“Sourcing: Managing the firm’s supply base” by Laura Gasseling and Dr. Tobias Kosmol, INVERTO
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About us
Our primary research interest is the role of power in buyer-supplier relationships, determinants of successful cooperation with suppliers in emerging markets, and the internationalization of firms from emerging markets. Next to academic rigor, real-life relevance is a key objective in our work.
In our teaching, we cover courses and modules on Strategic Sourcing, Negotiations, and International Business across WHU programs and in Executive Education.
We engage in and value dialogue with management practice. We frequently conduct research projects in collaboration with corporate partners, and in our teaching we bring participants in close contact with real-life business through joint interactive sessions with practitioners.
Our team
The Chair of International Business and Supply Management II Team.
- Frank Hemmert
Doctoral Studies
Interested in pursuing doctoral studies in the specific field of strategic B2B negotiations? Apply now!
We currently offer a position as
RESEARCH ASSISTANT / DOCTORAL STUDENT (f/m/d) - B2B NEGOTIATIONS
We regret that external doctoral studies are not possible.
Working with us on your dissertation
Academic rigor and real-life relevance are the key objectives in our work with doctoral students. We engage only in empirical research such that our work is firmly rooted in reality. For your cumulative dissertation, you will collaborate closely with our team throughout your research project, and you will receive very regular and highly substantive feedback and support. We aim to equip you for a successful academic career as for a career in management: You will learn and apply new analytical skills, improve your decision-making, and be able to craft highly successful business relationships. Capabilities like these will allow you to excel in similar ways as our alumni, who work as top managers (like, i.e., Peter Koerte or Thomas Germer), founders/entrepreneurs (like Sebastian Kreft or Dirk Breitschwerdt), professors (like Jiachun Lu, Leopold Ried, or Felix Reimann), or partners of leading international consulting firms (like Gavin Meschnig or Andreas Jentzsch).
WHU’s Supply Chain Group is amongst the 10 research-strongest faculties in the field worldwide (http://www.scmlist.com/home/university-rankings/empirical-report/). With about 40 successful doctoral dissertation and about 20 international research awards for these, we have a track record at our Chair that speaks for itself. The first supervisor of your thesis will be Professor Kaufmann who in 2021 was the first researcher from a continental European institution to ever win a Distinguished Scholar Award of the Academy of Management, one of the – if not the – most prestigious and significant research awards in our field.
Doctoral Studies
Interested in pursuing doctoral studies in the specific field of strategic B2B negotiations? Apply now!
We currently offer a position as
RESEARCH ASSISTANT / DOCTORAL STUDENT (f/m/d) - B2B NEGOTIATIONS
We regret that external doctoral studies are not possible.
Working with us on your dissertation
Academic rigor and real-life relevance are the key objectives in our work with doctoral students. We engage only in empirical research such that our work is firmly rooted in reality. For your cumulative dissertation, you will collaborate closely with our team throughout your research project, and you will receive very regular and highly substantive feedback and support. We aim to equip you for a successful academic career as for a career in management: You will learn and apply new analytical skills, improve your decision-making, and be able to craft highly successful business relationships. Capabilities like these will allow you to excel in similar ways as our alumni, who work as top managers (like, i.e., Peter Koerte or Thomas Germer), founders/entrepreneurs (like Sebastian Kreft or Dirk Breitschwerdt), professors (like Jiachun Lu, Leopold Ried, or Felix Reimann), or partners of leading international consulting firms (like Gavin Meschnig or Andreas Jentzsch).
WHU’s Supply Chain Group is amongst the 10 research-strongest faculties in the field worldwide (http://www.scmlist.com/home/university-rankings/empirical-report/). With about 40 successful doctoral dissertation and about 20 international research awards for these, we have a track record at our Chair that speaks for itself. The first supervisor of your thesis will be Professor Kaufmann who in 2021 was the first researcher from a continental European institution to ever win a Distinguished Scholar Award of the Academy of Management, one of the – if not the – most prestigious and significant research awards in our field.
News & stories
Read the news from our Chair.
Research
Our contribution to cutting-edge research –
A selection of refereed publications.
