Prof. Dr. Lutz Kaufmann co-organisiert hochkarätiges, interdisziplinäres Webinar
Weiterlesen
TOP 10 SCM-Forschungs-
institution
Die WHU zählt weltweit zu den TOP 10 SCM-Forschungsinstitutionen im Bereich der empirischen Forschung.
JSCM führendes wissenschaftliches Journal
Das Journal of Supply Chain Management (JSCM) ist eines der beiden weltweit führenden wissenschaftlichen Journals im Bereich SCM.
Praxisnutzen
schaffen
Wir nutzen unser enges Netzwerk mit führenden Wissenschaftlern weltweit für einen fruchtbaren Austausch mit renommierten Praxispartnern.
Preisgekrönte Forschung
Wir investieren viele Ressourcen in die Forschung und wurden dafür bereits mit zahlreichen Preisen ausgezeichnet.
Preisgekrönte Lehre
In den letzten zehn Jahren haben wir eine zweistellige Anzahl an Auszeichnungen über alle WHU-Programme hinweg erhalten.
Am Lehrstuhl für B2B Verhandlungen & Beschaffung I ist es unser Ziel, in Forschung, Lehre und Praxistransfer besonders gute Leistungen zu erbringen. Damit unterstützen wir die Strategie der WHU, sich als führende Wirtschaftshochschule in Europa zu positionieren. Im Bereich unseres Forschungsfeldes der empirischen SCM-Forschung zählt die WHU bereits weltweit zu den TOP 10 Forschungsinstitutionen.
Das Team des Lehrstuhls für B2B Verhandlungen & Beschaffung I.
- Marco Barth
- Alexander Becker
- Dirk Breitschwerdt
- Christian Buhrmann
- Nikola Denk
- Matthias Ehrgott
- Jens Esslinger
- Julia Gäckler
- Elmar Gans
- Thomas Germer
- Fabian Hedderich
- Andreas Jentzsch
- Matthias Koch
- Peter Körte
- Tobias Kosmol
- Sebastian Kreft
- Jiachun Lu
- Holger Materlik
- Gavin Meschnig
- Alex Michel
- Dirk Panhans
- Johan Rauer
- Felix Reimann
- Christopher Ridder
- Leopold Ried
- Dominik Riedl
- Jan-Frederik Rösch
- Sönke Rössing
- Philipp Rossner
- Jörg Rottenburger
- Aischa Astou Saw
- Daniel Schmidt
- Yvonne Schneider
- Lukas Schönberger
- Moritz Schreiner
- Pei Shen
- Claus Thiel
- Stéphane Timmer
- Colin Tritt
- Sonja Vorwerk-Handing
- Christian Wagener
- Claudia Wagner
- Barbara Wichmann
- Katja Wölfl
- Philipp Zimmermann
Promotionsstudium
Interessiert dich eine Promotion zu B2B-Verhandlungen? Dann bewirb' dich jetzt!
Wir bieten derzeit eine Stelle als
WISSENSCHAFTLICHER MITARBEITER / DOKTORAND (m/w/d) - B2B NEGOTIATIONS
Externe Promotionen sind bei uns leider grundsätzlich nicht möglich.
Die Arbeit mit uns an deiner Dissertation
Wir arbeiten immer empirisch. Das bedeutet, dass Forschung bei uns immer praktischen Nutzen hat. Während deiner Promotion bekommst du von uns durchgehend konstruktives Feedback und Unterstützung. Unser Ziel ist es, dass dir nach deiner Promotionszeit sowohl eine Karriere in der Unternehmenspraxis als auch in der Wissenschaft offen steht. Du wirst neue analytische Methoden anwenden und lernen, bessere Entscheidungen zu treffen und Geschäftsbeziehungen erfolgreich zu gestalten. Solche Fähigkeiten ermöglichen es dir, dich in herausragender Weise zu entwickeln – ähnlich wie unsere Lehrstuhl-Alumni, die bspw. als Top Manager (z. B. Peter Körte, Thomas Germer), Gründer/Unternehmer (z. B. Sebastian Kreft, Dirk Breitschwerdt), Professoren (z. B. Jiachun Lu, Leopold Ried, Felix Reimann) oder Partner führender internationaler Beratungsunternehmen (z. B. Gavin Meschnig, Andreas Jentzsch) erfolgreich sind.
