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)
Koenig, Matthias and Joern Meissner (2015): Risk management policies for dynamic capacity control, Computers & Operations Research, 59: 104-118.
Abstract: Abstract Consider a dynamic decision making model under risk with a fixed planning horizon, namely the dynamic capacity control model. The model describes a firm, operating in a monopolistic setting and selling a range of products consuming a single resource. Demand for each product is time-dependent and modeled by a random variable. The firm controls the revenue stream by allowing or denying customer requests for product classes. We investigate risk-sensitive policies in this setting, for which risk concerns are important for many non-repetitive events and short-time considerations. Numerically analysing several risk-averse capacity control policies in terms of standard deviation and conditional-value-at-risk, our results show that only a slight modification of the risk-neutral solution is needed to apply a risk-averse policy. In particular, risk-averse policies which decision rules are functions depending only on the marginal values of the risk-neutral policy perform well. From a practical perspective, the advantage is that a decision maker does not need to compute any risk-averse dynamic program. Risk sensitivity can be easily achieved by implementing risk-averse functional decision rules based on a risk-neutral solution.
van Dijke, Marius, David De Cremer, Lieven Brebels and Niels Van Quaquebeke (2015): Willing and Able: Action-State Orientation and the Relation Between Procedural Justice and Employee Cooperation, Journal of Management, 41 (7): 1982-2003.
Abstract: Existing justice theory explains why fair procedures motivate employees to adopt cooperative goals, but it fails to explain how employees strive toward these goals. We study self-regulatory abilities that underlie goal striving, abilities that should thus affect employees’ display of cooperative behavior in response to procedural justice. Building on action control theory, we argue that employees who display effective self-regulatory strategies (action-oriented employees) display relatively strong cooperative behavioral responses to fair procedures. A multisource field study and a laboratory experiment support this prediction. A subsequent experiment addresses the process underlying this effect by explicitly showing that action orientation facilitates attainment of the cooperative goals that people adopt in response to fair procedures, thus facilitating the display of actual cooperative behavior. This goal striving approach better integrates research on the relationship between procedural justice and employee cooperation in the self-regulation and the work motivation literature. It also offers organizations a new perspective on making procedural justice effective in stimulating employee cooperation by suggesting factors that help employees reach their adopted goals.
Acciaro, Michele (2015): Corporate responsibility and value creation in the port sector, International Journal of Logistics Research and Applications, 18 (3): 291-311.
Abstract: The paper reviews existing literature on corporate responsibility (CR) in the port sector and proposes a conceptual framework that brings together the CR drivers in port environmental strategies. The conceptual framework is derived from the existing literature and is based on institutional theory. The literature review is supported by a discussion on CR strategies in 10 major ports around the world. The paper argues that ports tend to replicate environmental strategies across regions and learn from each other, and that a competitive focus on logistics tends to strengthen the importance of CR and in particular of environmental performance in ports. For some ports CR has become an integral part of their value creation proposition mostly as a result of competitive pressure. Furthermore, the paper advances also a correspondence between the degree of port agility and the CR profile of the port. Managerial and policy implications are also discussed.
Burmester, Alexa B., Jan U. Becker, Harald J. van Heerde and Michel Clement (2015): The impact of pre- and post-launch publicity and advertising on new product sales, International Journal of Research in Marketing, 32 (2): 408-417.
Abstract: When companies launch new products, they need to understand the impact of publicity and advertising on sales. What is their relative effectiveness? Do they strengthen each other (have a positive interaction effect) or weaken each other (have a negative interaction effect)? Further, does the timing of these activities (before or after launch) affect their impact on sales? This paper develops hypotheses regarding the elasticities of pre- and post-launch publicity and advertising on sales. The hypotheses are tested on a large-scale empirical data set that tracks sales, publicity, and advertising for 3336 video games across 52 weeks covering the pre- and post-launch phases. The results demonstrate that pre-launch publicity is more effective than pre-launch advertising but that the reverse is true post-launch. Surprisingly, the analysis reveals a negative interaction effect between pre-launch advertising and publicity, which means that publicity becomes less effective when it is accompanied by higher levels of advertising for the same product. Simulations indicate that companies can gain most sales by focusing on publicity pre-launch, and that there is little benefit from increasing publicity and advertising during the same phase, which is consistent with negative (pre-launch) and zero (post-launch) interaction effects.
