This research investigates the digital value proposition for customer-agent relationships in the German insurance industry amidst increasing digitalization. Despite the dominance of physical sales channels, significant transformations in customer-agent interactions and behavioral patterns are anticipated. Leveraging the Retail Digitalization Framework (RDF), this study identifies digital and non-digital value proposition drivers, highlighting their implications for customer-centric strategies and sales transformation. The findings contribute to existing literature and provide actionable insights for managing insurance customer interactions effectively.

This document investigates the transformation of customer-agent relationships within the German insurance industry as it adapts to increasing digitalization. The research explores the adaptation of the Retail Digitalization Framework to the insurance sector and employs a critical realism-oriented approach. Key observations from expert interviews highlight changing value propositions and propose a new framework for understanding customer-agent dynamics.

This presentation explores decision frameworks used by analysts for professional money management selection. It identifies key factors influencing hiring and investing decisions, including both retail and institutional attributes. Employing qualitative research and grounded theory, it develops a taxonomy of factors such as consistency and validation. The findings highlight the role of heuristics, biases, and sub-factors in decision-making, offering insights for improving industry practices.

This study explores the decision-making frameworks used by investment consultants and due diligence analysts to evaluate investment strategies and award mandates. Grounded in qualitative research, it investigates the subjective factors influencing recommendations and highlights seven general factors contributing to the decision-making process. The research seeks to optimize frameworks to enhance value for clients and better understand the industry segment influencing over $26 trillion in assets.

This dissertation explores the decision frameworks used by analysts to select professional money managers. It investigates factors such as consistency, validation, and biases in institutional and wealth investment decisions. The research employs qualitative methods, including interviews and surveys, to develop a taxonomy of factors influencing investment manager selection. The findings highlight differences and commonalities between institutional and wealth segments, emphasizing the role of consistency and validation in decision-making.

This research develops a taxonomy and decision framework for evaluating investment managers, focusing on factors and synergy that influence evaluative value in wealth and institutional segments.

This study explores the barriers to leadership roles for women and minorities in large U.S.-based organizations, despite substantial investments in DEI programs. It systematically reviews strategies managers can implement to overcome these barriers, focusing on promoting inclusive recruitment, leadership-specific DEI training, and internal talent investment. Key findings include the impact of organizational strategy, team accountability, and minority employee experience on creating equitable workplaces.

This doctoral consortium submission investigates the potential of Generative AI (GenAI) in bridging the gap between academic research and business practice. By leveraging the Absorptive Capacity (ACAP) framework, this study develops translation protocols to make academic insights actionable for businesses. The research employs a Design Science Research (DSR) methodology, focusing on iterative testing and refinement of GenAI-assisted translation rules to enhance accessibility and applicability of academic knowledge.

This poster explores how Generative AI can be applied to make academic research more accessible and actionable for business practitioners. Using the Absorptive Capacity framework, it develops translation protocols and demonstrates their potential to bridge the gap between academic insights and business applications.

This study explores leadership communication in multigenerational virtual workplaces. Using interpretive phenomenological analysis, the research highlights the importance of effective communication strategies by leaders to foster team cohesion and respect generational differences. Findings suggest clear, jargon-free communication and structured virtual interactions enhance team dynamics and productivity.