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)
Becker, Jan U., Michel Clement and Marcus Nöth (2016): Start-ups, incumbents, and the effects of takeover competition, Journal of Business Research, 69 (12): 5925-5933.
Abstract: Recent acquisitions involving Tumblr and Instagram have demonstrated that the takeover of an unlisted start-up company can offer enormous financial benefits to its (former) stakeholders. Considering the multimillion-dollar amounts paid for start-ups with no existing and highly uncertain future revenues, we investigate the process and outcome of negotiation dynamics in the context of takeovers. In a series of experiments, we show that even with a low level of uncertainty about a start-up's value and its financial resources, start-ups can influence bidders' behavior and consequently the start-ups' valuation. The results indicate that incumbents' bidding behavior is driven by the perceived threat level with respect to the start-up's business activities as well as by the uncertainty with respect to other incumbents' bidding behavior—drivers that are subject to activities by the start-ups' management. Interestingly, the effect even exists if incumbents clearly know that initiating a bidding process will very likely lead to losses.
Schuh, Sebastian C., Niels Van Quaquebeke, Anja S. Göritz, Katherine Xin, David De Cremer and Rolf van Dick (2016): Mixed feelings, mixed blessing? How ambivalence in organizational identification relates to employees’ regulatory focus and citizenship behaviors., Human Relations, 69 (12): 2224-2249.
Abstract: Recent conceptual work suggests that the sense of identity that employees develop vis-vis their organization goes beyond the traditional notion of organizational identification and can also involve conflicting impulses represented by ambivalent identification. In this study, we seek to advance this perspective on identification by proposing and empirically examining important antecedents and consequences. In line with our hypotheses, an experimental study (N = 199 employees) shows that organizational identification and ambivalent identification interactively influence employees’ willingness to engage in organizational citizenship behavior. The effect of organizational identification on organizational citizenship behavior is significantly reduced when employees experience ambivalent identification. A field study involving employees from a broad spectrum of organizations and industries (N = 564) replicated these findings. Moreover, results show that employees’ promotion and prevention focus form differential relationships with organizational identification and ambivalent identification, providing first evidence for a link between employees’ regulatory focus and the dynamics of identification. Implications for the expanded model of organizational identification and the understanding of ambivalence in organizations are discussed.
Steinker, Sebastian, Mario Pesch and Kai Hoberg (2016): Inventory Management under Financial Distress: An Empirical Analysis, International Journal of Production Research, 54 (17): 5182-5207.
Abstract: This study analyses inventory reductions as a means of short-term financing of firms under financial distress. We use quarterly panel data of U.S. manufacturing firms for the period from 1995 to 2007. We identify a sample of 198 distressed firms for which we analyse changes in relative inventory. Approximately 70% of distressed firms reduce their inventories until the end of their individual distress periods. This decrease corresponds to a mean reduction of 18.7 inventory days or 9.4%. Additional regression analyses show that differences in inventory adjustments depend on pre-distress inventory performance, firm size, and turnaround strategy. We also compile a sample of 142 firms that defaulted to analyse inventory actions of unsuccessful turnarounds. Our findings indicate that defaulting firms also reduce their inventories but that the reductions are lower than those of firms that resolve their financial distress. We conclude that distressed firms use short-term inventory adjustments to free up cash and to achieve long-term efficiency gains from inventory optimisation. Our findings suggest that inventory optimisation is an essential part of a complete and successful turnaround strategy and financially distressed firms should always consider this action as a means to prevent bankruptcy.
Ottemöller, Ole and Hanno Friedrich (2016): Opportunities of sectoral freight transport demand modelling, Case Studies on Transport Policy, 4 (1): 9-12.
Abstract: Abstract This paper discusses the opportunities of sectoral freight transport demand models. The work is based on literature and insights from interdisciplinary research in the field of production, logistics and transport. First, current and future factors influencing freight transport are discussed. Next, a brief summary of the traditional transport modelling approach and recent extensions and adaptations of freight transport models is given. As interdisciplinary research has shown, the impact of the identified factors on the development of freight transport is strongly dependent on the sector under investigation. As a consequence, this paper proposes the application of a sectoral modelling approach. The automotive and food sectors in Germany are used as examples to further examine the opportunities of sectoral freight transport demand models.