Journal of Purchasing and Supply Management, 25 (4): 1-17
You'll never walk alone: Why we need a Supply Chain Practice View on Digital Procurement
Kosmol, T., Reimann, F., Kaufmann, L., 2019
Journal of Purchasing and Supply Management, 24 (1): 1-20
Co-alignment of Supplier Quality Management Practices and Cognitive Maps - A Neo-configurational Perspective
Kosmol, T., Reimann, F., Kaufmann, L., 2018
Journal of International Management, 23 (3): 242-254
Internationalization of Developing Country Firms into Developed Countries: The Role of Host Country Knowledge-Based Assets and IPR Protection in FDI Location Choice
Yoo, D., Reimann, F, 2017
Journal of Supply Chain Management, 53 (4): 37-66
Responses to Supplier-Induced Disruptions: A Fuzzy-Set Analysis
Reimann, F., Kosmol, T., Kaufmann, L., 2017
Journal of Business Logistics, 38 (1): 18-34
Multimarket Contact and the Use of Power in Buyer-Supplier Relationships
Reimann, F., Shen, P., Kaufmann, L., 2017
Journal of Supply Chain Management, 53 (2): 3-9
Power in Supply Chain Management
Reimann, F., Ketchen, D. J., 2017
International Journal of Physical Distribution & Logistics Management, 46 (10): 932-952
Effectiveness of Power Use in Buyer-Supplier Negotiations: The Moderating Role of Negotiator Agreeableness
Reimann, F., Shen, P., Kaufmann, L., 2016
Journal of Business Ethics, 132 (4): 845-857
MNE Subsidiaries’ Strategic Commitment to CSR in Emerging Economies: The Role of Administrative Distance, Subsidiary Size, and Experience in the Host Country
Reimann, F., Rauer, J., Kaufmann, L., 2015
Journal of Purchasing and Supply Management, 20 (2): 104-112
Rational and Intuitive Decision-Making in Sourcing Teams: Effects on Decision Outcomes
Kaufmann, L., Meschnig, G., Reimann, F., 2014
Journal of Business Logistics, 34 (2): 131-147
Environmental Development of Emerging Economy Suppliers: Antecedents and Outcomes
Ehrgott, M., Reimann, F., Kaufmann, L., Carter, C. R., 2013
Journal of Purchasing & Supply Management, 18: 76-91
Rationality in Supplier Selection Decisions: The Effect of the Buyer’s National Task Environment. This paper received the Journal’s Best Paper Award 2013.
Kaufmann, L., Kreft, S., Ehrgott, M., Reimann, F., 2012
Journal of International Management, 18 (1): 1–17
Local Stakeholders and Local Legitimacy: MNEs' Social Strategies in Emerging Economies
Reimann, F., Ehrgott, M., Kaufmann, L., Carter, C. R., 2012
Journal of Business Ethics, 98: 99-119
Social Sustainability in Selecting Emerging Economy Suppliers
Ehrgott, M., Reimann, F., Kaufmann, L., Carter, C. R., 2011
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Teaching
Our teaching –
Creating new perspectives for our participants.
The Chair of International Business & Supply Management II offers courses in the following programs:
Sourcing: Managing a Firm’s Supply Base
Felix Reimann, Lutz Kaufmann
Making a Case for Advancing SCM: Applied Supply Chain Management
Felix Reimann, Carl Marcus Wallenburg
Advanced Supply Management
Felix Reimann
Strategic Sourcing
Felix Reimann
International Module China
Felix Reimann
Strategic Sourcing
Felix Reimann
Negotiations
Felix Reimann
International Module China
Felix Reimann
Negotiations Program (Open Enrollment)
Felix Reimann, Lutz Kaufmann
Customized Negotiations Program
Felix Reimann, Lutz Kaufmann
Next-level Negotiations for Procurement Leaders (Open Enrollment)
Felix Reimann, Lutz Kaufmann
Feedback from our students
(from anonymous course evaluations)
Master of Science
“Super Guest Speakers and cases. Very well organized”
“The course was extremely interactive and engaging.”
Course "Advanced Supply Management"
Full-Time MBA
“Awesome practical insights”
“Perfect environment for the learning process”
Course "Strategic Sourcing"
Part-Time MBA
“Changed my view of sourcing completely”
“Could not have imagined sourcing strategy could be so value-adding to the company”
“Amazing structure, very good way to approach students”
“Lots of hands-on discussions with cases and great guest speakers”
Course "Strategic Sourcing"
International Module China
“It was a really great trip that changed my view of China completely.”
“The variety of visits helped a lot to get a broad understanding of China’s economy, trends, people.”
“Really intense learning experience”
“Extremely interesting and useful to me”
“Deep insights into China and its businesses”
Course "International Module China"
Guest speakers
Our interactive guest sessions –
Bridging the gap between business and academia.
