Curriculum Vitae - IMW

CURRICULUM
VITAE
September 2012 Univ.Prof. Mag. Dr. Sabine Köszegi
Professor of Labor Science and Organization
Department of Management Science
Vienna University of Technology
Theresianumgasse 27
A-1040 Vienna
p: +43 1 5880133071
f: +43 1 5880133092
e: sabine.koeszegi@tuwien.ac.at

Curriculum Vitae
PERSONAL
INFORMATION
Date and Place of birth
Citizenship
EDUCATION
02/1997 - 12/2000
08/1992 – 12/1992
09/1989 - 12/1994
09/1984 - 05/1989
09/1980 - 06/1984
09/1976 - 06/1980
ACADEMIC
CAREER
08/2012 – 08/2013
Since 09/2011
02/2010
Since 04/2009
Since 04/2009
Since 01/2009
08/2007 – 12/2008
10/2006 – 12/2008
July 2006
02/1997 – 09/2006
June 3 rd 1970, Wegscheid, Germany
Austria
Curriculum Vitae Sabine Theresia Köszegi
Doctorate “Sozial- und Wirtschaftswissenschaften” at the School of
Business, Economics, and Computer Science University of Vienna,
Dissertation: Trust in Virtual Organizations
Exchange Program: Business Administration, University of Illinois at
Urbana/Champaign, USA
Bachelor & Master in Business Administration at the Vienna University of
Economics and Business Administration
Thesis: Arbeitszufriedenheit aus systemischer Perspektive
Bundeshandelsakademie Rohrbach (Matura)
Bundesrealgymnasium Rohrbach
Elementary School Altenfelden
Maternity Leave
Member of the Senate of Vienna University of Technology
Appointment (Ruf) as a Full Professor at the Faculty of Social Sciences,
Economics & Business at the Johannes of Kepler University Linz,
appointment rejected (Ruf abgelehnt)
Academic Director of the Professional MBA Entrepreneurship & Innovation
(Vienna University of Technology & Vienna University of Economics and
Business Administration (http://cec.tuwien.ac.at)
Director of the Entrepreneurship Center Vienna (http://www.ecvienna.at)
Full Professor of Labor Science and Organization at the Institute of
Management Science, Vienna University of Technology
Maternity Leave
Associate Professor at the School of Business, Economics, and Statistics,
University of Vienna
Venia Docendi for Business Administration of the University of Vienna
Assistant Professor at the School of Business, Economics, and Statistics,
University of Vienna
Page 2 of 21

PROFESSIONAL
CAREER
09/1996 - 01/1997
05/1994 - 08/1996
INTERNATIONAL
VISITING
POSITIONS
01/2012 – 03/2012
12/ 2006
09/2005 – 12/2005
09/2003 – 12/2003
06/2002 – 08/2002
PRICES
& AWARDS
2010
2007
2001
2001
1994
Curriculum Vitae Sabine Theresia Köszegi
Andersen Consulting Austria: Organizational Change Management
KSB-Consulting, Bank Austria: Organizational Development and Change
Management
Guest Researcher at the Victoria University in Melbourne, Australia
Guest Researcher at the National Sun Yat-sen University, Taiwan
Guest Researcher at the Max Planck Institute for the Study of Societies in
Cologne, Germany.
Visiting Professor at the University of Ottawa, Canada.
Guest Researcher (YSSP) at the International Institute for Applied System
Analysis (IIASA) in Laxenburg, Austria
Award for Innovative Teaching of Vienna University of Technology
Best Paper award of the EURO/INFORMS Section on Group Decision and
Negotiation, Annual Meeting in Mt. Tremblant, Canada
Award for Innovative Teaching of the University of Vienna (awarded by
Vizerektor für Lehre)
Silbermayr-Price of the University of Vienna for the dissertation „Trust in
Virtual Organizations“
Ranking No.4, best graduates of the Economic University of Vienna
Page 3 of 21

Publications and Research Reports
UNIV.PROF. DR. SABINE KÖSZEGI
REFEREED JOURNALS
Curriculum Vitae Sabine Theresia Köszegi
1. Koeszegi, S.T., Zedlacher, E., Hudribusch R. (2012): The War against the female Soldier? - The
Effects of Masculine culture on workplace aggression. Accepted for Publication in Armed Forces
and Society, forthcoming.
2. Gettinger, J.; Koeszegi, S.T. (2012): Far from Eye far from Heart: Analysis of Graphical Decision
Aids in Electronic Negotiation Support. Accepted for Publication in Group Decision and
Negotiation, forthcoming.
3. Graf, A.; Koeszegi, S. T.; Pesendorfer, E. (2012): Cross-Cultural Negotiations and Power Distance:
Strategies Applied by Asian and European Buyers and Sellers in Electronic Negotiations. Nankai
Business Review International, 3 (3), pp. 242-256 (doi: 10.1108/20408741211264567)
4. Graf, A.; Koeszegi, S.T.; Pesendorfer, E.; Gettinger, J. (2012): Self-fulfilling Prophecy in e-
Negotiations - Myth or Reality? International Journal of Decision Support System Technology 4
(2), pp. 1-16 (doi: 10.4018/jdsst.2012040101).
5. Gettinger, J., Koeszegi, S.T., and Schoop, M. (2012): Shall we dance? The Effect of Negotiation
Graphs on Negotiation Processes and Outcomes. Decision Support Systems, 53, pp. 161-174
(doi: 10.1016/jdss.2012.01.001)
6. Kovacic, I., Filzmoser, M., Faatz, S., and Koeszegi, S.T. (2011): Research Project Cost Benefits of
Integrated Planning: First Experiment-results, Organization, Technology and Management in
Construction, 3 (1), pp. 254-263.
7. Griessmair, M., Strunk, G., Vetschera, R., and Koeszegi, S.T. (2011): Complexity in Electronic
Negotiation Support Systems – An Empirical Study, Nonlinear Dynamics, Psychology, and Life
Sciences, 15 (4), pp. 477-511.
8. Koeszegi, S. T., Pesendorfer, E.-M., and Vetschera, R. (2011): Data-driven Phase Analysis of Enegotiations:
An Exemplary Study of Synchronous and Asynchronous Negotiations, Group Decision
and Negotiation, Vol. 20 (4), pp. 385-410 (doi: 10.1007/s10726-008-9115-0)
9. Graf, A., Koeszegi, S. T., and Pesendorfer, E.-M. (2010): Intercultural Negotiations in Interfirm
Relationships: An International Study of Electronic Negotiation Behavior, Journal of Managerial
Psychology, 25 (5); pp. 495 - 517.
10. Griessmair, M. and Koeszegi, S. T. (2009): Exploring the Cognitive-Emotional Fugue in Electronic
Negotiations, Group Decision and Negotiation, Vol. 18 (3), pp.213-234.
11. Pesendorfer, E.-M., Graf, A., and Koeszegi, S. T. (2007): Relationship in Electronic Negotiations:
Tracking Negotiator Behavior Over Time, Zeitschrift für Betriebswirtschaft, 77 (12), pp. 1315-
1338.
12. Haas, M., Koeszegi, S. T., and Nöster, M. (2007): Current Practice and Structural Patterns in
Virtual Organizations – A Qualitative Analysis of 30 Cases, electronic Journal of Organizational
Virtualness (eJOV), Vol.8, ISSN: 1442-9331, accessible through www.ejov.org.
13. Nastase, V., Koeszegi, S. T., and Szpakovicz, S. (2007): Content Analysis through the Machine
Page 4 of 21

