Wirtschaftswissenschaftliche Fakultät
Refine
Year of publication
Document Type
- Doctoral Thesis (64)
- Article (3)
Language
- English (55)
- German (10)
- Multiple languages (2)
Has Fulltext
- yes (67)
Is part of the Bibliography
- no (67)
Keywords
- Digitalisierung (3)
- Marketing (3)
- Armut (2)
- Digitalization (2)
- Entscheidungstheorie (2)
- Geschäftsmodell (2)
- Management (2)
- Social Media (2)
- Subsaharisches Afrika (2)
- business-to-business (2)
Institute
With recent progresses in the field of artificial intelligence (AI), algorithms can support more complex tasks (Frey and Osborne, 2017) that seemed safe from automation a few years ago (Brynjolfsson and McAfee, 2012). They can even outperform human decision-making in many task domains (Meehl, 1954; Dawes et al., 1989). The prominent defeat of Garry Kasparov, the world champion in chess, in 1997 is a milestone for the potentials of algorithms, increasing the value of IBM’s stock increased by $18 billion (Norvig and Russell, 2010). More recently, universal chatbots such as ChatGPT and the Bing Chatbot Sydney can influence millions of users and provide them answers to a broad range of tasks.
To gain a competitive edge, companies invest heavily in algorithmic systems (Kappelman et al., 2021), which are considered as one of the most important drivers of today’s economy (Brynjolfsson and McAfee, 2011; Hogharth and Makridakis, 1981; Önkal et al., 2019). Particularly in management accounting, an algorithmic data analysis offers the potential to support a high decision quality, making their usage a key factor for success.
However, algorithms can not only support, but also manipulate human decision-making (Roose et al., 2023). Algorithmic advice can lead to overtrust, i.e. to the heuristic replacement of vigilant information seeking and processing in favor of the advice provided (Mosier et al., 2001). The implementation of algorithmic decision support systems is thus no panacea to improve human decision-making. In contrast, they can entail new risks, such as the uncritical use of these algorithms (Boden, 2016). Yet, this ‘dark side’ of algorithms is not sufficiently investigated in the field of management accounting. With advances in machine learning, algorithmic support can become even more of a black box, blurring the reference points for evaluating its advice quality and thus increasing the risk of overtrust. Stephen Hawking even warns that AI will be “either the best, or the worst thing, ever to happen to humanity” (Alex Hern in: The Guardian: Stephen Hawking: AI will be 'either best or worst thing' for humanity, 19th October 2016). Interacting with such algorithmic systems therefore requires data literacy skills for an appropriate use. They seem to be a crucial prerequisite in today’s data-driven world to reap of the benefits of algorithmic systems. If no reflective and critical interaction between human and algorithm can be ensured, the trend towards a digitalized world will be a race against the algorithm (Brynjolfsson and McAfee, 2011).
This dissertation takes this understudied critical perspective on the increasing implementation of algorithmic systems and sheds light on different aspects of human-algorithm interaction, ranging from the ability to use data visualization tools to trust calibrations and critical evaluations of algorithmic advices. Study I investigates an adequate information representation of subjective multiple criteria decision problems, an important task in management accounting, to support human decision-making. Study II distinguishes different designs of the human-algorithm interaction investigated in the trust in automation literature and compiles factors influencing the calibration of trust and behavior toward the true capabilities of the algorithm. Study III examines the role of performance feedback on trust and advice usage in a forecasting task for a better understanding of the recently observed phenomenon ‘algorithm aversion’. Finally, Study IV focusses on the risk of overtrust in advice in repeated interactions with a forecasting advisor and investigates the calibration of advice usage. Each study thereby represents an independent contribution and contains all information relevant to the respective research questions asked in the study.
Offering solutions impose manifold challenges on suppliers. To master these challenges, suppliers need excellent commercial capabilities. This thesis considers these challenges and opportunities in sales, contracting, and pricing of complex B2B solutions in three essays:
Essay 1 addresses the increased complexity for solution salespeople, who represent an essential strategic asset in solution selling. In-depth interviews with solution sales managers in study 1 and survey data from matched sales manager-salesperson dyads in study 2, reveal nine specific equifinal configurations of key personal and procedural competencies that qualify individual salespeople in their role and thus determine their solution sales success.
The focus of essay 2 lies on B2B export relationships for complex product-service combinations in an international context. A regression analysis based on a survey study with 198 responses shows several direct and indirect effects of contractual and cultural constructs. The results give insights under which cultural framework conditions contract specificity serves as a safeguarding mechanism against uncertainty and opportunism.
