@misc{UrbigDostGeiger, author = {Urbig, Diemo and Dost, Florian and Geiger, Ingmar}, title = {Entrepreneurs misdiagnosing their ventures' innovativeness: The roles of causation and effectuation}, series = {26th Annual Interdisciplinary Conference on Entrepreneurship, Innovation and SMEs, 2023}, journal = {26th Annual Interdisciplinary Conference on Entrepreneurship, Innovation and SMEs, 2023}, abstract = {This text discusses the concept of misdiagnosis in entrepreneurial ventures, where managers' unrealistic optimism can lead to misaligned strategies and late pivots. The study explores the connection between misdiagnosis and decision logics (effectuation and causation) through motivated reasoning and beliefs. The researchers conducted a study with 266 ventures from innovative industries and measured misdiagnosis by comparing managers' judgments with external experts' assessments of venture innovativeness. The results show that causation logic positively influences misdiagnosis, but this effect is reduced when coupled with flexibility. The study highlights the importance of objective performance measures and suggests that motivated reasoning and beliefs explain the link between causation logic and misdiagnosis. Additionally, older and larger ventures with a prevalence of causation logic may experience more misdiagnosis and potential delays in innovation efforts. Flexibility is crucial for older ventures to remain innovative.}, language = {en} } @misc{GeigerDostSchoenhoffetal., author = {Geiger, Ingmar and Dost, Florian and Sch{\"o}nhoff, Alejandro and Kleinaltenkamp, Michael}, title = {Which types of multi-stage marketing increase direct customers' willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting}, series = {Industrial Marketing Management}, volume = {47}, journal = {Industrial Marketing Management}, number = {2}, issn = {0019-8501}, doi = {10.1016/j.indmarman.2015.02.042}, pages = {175 -- 189}, language = {en} } @misc{DostGeiger, author = {Dost, Florian and Geiger, Ingmar}, title = {Value-based pricing in competitive situations with multi-product price-response maps}, series = {Journal of Business Research}, volume = {76}, journal = {Journal of Business Research}, issn = {0148- 2963}, doi = {10.1016/j.jbusres.2017.01.004}, pages = {219 -- 236}, language = {en} } @misc{FreseGeigerDost, author = {Frese, Tobias and Geiger, Ingmar and Dost, Florian}, title = {An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms}, series = {Small Business Economics}, volume = {54}, journal = {Small Business Economics}, number = {3}, issn = {1573-0913}, doi = {10.1007/s11187-019-00147-8}, pages = {641 -- 664}, language = {en} }