Lutz Kaufmann

WHU - Otto Beisheim School of Management

Burgplatz 2

Vallendar, 56179

Germany

SCHOLARLY PAPERS

10

DOWNLOADS

190

SSRN CITATIONS

8

CROSSREF CITATIONS

4

Scholarly Papers (10)

1.

You’ll Never Walk Alone: Why We Need a Supply Chain Practice View on Digital Procurement

Number of pages: 58 Posted: 22 Jul 2019
Tobias Kosmol, Felix Reimann and Lutz Kaufmann
WHU - Otto Beisheim School of Management, WHU - Otto Beisheim School of Management and WHU - Otto Beisheim School of Management
Downloads 56 (451,153)

Abstract:

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digital procurement, supply chain practice view, digital readiness, technology adoption

2.

Bluffs, Lies, and Consequences: A Reconceptualization of Bluffing in Buyer-Supplier Negotiations

Journal of Supply Chain Management, Vol. 54., Forthcoming
Number of pages: 59 Posted: 04 Oct 2017
WHU - Otto Beisheim School of Management, WHU - Otto Beisheim School of Management, Arizona State University (ASU) and WHU - Otto Beisheim School of Management
Downloads 41 (513,512)
Citation 1

Abstract:

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Buyer-Supplier Negotiations, Deception, Bluff, Lie, Social Cognitive Theory, Moral Disengagement Theory, Q Methodology, Best-Worst Scaling, Behavioral Experiment

3.

Small Talk, Big Impact – The Influence of Casual Collegial Advice on Purchasing Negotiations

Journal of Purchasing and Supply Management
Number of pages: 48 Posted: 11 Oct 2019
Jiachun Lu, Lutz Kaufmann and Craig Carter
WHU - Otto Beisheim School of Management, WHU - Otto Beisheim School of Management and Arizona State University (ASU)
Downloads 22 (621,853)

Abstract:

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Advice, Deception, Social learning theory, Social psychological theories, Scenario-based experiments separated]

4.

Co-alignment of Supplier Quality Management Practices and Cognitive Maps – A Neo-Configurational Perspective

Journal of Purchasing & Supply Management, Volume 24, Issue 1, January 2018
Number of pages: 65 Posted: 19 Nov 2018
Tobias Kosmol, Felix Reimann and Lutz Kaufmann
WHU - Otto Beisheim School of Management, WHU – Otto Beisheim School of Management, Supply Chain Management Group and WHU - Otto Beisheim School of Management
Downloads 15 (671,937)
Citation 2

Abstract:

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neo-configurational perspective, supplier quality management practices, cognitive maps, emerging market sourcing, fuzzy-set qualitative comparative analysis, linguistic inquiry and word count

5.

Toward Relationship Resilience: Managing Buyer-Induced Breaches of Psychological Contracts During Joint Buyer–Supplier Projects

Journal of Supply Chain Management, Vol. 54, 2018
Number of pages: 50 Posted: 19 Nov 2018
Lutz Kaufmann, Craig Carter and Jens Esslinger
WHU - Otto Beisheim School of Management, Arizona State University (ASU) and WHU - Otto Beisheim School of Management
Downloads 14 (679,461)
Citation 3

Abstract:

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psychological contract breach; buyer–supplier relationship resilience, trust, social exchange theory, scenario-based experiments

6.

Do Managers’ Dark Personality Traits Help Firms in Coping With Adverse Supply Chain Events?

Journal of Supply Chain Management, 2019
Number of pages: 54 Posted: 11 Oct 2019
Stephane Timmer and Lutz Kaufmann
affiliation not provided to SSRN and WHU - Otto Beisheim School of Management
Downloads 13 (687,154)

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risk management, attribution theory, psychopathy, narcissism, fuzzy set qualitative comparative analysis

7.

It’s Alright, It’s Just a Bluff: Why Do Corporate Codes Reduce Lying, but Not Bluffing?

Journal of Purchasing & Supply Management, 2018
Number of pages: 37 Posted: 15 Jan 2019
Jörg Rottenburger, Craig Carter and Lutz Kaufmann
WHU - Otto Beisheim School of Management, Arizona State University (ASU) and WHU - Otto Beisheim School of Management
Downloads 12 (694,995)
Citation 1

Abstract:

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Behavioral Supply Management, Negotiation, Deception

8.

Who Cares? Supplier Reactions to Buyer Claims after Psychological Contract Over-Fulfillments

Journal of Supply Chain Management, 2019
Number of pages: 55 Posted: 11 Oct 2019
WHU - Otto Beisheim School of Management, University of Maryland - Robert H. Smith School of Business, WHU - Otto Beisheim School of Management and Arizona State University (ASU)
Downloads 10 (710,537)

Abstract:

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psychological contracts, attribution theory, systems thinking, negotiation, scenario-based experiments

9.

Picking on the New Kid: Firm Newness and Deception in Buyer–Supplier Negotiations

Journal of Purchasing & Supply Management (Elsevier), 2019
Number of pages: 43 Posted: 18 Jan 2019
Jörg Rottenburger and Lutz Kaufmann
WHU - Otto Beisheim School of Management and WHU - Otto Beisheim School of Management
Downloads 7 (734,238)
Citation 1

Abstract:

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Negotiations, Behavioral Supply Management, Deception, Moral Disengagement Theory, Liabilities of Newness, Behavioral Experiments

10.

Conducting Multilevel Studies in Purchasing and Supply Management Research

Journal of Purchasing & Supply Management, Forthcoming
Posted: 19 Nov 2018
Gavin Meschnig, Craig Carter and Lutz Kaufmann
WHU - Otto Beisheim School of Management, Arizona State University (ASU) and WHU - Otto Beisheim School of Management

Abstract:

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Multilevel Analysis, Hierarchical Linear Modeling, Theory Building