously estimate bank conduct in output (loan) and input (deposit) markets. Our results suggest that firms display some degree of non-competitive behavior in both the loan and the deposit markets. Moreover, we find that the input side and the output side are empirically separable, that is the measurement of market power on one side of the market is not affected by assuming that the other side of the market is perfectly competitive. Our results suggest that empirical studies of market power that concentrate on either the input side or the output side are not subject to significant misspecification error.
Published: 2002 -
Marketing social responsibility
ESMT No. 10-002
Subject(s): Economics, Politics & Business Environment, Strategy & General Management, Marketing, Ethics & Social Responsibility, Management Sciences, Decision Sciences & Quantitative Methods, Keyword(s): corporate social responsibility, cause marketing, signaling games JEL Classification: D42, D21, M3, M14
This paper analyzes the optimal strategy of a profit-maximizing firm in response to social responsibility concerns of consumers. We show that firms will address responsibility demands if consumers are sufficiently motivated and society provides minimal monitoring of false claims. We further show that there is an interaction between the firm's basic positioning and the type of responsibility initiative it undertakes. A firm selling a low quality product commits to social responsibility in the form of good citizenship by investing in compliance with social norms valued by all consumers. In contrast, a firm selling a high quality product tends to contribute to social causes endorsed by its target customers. Under asymmetric information, when consumers cannot observe product quality, we find that a firm can signal its commitment to social responsibility by charging a higher price and by making exaggerated claims that would be too damaging if they were not largely true. Finally, in a vertically differentiated duopoly, we find that only one firm will take on social responsibility initiatives. Overall, these findings suggest that profit-driven competitive marketing strategies can fulfill social responsibility just as much as any other driver of consumer utility.
Published: 2010 -
Marketing's consequences: Stakeholder marketing and supply chain CSR issues
INSEAD No. 2010/17/ISIC
Published in Business Ethics Quarterly 20(4): 617-641.
Subject(s): Marketing, Ethics & Social Responsibility, Keyword(s): marketing, supply chain, CSR communication, stakeholder marketing, fair trade JEL Classification: M31
While considerable attention has been given to the harm done to consumers by marketing, less attention has been given to the harm done by consumers as an indirect effect of marketing activities, particularly in regard to supply chains. The recent development of dramatically expanded global supply chains. The recent development of dramatically expanded global supply chains has resulted in social and environmental problems upstream that are attributable at least in part to downstram marketers and consumers. Marketers have responded mainly by using CSR communication to counter the critique of CSR practice, but these claims of ethical corporate behavior often lack credibility and can result in a backlash against brands. The paper argues that more adequate attention to the harmful upstream effects of downstream marketing and consumption decisions requires greater attention to stakeholder marketing and marketer efforts to help create responsible consumers. It concludes by identifying implications for further research in this important emergent area of marketing ethics.
This working paper may be available at INSEAD.
Published: 2010 -
Merger efficiency and welfare implications of buyer power
ESMT No. 11-07
Subject(s): Economics, Politics & Business Environment, Keyword(s): buyer mergers, non-linear supply contracts, merger efficiencies, size discounts, waterbed effects JEL Classification: D43, K21, L42
This paper analyzes the welfare implications of buyer mergers, which are mergers between downstream firms from different markets. We focus on the interaction between the merger's effects on downstream efficiency and on buyer power in a setup where one manufacturer with a non-linear cost function sells to two locally competitive retail markets. We show that size discounts for the merged entity has no impact on consumer prices or on smaller retailers, unless the merger affects the downstream efficiency of the merging parties. When the upstream cost function is convex, we find that there are "waterbed effects," that is, each small retailer pays a higher average tariff if a buyer merger improves downstream efficiency. We obtain the opposite results, "anti-waterbed effects," if the merger is inefficient. When the cost function is concave, there are only anti-waterbed effects. In each retail market, the merger decreases the final price if and only if it improves the efficiency of the merging parties, regardless of its impact on the average tariff of small retailers.
