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

The explanatory foundations of relationship marketing theory: A comment

Journal of Business and Industrial Marketing 21 (2): 88–91
Mario Rese (2006)
Abstract:
Subject(s): Marketing
Keyword(s): marketing theory, relationship marketing

In general, as part of the ongoing discussion about the importance of business partnerships in industrial markets, specifically the paper seeks to comment on the Hunt et al. paper in this issue.

With permission of Emerald

Volume 21
Issue 2
Pages 88–91

Journal Article

Executive education programs as identity laboratories

Human Factor 1 (3): 28–32
Abstract:
Subject(s): Human resources management/organizational behavior
Keyword(s): identity, executive educaiton, leadership development
Volume 1
Issue 3
Pages 28–32

Journal Article

From relationships to partnerships: New forms of cooperation between buyer and seller

Industrial Marketing Management 35 (1): 4–9
Olaf Plötner, Michael Ehret (2006)
Abstract:
Subject(s): Marketing
Keyword(s): vertical partnerships, collaborative advantage, trust, non-zero sum games, specific investments

An increased focus on operational performance and the reliance on fewer suppliers by industrial customers call for a higher quality of buyer-seller relationships. This article elaborates on economic explanations for value generated partnerships and describes the distinctive qualities of partnerships as something more than ordinary customer relationships. Particular attention is paid to the managerial implications and pitfalls awaiting companies when pursuing a partnership approach and a definition of vertical partnerships is provided.

With permission of Elsevier

Volume 35
Issue 1
Pages 4–9

Journal Article

Programas ejecutivos como laboratorios de identidad (in Spanish)

Conocimiento y Direccion 67: 34–38
Abstract:
Subject(s): Human resources management/organizational behavior
Keyword(s): identity, executive educaiton, leadership development
Volume 67
Pages 34–38

Journal Article

Successful and Sustainable Business Partnerships: How to Select the Right Partners

Industrial Marketing Management 35 (1): 72–82
Mario Rese (2006)
Abstract:
Subject(s): Marketing
Keyword(s): network competition, OEM-supplier-partnership, governance mechanisms, revenue distribution among the partners, decision model

In more and more industries it becomes true that value creating networks compete against each other with relatively stable relations between suppliers inside the network. Managers all over the world are searching for the most efficient and effective coordinative forms for their relations with OEM's or suppliers within such a value-creating networks. This paper gives a normative guideline to decide if or if not a partnership is the right coordinative form for OEM-supplier relations within a value-creating network. Based on the existing mainly positivistic research in this field, two aspects are highlighted as the main drivers for the suitability of a partnership as a well working governance mechanism for value-creating networks: (i) individualization vs. standardization of the delivered components combined with the potential of the end customers to identify quality differences or not and (ii) the possibilities to allocate the revenues made by the value-creating network on the several 'partners' within the network. All aspects were integrated in a decision model for managers to find out if partnership as the coordinative form is really the best choice in a given situation.

With permission of Elsevier

Volume 35
Issue 1
Pages 72–82

Journal Article

Erfolgsbeurteilung und -kontrolle im Marketing

WISU Das Wirtschaftsstudium 34 (8–9): 1010–1011
Mario Rese, Valerie Herter (2005)
Abstract:
Subject(s): Marketing
Volume 34
Issue 8–9
Pages 1010–1011

Journal Article

The future of an illusion: In search of the new European business leader

Organizational Dynamics 34 (3): 218–230
Abstract:
Subject(s): Strategy and general management
Keyword(s): European Union, leadership, general management

The New Europe brings both great expectations and considerable anxiety for organizations and their members. Seen as both an opportunity to develop a powerful economic entity and a danger of diluted national identities and incompatible work practices, it calls for a new type of European leadership. In this article we argue that European organizations face an unprecedented challenge of diversity along the dimensions of culture, language, religion, values, education, political systems, socio-economic experience, and early family and socialization practices. These differences can lead to a plethora of varying and often conflicting preconceptions and attitudes that organizational members bring to work. If the differences are ignored, the development of successful truly European organizations will remain an illusion. To deal with these challenges, executives have to develop a new, "global" approach to leading companies that will combine the features of global and local leadership. This article offers suggestions for corporate executives on how they can develop themselves for the new European leadership roles and successfully deal with the leadership challenges of the New Old World.

