Katja Wölfl

Katja Wölfl serves as an Assistant Professor in the Department of Information Systems and Operations Management at the Vienna University of Economics and Business (WU), affiliated with the Institute for Production Management where she conducts research and teaches negotiation-focused courses.

Her academic qualifications include:

• Doctor rerum politicarum (Dr.rer.pol.) from WHU - Otto Beisheim School of Management, Germany
• Master of Business Administration (MBA)
• Visiting Scholar at the Kelley School of Business, Indiana University (2019)

Wölfl's research centers on business-to-business negotiations, interorganizational relationships, and business ethics, with particular emphasis on deception perception in supplier negotiations and counterfactual reflection in managerial decision-making. She employs configurational methodologies like fsQCA to analyze complex causal patterns in negotiation dynamics and ethical judgments.

Her 2022-2024 publications form a cohesive research trajectory examining deception and counterfactual thinking in business negotiations, revealing how multiple contextual factors combine to shape negotiation outcomes and ethical perceptions across supply chain management and organizational behavior domains.

Wölfl has received significant scholarly recognition:

• Honorable Mention, GrigorMcClelland Doctoral Dissertation Award (2024)
• Harold E. Fearon Best Paper Award, Journal of Supply Chain Management (2023, awarded 2024)
• Best New Directions Paper Award, AOM Conflict Management Division (2022)

At WU, she teaches negotiation courses across undergraduate and graduate programs while actively contributing to academic service through peer review for the Journal of Management Studies and conference divisions at the Academy of Management, including OSCM and Conflict Management.

As a core member of the Institute for Production Management research team, she collaborates on operations and supply chain management projects focused on sustainable production systems and negotiation dynamics within interorganizational contexts.