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 | Dr. Cornelia GellingsOrganizations:- E-Finance Lab
- Deutsche Bank AG
- Chair of Business Administration, esp. Information Systems
Projects:E-Mail: Send email |
Publications | Presentations |
Publications:
2007
Gellings, C. (2007)
Outsourcing Relationships: Designing Contracts for Successful Outsourcing -- An Analysis of the German Banking Industry
In: Books on Demand; Norderstedt (www.bod.de)
Category: Dissertation thesis
Reference No.: 2007-824
Gellings, C.; Wüllenweber, K. (2007)
Differences in Contracting: Anchoring Formal and Relational Norms within BPO Governance
In: Proceedings of the 13th Americas Conference on Information Systems (AMCIS 2007); NOMINATED FOR BEST PAPER AWARD; Keystone, Colorado, USA
Category: Proceedings [Password Protected Download] (Please contact the author)
Reference No.: 2007-744
Gellings, C. (2007)
Contractually Implementing IT Governance within Outsourcing Relationships
In: Working Paper
Category: Miscellaneous
Reference No.: 2007-743
Gellings, C. (2007)
Outsourcing Relationships: The Contract as IT Governance Tool
In: Proceedings of the 40th Hawaiian International Conference on System Sciences (HICSS 2007); Hawaii, USA
Category: Proceedings [Password Protected Download] (Please contact the author)
Reference No.: 2007-98
2006
Gellings, C. (2006)
Outsourcing Relationships: Designing 'Optimal' Contracts - A Principal-Agent-Theoretic Approach
In: Proceedings of the 12th Americas Conference on Information Systems (AMCIS 2006); Acapulco, Mexico
Category: Proceedings [Password Protected Download] (Please contact the author)
AbstractInformation Systems literature emphasizes the importance of efficient contracts for managing outsourcing relationships. However, there is a lack of proven and tested contract designs in theory as well as in practice. With the help of Economic Theory we analyze the underlying dynamics of an outsourcing relationship. Based on mathematical Principal-Agent-Theory we aim at answering the following questions: (1) 'what are the characteristics of an 'optimal' outsourcing contract?' and (2) 'how can the Outsourcer contractually implement incentives for the Service Provider?'. Our theoretical findings stress that within an 'optimal' contract the marginal utilities of both parties involved have to be proportional. For practical implications this means that an increase of the Service Provider's profit has to be accompanied by a decrease in the Outsourcer's costs. To accomplish this we show how incentives can contractually be implemented as suggested by Principal-Agent-Theory. We test our findings based on a single case study research.
Reference No.: 2006-417
Gellings, C.; Wüllenweber, K. (2006)
The Impact of Contract Design on Outsourcing Success: Case Studies on Risk Mitigation Measures
In: Proceedings of the 12th Americas Conference on Information Systems (AMCIS 2006); Acapulco, Mexico
Category: Proceedings [Password Protected Download] (Please contact the author)
AbstractFrom the outsourcer’s perspective, the outsourcing literature emphasizes the importance of contracts and risk awareness for managing outsourcing ventures. However, there is a lack of theoretical foundation with regard to the importance of risk and contract design towards outsourcing success. By extending the risk model of Bahli and Rivard (2001) we aim at answering the following questions: (1) ‘how does the design of the outsourcing contract impact on outsourcing risk?’ and (2) ‘how, in turn, does outsourcing risk affect outsourcing success?’. Based on multiple case studies of Business Process Outsourcing (BPO) arrangements, our results show that the ‘complementarity’ of contract clauses — Service Level Agreements, Penalty-Reward-Systems, and Pricing — is important to contractually implement risk mitigation. Furthermore, by synchronizing the objectives of the in- and outsourcer ex ante resulting in specific contract clauses which compensate for losses ex post, the existence of risk and its impact on outsourcing success can be limited.
