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This work investigates how managers/consultants (practitioners) of different ranks are engaged in patterns of behavior (practices) in socially situated contexts (practice) attempting to shape preferred shared interpretations of reality to achieve their goals. Following this line of inquiry, the work aims at (1) advancing our understanding of the role of practitioners in shaping managerial realities and (2) investigating how practitioners actually shape managerial realities, particularly focusing on "reality-shaping" practices and their content. The dissertation comprises a set of four complementary articles investigating these research questions empirically based on in-depth, empirical case studies and theoretically within various managerial contexts (client-consultant relationship, CEO post-succession strategic change process, evolutionary initiative development) and considering different actor perspectives (top managers, middle managers, consultants and clients). Resulting from this variety, the articles rely on and contribute to different, at times distant, research fields and therewith scholarly discussions. However, the literature on sensemaking and sensegiving offers a suitable overarching theoretical frame which is used in this work to synthesize the key contributions of the four articles.
Among all attenuation processes, biodegradation plays one of the most important role and is one of the most desirable processes in the environment. To assess biodegradation, a variety of biodegradation test procedures have been developed by several international organizations. OECD guidelines for ready biodegradability testing represent one of the most prominent group of internationally used screening biodegradation tests (series 301A-F). These tests are usually very simple in their designs and allow for the fast and cheap screening of biodegradability. However, because of their stringency, the test conditions are not close to simulating environmental conditions and may lead to unrealistic results. To overcome these limitations, OECD introduced simulation tests which are designed to investigate the behavior of chemicals in specified environmentally relevant compartments. Despite the fact that simulation tests give more insight into the fate of chemicals in the environment, they are not applied frequently as they are often tedious, time consuming and expensive. Consequently, there is a need to provide a new biodegradation testing method that would combine complex testing environment as in simulation tests, easiness in handling and good data repeatability as in screening biodegradation tests. Another challenge is an adaption of the existing biodegradation testing methods to new types of samples, i.e. mixtures of transformation products (TPs). The research on the presence of pharmaceuticals in the environment gained momentum in the 1990s; since then, it has been growing. Their presence in the environment is a wellestablished fact. A wide range of pharmaceuticals is continuously detected in many environmental compartments such as surface waters, soils, sediments, or ground waters. After pharmaceuticals reach the natural aquatic environment they may undergo a number of processes such as: photolysis (under direct sunlight), hydrolysis, oxidation and reduction reactions, sorption, biodegradation (by bacteria of fungi), and bioaccumulation. These processes, may cause their elimination from aquatic environment, if reaction is complete, or creation of new compounds i.e., transformation products (TPs). What is more, processes, like chlorination and advanced oxidation processes (AOPs), such as H2O2/UV, O3/UV, TiO2/UV, Fenton, and photo-Fenton, or UV treatment which might be applied in water or wastewater treatment, may also lead to the TPs introduction into aquatic environment. The research on the TPs brings many new challenges. From one side, there is a constant need for the the development of a sensitive and reliable analytical separation, detection, and structure elucidation methods. Additionally, there is a need for the preparation of appropriate assays for the investigation of properties of new compounds, especially those answering the question if TPs pose a higher risk to the aquatic ecosystems than their parent compounds. Among numerous groups of pharmaceuticals, two are of great importance: antibiotics since they might promote emergence and maintenance of antimicrobial resistance in the aquatic environment; and cytostatic drugs. Cytostatic drugs can exert carcinogenic, mutagenic and/or teratogenic effects in animals and humans. The challenges of biodegradation testing presented in this thesis, encompasses these different areas of interest and was divided into three objectives: 1) Identification of the knowledge gaps and data distribution of the two groups of pharmaceuticals antibiotics and cytostatic drugs (article I); 2) Increasing the knowledge on biodegradation of cytostatic drugs and their TPs (articles II, III, and IV) and 3) Establishment of a biodegradation test with closer to simulation tests conditions, that could be affordable and to support better understanding on processes in water sediment interface construction - screening water-sediment test. Further validation of the test with an insight into sorption and desorption processes (articles V and VI).