Published: 2011 -
Naïve and capricious: Stumbling into the ring of self-control conflict
ESMT No. 11-09
Subject(s): Management Sciences, Decision Sciences & Quantitative Methods, Keyword(s): self-control, temptation, inter-temporal choice, pre-commitment JEL Classification: D01, D03, D69, D90
We model self-control conflict as a stochastic struggle of an agent against a visceral influence, which impels the agent to act sub-optimally. The agent holds costly pre-commitment technology to avoid the conflict altogether and may decide whether to procure pre-commitment or to confront the visceral influence. We examine naïve expectations for the strength of the visceral influence; underestimating the visceral influence may lead the agent to exaggerate the expected utility of resisting temptation, and so mistakenly forego pre-commitment. Our analysis reveals conditions under which higher willpower – and lower visceral influence – reduces welfare. We further demonstrate that lowering risk aversion could reduce welfare. The aforementioned results call into question certain policy measures aimed at helping people improve their own behavior.
Published: 2011 -
Nurse-to-patient ratios in hospital staffing: A queueing perspective
ESMT No. 08-005
Subject(s): Product & Operations Management, Keyword(s): queueing system, health care, public policy, nursing, staffing, many-server limit theorems
The immediate motivation of this paper is California Bill AB 394, legislation which mandates fixed nurse-to-patient staffing ratios as a means to address the current crisis in the quality of health care delivery. Modeling medical units as closed queueing systems, we seek to determine whether or not ratio policies are effective at managing nurse workload. Our many-server asymptotic results suggest that ratio policies cannot provide consistently high service quality across medical units of different sizes. As a remedy, we recommend policies that deviate from the restrictive linear nature of ratio policies, employing the 'square root rule' commonly used to staff large service systems. Under some quality of care assumptions, our policies exhibit a type of 'super' pooling effect, in which, for large systems, the requisite workforce is significantly smaller than the nominal patient load.
Published: 2008 -
Organizational culture, leadership, change, and stress
INSEAD No. 2009/10/EFE/IGLC
Published in International Handbook of Work and Health Psychology, 3rd ed., ed. Cary L. Cooper, James Campbell Quick, Marc J. Schabracq, 411-426. London: Wiley-Blackwell.
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): leadership, organization change, stress, oganizational culture
How do organizations become and remain great places to work? That is the question that primarily motivates this chapter. The authors claim that is precisely the adaptive capability of self-renewal which characterizes great places to work. But changing mindsets is never easy and the need for adaptation usually induces a high degree of stress, both at individual and organizational levels. Even if a simple recipe for facing continuous adaptation does not exist, learning how to manage organizational change processes effectively may serve as a platform to motivate people to create better organizations and to keep individual and organizational stress at acceptable levels. This chapter discusses the internal and external pressures that may trigger organizational changes. Then, it explores the four stages of the organizational change process - creating a shared mindset, changing behaviour, institutionalizing change, and transforming the organization. Implications and challenges for practitioners are drawn.
A pdf file of this working paper may be available at INSEAD.
Published: 2009 -
Organizational redesign, information technologies and workplace productivity
ESMT No. 08-007
Subject(s): Economics, Politics & Business Environment, Keyword(s): organizational capital, IT, computers, workplace productivity, matched employer-employee data JEL Classification: D20, L20, M54, O33
Using a large longitudinal, nationally representative workplace-level dataset, we explore the productivity gains associated with computer use and organizational redesign. The empirical strategy involves the estimation of a production function, augmented to account for technology use and organizational design, correcting for unobserved heterogeneity. We find large returns associated with computer use. We also find that computer use and organizational redesign may be complements or substitutes in production, and that the productivity gains associated with organizational redesign are industry-specific.
Published: 2007 -
Patent examination at the State Intellectual Property Office in China
ESMT No. 11-06
Subject(s): Economics, Politics & Business Environment, Technology, R&D Management Keyword(s): patent system, patent examination, State Intellectual Property Office China, duration analysis
The number of patent applications filed at the Chinese State Intellectual Property Office SIPO grew tremendously over the last decades and the SIPO has become the world's third largest patent office by 2009. In this paper, we provide an overview of the institutional background of patent examination in China. Moreover, we empirically analyze the determinants of the grant lags applicants have to expect at the SIPO. The multivariate duration analysis is based on the population of 443,533 patent applications filed at the SIPO between 1990 and 2002. The average grant lag is 4.71 years with considerable variation across 30 different technology areas. Interestingly, we find that Chinese applicants are able to achieve faster patent grants than their non-Chinese counterparts (even after controlling for various other determinants of grant lags). This might be an indication of a differential treatment of Chinese applicants which would be in violation of Art. 3 (National Treatment) and Art. 4 (Most-favored Nation Treatment) of TRIPS that has been signed by China in 2001.
