Online Course Guide of WHU –

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Please use the filters below to select the term (spring or fall) as well as the respective program (BSc, MSc, MBA, Exchange, Doctoral) of your choice for an overview of all modules offered at WHU. The courses are listed under the modules. Please click on a module to see which courses are part of it. If you would like to find out more about a certain course, click on the name of the course to see detail information. The location of the lecture will be revealed after your course registration on myWHUstudies.

Spring term counts from January - August, fall term counts from September - December.

Important for Exchange Students: As the Full-Time and Part-Time MBA Programs utilize a modular course structure, the dates on which students begin and end the exchange are flexible. Please find here a chronological overview of the preliminary course offering for Fall and Spring.

Fall 2022  ›  Bachelor of Science in International Business Administration  ›  5th Semester  ›  Economics, Organization and Management

Individual Decision Making and Motivation

How do individuals interact with each other? How should economic activities be coordinated?

Course Code:
Prof. Dr. Peter-J. Jost
Course Type:
BSc Course
Week Hours:
Fall 2022
(Please note that exchange students obtain a higher number of credits in the BSc-program at WHU than listed here. For further information please contact directly the International Relations Office.)
In the centre of our discussion are systems in which several individuals interact with each other in order to achieve certain common goals. These individual decision makers are in some way connected with each other such that the coordination of their individual behaviour towards the common goal becomes essential. We follow the conceptual framework of institutional economics and discuss three different forms of coordination:
  • First, market coordination where individual activities are coordinated via the price mechanism. Here we follow the basic microeconomic theory and discuss the functioning of market as well as different sorts of market failures.
  • Second, interorganizational coordination where individual activities are coordinated by long-term contracts between autonomous partners. Here we follow the transaction cost theory and discuss several factors which determine the usefulness of this coordination mechanism.
  • And third, hierarchical coordination where individual activities are coordinated by a central unit and coordination takes place via commands. Here we follow managerial economic theories and integrate the various coordination instruments used within firms into our analysis.
Wednesday, 07/09/2022
08:00 AM till 11:15 AM
Thursday, 29/09/2022
11:30 AM till 03:15 PM
Tuesday, 04/10/2022
11:30 AM till 03:15 PM
Thursday, 06/10/2022
08:00 AM till 11:15 AM
Tuesday, 11/10/2022
11:30 AM till 03:15 PM
Thursday, 13/10/2022
11:30 AM till 03:15 PM
By the end of the course, you will advance your knowledge in different ways:
  • Learning the influences of psychology and sociology will help you understand why and how people make decisions
  • Answering questions regarding the respective last lecture will help you to reconsider the contents discussed in class
  • Learning to write a research paper will help you to deal with a new topic and be useful for your BSc-thesis
  • Learning to analyse an experimental paper will help you to critically analyse the underlying theories
  • Learning how to design an experiment will be useful for identifying differences between theory and practice
  • Learning to speak in front of others will be useful for your university and business career
Jost, Peter-J. (2014). The Economics of Motivation and Organization. Edward Elgar Publishing
  • Experiment & Presentation: 45%
  • Paper: 35%
  • In-class assignments: 20%
  • Participation: Tiebreaker
Your willingness to solve puzzles!