Publikationsserver der Katholischen Universität Eichstätt-Ingolstadt
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Wohlgschaft, Hermann: Dich gibt es nicht, wenn doch, dann komm! : Gott in der deutschsprachigen Gegenwartsliteratur. Würzburg, 2024
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Tourismus zwischen Krisenfestigkeit und Zukunftsfähigkeit : transformative Resilienz als Schlüssel zur Neuausrichtung in Zeiten des Wandels
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Practicing and placing imaginaries : interdisciplinary perspectives, conceptual ideas, and case studies
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Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations
No full textThis study investigates how firms’ strategic risk-taking affects salespeople’s defensive behavior in price negotiations with clients, a major performance driver for firms. Despite the importance of firms’ strategy for salespeople’s job activities, research has thus far neglected it as an antecedent of salespeople’s negotiation behavior. Drawing on the expectancy theory, we theorize and test (1) how a firm’s risk-taking strategy affects a salesperson’s defensive behavior in price negotiations and (2)which levers sales managers must handle to control this relationship to the firm’s benefit. To this end, we conduct a multi-method investigation comprising a scenario experiment with 134 business-to-business (B2B) salespeople and an online survey with 377 B2B salespeople. The results reveal that in negotiations with clients, salespeople tend to show lower effort in defending their firm’s position when they perceive the firm’s strategy as risk-oriented. Importantly, sales managers can counteract this negative effect by bolstering salespeople’s instrumentality and expectancy of defending the firm’s position during price negotiations: When salespeople receive outcome-based compensation, particularly combined with pricing authority, the negative impact of the firm’s risk-taking strategy on salespeople’s defensive behavior is reduced
Shannon's entropy and its bounds for some a priori known equiprobable states
No full textIt is known that Shannon’s entropy is nonnegative and its maximum value is reached for equiprobable events. Adding or removing impossible events does not affect Shannon’s entropy. However, if we increase the number of events and consider not necessarily all of them equiprobable, but at least as many of them as the initial number of equiprobable events, how does Shannon’s entropy change? We study the lower bound of the interval where the probability value of the a priori assumed equiprobable states must belong when the entropy increases
Effects of AI-Generated Conflict Videos on Conflict-Related Attitudes, Willingness, and Behavior
No full textInterpersonal conflicts are unavoidable, necessitating effective conflict management through skilled handling. In efforts to enhance this handling and promote resource-efficient science communication, we designed an intervention study utilizing AI-generated videos imparting insights from conflict psychology. This study aims to evaluate the psychological impact of these videos on the conflict-related attitudes, willingness, and behavior of the recipients. For this purpose, we will employ a quantitative longitudinal design with a single experimental group (N = 4000, 18-69 years) measured at five survey intervals