Die vorliegende Studie befasst sich mit dem Einsatz von digitalen Medien in B2B-Beschaffungsprozessen im deutschen Markt. Dieser wird in der existierenden Literatur nur unzureichend erfasst. Zum einen wird die Vielfalt digitaler Medien nicht berücksichtigt. Zum anderen werden die Heterogenität...

Platform-based systems have become the dominant way to market consumer entertainment products. Video games are, for instance, distributed in digital data form, which can only be used on compatible hardware. Network effects drive the diffusion of such systems. This article provides insights into...

In its recent special reports, the Intergovernmental Panel on Climate Change (IPCC) emphasizes the importance of behavior and lifestyle changes in mitigating climate change and calls for them to be better researched. Yet to date, climate-related behavior has been largely neglected or simplified...

Selling fair-trade products can be problematic because of their higher price when compared with conventional alternatives. We propose that one way to solve this problem is to make consumers aware of the benefits of fair-trade. To this end, we perform three experimental studies to show that...

This paper investigates the influence of cultural characteristics of negotiator teams (Masculinity, High/low context) on the behavior and different success measures in intercultural business negotiations. Preliminary results show differences in negotiation success across cultural groups and in...

Deal-of-the-day (DoD) promotions are nowadays very popular. As a special form of a price promotion, they allow firms to offer products at substantial price discounts, usually at or above 50%, for a very limited period of time, usually between one and seven days. Conventional wisdom suggests that...