Published: 2011 -
Pricing and revenue management: The value of coordination
INSEAD No. 2011/109/DS
Subject(s): Product & Operations Management,
The integration of systems for pricing and revenue management must trade off potential revenue gains against significant practical and technical challenges. This dilemma motivates us to investigate the value of coordinating decisions on prices and capacity allocation in a stylized setting. We propose two pairs of sequen- tial processes for making static decisions - on pricing and revenue management - that differ in their degree of integration (hierarchical versus coordinated) and their pricing inputs (deterministic versus stochastic). For a large class of stochastic, price-dependent demand models, these four processes admit tractable solutions satisfying intuitive sensitivity properties. We assess the relative performance of hierarchical and coordinated approaches, revealing the benefits of coordination and the advantages of modeling demand uncertainty in pricing. We use industry data to establish that coordination can yield significantly more revenue than a traditional hierarchical process that first sets prices using a deterministic model and then optimizes booking limit decisions. Yet we also find that most benefits of a fully coordinated process can be obtained using a hierarchical process in which prices are adjusted to reflect demand uncertainty. We conclude that stochastic pricing (i.e., capturing demand risk in pricing decisions) can mitigate the effects of poorly coordinated pricing and revenue management functions.
A pdf file of this working paper may be available at INSEAD.
Published: 2011 -
Pricing payment cards
ESMT No. 10-005
Subject(s): Economics, Politics & Business Environment, Keyword(s): payment card networks, interchange fees, merchant fees JEL Classification: G21, L11, L42, L31, L51, K21
Payment card networks, such as Visa, require merchants' banks to pay substantial "interchange" fees to cardholders' banks, on a per transaction basis. This paper shows that a network's profit-maximizing fee induces an inefficient price structure, over-subsidizing card usage and over-taxing merchants. In contrast to the literature we show that this distortion is systematic and arises from the fact that consumers make two distinct decisions (membership and usage) whereas merchants make only one (membership). These findings are robust to competition for cardholders and/or for merchants, network competition, and strategic card acceptance to attract consumers.
Published: 2010 -
Profiting from technological capabilities: Technology commercialization strategy in a dynamic context
ESMT No. 08-008 (R2)
Subject(s): Finance, Accounting & Control [Finance, Accounting & Corporate Governance], Keyword(s): technology commercialization, biotech, applied game theory, biotechnology, capabilities, innovation, entrepreneurship
This paper analyzes the technology commercialization strategy of an innovating firm when the incumbent firms possess specialized commercialization capabilities. According to the predominant framework, if the innovation is protected by a strong appropriabilty regime the optimal strategy is to license the innovation to an incumbent product firm. This paper argues by contrast that if the innovating firm has the ability to learn from its commercialization experience, its optimal strategy may be to commercialize alone or to pursue a hybrid arrangement (called co-promotion) whereby it licenses the innovation but retains the rights to participate in the commercialization process. The paper develops a game-theoretic model of the technology commercialization process and derives the conditions under which these different strategies are equilibrium outcomes. It then uses these to explain the pattern of arrangements pursued by biotech firms attempting to commercialize products in the pharmaceutical industry between 1978 and 2008. The results show that a firm is significantly more likely to use the hybrid strategy when there is a higher probability of commercializing a subsequent product in the same product field in future, when there are more firms competing to license the innovation, and when it is in a stronger financial position.
Previous version: R1.
