Thomas Niemand

Clausthal University of Technology | TUC · Department of Management and Economics

Family managers' entrepreneurial intentions (EI) play a crucial role in the long-term success of family firms. Previous research has highlighted education as a key driver of EI but has failed to consider the unique socialization processes within business families and their impact on the education-EI relationship. This study aims to fill this gap by...

Sustainability as a vital purchase criterion in sustainable consumption contexts is often biased by misguided information. In this context, we investigate the hindsight bias, i.e., consumers think in hindsight that they knew what would happen all along, may lead consumers to think they evaluated attributes of unsustainable or sustainable products c...

SMR has attracted considerable attention in social media and advertising practices, but it lacks empirical investigation within marketing science. This study suggests applying ASMR in the design of interactions in relationships between organizations and customers in order to shorten spatial distance evoked by digitization. This experimental study c...

This manuscript investigates if and how startups can utilize referral campaigns to increase Internet enabled software adoption. It is analyzed how geographic proximity, tie strength and status differences between referrer and referee and the sender’s network position impact adoption success. This study complements a complete diffusion dataset of a...

This manuscript analyzes start-ups’ usage of different communication strategies (information, response, involvement), their underlying decision logics (effectuation, causation, strategy absence) and respective social media success. A multitude of studies have been published on the decision logics of entrepreneurs as well as on different communicati...

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The impact that COVID-19 had on individuals globally has been immense. Our study aims to determine if the various COVID-19 related beliefs (information seeking; invulnerability; disruption; health importance and response effectiveness) are predictors of perceived stress and if self-efficacy acts as a mediator in reducing perceived COVID-19 related...

Proper measurement of technology knowledge and social change enables managers to advance strategies in technology management. Structural equation modeling is the ideal method in Technological Forecasting and Social Change (TFSC) and other leading journals to assess the meas-urement quality of the relevant decision variables and understand how they...

Technology is rapidly changing the financial industry. Banks, in particular, are faced with a shift from traditional, interpersonal forms of service to digital financial services. These digital technologies are more and more becoming today’s standard in the banking sector, they challenge traditional business models, and provide opportunities for ba...

The article ‘The effect of stress on customer perception of the frontline employee: an experimental study’, written by Marie-Christin Papen, Thomas Niemand, Florian U. Siems, Sascha Kraus, was originally published electronically on the publisher’s Internet portal (currently SpringerLink) on 15 November 2017 without open access.

Academic research into social entrepreneurship orientation (SEO) remains nascent, despite social entrepreneurship receiving increasing attention in both research and practice. This study of 308 industrial industry firms from Austria and Northern Macedonia contributes to closing these research gaps investigating how SEO influences social entrepreneu...

Preventing waste is becoming highly pertinent to society as a whole. Ever more consumers are adopting a lifestyle regarding waste prevention by applying sustainable consumption practices. This so-called "precycling" lifestyle involves rejecting waste caused by packaging materials, reducing the amount of waste produced, and consequently reusing item...

Purpose This article addresses the need for further conceptual development of the factors that influence the development of the entrepreneurial mindset. It focuses on finding a link between the classic mental models of entrepreneurship and those that are employed during video game play to explore if similarities exist. Design/methodology/approach...

With a surge in communication channels increasing the complexity of today’s media landscape, companies face new challenges concerning the allocation of their advertising budget. As consumers become increasingly more autonomous in gathering information from the channels they deem most suitable, they encounter several touchpoints on their customer jo...

We examine the impact of social entrepreneurship orientation (SEO), a behavioral measure of the social entrepreneurship of the organization, on the social and financial performance of a sample of Austrian firms. Despite growing research interests in social entrepreneurship, the field remains fragmented and this has led to calls for a careful examin...

The major premise of this study is that managers purposefully shape the business context for radical innovation. Particularly, the strategic option of developing radical innovation in collaboration with direct competitors offers opportunities otherwise unattainable. We tap into its cognitive underpinnings by running an experimental study of coopeti...

