Um dem steigenden Wettbewerbsdruck standhalten und den veränderten Kundenwünschen nachkommen zu können, wandeln sich viele Industrieunternehmen vom klassischen Produkt zum umfassenden Lösungsanbieter, d.h. zum Erzeuger und Vermarkter so genannter hybrider Produkte. In diesem Arbeitspapier...

Sales force management decisions belong to the major issues considered in marketing research. Among others, the alignment of sales territories has been one of the main field of work for years. Recent results have reported a strong impact of the alignment of sales territories on profit, and,...

We solve for the optimal mechanism for selling two goods when the buyer's demand characteristics are unobservable. In the case of substitutable goods, the seller has an incentive to offer lotteries over goods in order to charge the buyers with large differences in the valuations a higher price...

We extend the 'no-haggling' result of Riley and Zeckhauser (1983) to the class of linear multiproduct monopoly problems when the buyer's valuations are smoothly distributed. In particular we show that there is no loss for the seller in optimizing over mechanisms such that all allocations belong...

Die internationalen wirtschaftlichen Aktivitäten der großen Industrie- und Handelsunternehmen sind nicht ohne Konsequenzen für das Finanzmanagement dieser Unternehmen geblieben. Mit der Internationalisierung ist vor allem die Bedeutung des Risikomanagement und des unternehmensweiten Cash...

This paper analyzes credit risk transfer in banking. Specifically, we model loan sales and loan insurance (e.g. credit default swaps) as the two instruments of risk transfer. Recent empirical evidence suggests that the adverse selection problem is as relevant in loan insurance as it is in loan...

In some markets vertically integrated firms sell directly to final customers but also to independent downstream firms with whom they then compete on the downstream market. It is often argued that resellers intensify competition and benefit consumers, in particular when wholesale prices are...

Governments throughout the western world and beyond are in the midst of a severe financial crisis and emerging from a sharp recession. Ireland is no exception. One of the options for strengthening public finances is the sale of state assets. In this paper we draw on the Irish experience to...