Published: 2010 -
Psychodynamic issues in organizational leadership
INSEAD No. 2011/121/EFE
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): psychodynamics, leadership, leadership development
This working paper is a comprehensive review of psychodynamic principles applied to understanding of leadership issues. We start by identifying the place of the psychodynamic approach in the overall field of organizational studies, and the field of leadership studies in particular. We then continue to review some of the pioneering work that brought psychodynamic issues to the fore of attention of leadership researchers and practitioners. The working paper then looks at research finding on the role specific psychodynamic concepts play in the practice of leadership. We concluded by reviewing new opportunities for application of the psychodynamic approach to studies of leadership and the practice of leadership and leadership development. Limitations of the acceptance of the psychodynamic approach to understanding modern leadership in organizations are also be discussed.
A pdf file of this working paper may be available at INSEAD.
Published: 2011 -
Quantification of harm in damages actions for antitrust infringements: Insights from German cartel cases
ESMT No. 10-001
Published in Journal of Competition Law and Economics 6(3): 595-618.
Subject(s): Economics, Politics & Business Environment, Keyword(s): antitrust law, horizontal anticompetitive practices, quantification of damages JEL Classification: L12, L41, K21, K41, C10This paper argues that empirical economic analysis in court proceedings is subject to important economic and legal restrictions, cumulating in a fundamental trade-off between accuracy and practicality. We draw lessons from two influential German court cases - the paper wholesaler cartel decision of 2007 and the cement cartel decision of 2009. We characterise the trade-offs arguing that they need to be well understood, made transparent, and that decisions on how to proceed in light of these trade-offs have to be taken upfront by the court. In this respect, we believe that the three-step procedure (design, application, and robustness checks) followed by the German court in the cement case is well suited to meet the appropriate legal standard and requirements, both with respect to accuracy and practicality.
Published: 2010 -
Reconciling pro-social vs. selfish behavior: Evidence for the role of self-control
ESMT No. 10-003 (R1)
Subject(s): Economics, Politics & Business Environment, Human Resources Management/Organizational Behavior, Marketing, Ethics & Social Responsibility, Keyword(s): self-control, pro-social behavior, altruism, experiment JEL Classification: D01, D03, D64, D70
We test the proposition that individuals may experience a self-control conflict between short-term temptation to be selfish and better judgment to act pro-socially. Using a dictator game and a public goods game, we manipulated the likelihood that individuals identified self-control conflict, and we measured their trait ability to implement self-control strategies. Consistent with our hypothesis, we find that trait self-control exhibits a positive and significant correlation with pro-social behavior in the treatment that raises likelihood of conflict identification, but not in the treatment that reduces likelihood of conflict identification.
You may download a copy of the original version here.
Published: 2010 -
Regular prices and sales
ESMT No. 10-008
Subject(s): Economics, Politics & Business Environment, Keyword(s): reference-dependent utility, gain-loss utility, loss aversion, sticky prices, sales, supermarket pricing JEL Classification: D11, D43, D81, L13
We study the properties of a profit-maximizing monopolist's optimal price distribution when selling to a loss-averse consumer, where (following Kőszegi and Rabin (2006)) we assume that the consumer's reference point is her recent rational expectations about the purchase. If it is close to costless for the consumer to observe the realized price of the product, then - in a pattern consistent with several recently documented facts regarding supermarket pricing - the monopolist chooses low and variable "sale" prices with some probability and a high and sticky "regular" price with the complementary probability. Realizing that she will buy at the sale prices and hence that she will purchase with positive probability, the consumer chooses to avoid the painful uncertainty in whether she will get the product by buying also at the regular price. If it is more costly for the consumer to observe the realized price, then - in a pattern consistent with the pricing behavior of some other retailers (e.g. movie theaters) - the monopolist chooses a sticky price and holds no sales. In this case, a sale is less tempting and hence less effective in generating an expectation to purchase with positive probability. We also show that ex-ante competition for loyal consumers leads to sticky pricing while ex-post competition leads to marginal-cost pricing, and discuss several other extensions of the model.