Unsere Gruppe ist ausgesprochen forschungsstark und wird daher regelmäßig zu den zehn weltweit führenden Universitäten in unserem Gebiet gezählt (http://www.scmlist.com/home/university-rankings/empirical-report/). Mit etwa 40 erfolgreichen Promotionsprojekten und gut 20 internationalen Dissertationspreisen haben wir am Lehrstuhl eine Leistungsbilanz, die für sich spricht. Der Hauptbetreuer deines Promotionsprojekts wird Professor Lutz Kaufmann sein, der 2021 als erster Managementforscher aus Kontinentaleuropa einen Distinguished Scholar Award der Academy of Management erhalten hat – einer der, wenn nicht der prestigeträchtigste und bedeutendste Forschungspreis in unserem Feld.
Dein Background kann sowohl Psychologie als auch Betriebswirtschaft sein.
Promotionsstudium
Interessiert dich eine Promotion zu B2B-Verhandlungen? Dann bewirb' dich jetzt!
Wir bieten derzeit eine Stelle als
WISSENSCHAFTLICHER MITARBEITER / DOKTORAND (m/w/d) - B2B NEGOTIATIONS
Externe Promotionen sind bei uns leider grundsätzlich nicht möglich.
Die Arbeit mit uns an deiner Dissertation
Wir arbeiten immer empirisch. Das bedeutet, dass Forschung bei uns immer praktischen Nutzen hat. Während deiner Promotion bekommst du von uns durchgehend konstruktives Feedback und Unterstützung. Unser Ziel ist es, dass dir nach deiner Promotionszeit sowohl eine Karriere in der Unternehmenspraxis als auch in der Wissenschaft offen steht. Du wirst neue analytische Methoden anwenden und lernen, bessere Entscheidungen zu treffen und Geschäftsbeziehungen erfolgreich zu gestalten. Solche Fähigkeiten ermöglichen es dir, dich in herausragender Weise zu entwickeln – ähnlich wie unsere Lehrstuhl-Alumni, die bspw. als Top Manager (z. B. Peter Körte, Thomas Germer), Gründer/Unternehmer (z. B. Sebastian Kreft, Dirk Breitschwerdt), Professoren (z. B. Jiachun Lu, Leopold Ried, Felix Reimann) oder Partner führender internationaler Beratungsunternehmen (z. B. Gavin Meschnig, Andreas Jentzsch) erfolgreich sind.
Unsere Gruppe ist ausgesprochen forschungsstark und wird daher regelmäßig zu den zehn weltweit führenden Universitäten in unserem Gebiet gezählt (http://www.scmlist.com/home/university-rankings/empirical-report/). Mit etwa 40 erfolgreichen Promotionsprojekten und gut 20 internationalen Dissertationspreisen haben wir am Lehrstuhl eine Leistungsbilanz, die für sich spricht. Der Hauptbetreuer deines Promotionsprojekts wird Professor Lutz Kaufmann sein, der 2021 als erster Managementforscher aus Kontinentaleuropa einen Distinguished Scholar Award der Academy of Management erhalten hat – einer der, wenn nicht der prestigeträchtigste und bedeutendste Forschungspreis in unserem Feld.
Dein Background kann sowohl Psychologie als auch Betriebswirtschaft sein.
Unser Beitrag zur Spitzenforschung.
Die vollständige Publikationsliste steht hier zum Download bereit.
Lesen Sie hier Neues von unserem Lehrstuhl.
Im Rahmen der Abschlussfeiern am 20. Januar 2023 in Düsseldorf haben die Absolventen des WHU MBA-Jahrgangs 2022_I Lutz Kaufmann mit der renommierten Auszeichnung geehrt.
WeiterlesenEinmal mehr werden Forschende der WHU bei einer der weltweit angesehensten Management-Konferenzen geehrt
WeiterlesenGastvortrag zur Gestaltung von nachhaltigen Supply Chains
Weiterlesen
Unsere Lehre –
Neue Perspektiven für unsere Teilnehmer.
Der Lehrstuhl für B2B Verhandlungen & Beschaffung I bietet Kurse in den folgenden Programmen an:
Sourcing: Managing a Firm’s Supply Base
Lutz Kaufmann, Felix Reimann
Supply Chain Management Practice Project
Lutz Kaufmann, Felix Reimann
Negotiations for Managers and Entrepreneurs
Lutz Kaufmann
Strategic Sourcing
Lutz Kaufmann
Negotiations for Managers and Entrepreneurs
Lutz Kaufmann
Strategic Sourcing
Lutz Kaufmann, Felix Reimann
Negotiations Program (Open Enrollment)
Lutz Kaufmann, Felix Reimann
Online Negotiations Workshop
Lutz Kaufmann, Felix Reimann
Customized Negotiations Programs
Lutz Kaufmann, Felix Reimann
Qualitative Research Methods
Lutz Kaufmann
Feedback von unseren Studierenden
(aus anonymen Kursbewertungen)
Wir schließen die Lücke zwischen Wissenschaft und Praxis. –
Giving our students a competitive edge.