Micro- and small enterprises are of great importance for the economic growth in developing countries, as they contribute to employment creation and innovation. In light of their economic relevance, several approaches to support micro- and small enterprises have emerged, including building human capital through business trainings. However, the effects of existing business trainings on entrepreneurial success have so far been limited. One promising alternative training approach that has emerged in the last years is personal initiative training, which teaches self-starting, future-oriented, and persistent entrepreneurial behavior. This dissertation helps to improve the understanding of personal initiative training by shedding light on the mechanisms through which it affects business success, on supporting factors, and on its long-term impacts. Chapter 1 provides an overview on the topic of personal initiative training for entrepreneurs in developing countries. Chapter 2 introduces personal initiative training and other proactive behavior trainings in various contexts of work, including entrepreneurship. The chapter presents action regulation theory and the theory on personal initiative as the theoretical foundation of the training. In addition, the chapter provides insights into training and evaluation methods and makes recommendations for the successful implementation of personal initiative training. Chapter 3 offers a first answer to the question how personal initiative after training can be maintained over time. The chapter introduces training participants' need for cognition as beneficial factor for post-training personal initiative maintenance. Chapter 4 explains how action regulation trainings like personal initiative training contribute to poverty reduction in developing countries by supporting entrepreneurial success. Chapter 5 enlarges upon the topic of personal initiative training for entrepreneurial success in developing countries. The chapter focuses on how personal initiative training supports female entrepreneurs in developing countries by helping them to overcome the uncertainty involved in entrepreneurial actions. Chapter 6 summarizes the overall findings and illustrates the theoretical and practical implications that result from this dissertation. In sum, this dissertation makes a contribution to the better understanding of personal initiative training and its effects on entrepreneurship in developing countries and thereby helps to create effective interventions to combat poverty in developing countries.
Various researchers have been hypothesizing on and agreeing that, in negotiations, resources play a fundamental role in parties' behaviors and outcomes. Paradoxically, empirical findings that provide insights into the effects of resources are scarce. The current research seeks to shed light on the overwhelming consensus that resources may shape negotiations. Specifically, in a series of four original research articles, we systematically examine the overarching question of how tangible and even intangible resources affect parties' attitudes, behaviors, and outcomes. Resources in negotiations can be characterized as all the tangible and intangible aspects of the negotiation that are related to the negotiators' interests. Thus, the central activity of the bargaining relationship is the allocation of tangible resources, while intangibles are simultaneously involved. Consistent with this basic idea, we assume that whether parties focus on catching hold of obtaining their adversaries' tangible resources or on losing grip of their own tangibles impacts their concession behavior and outcomes. Parties with a focus on losing their own tangible resources should experience more loss aversion, concede less, and should achieve better outcomes than parties who focus on catching hold of obtaining their counterpart's tangibles. It follows that what should be essential in the ongoing negotiation process should apply to the first move at the bargaining table as well. When first-movers lead responders to focus on catching hold of tangible resources, the well-documented anchoring effect should occur, benefitting the first-mover. Contrarily, when the first-mover induces a focus on the resource the responder is about to lose, responders should be motivated to adjust their counterproposal far away from the opening anchor. Responders' motivation to adjust should leverage the anchoring effect in negotiations. Further, we outline the very special role of money in negotiations, that is perceived as likely the most important tangible resource. Ultimately, we address the important role of intangible resources, in addition to that of tangible resources, and suggest that the intangible resource of professional experience is related to the negotiator´s attitudes towards unethical bargaining tactics. Overall, the findings of these research projects suggest that not only tangible but also intangible resources do in fact have the fundamental impact on negotiators' behavior and outcomes that has been hypothesized for a long time. Parties who focus on losing grip of their own tangible resources concede less and are better off at the end of the negotiations than parties who focus on catching hold of their counterparts' resources. The researchers report evidence for this basic finding, from the first move at the bargaining table to the final agreement. Their findings help to better understand the key role of money in negotiations and to highlight the "mythical" components of this legendary resource. In addition to the findings on tangible resources, the study reveals a strong negative relationship between negotiators' intangible resource of professional experience and their tendency to endorse unethical bargaining tactics. The research work concludes that losing tangible resources and keeping sight of intangible resources may have profound effects on parties' negotiation attitudes, behaviors, and outcomes.
Derivatives are contracts between two parties, a buyer and a seller. The contract will be fulfilled in some point in the future at a predetermined price. The value of those contracts is based on an underlying entity which can be a traded asset or even the weather. Derivatives contain chances, but also risks, investor should be aware off. This thesis aims to deeply analyze two derivative products in the German market and one risk for each which influences the prices of those products. The first part of this thesis focuses on warrants and the issuer's credit risk involved. It finds evidence that the issuer's credit risk influences the connection between warrant characteristic and its prices. Over time this connection is unstable partly driven by the issuer's credit risk. The second paper of this thesis shows that issuers seem to use their credit risk systematically to influence warrant prices. Evidence is found that the changes in credit risk are not fully included in the prices directly, but that the adjustment to the new level of credit risk takes several days. In addition, the issuer's adjustment to changes in credit risk are different for credit risk increases than for credit risk decreases. Especially after financial crisis, in more stable times, evidence is found for such adverse pricing pattern. The third part of the thesis focuses on energy derivatives traded at the Europe Energy Exchange and analyses the influence of weather parameters on energy derivatives with different load profiles and time horizons. This part of the thesis finds that especially wind speed and sun hours have a strong influence on energy derivatives. However, not all products are influenced in the same manner. Products with a longer time horizon are influenced less than the product with a short horizon. Moreover, products comprising hours of the day where energy consumption is expected to be higher are influenced stronger than products comprising hours of a day with lower time consumption. The thesis shows that derivatives are not alike and that it is needed for future research to differentiate between products and the risks which are involved. Since even though we classify them all as derivatives the risks influencing the derivative´s prices do vary tremendously.
