Explanations for Successful and Unsuccessful Marketing Decisions: The Decision Maker's Perspective

1992 ◽  
Vol 56 (2) ◽  
pp. 18-31 ◽  
Author(s):  
Mary T. Curren ◽  
Valerie S. Folkes ◽  
Joel H. Steckel
Keyword(s):  
Causal Attributions ◽  
Decision Makers ◽  
Simulation Game ◽  
Research Setting ◽  
Future Performance ◽  
Marketing Decision ◽  
Marketing Planning ◽  
Attributional Processes

The authors investigate the attributional processes involved in marketing planning. Using MARKSTRAT, a marketing simulation game, as a research setting, they find that decision makers are likely to have self-serving biases in their causal attributions for performance. The attributions are related to marketing decision makers’ intrinsic incentives to succeed, expectations of future performance, and planning behavior.

scholarly journals The Influence of Core Self-Evaluations on Group Decision Making Processes: A Laboratory Experiment

2020 ◽  
Vol 10 (2) ◽  
pp. 29 ◽  
Author(s):  
Matteo Cristofaro ◽  
Pier Luigi Giardino ◽  
Luna Leoni
Keyword(s):  
Decision Making ◽  
Research Question ◽  
Decision Makers ◽  
Simulation Game ◽  
Manufacturing Firm ◽  
Decision Making Processes ◽  
Team Decision ◽  
High Level ◽  
Overconfidence Bias ◽  
Core Self

The personal trait called Core Self-Evaluations (CSE) has been receiving increasing attention from behavioral strategy scholars due to its ability to predict job performance and to explain some facets of decision-making processes. However, despite previous studies hypothesizing that managers with high values of CSE are intuitive thinkers, beyond any doubt of their capacities and that they significantly lead to positive results for their organization, no one has empirically investigated these assumptions. This gap can be substantiated by the following research question: “How do high Core Self-Evaluations influence team decision-making processes?”. Answering it provides insights on how the evaluations that decision makers make about situations (and the consequent actions that are implemented) highly depend on decision makers’ inner traits and their effect on cognition. To fill this gap, 120 graduate students—divided into groups of four—took part in a simulation game and were asked to make decisions acting the role of General Manager of a small-sized manufacturing firm. Tests aimed at identifying the CSE and intuitive/reflecting thinking approach of participants were administered; moreover, the performance resulting from their decision-making processes and their estimation of reached results were collected. Results show that an average level of CSE is preferable to balance intuitive and reflective thinking, as well as avoiding overconfidence bias and reaching the best performance possible. This work suggests that there is a huge misattribution in considering a high level of CSE as being beneficial for decision-making processes and consequent performance.

Global tourism development trends: impact on marketing

10.12737/4097 ◽  
2014 ◽  
Vol 8 (3) ◽  
pp. 44-53
Author(s):  
Ольга Вапнярская ◽  
Olga Vapnyarskaya ◽  
Людмила Ульянченко ◽  
Lyudmila Ulyanchenko
Keyword(s):  
Tourism Development ◽  
Decision Makers ◽  
Development Trends ◽  
Service Market ◽  
Planning Stage ◽  
Marketing Decision ◽  
Global Tourism ◽  
The Common ◽  
Tourist Demand ◽  
Tourist Service

With Russian enterprises and organizations operating in the sphere of tourism integrated into the global tourist service market, Russian tourist market players increasingly come under the influence of global tourist factors and development trends. At the marketing activity planning stage, especially when creating tourist service offers, companies are to take into account the common factors regulating and determining global tourist demand. The article provides an analysis of the major global tourism development trends, which, according to the authors, are to provided for by marketing decision-makers primarily in regards inbound tourism. The authors conclude that the trends included in the analysis are potentially influential at regional and micro levels.

Effects of Mother Presence and Absence on LD Children's and Their Mothers' Causal Attributions for Performance Outcomes

1989 ◽  
Vol 12 (3) ◽  
pp. 199-207 ◽  
Author(s):  
Myron H. Dembo ◽  
Wendy Vaughn
Keyword(s):  
Similar Pattern ◽  
Differential Effect ◽  
Task Difficulty ◽  
Causal Attributions ◽  
Performance Outcomes ◽  
Maternal Involvement ◽  
Future Performance ◽  
Significant Performance ◽  
Presence And Absence ◽  
Failure Conditions

The purpose of this investigation was to determine whether mother presence and absence have a differential effect on children's and mothers' attributional responses for performance outcomes. It was hypothesized that children whose mothers were present to observe them perform a task would rate their effort and ability higher under success and lower under failure conditions. It also was expected that mothers' attributional ratings would follow a similar pattern for ability and effort attributions as well as ratings of their children's future performance. Forty male children in grades 3 and 4 and their mothers participated in the investigation. The data indicated a significant performance-(success and failure)-by-maternal-involvement (presence and absence) interaction for children's attributional ratings of effort, task difficulty, and luck and for mothers' attributional ratings of their children's effort, task difficulty, and future performance.

scholarly journals Electronic Funds Transfer Systems: An Empirical Analysis Of User Interests

2011 ◽  
Vol 4 (1) ◽  
pp. 173 ◽  
Author(s):  
Donald W. Eckrich ◽  
James R. Moore ◽  
Vijay Bhasin
Keyword(s):  
Decision Making ◽  
Empirical Analysis ◽  
Operating Systems ◽  
Banking Industry ◽  
Decision Makers ◽  
User Interests ◽  
Marketing Function ◽  
Marketing Decision ◽  
Bank Marketing

Electronic Funds Transferring Systems have imposed a new dimension on bank marketing decision makers. An industry-wide trend toward greater automation in bank operating systems has not been as favorable received by consumers as first anticipated. Thus, as a first step toward improved decision making in the banking industry, the bank marketing function must be considered. A large innovating Midwestern consumer bank became the first in a 70 mile radius to implement a 24-Hour EFTS service. A total of 1728 users of this EFTS service provided the basis for this research to further explore consumer transaction interests and values attached to select service attributes.

scholarly journals The relationship between marketing intelligence and strategic marketing

2014 ◽  
Vol 17 (4) ◽  
pp. 440-456 ◽  
Author(s):  
Peet Venter ◽  
Mari Jansen van Rensburg
Keyword(s):  
Decision Making ◽  
South African ◽  
Communication Technology ◽  
Decision Makers ◽  
Strategic Marketing ◽  
Marketing Decision ◽  
Information And Communication ◽  
Marketing Intelligence ◽  
Marketing Information ◽  
The Relationship

Despite the importance attached to MI and other marketing information functions, surprisingly few studies have explicitly examined the relationship between MI and strategic marketing decision-making. This article reports on a study conducted with the aim of determining the relationship between marketing intelligence (MI) and strategic marketing in South African organisations. A quantitative survey was conducted among 166 South African marketing decision-makers. The findings suggest a substantial gap between the importance and availability of key types of MI. Marketing decision-makers found the traditional MI and marketing tools of great value in supporting marketing decision-making, but the value of several of the newer MI tools and technologies was less clear. An analysis of MI practices suggested that MI quality and particularly information and communication technology (ICT) support for MI are areas requiring further attention. 

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