Climate Strategist
Titel: Achieving Net-Zero with Automated Carbon Management
Kurs: Sourcing: Managing the Firm's Supply Base (BSc)
Datum: 13. Oktober 2022
Director of Decarbonization & Partnerships
Titel: Achieving Net-Zero with Automated Carbon Management
Kurs: Sourcing: Managing the Firm's Supply Base (BSc)
Datum: 11. Oktober 2022
Corp. VP Purchasing, Exec. Ass. CPO, Global Senior Communication Manager, Head of Purchasing Logistics Europe & Corp. Director Purchasing
Titel: CPO Class Henkel
Kurs: Strategic Sourcing (Full-Time MBA)
Datum: 19. Juli 2022
Partner, Project Leader & Partner
Titel: Creating Truly Sustainable Supply Chains
Kurs: Strategic Sourcing (Full-Time MBA)
Datum: 5. Juli 2022
Corp. VP, Supplier Innovation Manager, Global Senior Manager & Corp. Director Purchasing
Titel: WHU CPO Class Henkel
Kurs: Strategic Sourcing (Full-Time MBA)
Datum: 19. Juli 2021
Medienbeiträge in der nationalen und internationalen Presse.
Gehaltsverhandlung: Diese 3 Geheimtipps sollten Chefs kennen
Deutsche Handwerks Zeitung, November 2022
Internationale Auszeichnung für ein Lebenswerk - Interview mit Prof. Dr. Lutz Kaufmann
Beschaffung aktuell, Januar 2022
(Quelle: www.beschaffung-aktuell.de, Autorin: Sabine Ursel)
Interview with 2021 OSCM Distinguished Scholar Prof. Lutz Kaufmann
Perspectives (Newsletter der Operations & Supply Chain Management Division, AoM), Dezember 2021
"Das wird kein Spaß werden"
Rhein-Zeitung Wirtschaft, Dezember 2021
"Bier macht keine Rotweinflecken" - Warum Pseudo-Wissenschaftler und manche Journalisten mehr schaden als nutzen
Beschaffung aktuell (online), November 2021
(Quelle: www.beschaffung-aktuell.de, Autorin: Sabine Ursel)
Über Geld reden
Impulse, Juli/August 2021
Persönlichkeitsmerkmale im Einkauf
Beschaffung aktuell, April 2020
(Quelle: www.beschaffung-aktuell.de 04/2020, Autorin: Sabine Ursel, Konradin Mediengruppe)
Der Konter gegen Corona: So können Unternehmen auf Lieferprobleme reagieren
Informationsdienst Wissenschaft, März 2020
Der Konter gegen Corona: So können Unternehmen auf Lieferprobleme reagieren
Chemie.de, März 2020
EU-Austritt des Vereinigten Königreichs - Was Manager vom Brexit lernen
manager magazin, Oktober 2019
Supply Chain Reactions (Quelle: Inside Supply Management, Vol. 30, No. 8, Oktober 2019)
Inside Supply Management, Oktober 2019
Can we rely on our intuition? Cited along with Nobel Laureates
Scientific American, August 2019
Best Teacher Award für Professor Dr. Lutz Kaufmann
Blick aktuell Vallendar, Juni 2019
What is intuition's role in the supply chain? Authors of a selected Journal of Business (JBL) article explain the real-world implications of their academic research
CSCMP's Supply Chain Quarterly, Oktober 2018
Dell Technologies: CSCMP Honors Innovators at Annual Supply Chain Conference
MarketScreener, Oktober 2018
CSCMP Honors Innovators at Annual Supply Chain Conference
Transport Topics, Oktober 2018
Was der Einkauf von Real Madrid und dem FC Liverpool lernen kann (source: Beschaffung aktuell, 06/2018, Text: Sabine Ursel)
Beschaffung aktuell,Juni 2018
Gehaltsverhandlung: Diese 3 Geheimtipps sollten Chefs kennen
Deutsche Handwerks Zeitung, April 2018
Die Kunst des Bluffs
WirtschaftsWoche, März 2018
Lieferantenqualitätsmanagement in China (source: Beschaffung aktuell 09/2017)
Beschaffung aktuell, September 2017
Durch Spitzenforschung zum Weltklasse-Verhandler (source: Beschaffung aktuell 07-08/2017)
Beschaffung aktuell, August 2017
"Testosteronkrieg" um Kaiser's Tengelmann
Stern, Oktober 2016
Cross-funktionale Teams: Stimmt die Chemie?
Business+Logistic, Mai 2016
Zur Psychologie von Verhandlungen
WDR 5 "Leonardo", April 2016
Zur Psychologie von Verhandlungen
WDR, April 2016
Übung macht den Meister - Einkauf hat Luft nach oben
Business+Logistic, Januar 2016
Personalmanagement in China - Qualifizierung ernst nehmen!