Reference No.: 2006-299
Gellings, C.; Wüllenweber, K. (2006)
Successfully Implementing IT Outsourcing Strategy in German Banks: The Role of Contract Design and Risk Management
In: Proceedings of the 14th European Conference on Information Systems (ECIS 2006); Göteborg, Sweden
Category: Proceedings [Password Protected Download] (Please contact the author)
AbstractFrom the outsourcer’s perspective, the IS outsourcing literature emphasizes the importance of contracts and risk awareness for managing outsourcing ventures. However, there is a lack of proven and tested outsourcing management concepts in theory and practise incorporating contractual designs to effectively counter risk. By extending the risk model of Bahli and Rivard (2001) we investigate the influence of risk analysis on contract quality and their interrelation with outsourcing success. Using multiple case studies within the German banking industry our paper aims at answering the following questions: (1) ‘How does the contract contribute to outsourcing success from a risk mitigation perspective?’ and (2) ‘How does risk analysis affect the risk mitigation quality of the contract?’. Our research provides insights on how the conduction of a thorough risk analysis can improve contract quality. We show that involving business staff as well as IT staff in an outsourcing project helps to optimize contract clauses. In addition, we demonstrate how the design of contract contents such as pricing schemes, service level agreements, and penalty-reward-systems can ensure the expected cost savings and thereby contribute to outsourcing success
Reference No.: 2006-106
Gellings, C. (2006)
Contracts for Successful Outsourcing
In: Proceedings of the 17th Information Resources Management Association International Conference (IRMA 2006); Washington D.C. , USA
Category: Proceedings
AbstractOutsourcing literature emphasizes the importance of contracts and contract management for outsourcing success. In particular, contract quality has been stressed as a critical success fac-tor to attain expected benefits. But what constitutes an efficient contract from an outsourcer’s point of view? To find out, we address in our case study research, the following research ques-tion: How does the design of certain contract elements (such as general terms and conditions, pricing structures, and service level agreements) influence the realization of expected benefits? Our overall goal is to provide a contract framework that highlights elements worth focusing on during contract negotiations as they greatly influence success of the outsourcing deal. First re-sults indicate that (1) in- and outsourcers’ objectives can be matched (ex ante) with penalty and reward systems incorporated in a service level framework and that (2) liability clauses address-ing compensations for potential losses (ex post) are major contract issues. Furthermore, par-ticular deal characteristics are identified that indicate when variable pricing is superior to fixed pricing (and vice versa).
Reference No.: 2006-88
2005
Gellings, C. (2005)
Outsourcing Contracts: A Basic Formal Agency-Theoretic Model
In: Working Paper; Frankfurt am Main
Category: Miscellaneous
Reference No.: 2005-87
2003
Weitzel, T.; Gellings, C.; Beimborn, D.; König, W. (2003)
IS Valuation Methods - Insights from Capital Markets Theory and Practice
In: Proceedings of the 7th Pacific-Asia Conference on Information Systems (PACIS 2003)
Category: Proceedings [Password Protected Download] (Please contact the author)
AbstractIn this paper, an analogy between IT firm valuation and IS valuation is used to learn from how investment banking professionals cope with the renowned valuation problem. It becomes clear that theoretically sound approaches like the discounted cash flow might be inappropriate to determine the true value of a software company. Especially for IT valuation, real options approaches are a promising way of capturing the “true” underlying value to new technologies. Unfortunately, as expert interviews reveal, the importance of this approach in investment banking practice is negligible.
Reference No.: 2003-51
Presentations:
2008
| 21. February |
Gellings, C. Outsourcing-Verträge -- Der Schlüssel zum Erfolg? In: Frühjahrstagung E-Finance Lab; Frankfurt am Main AbstractWithin an outsourcing relationship, the design of the respective contract is of utmost importance because contract clauses which determine the whole lifecycle of the outsourcing relationship are agreed upon ex ante (i.e. before contract signature and hand-over), but become effective ex post (i.e. after contract signature and hand-over) and have a great impact on success or failure of an outsourcing deal.
