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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.
Internet- and mobile technologies are increasingly used to deliver mental health care. E-Mental Health is promising for the prevention and treatment of mental disorders. However, while E-Mental Health was shown to be an effective treatment tool, fewer studies investigated the prevention of mental health problems with E-Mental Health approaches. In a series of three studies, this dissertation examines internet- and mobile-based approaches for the early monitoring and supporting of mental health. First, a pilot study investigates the use of smartphone data as collected by daily self-reports and sensor information for the self-monitoring of bipolar disorder symptoms. It was found that some, but not all smartphone measurements predicted clinical symptoms of mania and depression, indicating that smartphones could be used as an earlywarning system for patients with bipolar disorder. Second, a randomized controlled trial evaluates the effectiveness of an internet-based intervention among persons with depression and sickness absence. The intervention was found to be effective in reducing depressive symptoms compared to a control group, suggesting that the internet can provide effective support for people with sickness absence due to depression. Third, a study protocol proposes to combine self-monitoring with a mobile intervention to support mental health in daily life. Supportive self-monitoring will be evaluated in a fully mobile randomized controlled trial among a sample of smartphone users with psychological distress. If supportive self-monitoring on the basis of a smartphone application is effective, it could be widely distributed to monitor and support mental health on a population level. Finally, the contribution of the presented studies to current research topics in E-Mental Health is discussed.
Gegenstand des Forschungsvorhabens ist das künstlerische Werk von Isa Genzken (geb. 1948). Untersucht werden rezeptionsästhetische Formen des frühen, architektonischen Werkes sowie jüngster, figürlicher Arbeiten. Charakteristisch für das Gesamtwerk der Künstlerin ist ein formaler Bezug zur künstlerischen Praxis der Minimal Art. Zugleich verwendet die Künstlerin Formen und Motive, die über das individuelle und das kollektive Wissen des Betrachters entschlüsselbar sind. Vor allem in den jüngsten Skulpturen und Installationen lässt sich eine konsequente Entwicklung von einer formalistischen Formensprache hin zu einer medienhybriden, installativen Arbeitstechnik unter Verwendung auch figürlicher Bildelemente feststellen. Ziel der Dissertation ist es zu begründen, inwiefern die unterschiedlichen Lesarten, die sich aus diesem Spannungsverhältnis ergeben, der in der Kunsttheorie der Moderne gängigen Unterscheidung von "literaler" und "illusionistischer" Kunst widersprechen, die anlässlich des gesteigerten Literalsinns der Minimal Art aufgestellt wurde.
Research on motivational and cognitive processes in entrepreneurship has commonly relied on a static approach, investigating entrepreneurs' motivation and cognition at only one point in time. However, entrepreneurs' motivation and cognition are dynamic processes that considerably change over time. The goal of this dissertation is thus to adopt a dynamic perspective on motivational and cognitive processes in entrepreneurship. In three different chapters, the work examines dynamic changes in the level and impact of three different processes, i.e., creativity, entrepreneurial passion, and opportunity identification. In Chapter 2, the thesis develops a theoretical model on the alternating role of creativity in the course of the entrepreneurial process. The model emphasizes that the effects of two components underlying creativity, i.e., divergent and convergent thinking, considerably change both in magnitude and in direction throughout the entrepreneurial process. In Chapter 3, the author establishs and empirically tests a theoretical model on entrepreneurial passion. The theoretical analysis and empirical results show that the relationships between feelings of entrepreneurial passion, entrepreneurial self-efficacy, and entrepreneurial success are dynamic and reciprocal rather than static and unidirectional. In Chapter 4, the author develops and tests a theoretical model on the effect of entrepreneurship training on opportunity identification over time. The theoretical and empirical investigation indicates that entrepreneurship training effects systematically decay over time and that action planning and entrepreneurial action sustain the effects in the long term.
A solid knowledge about nature is essential to understand the consequences of biodiversity loss, the limitation of natural resources and the need for a sustainable development. Inspired by these challenges, the researcher investigated in her dissertation seed predation, an important ecosystem function, as part of citizen science project. As seed predation has only rarely been investigated along urban-rural gradients and to integrate the question if the background (urban vs. rural) of primary school children affects their environmental knowledge, she selected study sites in and around Lüneburg and Hamburg, in Northern Germany. In her ecological experiments, it was found that slugs are important seed predators that independently of urbanization predated about 30% of all seeds in the anthropogenically used landscapes investigated. Also, for the first time, primary school children could be integrated in a citizen science approach into this research and it could be shown that even seven year old children can record data as reliable as a scientist. Finally, the researcher investigated the native species knowledge from the children taking part as citizen scientists in her research, considering possible differences due to their urban or rural background. Contrary to her expectation, the urban or rural background had no significant effect on the species knowledge. However, the work provides a good foundation to transfer the approach of introducing a basic foundation of a taxonomical species concept in primary school to foster further understanding on biodiversity and ecosystem functions.
This thesis aims at contributing to the better understanding of the roles of international and domestic institutional and governance patterns for corporate sustainability practices. By combining governance and new institutionalism approaches it bridges the gap between the close look at specific corporate sustainability (CS) policies and the broader view on institutional frameworks. The qualitative comparative approach aims to provide deeper insights on the implementation of different governance schemes by transnational corporations ((TNC). Finally, the conclusions might allow for the development of a) recommendations for the balancing of TNCs' CS management between global and domestic requirements, and b) policy recommendations in the field of CS governance. The overarching research question is as follows: What role do national governance patterns play in comparison to global governance practices in shaping the corporate sustainability (CS) management of transnational corporations (TNCs)? In order to further operationalize this research objective, it is structured into three subquestions: (1) What are relevant institutional factors and global governance patterns for corporate sustainability/ Corporate Social Responsibility (CSR)? (2) What are relevant institutional factors and national governance patterns for corporate sustainability/CSR in Germany, the US, and India? (3) How do these national and global governance patterns influence TNCs' CS management? The first two questions aim at tracing the institutional framework and governance patterns at both national and international levels by identifying norms, stakeholder expectations, prevalent modes of governance and actors involved in governance processes. On this basis, the third question targets TNCs' reaction to internationally varying governance patterns. Here, it is of main interest how relevant governance instruments are perceived by business actors and to which extent their sustainability management at the companies' headquarters and subsidiaries reflect global and national institutional and governance patterns. In order to answer these questions, literature research and a structured qualitative analysis have been conducted. The concepts of CS and CSR build the basis to analyze how TNCs and their subsidiaries manage their social and ecological corporate responsibilities. Against this conceptual background, the research question is approached empirically by the means of an international comparison. Three institutionally highly diverse countries were chosen: Germany, India and the US. India, an emerging market economy, was included to increase the diversity of the sample and to close the research gap indicated above. In order to identify the differences in governance for CS in these three countries, document analyses and 42 guideline-based interviews with experts from governments, NGOs, trade unions and trade associations were carried out. At the same time, global governance instruments for corporate sustainability – which are already relatively well researched - were identified by analyzing the relevant secondary literature. In a second step, in order to explore how TNCs strategically deal with the multitude of different governance approaches at their headquarters and subsidiaries, three case studies of Germany-headquartered transnational corporations in the chemical and engineering industries (Siemens, BASF and Bayer) have been conducted.