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  <doc>
    <id>33040</id>
    <completedYear/>
    <publishedYear>2023</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst/>
    <pageLast/>
    <pageNumber/>
    <edition/>
    <issue/>
    <volume/>
    <type>conferenceobject_ref</type>
    <publisherName/>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation>FGF - Forschungsnetzwerk Entrepreneurship, Innovation und Mittelstand e.V.</contributingCorporation>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2024-03-20</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Entrepreneurs misdiagnosing their ventures’ innovativeness: The roles of causation and effectuation</title>
    <abstract language="eng">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.</abstract>
    <parentTitle language="eng">26th Annual Interdisciplinary Conference on Entrepreneurship, Innovation and SMEs, 2023</parentTitle>
    <identifier type="url">https://www.researchgate.net/publication/379155859</identifier>
    <identifier type="url">https://www.fgf-ev.de/wp-content/uploads/2023/09/G-Forum-2023-Programmgeruest_18-09-2023_Internet.pdf</identifier>
    <enrichment key="BTU">an der BTU erstellt / created at BTU</enrichment>
    <enrichment key="opus.source">publish</enrichment>
    <enrichment key="Fprofil">2 Gesundheit und Lifes Sciences / Health and Life Sciences</enrichment>
    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <author>
      <firstName>Diemo</firstName>
      <lastName>Urbig</lastName>
    </author>
    <submitter>
      <firstName>Diemo</firstName>
      <lastName>Urbig</lastName>
    </submitter>
    <author>
      <firstName>Florian</firstName>
      <lastName>Dost</lastName>
    </author>
    <author>
      <firstName>Ingmar</firstName>
      <lastName>Geiger</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Entreprenuership</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Effectuation</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Overconfidence</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Miscalibration</value>
    </subject>
    <collection role="institutes" number="5309">FG ABWL, insbesondere empirische Unternehmensforschung und Transformation</collection>
  </doc>
  <doc>
    <id>34612</id>
    <completedYear/>
    <publishedYear>2024</publishedYear>
    <thesisYearAccepted/>
    <language>eng</language>
    <pageFirst>372</pageFirst>
    <pageLast>385</pageLast>
    <pageNumber>14</pageNumber>
    <edition/>
    <issue/>
    <volume>123</volume>
    <type>articler</type>
    <publisherName>Elsevier BV</publisherName>
    <publisherPlace/>
    <creatingCorporation/>
    <contributingCorporation/>
    <belongsToBibliography>0</belongsToBibliography>
    <completedDate>2024-11-16</completedDate>
    <publishedDate>--</publishedDate>
    <thesisDateAccepted>--</thesisDateAccepted>
    <title language="eng">Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation</title>
    <abstract language="eng">This meta-analysis investigates the existence of a potential buyer advantage in economic outcomes of sales negotiations, i.e., greater mean buyer profit than seller profit. Role theory predicts such an advantage due to different role characteristics and behavioral prescriptions between buyers and sellers. Related research on heuristic decision-making comes to the same conclusions based on different loss- and gain framing due to role. This main effect, i.e., the buyer advantage, is expected to be context-dependent. Therefore, role context-related and negotiation advantage-related moderators are analyzed, which are expected to amplify or attenuate the main effect. Using a hierarchical linear modeling approach to meta-analysis, this study includes k = 669 effect sizes from 196 primary studies or data sources, amounting to N = 24,757 negotiation dyads. Per our prediction, buyers fare slightly better than sellers in sales negotiations, albeit this buyer advantage qualifies as rather small. The effect is attenuated when male sellers negotiate with female buyers, when negotiators are experienced professionals or MBA students, and when the negotiation setting is B2B. Well-known negotiation advantage variables (information, power, goal, first offer advantage) largely amplify or reverse the effect, depending on which side holds the negotiation advantage.</abstract>
    <parentTitle language="eng">Industrial Marketing Management</parentTitle>
    <identifier type="doi">10.1016/j.indmarman.2024.11.004</identifier>
    <identifier type="issn">0019-8501</identifier>
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    <enrichment key="opus_crossrefDocumentType">journal-article</enrichment>
    <enrichment key="opus_crossrefLicence">https://www.elsevier.com/tdm/userlicense/1.0/</enrichment>
    <enrichment key="opus_import_origin">crossref</enrichment>
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    <enrichment key="BTU">an der BTU erstellt / created at BTU</enrichment>
    <enrichment key="Referiert">Beitrag ist referiert / Article peer-reviewed</enrichment>
    <enrichment key="Publikationsweg">Open Access</enrichment>
    <enrichment key="opus.source">doi-import</enrichment>
    <enrichment key="Fprofil">2 Gesundheit und Lifes Sciences / Health and Life Sciences</enrichment>
    <enrichment key="Fprofil">3 Globaler Wandel und Transformationsprozesse / Global Change and Transformation Processes</enrichment>
    <author>
      <firstName>Ingmar</firstName>
      <lastName>Geiger</lastName>
    </author>
    <submitter>
      <firstName>Andreas</firstName>
      <lastName>Salmen</lastName>
    </submitter>
    <author>
      <firstName>Andreas</firstName>
      <lastName>Salmen</lastName>
    </author>
    <author>
      <firstName>Alfred</firstName>
      <lastName>Zerres</lastName>
    </author>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Sales negotiation</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Role theory</value>
    </subject>
    <subject>
      <language>eng</language>
      <type>uncontrolled</type>
      <value>Hierarchical linear modeling</value>
    </subject>
    <collection role="institutes" number="5309">FG ABWL, insbesondere empirische Unternehmensforschung und Transformation</collection>
  </doc>
</export-example>
