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ESMT Case Study
ESMT Case Study No. ESMT-820-0187-1
Lusiza
Jens Weinmann, Martin Kupp, Hans Rüdiger Lange (2020)
Subject(s)
Entrepreneurship; Ethics and social responsibility; Health and environment
Keyword(s)
Ecosystems, environmental protection, economic development, family businesses, small & medium-sized enterprises, start-ups, entrepreneurs, green marketing, green business, business-to-business, sales strategy, business model innovation, business plans, product change
The case “Wild Herbs Grow Tall – Mastering Structural Change in Lusatia” describes how entrepreneur Christina Grätz carves out a niche in the re-cultivation of landscapes in post-mining areas in her native region of Lusatia in Eastern Germany. After having established a thriving B2B business with wild herbs, she explores the possibility of entering the B2C market with a new business line. After several iterations and pivoting, she and her partners set up an online platform for direct web-based sales of organic herbal salts. However, the new company shows a lackluster performance – potentially due to the lack of experience in the online B2B marketing strategy.
Key teaching/learning objectives:

The case illustrates how it is possible for a new business to emerge against the backdrop of macroeconomic decline and structural changes in the economy. It provides insights on the complex endeavor by a fledgling company to transit from the B2B to the B2C market. The case details up-to-date methodologies for classroom discussions, including Saras Sarawathi's effectuation, Jake Knapp's Google Design Sprint, as well as the basic principles of Eric Ries’ Lean Startup.
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Book Chapter
In Handbuch Digitalisierung in Staat und Verwaltung, edited by Tanja Klenk, Frank Nullmeier, Göttrik Wewer, 1–12. Wiesbaden: Springer.
Subject(s)
Economics, politics and business environment; Ethics and social responsibility; Information technology and systems; Technology, R&D management
Keyword(s)
Government hacking, police, national security, cybersecurity, information security, vulnerabilities, Verschlüsselung, Computer-Grundrecht, Online-Durchsuchung, staatliches Hacking, Hack-Back Schwachstellen
Governmental hacking has come into the toolbox of the German security authorities - with legal powers for police forces and some intelligence services, with the development of corresponding technologies ("Government Trojan horses") and first deployment experiences. At the same time, government hacking is associated with considerable risks for the individuals concerned and for society at large. Governmental hacking is increasing and will persist. In the long term, it will constitute a major area of conflict between the promotion of information security on the one hand and the disruption of information security on the other.

[Staatliches Hacking ist im Instrumentarium der deutschen Sicherheitsbehörden angekommen – mit gesetzlichen Befugnissen für Polizeien und einige Nachrichtendienste, mit der Entwicklung entsprechender Technologien („Bundestrojaner“) und ersten Einsatzerfahrungen. Gleichzeitig ist staatliches Hacking mit erheblichen Risiken für die Betroffenen und die Gesellschaft insgesamt verbunden. Staatliches Hacking wird zunehmen und sich verstetigen. Es wird dauerhaft ein zentrales Spannungsfeld zwischen der Förderung von IT-Sicherheit auf der einen und der Durchbrechung von IT-Sicherheit auf der anderen Seite darstellen.]
Secondary Title
Handbuch Digitalisierung in Staat und Verwaltung
Pages
1–12
ISBN
978-3-658-23667-0
ISBN (Online)
978-3-658-23668-7
Subject(s)
Economics, politics and business environment; Human resources management/organizational behavior; Management sciences, decision sciences and quantitative methods; Technology, R&D management
Keyword(s)
Team production, knowledge work, interdisciplinary research, collaboration, division of Labor
Teams performing scientific research are becoming increasingly large and interdisciplinary. While prior work has examined antecedents and performance implications of these trends, it is not clear how team size and interdisciplinarity relate to teams’ internal organization, especially the division of labor (DoL) between members. We first develop an organizing framework that integrates three complementary dimensions of DoL: (1) the specialization of individual team members, (2) the distribution of activities across team members, and (3) interdependencies between activities. We then discuss how these aspects of DoL are related to team size and interdisciplinarity and test our hypotheses using author contribution data from over 12,000 scientific articles. We find that team size has a positive relationship with an aggregate measure of DoL, but disaggregated measures show that this relationship holds for some aspects of DoL and not others. We also find that interdisciplinary teams use greater division of labor, although this effect depends on the degree to which interdisciplinarity is intra- versus inter-personal. We conclude by discussing how our conceptual and empirical toolkit may be applied in future research on the drivers and consequences of division of labor in teams.
With permission of Elsevier
Volume
49
Journal Pages
103987
Journal Article
Industrial Marketing Management 88: 195–205
Johannes Habel, Viktor Jarotschkin, Bianca Schmitz, Andreas Eggert, Olaf Plötner (2020)
Subject(s)
Management sciences, decision sciences and quantitative methods; Marketing; Strategy and general management
Keyword(s)
Coronavirus, COVID-19, industrial purchasing, national culture, Hofstede
With the onset of the 2020 coronavirus pandemic, industrial suppliers are increasingly challenged to close their open sales opportunities and keep generating business. Against this backdrop, the authors of this study investigate which offerings industrial customers are most likely to purchase as the pandemic progresses. Drawing on positive decision theory and empirically investigating 31,353 sales opportunities across 57 countries, the authors show that the coronavirus pandemic significantly decreases industrial customers' purchase probability, especially for high-priced offerings. In countries with low uncertainty avoidance and strong long-term orientation (e.g., China, India, Singapore), purchase probability is less affected by the pandemic. The coronavirus pandemic even increases purchase probability for offerings with low prices in countries where cultures are simultaneously uncertainty-avoidant and short-term oriented (e.g., Argentina, Brazil, Mexico). This is presumably because customers safeguard their operations in the face of impending supply shortages. Consequently, this helps suppliers focus on the right sales opportunities to secure their business during exogenous global shocks such as the coronavirus pandemic.
With permission of Elsevier
Volume
88
Journal Pages
195–205
Journal Article
Harvard Business Review
Michael Schaerer, Martin Schweinsberg, Roderick Swaab (2020)
Subject(s)
Human resources management/organizational behavior
Keyword(s)
Negotiations, nudge, social comparisons
ISSN (Print)
0017-8012
Book Chapter
In Digitale Daseinsvorsorge, edited by Henning Lühr, 156–167. Bremen: Kellner Verlag.
Subject(s)
Economics, politics and business environment; Information technology and systems; Technology, R&D management
Keyword(s)
Platform economy, public services, public sector, competition
The digital transformation of all areas of life also involves the public sphere. The government and politicians are called upon to digitally redesign state and local public services in all areas - from education to health care and transport. Digital platforms play a central role in the digital transformation. On the one hand, platform companies are drivers and supporters in the digitization also of public services. On the other hand, they are often market-dominating companies that can reduce the government's ability to design the digital services. Governments are requested, on the one hand, to develop their own platform strategy for the public sector and, on the other hand, to reduce the power of the market-dominating global platforms and to ensure competition.
Secondary Title
Digitale Daseinsvorsorge
Pages
156–167
ISBN
978-3-95651-257-5
Subject(s)
Economics, politics and business environment
Keyword(s)
Cartels, private damages, competition law
Private cartel damages litigation is on the rise in Europe since early 2000. This development has been initiated by the European courts and was supported by various policy initiatives of the European Commission, which found its culmination in the implementation of the EU Directive on Antitrust Damages end of 2016. This paper explores the impact of this reform process on effective compensation of damaged parties of cartel infringements. For that purpose we analyse all European cartel cases with a decision date between 2001 and 2015, for which we analyse litigation activity and speed. Overall, we find a substantial reduction of the time until first settlement (increase in litigation speed) together with a persisting high share of cases being litigated (high litigation activity). This supports the view that the reform not only increased the claimant’s expectation about the amount of damages being awarded, but also resulted in an alignment in the expectations of claimants and defendants in the final damages amount, i.e. the European Commission succeeded in reaching its objective to clarify and harmonize legal concepts across Europe.
Pages
39
ISSN (Print)
1866–3494
Book Chapter
In Transit crime and sexual violence in cities: International evidence and prevention, edited by Vania Ceccato, Anastasia Loukaitou-Sideris, New York: Routledge.
Subject(s)
Diversity and inclusion; Health and environment
Keyword(s)
Public transport, gender, victimization, sexual violence
This chapter examined the experiences of tertiary students in Bogota when taking public transport. Based on a sample of 1065 students, results showed that more than 70% of females and nearly 50% of males had experienced sexual violence at some point in the last three years, about one-third of both males and females had experienced theft, and about one-fifth other serious crimes. As expected, females in the sample felt significantly less safe than males in public transportation settings. However, rather than gender, the best predictors of low perceptions of safety were prior experiences of multiple types of sexual victimization (e.g., sexual looks and gestures, sexual comments, groping, touching inappropriately) as well as poor guardianship of vehicles and stops/stations. The study shows that fear of crime in public transport is not merely a social construction, but is directly related to prior experiences of violence in these public spaces.