Wood-pastures have been present in Europe for thousands of years. This form of grazed landscape, combining herbaceous vegetation with trees and shrubs, has often co-evolved with its human users into complex social-ecological systems (SES). Wood-pastures are associated with high cultural and biodiversity values and are an example of the sustainable use of resources. However, due to their often relatively labour-intensive management and low productivity, large areas of wood-pastures have been lost over the last century. The loss of these areas means not only the loss of biodiversity on both local and landscape scales, but also the loss of traditional farming and cultural heritage in some regions. Across the European Union, wood-pastures are facing different problems and are embedded in different social systems and ecological environments. Yet they are all affected by global change and common European policies. To understand the challenges for wood-pastures in a changing world, a holistic approach combining different disciplines is needed. This dissertation therefore is analyzing wood-pastures across Europe as a Social-ecological System, combining ecology and social science with the aim to identify the barriers and drivers for wood-pastures persistence into the future.
In der Forschungsarbeit wird ein Rahmenmodell von Kompetenzen nachhaltigkeitsorientierter Verwaltungsführung in Kommunen und ihrer Förderung entwickelt und beschrieben. Methodische Grundlage hierfür bilden eine systematische Literaturrecherche sowie 25 qualitative, leitfadengestützte Interviews mit 13 verwaltungsexternen und 12 verwaltungsinternen Experten aus drei Fallstädten (Freiburg, Wernigerode, Ludwigsburg). Übergeordnetes Ziel des Modells ist der Auf- bzw. Ausbau nachhaltigkeitsorientierter Prozesse in Kommunalverwaltungen, um nachhaltige Entwicklung auf lokaler Ebene insgesamt zu fördern. Aufbauend auf dem Managementmodell Mintzbergs und drei Sustainable-Leadership-Modellen werden hierfür nachhaltigkeitsorientierte Handlungsbereiche von Oberbürgermeistern, Beigeordneten und Fach- bzw. Amtsleitungen im Verwaltungsalltag aufgezeigt. Ob bzw. inwieweit diese Handlungsmöglichkeiten genutzt werden, hängt unter anderem von der Ausprägung zentraler Kompetenzen nachhaltigkeitsorientierter kommunaler Verwaltungsführung ab. Diese werden u. a. basierend auf Ansätzen von Nachhaltigkeitskompetenzen für Führungspersonen aus der Privatwirtschaft herausgearbeitet. Ferner werden Förderungsmöglichkeiten solcher Kompetenzen in Aus- und Fortbildung sowie in der Organisationsentwicklung und im kommunalen Personalmanagement hergeleitet und beschrieben. Potentielle konkrete Förderungsmethoden werden ebenfalls untersucht.
Online advertising has become one of the most important dimension of corporate communications. In recent years, a new form of advertising on the Internet has emerged: real-time advertising. Among others, it allows companies to identify potential customers and target them with respect to their interests. In this way, real-time advertising can increase advertising effectiveness and it could, at the same time, improve user experience. With the emerge of this new form of advertising, statistical models have become even more important because they are now being increasingly used to predict online user behavior. The articles included in this dissertation analyze user-level clickstream data generated during multi-channel advertising campaigns (including TV advertising) and during real-time auctions. The goal of the analyses conducted here is to better understand advertising effects and to support decision-making in this context. Most of the analyses are based on Bayesian models. These models allow for a very flexible structure, which enables researchers to model, for instance, heterogeneity across different types of users or non-linear parameters such as users´ reaction times and exponential decay of advertising effects. In addition, these models allow for the inclusion of prior knowledge of parameter distributions, and, therefore, they are well suited for iterative analyses based on clickstream data. Bayesian models can be evaluated in different ways. Instead of only relying on statistical metrics, the articles included in this dissertation aim to estimate the economic value of these models based on their predictive performance. Although this measure can only approximate their true economic value, this approach can be used to compare and evaluate different models and to illustrate the impact of predictive analyses for companies in the context of big data. This dissertation contributes to both information systems research and marketing research and has many managerial implications. First, a process is developed to determine optimal sample sizes representing the best balance between computational costs and predictive accuracy in e-commerce in particular and big data contexts in general. In practice, this process can be used to reduce infrastructure and computational costs. Second, the articles included here describe models that can be used to measure the impact of television ads on users' online shopping behavior. The models can provide insights concerning the effectiveness of individual television ads, the interactions between different advertising channels and the difference in user behavior of TV-induced customers and their non-TV-induced counterparts. Thereby, the models could support decision-making with respect to future advertising campaigns and targeting. Third, the articles describe several possibilities to extend and improve decision support systems currently used in e-commerce and marketing. These improvements enable practitioners to predict users´ interests for arbitrary products and services by using corresponding websites as dependent variables. This approach can be used to improve the effectiveness of real-time advertising campaigns, especially those intended to raise brand awareness among customers.