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The purpose of this paper is to demonstrate an approach to include the influence of design attributes (DA) into an early product development step. In general, the development of new products with market success is of high relevance for companies. Because of a relatively high-quality level in general, not the product quality itself but rather new issues as attributes with aesthetical values are becoming more and more important. However, the right consideration of these attributes is still one of the challenges.

The underlying investigation is based on an empirical data set resulting from a survey with motorcycles as research object. Motorcycles are a good example for a good with a certain relevance of DA for the buying decision of customers. The data collection and analysis will focus on a recommended presentation alternative of measuring perceptions and influences through customer evaluations, separating customer segments and identifying differences. Therefore, data analysis methods such as cluster analysis will be applied.

The findings are new for researchers from a theoretical and from a practical point of view. The results verify the use of pictorial stimulus presentation and emphasize the necessary integration of DA within the product development process.

Within the paper the usefulness of the consideration of design elements in case of gathering customer meanings is highlighted. Therefore, existing approaches of measuring design attribute influences and using pictorial instead of verbal descriptions of stimuli are adopted and enhanced through the use of additional information of the respondents.

The purpose of this paper is to study the seismic performance of the energy-saving block and invisible multi-ribbed frame composite walls (EBIMFCW), changing the shear-span ratio as the test parameter, the low-cycle reciprocating loading tests of six 1/2 scale wall models were carried out.

The test design method and analysis are used for the seismic performance of the EBIMFCW.

With the increase of shear-span ratio: the walls tend to occur bending failure even more, the initial stiffness of the wall decreases, the overall ductility of the wall is improved and the walls tend to occur bending failure.

The previous studies do not involve the seismic performance of EBIMFCW under different shear-span ratios. Therefore, the paper studies the hysteresis behavior, ductility, stiffness degradation and energy dissipation performance of EBIMFCW under different shear-span ratios.

As two essential styles of firm decision-making, the relationships among effectuation logic, causation logic and firm performance are unclear. It is helpful to deepen the understanding of reasoning theory and the process of decision-making. The purpose of this paper is to explore the relationship between effectuation logic, causation logic and firm performance.

Based on 31 independent empirical studies (including 11,600 samples) published by predecessors, meta-analysis is used to systematically integrate the impact of two decision-making styles on firm performance and explore the potential factors affecting their relationship.

The results show a positive correlation between two decision-making styles and firm performance and the influence of effectuation decision-making style in firm performance is slightly stronger. However, the application environment is different: in the emerging market, the causation decision-making style is more effective for firm performance management. When the firm chooses the effectuation decision-making style, it is more effective for performance management in the emerging market. In addition, the industry type, firm performance evaluation tools, national development level and firm scale and firm age can significantly moderate the impact of two decision-making styles on firm performance.

Both decision-making logics are possible ways for firm to success. Still, the future needs to dig deeper into the black box that can unlock the decision-making styles to achieve firm performance or competitive advantage based on other factors of the decision-behavior-outcome business model, more longitudinal data and experiments.

To the best of the authors’ knowledge, this is the first study to explore the impact of decision-making styles (effectuation logic and causation logic) on firm performance using a meta-analysis.

In debates related to energy poverty, the link to questions of residential segregation remains somewhat peripheral. Because, usually, only energy-poor households are at the focus and residential mobility is not addressed, the interdependencies between households’ energy costs and the residential segregation of cities remain out of sight. Concern that energy efficiency measures could foster socio-spatial segregation in cities has recently emerged in Germany. If only households with higher incomes can afford housing with high energy efficiency standards, whereas low income households tend to choose non-refurbished but, in sum, more affordable housing stock, an increasing concentration of poor households in poor housing conditions would result. German energy efficiency and CO2 reduction policies are relatively insensitive to such questions.

Using survey data from a small shrinking city in Germany, we explore how energy costs are interrelated with residential location decisions and, thus, with segregation processes and patterns. Shrinking cities represent an interesting case because, here, a decreasing demand for housing stimulates residential mobility and paves the way for dynamic reconfigurations of socio-spatial patterns.

We found that energy-related aspects of homes play a role in location decisions. Low income households seek to minimize housing costs in general, paying specific attention to heating systems, thermal insulation and costs. Resulting segregation effects depend very much on where affordable and, at the same time, energy-efficient housing stock is spatially concentrated in cities. These findings should be taken into consideration for future policies on energy in existing dwellings.

This paper aims to explore the use of the knowledge management (KM) perspective for configuration projects. Configuration projects implement configurators as information technology systems that help companies manage the specification process of customised products. An effective method of retrieving and formalising knowledge for configurators is essential, because it can reduce the risk of unsuccessful implementation and the time and effort required for development. Unfortunately, no standard KM frameworks are available specifically for configuration projects. This study identifies the knowledge necessary for different phases of a configuration project (which knowledge, for what purpose and from what sources), examines how it is transformed during a configuration project (what KM activities and tools are used) and establishes how the knowledge can be documented for future maintenance and updates.

This paper proposes a four-step framework for making the KM process more efficient in configuration projects. The framework is based on the literature, developed in collaboration with industrial partners and tested on four configuration projects in two engineering companies. The framework is a structured KM approach designed to save time for both domain experts and the configuration team. The authors have used a qualitative exploratory design based on multiple data sources: documentation, workshops and participant observation.

