Generating Objectives: Can Decision Makers Articulate What They Want?
AbstractObjectives have long been considered a basis for sound decision making. This research examines the ability of decision makers to generate self-relevant objectives for consequential decisions. In three empirical studies, participants consistently omitted nearly half of the objectives that they later identified as personally relevant. More surprisingly, omitted objectives were perceived to be almost as important as those generated by participants on their own. These empirical results were replicated in a real-world case study of strategic decision making at a high-tech firm. Overall, our research suggests that decision makers are considerably deficient in utilizing personal knowledge and values to form objectives for the decisions they face.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
Bibliographic InfoArticle provided by INFORMS in its journal Management Science.
Volume (Year): 54 (2008)
Issue (Month): 1 (January)
decision analysis; multiple criteria; organizational studies; goals; decision making; theory;
You can help add them by filling out this form.
CitEc Project, subscribe to its RSS feed for this item.
- Hämäläinen, Raimo P. & Alaja, Susanna, 2008. "The threat of weighting biases in environmental decision analysis," Ecological Economics, Elsevier, vol. 68(1-2), pages 556-569, December.
- Kurt Carlson & Chris Janiszewski & Ralph Keeney & David Krantz & Howard Kunreuther & Mary Luce & J. Russo & Stijn Osselaer & Detlof Winterfeldt, 2008. "A theoretical framework for goal-based choice and for prescriptive analysis," Marketing Letters, Springer, vol. 19(3), pages 241-254, December.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Mirko Janc).
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.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with 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 profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.