This is a picture of ESMT books and working papers

Publications

ESMT Berlin publishes in international academic journals, which are first-class in their respective fields. Research also provides cutting-edge and profound insights for the business community as well as the classroom through managerial publications and case studies. This rare integration of research and practice makes ESMT Berlin an outstanding location for generating relevant and ground-breaking knowledge.

Journal Article

Competencies, personality traits, and organizational rewards of middle managers: A motive-based approach

Human Performance 26 (1): 66–92
Laura Guillén, Willem E. Saris (2013)
Abstract:
Subject(s): Human resources management/organizational behavior
Keyword(s): competencies, personality traits, organizational rewards, motives, socioanalytic theory, middle managers
Volume 26
Issue 1
Pages 66–92

Journal Article

Differentiating market offerings using complexity and co-creation: Implications for customer decision-making uncertainty

European Business Review 25 (1): 65–85
Olaf Plötner, Jan Lakotta, Frank Jacob (2013)
Abstract:
Subject(s): Strategy and general management
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.

With permission of Emerald

Volume 25
Issue 1
Pages 65–85

Journal Article

Diagnostic accuracy under congestion

Management Science 59 (1): 157–171
Saed Alizamir, Francis de Véricourt, Peng Sun (2013)
Abstract:
Subject(s): Management sciences, decision sciences and quantitative methods
Keyword(s): service operations, queueing theory, dynamic programming, decision making, information search, Bayes' rule

In diagnostic services, agents typically need to weigh the benefit of running an additional test and improving the accuracy of diagnosis against the cost of delaying the provision of services to others. Our paper analyzes how to dynamically manage this accuracy/congestion trade-off. To that end, we study an elementary congested system facing an arriving stream of customers. The diagnostic process consists of a search problem in which the service provider conducts a sequence of imperfect tests to determine the customer's type. We find that the agent should continue to perform the diagnosis as long as her current belief that the customer is of a given type falls into an interval that depends on the congestion level as well as the number of performed tests thus far. This search interval should shrink as congestion intensifies and as the number of performed tests increases if additional conditions hold. Our study reveals that, contrary to diagnostic services without congestion, the base rate (i.e., the prior probability of the customer type) has an effect on the agent's search strategy. In particular, the optimal search interval shrinks when customer types are more ambiguous a priori, i.e., as the base rate approaches the value at which the agent is indifferent between types. Finally, because of congestion effects, the agent should sometimes diagnose the customer as being of a given type, even if test results indicate otherwise. All these insights disappear in the absence of congestion.

© 2013 INFORMS

This publication was a finalist of the 2016 Service SIG Best Paper Competition.

Volume 59
Issue 1
Pages 157–171

Journal Article

Implications of the state aid modernisation for the assessment of large investment projects

European State Aid Law Quarterly 1: 46–60
Hans W. Friederiszick, Nicola Tosini (2013)
Abstract:
Subject(s): Economics, politics and business environment
Keyword(s): competition policy, regional state aid, subsidies, anti-competitive effects
JEL Code(s): H81, L4, O25, R58
Issue 1
Pages 46–60

Journal Article

Sex, risk and the newsvendor

Journal of Operations Management 31 (1/2): 86–92
Francis de Véricourt, Kriti Jain, J. Neil Bearden, Allan Filipowicz (2013)
Abstract:
Subject(s): Management sciences, decision sciences and quantitative methods
Keyword(s): newsvendor, risk aversion, gender difference, behavioral operations

We present results from two experiments that reveal significant gender differences in ordering behavior in the newsvendor problem. In high margin settings, males tend to order more than females, and they also tend to achieve higher profits. There are no gender differences in low margin settings. We show that the observed gender differences are partially driven by (or mediated by) gender differences in risk appetite. Males tend to prefer taking greater risk than women, and this leads them to order more in the newsvendor problem (in high margin settings). We show that the risk-ordering relationship is related to financial risk attitudes but not to social risk attitudes, and also that the effect is not driven by gender differences in affect, a likely alternative explanation for the results.

With permission of Elsevier

Volume 31
Issue 1/2
Pages 86–92

Journal Article

Why IT fumbles analytics

Harvard Business Review 91 (1): 104–111
Donald A. Marchand, Joe Peppard (2013)
Abstract:
Subject(s): Information technology and systems
Keyword(s): Communications technology, information systems, organizations, systems engineering

Argues that, despite their large investments in data scientists, and IT tools, many companies are struggling to capitalize on the massive amounts of data now available to them. Suggests that most managers are employing the conventional approach to designing and installing IT systems and this approach may not be appropriate for exploiting the tremendous amounts of data now available from internal and external sources. Notes that a big data or analytics project is likely to be smaller and shorter than a conventional IT initiative, such as installing an enterprise resource planning (ERP) system. Identifies five guidelines for taking an alternative approach to IT systems development: place people who will create meaning from the information at the heart of the initiative; unlock value from IT by asking second-order questions and giving teams the freedom to reframe business problems; equip teams with cognitive and behavioural scientists, who understand how people perceive problems and analyse data.; focus on learning by facilitating information sharing, examining assumptions, and striving to understand cause and effect; and worry more about solving business problems than about deploying technology.