Vidal Vieira, José G., Jan C. Fransoo and Carla Deguirmendjian Carvalho (2015): Freight distribution in megacities: Perspectives of shippers, logistics service providers and carriers, Journal of Transport Geography, 46: 46-54.
Abstract: We analyse the opinions of shippers, logistic service providers (LSPs) and carriers related to regulations and issues faced by these companies regarding freight distribution in megacities, and the logistical performance measures likely affected by those regulations and issues. We present a review of the freight distribution literature focusing on a large number of freight distribution aspects, such as regulatory, collaborative, environmental, logistical and risk. We also investigate some logistical performance indicators adopted by the companies. Subsequently, we conduct a survey with 147 companies working in the São Paulo Metropolitan Region (SPMR). We use multivariate analysis of variance to assess the logistical performance indicators and non-linear canonical correlation analysis to identify the most relevant freight distribution attributes. The results that the majority of carriers are located inside the SPMR and efficiently handle these issues better than others actors. The lack of collaboration, cargo theft, traffic congestion and some regulations affect the LSP’s logistical performance. Moreover, the actors perceive regulatory aspects, mainly traffic congestion, and a lack of security for deliveries in unsafe areas as the significant issues for deliveries in megacities.
Jaksic, Marco and Jan C. Fransoo (2015): Optimal inventory management with supply backordering, International Journal of Production Economics, 159: 254-264.
Abstract: We study the inventory control problem of a retailer working under stochastic demand and stochastic limited supply. We assume that the unfilled part of the retailer¿s order is fully backordered at the supplier and replenished with certainty in the following period. As it may not always be optimal for the retailer to replenish the backordered supply, we also consider the setting in which the retailer has a right to either partially or fully cancel these backorders, if desired. We show the optimality of the base-stock policy and characterize the threshold inventory position above which it is optimal to fully cancel the replenishment of the backordered supply. We carry out a numerical analysis to quantify the benefits of supply backordering and the value of the cancelation option, and reveal several managerial insights.
Moritz, Steffen, Anja S. Göritz, Jürgen Gallinat, Milena Schafschetzy, Niels Van Quaquebeke, Maarten J.V Peters and Christina Andreou (2015): Subjective competence breeds overconfidence in errors in psychosis. A hubris account of paranoia, Journal of Behavior Therapy and Experimental Psychiatry, 48: 118-124.
Abstract: Background and objectives Overconfidence in errors is a well-replicated cognitive bias in psychosis. However, prior studies have sometimes failed to find differences between patients and controls for more difficult tasks. We pursued the hypothesis that overconfidence in errors is exaggerated in participants with a liability to psychosis relative to controls only when they feel competent in the respective topic and/or deem the question easy. Whereas subjective competence likely enhances confidence in those with low psychosis liability as well, we still expected to find more ‘residual’ caution in the latter group. Methods We adopted a psychometric high-risk approach to circumvent the confounding influence of treatment. A total of 2321 individuals from the general population were administered a task modeled after the “Who wants to be a millionaire” quiz. Participants were requested to endorse one out of four response options, graded for confidence, and were asked to provide ratings regarding subjective competence for the knowledge domain as well as the subjective difficulty of each item. Results In line with our assumption, overconfidence in errors was increased overall in participants scoring high on the Paranoia Checklist core paranoia subscale (2 5SD6 above the mean). This pattern of results was particularly prominent for items for which participants considered themselves competent and which they rated as easy. Limitations Results need to be replicated in a clinical sample. Discussion In support of our hypothesis, subjective competence and task difficulty moderate overconfidence in errors in psychosis. Trainings that teach patients the fallibility of human cognition may help reduce delusional ideation.
Vidal Vieira, José G. and Jan C. Fransoo (2015): How logistics performance of freight operators is affected by urban freight distribution, Transport Policy, 44: 37-47.
