Main Content

Monographs

Book Chapter

Journal Articles

  • Inhalt ausklappen Inhalt einklappen Chai, L., Li, J., Clauss, T., Tangpong, C. (forthcoming) The Influences of Interdependence, Opportunism, and Technology Uncertainty on Interfirm Coopetition, Journal of Business & Industrial MarketingChai, L., Li, J., Clauss, T., Tangpong, C. (forthcoming) The Influences of Interdependence, Opportunism, and Technology Uncertainty on Interfirm Coopetition, Journal of Business & Industrial Marketing

    JIF (2017): 1.833
    Abstract:
    Purpose – The purpose of this study is to investigate the antecedents and the conditions of coopetition at the inter-organizational level. Design/methodology/approach – This study is based on survey research methodology and analyzes the data from 138 companies regarding the antecedents and the conditions of their coopetition. Findings – The results indicate that the interdependence between partners (i.e., the antecedent) positively affects interfirm coopetition, and that this relationship is contingent on the joint occurrence of opportunism (a behavioral condition) and technology uncertainty (a contextual condition). Specifically, highly interdependent firms are more likely to be involved in a coopetitive relationship when both opportunism and technology uncertainty are high. Interestingly, our data also show that opportunism or technology uncertainty alone may not be adequate in moderating the interdependence – coopetition relationship. Research limitations/implications – This study contributes to the current literature in two meaningful ways. First, it empirically examines interdependence as a potential antecedent of interfirm coopetition. Second, it improves our understanding of the behavioral and contextual conditions that facilitate the formation of coopetitive relationships by examining the moderating roles of opportunisms and technology uncertainty on the relationship between interdependence and interfirm coopetition. Limitations of this study lie in its confined method of cross-sectional survey from the focal firm’s perspective. Future research may advance beyond this study through experimental and/or longitudinal research designs. Practical implications – This study provides managers with two important practical insights in coopetition management. First, our findings suggest a two-step approach to help a firm assess and manage the level of coopetition in its relationship with a business partner. In addition, our findings provide a counter-intuitive suggestion to managers that the joint conditions of high opportunism and high technology uncertainty indeed prime the relationship for the rise of coopetition, provided that managerial efforts are made to somewhat increase the level of interdependence in the relationship. Originality/value – Despite the growing number of studies on coopetition, research still lacks knowledge about the antecedents and the conditions of inter-organizational coopetition, and this study aims to fill this gap.

  • Inhalt ausklappen Inhalt einklappen Clauß, T.,Tangpong, C. (2018), In search for impregnable exchange relationships with buyers: Exploratory insights for suppliers, Industrial Marketing Management.Clauß, T.,Tangpong, C. (2018), In search for impregnable exchange relationships with buyers: Exploratory insights for suppliers, Industrial Marketing Management.

    VHB-JOURQUAL 3: B
    Handelsblatt Ranking BWL (2012): 0.5
    JIF (2016): 3.166
    Abstract: Business exchange and industrial marketing literature has long investigated determinants of long-term buyer-supplier relationships (BSRs). Anecdotes of BSR dissolutions may suggest that long-term relationships are potentially fragile as circumstances can shift and undermine such relationships, leading to buyers discarding their long-term suppliers. This study investigates supplier attributes that potentially enable suppliers to develop impregnable exchange relationships (IERs) with buyers. We use a multi-theoretical lens of strategic, relational, and behavioral perspectives to guide our research. Based on these perspectives, we maintain that economic necessity, relational ties, and emotional connections with their buyers are all important determinants of IERs. Using the repertory grid technique and post-hoc interviews with purchasing managers, we identify four supplier primacy attributes, helpfulness, friendliness, uniqueness, and flexibility. They co-occur and potentially aid suppliers in attaining economic necessity, relational ties, and emotional connections with buyers. Our findings also suggest that suppliers may alternatively advance toward the development of IERs with buyers through certain combinations of lower-level attributes to compensate for their lack of those four primacy attributes. Finally, we find that joint history between suppliers and buyers may bring about buyers negative perceptions on suppliers.