Published: 2010 -
Regulation and investment in network industries: Evidence from European telecoms
ESMT No. 09-004
Forthcoming in Journal of Law and Economics
Subject(s): Economics, Politics & Business Environment, Keyword(s): telecommunications, access regulation, unbundling, investment JEL Classification: C51, L59, L96
We provide evidence of an inherent trade-off between access regulation and investment incentives in telecommunications by using a comprehensive data set covering 70+ fixed-line operators in 20 countries over 10 years. Our econometric model accommodates: different investment incentives for incumbents and entrants; a strategic interaction of entrants' and incumbents' investments; and endogenous regulation. We find access regulation to negatively affect both total industry and individual carrier investment. Thus promoting market entry by means of regulated access undermines incentives to invest in facilities-based competition. Moreover, we find evidence of a regulatory commitment problem: higher incumbents' investments encourage provision of regulated access.
Published: 2009 -
Resource and revenue management in nonprofit operations
ESMT No. 08-006
Published in Operations Research 57(5): 1114-1128.
Subject(s): Product & Operations Management, Keyword(s): capacity allocation, revenue management, dynamic pricing, nonprofit
Nonprofit firms sometimes engage in for-profit activities for the purpose of generating revenue to subsidize their mission activities. The organization is then confronted with a consumption vs. investment trade-off, where investment corresponds to providing capacity for revenue customers, and consumption corresponds to serving mission customers. Exemplary of this approach are the Aravind Eye Hospitals in India, where profitable paying hospitals are used to subsidize care at free hospitals. We model this problem as a multi-period stochastic dynamic program. In each period, the organization must decide how much of the current assets should be invested in revenue-customer service capacity, and at what price the service should be sold. We provide sufficient conditions under which the optimal capacity and pricing decisions are of threshold type. Similar results are derived when the selling price is fixed but the banking of assets from one period to the next is allowed. We compare the performance of the optimal threshold policy with heuristics that may be more appealing to managers of nonprofit organizations, and assess the value of banking and of dynamic pricing through numerical experiments.
Published: 2008 -
Sales tax competition and a multinational with a decreasing marginal cost
ESMT No. 11-01
Subject(s): Economics, Politics & Business Environment, Keyword(s): tax competition, sales taxes, multinationals, decreasing marginal cost, economies of scale JEL Classification: F12, F23, H25, H71
We examine a multinational firm which has a decreasing marginal cost, and the optimal sales tax policies of the regions where that firm operates. We show that the regions set higher sales taxes than those given by a cooperative equilibrium. Each region fails to fully internalize the effects of its tax level on another region's welfare and the incentives for that region's authority. Exponential cost functions which exhibit economies of scale (for example Cobb-Douglas) and linear demand functions satisfy our assumptions. Our results suggest the need to coordinate sales tax levels between countries and between smaller entities, like states in the United States. Smaller regions benefit more from such coordination. Lowering sales taxes in each region increases welfare for all regions, profits for firms, and consumer welfare.
Published: 2011 -
Technology adoption, social learning, and economic policy
ESMT No. 10-007
Subject(s): Economics, Politics & Business Environment, Keyword(s): information externality, strategic waiting, delay, information cascade, investment boom, optimal taxation JEL Classification: D62, D83
We study a two-player dynamic investment model with information externalities and provide necessary and sufficient conditions for a unique switching equilibrium. Within this setup, we ask whether policymakers should interfere when better informed agents make individual investment decisions. We find that when the public information is sufficiently high and a social planer therefore expects an investment boom, investments should be taxed. Conversely, any positive investment tax is suboptimally high if the public information is sufficiently unfavorable. We also show that an investment tax may increase overall investment activity.
Published: 2010 -
The debate over doing good: Corporate social performance and firm idiosyncratic risk
Marketing Science Institute No. 08-111
Subject(s): Marketing, Ethics & Social Responsibility, Keyword(s): corporate social performance, stock price, advertising, R&D, risk
Develops a multivariate model linking corporate social performance, advertising, and R&D to firm-idiosyncratic risk, and tests it using data for a sample of Fortune magazine's "America's Most Admired Companies" and from Compustat and the Center for Research in Security Prices.