Essay 3 examines how the bidirectional agency relationship between suppliers and customers and the performance uncertainty of a solution influence B2B customers’ acceptance of performance-based pricing (PBP). Drawing on a cross-industry survey with 196 managers of B2B firms, this study contributes to extend PBP literature by showing how bidirectional agency relationships shape customers’ acceptance of PBP.
In sum, this thesis contributes to a better understanding on how to optimize commercial capabilities in the context of national and international solution selling. It thereby focuses on addressing recently identified causes that hinder B2B firms from increasing their margins through solution selling by
(1) optimizing the sales force through a better understanding of important resources and capabilities for solution selling,
(2) optimizing their contractual set-up through a better understanding of cultural factors and the interplay with contract specificity, and
3) optimizing price policy through a better understanding of framework conditions, which have an impact on customers’ acceptance of PBP.
4 Essays on Sustainable Development and Organizations’ Response to Stakeholder’s Expectations
(2024)
As integral part of the society, environment, and economy, the organization’s survival and growth depend on legitimacy which reflects the social support and acceptance of its stakeholders, the institutions and individuals it interacts with. Organizations interact with internal and external stakeholder groups which not necessarily have the same legitimacy expectations. Due to several reasons, such as the adoption of new laws or the invention of new technologies, stakeholders’ expectations of legitimate actions can change in the course of time. Thus, to respond to changing stakeholder’s expectations, as integral part of a changing environment, is complex.
The main objective of this dissertation is to answer the research question: “How do organizations respond to changing stakeholder’s expectations in context of sustainable development?”. Building on two empirical settings with four essays, this dissertation provides insights into organizations’ responses as reaction to changing stakeholder expectations with regard to sustainable development. In particular, it takes a closer look on the interplay between internal stakeholders, such as employees, and external stakeholders, such as politics or customers. The first essay summarizes the organizational factors for the implementation of a research data management (RDM) system within higher education institutes (HEI) and how they interact with each other. Based on Leavitt’s (1965) classical model of organizational change, the essay provides an overview about the interrelation between the individual components that make up an RDM system. The second essay investigates how early career researchers within HEI make use of different respond strategies to the state, market, professional, and community logic in context of RDM. It provides insights how employees deal with changing environmental conditions and the organization’s response to them. The third essay analyses the shift from voluntary to mandatory sustainability reporting and demonstrates different strategies organizations adopt to respond to it. The fourth essay incorporates the findings of the third essay and investigates which factors influence the organization’s strategy
to respond. It focuses on the interface between the top management team and the chief executive officer.
This dissertation makes at least two overall contributions to management and organization studies research. First, it emphasizes the role of different stakeholder groups and their impact on the organizations’ activities. Second, this dissertation shows the value of connecting different theoretical approaches such as institutional logics, upper echelon theory, and organizational transparency research in context of organizational legitimacy and demonstrates that a nuanced view is necessary to understand the concept of organizational legitimacy. This cumulative dissertation is structured as follows. Part A is an introduction to the study organizational legitimacy. Part B contains the four essays.
Technological advancements and new legal requirements are continuously changing the online data disclosure landscape in terms of both, the quantity and quality of data that firms can acquire. Nowadays, consumers are required to disclose personal data online multiple times a day and in a variety of different contexts, such as creating user profiles, online payment or using location-based services. Despite consumers’ increasing online privacy concerns, firms rely ever more strongly on consumer data that they convert into a competitive advantage through personalized product recommendations and targeted advertising. In an effort to encourage consumer data disclosure, many firms have focused on building trust as a way to counterbalance privacy concerns and mitigate risk perceptions. Correspondingly, marketing literature has continued to examine the interplay of trust and consumer privacy concerns. While the extant research has considerably advanced our understanding of the role of trust in privacy-related decision-making, the majority of studies has mainly focused on single-stage, dyadic disclosure settings and cognitive decision-making processes.
Against this background, the overarching goal of this thesis is to shed light on under-researched data disclosure contexts involving trust and to explore additional facets of the underlying decision-making processes. For example, considering pre- and post-disclosure stages when evaluating consumers’ data disclosure decisions allows for a more holistic picture of the decision-making process. Similarly, social media and sharing economy settings challenge the traditional assumption of purely dyadic consumer-firm data disclosure, thus extending traditional conceptualizations of trust. Across three independent essays, this thesis addresses the overarching research question of how the peculiarities of multi-stage and multi-actor settings shape consumers’ trust-based decision-making strategies.
