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Enhancing mental models, analogical transfer, and performance in strategic decision making

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  • Michael Shayne Gary
  • Robert E. Wood
  • Tracey Pillinger

Abstract

Recent research suggests that managers often make strategic decisions in novel situations by utilizing past experiences to reason by analogy. However, there is substantial evidence that decision makers often fail to identify and apply knowledge about one situation to a similarly structured situation. Two experimental studies investigated the mechanisms impacting knowledge transfer from one managerial situation (the source) to an analogous situation. The results show that exposure to variation in the source situation improves transfer performance. Variation decreases performance in the short term but improves learning and increases analogical transfer. Higher performance on and systematic search of the source situation also increase transfer performance. These results yield important implications for enhancing analogical transfer in strategic decision making and for future research on reasoning by analogy. Copyright © 2012 John Wiley & Sons, Ltd.

Suggested Citation

  • Michael Shayne Gary & Robert E. Wood & Tracey Pillinger, 2012. "Enhancing mental models, analogical transfer, and performance in strategic decision making," Strategic Management Journal, Wiley Blackwell, vol. 33(11), pages 1229-1246, November.
    • Handle: RePEc:bla:stratm:v:33:y:2012:i:11:p:1229-1246
    DOI: 10.1002/smj.1979
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    8. Dominic, Theresia & Theuvsen, Ludwig, 2015. "The Impact of External and Internal Factors on Strategic Management Practices of Agribusiness Firms in Tanzania," GlobalFood Discussion Papers 197072, Georg-August-Universitaet Goettingen, GlobalFood, Department of Agricultural Economics and Rural Development.
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    14. Vincent de Gooyert, 2019. "Developing dynamic organizational theories; three system dynamics based research strategies," Quality & Quantity: International Journal of Methodology, Springer, vol. 53(2), pages 653-666, March.
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    16. Vecchiato, Riccardo, 2020. "Analogical reasoning, cognition, and the response to technological change: Lessons from mobile communication," Research Policy, Elsevier, vol. 49(5).
    17. Hu, Maggie Rong & Li, Xiaoyang & Shi, Yang, 2019. "Adverse Selection and Credit Certificates: Evidence from a P2P Platform," ADBI Working Papers 942, Asian Development Bank Institute.
    18. Saar Van Lysebetten & Frederik Anseel & Diana R. Sanchez, 2020. "The Effects of Situation Variability in a Simulation-Based Training for Implicit Innovation Knowledge," Simulation & Gaming, , vol. 51(4), pages 477-497, August.

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