business-theorists-from-germany

"Only the subtle psychological individual analysis can overcome the superficial prejudices of group psychology."

"Munsterberg's Congress program seems to me to be sheer humbug."

"1913: Hugo Münsterberg’s Psychology and Industrial Efficiency — presents a scientific study of human behavior in the work environment; analysis of individual differences."

"If they (the ) had not been (aware of human problems involved) — and Taylor either failed to encounter, or to recognize the significance of, the early work in industrial psychology contributed by Walter Dill Scott, Hugo Munsterberg, and others — there was the amazing fact that one of them, Frank Bunker Gilbreth, happened to fall in love with a girl who was a psychologist by education, a teacher by profession, and a mother by vocation. I know of no occurrence in the whole history of human thought more worthy of the epithet "providential" than that fact. Here were three engineers — Taylor, Gantt, and Gilbreth — struggling to realize the wider implications of their technique, in travail with a "mental revolution," their great danger that they might not appreciate the difference between applying scientific thinking to material things and to human beings, and one of them married Lillian Moller, a woman who by training, by instinct, and by experience was deeply aware of human beings, the perfect mental complement in the work to which they had set their hands."

"The theorists of scientific management seem to think that the most subtle methods are indispensable for physical measurements, but for psychological inquiry nothing but a kind of intuition is necessary."

"WE have placed our psychotechnical interest at the service of economic tasks... The purpose before us was to find for every economic occupation the best-fitted personality, both in the interest of economic success and in the interest of personal development."

"Ethics could teach us only those purposes and ideals. If the teachers seeks insight into the means by which the aim can be reached, into the facts by which the child can be molded, his way must lead from ethics to psychology. (...) Water flows downhill, anyhow, but to bring the water uphill hydraulic forces are indeed necessary. To overcome nature and instead to prepare for a life of ideals, to inhibit personal desires and instead to learn to serve the higher purposes indeed demands most serious and most systematic efforts. It is the teachers' task to make these efforts with all his best knowledge of mind and body, of social and of cultural values."

"Our aim is to sketch the outlines of a new science which is to intermediate between the modern laboratory psychology and the problems of economics: the psychological experiment is systematically to be placed at the service of commerce and industry. So far we have only scattered beginnings of the new doctrine, only tentative efforts and disconnected attempts which have started, sometimes in economic, and sometimes in psychological, quarters. The time when an exact psychology of business life will be presented as a closed and perfected system lies very far distant. But the earlier the attention of wider circles is directed to its beginnings and to the importance and bearings of its tasks, the quicker and the more sound will be the development of this young science. What is most needed to-day at the beginning of the new movement are clear, concrete illustrations which demonstrate the possibilities of the new method. In the following pages, accordingly, it will be my aim to analyze the results of experiments which have actually been carried out, experiments belonging to many different spheres of economic life. But these detached experiments ought always at least to point to a connected whole; the single experiments will, therefore, always need a general discussion of the principles as a background. In the interest of such a wider perspective we may at first enter into some preparatory questions of theory. They may serve as an introduction which is to lead us to the actual economic life and the present achievements of experimental psychology"

"The knowledge of nature and the mastery of nature have always belonged together."

"Applied psychology can, therefore, speak the language of an exact science ill its own field, independent of economic opinions and debatable partisan interests."

"The inner labor, the inner values, and the inner difficulties and frictions are too often unknown to those who decide for a vocation, and they are unable to correlate those essential factors of the life-calling with all that nature by inheritance, and society by surroundings and training, have planted and developed in their minds."

"[Key Account Management is] the extent to which an organization achieves better relationship outcomes for its Key Accounts than for its average accounts."

"Marketing Management: A Contemporary Perspective provides a fresh new perspective on marketing from some of the leading researchers in Europe. The book offers students and practitioners the comprehensive coverage they need to make the right decisions to create and implement highly successful marketing strategies. This exciting new book combines scholarly international research with relevant and contemporary examples from markets and brands across the world."

