Klaus Möller
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Prof. Dr.
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Möller
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Klaus
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klaus.moeller@unisg.ch
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+41 71 224 7406
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Navigating Uncertainty: Human vs. Algorithmic Forecasting Approaches in Times of Crisis

2024-07-08 , Alessandra Huydts , Klaus Möller

Forecasting plays a pivotal role in effective operational management, providing critical insights for decision-makers. This paper endeavors to discern the comparative performance of human and algorithmic forecasting, especially within crises, to test the resilience and adaptability of these methodologies. Drawing on data from a Swiss automotive distributor, the research distinguishes between four crisis types, where we focus on external sudden and external smoldering crises. Employing a mixed-method research design, we find that independent of the specific crisis situation, overall, algorithmic forecasts outperform human forecasts. However, for both human and algorithmic forecasts, variations in forecasting accuracy are observed, with smoldering and sudden crises exhibiting less accurate forecasts than non-crisis situations. This study contributes valuable insights into the effectiveness of different forecasting methods in diverse crises, enhancing decision-making knowledge and resilience in times of uncertainty. Furthermore, we hope that by showing the superiority of algorithmic forecasts and delineating their applicability, we can relieve decision-makers of the inherent distrust in algorithms.

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The Impact of Behavior-based Controls on Collaboration and Motivation in Sales Teams

2024 , Sophie Stopp , Janine Burghardt , Klaus Möller

Sales management controls help managers enhance sales team members’ prosocial behavior and foster their motivation. This study examines the design and use of behavior-based controls (i.e., behavior activity and capability control) to foster an intrateam collaboration climate and optimize salespeople’s intrinsic and extrinsic motivation. Drawing on the self-determination theory and stewardship theory, we hypothesize that behavior activity and capability control enhance intrateam collaboration climate, which fosters salespeople’s intrinsic and extrinsic motivation. We collect data from 640 surveyed salespeople of a global manufacturing company located in ten different market organizations, finding that behavior capability control promotes intrateam collaboration climate best across different cultures. Intrateam collaboration climate increases salespeople’s intrinsic motivation and is an essential mediator between the two behavior-based controls and intrinsic motivation. By considering team dynamics and providing practical implications for managers, our research contributes novel insights into behavior-based controls’ design and use.

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Alternativenrobuste Prognose struktureller Entwicklungstrends : Research Paper Nr. 7 des Schwerpunkt Unternehmensführung der Wirtschaftswissenschaftlichen Fakultät der Georg-August-Universität Göttingen, Göttingen 2009

2009 , Möller, Klaus , Klatt, T.

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Erfolgreiche Gestaltung von Leistungsbündeln - Entwicklung, Kalkulation und Preisbildung für produktbegleitende Dienstleistungen : Research Paper Nr. 8 des IPRI - International Performance Research Institute gGmbH, Stuttgart 2007

2007 , Möller, Klaus , Schwab, C.

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Applying CRISP-DM in the Finance Function: A Cash Forecasting Case Study

2024-07-08 , Alessandra Huydts , Klaus Möller , Michael Weiser

Business analytics promises faster and more accurate cash forecasting results, but implementation is not trivial as the underlying business drivers need to be modeled. Thus, in this article, we elaborate on the established CRISP-DM process model for the implementation of business analytics use cases and apply it to the management accounting and finance context. We show how CRISP-DM can be applied to build a machine learning-based cash forecasting model based on a real-world case study at a large European car retailer. This will help managers improve and structure their business analytics initiatives.

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Pay More to Get Less? Why Traditional Sales Incentives Fail in Com- plex Environments

2024 , Sophie Stopp , Klaus Möller , Franz Wirnsperger

Companies’ new solution-based selling approaches raise questions about salespeople’s compensation. Although individual-based pay for performance has traditionally been considered a very strong motivator for salespeople, its functionality is doubted. This study emphasizes the need to reconsider individual-based pay for performance in the emerging context of solution selling in different ways. Using primary and secondary data, and analyzing them with linear regression and descriptive analysis techniques, we found that individual-based pay for performance is not only unfavorable because of the crowding-out effect but also be- cause it negatively impacts salespeople’s performance drivers (e.g., team collaboration, job satisfaction, or work engagement). Furthermore, it is not compatible with other sales management controls and work environments that foster intrinsic motivation (i.e., behavior capability control and psychological safety). These findings are consistent across different cultural regions. Finally, we provide evidence that individual-based pay for performance is financially unviable.

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Reporting immaterieller Vermögenswerte in den Geschäftsberichten der DAX-30-Unternehmen : Research Paper Nr. 4 des Schwerpunkt Unternehmensführung der Wirtschaftswissenschaftlichen Fakultät der Georg-August-Universität Göttingen, Göttingen 2008

2008 , Möller, Klaus , Krull, M.-T.

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Trust, Fairness, and Human Well-being: Responsible AI’s Effect on AI Aversion

2024-01-17 , Richard Sentinella , Maël Schnegg , Klaus Möller

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Anforderungsanalyse und Gestaltungsempfehlungen für das Reporting von Human Capital : Research Paper Nr. 6 des Schwerpunkt Unternehmensführung der Wirtschaftswissenschaftlichen Fakultät der Georg-August-Universität Göttingen, Göttingen 2009

2009 , Möller, Klaus , Gamerschlag, R. , Klusmann, A.

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Messung und Steuerung im Innovationsprozess : Research Paper Nr. 2 des Schwerpunkt Unternehmensführung der Wirtschaftswissenschaftlichen Fakultät der Georg-August-Universität Göttingen, Göttingen 2008

2008 , Möller, Klaus , Schmälzle, H.

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