  • Inhalt ausklappen Inhalt einklappen Clauss, T., Spieth, P. (2017), Governance of open innovation networks with national vs. international scope, Journal of Strategy and Management, Vol. 10, Issue 1, pp. 66-85, DOI: 10.1108/JSMA-07-2015-0057Clauss, T., Spieth, P. (2017), Governance of open innovation networks with national vs. international scope, Journal of Strategy and Management, Vol. 10, Issue 1, pp. 66-85, DOI: 10.1108/JSMA-07-2015-0057

    VHB-JOURQUAL 3: C
    Handelsblatt Ranking BWL (2012): 0.1
    Abstract: Purpose - The realization of joint innovation outcomes in open innovation networks is closely related to an efficient utilization of governance mechanisms, which coordinate joint processes (e.g. knowledge sharing) and eliminate undesired behaviours (e.g. opportunism). Hence, the purpose of this paper is to analyse the complex effects of multiple governance approaches on outcomes of open innovation networks with a national and an international scope.
    Design/methodology/approach – The study draws on a large-scale survey based study of 100 mechanical engineering firms involved in open innovation networks. Hypotheses are tested by means of PLS structural equation modelling.
    Findings – The evidence shows that the three governance mechanisms: transactional governance, relational governance and institutionalised governance significantly foster innovation outcomes of open innovation networks. In national open innovation networks, only relational governance exerts positive effects, internationally transactional and institutionalised governance is necessary.
    Research limitations/implications - The study contributes to research in multiple ways. First, it shows that governance of open innovation networks is crucial for their innovation performance, thereby providing some explanations for the performance differences between certain networks. Second, the results indicate, that the effects of
    governance mechanisms depend on the scope of the network. By showing, that the effect of governance mechanisms varies under different contextual conditions the study also contributes to the ongoing debate on combined effects of governance mechanisms.
    Originality/value – The paper fills important gaps in the existing research on the link between governance and performance in open innovation networks and delineates interesting areas for further research.

Proceedings

Conference Paper

  • Inhalt ausklappen Inhalt einklappen Clauß, T., Kesting, T., Liedtke, S. (2015), Why do Professors engage in university-business collaboration?, VHB TIE Fachtagung 2015, Potsdam, Germany, 14-16 October 2015.Clauß, T., Kesting, T., Liedtke, S. (2015), Why do Professors engage in university-business collaboration?, VHB TIE Fachtagung 2015, Potsdam, Germany, 14-16 October 2015.

    Abstract: The increasing relevance of knowledge has been changing today’s society. Particularly in high technology economies, knowledge can be regarded as the mainspring of economic success. Global competition in dynamic environments makes businesses consider external knowledge provision and innovation support. In this context, universities take over a prevalent role in promoting innovation on a regional level and beyond. Hence, university-business collaboration (UBC) becomes more and more important for businesses in numerous sectors as it helps them to maintain or even improve competitiveness. Such inter-organizational collaboration implies motivation and commitment on behalf of the actors involved. In this respect, the individual perspectives and objectives of researchers at universities are a critical aspects with regard to their willingness to engage in UBC. Based on the self-determination theory, we developed a framework comprising the core motivational factors of professors’ UBC engagement and derive hypotheses from this framework. To test these hypotheses, we conduct a conjoint experiment among 215 U.S. professors in engineering sciences to get a better insight into individual motivational structures to engage in UBC. We identify the main effects, the interaction effects and context-specific effects on the professors’ willingness regarding collaboration with businesses. Our results contribute to UBC research and enable a deeper insight into the motivational structures of individual researchers.

  • Inhalt ausklappen Inhalt einklappen Teichert, T., Clauss, T. (2009), Motivational Factors of Professors for Participation in Local Cluster Initiatives, 16th International Product Development Conference, Twente, Netherlands, 07.-09. June 2009. Teichert, T., Clauss, T. (2009), Motivational Factors of Professors for Participation in Local Cluster Initiatives, 16th International Product Development Conference, Twente, Netherlands, 07.-09. June 2009. 