Beschaffung aktuell, Oktober 2015
Mit Strategie zum Ziel
Süddeutsche Zeitung, September 2015
Interview Professor Lutz Kaufmann
Keep in touch (In Praxi e. V. member magazine), Juli 2015
Handelsblatt BWL-Ranking 2014 -Beste Forschungsleistung http://tool.handelsblatt.com/tabelle/index.php?id=140
Handelsblatt, Januar 2015
Wettbewerbsfaktor Compliance: Guter Ruf ist Gold wert
Einkaufs Manager, Mai 2014
Strategist of the Year 2012
Financial Times Deutschland, Oktober 2012
Betriebswirte bekämpfen Forschungsranking - Deutschland sucht den Super-Prof.
Handelsblatt, September 2012
Strategist of the Year 2011
Financial Times Deutschland, September 2011
Strategist of the Year 2010
Financial Times Deutschland, Oktober 2010
Engineering the future - MAN ,WHU and Saïd Busines School
EFMD Business Magazine: EFMD Excellence in Practice Award, September 2010
WHU wins EFMD Excellence in Practice Award 2010 as first German business School
Press Release EFMD/Emerald, MAN, WHU & Said Business School, Mai 2010
Strategist of the Year 2009
Financial Times Deutschland, September 2009
Sustainable Success
The Wall Street Journal, Juni 2009
Ethik für Betriebswirte: Anständig wirtschaften
Frankfurter Allgemeine Zeitung, August 2007
Wettbewerbsfaktor Einkauf: Neue Helden
WirtschaftsWoche, April 2007
Verhandlungstaktik: Zum Training auf den Trödel
Frankfurter Allgemeine Zeitung, September 2006
Beschaffung: Aus dem Einkäufer wird der Supply-Chain-Manager
Frankfurter Allgemeine Zeitung, September 2005
Verhandlungsgeschick: Erst der Kompromiß, dann die Konfrontation
Frankfurter Allgemeine Zeitung, Dezember 2004
Management: Der Einkauf muss entfesselt werden
manager magazin, Juli 2004
Outsourcing: Das ist wie eine Geiselnahme
manager magazin, Dezember 2003
Folgen Sie Profesor Kaufmann auf LinkedIn!
Exzellenz in Forschung und Lehre.
Die Best Teacher Awards des MBA-Programms 2022 wurden im Rahmen der Graduation Ceremony am 20. Januar 2023 in Düsseldorf verliehen. Die Absolventen des WHU MBA-Jahrgangs 2022_I haben Lutz Kaufmann mit dieser renommierten Auszeichnung geehrt.
"Er ist einer der besten Professoren der WHU. Seine Lehrmethodik, -struktur und Motivation sind unübertroffen", so das Statement der Studierenden.
Katja Woelfl and Lutz Kaufmann received the Best Paper Award - New Directions in the Conflict Management division for their paper “Changing Perspective – Toward a Configurational Perspective on Deception in Business Negotiations from a Target’s Viewpoint,” co-authored with Craig Carter of Arizona State University. The judges nominated the paper both for its overall high quality and its significant new contribution to conflict literature.
Lutz Kaufmann has been honored with the Outstanding Reviewer Award 2022 from the Operations & Supply Chain Management Division of the Academy of Management. Notably, in 2021, he was also the first ever winner—across AoM divisions—from a continental European institution to win the Distinguished Scholar Award.
Professor Lutz Kaufmann wurde mit dem Distinguished Scholar Award 2021 der Academy of Management (AoM) ausgezeichnet. Er ist der erste Wissenschaftler einer kontinentaleuropäischen Institution, der diese weltweite Auszeichnung erhält.
Der Award zeichnet das Lebenswerk der Preisträger in den verschiedenen Fachkategorien der Managementforschung aus. Professor Kaufmann erhält den Distinguished Scholar Award für seine Forschungsarbeiten zu Geschäftsverhandlungen und Einkaufsmanagement sowie für seine Betreuungsleistungen für Nachwuchswissenschaftler.
Juniorprofessorin Dr. Jiachun Lu wurde für ihre Dissertation “An Exploration of the Role of Advice Exchanges in Supply Management” der Best Doctoral Dissertation Award 2021 der IPSERA verliehen. Ausgezeichnet wurde die Dissertation aufgrund ihres Beitrags zur wissenschaftlichen Theorie und ihrer praktischen Relevanz.