"Little is known about the interface between separate marketing units and sales units. This article develops a multidimensional model of the marketing and sales interface. The model integrates a broad range of conceptual domains, including information sharing, structural linkages, power, orientations, and knowledge of marketing and sales. The authors empirically explore the conceptual model through a cross-industry study of 337 European Union–based companies. They identify five empirical archetypes of the marketing and sales interface. The taxonomy shows that the role and characteristics of marketing and sales vary a great deal. This finding challenges existing stereotypes about marketing and sales. Finally, the article explores organizational outcomes of the five configurations. The findings suggest that the most successful configurations are characterized by strong structural linkages between marketing and sales and a high extent of market knowledge in marketing."

"Despite the high relevance of corporate social responsibility (CSR) in current business practice and the considerable research on CSR outcomes in consumer markets, investigations of its influence on organizational business relationships are scarce. Relying on instrumental stakeholder theory the authors develop and empirically test a framework of the influence of a supplier's CSR engagement on organizational customer outcomes. Findings from an examination of 200 cross-industry supplier-customer dyads reveal positive effects of two facets of a supplier's CSR efforts on customer loyalty through distinct mechanisms. Business practice GSR fosters customers' trust, whereas philanthropic CSR strengthens customer-company identification. The authors distinguish a supplier's actual GSR engagement and customers' perception of these GSR activities. In addition, they consider central contingency factors reflecting uncertainty and dependence in business-to-business relationships that determine the effectiveness of GSR."

"The notion of corporate social responsibility (CSR) has gained momentum and is currently of strategic importance for many companies. Among Fortune 500 companies, as many as 90% have explicit CSR initiatives, more than half publish a separate annual CSR report, and most have senior executives responsible for CSR (Luo and Bhattacharya 2009; McKinsey & Company 2009)."

"We define CSR as a firm's voluntary consideration of stakeholder concerns both within and outside its business operations."

"Stakeholder theory regards the firm as a nexus of stakeholders, commonly defined as groups or individuals who can affect or are affected by the achievement of the firm's goals (Freeman 1984). Depending on the ground for examining a firm's stakeholders, we can differentiate three approaches (Jones 1995):"

"Homburg, Workman, and Krohmer (1999) examine marketing’s influence within the firm and, in a survey of U.S. and German companies, find that marketing had substantial influence — at least ten years ago. They also find that marketing’s influence is related to (1) external contingency variables, such as the frequency and unpredictability of market-related changes; (2) competitive strategies; and (3) institutional determinants, such as whether the chief executive officer (CEO) has a marketing background."

"Cannon and Homburg (2001) have analyzed the customer firm costs, and concluded that lowering customer cost can be a key way to create value for customers and gain larger customer shares."

"Homburg and Pflesser [2000] develop a multilayer model of market-oriented organizational culture. Following the model by Schein [1984] and framing a construct consisting of the four latent variables (1) shared basic values supporting market orientation, (2) norms for market orientation, (3) artifacts of market orientation, and. (4) market-oriented behaviors, Homburg and Pflesser [2000] provide evidence that culture influences market performance and indirectly also financial performance."

"Much empirical work on marketing organization has not distinguished between marketing units and sales units. Traditionally, sales has been conceptualized as a subunit of the marketing department that reports to a marketing executive (Ruekert, Walker, and Roering 1985; Weitz and Anderson 1981). For example, Ruekert and Walker (1987a, b) and Dastmalchian and Boag (1990) speak about marketing as one whole and barely mention the word sales. This view of M & S as one unit is challenged by qualitative reports (Piercy 1986)."

"Industrial marketing should be understood as a relationship-specific rather than a transaction-specific construct."

"People define themselves in terms of both unique individualizing attributes and collective attributes of the groups to which they belong."