With permission of Elsevier

Volume 34
Issue 3
Pages 218–230

Journal Article

Leadership education as a moving target

International Journal of Leadership Education 1 (1): 1–8
Abstract:
Subject(s): Strategy and general management
Keyword(s): entrepreneurial leadership (decentralization), responsible leadership (responsibility), career roadmaps (transitions), timeless leadership requirements (essentials), changing leadership (challenges) and learning for leading (learning)
Volume 1
Issue 1
Pages 1–8

Journal Article

Mehr Dienstleistung? Neues Vertriebsmanagement!

Absatzwirtschaft 1: 66–67
Olaf Plötner (2005)
Abstract:
Subject(s): Marketing
Keyword(s): marketing, sales management
Volume 1
Pages 66–67
ISSN 0001-3374 (Print)

Journal Article

Partnersuche im Technischen Vertrieb

Absatzwirtschaft Special Issue: 24–26
Olaf Plötner, Markus Voeth (2005)
Abstract:
Subject(s): Marketing
Keyword(s): marketing, partnering
Volume Special Issue
Pages 24–26
ISSN 0001-3374 (Print)

Journal Article

NEGBI: Introducing new systems in the telecom market

Journal of Business and Industrial Marketing 19 (5): 344–350
Olaf Plötner (2004)
Abstract:
Subject(s): Technology, R&D management
Keyword(s): communication technologies, financial restructuring, globalization, market entry, sales force

NEGBI is a large company that has telecommunication, coordinated by NEGBI PN, as one of its core competences. NEGBI PN had a strong market position based on supplying its high-quality switch, the complex device that connects senders and receivers in telecommunication networks. Changes over the past 20 years meant that many state-owned companies were privatized, forcing telecom suppliers to develop more competitive products. Technological innovations strongly increased the complexity in the market. These factors created a challenge for billing technology to master highly complex tasks. NEGBI PN decided to enter this market, due to its particularly high growth rates. Selling the systems was directed to local branch offices in 96 countries. Large turnover was expected because of the opportunity to reach potential customers world-wide. The challenge for NEGBI PN was to introduce their billing solutions with a solid marketing strategy.

With permission of Emerald

Volume 19
Issue 5
Pages 344–350

Journal Article

Marketing Accounting

Thexis 21 (3): 44–47
Mario Rese (2004)
Abstract:
Subject(s): Marketing
Volume 21
Issue 3
Pages 44–47

Journal Article

Testimonialwerbung mit Prominenten bei Neumarkenstrategien

Transfer - Werbeforschung und Praxis 49 (2): 4–9
Mario Rese, Michael Welling (2004)
Abstract:
Subject(s): Marketing
Keyword(s): advertisment
Volume 49
Issue 2
Pages 4–9

Journal Article

Informationsbörsen im Internet - Der bessere Blick in die Glaskugel mit Sicherheitsgurt

Zeitschrift Führung und Organisation (zfo) 1: 25–31
Helmut Dietl, Mario Rese, Björn Franke, Alexander Krebs, Christian Rubarth (2004)
Abstract:
Subject(s): Strategy and general management
Keyword(s): investment planning, investment security
Volume 1
Pages 25–31

Journal Article

Managing Commitments and Flexibility by Real Options

Industrial Marketing Management 33 (1): 501–512
Mario Rese, Ellen Römer (2004)
Abstract:
Subject(s): Marketing
Keyword(s): cost, environmental uncertainty, flexibility, real options, relationships

In the past, transaction cost economics (TCE) literature has largely stressed the benefits of contractual commitments in relationships. TCE traditionally recommends safeguarding specific assets against holdup, thus reducing behavioral uncertainty. In contrast, the reverse side of the coin has been disregarded for a long time. Firms may lose some of their flexibility and thus the opportunity to benefit from future emerging business activities due to prior contractual commitments. Flexibility becomes especially important in dynamic environments where there is rapid technological change. To manage the emergent trade-off between contractual commitments and flexibility in dynamic markets, the authors propose a real options approach. The value of a firm's flexibility to switch to a new trading partner is represented by a real switching option. It can be shown how contractual commitments directly affect the value of the switching option. To clarify, the authors numerically analyze the respective trade-off and derive implications for an optimal choice of contractual commitments.

With permission of Elsevier

Volume 33
Issue 1
Pages 501–512

Pages