    Abstract: Based on the assumption that the innovative potential of local cluster initiatives relies significantly on the engagement of academics, this paper examines the motivating potentials inherent in different configuration parameters of local cluster initiatives. We argue that specific settings of regional industrial cluster policies suit for an involvement of the “right” professors from academia. Whilst some parameters might just motivate for a short term engagement or low contributions, we search for those to stimulate the highly ambiguous experts on a long term perspective. Therefore we place the topic into a context of current issues to narrow the problem situation. A short introduction into underlying theories as well as former work what has been done in that field leads to research levers and lays the groundwork for the upcoming study. Through a combination of previous work on cluster policies and university-industry relationships with acknowledged theories form decision sciences we develop a differentiated hypothesis framework on the motivational forces of particular cluster design factors. Due to the multitude of characterizing aspects as well as highly subjective interpretations of different academics we use Conjoint-Measurement based on scenario descriptions of fictitious cluster structures. Our study bases on a large scale survey of 102 professors in Germany from the disciplines of mechanical engineering and physics. By means of additional personal covariates like number and quality of publications, gender etc. we retrieve a propensity score participation in different policies for diverse groups of academics. Our managerial implications directly enable policymakers to design future clusters in a way that maximizes the willingness of the “right” professors to participate.

Invited presentations

Clauß, T. (2017), „Digitale Transformation durch neue Geschäftsmodelle!?“, Informationsveranstaltung der IHK Frankfurt: „Digitaler Wandel - Chance oder Risiko für nachhaltiges Wirtschaften?“, Frankfurt a. M., 16.11.2017.

Clauß, T. (2017), “Strategic Agility, Business Model Innovation, and Firm Performance: A Quantitative Empirical Analysis”, Research Seminar Presentation, School of Business, Maynooth University, Maynooth, Republic of Ireland, 15.11.2017.

Clauß, T. (2017), “Geschäftsmodellinnovation: Herausforderung und Chance im digitalen Zeitalter“, Netzwerktreffen des Business Forums Marburg, Marburg, 02.03.2017.Clauß, T. (2017), Geschäftsmodellinnovation: Ein (neuer) Ansatz zur Generierung von Wettbewerbsvorteilen, Netzwerktreffen des Business Forums Marburg, Marburg, 02.03.2017.

Clauß, T. (2017), Geschäftsmodelle für die Digitalisierung: Potenziale und Risiken, Unternehmerfrühstück des Netzwerks „Die Maschinenbaupartner“, Kassel, 16.02.2017.

Clauß, T. (2017), Geschäftsmodellinnovation: Ein (neuer) Ansatz zur Generierung von Wettbewerbsvorteilen, 10. Norddeutscher Gemüsebautag 2017, Hamburg, 31.01.2017.

Clauß, T. (2016), Innovation ganzheitlich begreifen: Potenziale und Herausforderungen von neuen Geschäftsmodellen, Zukunftsforum digitale Wirtschaft der Wirtschaftsjunioren Marburg und der IHK Kassel-Marburg, Marburg, 13.10.2016.
Clauß, T. (2016), Geschäftsmodelle in Zeiten der Digitalisierung: Herausforderungen und Chancen, Festrede zur Verleihung des Wissenschaftspreises 2016 der IHK Kassel-Marburg, Marburg, 03.06.2016.

Clauss, T. (2016), Measuring business model innovation: Opportunities (and challenges) for future research, Research Seminar Presentation, Queen's University Management School, Queen’s University of Belfast, 22.03.2016.

Clauß, T. (2016), “Wie sich Unternehmen und Branchen neu erfinden? Potenziale für Geschäftsmodellinnovationen in der Agrar- und Ernährungswirtschaft“, Keynote for the Zukunftswerkstatt 2016 der Marketinggesellschaft der niedersächsischen Land- und Ernährungswirtschaft e. V zum Thema Neue Geschäftsmodelle in der Land- und Ernährungswirtschaft, International Green Week 2016, Berlin, 20.01.2016.

