The KLU faculty, post-docs, and PhD candidates regularly publish the results of their research in scientific journals. You will find a complete overview of all KLU publications below (e.g. articles in peer-reviewed journals, professional journals, books, working papers, and conference proceedings). Search for relevant terms and keywords, or filter the list by name, year of publication or type of publication. The references include DOIs and abstracts where available, and you can download them to your own reference database or platform. We regularly update the database with new publications.
Journal Articles (Peer-Reviewed)
Gläser, Daniel, Suzanne van Gils and Niels Van Quaquebeke (In press):Pay-for-performance and interpersonal deviance: Competitiveness as the match that lights the fire, Journal of Personnel Psychology.
Abstract: Many organizations use Pay-for-Performance (PfP) programs in order to fuel employee motivation and performance. In the present article, we argue that PfP may also increase employees’ interpersonal deviance (i.e., active harming behavior towards co- workers) because it might induce social comparison and competition. In order to uncover the underlying process, we further argue that this effect should be particularly pronounced for employees who are high in individual competitiveness, i.e., employees who have a strong desire for interpersonal comparison and aspire to be better than others. A cross-sectional field study (N=250) and two experiments (N=92; N=192) provide support for our interaction hypothesis. We discuss the theoretical implications regarding PfP and competitiveness, and offer suggestions concerning the practical implementation of PfP.
van Gils, Suzanne, Michael A. Hogg, Niels Van Quaquebeke and Daan van Knippenberg (In Press):When Organizational Identification Elicits Moral Decision-Making: A Matter of the Right Climate, Journal of Business Ethics.
Abstract: To advance current knowledge on ethical decision-making in organizations, we integrate two perspectives that have thus far developed independently: the organizational identification perspective and the ethical climate perspective. We illustrate the interaction between these perspectives in two studies (Study 1, N = 144, US sample; and Study 2, N = 356, UK sample), in which we presented participants with moral business dilemmas. Specifically, we found that organizational identification increased moral decision-making only when the organization’s climate was perceived to be ethical. In addition, we disentangle this effect in Study 2 from participants’ moral identity. We argue that the interactive influence of organizational identification and ethical climate, rather than the independent influence of either of these perspectives, is crucial for understanding moral decision-making in organizations.
Meyners, Jannik, Christian Barrot, Jan U. Becker and Anand Bodapati (In press):Reward-scrounging in customer referral programs, International Journal of Research in Marketing.
Ullrich, Kristoph and Sandra Transchel (In press):Demand-Supply Mismatches and Stock Market Performance: A Retailing Perspective, Production and Operations Management.
Minner, Stefan and Sandra Transchel (In press):Order variability in perishable product supply chains, European Journal of Operational Research.
Abstract: Abstract Empirical research has shown that the degree of order variability in supply chains is significantly influenced by product- and industry-specific factors. This paper analyzes the impact of perishability on order variability and the bullwhip effect in supply chains. We decompose the ordering process of a retailer into a sales and an outdating process and quantify their short- and long-term variability and correlation. We find differences to non-perishable product supply chains driven by the impact of the inventory depletion policy, stock-out management, and retailers service level requirement. These three factors significantly affect the retailer’s order variability and thus the decision making process and the profitability of the upstream supply stage. For the majority of instances, the perishable nature of a product results in the ordering process having a lower variability than the demand process. Only when inventory depletion is dominated by last-in-first-out in high service level environments, variability amplification can be observed. We propose a dynamic ordering policy for the upstream supply stage, taking into account negative correlation of retailer orders between periods. This dynamic policy may lead to substantial performance improvements. In a sensitivity analysis, we investigate the impact of shelf life, lead time and demand correlation.
Wiemer, Anita, Christina Mölders, Sebastian Fischer, Wolfram Kawohl and Wulf Rössler (In press):Effectiveness of Medical Rehabilitation on Return-to-Work Depends on the Interplay of Occupation Characteristics and Disease, Journal of occupational rehabilitation.