Learning Mill, Group Decision and Negotiation, Vol. 16 (4), pp. 335-346.
Curriculum Vitae Sabine Theresia Köszegi
14. Pesendorfer, E.-M. and Koeszegi, S. T. (2007): Social Embeddedness in Electronic Negotiations,
Group Decision and Negotiation, Vol 16 (4), pp. 399-415.
15. Srnka, K. J. and Koeszegi, S. T. (2007): From Words to Numbers - How to Transform Rich
Qualitative Data into Meaningful Quantitative Results: Guidelines and Exemplary Study,
Schmalenbach’s Business Review, Vol. 59 of zfbf, pp. 29-57, and
Auer-Srnka, Katharina J. and Koeszegi, Sabine T. (2009): Erratum on "From Words to Numbers"
published in SBR 59 (January), in: Schmalenbach Busines Review, Vol. 61 (January), pp. 112-113.
16. Koeszegi, S. T., Pesendorfer, E.-M., and Stolz, S. W. (2006): Gender Salience in Electronic
Negotiations, Electronic Markets – the International Journal EM, Vol. 16 (3), pp. 173 - 185.
17. Koeszegi, S. T., Srnka, K. J., and Pesendorfer, E.-M. (2006): Electronic Negotiations – A
Comparison of Different Support Systems, Die Betriebswirtschaft, Vol. 66 (4), pp. 441-463.
18. Pesendorfer, E.-M. and Koeszegi, S. T. (2006): Hot versus Cool Behavioral Styles in Electronic
Negotiations: The Impact of Communication Mode, Group Decision and Negotiation, Vol. 15 (2),
pp. 141-155.
19. Srnka, K. J., Ebster, C. and Koeszegi, S. T. (2006): Lässt sich Sympathie im persönlichen Verkauf
vortäuschen? Eine Analyse nonverbaler und verbaler Kommunikation, Marketing ZFP, Vol. 28 (1),
pp. 39-58.
20. Vetschera, Rudolf, Kersten, Gregory E., and Koeszegi, Sabine T. (2006): User Assessment of
Internet-based Negotiation Support Systems. JOCEC - Journal of Organizational Computing and
Electronic Commerce, Vol. 16 (2), 123-148.
21. Koeszegi, S. T., Vetschera, R., and Kersten, G. E. (2004): National Cultural Differences in the Use
and Perception of Internet-based NSS - Does high or low context matter? International
Negotiation, Vol. 9 (1), pp. 79 - 109.
22. Koeszegi, S. T. (2004): Trust Building Strategies in Inter-organizational Negotiations. Journal of
Managerial Psychology, Vol. 19 (6), pp.640-660.
Reprinted in: Reddy, Sumati (Ed.) (2005): International Negotiation: Perspectives and Challenges,
ICFAI University Press, Hyderabad, pp. 37-66.
23. Koeszegi, S. T. and Kersten, G. E. (2003): On-line/Off-line: Joint Negotiation Teaching in
Montreal and Vienna. Group Decision and Negotiation, Vol. 12 (4), pp. 337 – 345.
24. Kersten, G. E., Koeszegi, S. T., and Vetschera, R. (2003): The Effects of Culture in Computermediated
Negotiations. JITTA – Journal of Information Technology Theory and Application, Vol. 5
(2), pp. 1 - 28.
25. Bauer, R and Koeszegi, S. T. (2003): Measuring the Degree of Virtualization. Electronic Journal of
Organizational Virtualness, Vol. 5 (2), pp. 26 - 46.
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EDITORSHIPS AND BOOKS
Curriculum Vitae Sabine Theresia Köszegi
26. Koeszegi, S. T. and Vetschera, R. (Eds.) (2007): Frontiers in Group Decision and Negotiation
Research, Special Issue, Group Decision and Negotiation, Vol. 16 (4), 283-285.
27. Köszegi, S. T. (2001): Vertrauen in Virtuellen Unternehmen. Wiesbaden: Dt. Universitätsverlag,
Gabler, Edition Wissenschaft (Dissertation).
BOOK CHAPTERS (REFEREED)
28. Gettinger, J., Dannenmann, A., Druckman, D., Filzmoser, M., Mitterhofer, R., Reiser, A., Schoop, M.,
Vetschera R., v.d. Wijst, P., Koeszegi, S. T. (2012): Impact of and Interaction between Behavioral
and Economic Decision Support in Electronic Negotiations, in: Hernandez, Jorge (Editor):
Collaboration in Real Environments, EWG-DSS Lecture Notes in Business Information Processing
(LNBIP), Springer, pp. forthcoming.
29. Koeszegi, S.T., Vetschera, R. (2010): Language and Process, in: Kilgour, M. & Eden, C. (Eds):
Handbook on Group Decision and Negotiation, pp. 121 - 138.
30. Koeszegi, S. T. (2009): Take the Risk and Trust? - The Strategic Role of Trust in Negotiations, in:
Avenhaus, R., Sjoestedt G. (Eds.): Negotiated Risks: International Talks on Hazardous Issues,
Springer, Berlin, pp. 65-86.
31. Gruenbacher, P., Koeszegi, S. T., and Biffl, S. (2006): Stakeholder Value Proposition Elicitation
and Reconciliation, in: Biffl, Stefan, Gruenbacher, Paul et al. (Eds.): Value-Based Software
Engineering, Springer, Berlin Heidelberg New York, pp. 133-154.
32. Koeszegi, S. T. and Vetschera, R. (2005): Electronic Commerce, in: Beckert, J., Zafirovski, M. (Eds.):
International Encyclopedia of Economic Sociology. Routledge, London, pp. 229-231.
33. Koeszegi, S. T. (2002): Vertrauen und Risiko in Virtuellen Organisationen, in: Scholz, Christian
(Hrsg.): Systemdenken und Virtualisierung. Duncker & Humbolt, Berlin; p. 109-124.
Page 6 of 21