Jiachun Lu wurde bei ihrer Promotion von Professor Lutz Kaufmann betreut. Das Forschungsteam von Lutz Kaufmann hat damit diesen weltweit renommierten Preis in recht kurzer Zeit zum vierten Mal erhalten. Dr. Lu folgt auf Dr. Barbara Yilmaz (2016), Dr. Claudia Wagner (2017) und Dr. Jens Esslinger (2019).
Charlotte Both erhielt den In Praxi Outstanding Thesis Award 2020 für ihre Bachelor-Arbeit zum Thema „Sustainability’s Unintended Consequences“.
Die In Praxi - WHU Alumni Association zeichnet alljährlich eine Bachelor- und eine Master-Arbeit aus, die sowohl wirtschaftlich als auch gesellschaftlich von Bedeutung sind. Die Gewinner der IP Awards erhalten jeweils 1,000 €.
Charlotte Both hat ihre Abschlussarbeit am Lehrstuhl für Internationales Management & Beschaffung unter der Leitung von Professor Dr. Lutz Kaufmann verfasst.
Dr. Jens Esslinger received the 2019 IPSERA Doctoral Dissertation Award for his work on “Managing Unexpected Events in Joint Buyer–Supplier Projects.” The award committee judged all dissertations written at universities worldwide along the criteria originality, rigor, and scientific and practical impact.
Jens’ work was supervised by Professor Lutz Kaufmann. His research has been published in leading SCM journals, including the Journal of Supply Chain Management and the practitioner-oriented Supply Chain Management Review.
Dr. Jörg R. Rottenburger received the 2019 Research Award of the German Association for Supply Chain Management, Procurement, and Logistics (BME) for his work on deception in business negotiations. The award for the best dissertation is presented annually by the BME since 1988 and comes with a cash prize of €7,000.
Jörg R. Rottenburger wrote his dissertation during his time as a research assistant at the chair of Professor Lutz Kaufmann. His second supervisor was Professor Christian Schlereth.
Dr. Tobias Kosmol won the Doctoral Dissertation Award of the Council of Supply Chain Management Professionals (CSCMP). The 2018 CSCMP DDA was given to Tobias in Nashville, TN, during the 2018 CSCMP conference. The dissertation was titled “Supplier Quality Management in Emerging Markets – The Interplay of Behavior and Cognition”.
It was the third time in ten years that a dissertation from the chair wins this prestigious award in the U.S. This makes WHU the most successful non-US institution in the history of this prestigious competition. The list of previous winners can be found here.
Lutz Kaufmann, Claudia M. Wagner, and Craig R. Carter (Arizona State University) received the Journal of Business Logistics 2018 Best Paper Award for their paper „Reconceptualizing Intuition in Supply Chain Management“.
The Council of Supply Chain Management Professionals (CSCMP) presents the Bernard J. La Londe Best Paper Award to the most valuable paper published in the Journal of Business Logistics (JBL) during CSCMP's Annual Conference. The Best Paper Award 2018 was presented during the 2018 CSCMP conference in Nashville, TN.
The Journal of Business Logistics (JBL) is one of the leading journals for empirical supply chain research and as such listed in The SCM Journal List.
Tobias Kosmol was honored in the Research Award 2018 of the German Association Materials Management, Purchasing and Logistics (BME) final for his dissertation "Supplier Quality Management in Emerging Markets – The Interplay of Behavior and Cognition". The scientific jury noted that Tobias’s research yielded both significant theoretical contributions and valuable practical insights.
Lutz Kaufmann, Jörg Rottenburger, and Craig R. Carter (Arizona State University) received the IPSERA 2017 Best Paper Award for their paper, "It’s Alright, It’s just a Bluff: Why do corporate codes reduce lying, but not bluffing?". The judges nominated the paper both, for its innovativeness and its high quality use of research methodologies.
The Best Paper Award 2017 was presented to Lutz Kaufmann during the 26th of the annual IPSERA conferences. IPSERA, the International Purchasing and Supply Education and Research Association, is a worldwide multi-disciplinary network of academics and practitioners dedicated to the development of knowledge concerning Purchasing and Supply Management.
Jörg Rottenburger received the Highly Commended Dissertation Award 2017 by IPSERA. His research, entitled "Differentiating Deception: New Insights into Bluffing, Lying, and Paltering in Business Negotiations", provided surprising and highly relevant new insights into deceptive behavior in buyer-supplier negotiations. The dissertation was recognized for its outstanding practical and scholarly contributions.
In 2017, the graduates of the MBA programs at WHU – Otto Beisheim School of Management once again bestowed the Best Teacher Award, a recognition presented to particularly dedicated professors for their commitment to teaching excellence. The graduates of the Full-Time MBA Class of 2017 honored Lutz Kaufmann with the award.
