IDEAS home Printed from https://ideas.repec.org/h/pal/palchp/978-1-137-26833-4_7.html
   My bibliography  Save this book chapter

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
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    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. 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.
    4. 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.
    5. 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.
    6. 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.
    7. 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.
    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.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:palchp:978-1-137-26833-4_7. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.