Transformationen einer Marketing- und Vertriebsorganisation

Die Dynamik und Wettbewerbsintensit?t im Medizintechnik-Markt der Ultraschallsysteme zwingt Hersteller permanent zur Anpassung ihrer Strategien und Unternehmensstrukturen. Der vorliegende Praxisbericht zeigt, warum und wie Siemens Medical Solutions seine Marketingorganisation für das Ultraschallgesch?ft in EMEA (Europe, Middle East, Africa) von einer eher reaktiven Supportfunktion zu einer proaktiven und gesch?ftsentwickelnden Funktion transformiert hat und nach welchen Prinzipien diese funktioniert.     

Give Macroeconomic Stability and Growth in Russia a Chance

This paper identifies and investigates conceptual and empirical links among Russia's disappointing growth performance of the mid-1990s, its costly and eventually unsuccessful stabilization, the macroeconomic meltdown of 1998 and the spectacular rise of non-payments. Non-payments developed into a system that flourished in an atmosphere of fundamental inconsistency between a macroeconomic policy geared at sharp disinflation and a microeconomic policy of bailing-out enterprises through soft budget constraints. It embodies a large volume of untargeted, implicit subsidies in the order of 7–10 per cent of GDP, which has stifled growth, contributed to the 1998 meltdown through its impact on public debt and made at best a questionable contribution to equity. The overwhelming priority at this point is to dismantle this system, thereby promoting enterprise restructuring and growth (by hardening budget constraints) and medium-term macroeconomic stability (by reducing the size of the subsidies).     

On Work and Authority: Issues in Job Enlargement, Job Enrichment, Worker Participation and Shared Authority

Abstract . Continued debate over the nature of work is adding to an existing vast literature in labor economics, business and personnel administration, industrial sociology and social psychology. Both theory and experience indicate that the authoritarian workplace results in social costs through reduced labor productivity and increased worker dissatisfaction. But progress toward shared authority and worker participation in the administration of the production process promises to be slow. Management generally preserves a legitimized authority, defending it with the misplaced rationale of elitism, i.e., the presumed functional superiority of managers. Unions will not press for shared authority, for to do so would undermine their basic and formal function of organizational restraint of managerial authority. Thus, while management and union logically protect their traditional roles, the worker and society are denied the potential benefits of basic changes in work and authority.     

Optimized Software Licensing – Combining License Types in a License Portfolio

Although software licenses usually range among the most expensive items within the IT budget, they still lack the necessary attention by many companies. Therefore, most companies inadequately have implemented their software asset management neglecting further potential for cost reduction, which can be obtained by optimizing the use of different license types. This paper shows how possible savings can be realized by combining different types of licenses in a license portfolio. The model presented is based on the most common license types considering different user groups as well as their behavior. Additionally to cost risks, the risk of service quality is also taken into consideration. The following examples illustrate the model’s high relevance and show how it can be applied in practice. Accepted after two revisions by Prof. Dr. Hasenkamp. This article is also available in German in print and via http://www.wirtschaftsinformatik.de: Gull D, Wehrmann A (2009) Optimierte Softwarelizenzierung – Kombinierte Lizenztypen im Lizenzportfolio. WIRTSCHAFTSINFORMATIK. doi: 10.1007/11576-009-0182-x.     

REVERSE LOGISTICS: THE RELATIONSHIP BETWEEN RESOURCE COMMITMENT AND PROGRAM PERFORMANCE

In response to increasing volumes of returned products, firms are establishing programs to guide the reversal of flows in the supply chain, i.e., reverse logistics. With reverse logistics programs firms seek cost savings and efficiencies related to reclamation, redistribution, and disposal of products returned “upstream” to the retailer or manufacturer. This paper reports on a recent survey of electronics catalog retailers regarding reverse logistics program involvement. In addition to creating a profile of current reverse logistics activities in an industry characterized by high volumes of returns, the research also examines the relationship between investment in reverse logistics related resources and reverse logistics program performance.     

Preliminary Evidence for the Neurophysiologic Effects of Online Coupons: Changes in Oxytocin,Stress, and Mood

Coupon use saved consumers $2.9 billion on packaged goods in 2012 with over 90 million Americans using online coupons. Besides saving money, why is coupon use so widespread? An experiment was run where participants (N = 90) shopped online and one‐half received a coupon worth $10. It was found that those who received a coupon had a 14% increase in oxytocin (OT), an 8% decrease in the stress hormone adrenocorticotropin, a 4% decrease in heart rate (HR), a 27% decrease in respiration, a 4% decrease in skin conductance levels, and a 90% increase in high‐frequency HR variability. These factors showed almost no change for those who did not receive a coupon. The findings indicate that coupons elicit physiological reactions similar to having a positive social interaction. In addition, self‐reported happiness correlated with the change in OT (r = 0.43). These findings provide new insights into why online coupon use is so pervasive.     

The Effect of Socially Responsible Investing on Portfolio Performance

More and more investors apply socially responsible screens when building their stock portfolios. This raises the question whether these investors can increase their performance by incorporating such screens into their investment process. To answer this question we implement a simple trading strategy based on socially responsible ratings from the KLD Research & Analytics: Buy stocks with high socially responsible ratings and sell stocks with low socially responsible ratings. We find that this strategy leads to high abnormal returns of up to 8.7% per year. The maximum abnormal returns are reached when investors employ the best‐in‐class screening approach, use a combination of several socially responsible screens at the same time, and restrict themselves to stocks with extreme socially responsible ratings. The abnormal returns remain significant even after taking into account reasonable transaction costs.     

Arbitrage, hedging, and financial innovation

I consider the costs and benefits of introducing a new securityin a standard framework where uninformed traders with hedgingneeds interact with risk-averse informed traders. Opening anew market may make everybody worse off, even when the new securityis traded in equilibrium. This article emphasizes cross-marketlinks between hedging and speculative demands: risk-averse arbitrageurscan use the new market to hedge their positions in the preexistingsecurity, which can affect liquidity in the old market. Moregenerally, the availability of such hedging opportunities willinfluence the strategies to which traders will direct resources.     

The Impact of Regret on the Demand for Insurance

We examine optimal insurance purchase decisions of individuals that exhibit behavior consistent with Regret Theory. Our model incorporates a utility function that assigns a disutility to outcomes that are ex post suboptimal, and predicts that individuals with regret‐theoretical preferences adjust away from the extremes of full insurance and no insurance coverage. This prediction holds for both coinsurance and deductible contracts, and can explain the frequently observed preferences for low deductibles in markets for personal insurance.