Based on interviews and surveys in the German Banking Industry, this presentation analyzes how outsourcing risks, which may cause the failure of an outsourcing project, can be mitigated contractually. Furthermore, it will be shown how certain contract clauses can help to set the stage of a long lasting “good” outsourcing relationship.
During her talk, Cornelia Gellings will highlight the design of selected contract clauses which build the basis for a successful outsourcing project and of clauses that may affect outsourcing success negatively.
|
2007
| 10. August |
Gellings, C. Differences in Contracting: Anchoring Formal and Relational Norms within BPO Governance In: Proceedings of the 13th Americas Conference on Information Systems (AMCIS 2007); Keystone, CO, USA |
| 09. March |
Gellings, C. Outsourcing Contracts as IT Governance Tool In: UniCredit (Presentation of E-Finance Lab); Milan, Italy |
| 04. January |
Gellings, C. Outsourcing Relationships: The Contract as IT Governance Tool In: Proceedings of the 40th Hawaiian International Conference on System Sciences (HICSS 2007); Hawaii, USA |
2006
| 26. October |
Gellings, C. Managing Outsourcing Relationships: The Importance of Contract Design In: Deutsche Bank (Inhouse Seminar); Eschborn |
| 27. September |
Gellings, C. The Impact of Contract Design on Outsourcing Success In: BearingPoint (Inhouse Seminar); Frankfurt am Main |
| 04. August |
Gellings, C.; Wüllenweber, K. The Impact of Contract Design on Outsourcing Success: Case Studies on Risk Mitigation Measures In: Proceedings of the 12th Americas Conference on Information Systems (AMCIS 2006); Acapulco, Mexico |
| 04. August |
Gellings, C. Outsourcing Relationships: Designing 'Optimal' Contracts -- A Principal-Agent-Theoretic Approach -- In: Proceedings of the 12th Americas Conference on Information Systems (AMCIS 2006); Acapulco, Mexico |
| 11. July |
Gellings, C. The Impact of Contract Design on Outsourcing Success In: IWI Jour Fixe; Frankfurt am Main |
| 05. June |
Gellings, C.; Wüllenweber, K. Successfully Implementing IT Outsourcing Strategy in German Banks: The Role of Contract Design and Risk Management In: 14th European Conference on Information Systems (ECIS 2006); Göteborg, Sweden |
| 21. May |
Gellings, C. Contracts for Successful Outsourcing: Analyzing the Impact of Pricing Structures, Penalty & Reward Systems, and Liability Clauses on "Good" Sourcing Relationships In: 17th Information Resources Management Association International Conference (IRMA 2006); Washington D.C. , USA |
| 28. April |
Gellings, C. Contracts for Successful Outsourcing Relationships - Dissertation Outline In: E-Finance Lab Jour Fixe; Frankfurt am Main |
| 24. March |
Gellings, C. Contracts for Successful Outsourcing Relationships - A Principal Agent-theoretic Approach - In: Forschungskolloquium 2006; Roßdorf bei Darmstadt |
2005
| 07. June |
Gellings, C. Characteristics of Efficient Outsourcing Contracts In: IWI Jour Fixe; Frankfurt am Main |
| 04. April |
Gellings, C. A Theoretical Perspective on Determinants of Successful Sourcing Relationship Management In: E-Finance Lab Jour Fixe; Frankfurt |
2004
| 20. July |
Gellings, C. A Basic Agency Model for Sourcing Projects In: IWI Jour Fixe; Frankfurt am Main |
| 29. June |
Gellings, C. Outsourcing - An Agency Theoretic Perspective In: E-Finance Lab; Frankfurt am Main |
2003
| 21. October |
Gellings, C. Valuation of German and Italian Small and Medium-sized Companies In: PhD Seminar "Kleine und Mittlere Unternehmen im europäischen Vergleich", Prof. Klump; Rom |
| 04. April |
Blumenberg, S.; Gellings, C. Empirische Untersuchung zum Financial Supply Chain Management im Rahmen des E-Finance Lab In: Forschungskolloquium 2003 des Instituts für Wirtschaftsinformatik; Marktheidenfeld |
