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Effective lead management
(2023)
In the last few years the global interest on lead management has increased. This classic topic for marketing and sales departments is aimed at converting potential customers into sales. The following thesis identifies the challenges and solutions for marketing and sales departments in order to process effective lead management. Using data from a literature review and qualitative empirical research, conducted with representatives of marketing and sales departments, the results showed overall and task specific challenges and solutions. The research indicates that overall challenges and solutions regarding the gap between marketing and sales, new processes and data management including data quality, software and silos emerge. In addition task specific challenges and solutions concerning lead generation including purchased leads, lead qualification, lead nurturing and sales specific challenges and solutions conclusively the focus on existing customers, time famine and lead routing were identified. This thesis provides a framework for further studies regarding the challenges and solutions for marketing and sales departments processing lead management.
This study aims to address the research gap surrounding the role of leadership in the formation of high-performance teams within startup companies. While there is existing research on high-performing teams, limited attention has been given to leadership in this environment. To bridge this gap, the study combines a literature review and qualitative analysis through semi-structured interviews with diverse stakeholders in startups, with the goal of providing practical guidance for startup executives based on the research findings. The study uncovers key aspects of leadership in high-performance teams, emphasizing the importance of skills such as motivation and support for team members, fostering psychological safety and trust, and effectively managing uncertainty. In addition to resource constraints and high expectations, the study sheds light on the challenges faced by leaders in startup and high-performance team environments, particularly the blurring of traditional leadership roles as team members seek autonomy and decision-making authority. These findings present opportunities for future research to explore this progressive leadership style. Overall, this study contributes to our understanding of leadership dynamics within high-performance teams operating in the context of startups. It offers valuable insights that can help startup executives navigate the complexities of leadership and foster the development of successful and high-performing teams.
In an oversaturated market, companies are required to use innovative and, above all, creative advertising methods to capture their customers’ attention, and thus differentiate themselves from rival businesses. To this end, companies have been increasingly relying on the use of humor, a phenomenon that remains highly subjective and is perceived differently by each individual. This master’s thesis, which was completed as part of the International Marketing and Sales program at the FH Vorarlberg, focuses on this phenomenon of humor as well as its impact on advertising perception. With the aid of three different theories, the term “humor” is defined. Furthermore, this study explains and researches the so-called vampire effect, wherein various factors (in this case humor) draw attention away from the actual advertising message. In addition, this thesis takes a closer look at involvement, as a person’s involvement or interest in a brand or product can influence brand and product recall and recognition. An online survey was conducted to determine whether the vampire effect caused by humor is able to influence brand and product recall. In other words, this concerns whether the viewer can still remember the brand and product afterward or whether the humor employed triggers the vampire effect. Furthermore, this thesis explored whether the vampire effect caused by humor is able to influence brand and product recognition. Recall is the retrieval of information from memory without direct cues, whereas recognition refers to the recognition of information when it is presented again. Furthermore, within this context, it was discovered that brand and product recall varies with low and high involvement viewers of the advertisement. In other words, this means that the strength of the vampire effect caused by humor changes depending on the strength of the viewer’s involvement. During the course of this research, it was further observed that the humor employed significantly affects the perception of the advertising message, thus confirming the existence of the vampire effect. This effect also influences both brand as well as product recall and recognition. In both cases, participants in the survey were less able to remember the product and brand in the humorous advertising. Furthermore, it was proven that people with low involvement in the advertised product group are more heavily affected by the vampire effect. As such, they are more likely to not remember the product or brand after seeing the advertisement.
The presented master thesis of the study subject International Management and Leadership at the University of Applied Science Vorarlberg in Dornbirn handles the potential future influence of the EU Corporate Sustainability Due diligence on SMEs. First this thesis introduces the most important regulations that might come into place with this Due Diligence Act and gives a theoretical input when and how it will come into place, and also who it will affect directly and who will be affected indirectly. The empirical data resulted of several qualitative expert interviews and a following quantitative research. The expert interviews are split in two different groups, first the topic experts from institutions like chamber of commerce or chamber of labour and second experts from highly successful Austrian companies which are already handling the topic and the future challenges. Expected outcome of the qualitative interviews was a better view on the actual situation especially the impact on small and medium enterprises. On the basis of this results the quantitative survey was produced. In the quantitative survey the goal was to see, how much entrepreneurs and companies in the small and medium sector already are aware of the upcoming legal challenges throughout the supply chain. With all this collected data the practical outcome of this thesis is the Checklist, which helps entrepreneurs to find out if and how much they will be affected by the Act. And finally, the most important part is the Guideline, which introduces first risk assessment tools, that will help companies to prepare for future legislation and bring undoubtedly a certain advantage for the upcoming challenges.