CONFERENCES & PROCEEDINGS (REFEREED)
Curriculum Vitae Sabine Theresia Köszegi
34. Günther, E., Keinert-Kisin C, Zedlacher, E., Koeszegi, S.T. (2012) Couldn’t Resist? How to Balance
Role-Conflicts in an Intra-organizational Gender Research Project. Proceedings of the 8th
European Feminist Research Conference 2012, May 17-20, Budapest, Hungary.
35. Günther, E. and Koeszegi, S.T. (2012): The Whole is More than the Sum of its Parts: A Qualitative-
Quantitative Multi-level Approach to Intersectional Analysis of Student Drop-out. Proceedings of
the 8th European Feminist Research Conference 2012, May 17-20, Budapest, Hungary.
36. Günther, Elisabeth and Koeszegi, Sabine T. (2012): ‘How to grasp intersectionally? A qualitativequantitative
multi-level approach to intersectional analysis of university dropout’. Proceedings of
the 7th Biennial International Interdisciplinary Conference of Gender, Work and Organization
2012, 27th -29th June 2012, Keele University, Staffordshire, UK.
37. Keinert-Kisin, C., Hatzinger, R., and Koeszegi, S.T. (2012): Seeing something that isn’t there:
Gender bias in the evaluation of junior talent in science and technology, Proceedings of the 7th
Biennial International Interdisciplinary Conference of Gender, Work and Organization 2012, 27th
-29th June 2012, Keele University, Staffordshire, UK.
38. Keinert-Kisin, C., Hatzinger, R., and Koeszegi, S.T. (2012): What's in a name? A personnel selection
experiment on gender bias in applicant assessment, Proceedings of the 28th European Group of
Organization Studies Colloquium in Helsinki, Finland, July 5-7 1012.
39. Druckman, D., Filzmoser, M., Gettinger, JH., Koeszegi, S.T., and Vetschera, R. (2012): 2.02 G
eNerationS – Avenues for the Next Generation of Pro-active Negotiation Support, Proceedings of
the International Conference on Group Decision and Negotiation in May 20 - 24, 2012, Recife,
Brazil.
40. Schoop, M., Gettinger, J., Koeszegi, S.T., van Amselsvoort, M., and van der Wijst, P. (2012):
Communication and Decisions in Electronic Negotiations, Proceedings of the International
Conference on Group Decision and Negotiation in May 20 - 24, 2012, Recife, Brazil.
41. Dannenmann, A., Fernandes, M., Filzmoser, M., Gettinger, J., Koeszegi, S.T., Mitterhofer, R., Reiser,
A., Schoop, M., and Vetschera, R. (2012): Integrating the AC-AT Concept into an Electronic
Negotiation Support System: Implementation and Challenges, Proceedings of the International
Conference on Group Decision and Negotiation in May 20 - 24, 2012, Recife, Brazil.
42. Mitterhofer, R., Druckman, D., Filzmoser, M., Gettinger, J., Schoop, M., and Koeszegi, S.T. (2012):
Integration of Behavioral and Analytic Decision Support in Electronic Negotiations; in: Sprague,
R.H. Jr. (Ed.): Proceedings of the 45th Annual Hawaii International Conference on System Sciences,
4-7 January 2012, Maui Hawaii, IEEE Computer Society Press, Los Alamitos California (DOI
10.1109/HICSS.2012.334), pp. 610-617.
43. Dannenmann, A., Druckman, D., Filzmoser, M., Gettinger, J., Koeszegi, S.T., Mitterhofer, M., Reiser,
A., Schoop, M., van der Wijst, P., and Vetschera, R. (2011): Impact of and Interaction Between
Behavioural and Economic Decision Support in Electronic Negotiations; in: F. Dargam, B. Delibasic,
J. Hernandez, S. Liu, R. Ribeiro, P. Zarate (Eds.): Proceedings of the EWG-DSS London-2011
Workshop on Decision Systems", pp. 6-7.
44. Druckman, D. Filzmoser, M. Koeszegi, S.T., and Mitterhofer, M. (2011): e-Mediation in e-
Negotiation: Support Philosphies and Tools"; in: F. Dargam, B. Delibasic, J. Hernandez, S. Liu, R.
Ribeiro, P. Zarate (Eds.): Proceedings of the EWG-DSS London-2011 Workshop on Decision
Systems", pp. 10-11.
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Curriculum Vitae Sabine Theresia Köszegi
45. Haas, M., Keinert, C., Koeszegi, S.T., Zedlacher, E. (2011): New Wine in old Wineskins New
career boundaries for women in old networks in academia, Proceedings of the 27th EGOS
Colloquium 'Reassembling Organizations' in Gothenburg, Sweden, July 7-9.
46. Günther, E., Koeszegi, S.T. (2011): Gender Counts?! - Analysis of Student Dropout at Vienna
University of Technology, Gender and Interdisciplinary Education for Engineers – GIEE 2011,
Proceedings of the Helena International Conference, Paris (France), June 23-24.
47. Haas, M., Keinert, C., Koeszegi, S.T., Zedlacher, E. (2011): Breaking Patterns: How Opportunistic
Sponsorship and Women’s Moral Compass Shape Careers of Female Scientists, Gender and
Interdisciplinary Education for Engineers – GIEE 2011, Proceedings of the Helena International
Conference, Paris (France), June 23-24.
48. Ritin, K., Koeszegi, S.T. (2011): National Systems of Innovation (NSI): Measurement and
Implications for Science, Technology, and Innovation Policy in Ghana, UNIDO Proceedings of the
International Policy Conference in Acra, Ghana, March 14-15 2011.
49. Braumann, E.; Prveden, O.; Saleem, S.; Xu, Y., Koeszegi, S.T. (2010): The Effect of Emoticons in
Synchronous and Asynchronous e-Negotiations, in: G-J de Vreede (Ed): Proceedings of the 11th
Group Decision and Negotiation Conference in Delft, the Netherlands, University of Nebraska,
Omaha, pp. 113-115.
50. Günther, E., Haas, M., Keinert, C., Koeszegi, S.T., and Zedlacher, E. (2010): To Boldly Go Where
No Woman Has Gone Before: Career Perspectives of Women in Technology and Science - A
Case Study. Proceedings of the International Conference of the study "Meta-analysis of gender
and science research", Brussels, pp. 33 - 34.
51. Günther, E., Haas, M., Keinert, C., Koeszegi, S., Zedlacher ,E. (2010): To Boldly Go Where No
Woman Has Gone Before: Understanding Resistance to Change in Gender Segregated
Organizations - A Case Study at Vienna University of Technology, Proceedings of the
International Conference on Management Learning, Vienna, pp. 57 - 58.
52. Druckman, D.; Koeszegi, S.T.; Schoop, M.; Van der Wijst, P.; Vetschera, R.; Dannenmann, A.;
Duckek, K.; Filmoser, M.; Gettinger, J.; Mitterhofer, R., and Reiser, A. (2010): Acceptance and
Evaluation of Automated Mediation in e-Negotiation. In: Proceedings of the 11th Group Decision
& Negotiation Conference (GDN 2010) in Delft, the Netherlands, University of Nebraska, Omaha,
pp. 289-292.
53. Karsten, C.; Rentzsch, M.; Bartha, M.; Zubillaga, X., and Koeszegi, S.T. (2010): Human factors
evaluation of a standardised drivers desk under real life, Proceedings of the18th International
Symposium EURO - Zel 2010, Zilina.
54. Koeszegi, S.T, Hudribusch, R., and Zedlacher, E. (2010): The Effects of Masculine & Power Cultures
on Workplace Bullying in the Austrian Armed Force; Proceedings of the European Academy of
Management Conference 2010, Rome Italy.
55. Gettinger, J. and S. Koeszegi, S.T. (2009): What are you looking for? - Information Presentation in
Electronic Negotiation Support, International conference on group decision and negotiation,
Toronto, Canada; 2009-06-14 - 2009-06-17; in Kilgour, D. and Wang, Q. (Eds.): Proceedings of
the International Conference on Group Decision and Negotiation, Wilfrid Laurier University,
Waterloo (2009), ISBN: 9780981274508; pp. 71 – 73.
56. Koeszegi, S. T., Filzmoser, M., Gettinger, J. R., and Vetschera, R. (2009): Perspectives on electronic
negotiation support, in: Kilgour D M and QWang (eds): Proceedings of the International
Conference on Group Decision and Negotiation in Toronto, Canada, Wilfrid Laurier University,
Waterloo, pp. 105-107.
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Curriculum Vitae Sabine Theresia Köszegi
57. Griessmair, M., Koeszegi, S. T., and Vetschera, R. (2008): The Grammar Complexity and Entropy
of e-Negotiation Processes – An Empirical Analysis, in: Costas et al. (Eds): Proceedings of the
International Conference on Group Decision and Negotiation in Coimbra, Portugal.
58. Koeszegi, S. T., Schoop, M., Gettinger, J., Koehne, F., and Staskiewicz, D. (2008): Shall we Dance?
– The Effect of the Negotiation Dance and History Graphs on e-Negotiation Processes, in: Costas
et al. (Eds).: Proceedings of the International Conference on Group Decision and Negotiation in
Coimbra, Portugal.
59. Koeszegi, S. T. and Pesendorfer, E.-M. (2007): How Synchronicity Heats up Communication: A
Study of Communication Mode in Electronic Negotiations, in: Dupont, Christophe: Négociation et
transformations du monde, Publibook, Paris, pp. 187 – 202.
60. Vetschera, R. and Koeszegi, S. T. (2007): Analyzing E-negotiations from Quantitative and
Qualitative Perspectives, Keynote, in: Proceedings of the International Conference on Group
Decision and Negotiation, Volume I, Canada, Montreal, pp. 11-12.
61. Schoop, M., Koeszegi, S. T., Koehne, F., Ostertag, K., and Staskiewicz, D. (2007): Process
Visualization in Electronic Negotiations – An Experimental Exploration, Proceedings of the
International Conference on Group Decision and Negotiation, Volume I, Canada, Montreal, pp.
128-130.
62. Griessmair, M., Koeszegi, S. T., and Srnka, K. J. (2007): How to Measure Emotions in Electronic
Negotiations? – An Exploratory Study, Group Decision and Negotiation 2007 Proceedings,
Volume I, Canada, Montreal, pp. 86-90.
63. Koeszegi, Sabine T., Pesendorfer, Eva-Maria, Vetschera, Rudolf (2007): Data-driven Episodic
Phase Analysis of E-Negotiations, Group Decision and Negotiation 2007 Proceedings, Volume II,
Canada, Montreal, pp. 113-130.
64. Graf, Andrea, Koeszegi, Sabine T., Pesendorfer, Eva-Maria, and Srnka, Katharina J. (2006):
Intercultural Negotiation Patterns: An International Study of Computer-mediated Negotiations, in:
Seifert, Stefan and Weinhardt, Christof (Eds.) Proceedings of the International Conference on
Group Decision and Negotiation, Karlsruhe, Germany, June 25-28, pp. 177 – 178.
65. Pesendorfer, E.-M., Graf, A., and Koeszegi, S. T. (2006): Phase Analysis of Behavior in Enegotiations
- Emphasizing the Effect of Negotiator Relationship, in: Seifert, Stefan and
Weinhardt, Christof (Eds.) Proceedings of the International Conference on Group Decision and
Negotiation, Karlsruhe, Germany, June 25-28, pp. 108 – 110.
66. Pesendorfer, E.-M. and Koeszegi, S. T. (2005): Hot versus Cool Behavioural Styles in Electronic
Negotiations: The Impact of Communication Mode, in Proceedings of the Workshop on Formal and
Informal Information Exchange in Negotiations – FINEXIN, May 26-27, 2005 at the University of
Ottawa, Canada, pp. 43-54.
67. Bauer, R., Koeszegi, S. T., and Wolkerstorfer, M. (2003): Measuring the Degree of Virtualization –
An Empirical Analysis in two Austrian Industries. Proceedings of the 36th Hawaii International
conference on Systems Sciences, J.F. Nunamaker and R.H: Sprague, Jr. (Eds.), Los Alamitos, CA:
IEEE Computer Society Press. CD-Rom.
68. Biffl, S., Halling, M., and Koeszegi, S. T. (2003): Investigating the Accuracy of Defect Estimation
Models for Individuals and Teams Based on Inspection Data. Proceedings of the ISESE Conference
in Rome, Los Alamitos, CA: IEEE Computer Society Press. CD-Rom.
69. Kersten, G. E., Koeszegi, S. T., and Vetschera, R. (2002): The Effects of Culture in Anonymous
Negotiations. Experiments in Four Countries, Proceedings of the 35th Hawaii International
Conference on Systems Sciences, J.F. Nunamaker and R.H. Sprague, Jr. (Eds.), Los Alamitos, CA:
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IEEE Computer Society Press, p. 27b.
Curriculum Vitae Sabine Theresia Köszegi
70. Kersten, G. E., Koeszegi, S. T., and Vetschera, R. (1999): Cultural Influences in Anonymous Business
Negotiations. Proceedings, Academy of Business Administration, 1999 Global Trends Conference,
St. Thomas, U.S. Virgin Islands. CD-Rom.
BOOK REVIEWS AND OTHER PUBLICATIONS
71. Koeszegi, S.T. (2007): Review on Möllering, Guido 2006: Trust: Reason, Routine, Reflexivity.
Oxford: Elsevier, Economic Sociology – The European Electronic Newsletter, Vol. 8 (3), pp. 49-51.
72. Koeszegi, S. T. (2005): Ein Unternehmen organisieren – mit anderen zusammenarbeiten, in: Srnka
K. J. (Ed.): Modul C: Unternehmerführerschein, Wirtschaftskammer Österreich.
73. Koeszegi, S. T. (2001): Vertrauen in der New Economy. In: 10 Jahre Betriebswirtschaftszentrum
der Universität Wien. Wien: Neuer Wissenschaftlicher Verlag, pp. 22-23.
WORK IN PROGRESS
74. Druckman, D., Mitterhofer, R., Filzmoserf, M. and S. Koeszegi (2012): e-Mediation and e-
Negotiation: Behavioral Decision Support or Utility Maximization?, under second review in GDN.
75. Schoop M., van Amselvoort M., Gettinger J., Korner M. Koeszegi S., and P. van der Wijst (2012):
The interplay of communication and decisions in electronic negotiations – Communicative decisions
or decisive communication?, under second review in GDN.
76. Haas, M., Keinert-Kisin, C., Koeszegi, S.T., and Zedlacher, E. (2012): Breaking Patterns: How
Opportunistic Sponsorship and Women’s Moral Compass Shape Careers of Female Scientists.
Working Paper. Currently under Review in Gender Work and Organization.
77. Gettinger J., Filzmoser M. and S. Koeszegi (2012): An experimental analysis of factors that lead
to successful post-settlement negotiations, work in progress.
78. Koeszegi, S.T., Haas, M., Guenther, E., Keinert-Kisin, C., and Zedlacher E. (2012): “Wie ein Fisch im
Wasser?: Frauenkarrieren in der Wissenschaft (Arbeitstitel)”. Buch zum Forschungsprojekt: Leaky
Pipeline.
79. Keinert-Kisin, C., Hatzinger, R., Koeszegi, S.T. (2012): What’s in a name? APersonnel Selection
Experiment on Gender Bias in Job Applicant Assessment. Working Paper.
80. Filzmoser, M., Gettinger J., Koeszegi S., and X. Ying (2012): The effect of emoticons in synchronous
and asynchronous e-negotiations, work in progress.
81. Zedlacher, E. and Koeszegi S.T. (2012): Workplace aggression against females and culturespecific
coping behavior: A comparative case study in three different working cultures. Work in
progress.
Page 10 of 21

