@article{TernesJeske2013, author = {Tern{\`e}s, Anabel and Jeske, Denise}, title = {The Impact of CSR Advertisement on Costumer Awareness}, series = {Journal of Cultural and Religious Studies}, volume = {1}, journal = {Journal of Cultural and Religious Studies}, number = {1}, url = {http://nbn-resolving.de/urn:nbn:de:0298-opus4-3636}, pages = {1 -- 7}, year = {2013}, abstract = {Corporate Social Responsibility (CSR) is a global trend, also in the advertising industry. The purpose of this paper is to show what consumers think about CSR-related advertising and if it changes their buying behavior. An online survey was sent to the target group. It included questions about sustainability in general and questions concerning five different commercials of Coca Cola, Procter \& Gamble, Vodafone, Volkswagen and Suzuki. Some questions had their focus on CSR activities and some on the product. The findings of this study indicate that credibility is most important for a good CSR media campaign. Another result is that the majority of the respondents don´t trust a company more because of a special advertisement, but that they want to find out more about the company and it's social commitment on the internet, if the commercial is touching in this way.}, language = {en} } @article{TernesTowers2013, author = {Tern{\`e}s, Anabel and Towers, Ian}, title = {Managing change to avoid unwanted outcomes}, series = {Marketing Review St. Gallen}, volume = {30}, journal = {Marketing Review St. Gallen}, number = {5}, pages = {72 -- 82}, year = {2013}, abstract = {The process of change is difficult to manage. In this paper the authors investigate a planned organisational change involving a marketing department that did not reach its objectives and had several unwanted outcomes. The authors show how a multi-level model is helpful understanding change processes, and suggest how change can be managed more successfully.}, language = {en} } @article{Ternes2012, author = {Tern{\`e}s, Anabel}, title = {Warum Qualit{\"a}t und Vertrauen im nachhaltigen Vertrieb z{\"a}hlen}, series = {Sales Business}, journal = {Sales Business}, number = {12}, pages = {1}, year = {2012}, abstract = {Keine Angabe - No details}, language = {de} } @article{GerkeTamm2009, author = {Gerke, Kerstin and Tamm, Gerrit}, title = {Qualit{\"a}tsmanagement zur Steuerung von IT-Prozessen auf der Basis von Referenzmodellen und Process Mining}, series = {HMD Praxis der Wirtschaftsinformatik}, volume = {46}, journal = {HMD Praxis der Wirtschaftsinformatik}, number = {2}, pages = {43 -- 51}, year = {2009}, abstract = {Die Qualit{\"a}t von Gesch{\"a}ftsprozessen entscheidet zunehmend {\"u}ber den wirtschaftlichen Erfolg eines Unternehmens. Die Gesch{\"a}ftsprozesse werden immer st{\"a}rker durch IT-Prozesse unterst{\"u}tzt. Der Beitrag zeigt, wie die IT-Prozesse auf der Grundlage des Referenzmodells IT Infrastructure Library (ITIL) optimiert und mithilfe von Kennzahlen und Process Mining gesteuert werden k{\"o}nnen. Hierf{\"u}r werden auf Basis der Referenzprozesse Sollprozesse bestimmt und Sollkennzahlen festgelegt. Die Istprozesse und deren Kennzahlen werden mithilfe von Process Mining ausgewertet und anschließend mit den Sollprozessen verglichen. Insgesamt k{\"o}nnen Verbesserungspotenziale identifiziert und Handlungsempfehlungen abgeleitet werden. Die Gestaltung und Steuerung ITIL-basierter Customer-Support-Prozesse werden anhand eines Praxisfalles aus einem Customer-Relationship-Management-System erprobt. Vorgehensmodell und Ergebnisse werden in diesem Beitrag vorgestellt.}, language = {de} } @article{TernesTowersDaniszewski2013, author = {Tern{\`e}s, Anabel and Towers, Ian and Daniszewski, A.}, title = {International Cooperation: Impact of Cultural Diversity on Brand Strength in the Hotel Industry}, series = {Acta Oeconomica Cassoviensia}, volume = {6}, journal = {Acta Oeconomica Cassoviensia}, pages = {14 -- 24}, year = {2013}, abstract = {Keine Angabe - No details}, language = {en} } @article{Wulf2013, author = {Wulf, Alexander J.}, title = {Global Perspectives on Risk Taking Behaviour: using Focused Ethnography to Study Managerial Behavior}, series = {Proceedings of the Conference on Research Opportunities for Ethnomethodology}, journal = {Proceedings of the Conference on Research Opportunities for Ethnomethodology}, pages = {126 -- 127}, year = {2013}, abstract = {Keine Angabe - No details}, language = {en} } @article{TernesTowers2014, author = {Tern{\`e}s, Anabel and Towers, Ian}, title = {Organisations, Individuals as Employees, Individuals as Consumers and the Relationships Between Them}, series = {Arabian Journal of Business and Management Review}, volume = {4}, journal = {Arabian Journal of Business and Management Review}, number = {4}, url = {http://nbn-resolving.de/urn:nbn:de:0298-opus4-8501}, year = {2014}, abstract = {Organisations of all shapes and sizes face a significant number of challenges that they must meet if they are to thrive in today's globally hypercompetitive environment. Our aim is to help them deal with some of the most critical. An organisation is a collection of individuals working together in a structured way to achieve certain goals, and this understanding is central to our research interests. We aim to provide insights on current and emergent issues related to the three interconnected themes we focus on: ● the relationship between the individual as an employee and the organisation ● the relationship between the individual as a consumer and the organisation ● the relationship between the individual and the digitalised world. The recommendations that flow from our research all have in common that they are corporately socially responsible. Our framework is based on CSR, sustainability and an ethical approach.