This study analyzes the interplay of conditions in the form of entrepreneurial orientation (EO) in startups and cooperation partnerships with other startups and established firms leading to product/service innovation. We apply a fuzzy-set qualitative comparative analysis (fsQCA) to identify previously unknown combinations that lead to product/servi...

This article examines positive effects of customer stress drawn upon the theory of excitation transfer. Contrary to previous marketing and management literature, the present study focuses on positive outcomes of stress based on a study by Dutton and Aron (J Pers Soc Psychol 30(4):510–517, 1974), who found increasing interpersonal attraction in stre...

In the digital world, many firms struggle in employing a freemium business model (simultaneously offering restricted free options and full featured premium options). Although this is an increasingly popular revenue strategy, conversion rates for premium options are relatively low as free options provide users an irrationally high value, the so-call...

This research focuses on crowdfunding project features and its relation with the success of this project. The main purpose is to improve probability of success of crowdfunding projects. One can argue that “more is always better” resulting in attempts of daily updates. Contrarily, backers may be weary of numerous updates to work through, indicating...

The rising use of crowdfunding makes it important for project initiators to know how they can increase the likelihood of success of their crowdfunding campaign. The effects of using social media, although relatively easy to do via most crowdfunding platforms, have not yet been analysed in greater detail in scientific research. We address this resea...

Against the background of in marketing recently established so-called “Relationship Marketing”, which examines the design of relationships of companies to their stakeholders, it is increasingly discussed to transfer theories from sociology and psychology to marketing. One specific area is the issue of “customer education”. This is the starting-poin...

Leadership and internationalisation are both established areas of scientific research, yet their interplay remains insufficiently examined. The present study focuses on the former and aims to shed more light on the intersection of leadership and internationalisation. By utilising fsQCA, a qualitative comparative analysis, to a set of 437 active int...

Entrepreneurial marketing (EM) is considered a marketing concept for firms that strive to run entrepreneurial, market-driving and at the same time customer-focused marketing programs that work particularly well under resource constraints. However, even after more than three decades after its inception, researchers still focus on validating single d...

Reducing (packaging) waste is becoming more and more relevant for consumers. Consequentially, some consumers developed a lifestyle regarding waste reduction to fit sustainable consumption targets. This so-called precycling lifestyle avoids waste by buying in bulk or avoiding excessively packaged products. Compared to recycling and reusing which foc...

Coopetition (collaboration between competitors) has the potential to provide major benefits or losses to participating firms. Entering a partnership with a competitor is a strategic decision with potential long-term consequences rendering the choice of partner of key importance. Existing research has investigated partner’s strategic attributes, but...

Researchers often struggle when applying ‘golden rules of thumb’ to evaluate structural equation models. This paper questions the notion of universal thresholds and calls for adjusted orientation points that account for sample size, factor loadings, the number of latent variables and indicators, as well as data (non-)normality. This research explor...

Innovation success typically leads to company success. That is, firms that successfully create and launch innovations often grow in terms of revenues, profits, and head count. Societies benefit not only from new products and services, but also from new jobs, as created through innovating firms. Thus, innovation success potentially leads to increase...

Financial constraints are a striking difficulty of entrepreneurial ventures in the early stages of their development. Recently, emerging crowdinvesting platforms try to fill this finance gap by involving an anonymous crowd into the funding process. Due to high information asymmetries, platform providers and start-ups alike, try their best to reduce...

Leadership and internationalisation are both established areas of scientific research, yet their interplay remains insufficiently examined. The present study focuses on the former and aims to shed more light on the intersection of leadership and internationalisation. By utilising fsQCA, a qualitative comparative analysis, to a set of 437 active int...

Purpose The purpose of this paper is to identify and disentangle the home bias in equity crowdfunding to better understand irrational decision making of investors. Design/methodology/approach A first choice-based conjoint (CBC) experiment with 217 participants was conducted in central Europe in order to single out different factors contributing to...