Curriculum Vitae Sabine Theresia Köszegi
Conference Presentations and Invited Talks
UNIV.PROF. DR. SABINE KÖSZEGI
PRESENTATIONS
January 2012
July 2010
May 2010
June 2009
Mai 2007
June 2006
November 2005
July 2005
July 2005
June 2005
May 2005
R. Mitterhofer, J. Gettinger, M. Filzmoser, D. Druckman, M. Schoop, and S.
T. Koeszegi (2012): Integration of behavioral and analytic decision
support in electronic negotiations: January 2- 5, Maui, Hawaii, USA.
Druckman, D., Koeszegi, S.: Inter-disciplinary collaboration: e-negotiation
and e-mediation, in Panel: Michele Gelfand & Laurie Weingart (Co-
Organizers): Combining Computational and Social Science Approaches to
Negotiation: Opportunities and Challenges, 2010, Boston
Koeszegi, S.T.; Hudribusch, R. & Zedlacher, E. (2010): The Effects of
Masculine & Power Cultures on Workplace Bullying in the Austrian Armed
Force; European Academy of Management Conference 2010, Rome Italy.
Group Decision and Negotiation Conference of the INFORMS Group,
June 14-17, 2009, Toronto, Canada: Perspectives on Electronic
Negotiation Support
Group Decision and Negotiation Conference of the INFORMS Group, Mai
14-17, 2007, Mt. Tremblant, Canada: How to Measure Emotions in
Electronic Negotiations? – An Exploratory Study & Data-driven Episodic
Phase Analysis of E-Negotiations
Group Decision and Negotiation Conference of the INFORMS Group,
June 25-28, 2006, Karlsruhe, Germany: Intercultural Negotiation
Patterns: An International Study of Computer-mediated Negotiations &
Phase Analysis of Behavior in E-Negotiations Emphasizing the Effect of
Negotiator Relationship.
2 nd Biennale Internationale de la Négociation, Négocia, November 17-
18, 2005, Paris, France : Gender Salience in Electronic Negotiations &
Hot vs. Cool Behavioral Styles in Electronic Negotiations : The Impact of
Communication Mode.
EGOS Conference, June 30 – July 2, 2005 Berlin: Initiated Networks – A
Strategic Alternative for SMEs.
Group Decision and Negotiation Conference of the INFORMS Group, July
10-13, 2005 Vienna: Content Analysis through the Machine Learning Mill
& Conflict Dynamics in Electronic Negotiations: Does Relationship Matter?
18 th Annual Conference of the International Association for Conflict
Management in Seville, Spain: Conflict Dynamics in Electronic
Negotiations: Does Relationship Matter?
67. Hochschullehrer-Tagung des Verbandes der Hochschullehrer für
Betriebswirtschaft: Electronic Negotiation: A Qualitative-Quantitative
Page 11 of 21