}, language = {en} } @article{Wulf2015, author = {Wulf, Alexander J.}, title = {Uncertainty as a Challenge for Leadership: the Effect of Cultural, Social and Legal Institutions on Risk-Taking and Innovation in Family Business}, series = {Paragrana}, volume = {24}, journal = {Paragrana}, number = {1}, pages = {80 -- 93}, year = {2015}, abstract = {This essay develops an entrepreneur-oriented theory of risk-taking and innovation that is used to examine the different leadership styles of family business owners. This theory is based on the works of Schumpeter, who mainly focussed on the potential of supply in the competition for innovation, and the works of Hayek, who emphasized the importance of demand in this competition. By combining these two theories, a comprehensive understanding of economic innovation processes is presented. In the subsequent empirical section of the essay, these theoretical ideals of supply-oriented and demand-oriented innovators will be examined for what they look like in practice. Data from India and Japan is analysed in this explorative empirical research to examine the influence of cultural, social and legal norms on entrepreneurial risk-taking and innovation behaviour. The perspectives on "foreign cultures" expand our understanding of management in a way that encourages innovation- friendly entrepreneurship.}, language = {en} } @article{Ternes2015, author = {Tern{\`e}s, Anabel}, title = {Metamorphose f{\"u}r Verk{\"a}ufer}, series = {Sales Management Review}, journal = {Sales Management Review}, number = {3}, pages = {30 -- 35}, year = {2015}, abstract = {F{\"u}r einen nachhaltigen Erfolg im Vertrieb sind neue Qualit{\"a}ten notwendig: weniger Rhetorik — mehr Empathie, weniger Produktpr{\"a}sentation — mehr Entwicklung von individuellen L{\"o}sungen, weniger Verk{\"a}ufer — mehr Berater. Denn der Kunde von heute ist anspruchsvoller als fr{\"u}her, er ist gut informiert und nimmt sein Recht auf umfassenden Service wahr.}, language = {de} } @article{Ternes2015, author = {Tern{\`e}s, Anabel}, title = {Die Schnittstellen f{\"u}r den Vertrieb managen}, series = {Sales Management Review}, journal = {Sales Management Review}, number = {2}, pages = {18 -- 26}, year = {2015}, abstract = {Die Digitalisierung, Globalisierung und der demographische Wandel verst{\"a}rken bestehende Diskrepanzen zwischen dem Vertrieb und anderen Unternehmensbereichen. Eine marktgerechte und wertorientierte Ausrichtung des Vertriebs kann hier unterst{\"u}tzen. Zielf{\"u}hrend ist allerdings ein konsequentes Schnittstellenmanagement, das die enormen Informationsmengen und -geschwindigkeiten beherrscht.}, language = {de} } @article{Ternes2016, author = {Tern{\`e}s, Anabel}, title = {Im Wettbewerb um Ressourcen und Budget. Marketing versus Betrieb}, series = {Sales Management Review}, journal = {Sales Management Review}, number = {4}, publisher = {Springer}, address = {Wiesbaden}, issn = {2522-5960}, pages = {22 -- 30}, year = {2016}, abstract = {Keine Angabe - No details}, language = {de} } @article{Ternes2016, author = {Tern{\`e}s, Anabel}, title = {Mehr Nachhaltigkeit bei der Motivation des Vertriebsteams}, series = {Sales Management Review}, journal = {Sales Management Review}, number = {2}, publisher = {Springer}, address = {Wiesbaden}, issn = {2522-5960}, pages = {12 -- 18}, year = {2016}, abstract = {Als neuralgischer Punkt in einem Unternehmen steht der Vertrieb gleich mehrfach unter Druck — und ist doch das unverzichtbare und damit wertvolle Bindeglied zum Markt. Nur die innere Motivation des Vertriebsteams er{\"o}ffnet das Potenzial an Nachhaltigkeit, das f{\"u}r einen dauerhaften Unternehmenserfolg notwendig ist...}, language = {de} } @article{BuenteStuerzeVogler2017, author = {B{\"u}nte, Claudia and St{\"u}rze, Sascha and Vogler, Oliver}, title = {I am not a brand, I am a wholesaler}, series = {Journal of Brand Strategy}, volume = {6}, journal = {Journal of Brand Strategy}, number = {1}, pages = {26 -- 36}, year = {2017}, abstract = {The importance of a trusted brand seems to be underestimated by mid-tier players in business-to-business (B2B) supply chains. This paper analyses the role of branding for distributors in the context of a dynamic, competitive and disruptive market ie the lighting industry, as well as exploring the effects of changes in the behaviour and expectations of installers and contractors as the important customer group of electrical wholesalers. Interestingly, there is a dearth of research and data on the subjects of our research. We carried out personal interviews among 141 representatives of wholesalers and distributors and surveyed more than 2,000 electrical installers and contractors across five markets. We used a combination of correspondence and cluster analyses to evaluate the results of our survey and identified five distinct segments of electrical installers across the five countries. Our primary research reveals that price pressure is not the only major challenge facing wholesalers in the future. Adding real customer value through product and service innovations, adopting a customer-centric approach, and managing the transition to digital business are also important concerns. In light of these insights, developing and sustaining an appropriate brand proposition — one that includes knowing and catering to specific installer segments — seems important for electrical wholesalers. In this paper, the authors explain the four most important elements for a strong brand: a deep understanding of the customer, a strong value proposition based on the customer's needs, perfect execution of all customer touch points, and a performance management system that includes brand as a KPI.}, language = {en} }