By integrating literature on family functionality, family firms, and socioemotional wealth (SEW), we develop a theoretical model explaining how family functionality and SEW dimensions influence firm innovativeness. Our multigroup structural equation model on two samples of family small and medium-sized enterprises (SMEs) shows that family functiona...

In today’s world of increasing ecological, social and economic issues, the question as to how businesses can become a vehicle towards more sustainable development has become more relevant than ever. Crucial to a more sustainable economy is the successful implementation of sustainable practices through entrepreneurial activities. Although there are...

Findings in management and psychological research support an integrated model of firm level as well as individual level variables in order to predict firm performance. However, previous research has not integrated the strategic firm-level entrepreneurial orientation as the strategic decision and CEOs' individual traits of dominance and self-efficac...

Purpose Despite growing scholarly interest in social entrepreneurs and the social enterprises (SE) they create, few studies have examined the hybridity of SE including, surprisingly, whether they adopt an entrepreneurial orientation (EO). One explanation for this may be the continuing lack of an appropriate scale measuring social entrepreneurship o...

Relationship marketing is commonly defined as a process. Its essential process dimension, however, remains surprisingly under-theorized. In this conceptual paper, we address this theoretical void and begin to develop a process-centric framework to explore company-customer relationships. This framework distinguishes four ideal-typical models of the...

International opportunity recognition has become an important field of research in recent years. This study deals with the effects of entrepreneurial alertness, systematic search, prior knowledge, and social networks on first-time international opportunity recognition of entrepreneurs inside born global firms. In order to answer this research quest...

This study builds on previous research on information technology implementation and usage in SMEs and applies a special focus on social networks. Specifically, this research investigates antecedents of social network usage in SMEs and respective performance outcomes. The results show that entrepreneurial orientation is positively related to social...

Purpose The purpose of this paper is to evaluate the emerging field of experimental research on entrepreneurship to better understand its development and potential. Design/methodology/approach A systematic, evidence-based literature review was applied, resulting in a sample of 47 articles having used experiments in entrepreneurship research so far...

Internationalization is a hot topic in innovation management, whereby the phenomenon of “Born Globals” is still limited to research in the domains of Entrepreneurship and International Management. As business model design plays a key role for Born Globals, we link these two concepts. For this, we propose hypotheses about the influence of efficiency...

This article explores managers’ ethical reasoning for behaviors in price negotiations using evidence from 15 in-depth interviews conducted with sales and purchasing representatives in the chemical industry in Germany. Applying transaction cost economics, we find that negotiators in commoditized market-like exchanges either refer to deontological no...

Rache ist ein Phänomen, das in vielen Wissenschaftsbereichen eine Rolle spielt. Im Marketing ist dies nicht anders, wenn insbesondere Kunden wahrgenommenes Fehlverhalten eines Unternehmens oder Ungerechtigkeiten durch Rache zu bestrafen suchen. Ziel des vorliegenden Beitrags ist es zu untersuchen, wie in Kunde-Anbieter-Beziehungen das Motiv der Wah...

Unternehmen und Organisationen stehen zunehmend vor der Herausforderung, langfristige Kundenbeziehungen aufzubauen und zu vertiefen. Der vorliegende Beitrag stellt den Life Event Cycle als ein Instrument vor, dieser Herausforderung zu begegnen. Der Life Event Cycle beruht auf der Annahme, dass konkrete Ereignisse im Leben („Life Events“) des Kunden...

Continuous evolution of digital technology not only changes the way people communicate, it also fundamentally alters how companies generate revenue. Services like Dropbox, Skype, LinkedIn or Spotify successfully implement the freemium business model of concurrent free and priced premium versions. This paper will investigate the consequences of offe...

Recent years have seen the development of a trend where customers are increasingly involved by companies in the provision of services. The following will examine (1) the fact that the customer can make mistakes in this process, (2) how they make these mistakes, and (3) which management implications result from this.