Abstract: Introduction Work disability causes high costs for economy, organizations, and employees. However, medical rehabilitation does not always enable employees to return to their old jobs. In the present study, we investigated how disease classification and work characteristics interact in predicting the success of medical rehabilitation in terms of one's ability to return to a former job. Methods To this end, we matched 2009 patient data from the German Statutory Pension Insurance agency with job characteristics data from the Occupational Information Network (O*NET) 17.0 database. We used a multilevel approach and a sample of N = 72,029, nested in 194 occupational groups. Results We found that workers are less likely to reenter a former job if mental illnesses coincide with emotionally demanding labor and if musculoskeletal diseases coincide with extreme environmental conditions. We did not find different effects between occupational groups for other types of diseases (circulatory system, neoplasms, injuries, others). Conclusion Thus, the contextual overlap of disease and occupational characteristics notably lowers the chances of a successful return-to-work. These findings should be taken into account by physicians when attempting to set realistic goals for rehabilitation in collaboration with the patient and the funding agency.
Köhler, Christine, Murali K. Mantrala, Sönke Albers and Vamsi K. Kanuri (In press):A Meta-Analysis of Marketing Communication Carryover Effects, Journal of Marketing Research.
Transchel, Sandra (In press):Inventory Management Under Price-Based and Stockout-Based Substitution, European Journal of Operational Research.
Schuh, Sebastian C., Niels Van Quaquebeke, Natalija Keck, Anja S. Göritz, Katherine Xin and David De Cremer (In press):Does it take more than ideals? How counter-ideal value congruence shapes employees' trust in the organization, Journal of Business Ethics.
Abstract: Research on value congruence rests on the assumption that values denote desirable behaviors and ideals that employees and organizations strive to approach. In the present study, we develop and test the argument that a more complete understanding of value congruence can be achieved by considering a second type of congruence based on employees’ and organizations’ counter-ideal values (i.e., what both seek to avoid). We examined this proposition in a time-lagged study of 672 employees from various occupational and organizational backgrounds. We used difference scores as well as polynomial regression and response surface analyses to test our hypotheses. Consistent with our hypotheses, results reveal that counter-ideal value congruence has unique relations to employees’ trust in the organization that go beyond the effects of ideal value congruence. We discuss theoretical and practical implications of this expanded perspective on value congruence.
Goel, Asvin and Stefan Irnich (In press):An Exact Method for Vehicle Routing and Truck Driver Scheduling Problems, Transportation Science.
Abstract: In most developed countries working hours of truck drivers are constrained by hours of service regulations. When optimizing vehicle routes, trucking companies must consider these constraints to assure that drivers can comply with the regulations. This paper studies the combined vehicle routing and truck driver scheduling problem (VRTDSP), which generalizes the well-known vehicle routing problem with time windows by considering working hour constraints. A branch-and-price algorithm for solving the VRTDSP is presented. This is the first algorithm that solves the VRTDSP to proven optimality.
Hoberg, Kai, Margarita Protopappa-Sieke and Sebastian Steinker (In press):How do Financial Constraints and Financing Costs Affect Inventories? An Empirical Supply Chain Perspective, International Journal of Physical Distribution & Logistics Management.
Besiou, Maria and Luk N. Van Wassenhove (In press):Closed-Loop Supply Chains for Photovoltaic Panels: A Case-Based Approach, Journal of Industrial Ecology.
Abstract: Photovoltaic (PV) waste is expected to significantly increase. However, legislation on producer responsibility for the collection and recovery of PV panels is limited to the European Union (EU) Waste Electrical and Electronic Equipment Directive Recast, which lays down design, collection, and recovery measures. Academic knowledge of closed-loop supply chains (CLSCs) for PV panels is scarce. We analyze the supply chain using multiple cases involving the main stakeholders in the design, production, collection, and recovery of PV panels. Our article answers two research questions: How does the PV supply chain operate, and what are critical factors affecting the reverse supply chain management of used panels? Our research seeks to fill the gap in the CLSC literature on PV panels, as well as to identify barriers and enablers for PV panel design, collection, and recycling.
