HENNING PIEZUNKA
ABOUT ME
Professor. Associate Professor at INSEAD in Entrepreneurship and Family Enterprises & Visiting Professor at the Wharton Business School at UPenn.
Education. Ph.D. from Stanford, M.Sc. London School of Economics (LSE), & Dipl.-Kfm. Universität Mannheim.
Founder. Founder-CEO of a webdesign company. 25 full-time employees, customers in 80 countries. Sold in 2015.
More Info. Academic CV | LinkedIn
EXPERTISE
RELATIONAL INTELLIGENCE
Relational Intelligence: The ability to understand, navigate, and effectively manage relationships.
I have a Ph.D. in Management Science. I know the hard stuff. Relationships are often soft, but mastering them can be the hardest.
The people and companies I work with strive to be more entrepreneurial, more innovative, and more competitive. They understand that relationships are crucial to reaching their goals in business and in their careers.
In my research and teaching, I examine how entrepreneurs leverage relationships to transform their ideas into businesses, how family businesses can navigate the complex web of family and business relationships, and how companies can manage internal and external relationships more effectively.
If you want to learn more about relational intelligence, check out my research, attend one of my live webinars (taken by more than 25.000 people), or hire me for speaking or a workshop
ENTREPRENEURIAL MANAGEMENT
How to turn an idea into a successful business?
I help entrepreneurs to manage better, and managers to be more entrepreneurial.
My teaching is action-oriented as you learn about the actions required to build a new business venture. For example, generating and developing ideas, recruiting and managing a team, and finding and engaging investors.
My teaching is also foundational as you will learn to think like an entrepreneur. You need to understand where new ideas come from; how entrepreneurs can compete against incumbents, and how to scale a new venture.
If you want to learn more about entrepreneurial management, check out my research, attend one of my live webinars (taken by more than 25.000 people), or hire me for speaking or a workshop
RESEARCH
For an overview of my academic papers, see my Academic CV and Google Scholar.
Funny story: the list of papers can be used to find something to read – not just to count.
Crowdsourcing of Ideas. How (should) organizations manage the relationships with the people who share their ideas with them (e.g., employees, customers, users) in order to benefit from novel ideas?
Park, Piezunka & Dahlander (2023) “Co-evolutionary lock-in in crowdsourcing: How consistent selection reduces sourcing variety” [Journal, PDF] Academy of Management Journal
Piezunka & Dahlander (2019) “Idea Rejected, Tie Formed - Organizations’ Feedback on Crowdsourced Ideas” [Journal, PDF] Academy of Management Journal Vol. 62(2), 503 - 530 Article on INSEAD Knowledge🔗, Source code🔗, Video summarizing the paper🔗, Podcast on Rejection🔗
Piezunka & Dahlander (2015) “Distant Search, Narrow Attention: How Crowding Alters Organizations’ Filtering of Suggestions in Crowdsourcing” [Journal, PDF] Academy of Management Journal Vol. 58(3) 856 - 880 Video summarizing the paper🔗, Blog post by Henrich Greve🔗, Article on INSEAD Knowledge🔗, Video on Crowdsourcing🔗, Source code🔗
Piezunka & Dahlander (2014) “Open to Suggestions: How Organizations Elicit Suggestions Through Proactive and Reactive Attention” [Journal, PDF] Research Policy Vol. 43(5), 812 - 827 Article on Harvard Business Review🔗, Article on INSEAD Knowledge🔗
Evaluation & Organizational Design. How can organizations design evaluation processes?
Piezunka & Schilke (2023) “The Dual Function of Organizational Structure: Aggregating and Shaping Individuals’ Votes” [Journal, PDF] Organization Science
Piezunka, Aggarwal & Posen (2022) “The Aggregation Learning Trade-Off” [Journal, PDF] Organization Science Vol. 33(3) 1095 - 1115 Video explaining the core concept learning by participating 🔗, Video on contrarians🔗
Klapper, H., H. Piezunka. & L. Dahlander (2023) “Peer Evaluations: Evaluating and being evaluated” Organization Science
Collaboration and Competition
Gaessler & Piezunka, (2023) “Training with AI – Evidence from Chess Computers” [Journal, PDF] Strategic Management Journal
Piezunka & Grohsjean, (2023) “Collaborations that Hurt Firm Performance but Help Employees’ Careers” [Journal, PDF] Strategic Management Journal
Katila, Piezunka, Reineke & Eisenhardt (2022)“Big Fish vs. Big Pond? Entrepreneurs, Established Firms, and Antecedents of Tie Formation” [Journal, PDF] Academy of Management Journal Vol. 65(2), 427 - 452 Video summary🔗
Clough & Piezunka (2020) “Tie Dissolution in Market Networks: A Theory of Vicarious Performance Feedback” [Journal, PDF] Administrative Science Quarterly Vol. 65(4), 927 - 1017 Video on evaluating suppliers🔗
Li & Piezunka (2019) “The Uniplex Third: Enabling Single-Domain Role Transitions in Multiplex Relationships” [Journal, PDF] Administrative Science Quarterly Vol. 65(2), 314 - 358 Blogpost by Henrich Greve🔗, Interview on ASQ Blog🔗, Article on INSEAD Knowledge🔗, Article on LSE Business Review🔗, Video on Succession🔗
Piezunka, Lee, Haynes & Bothner (2018) “Escalation of Competition into Conflict in Competitive Networks of Formula One Drivers” [Journal, PDF]
Proceedings of the National Academy of Science (Coverage in various news outlets 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18, 19, 20) Article on INSEAD Knowledge🔗, Article on Harvard Business Review🔗, Blogpost by Henrich Greve🔗Katila, Chen & Piezunka (2012) “All the Right Moves: How Entrepreneurs Compete Effectively in New and Old Markets” [Journal, PDF] Strategic Entrepreneurship Journal Vol. 6, 116 - 132 Article on INSEAD Knowledge🔗
While my focus is on general insights around relational intelligence, I am fond of the empirical contexts of my research. These are (1) startups and tech companies, (2) family businesses, and (3) sports (e.g., Formula 1, soccer, and chess).
LINKS
My YouTube Channel (e.g., interviews with entrepreneurs, investors, and academics)
Don’t be a stranger. Write me: henning.piezunka@insead.edu