University of St.Gallen
  • Sankt Gallen, Switzerland
Recent publications
Value-based pricing is known to be challenging, especially on online platforms, but is considered a superior pricing strategy. We investigate cross-platform pricing and other factors that influence perceived customer value in the context of the accommodation industry. This industry is characterized by powerful platforms (e.g., Booking.com) as well as small and medium-sized enterprises (SMEs) selling across platforms. We compare the importance of platform choice and seller history as underlying signals conveying value and thus defining pricing beyond core product attributes. Such actor-signaling-actions for value are neglected in previous research. We pay particular attention to how time-based price discrimination affects the importance of these non-core product signals. As cross-platform efforts increase the complexity of value-based pricing, we apply machine learning methods to model how SMEs can successfully predict pricing across platforms. We discuss our methodological and theoretical contributions to value-based pricing and signaling theory.
Innovation is one of the most important antecedents of a company's competitive advantage and long-term survival. Prior research has alluded to teamwork being a primary driver of a firm's innovation capacity. Still, many firms struggle with providing an environment that supports innovation teams in working efficiently together. Thereby, a team's failure can be attributed to several factors, such as inefficient working methods or a lack of internal communication that leads to so-called innovation blockages. There are a number of approaches that are targeted at supporting teams to overcome innovation blockages, but they mainly focus on the collaboration process and rarely consider the needs and potentials of individual team members. In this paper, we argue that Conversational Agents (CAs) can efficiently support teams in overcoming innovation blockages by enhancing collaborative work practices and, specifically, by facilitating the contribution of each individual team member. To that end, we design a CA as a team facilitator that provides nudges to reduce innovation blocking actions according to requirements we systematically derived from scientific literature and practice. Based on a rigorous evaluation, we demonstrate the potential of CAs to reduce the frequency of innovation blockages. The research implications for the development and deployment of CAs as team facilitators are explored.
We investigate how potential co-founders' perceptions of a founder's obsessive passion (OP) influence the decision to join a venture team. Using a conjoint experiment with a primary sample of 116 founder-entrepreneurs and validating it with an additional sample of 59 founder entrepreneurs, we found that potential co-founders were more likely to join if they perceived that the founder had OP for developing ventures. Potential co-founders were less likely to join if they perceived OP for founding ventures. Further, we found significant interactions between perceived OPs, as well as interactions between perceived OP and potential co-founders' own OP.
Paraganglioma (PGL) of the urinary bladder are a very rare tumor entity. Treatment of a PGL requires a multidisciplinary approach. We report on a case of a malignant pheochromocytoma (PHEO) of the bladder in a male adult due to a succinate dehydrogenase B (SDHB) subunit gene mutation where a partial cystectomy was perfomed after preoperative alpha blocking.
A variety of technologies are being developed to help older people live healthier, more independent, and safer lives, for longer. While many of these technologies are positively impacting the lives of older adults, they also have the potential to dictate specific behaviours or restrict their autonomy rather than empower them. The vulnerability theory of privacy proposes that vulnerable populations are not only more likely to be susceptible to privacy violations, but are also disproportionately affected by said violations. In this position paper, we adapt the vulnerability theory of privacy to the older adult population, and identify a further potential exacerbatory cycle. The risk of a `slippery slope' of privacy violation occurs when AAL technologies enable an elevated and quantified visibility of (mis)behaviour and irregular activity that could seem to justify the deployment of further AAL technology. We present `ratchet-wise rehabilitation' as an alternative vision to the `slippery slope' and identify research and design challenges throughout the paper.
We study the impact of a tightening of a private driving restriction in Germany’s capital, the city of Berlin, on house prices in its affluent suburbs. Using geo-referenced data on train stations, motorway access points and offers of single-family houses for sale from Germany’s leading online property broker ImmobilienScout24 in a spatially staggered DiD framework, we find evidence for sizeable price growth premia for houses located in walking distance of train stations that lie within 30 min commuting duration to Berlin main station. Property located in immediate vicinity (5 min walking distance) of train stations within 30–40 min commuting duration, however, face penalties. Our findings are of relevance for the design of public infrastructure planning policies that seek to accommodate and facilitate changes in local demands for alternative and more environmentally sustainable modes of transport induced by private driving restrictions.