Inderfurth, Karl, Ian M. Langella, Sandra Transchel and Stephanie Vogelgesang (In press):A heuristic solution method for disassemble-to-order problems with binomial disassembly yields, International Journal of Production Economics.
Tröster, Christian, Niels Van Quaquebeke and Karl Aquino (In press):Worse than others but better than before: Integrating social and temporal comparison perspectives to explain executive turnover via pay standing and pay growth, Human Resource Management.
Abstract: Organizations often pay greater salaries to higher-ranking executives compared to lower-ranking executives. While this method can be useful for retaining those at the organization’s apex, it may also incline executives at the bottom of the pay pyramid to see themselves at a disadvantage and thus exit the firm. Naturally, organizations often want to retain some of their lower-paid, but highly valuable executives; the question, then, is how organizations can reduce the turnover of lower-ranking executives. By integrating social with temporal comparison theory, we argue that, when executives earn relatively less than their peers, more pay growth (i.e., individual pay increases over time) leads to less turnover. By the same token, we also argue that pay growth is unrelated to the turnover of executives who already earn substantially more than their peers. The results of our analysis, which covered almost 20 years of objective data on a large sample of U.S. top executives, provide support for our theory.
Steinker, Sebastian, Kai Hoberg and Ulrich W. Thonemann (In press):The Value of Weather Information for E-Commerce Operations, Production and Operations Management.
Van Quaquebeke, Niels and Will Felps (In press):Respectful inquiry: A motivational account of leading through asking question and listening, Academy of Management Review.
Abstract: Practitioners repeatedly note that the everyday behavior of asking followers open questions and attentively listening to their responses is a powerful leadership technique. Yet, despite such popularity, these practices are currently under-theorized. Addressing this gap, we formally define the behavioral configuration of asking open questions combined with attentive listening as “Respectful Inquiry”, and then draw on Self-Determination Theory to provide a motivational account of its antecedents, consequences, and moderators within a leader-follower relationship. Specifically, we argue that Respectful Inquiry principally satisfies followers' basic psychological needs for competence, relatedness, and autonomy. Against this background, we highlight ironic contexts where Respectful Inquiry is likely to be especially rare, but would also be especially valuable. These ironic contexts include situations where interpersonal power difference, time pressure, physical distance, cognitive load, follower dissatisfaction, or organizational control focus are high. We additionally outline how the effect of Respectful Inquiry behaviors critically hinges upon the interaction history a follower has with a leader. More generally, we make the suggestion that the leadership field would benefit from complementing its traditional focus on “gestalt” leadership styles with research on concrete and narrow communicative behaviors, such as Respectful Inquiry.
Reh, Susan, Niels Van Quaquebeke and Steffen R. Giessner (In press):The aura of charisma: A review on the embodiment perspective as signaling, The Leadership Quarterly.
Abstract: Charismatic leaders have consistently been shown to affect followers’ performance, motivation, and satisfaction. Yet, what precisely constitutes charisma still remains somewhat enigmatic. So far, research has mainly focused on leader traits, leader behaviors, or the leader follower- relationship, and the subsequent consequences of each on followers’ self-concepts. All of these approaches share the notion that leader charisma depends on an explicit interaction between leader and follower. With the present review paper, we extend extant theorizing by arguing that charisma is additionally informed by embodied signals that flow directly from either the leader or the immediate environment. We introduce the embodiment perspective on human perception and describe its utility for theoretically understanding the charismatic effect. Correspondingly, we review studies that show which concrete embodied cues can support the charismatic effect. Finally, we discuss the variety of new theoretical and practical implications that arise from this research and how they can complement existing approaches to charismatic leadership.