The participants of the courses specifically praised Professor Kaufmann’s dedication to work and approachable nature. “A great mentor”, they stated.
After 2015 and 2016, Lutz Kaufmann won the prize for the third time in a row.
Emerald and EFMD have honored Claudia Wagner with a Highly Commended Award for her dissertation “Intuition in Supplier Selection – An Emotional Perspective of Team Decision Making”.
Claudia Wagner’s work was supervised by professor Lutz Kaufmann. It was for the eight time that a dissertation from this research team wins an award in this research competition. This makes WHU the most successful institution in the history of this prestigious EFMD/Emerald competition.
Dr. Claudia M. Wagner received the IPSERA Best Doctoral Dissertation Award 2016 for her work on “Intuition in supplier selection – An emotional perspective of team decision making”. The award was given to Claudia M. Wagner during the 26th of the annual IPSERA conferences held from April 9 - April 12, 2017, in Budapest/Hungary.
The award committee, which consisted of professors from the United States, Finland, France, Germany, and the Netherlands, judged all dissertations written at universities worldwide along the criteria of originality, rigor, and scientific and practical impact.
As a PhD candidate in the SCM Group, Claudia’s work was supervised by WHU-professor Lutz Kaufmann.
Lutz Kaufmann received the Best Teacher Award of the Part-Time MBA class of 2016. The students of his courses “Strategic Sourcing” and “International Module China” honored the practical approaches, the liveliness of the lectures, and Professor Kaufmann’s unique teaching style. "Very practical real-life cases”, “Great teaching style”, “Excellent organization of the International Module China. Mix of SOE, private companies, German companies was perfect to get an overall picture”, the participants of the courses stated.
Lutz Kaufmann received the Best Teacher Award for his courses “Strategic Sourcing" and "Negotiations" in WHU’s Full-Time MBA program. The students perceived both courses to be interactive, fun, and extremely engaging. "There is never a boring moment in Professor Kaufmann's classes", the participants stated.
Dr. Barbara Yilmaz received the CSCMP 2016 Doctoral Dissertation Award for her work titled “Implementing environmental supply chain management initiatives: A social network perspective.” The Council of Supply Chain Management Professionals (CSCMP) is the pre-eminent association for individuals involved in supply chain management with over 9,000 members worldwide. Barbara was honored for her work at the 2016 CSCMP Annual Conference in Orlando, Florida. She is the 43rd recipient of this prestigious award since 1973.
Lutz Kaufmann and Jörg Rottenburger received the Best Paper Award – New Directions of the 76th Academy of Management Annual Meeting in Anaheim, California, USA, for their paper, “The Big Bluff Theory: A reconceptualization of business bluffing”. The judges nominated the paper both for its overall high quality and its innovative use of research methodologies.
Dr. Gavin Meschnig received the Research Award 2016 of the German Association Materials Management, Purchasing and Logistics (BME) for his dissertation "Decision-making in cross-functional teams - A behavioral perspective on supplier selection decisions". In his research, Dr. Meschnig identified various levers to improve cross-functional decision-making in the supplier selection process and as a result to select superior performing suppliers. The scientific jury pointed out that Gavin’s research yielded both, significant theoretical contributions and practically useful insights.
The award for the best dissertation is presented by the BME since 1988 and comes with a cash award of €7,000.
During the 25th annual IPSERA conference, Dr. Barbara Wichmann received the IPSERA Best Doctoral Dissertation Award 2015 for her work titled “Implementing environmental supply chain management initiatives: A social network perspective.”
The IPSERA award committee consisted of professors from the United States, Finland, France, Germany, and the Netherlands. For the award of 2015, the committee evaluated and chose from among dissertations that were written at universities in North America, Asia, and Europe. According to Professor van Raaij, two of the dissertations that were ranked among the top three by all members of the award committee were from WHU. These dissertations were written by Barbara Wichmann and Gavin Meschnig, both of whom, as PhD candidates in the SCM Group, were supervised by professor Lutz Kaufmann.
Dr. Gavin Meschnig won the 2015 Emerald/EFMD Outstanding Doctoral Research Awards (ODRA) in the supply chain management category for his dissertation "Decision-making in cross-functional teams - A behavioral perspective on supplier selection decisions". In his research, Dr. Meschnig identified various levers to improve cross-functional decision-making in the supplier selection process and as a result to select superior performing suppliers.
The judges picked dissertations which demonstrated significance/implications for theory and practice, originality and innovation, appropriateness and application of the methodology and the quality of the data/research. The Award comes with a cash prize of 1,500 Euros.
Lutz Kaufmann received the Best Teacher Award for his course “Strategic Sourcing" in WHU’s MBA program.