Nohe, Christoph and Björn Michaelis (2016): Team OCB, leader charisma, and organizational change: A multilevel study, The Leadership Quarterly, 27 (6): 883-895.
Abstract: This study examines individual-level origins of team organizational citizenship behaviors (OCB). Building on the literature on trust and social exchange theory, we hypothesize that individual-level leader charisma is indirectly related to team OCB through individual-level trust in leader. Additionally, we propose that the positive relationship between leader charisma and trust in leader is stronger under conditions of high organizational change. Based on data from 142 team members and 33 leaders, results reveal an indirect bottom-up relationship between individual-level leader charisma and team OCB through trust in leader. High change impact at the team- but not at the individual-level facilitates the positive relationship of leader charisma with trust in leader. The findings show how individual-level phenomenon can contribute to the emergence of team-level OCB.
Maecker, Olaf, Christian Barrot and Jan U. Becker (2016): The effect of social media interactions on customer relationship management, Business Research, 9 (1): 133-155.
Abstract: In recent years, social media have become a popular channel through which customers and companies can interact. However, companies struggle to assess whether their investments in establishing and maintaining brand pages in social media actually meet their high expectations with respect to developing and retaining customers. Based on three empirical studies, the authors explore the role of interactions through corporate social media channels, such as Facebook brand pages, in customer relationship management. The results indicate that social media interactions indeed ease the upselling efforts and reduce the risk of churn. These positive effects offset the observed increases with regard to the number of service requests and the higher overall service cost. Thus, we ultimately find customers who interact with the brand on social media to be more profitable.
Van Quaquebeke, Niels (2016): Paranoia as an Antecedent and Consequence of Getting Ahead in Organizations: Time-Lagged Effects Between Paranoid Cognitions, Self-Monitoring, and Changes in Span of Control, Frontiers in Psychology, 7 (1446).
Abstract: A six-month, time-lagged online survey among 441 employees in diverse industries was conducted to investigate the role paranoia plays as an antecedent and as a consequence of advancement in organizations. The background of the study is the argument that it requires active social sense-making and behavioral adaptability to advance in organizations. The present paper thus explores the extent to which employees’ paranoid cognitions—representative of a heightened albeit suspicious sense-making and behavioral adaptability—link with their advancement in organizations (operationalized as changes in afforded span of control), both as an antecedent and an outcome. Following the strategy to illuminate the process by interaction analysis, both conditions (antecedent and outcome) are examined in interaction with employees’ self-monitoring, which is considered representative of a heightened but healthy sense-making and behavioral adaptability. Results support the expected interference interaction between paranoid cognitions and self-monitoring in that each can to some degree compensate for the other in explaining employees’ organizational advancement. Reversely, changes in span of control also affected paranoid cognitions. In particular, low self-monitors, i.e. those low in adaptive sense-making, reacted with heightened paranoid cognitions when demoted. In effect, the present study is thus the first to empirically support that paranoid cognitions can be a consequence but also a prerequisite for getting ahead in organizations. Practical advice should, however, be suspended until it is better understood whether and under what circumstances paranoia may relate not only to personally getting ahead but also to an increased effectiveness for the benefit of the organization.
Pinçe, Çerağ, Mark Ferguson and L. Beril Toktay (2016): Extracting Maximum Value from Consumer Returns: Allocating between Remarketing and Refurbishing for Warranty Claims, Manufacturing & Service Operations Management, 18 (4): 475-492.
Abstract: The high cost of lenient return policies force consumer electronics original equipment manufacturers (OEMs) to look for ways to recover value from lightly used consumer returns, which constitute a substantial fraction of sales and cannot be resold as new products. Refurbishing to remarket or to fulfill warranty claims are the two common disposition options considered to unlock the value in consumer returns, which present the OEM with a challenging problem: How should an OEM dynamically allocate consumer returns between fulfilling warranty claims and remarketing refurbished products over the product’s life cycle? We analyze this dynamic allocation problem and find that when warranty claims and consumer returns are jointly taken into account, the remarketing option is generally dominated by the option of refurbishing and earmarking consumer returns to fulfill warranty claims. Over the product’s life cycle, the OEM should strategically emphasize earmarking of consumer returns at the early stages of the life cycle to build up earmarked inventory for the future warranty demand, whereas it should consider remarketing at the later stages of the life cycle after enough earmarked inventory is accumulated or most of the warranty demand uncertainty is resolved. These findings show that, for product categories with significant warranty coverage and refund costs, remarketing may not be the most profitable disposition option even if the product has strong remarketing potential and the OEM has the pricing leverage to tap into this market. We also show that the optimal dynamic disposition policy is a price-dependent base-stock policy where the earmarked quantity is capacitated by the new and refurbished product sales quantities. We compare with the myopic policy and show that it is a good heuristic for the optimal dynamic disposition policy.