May 2004
July 2003
April 2003
January 2003
July 2002
June 2001
December 2000
November 2000
July 2000
October 1999
INVITED TALKS
February 2012
February 2012
August 2011
June 2011
October 2009
Analysis of Different Support Systems.
Curriculum Vitae Sabine Theresia Köszegi
EURO/INFORMS Conference 2004, Banff, Canada: Invited: Content,
Process, and Interaction Analysis of Web-based Negotiations.
EURO/INFORMS Conference 2003, Istanbul, Turkey: Exploring the
Culture-Technology Link – Does Culture influence Behavior in Enegotiations?
3 rd European Academy of Management, Milan, Italy: The Role of Trust in
International Negotiations.
36 th Hawaii International Conference on System Sciences, Hawaii:
Measuring the Degree of Virtualization – An Empirical Analysis in two
Austrian Industries.
International 18th Conference of EGOS in Barcelona, Spain: Measuring
the Degree of Virtualization – An Empirical Analysis in two Austrian
Industries.
14th Annual Conference of the International Association for Conflict
Management in Paris, France: Cultural Influences and other -Determinants
on Use and Perception Web-based Negotiation Support Systems.
International Workshop on Social Capital, Trust and Networks of the
Network Institutional Theory in Copenhagen, Denmark: The Trust-building
Process in Virtual Organizations.
Workshop on Experimental Games at the Christ Church College in
Oxford, GB: The Trust Building Process in Virtual Organizations: An
Experiment.
International 16th Conference of EGOS in Helsinki, Finland: The Trust
building Process in Virtual Organizations: An Experiment.
International Conference of Gesellschaft der Wirtschafts- und
Sozialkybernetik in Saarbrücken, Germany: Vertrauen und Risiko in
Virtuellen Unternehmen.
Druckman, D. & Koeszegi, S (2012): Integration of Behavioral and
Analytic Decision Support in electronic Negotiations, Victoria University,
Melbourne, Australia
Koeszegi, S. (2012): An Austrian Study on Career Boundaries for Women
in the University Workforce, Victoria University, Melbourne, Australia
Kepler Salon Linz: „This is a men’s world: Frauenkarrieren in
Männerdomänen”
Zukunftsforum Oberösterreich: „This is a men’s world: Die Diktatur der
Mehrheit & die Feigheit der Frauen“
Johannes Kepler University Linz: Exploring the Cognitive-Emotional Fugue
in Electronic Negotiations. (Berufungsvortrag)
Page 12 of 21

