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

When serving customers includes correcting them: Understanding the ambivalent effects of enforcing service rules

International Journal of Research in Marketing 34 (4): 919–941
Johannes Habel, Sascha Alavi, Doreén Pick (2017)
Abstract:
Subject(s): Marketing
Keyword(s): Service delivery, customer–employee interaction, dysfunctional customer behavior, co-production, enforcement
JEL Code(s): M310

Service employees frequently must enforce rules upon their customers to mitigate dysfunctional customer behavior and ensure proper service delivery (e.g., enforce “fasten seatbelt” signs on flights). However, the consequences of enforcing service rules (ESR) are not well understood. To elucidate the effect of ESR, the authors present seven studies involving > 6800 customers and consisting of cross-sectional and longitudinal data from customer surveys and company records as well as experiments. The results indicate that ESR exerts ambivalent effects: customers who experience ESR directed at other customers perceive service employees as more competent, which increases customer loyalty. However, if ESR is directed at customers themselves, they perceive a self-concept threat, leading them to devalue service employees' warmth and competence and to become less loyal. The effects of ESR hinge on a number of factors, including the harm that dysfunctional behavior potentially causes, the way ESR is communicated, and customers' experience with the service situation. Furthermore, the authors show that service employees can alleviate the negative effects of ESR by communicating service rules in advance and justifying ESR appropriately.

With permission of Elsevier

Volume 34
Issue 4
Pages 919–941

Journal Article

Authorship and contribution disclosures

Science Advances 3 (11)
Henry Sauermann, Carolin Haeussler (2017)
Abstract:
Subject(s): Human resources management/organizational behavior, Technology, R&D management
Keyword(s): Innovation, science, teams, collaboration, scientific credit, science policy
JEL Code(s): O32, J01

Most scientific research is performed by teams, and for a long time, observers have inferred individual team members’ contributions by interpreting author order on published articles. In response to increasing concerns about this approach, journals are adopting policies that require the disclosure of individual authors’ contributions. However, it is not clear whether and how these disclosures improve upon the conventional approach. Moreover, there is little evidence on how contribution statements are written and how they are used by readers. We begin to address these questions in two studies. Guided by a conceptual model, Study 1 examines the relationship between author order and contribution statements on more than 12,000 articles to understand what information is provided by each. This analysis quantifies the risk of error when inferring contributions from author order and shows how this risk increases with team size and for certain types of authors. At the same time, the analysis suggests that some components of the value of contributions are reflected in author order but not in currently used contribution statements. Complementing the bibliometric analysis, Study 2 analyzes survey data from more than 6000 corresponding authors to examine how contribution statements are written and used. This analysis highlights important differences between fields and between senior versus junior scientists, as well as strongly diverging views about the benefits and limitations of contribution statements. On the basis of both studies, we highlight important avenues for future research and consider implications for a broad range of stakeholders.

Volume 3
Issue 11
ISSN 2375-2548 (Online)

Journal Article

The business case for sustainability reporting: Evidence from stock market reactions

Journal of Public Policy and Marketing 36 (2): 313–330
Shuili Du, Kun Yu, CB Bhattacharya, Sankar Sen (2017)
Abstract:
Subject(s): Ethics and social responsibility
Keyword(s): Sustainability disclosure, sustainability report, stock market reaction, information environment, value relevance

Public policy makers seek to enhance disclosure of firms’ sustainability performance, yet firms debate about whether, or to what extent, they should engage in sustainability reporting. This article seeks to advance current understanding about the business returns to sustainability reporting by examining the short- and long-term investor reactions. Through an event study, this research documents significant short-term stock market reaction to the release of sustainability reports. In particular, abnormal stock returns around the release of such reports are positively related to firm sustainability performance, and this positive link is smaller for firms in a strong information environment. The results show that over the long term, relative to nonreporting firms, firms that release sustainability reports enjoy higher value relevance of sustainability performance. These findings suggest that sustainability reports enhance information transparency and allow investors to incorporate sustainability information in stock valuation. This study provides strong evidence for the business case of sustainability reporting, and offers important implications for public policy makers in terms of devising policies and regulations to promote sustainability reporting.