Transchel, Sandra, Saurabh Bansal and Mrinmay Deb (2016): Managing production of high-tech products with high production quality variability, International Journal of Production Research, 54 (6): 1689-1707.
Abstract: We consider production systems in technology industries where output quality of a single production run has a large variance. Firms operating such systems classify products into different quality bins and sell units in one bin at the same tagged quality level and the same price. Consumers have heterogeneous quality preferences and choose that quality that maximises their net utility. We examine firms’ assortment, production and pricing problem. We present a three-stage solution procedure that optimises the production quantity, quality specification and number of bins. In that regard, we show that for a manufacturing technology with known quality distribution and known distribution of customers’ quality preference, the optimal assortment and production quantity are set such that on average, the demand of each bin is exactly fulfilled. We examine the impact of an improved manufacturing technology, variation in consumer preferences and changing price premium on the optimal assortment, lot size, market share, yield loss and the overall profitability. We further show that when the quality distribution of the manufacturing process is unknown, downward substitution leads to product offering of higher quality and higher prices. Finally, we discuss practical considerations for pricing, technology and optimal product offerings, and explain the proliferation of bins witnessed in the last decade in the processor industry.
Koenig, Matthias and Joern Meissner (2016): Risk minimising strategies for revenue management problems with target values, Journal of Operational Research Society, 67: 402-411.
Abstract: Consider a risk-averse decision maker in the setting of a single-leg dynamic revenue management problem with revenue controlled by limiting capacity for a fixed set of prices. Instead of focussing on maximising the expected revenue, the decision maker has the main objective of minimising the risk of failing to achieve a given target revenue. Interpreting the revenue management problem in the framework of finite Markov decision processes, we augment the state space of the risk-neutral problem definition and change the objective function to the probability of failing a certain specified target revenue. This enables us to obtain a dynamic programming solution that generates the policy minimising the risk of not attaining this target revenue. We compare this solution with recently proposed risk-sensitive policies in a numerical study and discuss advantages and limitations.
Ulusoy, Nazan, Christina Mölders, Sebastian Fischer, Hakan Bayur, Serol Deveci, Yücel. Demiral and Wulf Rössler (2016): A Matter of Psychological Safety: Commitment and Mental Health in Turkish Immigrant Employees in Germany, Journal of Cross-Cultural Psychology, 47 (4): 626-645.
Abstract: Immigration entails the risk of feeling disconnected in the receiving society, in both everyday life and the workplace. This may affect the way immigrant employees relate to their job and their workplace. In this article, we investigate the affective commitment of Turkish immigrant employees in Germany (TG) and their subsequent work engagement, mental health, and turnover intention. Specifically, we compared TG (n = 201) to both German employees in Germany (GG; n = 1,406) and Turkish employees in Turkey (TT; n = 362). Our results show that the effect of immigration background on mental health, work engagement, and turnover through affective commitment depends on the level of perceived psychological safety at the workplace, specifically in terms of an open and inclusive work climate. The results suggest that psychological safety is particularly helpful in enhancing immigrant employees’ positive attitudes toward the workplace. Our study provides new insights on the well-being of immigrant employees, specifically TG, and the different needs of diverse workforces. Given our findings, future studies should explore more deeply the positive influences that psychological safety has on minority groups and their workplace attitudes.
Weiß, Andreas and Dimka Karastoyanova (2016): Enabling coupled multi-scale, multi-field experiments through choreographies of data-driven scientific simulations, Computing, 98 (4): 439-467.