Abstract: This article is to shed light on the interactions among the various freight distribution constructs such as regulations, collaboration, detour, load/unload interfaces and logistical performance. The proposed model is empirically tested using Partial Least Squares with 119 freight operators. The findings reveal the moderating effect of regulations (negative effect) on the positive relationship between collaboration and load/unload interfaces regarding receivers and freight operators. According to the effects shown by our model, regulation, along with lack of collaboration, appear to be the Achilles’ heel of freight distributors, in that both factors contribute (directly and indirectly) to detour, which results in less efficient logistical performance.
Acciaro, Michele and Gordon Wilmsmeier (2015): Energy efficiency in maritime logistics chains, Research in Transportation Business & Management, 17: 1-7.
Schweisfurth, Tim G. and Christina Raasch (2015): Embedded lead users - The benefits of employing users for corporate innovation, Research Policy, 44 (1): 168-180.
Abstract: Abstract While most of the literature views users and producers as organizationally distinct, this paper studies users within producer firms. We define “embedded lead users” (ELUs) as employees who are lead users of their employing firm’s products or services. We argue that 5ELUs6 benefit from dual embeddedness in the user and producer domains; it shapes their cognitive structure and enables them to better absorb sticky need knowledge from the user domain. We hypothesize that 5ELUs6 are more active than regular employees in acquiring, disseminating, and utilizing market need information for corporate innovation. Using survey data from the mountaineering equipment industry (n = 149), we test and support our hypotheses. Additional robustness checks reveal that the observed effects are indeed due to lead userness rather than to affective product involvement or job satisfaction. We discuss theoretical and managerial implications, as well as directions for future research on this empirically important but hitherto under-researched phenomenon.
de Jong, Jeroen P.J., Eric von Hippel, Fred Gault, Jari Kuusisto and Christina Raasch (2015): Market failure in the diffusion of consumer-developed innovations: Patterns in Finland, Research Policy, 44 (10): 1856-1865.
Abstract: Abstract Empirical studies have shown that millions of individual users develop new products and services to serve their own needs. The economic impact of this phenomenon increases if and as adopters in addition to the initial innovators also gain benefits from those user-developed innovations. It has been argued that the diffusion of user-developed innovations is negatively affected by a new type of market failure: value that others may gain from a user-developed product can often be an externality to consumer-developers. As a result, consumer innovators may not invest in supporting diffusion to the extent that would be socially optimal. In this paper, we utilize a broad sample of consumers in Finland to explore the extent to which innovations developed by individual users are deemed of potential value to others, and the extent to which they diffuse as a function of perceived general value. Our empirical analysis supports the hypothesis that a market failure is affecting the diffusion of user innovations developed by consumers for their own use. Implications and possible remedies are discussed.
Hoberg, Kai and Ulrich W. Thonemann (2015): Analyzing Variability, Cost, and Responsiveness of Base-Stock Inventory Policies with Linear Control Theory, IIE Transactions, 47 (8): 865-879.
Abstract: The effect of inventory policies on order variability has been analyzed extensively. Two popular means of reducing order variability are demand smoothing and order smoothing. If the objective is minimizing demand variability, demands and orders can be heavily smoothed, resulting in an inventory policy that orders equal amounts in each time period. Such a policy obviously minimizes order variability, but it leads to high cost and low responsiveness of the inventory system. To optimize the overall performance of an inventory system, the effect of the inventory policy on all relevant dimensions of operational performance must be analyzed. We address this issue and analyze the effect of the parameter values of an inventory policy on three main dimensions of operational performance: Order variability, expected cost, and responsiveness. The inventory policy we use is the partial correction policy, a policy that can be used to smooth demand and to smooth orders. To analyze this policy, we use linear control theory. We derive the transfer function of the policy and prove the stability of the inventory system under this policy. Then, we determine the effect of the policy parameters on order variability, cost, and responsiveness and discuss how good parameter values can be chosen.
Giessner, Steffen R., Niels Van Quaquebeke, Suzanne van Gils, Daan van Knippenberg and Janine A. J. M. Kollée (2015): In the moral eye of the beholder: The interactive effects of leader and follower moral identity on perceptions of ethical leadership and LMX quality, Frontiers in Psychology, 6 (1126).