With the permission of the American Marketing Association

Volume 36
Issue 2
Pages 313–330
ISSN 0743–9156 (Print)

Journal Article

Robust fuzzy extractors and helper data manipulation attacks revisited: Theory vs practice

IEEE Transactions on Dependable and Secure Computing PP (99): 1–14
Abstract:
Subject(s): Information technology and systems
Keyword(s): Robust fuzzy extractor, physical unclonable functions (PUFs), helper data manipulation attacks
Volume PP
Issue 99
Pages 1–14
ISSN 1545-5971 (Print)

Journal Article

IT-Sicherheitsrecht – Schutz kritischer Infrastrukturen und staatlicher IT-Systeme [IT security law – Protection of critical infrastructure and government ICT systems]

Computer und Recht 33 (10): 648–656
Abstract:
Subject(s): Economics, politics and business environment, Information technology and systems, Technology, R&D management
Keyword(s): IT security, cybersecurity, security law, network and information security, EU law, critical infrastructure protection, government ICT systems
Volume 33
Issue 10
Pages 648–656
ISSN 2194-4172 (Online)

Journal Article

Joint procurement and demand-side bidding strategies under price volatility

Annals of Operations Research 257 (1–2): 121–165
Xiaofeng Nie, Tamer Boyaci, Mehmet Gumus, Saibal Ray, Dan Zhang (2017)
Abstract:
Subject(s): Product and operations management
Keyword(s): Supply chain management, procurement, bidding, supply risk, price volatility, price-dependent base-stock policy

We consider a firm buying a commodity from a spot market as raw material and selling a final product by submitting bids. Bidding opportunities (i.e., demand arrivals) are random, and the likelihood of winning bids (i.e., selling the product) depends on the bid price. The price of the commodity raw material is also stochastic. The objective of the firm is to jointly decide on the procurement and bidding strategies to maximize its expected total discounted profit in the face of this demand and supply randomness. We model the commodity prices in the spot market as a Markov chain and the bidding opportunities as a Poisson process. Subsequently, we formulate the decision-making problem of the firm as an infinite-horizon stochastic dynamic program and analytically characterize its structural properties. We prove that the optimal procurement strategy follows a price-dependent base-stock policy and the optimal bidding price is decreasing with respect to the inventory level. We also formulate and analyze three intuitively appealing heuristic strategies, which either do not allow for carrying inventory or adopt simpler bidding policies (e.g., a constant bid price or myopically set bid prices). Using historical daily prices of several commodities, we then calibrate our models and conduct an extensive numerical study to compare the performances of the different strategies. Our study reveals the importance of adopting the optimal integrative procurement and bidding strategy, which is particularly rewarding when the raw material prices are more volatile and/or when there is significant competition on the demand side (the probability of winning is much smaller when submitting the same bid price). We establish that the relative performances of the three heuristic strategies depend critically on the holding cost of raw material inventory and the competitive environment, and identify conditions under which the shortfalls in profits from adopting such strategies are relatively less significant.

© Springer Science+Business Media New York 2015. With permission of Springer

Volume 257
Issue 1–2
Pages 121–165

Journal Article

The declining interest in an academic career

PLoS ONE 12 (9)
Michael Roach, Henry Sauermann (2017)
Abstract:
Subject(s): Human resources management/organizational behavior, Strategy and general management, Technology, R&D management
Keyword(s): Preferences, graduate education, science careers, STEM labor markets, science policy
JEL Code(s): O32, J22, J44

There is increasing evidence that science & engineering PhD students lose interest in an academic career over the course of graduate training. It is not clear, however, whether this decline reflects students being discouraged from pursuing an academic career by the challenges of obtaining a faculty job or whether it reflects more fundamental changes in students’ career goals for reasons other than the academic labor market. We examine this question using a longitudinal survey that follows a cohort of PhD students from 39 U.S. research universities over the course of graduate training to document changes in career preferences and to explore potential drivers of such changes. We report two main results. First, although the vast majority of students start the PhD interested in an academic research career, over time 55% of all students remain interested while 25% lose interest entirely. In addition, 15% of all students were never interested in an academic career during their PhD program, while 5% become more interested. Thus, the declining interest in an academic career is not a general phenomenon across all PhD students, but rather reflects a divergence between those students who remain highly interested in an academic career and other students who are no longer interested in one. Second, we show that the decline we observe is not driven by expectations of academic job availability, nor by related factors such as postdoctoral requirements or the availability of research funding. Instead, the decline appears partly due to the misalignment between students’ changing preferences for specific job attributes on the one hand, and the nature of the academic research career itself on the other. Changes in students’ perceptions of their own research ability also play a role, while publications do not. We discuss implications for scientific labor markets, PhD career development programs, and science policy.

Volume 12
Issue 9
ISSN 1932-6203 (Online)

Journal Article

Exerting pressure or leveraging power? The extended chain of corporate social responsibility enforcement in business-to-business supply chains

Journal of Public Policy and Marketing 36 (2): 331–347
Urs Müller, Johannes Habel, Marcel Stierl (2017)
Abstract:
Subject(s): Economics, politics and business environment, Ethics and social responsibility, Marketing, Strategy and general management
Keyword(s): Corporate social responsibility (CSR); CSR regulation; customer–supplier relationship; power; stakeholder pressure
Volume 36
Issue 2
Pages 331–347
ISSN 0743–9156 (Print)

Journal Article

From products to solutions: Mastering sales force incentives

European Business Review 2017 (September–October): 33–35
Abstract:
Subject(s): Human resources management/organizational behavior, Marketing, Strategy and general management
Keyword(s): Solutions, servitization, incentivization, variable compensation
JEL Code(s): M310
Volume 2017
Issue September–October
Pages 33–35