The increasing cultural diversity within companies around the globe makes it more important than ever to understand the influence that geographical and cultural differences have on key managerial factors. This paper contributes to existing cross-cultural research by investigating the impact of internal communication quality on employees´ attitudes...

The life event cycle is a modern relationship marketing tool. The following exploratory study will demonstrate how small and medium enterprises (SMEs) can efficiently apply it to investigate and guide customer development actively in their companies. This paper will provide explorative data from an SME for the first time, generating a detailed anal...

This paper presents a review of research literature on the life event cycle in the past 10 years. A short synopsis of the life event cycle into existing concepts demonstrates the advantages of this approach to managing long-term customer relationships. Afterwards this paper provides an overview about the life event cycle's fields of application tha...

Der Implizite Assoziationstest (IAT) ist ein re-aktionszeitbasiertes Verfahren zur Erfassung impliziter (automatisierter) Assoziationen. De-ren Messung kann helfen, Zusammenhänge aufzudecken, die traditionellen expliziten Me-thoden verborgen bleiben bzw. deren Erklä-rungsbeitrag ergänzen. Der IAT hat in der Marketing -Forschung bislang wenig Beacht...

In recent years, interdisciplinary research projects grew in importance. The reasons are twofold: On the one hand research areas become more and more specialised. On the other hand, “out-of-the-box-research” seems especially successful for innovations. Further, research projects are increasingly associated with the need to re-integrate the traditio...

Das in Kapitel 3 durchgeführte qualitative Review lässt zahlreiche Moderatoren vermuten, welche die herausgearbeitete Inkonsistenzproblematik womöglich erklären. Eine Möglichkeit, diese Inkonsistenz zu prüfen und Moderatoren zu identifizieren, bietet die quantitative Meta-Analyse (vgl. Kapitel 3.2; z.B. Cooper et al. 2009, S. 4; Hunter/ Schmidt 200...

Unter Produktpiraterie (product piracy) wird allgemein das illegale Nachahmen und Vervielfältigen von Gütern (Produkten) verstanden, für die der rechtmäßige Besitzer (Hersteller) ein geistiges Eigentum (intellectual property) besitzt, d.h., durch seine geistige Anstrengung (z.B. Erfindung, Gestaltung) oder Übertragung (z.B. Erwerb, Erbe) ein Recht...

Die vorliegende Arbeit hat in den vorangegangenen Kapiteln die betriebswirtschaftlich orientierte Forschung zur bewussten Produktpiraterie systematisch aufgearbeitet. Dieses abschließende Kapitel wird diese Ergebnisse im Folgenden diskutieren. Hierzu fasst Kapitel 7 die Ergebnisse der Arbeit zunächst anhand der aufgestellten Forschungsfragen rekapi...

Menschen imitieren, kopieren, fälschen und plagiieren die Werke und Güter ihrer Mitmenschen seit jeher. Dies betrifft insbesondere Wirtschaftsgüter. Unter dem Oberbegriff der Produktpiraterie beschäftigen sich Forscher und Praktiker mit der Frage, welche kommerziell vertriebenen Produkte warum imitiert werden. Obwohl einzelne Formen der Produktpira...

Kapitel 3 gibt zunächst einen Überblick über nachfrageseitige Beiträge, welche sich mit dem bewussten Erwerb eines der drei zuvor identifizierten Formen der Produktpiraterie (Fälschung, Plagiat, Raubkopie) auseinandersetzen. Ziel des Kapitels ist es, die bestehende Literatur zu dieser Thematik systematisch aufzuarbeiten. Ferner werden Einflussfakto...

Das IPM postuliert eine Reihe neuartiger Zusammenhänge, die in der Produktpiraterie bisher nicht hypothesengeleitet untersucht wurden. Ferner erfordert es die Prüfung der aufgestellten Mediatoren, dass anstatt bivariater Ursache-Wirkungsbeziehungen Korrelationen von zumindest drei Variablen bekannt sind (vgl. Baron/Kenny 1986). Dennoch sind meta-an...