"This paper reviews prior applications of in four major marketing journals (the ', ', ', and the ') between 1977 and 1994. After documenting and characterizing the number of applications over time, we discuss important methodological issues related to structural equation modeling and assess the quality of previous applications in terms of three aspects: issues related to the initial specification of theoretical models of interest; issues related to data screening prior to model estimation and testing; and issues related to the estimation and testing of theoretical models on empirical data. On the basis of our findings, we identify problem areas and suggest avenues for improvement."

"Previous research addressing market orientation from a cultural perspective typically has used behavioral measures of this construct. Drawing on literature in the fields of organizational theory and marketing, the authors develop a multilayer model of market-oriented organizational culture. They draw an explicit distinction among values that support market orientation, norms for market orientation, artifacts indicating high and low market orientation, and market-oriented behaviors. On the basis Of qualitative research and a subsequent survey, the authors develop scales for measuring the different layers of market-oriented culture and analyze relationships among the different components of market-oriented culture. Findings indicate that artifacts play a crucial role in determining behavior within organizations. Results also indicate that a market-oriented culture influences financial performance indirectly through market performance and that this relationship is stronger in highly dynamic markets."

"Organizational culture consists of four distinguishable but interrelated components. They include shared basic values, behavioral norms, different types of artifacts, and behaviors... Values can be defined as "a conception, explicit or implicit, distinctive of an individual or characteristic of a group, of the desirable which influences the selection from available modes, means, and ends of action." Norms differ from values by a higher degree of specificity and a higher relevance for actual behaviors (Katz and Kahn 1978, p. 43). The shared values within an organization form the basis for the development of these norms, which legitimate specific behaviors. More specifically, we define norms as expectations about behavior or its results that are at least partially shared by a social group (O'Reilly 1989; Thibaut and Kelley 1959). Artifacts include stories, arrangements, rituals, and language that are created by an organization and have a strong symbolic meaning (Schein 1992; Trice and Beyer 1993). The symbolic meaning of artifacts is more important than any instrumental function (Hatch 1993). In contrast, behaviors refer to organizational behavioral patterns with an instrumental function."

"Norms guide market-oriented behaviors within organizations. More specifically, we focus on market orientation as the concrete object of these norms. If, for example, the members of an organization share the value of openness of internal communication, a specific norm related to that value is the openness of market-related internal communication. As another example, the norm of market-related responsibility of employees is a specification of the more general shared value of responsibility of the employees... The difference between values and norms is that norms guide behaviors in a specific context, whereas values represent general guidelines."

"The greater the extent of market dynamism, the greater is the positive impact of market-oriented behaviors on market performance."

"Activities for complex customers cannot be handled by the sales function alone but requires participation from other functional groups."

"[Strategic account management programs include] special activities... such as pricing, products, services, distribution, and information sharing’ and that they involve ‘in addition to marketing and sales, functional groups such as manufacturing, research and development, and finance."

"Cross-functional KAM companies stand out with respect to both performance in the market and adaptiveness."

"At the heart of the book are the functional areas of an industrial firm. Although the data structures are thereby designed according to functional area the integration principle of supra-functional processing of tasks occupies the foreground. This book aims to achieve both a scientifically-based procedural method and a practically relevant, tried and tested approach. The author's experience of developing and introducing integrated information systems in several large industrial firms is incorporated in the treatment presented."

"Reference models can be quite comprehensive, consisting of hundreds or thousands of model objects. This is why various levels of aggregation are used. Reference models provide enterprises with an initial process engineering solution, letting them determine the degree of detail of the model and the business content."

"Business process engineering aims to achieve the greatest efficiency possible in terms of business-organizational solutions. Organizational departments, reengineering project teams or even business process owners can be responsible for process engineering. While work schedule development for manufacturing processes might be institutionally allocated to a certain department for years as job preparation, other kinds of business processes are not quite as regimented."