July 2009
June 2008
June 2008
January 2007
July 2006
November 2005
Research Projects
UNIV.PROF. DR. SABINE KÖSZEGI
LEAKY PIPELINE
Project Leader
E - NEGO- MOTION
Project Leader
Curriculum Vitae Sabine Theresia Köszegi
University of Stuttgart Hohenheim: Analyzing Negotiation Processes using
MDS Method
PEF Privatuniversität für Management: Elektronische
Verhandlungsprozesse: Eine Analyse verschiedener Experimente
(Berufungsvortrag)
Vienna University of Technology: Electronic Negotiations
(Berufungsvortrag)
4th Austrian Workshop on Feminist Economy, January 26, 2007, University
of Vienna: Gender Salience in Electronic Negotiations.
Passau University: Intercultural Negotiation Patterns
(Berufungsvortrag)
Max Planck Institute Bonn, Germany: Analysis of Negotiation Processes –
3 Experiments
Funded by the Vienna University of Technology
€ 140.000, 10/2009-10/2012,
(http://www.imw.tuwien.ac.at/aw/index.html)
Abstract: The Vienna University of Technology (VUT) experiences both high
horizontal and vertical gender segregation as well as high drop-out rates of female
students and scientists along the career path. The steady attrition of females along
the scientific career path is known as the phenomenon of the “Leaky Pipeline”.
Efforts to attract more female students and to achieve higher gender diversity
along the career path have not yet delivered the desired results. It is suggested
that the lack of gender awareness on the part of decision makers as well as
gendered organizational processes and decision-making result in a resistance to
change toward effective diversity management. In a comprehensive case study we
analyze overt and subtle barriers for women at the VUT in order to explain both
forms of gender segregation. By using a triangulation research approach, we tie
loose ends between the following aspects: (1) We analyze student registration data
to estimate drop-out chances of female and male students. (2) We examine
entrance barriers for females by looking at hiring practices of the institution. (3) To
explore the work context of female scientists, we analyze survey-data on
organizational culture and climate as well as workplace aggression. (4) Finally, we
conduct biographic interviews with female students and scientists in order to gain
deeper insight into entire female careers in science and technology.
Foundations of Effective Electronic Negotiation Support: Socio-emotional,
Prescriptive and Technological Perspectives. Funded by the FWF
€ 245.000 (2 PhD-Students), 03/2009-02/2012,
(http://www.imw.tuwien.ac.at/aw/index.html)
Abstract: Although e-business has gained momentum in many markets, empirical studies
Page 13 of 21

