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Auction format and auction sequence in multi‐item multi‐unit auctions : an experimental study
(2017)
We experimentally study the effect of auction format (sealed‐bid versus closed clock versus open clock) and auction sequence (simultaneous versus sequential) on bidding behaviour and auction outcomes in auctions of multiple related multi‐unit items. Prominent field applications are the sale of emission permits, fishing rights, and electricity. We find that, when auctioning simultaneously, clock auctions outperform sealed‐bid auctions in terms of efficiency and revenues. This advantage disappears when the items are auctioned sequentially. In addition, auctioning sequentially has positive effects on total revenues across all auction formats, resulting from fiercer competition on the item auctioned first.
In early 2013, Mitfahrgelegenheit, the market leader in the German ridesharing sector, introduced transaction fees for booking rides. As a consequence, users flocked to competitors and Mitfahrgelegenheit began to struggle. In 2015, Mitfahrgelegenheit was acquired by the new market leader BlaBlaCar. In 2016, despite the cautionary tale of Mitfahrgelegenheit, BlaBlaCar began efforts to monetize its services by introducing an obligatory booking system and charging transaction fees. This paper presents a comparative case study of these platforms. It investigates how BlaBlaCar has developed a mobile business that allows monetization of peer-to-peer ridesharing and how this approach compares to the historical precedent. Against this background and the extant theory regarding multi-sided platforms, network effects, pricing, and incrementalism, a novel monetization strategy is identified. The piecemeal monetization strategy can increase the likelihood of sustainable monetization by impeding user defection after the introduction of transaction fees.
Hybrid transformational leadership : insights and best practices from leaders at Microsoft (Part 1)
(2024)
The COVID-19 pandemic had a significant impact on organizations, economies, and the workplace. The pandemic forced employees to work remotely, and by 2020, around 17.4% of the global workforce was working from home (ILO, 2022). As we move forward, 57% of remote workers are considering a hybrid work model. This is indicating a trend towards hybrid arrangements, as it provides employees with the flexibility to carry out their job responsibilities in diverse settings and offers more flexibility and improved quality of life (Iqbal et al., 2021). As technology continues to evolve and workforces continuously become more hybrid, a new approach has emerged: hybrid transformational leadership.
KI basierte Verhandlungsroboter im B2B-Bereich : Einfluss, Status quo und Zukunftsperspektiven
(2024)
In den letzten Jahren wurden bedeutende Fortschritte im Bereich automatisierter Verhandlungen durch KI-basierte Chatbots erzielt. Die durchgeführte Studie untersucht Voraussetzungen und Einsatzmöglichkeiten, Potenziale und Grenzen dieser Technologie sowie die Auswirkungen der Nutzung von Verhandlungsbots auf die Rolle von Vertriebsmitarbeitenden. Dabei werden sowohl die Chancen als auch die potenziellen Risiken beleuchtet, die mit der Automatisierung von Verhandlungsprozessen und der Anpassung an veränderte Kommunikationspräferenzen der Kundschaft einhergehen.
Eine Besonderheit des Sportmarketings ist die Heterogenität der Interessensgruppen, die eine moderne Sportorganisation umgeben. Sportvereine müssen eine Vielzahl von Kundengruppen zufriedenstellen und den unterschiedlichsten Kundenwünschen entsprechen. Das wird allein schon am Beispiel von Stadionbesuchern deutlich: die Stehplatz-Fans in der Kurve müssen anders angesprochen werden als der VIP-Gast im Hospitality-Bereich. Dazu kommen noch die Wünsche der Sponsoren, der Medien sowie die Interessen von weiteren externen Anspruchsgruppen und nicht zuletzt die Bedürfnisse der eigenen Mitarbeiter.
Customer-Success-Management revolutioniert das B2B-Geschäftsbeziehungsmanagement. Der empirische praxisorientierte Beitrag untersucht, wie die Umsetzung von Customer-Success-Management als eine unternehmensweite Initiative gefördert werden kann, um Kunden zu erfolgreichen, langfristigen Nutzern zu entwickeln. Die Ergebnisse zeigen, dass eine erfolgreiche Umsetzung von Customer-Success-Management insbesondere von fünf Qualitätsdimensionen abhängig ist, die es im Anbieterunternehmen zu optimieren gilt.
A typology of challenges in the context of robotic process automation implementation projects
(2024)
Purpose – In recent years, the robotic process automation (RPA) technology has increasingly been used to automate business processes. While a lot of research has been published on the potential and benefits of the technology, only a few studies have conducted research on challenges related to RPA adoption. Hence, this study aims to identify and discuss challenges related to RPA implementation projects.
Design/methodology/approach – Following an inductive methodology, interviews have been conducted with consultants who were involved in multiple RPA implementation projects. Hence, their extensive experience and views contribute to a detailed and in-depth understanding of the phenomena under research.
Findings – The results suggest that there are various process-related, technical, resource-related, psychological and coordinative challenges that must be considered when conducting an RPA implementation project.
Originality/value – This paper contributes to knowledge by presenting a new typology of challenges, as well as providing an in-depth discussion of the individual challenges that organizations face.
Innovations can substantially contribute to the transformation toward sustainability if they induce a positive social and/or environmental impact. Such sustainable innovations differ considerably from conventional, purely economic innovations. The main difference stems from the different knowledge bases necessary for the development of these innovations. These knowledge bases are widely dispersed across different actors from business, academia, government, and civil society. Following the innovation system approach, we look at actor constellations, linkages between actors, and knowledge flows within networks that generate sustainable innovations. For this purpose, we conduct a systematic literature review, focusing on the concept of proximity and its five dimensions (geographical, cognitive, institutional, organizational, and social proximity). The results show that all proximity dimensions, as well as the interdependencies between them, are relevant for analyzing knowledge flows leading to sustainable innovations. The interplay of the different proximity dimensions can be described via two mechanisms, one being reinforcement and the other one being either substitution or overlap. We conclude that for the occurrence of radical, systemic innovations, which have the potential of altering the prevailing socio‐economic paradigm toward greater sustainability, a combination of low cognitive and low (micro‐) institutional proximity combined with high organizational, social, or geographical proximity, appears particularly conducive.
Rare but extreme events, such as pandemics, terror attacks, and stock market collapses, pose a risk that could undermine cooperation in societies and groups. We extend the public goods game (PGG) to investigate the relationship between rare but extreme external risks and cooperation in a laboratory experiment. By incorporating risk as an external random variable in the PGG, independent of the participants’ contributions, we preserve the economic equilibrium of non-cooperation in the original game. Furthermore, we examine whether cooperation can be restored by the relatively simple intervention of informing about countermeasures while keeping the actual risk constant. Our experimental results reveal that on average extreme risks indeed decrease contributions by about 20%; however, countermeasure information increases contributions by about 10%. Specifically, in the first interactions, cooperation levels can even reach those observed in the riskless baseline. Our results suggest that countermeasure information could help reinforce social cohesion and resilience in the face of rare but extreme risks.