The proposed framework comprises four steps: determination of the system’s scope, to establish the project’s goal based on stakeholders’ requirements and prioritise the required products and processes; knowledge acquisition, to classify the knowledge according to the desired output and identify different knowledge sources; modelling and knowledge validation; and documentation and maintenance, to ensure that the KM system can be maintained and updated in the future.

Because the framework is tested on a limited number of cases, its generalisability may be limited. However, focusing on a few case applications allows us to assess the effectiveness of the framework in detail and in depth to identify the practical challenges of applying it. The results of the tests support the framework’s validity. Although the framework is designed mainly for engineering companies, other industries could benefit from using it as well.

The individual steps of the framework create a structured approach for the KM process. Thus, the approach can save both time and resources for companies, without the need for additional investment.

A standard framework is lacking in the literature on KM for configuration projects. This study fills that gap by developing a KM framework for configuration projects, based on KM frameworks developed for IT projects, and KM tools.

The frequent occurrence of dramatic natural disasters and political and religious instability in Southeast Asian island states has tested the resiliency of tourism-dependent economies and the livelihoods of host communities. The purpose of this chapter is to examine the role of local knowledge in contributing to the resilience of tourism microentrepreneurship. Drawing on a case study of a restaurant in South Sulawesi (Indonesia) that has thrived despite the ebbs and flows of tourism, we identify ways in which successful tourism microentrepreneurs draw on local knowledge to discern business opportunities and build rapport with neighboring communities.

This paper aims to draw on Adler and Borys’ (1996) concept of an enabling use of bureaucracy to examine how the integration of a single-book tax-compliant transfer pricing system into the management control system is related to the perceived success of that transfer pricing system.

Based on survey data from Swiss multinational firms, the authors test a structural equation model. In addition, the authors conduct interviews with executives from three multinational enterprises.

The authors find that the integration of a tax-compliant transfer pricing system into the management control system may be perceived to be successful in achieving both tax compliance and internal (control) purposes. This is particularly true when the transfer pricing system is transparent and can be amended in the case of fundamental management control problems.

The typical shortcomings of a survey-based research apply to this study. Future research could build on this model and more closely investigate the relationship between transfer pricing system integration and an enabling use of the transfer pricing system.

Based on this study’s findings, the authors recommend that a strong integration of tax-compliant transfer prices into the management control system should be accompanied by internal transparency and the ability to repair the transfer pricing system.

Prior research on the integration between transfer pricing and management control systems has either been analytical or based on case studies. This cross-sectional analysis provides reliable insights into different levels of integration, use and the success of transfer pricing systems.

The purpose of this paper is to investigate the influence of informal Korean social networks (Yongo) on sales activities in Korea, by focussing in particular on required vertical core competencies.

The authors draw on expert interview data gathered in Korea in two waves (2009 and 2012). Whereas first-wave interviews served to identify the influence of Yongo on sales management in general, second-wave interviews data – gathered from a Korean auto maker, a Korean supplier, and an international supplier – served to derive vertical core competencies vital for sales executives in Korea.

The authors find Yongo to be an indispensable aspect of relationship management in Korea. Further, the authors propose ten vertical core competencies and skills sales managers in Korea need to possess, e.g., respecting strong hierarchical supplier-customer relations, the ability to engage in relational contracts, establish trustful relationships, and perform in a risk-taking manner in a dynamic environment.

So far neither Yongo nor its impact on successful sales management in Korea has been analyzed. Hence, this research provides initial insights into the modes of action of Yongo in sales management, which is of particular importance for management consultants and international sales managers and executives.

The purpose of this paper is to examine how family support affects challenge and hindrance appraisals, which in turn, influence entrepreneurs’ venture exit intention drawing on the challenge-hindrance job stressor model, family support, and the venture exit literature.

An experimental study (Study 1) was conducted to establish the relationships among family support, challenge and hindrance appraisals, and entrepreneurs’ venture exit intention. Two survey studies (Study 2 and Study 3) were conducted to extend the external validity of findings in Study 1 and to examine whether the theoretical framework holds in both the US and Chinese contexts.

All three studies demonstrate that family support decreases entrepreneurs’ venture exit intention by reducing hindrance appraisal. Study 3 also shows the mediating role of challenge appraisal in the family support – venture exit intention relationship.

This research contributes to the family embeddedness perspective not only by showing its relevance to the venture exit context but also by validating the relationship of family support with cognitive appraisals and venture exit intention in two cultural contexts. It also contributes to venture exit research by highlighting the unique role of cognitive appraisals in the formation of entrepreneurs’ venture exit intention.

The case of Bertelsmann China: Supply Chain for Books (B) is situated in China in the beginning of 2006. Bertelsmann Direct Group, the Chinese subsidiary of the worldwide Bertelsmann AG, is one of the leading book retailers in the country. Supply chain management is essential for success in retailing, which is why Bertelsmann puts a lot of effort into the optimization of its supply chain design. As costs are paramount to importance in the low-margin book retailing sector, linear programming methods are applied to optimize the network