Journal Article

Sustainability managers could lead the fourth industrial revolution

Stanford Social Innovation Review
Joanna Radeke (2017)
Abstract:
Subject(s): Ethics and social responsibility
Keyword(s): Big data, corporate social responsibility, employment, environmental sustainability, ethics, partnerships, socially responsible business, supply chains, sustainability
JEL Code(s): M000

Journal Article

Infuriating impasses: Angry expressions increase exiting behavior in negotiations

Social Psychological and Personality Science 8 (6): 706–714
Jeremy A. Yip, Martin Schweinsberg (2017)
Abstract:
Subject(s): Human resources management/organizational behavior
Keyword(s): Negotiations, emotion, conflict, selfishness, timing, communication, social norms, impasses, anger

Prior research has focused on the influence of emotional expressions on the value of negotiated outcomes. Across three studies, we demonstrate that people interacting with angry counterparts become more likely to walk away from a negotiation, resulting in an impasse. In Study 1, participants who encountered counterparts expressing anger were more likely to choose an impasse, relative to those with neutral counterparts. In Study 2, building on the emotion-as-social-information model, we found that inferences of selfishness mediate the effect of angry expressions on impasses. In Study 3, we found that timing moderates the relationship between angry expressions and impasses. Furthermore, we demonstrated that perceptions of inappropriateness mediate the interactive effect of timing and angry expressions on impasses. Taken together, our work reveals that expressing anger is risky in negotiations because people infer that angry counterparts are selfish and become more likely to exit negotiations.

With permission of SAGE Publishing

Volume 8
Issue 6
Pages 706–714
ISSN 19485514 (Online) 19485506 (Print)

Journal Article

A study shows how to find new ideas inside and outside the company

Harvard Business Review July
Linus Dahlander, Siobhan O’Mahony (2017)
Abstract:
Subject(s): Entrepreneurship, Technology, R&D management
Issue July
ISSN 0017-8012 (Print)

Journal Article

Contracts as a barrier to entry in markets with non-pivotal buyers

American Economic Review 107 (7): 2041–2071
Özlem Bedre-Defolie, Gary Biglaiser (2017)
Abstract:
Subject(s): Economics, politics and business environment
Keyword(s): Long-term contracts, breakup fees, foreclosure
JEL Code(s): D11, D21, D43, D86, L13, L51

Considering markets with nonpivotal buyers, we analyze the anticompetitive effects of breakup fees used by an incumbent facing a more efficient entrant in the future. Buyers differ in their intrinsic switching costs. Breakup fees are profitably used to foreclose entry, regardless of the entrant's efficiency advantage or level of switching costs. Banning breakup fees is beneficial to consumers. The ban enhances the total welfare unless the entrant's efficiency is close to the incumbent's. Inefficient foreclosure arises not because of rent shifting from the entrant, but because the incumbent uses a long-term contract to manipulate consumers' expected surplus from not signing it.

Copyright ©2017 by the American Economic Association.

Volume 107
Issue 7
Pages 2041–2071

Journal Article

What do a million observations have to say about loan defaults? Opening the black box of relationships

Journal of Financial Intermediation 31 (July): 1–15
Manju Puri, Jörg Rocholl, Sascha Steffen (2017)
Abstract:
Subject(s): Finance, accounting and corporate governance
Keyword(s): Bank lending, relationship specific information, discretion, loan defaults, monitoring, screening
JEL Code(s): G20, G21

Using a unique dataset of more than 1 million loans made by 296 German banks, we evaluate the impact of many aspects of customer–bank relationships on loan default rates. Our research suggests a practical solution to reducing loan defaults for new customers: Have the customer open a simple transactions account – savings or checking account. Observe for some time and then decide whether to make a loan. Loans made under this model have lower default, as banks can use historical data about their borrowers to establish a baseline against which new client-related information can be evaluated. Banks assemble this historical information through relationships of different forms. We define relationships in many different ways to capture non-credit relationships, transaction accounts, as well as the depth and intensity of relationships, and find each of these can provide information that helps reduce default – even establishing a simple savings or checking account and observing the activity prior to loan granting can help reduce loan defaults. Our results show that banks with relationship-specific information act differently compared with banks that do not have this information both in screening and subsequent monitoring borrowers which helps reduce loan defaults.

With permission of Elsevier

Volume 31
Issue July
Pages 1–15

Journal Article

Fehlermanagement – warum Schuldzuweisungen nicht helfen [Error management – why finger-pointing does not help]

UnternehmerBrief Bauwirtschaft 40 (5): 3–8
Jan U. Hagen (2017)
Abstract:
Subject(s): Human resources management/organizational behavior
Volume 40
Issue 5
Pages 3–8

Pages