Kapitel 3 und Kapitel 4 zeigten eine Reihe von bestätigten und abgelehnten Zusammenhängen auf. Diese induktiv gewonnenen Erkenntnisse sind jedoch nicht abschließend. Die in den Kapiteln 3.4.1.4 und 3.5 dargestellten Theorien lassen weitere mögliche, jedoch bisher nicht betrachtete Zusammenhänge vermuten. Im Sinne eines deduktiven, d.h. theoriegelei...

Welchen Einflussgrößen unterliegen Konsumenten, wenn sie Formen der Produktpiraterie, insbesondere Fälschungen, Plagiate und Raubkopien, bewusst erwerben? Die hier zugrundeliegende nachfrageorientierte Sichtweise ermöglicht Unternehmen, Interessensverbänden und staatlichen Organen, Maßnahmen abzuleiten, um den bewussten Erwerb effektiv zu unterbind...

Web designers and providers are keenly interested in determining the ideal range of Web site complexity to facilitate user–Web site interactions. Previous empirical findings have sparked a lively debate about whether Web site complexity inhibits or enhances user responses toward the Web site. This paper develops a theoretical framework that posits...

Warum trinken Menschen Alkohol, nehmen Drogen, rauchen, haben ungeschützten Sex oder essen fettreiche Lebensmittel? Die Gründe, aus denen sich Menschen ungesund ver-halten, sind vielfältig. Oft werden Abhängigkeiten, aber auch Unachtsamkeit, mangelndes Gesundheitsbewusstsein oder schlicht genetische Veranlagung angeführt.

Präventionsanzeigen sind ein wirksames und häufig eingesetztes Mittel, um in der Bevölkerung das Bewusstsein für Gesundheitsprobleme zu wecken, Wissen zu vermitteln, Einstellungen sowie Verhaltensintentionen zu prägen und gesundheitsschädigende Verhaltensweisen zu unterbinden (vgl. Rice/Atkin 2001). Als Themen von Präventionsanzeigen kommen damit g...

Kurzfassung Für die Produktion von Bauteilen aus endlosfaserverstärkten Faserverbundwerkstoffen fehlt es bislang an effizienten Fertigungsprozessen. Drapier- und Laminierverfahren sind zeit- und kostenintensiv und beim Einsatz von Organoblechen wird das Leichtbaupotenzial des Werkstoffs meist nicht voll ausgenutzt. In interdisziplinärer Zusammenarb...

Currently, the production of components made of composite materials with continuous fibres is lacking efficient manufacturing processes. While the application of plastic organic sheets fails to exploit the material's potential for light weight construction; draping and laminating processes are time and cost consuming. In an interdisciplinary projec...

The market in pirated and counterfeit goods is rapidly growing and is constantly reaching new record levels. These developments pose a serious threat to companies producing legitimate goods. Whereas rigorous research has been done to determine why consumers buy a pirated product instead of the original, relatively little is known about what prevent...

Der Workshop-Beitrag beschreibt die Bedeutung marktorientierter Technologieentwicklung, die Umsetzung der Marktorientierung im Projekt EFFEKT der TU Dresden auf insgesamt 4 Stufen. Besonderer Augenmerk wird dabei der Wirtschaftlichkeitsbetrachtung des Modellverarbeitungsprozesses und den Anwenderstudien geschenkt.

Eine systematische und an den Bedürfnissen der Kunden angepasste Entwicklung von Produkten kommt in der bisherigen Forschungspraxis oft zu kurz. Zwar erkennen immer mehr Unternehmen, staatliche Institutionen und Forschungseinrichtungen die Bedeutung eines systematisch geplanten und durchgeführten Technologie-Transfers. Dennoch werden technische Ide...