Hoberg, Kai, Florian Badorf and Lars Lapp (In press):The Inverse Hockey Stick Effect: An Empirical Investigation of the Fiscal Calendar's Impact on Firm Inventories, International Journal of Production Research.
Christensen, Björn and Alexander Himme (In press):Improving Environmental Management Accounting: How to Use Statistics to Better Determine Energy Consumption, Journal of Management Control.
Flöthmann, Christoph and Kai Hoberg (In press):Career Patterns of Supply Chain Executives: An Optimal Matching Analysis, Journal of Business Logistics.
Pinçe, Çerağ, Mark Ferguson and L. Beril Toktay (In press):Extracting Maximum Value from Consumer Returns: Allocating between Remarketing and Refurbishing for Warranty Claims, Manufacturing & Service Operations Management.
Sodhi, ManMohan S. and E. Yatskovskaya (In press):Measuring and ranking companies’ sustainable water use by using formative indicators, International Journal of Productivity & Performance Management.
Fischer, Marc and Alexander Himme (2017):The Financial Brand Value Chain: How Brand Investments Contribute to the Financial Health of Firms, International Journal of Research in Marketing, 34(1): 137-153.
Abstract: Marketing and finance executives follow different objectives and focus on different stakeholder groups. Marketers want to create sales impact. Finance executives are concerned about the financial health of the firm. As a result, both worlds tend to be rather disconnected in their daily business. We argue that this does not reflect the dynamics of the firm where important marketing and financial metrics in fact interact. As long as marketing and finance officers do not fully appreciate the interplay of their key metrics, their decisions are likely to be suboptimal.This article proposes a simultaneous equation model that reflects the interaction of marketing and finance-domain variables in the value creation process. We focus on brand-building activities and the attraction of capital as major tasks of marketing and finance officers. Our model shows how advertising and other investments increase customer-based brand equity (CBBE) that in turn impacts financial leverage and credit spread and ultimately elevates the level of financial resources.Based on a broad sample of 155 firms covering various B2C industries, we test for the empirical relevance of our model. We also assess the practical significance of our results by transforming them into elasticities. Our results suggest that marketing and finance executives need to consider the dynamic interaction of their decision and performance variables to fully evaluate the effects of their decisions on the firm's financial health.
Mölders, Christina, Niels Van Quaquebeke and Maria P. Paladino (2017):Consequences of Politicians’ Disrespectful Communication Depend on Social Judgment Dimensions and Voters’ Moral Identity, Political Psychology, 38(1): 119-135.
Abstract: The present study investigates the consequences of respectful versus disrespectful communication in political debates on voters’ social judgments and voting decisions. Reconciling previously mixed results, we argue that the consequences of disrespect vary with the judgment dimension (communion vs. agency) and voters’ moral identity. An initial study (N = 197) finds that a political candidate's disrespect towards his or her opponent affects voting decision through voting intention. A second study (N = 327) shows that disrespect influences voting intention through communion but not through agency ratings. Qualifying the previous finding, a third study (N = 329) shows that both communion and agency judgments act as mediators, but in different ways depending on the level of moral identity. Overall, communion judgments played a more prominent part in explaining the consequences of disrespectful communication. Our findings thus present a nuanced picture of respect and disrespect in political communication and shed light on their ramifications.
Heuer, Justus, Christoph Merkle and Martin Weber (2017):Fooled by Randomness: Investor Perception of Fund Manager Skill, Review of Finance, 21(2): 605-635.
Abstract: Return-chasing investors almost exclusively consider top-performing funds for their investment decisions. When drawing conclusions about the managerial skill of these top performers, they tend to neglect fund volatility and the cross-sectional information contained in the number of funds and the distribution of skill. In multiple surveys of sophisticated retail investors, we show that they do not fully understand the role of chance in experimental samples of fund populations. Respondents evaluate each fund in isolation and do not sufficiently account for fund volatility. They confuse risk taking with manager skill and are thus likely to over-allocate capital to lucky past winners.