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The role of the sales force in multichannel distribution: Organizational determinants and consequences

Companies have to choose not only an appropriate organization of sales force activities but also an optimal level of integration in order to align the sales force with other channels. Based on an exploratory qualitative study, a conceptual model for determining sales force activities is developed and tested empirically. We found a positive impact of using the sales force in a target-...

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English / 26/05/2009

Counseling in High Performance Organizations : Individuel reenactment of todays universities performatiy discourse

Context
An intensive change process concerning the curricula in German speaking universities has been initialized through the Bologna Process. This process is accompanied with higher pressure for students to adjust their vita according to the demands of the labor market early in their studies. With the uncertain development of the labor market, fears of recession and out-...

English / 14/05/2009

Organizational Discourse as Determination of Social Relations in Organizations

Introduction
Social relations in organizations are predominantly discussed as either bonds between individuals or, alternatively as team-based matters. Moreover, social relations are often viewed as the objects to be improved by means of training and education, a view that is heavily influenced by the humanist ideal of personal development and growth. Neglected in these ideas...

English / 14/05/2009

Valuation of electricity swing options by multistage stochastic programming

Electricity swing options are Bermudan-style path-dependent derivatives on electrical energy. We consider an electricity market driven by several exogenous risk factors and formulate the pricing problem for a class of swing option contracts with energy and power limits as well as ramping constraints. Efficient numerical solution of the arising multistage stochastic program requires...

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English / 01/04/2009

Education, demographics, and the economy

This paper deals with two issues concerning the effects of population
aging on education decisions in the presence of a PAYG pension
system: We first analyze the effects of an aging population per se on
individual skill choices and continuous education and the production
structure. Second, we study the implications of postponed retirement, which is often...

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English / 01/04/2009

Civilizing the Market Economy: The Approach of Integrative Economic Ethics to Sustainable Development

As long as the economy is not embedded in a superordinate societal framework the problem of sustainable development cannot be solved within the logic of the market system. The establishment of such a framework is an epochal cultural and political task. The well-known definition of sustainable development by the Brundtland Commission fails to make this clear since it neglects the...

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English / 01/04/2009

Pricing and Performance of Mutual Funds: Lookback versus Interest Rate Guarantees

The aim of this paper is to compare pricing and performance of mutual funds with two types of guarantees: a lookback guarantee and an interest rate guarantee. In a simulation analysis of different portfolios based on stock, bond, real estate, and money market indices, we first calibrate guarantee costs to be the same for both investment guarantee funds. Second, their performance is...

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English / 23/03/2009

Pushing the Envelope: Creating Public Value in the Labor Market : An Empirical Study on the Role of Middle Managers

This paper analyzes public value creation by the German Federal Labour Agency (FLA) from a middle management perspective. We relate the role description of a public value manager by Mark Moore with middle management research inspired by Floyd and Wooldridge. As a result of a case study we conceptualize critical experience of middle management and its antecedents in balancing...

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English / 15/03/2009

Measuring conditional cooperation: a replication study in Russia

We replicate the strategy-method experiment by Fischbacher et al. (Econ. Lett. 71:397-404, 2001) developed to measure attitudes towards cooperation in a one-shot public goods game. We collected data from 160 students at four different universities across urban and rural Russia. Using the classification proposed by Fischbacher et al. (2001) we find that the distribution of types is...

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English / 01/03/2009

Complex versus Complicated: The How of Coping with Complexity

This article aims to demonstrate and explain how distinct approaches to coping with complexity vary in their effectiveness. The different strategies are evaluated as to their respective capabilities of absorbing complexity. Virtuous versus vicious ap-proaches are distinguished.

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English / 01/03/2009

The Impact of Steering Measures on Customer Channel Migration and Customer Satisfaction

Multichannel distribution is now rather the rule than the exception. Different channels may enable customers to match their needs with a specific channel type, increase customer satisfaction and lead to higher turnovers. Numerous authors argue that the value creation contribution of the multichannel system could be enhanced when companies actively steer their customers into the most...

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English / 20/02/2009

Outsourcing, Unemployment and Welfare Policy

The paper investigates the consequences of outsourcing of labor intensive activities to low-wage economies. This trend challenges the two basic functions of the welfare state, redistribution and social insurance when private unemployment insurance markets are missing. The main results are: (i) outsourcing raises unemployment and labor income risk of unskilled workers; (ii) it...

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English / 05/02/2009

Model-Based Management (MBM): A Research Agenda

The purpose of this paper is to introduce and conceptualize the topic of Model-Based Management (MBM) in organizations. The importance of qualitative and quantitative models for management is highlighted, and a research agenda for this new topic is proposed. This agenda promises to make a contribution to the use of models for higher managerial effectiveness. The role of models for...

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English / 03/02/2009

The Performance of Actively and Passively Managed Swiss Equity Funds

Using a Switzerland-specific Carhart model, we study the risk-adjusted performance of actively and passively managed mutual funds investing in Swiss stocks from 1989 to 2007. We also compare the performance of actively managed funds to passively managed funds instead of comparing them to a theoretical index. For a sample of 160 funds with 13'672 monthly observations we find that...

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English / 09/01/2009

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