Due to an increased competition for volunteers, nonprofit organizations have intensified efforts to recruit members as volunteers. But how to effectively persuade members to volunteer using visual communication? Research suggests that images are most persuasive when they demand something from the viewer. A demand is expressed through the depiction of a person who directly gazes at the viewer, whereas an offer is expressed through the depiction of a face with an averted gaze. Demands and offers can also be expressed verbally. A verbal demand is articulated through commands, whereas a verbal offer is conveyed through statements. This study examines whether NPOs should address their members using demands or offers and whether correspondence between image and text increases persuasion. An experiment among 205 members of a Swiss NPO finds that direct gaze images are most effective. However, image-text matching increases persuasion for campaigns that feature an averted gaze image.
Although overconfidence is acknowledged as one of the most common managerial decision-making biases, much uncertainty remains about its implications for firm performance. To resolve this uncertainty, we investigate how and why CEO overconfidence is related to firm performance using meta-analytic techniques on a sample of 199 studies. In particular, relying on behavioral decision theory, we develop alternative hypotheses regarding the impact of CEO overconfidence on firm performance. Contrary to the conventional belief that CEO overconfidence is detrimental, this study reveals that CEO overconfidence is, on average, beneficial for firm performance. Drawing on recent refinements of upper echelons theory and theoretical insights from the psychology literature, we then dive deeper into this positive relationship and hypothesize that overconfident CEOs engage in strategic risk taking through cognitive, motivational, and social mechanisms. This risk taking is positively related to firm performance. Our results confirm that the positive relationship between CEO overconfidence and firm performance is partially mediated through strategic risk taking. Thus, although CEO overconfidence is a cognitive bias, it does not automatically lead to inferior performance but can create value for firms by impelling CEOs to take actions that involve risk. We also test whether this relationship is stronger under conditions of high managerial discretion. Our results generally validate these predictions. Finally, based on our findings, we discuss implications and directions for future CEO overconfidence research, including determining the limits of CEO overconfidence, exploring new moderators and mediators, and investigating the implications of different CEO overconfidence operationalizations as well as implications for practice.
Zusammenfassung Obwohl sich die Rolle und Bedeutung der IT in den meisten Unternehmen stark verändert hat, folgt die Strukturierung von CIO-Bereichen (und ihrer Wertbeiträge) meist noch einem funktionalen Paradigma – unter Bezugnahme auf „was wird gemacht“ oder „wie wird es gemacht“, manchmal auch „für wen wird es gemacht“. Eine funktionale bzw. ergebnisorientierte Strukturierung findet sich mittelbar auch in Ansätzen, welche die Wertschöpfungskette in den Mittelpunkt stellen oder agile Gestaltungsprinzipien berücksichtigen. Wir diskutieren bestehende Ansätze und schlagen ein neues Strukturierungsmodell vor, das die Aktivitäten des CIO-Bereichs aus der Perspektive „welcher Wertbeitrag wird erreicht“ (bzw. welche strategische Wirkung wird angestrebt) unterscheidet. Das sich ergebende Wirkungs-orientierte Portfolio wird dabei in den Dimensionen Wirkungsbreite, Wirkungszeitraum und Wirkungstiefe abgebildet. Ausgehend von der Demonstration bestimmter Aspekte dieses Perspektivenwechsels in Form von zwei Anwendungsfällen werden die Potenziale und Konsequenzen einer wirkungsorientierten Strukturierung des CIO-Bereichs z. B. für die Kommunikation des CIO-Wertbeitrags, die Koordination mit anderen Führungsfunktionen und die Organisation von „Business Technology“ diskutiert.