Data has become a necessary resource for firm operations in the modern digital world, explaining their growing data gathering efforts. Due to this development, consumers are confronted with decisions to disclose personal data on a daily basis, and have become increasingly intentional about data sharing. While this reluctance to disclose personal data poses challenges for firms, at the same time, it also creates new opportunities for improving privacy-related interactions with customers. This dissertation advocates for a more holistic perspective on consumers’ privacy-related decision-making and introduces the consumer privacy journey consisting of three subsequent phases: pre data disclosure, data disclosure, post data disclosure. In three independent essays, I stress the importance of investigating data requests (i.e., the first step of this journey) as they represent a largely neglected, yet, potentially powerful means to influence consumers’ decision-making and decision-evaluation processes. Based on dual-processing models of decision-making, this dissertation focuses on both consumers’ cognitive and affective evaluations of privacy-related information: First, Essay 1 offers novel conceptualizations and operationalizations of consumers’ perceived behavioral control over personal data (i.e., cognitive processing) in the context of Artificial Intelligence (AI)-based data disclosure processes. Next, Essay 2 examines consumers’ cognitive and affective processing of a data request that entails relevance arguments as well as relevance-illustrating game elements. Finally, Essay 3 categorizes affective cues that trigger consumers’ affective processing of a data request and proposes that such cues need to fit with a specific data disclosure situation to foster long-term decision satisfaction. Collectively, my findings provide research and practice with new insights into consumers’ privacy perceptions and behaviors, which are particularly valuable in the context of complex, new (technology-enabled) data disclosure situations.
In the ongoing 21st century, low- and middle-income countries will face two health challenges that are thoroughly different from what these countries have been dealing with in preceding centuries. First, they are confronted with surging rates of non-communicable diseases (NCDs), and second, climate change will take its toll and is predicted to cause catastrophic health impairments and exacerbate chronic health conditions further. Both will pose a disproportionate health and economic burden on low- and middle-income countries, which are also the countries least able to cope with them. By threatening individual health and socioeconomic improvements, and by putting an immense burden on already constrained health care systems, they impede the progress in poverty reduction and widen health inequities between the rich and the poor.
Against this background, this thesis investigates the potential of NCD prevention and treatment measures in the context of Southeast Asia, with case studies in Indonesia. Specifically, it seeks to understand what kind of health interventions have the potential to be (cost-)effective considering the cultural background, lifestyle, health literacy and health system capacities in the region. Further, this thesis analyzes the interplay between NCDs and climate change and assesses the financial burden that both might pose in the decades to come. Hence, this thesis contributes to a better understanding of how the two health challenges of the 21st century, NCDs and climate change, can be addressed in the context of Southeast Asia and offers insights into what type of health policies and interventions can play a supportive role.
Die vorliegende Dissertation behandelt die Qualität von Prozessmodellen.
Vor diesem Hintergrund haben Experteninterviews mit Forschungs- und Praxispartnern zur Entwicklung und Evaluierung eines Ordnungsrahmens zur Qualitätsbestimmung von Prozessmodellen beigetragen.
Die Ergebnisse zeigen, dass unter anderem die Einsatzzwecke der Prozessmodelle sowie die mit den Prozessmodellen in Berührung kommenden Personengruppen differenziert betrachtet werden müssen, um Auswirkungen auf die Prozessmodellqualität untersuchen zu können.
This dissertation examines the overarching research question of how the suppliers’ brand management in the form of brand identity, brand culture, and brand essence influences buyer-seller relationships in three independent essays.
In Essay 1, I address the structure, capabilities, and outcomes of brand identity from a supplier perspective. Through qualitative interviews with suppliers, I examine how widespread the concept of brand identity is in practice and what exactly practitioners understand by it. Going further, I look at what capabilities and conditions are necessary for brand identity to be successful and what outcomes suppliers hope to achieve. Using an Information-Display-Matrix (IDM) test and a sample of Master of Business Administration (MBA) students, I examine the relevance of brand functions in more detail.
In Essay 2, I use a dyadic dataset with matched buyer-seller dyads to examine the causes and effects of perceptual congruence and incongruence of brand culture strength on the buyer-seller relationship, while considering relationship-specific investments and interaction mechanisms as moderating effects. I show that congruence and incongruence have different effects on customer loyalty and price sensitivity and that these are strongly context-dependent.
In Essay 3, I deal with brand essence strength interactions and their effects on the buyer-seller relationship. I use a dyadic dataset with matched buyer-seller dyads to show how brand essence strength influences customer loyalty and customer profitability, and how it interacts with key customer attitudes and other important buyer-seller relationship closeness indicators.
This dissertation makes a significant contribution to the literature on brand identity, brand culture, and brand essence in buyer-seller relationships. Furthermore, my dissertation offers practical implications for managers at B2B suppliers who (re)shape their brand management with a focus on the inner parts of the brand.