Published: 2008 -
The effect of adversity on process innovations and managerial incentives
ESMT No. 09-002
Subject(s): Economics, Politics & Business Environment, Keyword(s): process innovation, managerial incentives, efficiency, natural experiment JEL Classification: L20, O31, M52, J33
This paper asks whether adversity spurs the introduction of process innovations and increases the use of managerial incentives by firms. Using a large panel data set of workplaces in Canada, our identification strategy relies on exogenous variation in adversity arising from increased border security along the 49th parallel following 9/11. Our longitudinal difference-in-differences estimates indicate that firms responded to adversity by introducing new or improved processes, but did not change their use of managerial incentives. These results suggest that the threat of bankruptcy may provide impetus for improving efficiency.
Published: 2009 -
The effects of downstream distributor chains on upstream producer entry: A bargaining perspective
WZB Discussion Paper No. FS IV 99-35
Subject(s): Economics, Politics & Business Environment,
This paper studies the effects of integration among downstream local distributors on the entry of upstream producers in a bargaining theoretic framework. We show that integration of downstream distributors may increase their bargaining power vis-à-vis upstream producers and thus lower incentives for entry in the upstream production industry. In order to explain price formation in such a market, we use a bargaining solution that generalizes the Nash solution.
Published: 1999 -
The impact of consumer loss aversion on pricing
CEPR Discussion Paper No. 4849
Subject(s): Economics, Politics & Business Environment, Keyword(s): reference-dependent utility, price stickiness, monopoly pricing, kinked demand curve, countercyclical markups, sales, promotions, (seemingly) predatory pricing JEL Classification: D11, D42, L12, L16, L66, L67
We develop a model in which a profit-maximizing monopolist with uncertain cost of production sells to loss-averse, rational consumers. We first introduce techniques for analyzing the demand of such consumers, and then investigate the monopolist's pricing strategy. Compared to lower possible purchase prices, paying a higher price in the firm's pricing distribution is assessed by consumers as a loss, decreasing demand for the firm's product. We provide conditions under which a firm with continuously distributed marginal cost responds by (locally) eliminating this "comparison effect" and choosing a discrete price distribution; that is, prices are "sticky". Price stickiness is more likely to obtain when the cost distribution has high density, the price responsiveness of demand is low, or consumers are likely to purchase. Whether or not prices are sticky, the monopolist wants to at least mitigate the comparison effect, leading to countercyclical markups. On the other hand, if consumers expect to buy the product, they experience a loss if they end up not consuming it, increasing their willingness to pay for it. Thus, despite the tendency toward price stability, there are also circumstances in which a firm with unchanging cost offers random "sales" to increase customers' expectation to consume, attracting more demand at higher prices.
Published: 2005 -
The proof is in the pudding: An integrative, psychodynamic approach to evaluating a leadership development program
INSEAD No. 2008/38/EFE
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): transitional leadership development, evaluation of leadership development programs, psychodynamic orientation to leadership development
In this article, we describe transitional leadership development programs as the beginning of a journey, and we propose that for this type of program, an integrated collaborative approach to evaluation is logical and appropriate. We argue that the leadership development evaluation process for one program described in this article is continuous. On-going evaluation includes base line entry interviews, 360 degree testing, action planning and experimentation, and most significantly, live case study presentations and feedback loops, which are embedded into the rhythm of the work and lives of the participants who attend our program. Our post-program retest study has validated, albeit on a small scale, that change does occur in a direction that we predicted, as a result of the program.
A pdf file of this working paper may be available at INSEAD.
Published: 2008 -
The rhythm of the deal: Negotiation as a dance
ESMT No. 08-003
Subject(s): Strategy & General Management, Keyword(s): negotiation, dance, concessions, bargaining
In all the literature on the theory and practice of negotiation, the governing metaphor remains consistently one of war or fighting. This is true not only for tactical schools of power-based negotiation, but even for more constructive, interest-based approaches. Our language is infused with talk of tactics, flanks, concessions, gaining ground and winning. This article explores the possible consequences of abandoning this picture in favor of the far too little explored metaphor of the dance. We will see that both the content and the process of negotiation can change dramatically once when we think of bargaining as an aesthetic activity which provides intrinsic joy as well as extrinsic benefits. In such a dance, there is plenty of room for competition as well as cooperation, as movements can be spirited and confrontational as well as smooth and harmonious. We identify many forms of dance in negotiation, and explore three: the dance of positioning, where passions and presentations interact proudly; the dance of empathy, when the partners come to better understand each other; and then the dance of concessions, where the deal is struck and the music comes to an end. Finally, we will try to show how the dance can be employed pedagogically, in teaching and training negotiation and mediation. In particular, the Brazilian dance of capoeira illustrates holistically and experientially how movement and rhythm can be interpreted both as fight and as a dance and how we can come to see a process as both aesthetic and purposeful at the same time. First feeling, then thinking and finally speaking, we can use this medium to explore the dynamics of confrontation and cooperation in a negotiation setting.