"There are two fundamental ways of (re-)engineering information systems. The “formal driven” approach is based on the goal of developing and implementing a technical correct running system. The “content driven” approach is based on the goal of developing and implementing an organizational correct running system. By using reference models, content and technology can be combined in a new way"

"Business information systems can be either designed as custom applications or purchased as off-the-shelf standard solutions. The development of custom applications is generally expensive and is often plagued by uncertainties, such as the selection of appropriate development tools, the duration of the development cycle, or the difficulties involved in assessing costs. Thus, empirical surveys have shown that between half to two-thirds of information systems projects fail. The current tendency to shift from individual development to standardized, prepackaged software solutions is therefore not surprising."

"The creation and implementation of integrated information systems involves a variety of collaborators including people from specialist departments, informatics, external advisers and manufacturers. They need clear rules and limits within which they can process their individual sub-tasks, in order to ensure the logical consistency of the entire project. Therefore, an architecture needs to be established to determine the components that make up the information system and the methods to be used to describe it. The ARIS architecture developed in this book is described in concrete terms as an information model within the entity-relationship approach. This information model provides the basis for the systematic and rational application of methods in the development of information systems. It also serves as the basis for a repository in which the enterprise's application - specific data, organization and function models can be stored. The ARIS architecture constitutes a framework in which integrated applications systems can be developed, optimized and converted into EDP - technical implementations. At the same time, it demonstrates how business economics can examine and analyze information systems in order to translate their contents into EDP-suitable form."

"In Weber’s historical analysis, Protestant Calvinists — who generally believe in the idea of “predestination,” or that God has chosen some people to be saved and others damned — felt the need to justify their own sense of themselves as the saved. They looked both for outward signs of God’s favor (i.e., through material success) and for ways to express inward virtue (i.e., through hard work). While the accuracy of Weber’s analysis is still debated by scholars, it nevertheless tells us a lot about cultural attitudes at the time Weber wrote it."

"let’s not get all excited about Weber, because Weber was a racist, like he was such a racist, so yes, and no. What Weber actually teaches us, that old racist, is what the state does is it monopolizes the delegation of legitimate violence."

"Max Weber and Vladimir Lenin say, in almost identical words, that with regard to the use of force the state is always a dictatorship."

"Weber's methodology was as ethical as it was epistemological"

"The capacity to distinguish between empirical knowledge and value-judgments, and the fulfillment of the scientific duty to see the factual truth as well as the practical duty to stand up for our own ideals constitute the program to which we wish to adhere with ever increasing firmness."

"Broadly speaking, Weber's philosophical worldview, if not coherent philosophy, was informed by the deep crisis of the Enlightenment project in fin-de-siècle Europe, which was characterized by the intellectual revolt against positivist reason, a celebration of subjective will and intuition, and a neo-Romantic longing for spiritual wholesomeness [Hughes 1977]. In other words, Weber belonged to a generation of self-claimed epigones who had to struggle with the legacies of Darwin, Marx, and Nietzsche. As such, the philosophical backdrop to his thoughts will be outlined here along two axes: epistemology and ethics. [...] Weber's ethical sensibility is built on a firm rejection of a Nietzschean divination and Foucaultian resignation alike, both of which are radically at odds with a Kantian ethic of duty. In other words, Weber's ethical project can be described as a search for a non-arbitrary form of freedom (his Kantian side) in what he perceived as an increasingly post-metaphysical world (his Nietzschean side). According to Paul Honigsheim, his pupil and distant cousin, Weber's ethic is that of “tragedy” and “nevertheless.” [Honigsheim 2003, 113] This deep tension between the Kantian moral imperatives and a Nietzschean diagnosis of the modern cultural world is apparently what gives such a darkly tragic and agnostic shade to Weber's ethical worldview."