1. IT-Exposure and Firm Value: We analyze the joint influence of a firm’s information technology (IT)-Exposure and investment behavior on firm value. Estimating a firm’s (partial) IT-Exposure allows for distinguishing between firms with a business model that is challenged by IT above and below market average. Hence, we estimate the annual IT-Exposure of a firm using a 3-factor Fama-French model extended by an IT-proxy. Subsequently, we analyze the relationship with Tobin’s Q in a panel data context, accounting for the relationship between IT-Exposure and investments proxied by R&D as well as CapEx. We use more than 48,000 firm-year observations for firms in the Russell 3000 Index covering the period 1990 to 2018. Although IT-Exposure has a negative impact on firm value, this discount can be overcompensated by up to 2.1 times by sufficient investments through R&D and CapEx, giving a firm with an average Tobin’s Q a premium of 14.8% to 19.2%, while controlling for endogeneity.
2. Corporate Social Responsibility, Risk, and Firm Value: An Unconditional Quantile Regression Approach: This paper examines the impact of corporate social responsibility (CSR) on firm risk, comprising total risk, idiosyncratic risk, and systematic risk, as well as firm value. We focus on analyzing the interrelationships along the entire distribution of the dependent variables, thus estimating an unconditional quantile regression (UQR). The analysis is based on CSR scores from Refinitiv and MSCI, using up to 12,013 firm-year observations over the period 2002 to 2019 for all U.S. companies listed on NYSE, NASDAQ, and AMEX. UQR reveals strongly heterogeneous effects along the unconditional quantiles of the dependent variables, which are reflected in sign changes, magnitude and significance variations. For CSR we find a risk-reducing as well as value-enhancing effect. When applying fixed effects OLS, we can just partly confirm the risk-reducing and value-enhancing effect of CSR shown in the literature.
3. Heterogenous Effects of Religiosity on Firm Risk and Firm Value: An Unconditional Quantile Regression Approach: This paper examines the impact of religiosity on firm risk, comprising total risk, idiosyncratic risk, and systematic risk, as well as firm value. We focus on analyzing the interrelationships along the entire distribution of the dependent variables, thus estimating an unconditional quantile regression (UQR). The analysis is based on all U.S. companies listed on NYSE, NASDAQ, and AMEX for the period from 1980 through 2020. UQR reveals strongly heterogeneous effects along the unconditional quantiles of the dependent variables, which are reflected in sign changes, magnitude and significance variations. Overall, the risk-reducing effect of religiosity is more pronounced in the higher quantiles of the distribution. We further observe a value-reducing as well as value-enhancing religiosity effect. When applying fixed effects OLS, we can confirm the risk-reducing and non-existing value effect of religiosity shown in the literature. The robustness of our results is underpinned by a battery of additional tests.
Abstract 1: This paper investigates whether market quality, uncertainty, investor sentiment and attention, and macroeconomic news affect bitcoin price discovery in spot and futures markets. Over the period December 2017 – March 2019, we find significant time variation in the contribution to price discovery of the two markets. Increases in price discovery are mainly driven by relative trading costs and volume, and by uncertainty to a lesser extent. Additionally, medium-sized trades contain most information in terms of price discovery. Finally, higher news-based bitcoin sentiment increases the informational role of the futures market, while attention and macroeconomic news have no impact on price discovery.
Abstract 2: We investigate whether local religious norms affect stock liquidity for U.S. listed companies. Over the period 1997–2020, we find that firms located in more religious areas have higher liquidity, as reflected by lower bid-ask spreads. This result persists after the inclusion of additional controls, such as governance metrics, and further sensitivity and endogeneity analyses. Subsample tests indicate that the impact of religiosity on stock liquidity is particularly evident for firms operating in a poor information environment. We further show that firms located in more religious areas have lower price impact of trades and smaller probability of information-based trading. Overall, our findings are consistent with the notion that religiosity, with its antimanipulative ethos, probably fosters trust in corporate actions and information flows, especially when little is known about the firm. Finally, we conjecture an indirect firm value implication of religiosity through the channel of stock liquidity.
Abstract 3: This study shows that higher physical distance to institutional shareholders is associated with higher stock price crash risk. Since monitoring costs increase with distance, the results are consistent with the monitoring theory of local institutional investors. Cross-sectional analyses show that the effect of proximity on crash risk is more pronounced for firms with weak internal governance structures. The significant relation between distance and crash risk still holds under the implementation of the Sarbanes-Oxley Act, however, to a lower extent. Also, the existence of the channel of bad news hoarding is confirmed. Finally, I show that there is heterogeneity in distance-induced monitoring activities of different types of institutions.