Volume 91
Issue 1
Pages 104–111
ISSN 0017-8012 (Print)

Journal Article

Un/ethical company and brand perceptions: Conceptualising and operationalising consumer meanings

Journal of Business Ethics 111 (4): 551–565
Abstract:
Subject(s): Ethics and social responsibility, Marketing
Keyword(s): corporate ethics, consumer meanings, corporate social responsibility (CSR), consumer perceived ethicality (CPE), brand perceptions, construct conceptualization, scale development
Volume 111
Issue 4
Pages 551–565

Journal Article

Teaching sustainability to tomorrow's leaders

EFMD Global Focus 6 (3): 50–53
Abstract:
Subject(s): Ethics and social responsibility
Volume 6
Issue 3
Pages 50–53

Journal Article

Corporate Governance von Banken

Zeitschrift für Bankrecht und Bankwirtschaft (ZBB) 5: 388–392
Jörg Rocholl (2012)
Abstract:

Journal Article

Business models and patent strategies in multi-invention contexts

Ivey Business Journal 76 (5): 9–11
Deepak Somaya, David Teece, Simon Wakeman (2012)
Abstract:
Subject(s): Technology, R&D management
Keyword(s): Innovation, commercialization, patents, multi-invention context
Volume 76
Issue 5
Pages 9–11

Journal Article

Wie wirkt sich der Wegfall staatlicher Garantien auf die Risikoübernahme von Banken aus?

ifo Schnelldienst 65 (18): 17–21
Sascha Steffen, Markus Fischer, Christa Hainz, Jörg Rocholl (2012)
Abstract:
Subject(s): Finance, accounting and corporate governance
Volume 65
Issue 18
Pages 17–21

Journal Article

Identifying critical mass in the global cellular telephony market

International Journal of Industrial Organization 30 (6): 496–507
Michał Grajek, Tobias Kretschmer (2012)
Abstract:
Subject(s): Economics, politics and business environment
Keyword(s): critical mass, network effects, diffusion of innovations, compatibility
JEL Code(s): C53, L14, M37

Technology diffusion processes are often said to have critical mass phenomena. We apply a model of demand with installed base effects to provide theoretically grounded empirical insights about critical mass. Our model allows us to rigorously identify and quantify critical mass as a function of installed base and price. Using data from the digital cellular telephony market, which is commonly assumed to have installed base effects, we apply our model and find that installed base effects were generally not strong enough to generate critical mass phenomena, except in the first cellular markets to introduce the technology.

With permission of Elsevier

Volume 30
Issue 6
Pages 496–507

Journal Article

Vertical coordination through renegotiation

International Journal of Industrial Organization 30 (6): 553–563
Abstract:
Subject(s): Economics, politics and 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. The first main result is that, despite the feasibility of general supply contracts which are functions of own quantity (but cannot be contingent on the rival's quantity), 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. The second main result is that if the contract terms between the manufacturer and the first retailer can be renegotiated from scratch in the event that the second retailer has no agreement, then the monopoly outcome can be achieved, often with full rent extraction from the second retailer. Moreover, there are conditions under which renegotiation from scratch yields higher joint profit for the firstly contracting parties than no renegotiation. 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 from being the monopoly retailer.

With permission of Elsevier

Volume 30
Issue 6
Pages 553–563

Journal Article

Bankenunion: Ist eine gemeinsame europäische Bankenaufsicht ein neues Instrument der Bankenrettung? [Bank union: Does common European bank supervision constitute a new bank bail-out instrument?]

ifo Schnelldienst 65 (14): 3–25
Hans-Peter Burghof, Bernhard Speyer, Michael Kemmer, Jörg Rocholl, Georg Fahrenschon, Jörg Asmussen, Clemens Fuest (2012)
Abstract:
Subject(s): Finance, accounting and corporate governance
Keyword(s): international finance, government policy and regulation
Volume 65
Issue 14
Pages 3–25

Journal Article

Estimating electric cars' emissions in Germany: An analysis through a pivotal marginal method and comparison with other methods

Economics and Policy of Energy and the Environment 2: 131–155
Jérôme Massiani, Jens Weinmann (2012)
Abstract:
Subject(s): Economics, politics and business environment, Management sciences, decision sciences and quantitative methods, Technology, R&D management
Keyword(s): electric cars, emission, electricity, regulation
JEL Code(s): Q42, R42
Issue 2
Pages 131–155

Pages