MOVE- MOBBING
VERHINDERN
Project Leader
Curriculum Vitae Sabine Theresia Köszegi
find a lack of support for the conduct of negotiations in electronic markets. This lack of
practical relevance of electronic negotiation support (eNS) in its present form seems to
indicate that current systems are missing important facets of actual negotiation
processes. In order to provide the foundation for the development of improved eNS,
we need to understand the interplay of the specific support approach or philosophy
(system), its actual implementation in support features (technology), and the particular
characteristics of users, i.e. their cognitive restrictions, their socio-emotional states and
their preferences and goals (human). Therefore, the aim of this project is twofold: We
systematically study the specific impact of different forms of electronic support on
negotiation processes and outcomes considering particular features of eNS and taking
into account a broad spectrum of effects. Based on these findings, we develop a
comprehensive set of requirements and design guidelines for effective eNS built on
solid theoretical foundations concerning their socio-emotional, analytical and
technological aspects.
MoVe – Mobbing Verhindern
06/2009-10/2012,
(http://www.imw.tuwien.ac.at/aw/index.html)
Abstract: Over the past twenty years, hostile and aggressive workplace behavior,
which can be subsumed under the term bullying (also known as mobbing), has become a
key focus of scientific concern. The negative effects of bullying on health and
economical performance have been widely investigated. However, studies on the
causes and triggers for bullying in organizations are ambiguous and inconsistent. Many
researchers assume a relation between factors such as management style or
organizational climate and bullying risk. However, up to this point it has not been
possible to verify the impact of the organizational environment on bullying prevalence.
Apart from methodological shortcomings of existing research there is a lack of
empirical data for Austria – most previous studies on bullying have been conducted in
Scandinavia. In our empirical investigation we focus on the relationship between
organizational culture and bullying prevalence and on the effect of bullying on
organizational climate. Apart from that, the impact of socio-demographic factors, such
as gender and age, on bullying and conflict behavior will receive special attention.
Since bullying can be regarded as an escalated conflict, we will investigate conflict
behavior in organizational subcultures, the mechanisms of group dynamics and the
impact of gender perspectives and stereotypes on conflict handling. If a relationship
between specific environmental factors and bullying exists, management tools for
prevention can be developed. The research design is a mixed-method approach
including qualitative methods as well as quantitative methods (“Principle of
Triangulation”): on a micro-level, we analyze individual bullying experiences and focus
on the investigation of conflict handling and conflict patterns with regards to
organizational culture and gender. On the website MoVe victims, offenders and/or
observers of bullying situations are asked to describe their experiences anonymously.
Subsequently these narratives are analyzed via a content analysis and checked for
systematic cause and effect chains. On a meso-level we conduct online surveys on
bullying prevalence, organizational climate and culture in selected organizations.
Furthermore organizational culture and conflict behavior will be investigated in a more
detailed manner by applying qualitative methods (oral interviews and participant
observation).
Page 14 of 21

GE:MMAS
Collaborator
Curriculum Vitae Sabine Theresia Köszegi
Genderspezifische Anforderungen an eine Mensch-Maschine Schnittstelle
FFG € 260.000,-- 09/2010 – 08/2013
Das Ziel des Projektes Ge:MMas ist die genderspezifische Gestaltung der Mensch-
Maschine Schnittstelle. Am Beispiel von Lasergrafurmaschinen der Firma TROTEC sollen
Präferenzen und Anforderungen von Bedienerinnen an die Gestaltung der Maschinen
systematisch erhoben und analysiert werden. Erkenntnisse aus Befragungen und
Ablaufanalyse liefern die Grundlage für die Gestaltung einer gendergerechten
Maschine Schnittstelle.
Page 15 of 21

PREVIOUS
PROJECTS
(COLLABORATOR)
FOGE STRABA
EUDD+
INTERNEG
NEGPOINT
VERITAS
TRAIN-IT
Curriculum Vitae Sabine Theresia Köszegi
Mechatelligence for Light Rail Vehicles SP5
Funded by Bombardier Austria, € 193.000, 2/2008 – 2/2011
European Driver's Desk Advanced Concept Implementation - Contribution
to foster Interoperability. Funded by the EU
€ 120.000, until 01/2010
Electronic negotiations, media, and transactions in socioeconomic
interactions, a collaborative research initiative supported with the Social
Sciences and Humanities Research Council Canada, 2002-2007
(http://www.interneg.org)
Scientific Mentor of the Start-up Project NEGPOINT, supported by INITS
(http://www.negPoint.com; http://www.inits.at)
Virtual Enterprises for Integrated Industrial Solutions; a collaborative
project supported with funds of the European Union, 2004-2006
European - Canadian Cooperation for Education and Vocational Training
on Internet Based Transactions (EC 2001-4/C 6014) supported from the
European Union and Canadian Government 2001 – 2004
Page 16 of 21

Teaching
UNIV.PROF. DR. SABINE KÖSZEGI
Undergraduate
Program
Graduate Program
PhD
Postgraduat
OVERVIEW
weekly semester course hours
summarized for the academic year
1997-2002
Organizational Decision Making (UE) 10
2002/03
2003/04
Curriculum Vitae Sabine Theresia Köszegi
Organization and Human Ressource Management(VO) 2 2 2 2
Organization Theory (PS) 2 2 2 2
Organization and Leadership (VO) 2 2 2
Organizational Design I (VO) 2* 2* 2* 2* 2*
Organizational Design II (UE) 26 2 2 2* 2*
Advanced Topics: International Negotiations (PS) 4* 2* 2* 2*
Advanced Topics in Organization Seminar (SE) 2* 2* 2* 2*
Human Ressource Management (VO) 2 2
Gendered Organizations (UE) 2
Qualitative Research Methods (PS/SE)
(University of Vienna & Tempus Program, Sarajevo)
2004/05
2005/06
2006/07
2007/08
2008/09
2009/10
2* 2* 2*
Managing People and Organizations 2*
Principles of Negotiation 2* 2*
Maternity Leave
2010/11
Page 17 of 21

SYLLABI OF
SELECTED
COURSES
Organizational Design I
Organizational Design II
Organizational Theory
Curriculum Vitae Sabine Theresia Köszegi
This course deals with challenges concerning the selection and
management of various dimensions and components of organizational
structure and culture. An appropriate organizational design allows
organizations to continually adapt to a changing global environment and
to balance internal needs and external pressures to survive in the long
run. A key element is therefore to understand how organizations can be
designed and managed for a better performance. This course aims to
demonstrate the interconnectedness between structure and performance.
Accordingly, the course will aim to bring an awareness of the intended as
well as unintended consequences of organizational design decisions.
We approach these topics through in-class discussions and group work.
Students are required to write weekly assignments (journal) in which they
apply theoretical concepts. Grading is based on journal-reports, in-class
participation and a final exam.
This course applies the theoretical concepts discussed in Organizational
Design I: It focuses on organization structure and design, organizational
change, organizational effectiveness, strategy, culture, knowledge
management and business process re-engineering.
Using Case-Study Method (Harvard) and actual cases from practice,
students learn how to resolve problems related to organizational design
and change. Students work in teams, prepare case studies, and present
problem solutions during class. Furthermore, all students are expected to
study (not just read) the case studies and readings throughout the course.
The case studies and readings will serve as the basis for classroom
discussions. Grading is based on case-study reports, in-class participation
and a final exam.
Why do (large) organizations behave as they do? The question is simple
but thought provoking. The course is aimed at giving students the
possibility to discuss alternative answers to this question. It will help
students to increase their abilities to understand complex organized
behavior. It offers a series of different theoretical lenses useful for
explaining organizations from multiple perspectives.
We approach the different perspectives on organizations through
reading papers published by the most distinguished organization
scholars. By discussing and comparing underlying assumptions and
theoretical positions of texts of economic theories of the firm, functional
(modern) organization theories, interpretive and social constructionist as
well as structuralist perspectives we develop a deeper understanding of
different schools of thought. Students write thought-papers to selected
texts and share their thoughts with colleagues in class discussions. Grading
is based on in-class participation, thought papers and a final exam.
Page 18 of 21

