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Decision Making

In: Darwinian Fitness in the Global Marketplace

Author

Listed:
  • Rajagopal

    (Tecnologico de Monterrey (ITESM))

Abstract

Most companies believe that decision making is an independent process that occurs at a particular point in time. In reality decision making is a process, fraught with power plays, politics, personal nuances, and institutional history. Companies that recognise this make far better decisions than those who persevere in the fantasy that decisions are events they alone control. Accordingly some decision-making processes are far more effective than others. Most often, managers use an advocacy process, possibly the least productive way to get things done. They view decision making as a contest, arguing passionately for their preferred solutions, presenting information selectively, withholding relevant conflicting data so they can make a convincing case, and standing firm against opposition. Much more powerful is an enquiry process, in which people consider a variety of options and work together to discover the best solution. Moving from advocacy to enquiry requires careful attention to three critical factors: fostering constructive, rather than personal, conflict; making sure everyone knows that their viewpoints are given serious consideration even if they are not ultimately accepted; and knowing when to bring deliberations to a close. This chapter discusses in detail the strategies for moving from an advocacy to an enquiry process, as well as for fostering productive conflict, true consideration, and timely closure. The discussions in the chapter intend to offer a framework for assessing the effectiveness of managerial decision making process.

Suggested Citation

  • Rajagopal, 2012. "Decision Making," Palgrave Macmillan Books, in: Darwinian Fitness in the Global Marketplace, chapter 7, pages 191-224, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-26833-4_7
    DOI: 10.1057/9781137268334_7
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    Citations

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    Cited by:

    1. Insoo Cho & Peter F. Orazem & Tanya Rosenblat, 2018. "Are Risk Attitudes Fixed Factors or Fleeting Feelings?," Journal of Labor Research, Springer, vol. 39(2), pages 127-149, June.
    2. T. Faseur & M. Geuens, 2004. "Different Positive Feelings Leading to Different Ad Evaluations: The Case of Cosiness, Excitement and Romance," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 04/280, Ghent University, Faculty of Economics and Business Administration.
    3. Reza Kiani Mavi & Denise Gengatharen & Neda Kiani Mavi & Richard Hughes & Alistair Campbell & Ross Yates, 2021. "Sustainability in Construction Projects: A Systematic Literature Review," Sustainability, MDPI, vol. 13(4), pages 1-24, February.
    4. Apri Wahyudi & John K. M. Kuwornu & Endro Gunawan & Avishek Datta & Loc T. Nguyen, 2019. "Factors Influencing the Frequency of Consumers’ Purchases of Locally-Produced Rice in Indonesia: A Poisson Regression Analysis," Agriculture, MDPI, vol. 9(6), pages 1-17, June.
    5. Adams, Leen & Faseur, Tineke & Geuens, Maggie, 2010. "The Influence of the Self-Regulatory Focus on the Effectiveness of Stop-Smoking Campaigns for Young Smokers," Working Papers 2010/38, Hogeschool-Universiteit Brussel, Faculteit Economie en Management.
    6. Evangelos Gkanatsas & Harold Krikke, 2020. "Towards a Pro-Silience Framework: A Literature Review on Quantitative Modelling of Resilient 3PL Supply Chain Network Designs," Sustainability, MDPI, vol. 12(10), pages 1-25, May.
    7. Manel Elmsalmi & Wafik Hachicha & Awad M. Aljuaid, 2021. "Modeling Sustainable Risks Mitigation Strategies Using a Morphological Analysis-Based Approach: A Real Case Study," Sustainability, MDPI, vol. 13(21), pages 1-17, November.
    8. Reza Kiani Mavi & Mark Goh & Neda Kiani Mavi & Ferry Jie & Kerry Brown & Sharon Biermann & Ahmad A. Khanfar, 2020. "Cross-Docking: A Systematic Literature Review," Sustainability, MDPI, vol. 12(11), pages 1-19, June.
    9. Yu-Sheng Kao & Kazumitsu Nawata & Chi-Yo Huang, 2019. "Evaluating the Performance of Systemic Innovation Problems of the IoT in Manufacturing Industries by Novel MCDM Methods," Sustainability, MDPI, vol. 11(18), pages 1-33, September.
    10. Singh, Sangeeta, 2009. "'Unserved' interpretations of service satisfaction," DEE - Working Papers. Business Economics. WB wb097407, Universidad Carlos III de Madrid. Departamento de Economía de la Empresa.

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