Secondary Title
Transit crime and sexual violence in cities: International evidence and prevention
ISBN
9780367258627
ISBN (Online)
9780429290244
Book Chapter
In Transit crime and sexual violence in cities: International evidence and prevention, edited by Vania Ceccato, Anastasia Loukaitou-Sideris, New York: Routledge.
Anastasia Loukaitou-Sideris, Vania Ceccato, Monica Perez Trujillo, Iderlina B. Mateo-Babiano, Per Näsman, Linda Langefors (2020)
Subject(s)
Diversity and inclusion; Health and environment
Keyword(s)
Public transport, gender, victimization, sexual violence
This chapter examines the influence of both the physical and social environment on sexual harassment and on the perceptions of transit safety among university students. We compare results from four cities: Los Angeles in North America, Bogota in South America, Stockholm in Europe and Manila in Asia. Based on a total sample of over 2800 students, we used descriptive statistics and logistic regression models to evaluate the effect of environmental factors while controlling for individual characteristics. Our results provided evidence that environmental factors increase opportunities for crime in transportation settings. Specifically, in most models, litter and vandalism, poorly guarded and poorly illuminated settings had an impact on the risk of victimization. Also, in most models, two elements of social disorder (drunkenness and panhandling) affected risk. However, some environmental characteristics affect some types of sexual offenses but not others, and factors affect the risk of victimization differently depending on the city.
Secondary Title
Transit crime and sexual violence in cities: International evidence and prevention
ISBN
9780367258627
ISBN (Online)
9780429290244
Journal Article
Harvard Business Review Special issue Summer 2020: 36–39
Jan U. Hagen, Zhike Lei, Avner Shahal (2020)
Subject(s)
Human resources management/organizational behavior
Keyword(s)
Crisis management, error management, inquiry, leadership
Through two studies we observed, that leaders must make a concerted effort to encourage assertiveness and speak-up behavior in their area of responsibility by asking open-ended questions before posing solutions, even (and especially) in high-stakes and urgent situations. When people are under pressure, it’s not uncommon for many to shut down and grow quiet as oppose to proactive. This is why inquiry must be used as a means for getting information — especially during crises. Further, leader’s encouragement will help to create an environment of psychological safety, and the solutions they gather will be much better for it. A business framework that emphasizes leading with questions, and one that trains and retains leaders with this skill set, is capable of achieving operational excellence.
Previously published on HBR.org
December 9, 2019

Journal Pages
36–39
ISSN (Print)
0017-8012