Abstract: Current systems for enacting scientific experiments, and simulation workflows in particular, do not support multi-scale and multi-field problems if they are not coupled on the level of the mathematical model. To address this deficiency, we present an approach enabling the trial-and-error modeling and execution of multi-scale and/or multi-field simulations in a top-down and bottom-up manner which is based on the notion of choreographies. The approach defines techniques for composing data-intensive, scientific workflows in more complex simulations in a generic, domain-independent way and thus provides means for collaborative and integrated data management using the workflow/process-based paradigm. We contribute a life cycle definition of such simulations and present in detail concepts and techniques that support all life cycle phases. Furthermore, requirements on a respective software system and choreography language supporting multi-scale and/or multi-field simulations are identified, and an architecture and its realization are presented.
Besiou, Maria and Luk N. Van Wassenhove (2015): Addressing the Challenge of Modeling for Decision-Making in Socially Responsible Operations, Production and Operations Management, 24 (9): 1390-1401.
Abstract: Companies seek sustainability by combining the quest for profitability with the pursuit of social responsibility. Since socially responsible operations are characterized by the presence of multiple stakeholders with conflicting goals, applying classical optimization models would seem premature; we first need to capture the behavior of the entire system before attempting to optimize sub-systems to ensure that we focus on the ones driving the behavior of interest. Alternative methodologies are required if we are to gain insight into the most important drivers of socially responsible operations in order to apply traditional operations research (OR)/management science (MS) models correctly. This study presents an umbrella approach which combines different methodologies to tackle the complexity, unfamiliar context, and counter-intuitive behavior of socially responsible operations at the overall system level.
Koenig, Matthias and Joern Meissner (2015): Value-at-risk optimal policies for revenue management problems, International Journal of Production Economics, 166: 11-19.
Abstract: Abstract Consider a single-leg dynamic revenue management problem with fare classes controlled by capacity in a risk-averse setting. The revenue management strategy aims at limiting the down-side risk, and in particular, value-at-risk. A value-at-risk optimised policy offers an advantage when considering applications which do not allow for a large number of reiterations. They allow for specifying a confidence level regarding undesired scenarios. We introduce a computational method for determining policies which optimises the value-at-risk for a given confidence level. This is achieved by computing dynamic programming solutions for a set of target revenue values and combining the solutions in order to attain the requested multi-stage risk-averse policy. We reduce the state space used in the dynamic programming in order to provide a solution which is feasible and has less computational requirements. Numerical examples and comparison with other risk-sensitive approaches are discussed.
Merkle, Christoph, Daniel P. Egan and Greg B. Davies (2015): Investor happiness, Journal of Economic Psychology, 49: 167-186.
Abstract: We study investor happiness in a panel survey of brokerage clients at a 5UK6 bank. When investors anticipate future happiness, they set their return aspirations according to personal portfolio risk, objectives, investment horizon, confidence, and other individual characteristics. They are accurate in their forecasts, only rarely are investors unhappy with outcomes they predicted they would be happy with, and vice versa. However, determinants of experienced happiness only partially correspond to the ones found for anticipated happiness. In particular, relative performance plays an important role investors do not anticipate. Having outperformed other people contributes to investor happiness, as does active trading success.
Acciaro, Michele and Enrico Musso (2015): Measuring the Economic Impact of Decision Making in Maritime Studies, International Journal of Transport Economics, 42 (2): 147-152.
Abstract: This article serves as an introduction to this special issue that presents papers from the International Association of Maritime Economists (IAME) Annual Conference, held in Norfolk, Virginia, USA from July 15-18, 2014. The authors of this introduction stress that the analysis of economic impacts has become one of the main building blocks of economic theory, primarily by designing and revising measures used for the assessment of economic welfare. They go on to discuss this in some detail, covering a history of the contributions of maritime transport on societies; methods that can be used to investigate the economic, environmental, and social impacts of activities such as infrastructure expansion; cost-benefit analyses; the evaluation of modal shift and traffic flows; the balance of economic interests against larger environmental and societal factors; microeconomics; and the assessment of carbon emissions in shipping. They conclude that maritime and more general transportation studies offer many opportunities to conduct research that is not only economically sound and beneficial but that also may benefit society as a whole.
