TY - GEN A1 - Frese, Tobias A1 - Geiger, Ingmar A1 - Dost, Florian T1 - An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms T2 - Small Business Economics Y1 - 2020 U6 - https://doi.org/10.1007/s11187-019-00147-8 SN - 1573-0913 VL - 54 IS - 3 SP - 641 EP - 664 ER - TY - GEN A1 - Geiger, Ingmar A1 - Dost, Florian A1 - Schönhoff, Alejandro A1 - Kleinaltenkamp, Michael T1 - Which types of multi-stage marketing increase direct customers’ willingness-to-pay? Evidence from a scenario-based experiment in a B2B setting T2 - Industrial Marketing Management Y1 - 2015 U6 - https://doi.org/10.1016/j.indmarman.2015.02.042 SN - 0019-8501 VL - 47 IS - 2 SP - 175 EP - 189 ER - TY - GEN A1 - Dost, Florian A1 - Geiger, Ingmar T1 - Value-based pricing in competitive situations with multi-product price-response maps T2 - Journal of Business Research Y1 - 2017 U6 - https://doi.org/10.1016/j.jbusres.2017.01.004 SN - 0148- 2963 VL - 76 SP - 219 EP - 236 ER - TY - GEN A1 - Urbig, Diemo A1 - Dost, Florian A1 - Geiger, Ingmar T1 - Entrepreneurs misdiagnosing their ventures’ innovativeness: The roles of causation and effectuation T2 - 26th Annual Interdisciplinary Conference on Entrepreneurship, Innovation and SMEs, 2023 N2 - 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. KW - Entreprenuership KW - Effectuation KW - Overconfidence KW - Miscalibration Y1 - 2023 UR - https://www.researchgate.net/publication/379155859 UR - https://www.fgf-ev.de/wp-content/uploads/2023/09/G-Forum-2023-Programmgeruest_18-09-2023_Internet.pdf ER - TY - GEN A1 - Geiger, Ingmar A1 - Salmen, Andreas A1 - Zerres, Alfred T1 - Is the buyer really king? A meta-analysis of the buyer advantage in sales negotiation T2 - Industrial Marketing Management N2 - 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. KW - Sales negotiation KW - Role theory KW - Hierarchical linear modeling Y1 - 2024 U6 - https://doi.org/10.1016/j.indmarman.2024.11.004 SN - 0019-8501 VL - 123 SP - 372 EP - 385 PB - Elsevier BV ER -