Published: 2008 -
Towards a system for monitoring brand health from store scanner data
Marketing Science Institute No. 00-111
Subject(s): Marketing, Keyword(s): brand, brand health, measurement
In recent years business strategists have criticized managers for "market share mentality"-
an over-reliance on market share to measure brand performance. To build
long-term customer franchise, they suggest, more sensitive measures reflective of
underlying "brand health" are needed. This raises some important questions for
marketing researchers. What is brand health? What are its components? How do
we measure brand health? How does it relate to future brand performance?Published: 2000 -
Transformational leadership development programs: Creating long-term sustainable change
INSEAD No. 2010/75/EFE/IGLC
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): group work, 360-degree assessments, emotional intelligence, reflective space, leadership development, transformation, motivational need systems, clinical paradigm
Leadership development is not a quick fix. Although many people (including those entering leadership development programs) are impatient for results to materialize, quick-fix solutions put unrealistic expectations on everyone. Gimmicky programs promising supposedly instant results are not what leadership development is all about. In our experience, such programs rarely produce lasting results. Like it or not, developing leaders takes time-it can't be done overnight. Ironically, although leadership problems may take time to emerge, when it comes to finding solutions many people in the talent development business lose patience. They prefer instant answers and want instant change. But knowing what we know about human development, we should understand that people need time to evolve. Educating leaders is not something that can be achieved by a single event. It is a process.
A pdf file of this working paper may be available at INSEAD.
Published: 2010 -
Trust and creativity: Identifying the role of trust in creativity-oriented joint-developments
ESMT No. 08-010
Published in R&D Management 39(3): 259-270.
Subject(s): Strategy & General Management, Keyword(s): trust, partnerships, joint-innovation, co-development, creativityIn this article we report on the design, prototyping and results of a research effort aimed at identifying if and how trust affects the creativity of a partnership between two economic agents. The methodology combines an experiment and two questionnaires. The purpose of the research is to increase our understanding of trust and its impact on the outcome of cooperation, and to derive some guidance for economic actors, namely R&D managers and executives who want to build trustful innovation oriented relationships with their business partners. Specifically, we investigate the effect of trust on partners' creativity and willingness to invest financially in a joint development. Our results show that more trustful partners invest higher amounts in the alliance, while there seems to be an optimum amount of mutual trust between partners to maximize their joint creativity; if the level of mutual trust is below or above this threshold; their joint creativity seems to decrease.
Published: 2008 -
Upsetting events and career investments in the Russian context
ESMT No. 08-001
Subject(s): Human Resources Management/Organizational Behavior, Keyword(s): careers, intelligent career investments, career divestment, upsetting events, Russia
In this paper we examine the role of disruptive or upsetting events in people's professional lives and explore how they influence individuals' investments in their careers. Based on previous research we have assumed that due to considerable societal and economic changes in Russia and the reported negative consequences felt by many individuals, the context of that country is a fruitful arena for an investigation of the role of upsetting events on individuals' careers. At the same time, despite the negative events and a disruption of many traditional career-supporting structures, a significant number of Russians managed to reinvent their careers and achieve tremendous objective and subjective success in their careers in a relatively short time period.
This paper examines stories about career investments of 140 successful entrepreneurs from Russia. A significant portion of these people explicitly reported influence of upsetting events on their own career investments. Based on the exploration of career stories, the paper introduced a typology of the upsetting events in the Russian context. The events were generally classified into those that represented "macro" and "micro" upsetting events. Macro events refer to changes in socio-economic, and political systems. Micro events refer to the events that only concern the individual him- or herself, or may include events at work or at home. Our analysis of the career investments of the Russian entrepreneurs using the intelligent career concept shows that when faced with the upsetting events individuals tend to (a) reconsider their existing events, (b) divest from their old ways of knowing, and (c) invest in relatively new ways of knowing.