Zusammenfassung Die Digitale Transformation betrifft Unternehmen aller Branchen. Diese können sich nicht auf die laufende Verbesserung ihres erfolgreichen Bestandsgeschäfts beschränken, sondern müssen gleichzeitig neue, digitale Geschäftsmodelle aufbauen, um allenfalls bereits wegbrechendes Geschäft zu kompensieren. Das Konzept der Organisationalen Ambidextrie bezeichnet die Fähigkeit von Unternehmen, bei neuartigen strategischen Vorhaben (Exploration) gleichzeitig auf Kernkompetenzen aus dem Bestandsgeschäft (Exploitation) als Wettbewerbsvorteil zu setzen. In diesem Beitrag wird ein Kriterienkatalog vorgestellt, der die Fähigkeit von Organisationen beschreibt, das Ambidextrie-Konzept speziell bei den strategischen Vorhaben zur Digitalen Transformation umzusetzen. Dieser Katalog dient als Managementinstrument für eine Standortbestimmung und Zielvorgaben und lässt sich zu einem Reifegradmodell weiterentwickeln. Sowohl das IT-Know-how als auch das Zusammenspiel der Chief-Information- (CIO) und der jüngeren Chief-Digital-Officer (CDO)-Rolle sind dabei von zentraler Bedeutung und begründen den Unterschied zur allgemeinen Organisationalen Ambidextrie. Der Katalog wurde in einem iterativen Design-Science-Research-Ansatz mit zwei Design- und Evaluationszyklen entwickelt und enthält für ein Erhebungsinstrument einsatzfertige Fragestellungen zu 46 Gestaltungsfaktoren in sieben Dimensionen mit insgesamt 99 Kriterien. Als konzeptionelle Grundlagen dienten insbesondere literaturbasiertes Wissen zu Rollenanforderungen für CIO und CDO, einschlägige Untermengen von Kriterien aus Reifegradmodellen und Assessments zu allgemeiner Digitaler Transformation, Intrapreneurship und Innovationskultur für digitale Lösungen. Die Bezeichnung CDO-CIO Do-it Kit ergibt sich aus den Anfangsbuchstaben der Dimensionen: CDO-CIO Zusammenarbeit, Digital-Transformation-Strategie, Organisation, Innovation, Transformationsmanagement, Kultur & Kompetenz sowie IT & IT-Kompetenz.
Zusammenfassung In Theorien des Ökonomischen wird die Frage nach der Entstehung von Märkten vergleichsweise randständig behandelt. Wie der Artikel zeigt, lassen sich die dominanten Erklärungsmuster in drei Gruppen zusammenfassen, die jeweils einem idealtypischen Leitkonzept der Marktgestaltung folgen: wechselseitige Anpassung, Organisation und soziale Felder. Während Theorien der wechselseitigen Anpassung von der quasi-natürlichen Genese von Märkten im Prozess reziproker Anerkennungsprozesse der Marktteilnehmer ausgehen, fokussieren Organisationstheorien die bewusste Gestaltung relevanter Institutionen, insbesondere, aber nicht nur durch den Staat. Die durch Bourdieu und Fligstein inspirierte Theorie sozialer Felder nimmt die außerökonomische Einbettung von Marktentstehungsprozessen in den Blick, liefert jedoch keinen genuinen Beitrag zur Interpretation solcher Prozesse im engeren Sinne. Der eingehende analytische Vergleich der jeweiligen Literatur zeigt die Anwendbarkeit der jeweiligen Erklärungsmuster. So betrifft das Phänomen der wechselseitigen Anpassung vor allem ungeplante Prozesse und Märkte mit starker Produktdifferenzierung, das Phänomen der Organisation hingegen vor allem „gerahmte“ Märkte für standardisierte Produkte sowie Wertpapiermärkte. Theorien sozialer Felder adressieren übergreifend den sozialen Kontext und die Machtkämpfe, in denen Märkte als politisch-kulturelle Strukturen ausgehandelt werden. Auf Basis dieser Beobachtung plädiert der Beitrag für eine integrierende Perspektive, die die Vorteile der jeweiligen Ansätze ohne Reduktion auf ein Paradigma in sich vereint.
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5,588 members
Miriam Meckel
  • Institute for Media and Communication Management
Magnus Hoffmann
  • Institute of Business Ethics
Antonia Albani
  • Institute of Information Management
Oliver Gassmann
  • Institute of Technology Management
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