The course enables the students to gain an appreciation of the strategic role of supply management in a global economy and to acquire in-depth knowledge concerning major concepts and instruments needed for successful supply management.
The students particularly praised Professor Kaufmann's teaching methods and the way of engaging them in the topic.
After 2014, Lutz Kaufmann again received the Best Teacher Award for his course “Negotiations and Dispute Resolution“ in WHU’s BSc program.
The course allows students to get both an in-depth understanding of the setup and processes of negotiations as well as practical training and tools to negotiate effectively.
“Positively challenging negotiation simulations", "very practical orientation and a plethora of helpful take-aways", the students stated.
Lutz Kaufmann received the Best Teacher Award for his course “Negotiations and Dispute Resolution“ in WHU’s BSc program 2014.
The participants praised particularly the practical approach, liveliness, and interaction of the course. “The course managed to reach the learning objective of providing the students with useful negotiation skills for their future careers“, the participants stated.
In September 2014, Professor Dr. Lutz Kaufmann was recognized as one of the 25 best-selling authors over the past 40 years by "The Case Centre".
Cases created at WHU – Otto Beisheim School of Management are real download hits, according to the "The Case Centre", formerly known as the European Case Clearing House (ECCH). As download statistics at the Case Centre show, fully 40,000 WHU cases have been downloaded since 2003.
Lutz Kaufmann has been honored as an Outstanding Reviewer of the International Journal of Physical Distribution & Logistics Management (IJPDLM) in the Emerald Literati Network 2014 Awards for Excellence.
According to the members of the Editorial Team of the IJPDLM, Lutz Kaufmann was chosen as a winner "as they wanted to recognize his significant contribution throughout 2013".
The ICC invited the submission of original business cases for the 33rd competition in January 2014 in Montreal, Canada. Six cases were finally selected by the ICC. One of them was the WHU case study, "Henkel’s Journey to Purchasing Excellence ˗ Escape from an Adverse Sourcing Situation". The case was written by Sotris Politis as his master thesis in WHU’s Parttime MBA program in summer 2013 under the supervision of Gavin Meschnig and Lutz Kaufmann. The case was the first in the history of the event that transported the topic of purchasing ˗ in particular of purchasing at the German DAX‐icon Henkel AG & Co. KGaA ˗ into the heads and hearts of many participants.
The paper "Intuitive Team Members in Sourcing Team Decision Making", co‐authored by Lutz Kaufmann, Gavin Meschnig, Matthias Ehrgott, and Felix Reimann received the overall Best Paper Award of the 23rd North American Research Symposium on Purchasing and Supply Chain Management (NARS) hosted by the Arizona State University on March 14 & 15, 2013.
The article "The impact of individual debiasing efforts on financial decision effectiveness in the supplier selection process" by Lutz Kaufmann, Craig R. Carter, and Christian Buhrmann has been chosen the Highly Commended Award Winner 2012 by the International Journal of Physical Distribution & Logistics Management (IJPDLM).
According to the Editorial Team "the paper has been selected as it was one of the most impressive pieces of work the team has seen throughout 2012".
The paper "Ratonality in supplier selection decisions: The effect of the buyer’s national task environment", co‐authored by Lutz Kaufmann, Sebastian Kreft, Matthias Ehrgott, and Felix Reimann received the overall Best Paper Award 2012 of the Journal of Purchasing and Supply Management (JPSM) during the 22nd Annual IPSERA Conference held from March 24 - March 27, 2013, in Nantes/France.
Emerald and EFMD have honored Dominik Riedl with a "Highly Commended Award" for his dissertation "Behavioral Supply Management ‐ A Decision‐Theory‐Based Investigation of Decision Process Decomposition in the United States and China".
It was the sixth time that a dissertation from the chair wins an award in this prestigious research competition. Four times, this was the case in the category "Logistics & Supply Chain Management".
Emerald and EFMD have honored Nikola Denk and Christian Buhrmann with a "Highly Commended Award" for their dissertations "Internationalization of Emerging Market Firms ‐ Grounded Theory‐based Evidence of Relational Ambidexterities" and "Supplier Selection Decisions‐ Reducing the Vulnerability to Judgment and Decision Biases and the Implications for Supplier Performance". Both researchers have participated in Emerald’s and EFMD’s annual Outstanding Doctoral Research Award Competition: Nikola Denk in the "Management & Governance" category and Christian Buhrmann in the "Logistics & Supply Chain Management" category.
Nikola Denk and Christian Buhrmann both wrote their dissertations under the supervision of Lutz Kaufmann.
On September 29, 2010, Matthias Ehrgott received the Council of Supply Chain Management Professionals' (CSCMP) Doctoral Dissertation Award for his research entitled "Social and Environmental Sustainability in Supplier Management - A Stakeholder Theory Perspective on Antecedents and Outcomes".
