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Dietmar Grichnik
Title
Prof. Dr.
Last Name
Grichnik
First name
Dietmar
Email
dietmar.grichnik@unisg.ch
Phone
+41 71 224 72 01
Homepage
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1 - 10 of 314
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PublicationType: journal article
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PublicationHow corporates rely on search through CVC strategies to improve performanceAlthough Corporate Venture Capital (CVC) is widely believed to drive corporate innovation, its relevance is often questioned. This study uses problemistic search to investigate whether CVC activities consistent with a firm's core business are likely to have a positive impact on the positive relationship between business strategy and firm performance. We pay particular attention to prior negative past performance. Results confirm that CVC investments aligned with a company’s core business have a positive effect, even when past performance was negative. In difficult times, the marginal effect is weaker but still positive. As soon as the business recovers, CVC activities are expected to contribute to greater corporate competitiveness as CVC activities related to the core business are compatible with a recovered business strategy.Type: journal article
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PublicationType: journal article
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PublicationWorking Paper: Bias in Early Stage Venture Investment Decisions
;Shepherd, Dean ;Tobler, PhilippeType: journal article -
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PublicationAn Attractiveness Bias? How Women Entrepreneurs' Physical Appearance Affects Men Investors( 2024)
;Dean Shepherd ;Philippe Tobler ;Joakim WincentAaron D. HillWomen founders frequently appear to encounter varied and often negatively biased decisions from investors. Our study builds on the theoretical and practical interest in understanding whether and how biases against women entrepreneurs are attributed to men investors’ cognitive and physiological (i.e., hormonal) responses to the women’s physical appearance. Using a cross-sectional research design, we recruited 106 experienced investors and randomly assigned them to one of two versions of a prerecorded pitch to test the effect of a woman entrepreneur’s physical attractiveness. The versions were identical in content and form but were delivered by different actresses, one of whom was considered highly attractive. We asked participants to observe the pitch and answer questions on related topics, including how likely they believed the business described would successfully progress through the screening stage of the investment process. In contrast to our hypothesis, we find that a woman entrepreneur’s attractiveness positively influences men investors’ assessments of her competence. These competence assessments lead to evaluations that the entrepreneur’s proposal would progress through the investment screening stage. We also theorize and find that men investors have a marked increase in cortisol levels when presented with an attractive woman entrepreneur. This increased cortisol leads to evaluations that the entrepreneur’s proposal would progress through the screening stage. Identifying the role physiological mechanisms play in investment evaluations underscores the importance of adopting proactive measures to ensure equitable and fair investment practices alongside fostering introspection within the investment community.Type: journal articleJournal: Journal of Management -
PublicationTowards a practical approach to value-based pricing: Development and evaluation of the "ROI calculator tool for SaaS Startups" to improve value quantification & value communication( 2024)The software-as-a-service (SaaS) market has experienced significant growth in recent years, with business-to-business (B2B) SaaS companies being particularly attractive to venture capitalists. Profit expectations for startups are high, so optimizing pricing based on customer value is crucial. Many startups may encounter challenges in "wanting" to implement value-based pricing-i.e., they face barriers in the decision-making process such as lacking awareness, understanding, or openness to consider value-based pricing-or in "knowing" how to implement it-i.e., they would like to implement value-based pricing but face barriers related to required capabilities to execute it. This study addresses the second hurdle by developing and evaluating a practice tool to improve value quantification and value communication for B2B SaaS startups.Type: journal article
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PublicationWorking Paper: How Neurotransmitters Buffer Stress Effects: Evidence from the Neurological Manipulation of Nascent Entrepreneurs( 2023)
;Tobler, PhilippeGvozdanovic, GeraldineResearch has so far failed to explain why entrepreneurs bear a high level of stress but do not withdraw from the pursuit of opportunity. We conducted a pharmaceutical study including 120 nascent entrepreneurs and control participants. We theorize that higher levels of dopamine and noradrenaline compensate for the otherwise negative effects of the stress hormone, cortisol, on optimism and the propensity for risk, which are the key factors in the pursuit of opportunity. Our findings support the idea that entrepreneurs develop differences in neurotransmitter receptors by showing that increased dopaminergic and noradrenergic activity compensates for the negative effects of stress.Type: journal article