Our study calls a particular attention to the role of career divestments, or discontinuing certain ways of investing in order free resources for a different investment expected to be more fruitful in terms or returns. Attention to divestment may be warranted due to the increased unpredictability of working lives of today's career actors.
This study contributes to responding to a call for a better understanding of the role of upsetting events on people's careers and the society at large. We also bring further our understanding of human adjustment to the sometimes upsetting changes in their surroundings through working life, thus enhancing our understanding of the role of careers in socio-economic systems. Last but not least, the study also contributes to a better understanding of careers in modern Russia. With the increasing role of Russia on the international political and economic arena, understanding people through looking at their working lives is a good start for multiple potential research endeavors in the fields of career research and beyond.Published: 2008 -
Usage and diffusion of cellular telephony, 1998-2004
ESMT No. 07-003
Published in International Journal of Industrial Organization 27(2): 238-249.
Subject(s): Economics, Politics & Business Environment, Keyword(s): cellular telephony, diffusion, usage intensity, network effects, consumer heterogeneity, fixed-mobile substitutability JEL Classification: L1, L52, O38
We study the dynamics of usage intensity of second-generation cellular telephony over the diffusion curve. Specifically, we address two questions: First, can we draw conclusions about the underlying drivers of technology diffusion by studying usage intensity? Second, what is the effect of high penetration of previous generations and competing networks on network usage intensity? Using an operator-level panel covering 41 countries with quarterly data over 6 years, we find that heterogeneity among adopters dominates network effects and that different technological generations are complements in terms of usage, but substitutes in terms of subscription.
Published: 2007 -
Vertical coordination through renegotiation
ESMT No. 11-08
Subject(s): Economics, Politics & Business Environment, Keyword(s): vertical contracts, rent shifting, renegotiation, buyer power
This paper analyzes the strategic use of bilateral supply contracts in sequential negotiations between one manufacturer and two differentiated retailers. Allowing for general contracts and retail bargaining power, I show that the first contracting parties have incentives to manipulate their contract to shift rent from the second contracting retailer and these incentives distort the industry profit away from the fully integrated monopoly outcome. To avoid such distortion, the first contracting parties may prefer to sign a contract which has no commitment power and can be renegotiated from scratch should the manufacturer fail in its subsequent negotiation with the second retailer. Renegotiation from scratch induces the first contracting parties to implement the monopoly prices and might enable them to capture the maximized industry profit. A slotting fee, an up-front fee paid by the manufacturer to the first retailer, and a menu of tariff-quantity pairs are sufficient contracts to implement the monopoly outcome. These results do not depend on the type of retail competition, the level of differentiation between the retailers, the order of sequential negotiations, the level of asymmetry between the retailers in terms of their bargaining power vis-à-vis the manufacturer or their profitability in exclusive dealing.
Published: 2011 -
When and how does corporate social responsibility encourage customer orientation?
ESMT No. 11-05
Subject(s): Marketing, Ethics & Social Responsibility, Keyword(s): corporate social responsibility, employee-customer relationships, organizational identification, customer orientation
Corporate social responsibility (CSR) is an asset that companies can leverage to improve relationships with both customers and employees. This paper extends prior research by examining when and how CSR improves an employee's relationship with customers. More specifically, we develop a model linking CSR activity to one of marketing's most central constructs - the customer orientation of frontline employees. Drawing from social identity theory, the model predicts that the effect of CSR activity on customer orientation is mediated by the dual identities of frontline employees: identification with customers and identification with the company. Moreover, the model predicts that distinct aspects of CSR are related to each of these identities; the extent to which an employee senses that customers share his or her "demand" for CSR contributes to identification with customers, while the perceived efficacy of CSR activities and the employee's participation in CSR contribute to organizational identification. A field study of 534 customer-contact employees from multiple companies in the hospitality and retail industries provides empirical support for the model.
Published: 2011
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