The 2010 SCMRC Doctoral Dissertation Proposal Award was presented on September 26, 2010, to Dominik Riedl for his research on "Behavioral Supply Management - A Decision Theory Based Investigation of Buyer Behavior in China, Mexico, Germany, and the United States". This was the first time in the 11year history that the award was given to a researcher outside the United States.
Together with their client MAN, the WHU Executive Development Team and Saïd Business School of Oxford University won the Excellence in Practice Award 2010 of the EFMD (European Foundation for Management Development) for the programs for the Senior Management levels of MAN SE (category Executive Development).
This is the first time that the award goes to a German business school and for the first time to a trio of partners, a major company and two business schools in two different countries.
Alex Michel and Dirk Breitschwerdt were two of the winners of the worldwide Emerald/EFMD Outstanding Doctoral Research Award 2009.
Alex Michel’s dissertation “Behavioral supply management – a review of human judgment and decision making theory and its integration into the field of supply management” persuaded in the Logistics and Supply Chain Management category.
Dirk Breitschwerdt’s work “International production mandates of subsidiaries – conceptual framework and empirical evidence from German MNEs” was awarded in the Operations and Production Management category.
So far, WHU has been the first and only university with two award winners in the same year.
Dr. Matthias Ehrgott won the 2008 Emerald/EFMD Outstanding Doctoral Research Awards (ODRA) in the supply chain management category for his dissertation "Social and Environmental Sustainability in Supplier Management - A Stakeholder Theory Perspective on Antecedents and Outcomes". In his thesis, Dr. Ehrgott examined both the driving forces behind and associated competitive advantages of socially and ecologically sustainable procurement. A particular focus of his research was on relationship of Western firms with vendors from supply markets in Asia, Eastern Europe, and Latin America.
The case study “SIG Combibloc: Supply Chain Innovations” won the first prize in the SCM category by an independent jury of the European Foundation for Management Development (EFMD). The case was written by Dominik Boskamp, Holger Materlik, Franziska May, and Dominik Steinkühler under the supervision of Lutz Kaufmann and Alex Michel.
The case study “Xelibri – A Siemens Mobile Adventure”, written by the former WHU students Florian Clemens, Henning Hagen, Fabian Hedderich, and Hendrik Sassmann received the status as “Best Selling Case” of the ECCH. The case has been supervised by Lutz Kaufmann.
This is the first WHU case which has been translated into Chinese.
Journal of Supply Chain Management –
Führende Zeitschrift für Supply Chain Management.
Das Journal of Supply Chain Management (JSCM) ist eine interdisziplinäre Forschungszeitschrift. Seit seiner Gründung 1965 erscheinen dort Beiträge führender Forscher auf den jeweiligen Feldern, darunter Steve Borgatti, Tom Choi, Lisa Ellram, Barb Flynn, Gary Frazier, Shelby Hunt, Dave Ketchen, Tom Mentzer, Jack Meredith, Aleda Roth, Jack Wacker und Oliver Williamson. Dem Beirat gehören unter anderem Michael Hitt und Jay Barney an.
Professor Dr. Lutz Kaufmann wurde 2008 der erste Europäer im Herausgeberteam des JSCM. Dass sich das JSCM fest als weltweit führende wissenschaftliche Größe im Bereich des SCM etabliert hat, zeigen seine Stellung in der Zitationsdatenbank Thomson Reuters' Social Sciences Citation Index (ISI-Impact-Faktor 10.6 im Jahr 2022) sowie die Tatsache, dass es an vielen führenden Hochschulen der Welt zu den A-Journals zählt. Das JSCM belegt seit 13 Jahren in Folge Platz 1 oder 2 unter den Journals für Operations & Supply Chain Management (OSCM).
Executive Education Negotiations Programme
Strategien und Werkzeuge für eine erfolgreiche Verhandlungsführung
Die Negotiations Programme der WHU sind so konzipiert, dass diese Kompetenzen möglichst effektiv gefördert werden, denn so gehen Sie ganz selbstbewusst in jede Verhandlung!
Executive Education Negotiations Programme
Strategien und Werkzeuge für eine erfolgreiche Verhandlungsführung
Die Negotiations Programme der WHU sind so konzipiert, dass diese Kompetenzen möglichst effektiv gefördert werden, denn so gehen Sie ganz selbstbewusst in jede Verhandlung!
Kontaktieren Sie uns –
Wir freuen uns, von Ihnen zu hören

Prof. Dr. Lutz Kaufmann
Professor of Business Negotiations & Procurement
lutz.kaufmann(at)whu.edu
+49 (0)261 6509 320