Michaelis, Björn, Florian Kunze and Heike Bruch (2015): New insights on CEO charisma attribution in companies of different sizes and ownership structure: the role of prior company performance, Journal of Business Economics, 85 (7): 793-815.
Abstract: We extend theories on charismatic leadership by investigating the influence of prior company performance on subordinates’ attributions of chief executive officer (CEO) charisma within companies of different sizes and ownership structure. First, we use an experimental design to examine the effects of prior company performance on attributions of CEO charisma. Second, in a field study with 69 companies we replicate the experimental finding and show that this relationship is moderated by the size of the company such that the relationship between prior company performance and attributions of CEO charisma is significant only in large companies. We find no evidence, however, that the ownership structure of a company could strengthen or weaken this relationship.
Armelini, Guillermo, Christian Barrot and Jan U. Becker (2015): Referral programs, customer value, and the relevance of dyadic characteristics, International Journal of Research in Marketing, 32 (4): 449-452.
Abstract: Referral programs have become a popular tool to use the customer base for new customer acquisition. We replicate the work of Schmitt et al. (2011) who find that referred customers are more loyal and valuable than customers acquired through other channels. While our results confirm that rewarded referrals indeed reduce the risk of customer churn, we do not find that referred customers are necessarily more valuable. Analysis of the relationship between senders and receivers of referrals demonstrates that demographic similarity drives the referred customer value.
Acciaro, Michele and Alan C. McKinnon (2015): Carbon emissions from container shipping: An analysis of new empirical evidence, International Journal of Transport Economics, 42 (2): 211-228.
Abstract: In the last decade researchers have been looking at ways of reducing the carbonintensity of shipping operations that globally account for approximately 3 % of world carbonemissions. As a result of regulation and firms’ efforts to innovate, the maritime sectorhas introduced new technologies and practices such as slow steaming which have contributedto reduce greenhouse gas (GHG) emissions in the atmosphere. The impact of technologicaland operational developments on global GHG emissions is difficult to assess, however,without empirical evidence. So far such evidence has been only partially available and mostof the data sources used in the literature have been compiled for different purposes or arebased on single firm case studies.This paper reports the results of an analysis of a fuel consumption database compiled bythe BSR Clean Cargo Working Group (CCWG) with the specific purpose of benchmarking andcollecting emission data and comprising 2,300 container ship voyages (reporting year 2013,data for 2012). This analysis has examined the effect of technical and operational parameterson these vessels’ fuel consumption and emissions and is the first to be performed on the datasetand in general on self-reported data across multiple companies. In 2012, carriers in theCCWG accounted for approximately 65% of total world deep-sea container traffic.The paper outlines an econometric model that regresses carbon emissions from containershipping on particular trade routes against a range of independent variables, suchas vessel age, size and average speed. The paper results indicate that significant differencesexist among carriers both in terms of energy efficiency and carbon intensity. The analysisalso suggests that while the emission profiles of some trade routes have remained relativelystable in recent years, others have witnessed an increase in emissions mainly as a result of aconcentration of container flows. By improving our understanding of the determinants ofcarbon emissions from container shipping, this research should help shipping lines developcarbon-reduction plans and governments to devise appropriate policies to incentivise thedecarbonisation of the maritime sector.
van Doorn, Sebastian, Mariano Heyden, Christian Tröster and Henk W. Volberda (2015): Entrepreneurial Orientation and Performance: Investigating Local Requirements for Entrepreneurial Decision-Making, Advances in Strategic Management: Cognition and Strategy, 32: 211-239.
Abstract: Entrepreneurial orientation (EO) plays an important role in explaining firm performance. In this study, we investigate the relation between EO and performance at the strategic business unit (SBU) level and examine the influence of decision-making mode and social capital of the focal business unit manager. Adopting the attention-based view (ABV) as our main theoretical perspective, we examine the impact of decision-making mode (i.e., participative vs. autocratic) on the EO–performance relation. In addition, we investigate the extent to which strong network ties with actors at lower, similar, and higher hierarchical positions, respectively, enable SBU managers to effectively engage in participative decision-making processes when leveraging EO. Our findings based on 119 SBUs of one large international company provide nuanced insights into how local conditions interact to shape EO’s influence on performance.