"Then the works of Max Weber, first translated from the German in the 1940s — he wrote around 1910, incredibly — began to find their way into social science thought. At first, with his celebration of the efficiency of bureaucracy, he was received with only reluctant respect, and even with hostility. All writers were against bureaucracy. But it turned out, surprisingly, that managers were not. When asked, they acknowledged that they preferred clear lines of communication, clear specifications of authority and responsibility, and clear knowledge of whom they were responsible to. They were as wont to say "there ought to be a rule about this," as to say "there are too many rules around here," as wont to say "next week we've got to get organized," as to say "there is too much red tape." Gradually, studies began to show that bureaucratic organizations could change faster than non-bureaucratic ones, and that morale could be higher where there was clear evidence of bureaucracy."

"The rejection of concern for practical goals expressed in the German Society for Sociology's founding charter represented the culmination of a debate in the Social Policy Association, the so-called Werturteilsstreit, in which a group of young political economists, including , Werner Sombart, and Max Weber, attacked the older generation of political economists for mixing facts and values, science and politics."

"[Weber] formulated the idea of methodology to serve, not simply as a guide to investigation but as a moral practice and a mode of political action."

"Weber's wide-ranging contributions gave critical impetus to the birth of new academic disciplines such as sociology and public administration as well as to the significant reorientation in law, economics, political science, and religious studies. His methodological writings were instrumental in establishing the self-identity of modern social science as a distinct field of inquiry; he is still claimed as the source of inspiration by empirical positivists and their hermeneutic detractors alike. More substantively, Weber's two most celebrated contributions were the “rationalization thesis,” a grand meta-historical analysis of the dominance of the west in modern times, and the “Protestant Ethic thesis,” a non-Marxist genealogy of modern capitalism. Together, these two theses helped launch his reputation as one of the founding theorists of modernity. In addition, his avid interest and participation in politics led to a unique strand of political realism comparable to that of Machiavelli and Hobbes. As such, Max Weber's influence was far-reaching across the vast array of disciplinary, methodological, ideological and philosophical reflections that are still our own and increasingly more so."

"When I studied modern Catholic literature in Rome a few years ago, I became convinced how hopeless it is to think that there are any scientific results this church cannot digest... I could not honestly participate in such anti-clericalism. It is true that I am absolutely unmusical in matters religious and that I have neither the need nor the ability to erect any religious edifices within me — that is simply impossible for me, and I reject it. But after examining myself carefully I must say that I am neither anti-religious nor irreligious. In this regard too I consider myself a cripple, a stunted man whose fate it is to admit honestly that he must put up with this state of affairs (so as not to fall for some romantic swindle)... For you a theologian of liberal persuasion (whether Catholic or Protestant) is necessarily most abhorrent as the typical representative of a halfway position; for me he is in human terms infinitely more valuable and interesting... than the intellectual (and basically cheap) pharisaism of naturalism, which is intolerably fashionable and in which there is much less life than in the religious position (again, depending on the case, of course!)"

"Mysticism intends a state of "possession," not action, and the individual is not a tool but a "vessel" of the divine. Action in the world must thus appear as endangering the absolutely irrational and other-worldly religious state. Active asceticism operates within the world; rationally active asceticism, in mastering the world, seeks to tame what is creatural and wicked through work in a worldly "vocation" (inner-worldly asceticism). Such asceticism contrasts radically with mysticism, if the latter draws the full conclusion of fleeing from the world (contemplative flight from the world). The contrast is tempered, however, if active asceticism confines itself to keeping down and to overcoming creatural wickedness in the actor's own nature. For then it enhances the concentration on the firmly established God-willed and active redemptory accomplishments to the point of avoiding any action in the orders of the world (asceticist flight from the world). Thereby active asceticism in external bearing comes close to contemplative flight from the world. The contrast between asceticism and mysticism is also tempered if the contemplative mystic does not draw the conclusion that he should flee from the world, but, like the inner-worldly asceticist, remain in the orders of the world (inner-worldly mysticism). In both cases the contrast can actually disappear in practice and some combination of both forms of the quest for salvation may occur. But the contrast may continue to exist even under the veil of external similarity. For the true mystic the principle continues to hold: the creature must be silent so that God may speak."