International Negotiation
PHD PROJECTS
2010 – ongoing
2010 – ongoing
2010 – ongoing
2009 - ongoing
2009 – ongoing
2007 – ongoing
2009 – 2012
2009
2006 – 2011
2006 – ongoing
2004 – 2006
2004 – 2006
Curriculum Vitae Sabine Theresia Köszegi
The course is designed for students who expect to perform managerial
functions in their future careers. Its key objective is to equip students with
the knowledge and basic skills required to conduct and manage
(international) negotiation processes.
The course deals with different theories of the negotiation process and
the application of these theories to a variety of settings. The theories to
be covered include rational models of bargaining behavior that have
been developed in economics and decision sciences, and cognitive and
behavioral theories that investigate how bargaining behavior may
diverge from the predictions of the rational models; Students will develop
bargaining skills and apply the theoretical concepts covered in class in a
variety of negotiating exercises and cases; Students will be exposed to
communication and computer technologies that are used in negotiation
analysis and support. Grading is based on reports, in-class participation
and a final exam.
Siegfried Sharma: Erweiterter Ansatz zur Gestaltung von Mensch-
Maschine Schnittstellen unter Berücksichtigung des sozialen Geschlechtes
durch empirische Studien
Christina Keinert-Kisin: The Man for the Job? Ethical, legal and economic
implications of gender discrimination in organizations
Elisabeth Günther: Der erfolgreiche Student. Eine intersektionelle Analyse
sozialer und institutioneller Einflussfaktoren auf Studienerfolg und -
abbruch an der Technischen Universität Wien.
Ronald Mitterhofer: E-Mediation
Eva Zedlacher: The Suppression of Conflict in Organizations and its
implications
Christoph Kocsisek: Bullying: The Influence of Organizational Climate on
Aggressive Behavior in Organizations.
Johannes Gettinger: Analysis of the Effects of Graphical Representation
of Information in e-Negotiations
Petra Hirschler: Chancengleich – Chancenreich? Regionalentwicklung und
Gender Mainstreaming
Rene Hudribusch: Frauen im Österreichischen Bundesheer: Analyse einer
Organisation im Spannungsfeld zwischen Kameradschaft und Mobbing
Tina Weinberger: „Messung der Qualität von Diversity Management:
Rating auf Basis der Diversity Management Scorecard“
Marita Gruber: Encouraging Virtual Organizations: An Action Research
Project to determine Critical Success Factors for the Establishment of
Virtual Organizations.
Eva-Maria Pesendorfer: Conflict Dynamics in e-Negotiation Processes.
Page 19 of 21

Scientific Community
UNIV.PROF. DR. SABINE KÖSZEGI
M EMBERSHIPS
& REVIEWS
Memberships
Editorial Advisory Board
Reviews
Program Committees &
Organizing Committees of
International Conferences
FINT First International Network on Trust
Curriculum Vitae Sabine Theresia Köszegi
VHB Association of University Professors of Management (Verband der
Hochschullehrer für Betriebswirtschaft e.V.)
DHV Deutscher Hochschulverband
INFORMS Institute for Operations Research and the Management
Sciences
EGOS European Group of Organization Studies
IACM International Association for Conflict Management
Book Series “International Management Science”, Gabler Edition
Wissenschaft
Journal of Trust Research, Routledge
Die Betriebswirtschaft (DBW)
Journal of Business Communication
Group Decision and Negotiation
Journal of Management Information Systems (JMIS)
Electronic Markets (EM)
International Conference on Information Systems (ISIS)
Journal for Social Behavior and Personality
Organization Science
International Conference of Group Decision and Negotiation 2012,
Recife, Brazil
Multikonferenz Wirtschaftsinformatik, Braunschweig, Germany, 29.02.-
03.03, 2012, Program Committee for the Track „E-Commerce und E-
Business”
Multikonferenz Wirtschaftsinformatik, Zürich, Switzerland, February 16.-
18., 2011 Program Committee for the Track „E-Commerce und E-
Business”
International Conference of Group Decision and Negotiation 2010, Delft,
Netherlands, June 21-24, 2010, Program Committee
Multikonferenz Wirtschaftsinformatik, Göttingen, Germany, February 23-
25, 2010, Program Committee for the Track „E-Commerce und E-Business”
EIASM 5th Workshop on Trust within and between Organizations, Madrid,
January 28-29, 2010, Organizing Chair for Track “Trust & Control in
Organizational Relationships”
International Conference of Group Decision and Negotiation 2008,
Coimbra, Portugal, June 17-20, 2008, Program Committee
International Conference of Group Decision and Negotiation 2007,
Page 20 of 21

Curriculum Vitae Sabine Theresia Köszegi
Montreal, Canada, May 14 – 17, 2007, Program Committee
MCIS (Mediterranean Conference on Information Systems), Venice,
October 5-9, 2006, Organizing Chair of “Business Communication” Track
International Workshop: University of Ottawa, Ottawa, May 26 – May
27, 2005: Information Exchange in Negotiations, Program Committee
International Conference of Group Decision and Negotiation 2005,
Vienna Austria, July 10 – July 13, 2005, Organizing Committee
Saint 2005, Trento Italy, January 31 – February 4, 2005: E-Business, E-
Negotiations and Auctions, Program Committee
Page 21 of 21