Clauss, T., Döppe, S. (2015), “Why do urban travelers select different travel modes: A repertory grid analysis, Professional Development Workshop (PDW) on Beyond the Automobile: Car Sharing, App-Based Transport Networks, Urban Mobility & Sustainability, Academy of Management Annual Meeting, Vancouver; 07.08.2015.

Clauß, T. (2015), “Geschäftsmodellinnovationen”, IHK Informationsveranstaltung: Innovationen fallen nicht vom Himmel, IHK Gießen, 27.04.2015.

Clauss, T. (2014), „Aligning Governance Mechanisms to Power Conditions in Innovation-Oriented Buyer-Supplier Relationships”, Guest Lecture, Master Class Operations Management, 09.10.2014.

Clauss, T. (2014), „Aligning Governance Mechanisms to Power Conditions in Innovation-Oriented Buyer-Supplier Relationships”, Research Presentation, Department Management & Marketing, North Dakota State University, Fargo, 07.10.2014.

Clauss, T. (2014), “Innovation in Germany”, Guest Lecture, Bachelor Class International Management, North Dakota State University, Fargo, 05.10.2014.

Clauß, T. (2014), "Innovation jenseits neuer Produkte und Services: Wettbewerbsvorteile durch innovative Geschäftsmodelle" IHK Innovationskonferenz: Innovationen machen mit System!, IHK Frankfurt, 26.05.2014.

Clauß, T. (2014), „Innovation jenseits neuer Produkte und Services: Wettbewerbsvorteile durch innovative Geschäftsmodelle" IHK Informationsveranstaltung: Neue Geschäftsmodelle und Marketing-Instrumente als Wettbewerbsvorteile für Unternehmen, IHK Marburg, 28.01.2014.

Clauß, T. (2013), “Wing@Wissenschaft”, Vortrag im Rahmen der Erstsemester-Einführungswoche der Wirtschaftsingenieure, Universität Kassel, 25.05.2013.

Clauß, T. (2012), Neue Geschäftsmodelle in der Hafencity, Fernsehinterview bei Hamburg 1 im Rahmen der Sendung: „Betrifft Hamburg: Hafencity“, im Internet: http://www.hamburg1.de/sendungen /14/2819/09_01_2013_Neue_Geschaeftsideen.html, Hamburg, 09.01.2013.

Teichert, T., Averdung, A., Clauß, T. (2011), Der Apothekenbeitrag zur AMTS: servicedominante Logiken in der Arzneimittelversorgung, Gesamtworkshop der Initiative Arzneimitteltherapiesicherheit im Rahmen der intersektoralen Versorgung, Universität Hamburg, Hamburg, 10.05.2011.

Teichert, T., Averdung, A., Clauß, T. (2011), AMTS durch servicedominante Logiken in der Arzneimittelversorgung, Einzelworkshop der Arbeitsgruppe AMTS durch service-dominante Logiken in der Arzneimittelversorgung der Initiative Arzneimitteltherapiesicherheit im Rahmen der intersektoralen Versorgung, Universität Hamburg, Hamburg, 07.04.2011.

Teichert, T., Clauß, T. (2011): Systeminnovationen – Phänomene und Anforderungen für die Gesundheitswirtschaft, Gesamtworkshop der Initiative Arzneimitteltherapiesicherheit im Rahmen der intersektoralen Versorgung, Universität Hamburg, Hamburg, 20.01.2011.

Expertenmeinung für: Wörrle, J. (2010) Für Neuheiten werben – Handwerksbetriebe haben eine große Innovationsfähigkeit, Deutsche Handwerkszeitung, im Internet: http://www.deutsche-handwerks-zeitung.de/fuer-neuheiten-werben/150/3100/66922
 

Miscellaneous

Clauß, T. (2016), Digitale Geschäftsmodelle gestalten, Wirtschaft Nordhessen, 02/2016, pp. 16-17.

Clauß, T. (2014), Permanent Trends erkennen, Wirtschaft Nordhessen, 02/2014, p. 19.