Associate Director
Title: "The Future of Procurement"
Course: Strategic Sourcing (Full-Time MBA)
Date: December 20, 2021
CFO
Title: "Procurement in Complex Projects"
Course: Strategic Sourcing (Full-Time MBA)
Date: December 8, 2021
Senior Project Manager & Consultant
Title: "The Semiconductor Shortage"
Course: Sourcing: Managing the Firm's Supply Base (BSc)
Date: October 5 & 7, 2021
Vice President & Partner
Title: "Competitive Co-Creation"
Course: Sourcing: Managing the Firm's Supply Base (BSc)
Date: September 28 & 30, 2021
Associate Director
Title: "Risk Management in Purchasing - Real-life Cases and Key Insights"
Course: Strategic Sourcing (Part-Time MBA)
Date: June 5 & June 12, 2021
Senior Project Manager, Managing Director & Senior Consultant
Title: "Supplier Risk Management"
Course: Advanced Supply Management (MSc)
Date: March 25, 2021
Associate Director
Title: "The Future of Strategic Sourcing"
Course: Advanced Supply Management (MSc)
Date: March 18, 2021
Principal & Managing Director and Partner
Title: "The Future of Strategic Sourcing"
Course: Strategic Sourcing (Full-Time MBA)
Date: December 18, 2020
Vice President & Principal
Title: "Risk Management – Procurement in Crisis Mode"
Course: Sourcing: Managing the Firm’s Supply Base (BSc)
Date: September 29 & October 1, 2020
Business Consultant & Coach
Title: "Improving Purchasing / Marketing Collaboration"
Course: Strategic Sourcing (Part-Time MBA)
Date: July 12, 2020
Associate Director
Title: "Managing Risks in Global Sourcing"
Course: Strategic Sourcing (Part-Time MBA) (Online guest session)
Date: July 11, 2020
Associate Director
Title: "Risk Management in Global Supply Chains"
Course: Strategic Sourcing (Part-Time MBA) (Online guest session)
Date: May 16, 2020
Managing Director
Title: "Sourcing and Negotiating in Raw Material Markets"
Course: Advanced Supply Management (MSc) (Online guest session)
Date: March 30, 2020
Associate Director
Title: "The Future of Strategic Sourcing"
Course: Advanced Supply Management (MSc) (Online guest session)
Date: March 23, 2020
Vice President Controlling and Governance
Title: "Managing CSR in Purchasing"
Course: Strategic Sourcing (Full-Time MBA)
Date: December 17, 2019
Managing Director/Partner & Principal
Title: "Digitalizing Procurement"
Course: Strategic Sourcing (Full-Time MBA)
Date: December 16, 2019
Senior Project Manager & Senior Consultant
Title: "Global Sourcing - Real-Life Cases and Key Insights"
Course: Managing the Firm’s Supply Base (BSc)
Date: October 17, 2019
Vice President
Title: "Procurement Consulting in Action"
Course: Supply Management & Sourcing: Managing the Firm’s Supply Base (BSc)
Date: October 15 & 16, 2019
CFO
Title: "Procurement in Large Industrial Projects"
Course: Strategic Sourcing (Full-Time MBA)
Date: June 1, 2019
Corporate Senior Vice President Global Supply Chain
Title: "Leadership in Purchasing & more – A Transformation Journey"
Course: Advanced Supply Management (MSc)
Date: April 8, 2019
International Module China
International Module China –
Essential insights for MBA students.
The International Module China is an essential part of the WHU Full-Time and Part-Time MBA programs. During one week in Shanghai, participants gain first-hand insights into latest trends, challenges and opportunities of the Chinese business place. Next to China’s established role as a manufacturing hub, we take a close look on the emerging importance of China as an innovation platform. Engaging with Shanghai’s vibrant start-up and entrepreneurship scene is another cornerstone of the program.
The week in Shanghai comprises interactive classes at CEIBS and FUDAN, two of the best business schools in Asia, as well as company visits and deep discussions with senior managers from diverse industries.
We thank all our hosts and discussion partners in Shanghai for the great interaction and valuable insights they share!
Executive Education Negotiations Programs
Gain the strategies and tools for successful negotiations
WHU's Negotiations Programs are developed to enhance these skills as effectively as possible, meaning you can navigate negotiations with confidence!
Executive Education Negotiations Programs
Gain the strategies and tools for successful negotiations
WHU's Negotiations Programs are developed to enhance these skills as effectively as possible, meaning you can navigate negotiations with confidence!
Get in touch
Get in touch with us –
We look forward to hearing from you.
Chair of Professor Lutz Kaufmann