Although workplace climate has been already extensively studied, the research has not led to firm conclusions regarding leadership trainings referring to the awareness of psychological safety in a company and its influence on existing teams and the general work climate. The author used the already existing model of Carr, Schmidt, Ford, & DeShon (2003) and adjusted it with psychological safety as 4th climate item to develop hypothesen which can also be seen as a path analytic model. The model posied that climate affects individual level outcomes through its impact on cognitive and affective states. Therefore, the author wants to show the correlation between the 4 higher order facets of climate affect the individual levels of job performance, psychological well-being and withdrawal through their impact on orangizational commitment and job saitsfaction (Carr, Schmidt, Ford, & DeShon, 2003).
This thesis investigates the role of leadership behaviours of C-level executives in the context of post-M&A integration processes. The primary focus is on understanding the impact of specific leadership behaviours on inspiring desirable follower effects and facilitating emotional acceptance during organizational change. Drawing on the frameworks presented in “Six- Dimension Integrative Model of Leadership” and "The Six Domains of Leadership" developed by Sitkin et al., the study conducts expert interviews with managers from middle management who have recently experienced M&A integration. The answers are analysed in depth to identify the most effective leadership behaviours, highlighting those mentioned most frequently and those capable of triggering multiple follower effects simultaneously. The result is a list of behaviours that can serve as a guideline for C-level executives who want to foster desirable follower effects throughout the M&A integration journey.
The control measures for the COVID-19 pandemic, early 2020, caused a chain reaction that eventually led to a shortage of components in the electronic manufacturing industry. A lack of components meant that the production and sales were interrupted or even stopped. For many electronic manufacturing firms, this was seen as a crisis. A crisis is mostly divided into three phases called the pre-crisis phase, crisis management and post-crisis phase. The pre-crisis phase involves an environmental assessment and setting up of crisis management teams, and plan. The crisis management phase has to do with the collection and interpretation of information and the mitigation of the crisis. The post-crisis phase looks at learnings from the crisis. In this paper it was investigated how the electronic manufacturing firms in Vorarlberg managed the crisis in the period between 2020 and 2022. The overall aim was to get a full understanding of how it affected the operations regarding the respective crisis teams and which factors were considered most important for setting up the teams. Two basic criteria which had to be over-come was the uncertainty and lack of time. It was seen that even though the fundamental structure did not change, crisis teams were added in the form of a crisis management team and task forces. The task forces played a major role in getting an understanding of the problem and the effect it has on the business. The crisis management team, which includes high level managers from all affected functional areas, had to re-evaluate the high level strategy and decide what needs to be done, and who will be doing it. In order to do so, they needed to understand what the priorities are regarding components and products and then decide on the priorities regarding affected business. The new strategy was then handed down to the task forces for implementation. A major focus of this paper was also on decision making and how everything contributed to making decisions that had the right effect in resolving the financial crisis for the organizations.
Supply shortages faced in products and resources from semiconductors to natural gas in recent years have had impact massive on global economy, but such challenges are not new for supply chain professionals. Many major events in the past have disrupted supply chains: 9/11 attack in New York, Tsunami in Japan to name a few, but COVID19 have had the biggest and widespread impact in the modern times. Even though supply chain resilience being a term coined in early 2000’s, its usage and importance has increased since then. With the curiosity of assessing the current state of sup-ply chain resilience literature and finding a resilience measurement method which is a one-fit for all supply chains in the manufacturing industry of Vorarlberg, the following research project was undertaken. Research is carried out with mixed methods, using a systematic literature review followed by expert interviews. In the conclusion of the research the author argues that there is a significant difference in the understanding of the term resilience within industry, there is a lack on the need for a meas-ure for resilience. The ways in which the structure of an organization impacts the level of resilience, foreseen benefits of digitalization and technologies for resilience are also dis-cussed. A comparative analysis on the SCR measurement methods discovered in literature, resulted in recommending Resilience index for on-time delivery proposed by Carvalho et al for the mentioned industry.