Abstract: Previous research indicated that leader moral identity (MI; i.e., leaders’ self-definition in terms of moral attributes) predicts to what extent followers perceive their leader as ethical (i.e., demonstrating and promoting ethical conduct in the organization). Leadership, however, is a relational process that involves leaders and followers. Building on this understanding, we hypothesized that follower and leader MI (a) interact in predicting whether followers will perceive their leaders as ethical and, as a result, (b) influence followers’ perceptions of leader–follower relationship quality. A dyadic field study (N = 101) shows that leader MI is a stronger predictor of followers’ perceptions of ethical leadership for followers who are high (vs. low) in MI. Perceptions of ethical leadership in turn predict how the quality of the relationship will be perceived. Hence, whether leader MI translates to perceptions of ethical leadership and of better relationship quality depends on the MI of followers.
Bouchery, Yann and Jan C. Fransoo (2015): Cost, carbon emissions and modal shift in intermodal network design decisions, International Journal of Production Economics, 164: 388-399.
Abstract: Intermodal transportation is often presented as an efficient solution for reducing carbon emissions without compromising economic growth. In this article, we present a new intermodal network design model in which both the terminal location and the allocation between direct truck transportation and intermodal transportation are optimized. This model allows for studying the dynamics of intermodal transportation solutions in the context of hinterland networks from a cost, carbon emissions and modal shift perspective. We show that maximizing the modal shift is harmful for both cost and carbon emissions and that there is a carbon optimal level of modal shift. We also show that even if transportation cost and carbon emissions share the same structure, these two objectives lead to different solutions and that the terminal is located closer to the port when optimizing cost and further away when optimizing carbon emissions. The model also allows for studying the tradeoff between distance and volume, the impact of using aggregated models for estimating train transportation cost and carbon emissions as well as the potential policy measures that enable aligning cost and carbon emissions.
Decker, Catharina and Joachim Kersten (2015): Minority Police Officers’ Contribution to Police-Ethnic Minority Conflict Management, European Journal of Policing Studies, 2 (4): 461-481.
Abstract: Encounters between the police and citizens with migration background are prone to conflict. In order to guarantee intercultural competent policing, police services are staffed with officers who have a family migration background. Drawing on conflict competence literature, we examined the resulting benefits and costs for police-ethnic minority conflict management by employing personnel with an ethnic minority family background. The sample of our interview study comprised 14 German police officers. The interviewees reported on the role of colleagues with a Turkish family background as either conflict resolvers or conflict intensifiers. Data suggest that police officers with an ethnic minority background significantly contribute to intercultural conflict resolution. Minority police officers’ conflict intensification can be framed as being a point of friction. We conclude that minority police officers are beneficial to police-ethnic minority conflict management and suggest continuous monitoring of minority police officers’ roles by police authorities. This is the first study on intercultural conflict management in policing, explaining the conflict resolving and intensifying contributions of minority police officers.
Vliet, van der, Kasper, Matthew J. Reindorp and Jan C. Fransoo (2015): The price of reverse factoring: Financing rates vs. payment delays, European Journal of Operational Research, 242 (3): 842-853.
Abstract: Reverse factoring –a financial arrangement where a corporation facilitates early payment of its trade credit obligations to suppliers– is increasingly popular in industry. Many firms use the scheme to induce their suppliers to grant them more lenient payment terms. By means of a periodic review base stock model that includes alternative sources of financing, we explore the following question: what extensions of payment terms allow the supplier to benefit from reverse factoring? We obtain solutions by means of simulation optimization. We find that an extension of payment terms induces a non-linear financing cost for the supplier, beyond the opportunity cost of carrying additional receivables. Furthermore, we find that the size of the payment term extension that a supplier can accommodate depends on demand uncertainty and the cost structure of the supplier. Overall, our results show that the financial implications of an extension of payment terms needs careful assessment in stochastic settings.
Udenio, Maximiliano, Jan C. Fransoo and Robert Peels (2015): Destocking, the bullwhip effect, and the credit crisis: Empirical modeling of supply chain dynamics, International Journal of Production Economics, 160: 34-46.