Fazi, Stefano, Jan C. Fransoo and Tom van Woensel (2015): A decision support system tool for the transportation by barge of import containers: A case study, Decision Support Systems, 79: 33-45.
Abstract: In this paper, we present a DSS that generates schedules for the transportation of containers by barge in the hinterland, in particular from sea terminals to an inland terminal. As a case study, we propose the transportation from the Ports of Rotterdam and Antwerp to a terminal in the south of the Netherlands, where the problem is typical. This problem is modeled as a heterogeneous fleet vehicle routing problem. The main decision is based on the trade-off of either consolidating containers to generate economies of scale with barges or alternatively dispatch, expensively and quickly, single containers by truck. The DSS is flexible as it can be applied to different settings by properly tuning the several parameters in the model. With numerical experiments, based on real world data, we evaluate the effectiveness of this system and its applicability.
van Gils, Suzanne, Niels Van Quaquebeke, Daan van Knippenberg, Marius van Dijke and David De Cremer (2015): Ethical leadership and follower organizational deviance: The moderating role of follower moral attentiveness, The Leadership Quarterly, 26: 190-203.
Abstract: The literature on ethical leadership has focused primarily on the way ethical leaders influence follower moral judgment and behavior. It has overlooked that follower responses to ethical leaders may differ depending on the attention they pay to the moral aspects of leadership. In the present research, we introduce moral attentiveness as an important moderator for the relationship between ethical leadership and unethical employee behavior. In a multisource field study (N = 90), we confirm our hypothesis that morally attentive followers respond with more deviance to unethical leaders. An experimental study (N = 96) replicates the finding. Our paper extends the current leader-focused literature by examining how follower moral attentiveness determines the response of followers to ethical or unethical leadership.
Baur, Dirk G. and Gunter Löffler (2015): Predicting the equity premium with the demand for gold coins and bars, Finance Research Letters, 13: 172-178.
Abstract: In this paper, we propose novel predictor variables for forecasting stock market returns. We investigate the predictive power of the demand for gold coins and bars as a proxy for the risk premium consistent with the safe haven property of gold. The gold demand variables reflect the behaviour of retail investors and thus also represent a new class of predictors. Our analysis shows that the demand for gold is positively correlated with future stock returns and enhances the predictive power of the dividend yield and other variables.
Mertz, Corinna, Tilman Eckloff, Julia Johannsen and Niels Van Quaquebeke (2015): Respected Students Equal Better Students: Investigating the Links between Respect and Performance in Schools, Journal of Educational and Developmental Psychology, 5 (1).
Abstract: This study examines the relationship between students’ (N = 334) perceived teacher respect and their performance on a math exam in school settings. The incremental validity of respect on performance beyond that accounted for by intelligence is assessed. Results suggest that respect accounts for significant additional variability in students’ performance above that accounted for by intelligence. Further analyses reveal that the relationship between respect and performance is moderated by immigration. For German students (N = 150), perceived respect accounts for a part of the variability in performance over the variability accounted for by intelligence. For students with an immigrant background (N = 181) this relationship is not significant. Cultural implications of respect in school settings are discussed.
Haralambides, Hercules and Michele Acciaro (2015): The new European port policy proposals: Too much ado about nothing?, Maritime Economics & Logistics, 17 (2): 127-141.
Abstract: It is widely felt that in order to strengthen the competitiveness of European ports it is needed to ensure fair competition among ports and the sector is anew facing new and old challenges related to its long-term development.These challenges, and arguably the inability of the port sector and the European Union (EU) Member States to meaningfully react to them on their own, are at the basis of the renewed attempt of the European Commission (EC) to develop a uniform and coherent policy package for ports. The article provides a critical account of recent EU policy initiatives, focusing on the most recent attempt of the EC to address some of the issues facing the port sector. The article discusses some of the controversies arising from the new EC policy approach, which, although milder in its contents than the previous attempts, recalls the content of the previous policy proposals, especially in the areas of liberalization of port services; pricing; competition; administrative simplification; financial and operational autonomy; and state aid provisions. The article concludes that the EU not only does not go far enough but, by trying to introduce compromises and conditions of considerable vagueness and ambiguity renders its policy proposals practically useless, thus allowing Member States the freedom to continue unabated as before.