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When should I trust my gut? Linking domain expertise to intuitive decision-making effectiveness

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  • Dane, Erik
  • Rockmann, Kevin W.
  • Pratt, Michael G.

Abstract

Despite a growing body of scholarship on the concept of intuition, there is a scarcity of empirical research spotlighting the circumstances in which intuitive decision making is effective relative to analytical decision making. Seeking to address this deficiency, we conducted two laboratory studies assessing the link between domain expertise (low versus high) and intuitive decision-making effectiveness. These studies involved non-decomposable tasks across divergent expertise domains: basketball in Study 1 and designer handbag authentication in Study 2. Across both studies, and consistent with our overarching hypothesis, we found that the effectiveness of intuition relative to analysis is amplified at a high level of domain expertise. Taken together, our results demonstrate the importance of domain expertise in intuitive decision making and carry a number of theoretical and practical implications.

Suggested Citation

  • Dane, Erik & Rockmann, Kevin W. & Pratt, Michael G., 2012. "When should I trust my gut? Linking domain expertise to intuitive decision-making effectiveness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 119(2), pages 187-194.
    • Handle: RePEc:eee:jobhdp:v:119:y:2012:i:2:p:187-194
    DOI: 10.1016/j.obhdp.2012.07.009
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    9. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
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    11. Christopher J. Wolfe & Brant E. Christensen & Scott D. Vandervelde, 2020. "Intuition versus Analytical Thinking and Impairment Testing†," Contemporary Accounting Research, John Wiley & Sons, vol. 37(3), pages 1598-1621, September.
    12. Baethge, Caroline & Fiedler, Marina, 2016. "All or (almost) nothing? The influence of information cost and training on information selection and the quality of decision-making," Passauer Diskussionspapiere, Betriebswirtschaftliche Reihe B-19-16, University of Passau, Faculty of Business and Economics.
    13. Aljukhadar, Muhammad & Senecal, Sylvain, 2016. "The user multifaceted expertise: Divergent effects of the website versus e-commerce expertise," International Journal of Information Management, Elsevier, vol. 36(3), pages 322-332.
    14. Fattoum, Ayham & Chari, Simos & Shaw, Duncan, 2024. "Configuring systems to be viable in a crisis: The role of intuitive decision-making," European Journal of Operational Research, Elsevier, vol. 317(1), pages 205-218.
    15. Jennifer Robinson & Marta Sinclair & Jutta Tobias & Ellen Choi, 2017. "More Dynamic Than You Think: Hidden Aspects of Decision-Making," Administrative Sciences, MDPI, vol. 7(3), pages 1-29, July.
    16. Nora Meziani & Laure Cabantous, 2020. "Acting Intuition into Sense: How Film Crews Make Sense with Embodied Ways of Knowing," Journal of Management Studies, Wiley Blackwell, vol. 57(7), pages 1384-1419, November.
    17. Jirs Meuris & Carrie Leana, 2018. "The Price of Financial Precarity: Organizational Costs of Employees’ Financial Concerns," Organization Science, INFORMS, vol. 29(3), pages 398-417, June.
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    20. Satterstrom, Patricia & Polzer, Jeffrey T. & Kwan, Lisa B. & Hauser, Oliver P. & Wiruchnipawan, Wannawiruch & Burke, Marina, 2019. "Thin slices of workgroups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 151(C), pages 104-117.
    21. Kendra Fowler, 2016. "Exploring the use of managerial intuition in retail site selection," The Service Industries Journal, Taylor & Francis Journals, vol. 36(5-6), pages 183-199, April.
    22. Haeussler, Carolin & Vieth, Sabrina, 2022. "A question worth a million: The expert, the crowd, or myself? An investigation of problem solving," Research Policy, Elsevier, vol. 51(3).
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    24. Herzenstein, Michal & Dholakia, Utpal M. & Sonenshein, Scott, 2020. "How the number of options affects prosocial choice," International Journal of Research in Marketing, Elsevier, vol. 37(2), pages 356-370.

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