Abstract: In this paper we analyze the strong sales dip observed in the manufacturing industry at the end of 2008, following the bankruptcy of Lehman Brothers and the subsequent collapse of the financial world. We suggest that firms¿ desire to retain liquidity during these times prompted a reaction characterized by the reduction of working capital, which materialized as a synchronized reduction in target inventory levels across industries. We hypothesize that such a reaction effectively acted as an endogenous shock to supply chains, ultimately resulting in the bullwhip-effect kind of demand dynamics observed. To test this proposition we develop a system dynamics model that explicitly takes into account structural, operational, and behavioral parameters of supply chains aggregated at an echelon level. We calibrate the model for use in 4 different business units of a major chemical company in the Netherlands, all situated 4–5 levels upstream from consumer demands in their respective supply chains. We show that the model gives a very good historical fit of the sales developments during the period following the Lehman collapse. We test the model¿s robustness to behavioral parameter estimation errors through sensitivity analysis, and the de-stocking hypothesis against an alternative model. Finally, we observe that the empirical data is aligned with experimental observations regarding human behavioral mechanisms concerning target adjustment times.
Farrag, Noha and Günter Lang (2015): Is Bigger Better for Egyptian Banks? An Efficiency Analysis of the Egyptian Banks during a Period of Reform 2000-2006, Review of Middle East Economics and Finance, 11.
Abstract: This study contributes to the banking efficiency literature by using a three input–five output stochastic frontier translog cost function specification to investigate cost efficiency, scale economies, and technological progress in the Egyptian banking sector. The study analyzes the efficiency of Egyptian banks in the period 2000–2006 which witnessed major regulatory and structural changes. The analysis is based on a panel data of 34 commercial banks representing about 75% of the banking sector in Egypt. The results show that the banks suffer significantly from internal X-inefficiency with an average cost reduction potential of 12%. Increasing economies of scale are found to exist up to a bank size of about EGP30 bn, implying that all but the four largest banks in Egypt could reduce their average costs by growth. Surprisingly, Egyptian commercial banks did not benefit from technological change; instead they faced a negative dynamics of the cost frontier. Further regression analysis conducted to explain the different efficiency levels of the banks revealed a positive impact of size, growth, and merger activities on efficiency, which implies bigger is better for Egyptian Banks.
Decker, Catharina and Niels Van Quaquebeke (2015): Getting Respect from a Boss You Respect: How Different Types of Respect Interact to Explain Subordinates’ Job Satisfaction as Mediated by Self-Determination, Journal of Business Ethics, 131 (3): 543-556.
Abstract: Interpersonal respect can be differentiated into two kinds: (1) horizontal respect, i.e. treating someone with dignity; and (2) vertical respect, i.e. genuinely honoring someone’s merits. With the present research, we draw on motivation theory to explore their interplay in leadership relations. Specifically, we argue for a moderated mediation hypothesis in that (a) leaders’ horizontal respect for their subordinates fundamentally speaks to subordinates’ self-determination and (b) that the message of respectful leadership is enhanced by the vertical respect subordinates have for their leaders. As a result, subordinates are more satisfied with their jobs, which should also show in a decreased willingness to leave. The proposed model was supported in two survey studies (N = 391 and N = 518) and an experimental scenario study (N = 107)—thus suggesting that perceived leader behavior needs to be complemented by leader standing.
Schweizer, Lars, Shalini Rogbeer and Björn Michaelis (2015): The dynamic capabilities perspective: from fragments to meta-theory, Management Research Review, 38 (7): 662-684.
Abstract: This paper aims to show how researchers can overcome problems of fragmentation and eclecticism in an important strategy paradigm, namely, the Dynamic Capabilities (DC) perspective. First, the explanandum of the theory of DC, conceptualized as a theory of strategic change, is generates. Second, four main constituent theoretical perspectives of DC were selected and their explanans on the explanandum of a theory of strategic change was mapped. Third, the explanans of a theory of strategic change was parsed out to derive the critical fragmentation sources as illustrated by the classical papers in DC. First, consistent explanans of a theory of strategic change are integrated to build a meta-theory of strategic change. Second, testable propositions based on the meta-theory, in the context of industry convergence, a context which requires the development of dynamic capabilities in an uncertain and changing environmental context are developed. By developing a meta-theory of strategic change, researchers are provided with the tools to overcome the confusion of fragmentation and eclecticism, specifically in the field of strategy research.
Albers, Sönke, Kalyan Raman and Nick Lee (2015): Optimization Models in Sales Force Management: Review and Trends, Journal of Personal Selling and Sales Management, 35 (4): 275-291.
Abstract: In the last half-century, significant advances have been made in directing sales force behavior with the use of optimization and decision models. The present paper both presents the current state-of-the art in sales force decision modeling, and also discusses key issues and trends in contemporary modeling of relevance to sales force researchers. The paper begins by exploring critical concepts regarding the estimation of the sales response function, and then discusses critical problems of endogeneity, heterogeneity, and temporal variation that are faced by modelers in this task. Modern approaches to dealing with these issues are presented. We then discuss areas of importance concerning finding model solutions, including closed form versus simulation, and optimization versus heuristic solutions. The paper next moves to areas of practical importance where models can help, including call planning, sales force size, territory allocation, and compensation design. Finally, we discuss trends that will likely impact on sales force modeling in coming years, including the use of big data and data mining, the possible breakdown of rationality, the rise of the Internet and social media, and the potential of agent-based modeling.
Becker, Jan U., Martin Spann and Timo Schulze (2015): Implications of minimum contract durations on customer retention, Marketing Letters, 26 (4): 579-592.
Abstract: Customer retention is a major driver of customer lifetime value and is thus a key performance metric in marketing management. Consequently, companies try to retain customers by offering contracts with minimum contract durations (MCD). Using behavioral, psychometric, and advertising data for a large sample of DSL customers, the authors study the impact of minimum contract durations on actual customer churn behavior. The analyses demonstrate that subscriptions with minimum contract durations do indeed help companies to successfully retain customers. The effect is impaired though, as companies typically (must) provide incentives to convince customers to commit to those contracts. We find that incentives attract customers that either cannot or should not be retained and hence require companies to carefully apply both MCD and incentives.
Michaelis, Björn, Joachim D. Wagner and Lars Schweizer (2015): Knowledge as a key in the relationship between high-performance work systems and workforce productivity, Journal of Business Research, 68 (5): 1035-1044.
Abstract: Abstract Drawing on the knowledge-based view of the firm, we develop and test a theoretical model linking high-performance work systems (HPWS) and workforce productivity via employee exchange and combination of knowledge. A test of our model in a sample of junior enterprises in Germany supports the proposal that knowledge exchange and combination plays a mediating role. However, knowledge-management effectiveness interacts. That is, knowledge exchange and combination mediates the relationship between 5HPWS6 and workforce productivity only when knowledge-management is effective at medium and high levels, but not at low levels.
Mutke, Stefan, Christoph Augenstein, Martin Roth, André Ludwig and Bogdan Franczyk (2015): Real-time information acquisition in a model-based integrated planning environment for logistics contracts, Journal of Object Technology, 14 (1): 2-26.
Abstract: In the past, logistics used to be a core function of production and trading companies but many of them started to outsource at least parts of their logistics functions to specialized logistics service providers in terms of logistics contracts. With this, sophisticated business models such as value added logistics service providers evolved which focus on tasks of planning, coordination and monitoring of entire supply chains involving multiple logistics providers. Challenges remain though, for instance how a complex logistics contract can be planned and how it can be assured that the providers comply with the planned process. In this article, we present a conceptual as well as technical solution to the monitoring of logistics services and show how to reuse this information in a model for the integrated planning of logistics contracts. A simulation model thereby ensures validity of the overall planning. An approach for integrating different models helps to overcome the problem of utilizing multiple models. Finally, an example scenario shows how each part contributes to a successful planning process for logistics contracts.
Barrot, Christian, Jan U. Becker, Michel Clement and Dominik Papies (2015): Price Elasticities for Hardcover and Paperback Fiction Books, Schmalenbach Business Review, 67 (1): 73-91.
Abstract: Book pricing is problematic for two main reasons. First, because legal restrictions make pricing decisions irreversible. Second, because publishers must set prices for many books every year. Therefore, a sound knowledge of consumer reaction to price is essential for good pricing decisions. Our research examines consumer reactions to prices, provides price elasticities based on a large sample of fiction books, and creates a comprehensive set of quality measures and control variables. Our results show that once price endogeneity is considered, consumers are price elastic. Moreover, we find that the price elasticity for hardcover books is substantially smaller than for paperbacks.