The Engro Zarkhez Challenge 2011

The case aims at highlighting the intra organizational negotiation challenges faced by Engro Marketing team for attaining sales targets. The problem is of goal incongruence and lack of communication regarding sales targets in the organization. Additionally, the structural changes which had added a new layer of management of Area Marketing Managers (AMMs) in Engro led to role ambiguities between the Area Marketing Managers (AMM) and the Zonal Marketing Managers (ZMM). The main challenges that Engro faces are: a) There was an urgent need for differing viewpoints on sales targets to converge to a joint goal setting pattern b) Up-gradation of skills was needed by AMM and ZMM with respect to increased listening and communication, facing and appreciating work-related conflict, working out interpersonal frictions and not using compromise as a basis for organizational decision-making, and c) A commitment to the strategic goals of the company needed to be gained by establishing clear responsibilities for implementing them.

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Research of the interrelations between actors and strategic goals in decision making

Acta Agraria Debreceniensis ◽

10.34101/actaagrar/33/2854 ◽

2009 ◽

pp. 71-75

Author(s):

Sándor Somogyi ◽

Nebojša Novković ◽

Čulibrk Zoran

Keyword(s):

Decision Making ◽

Structural Analysis ◽

Strategic Planning ◽

Goal Setting ◽

Output Data ◽

Professional Literature ◽

Strategic Goals ◽

Computer Based ◽

Strategic Goal

management, although there are many chiseled methodologies plenty of professional literature. The problem is more complex in strategic planning of regional communities – societies – of different range. These societies are very diverse, and accordingly the strategic goal setting can, and has to be very different than the strategic goal setting of enterprises.The group of methods for morphologic and structural analysis and the computer based MACTOR program could be used.The output data are presented in a large number of matrixes, vectors, graphs and histogram’s, which describe very fair the possible scenarios for preparation and decision making aboutstrategic plans.

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Organizational Decision Making

10.1017/cbo9780511584169 ◽

1996 ◽

Cited By ~ 5

Keyword(s):

Decision Making ◽

Organizational Decision Making

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The role of the dominance criterion on organizational decision-making

PsycEXTRA Dataset ◽

10.1037/e722892011-038 ◽

1995 ◽

Author(s):

Amy E. Hurley ◽

Laura O. Robinson

Keyword(s):

Decision Making ◽

Organizational Decision Making ◽

Dominance Criterion

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Nationalism in Winter Sports Judging and Its Lessons for Organizational Decision Making

SSRN Electronic Journal ◽

10.2139/ssrn.319801 ◽

2002 ◽

Cited By ~ 1

Author(s):

Eric Zitzewitz

Keyword(s):

Decision Making ◽

Organizational Decision Making ◽

Winter Sports

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What do new neuroscience discoveries in children mean for their open future?

10.1093/oso/9780198786832.003.0009 ◽

2017 ◽

Author(s):

Cheryl D. Lew

Keyword(s):

Decision Making ◽

Moral Agency ◽

Structural Changes ◽

Fetal Life ◽

Open Future ◽

Ethical Concerns ◽

Pediatric Ethics ◽

Pediatric Decision Making ◽

New Research ◽

Pediatric Healthcare

Over the last decade, the number of neuroimaging and other neuroscience studies on the developing brain from fetal life through adolescence has increased exponentially. Children are viewed as particularly vulnerable members of our society and observations of significant neural structural changes associated with behavioral anomalies raise numerous ethical concerns around personal identity, free will, and the possibility of an open future. This chapter provides a review of recent research in the pediatric neuroscience literature, common pediatric decision-making, and social justice models, and discusses the implications of this research for the future of pediatric ethics thinking and policy. New research presents challenges to professional and pediatric bioethicist views of the moral future of children in pediatric healthcare and opportunities to examine anew notions of how to consider the developing moral agency of children.

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EXPRESS: Marketers Project Their Personal Preferences onto Consumers: Overcoming the Threat of Egocentric Decision Making

Journal of Marketing Research ◽

10.1177/0022243721998378 ◽

2021 ◽

pp. 002224372199837

Author(s):

Walter Herzog ◽

Johannes D. Hattula ◽

Darren W. Dahl

Keyword(s):

Decision Making ◽

Consumer Preferences ◽

Research Question ◽

Pilot Studies ◽

Low Level ◽

Marketing Managers ◽

False Consensus Effect ◽

False Consensus ◽

High Level

This research explores how marketing managers can avoid the so-called false consensus effect—the egocentric tendency to project personal preferences onto consumers. Two pilot studies were conducted to provide evidence for the managerial importance of this research question and to explore how marketing managers attempt to avoid false consensus effects in practice. The results suggest that the debiasing tactic most frequently used by marketers is to suppress their personal preferences when predicting consumer preferences. Four subsequent studies show that, ironically, this debiasing tactic can backfire and increase managers’ susceptibility to the false consensus effect. Specifically, the results suggest that these backfire effects are most likely to occur for managers with a low level of preference certainty. In contrast, the results imply that preference suppression does not backfire but instead decreases false consensus effects for managers with a high level of preference certainty. Finally, the studies explore the mechanism behind these results and show how managers can ultimately avoid false consensus effects—regardless of their level of preference certainty and without risking backfire effects.

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The Biography of an Algorithm: Performing algorithmic technologies in organizations

Organization Theory ◽

10.1177/26317877211004609 ◽

2021 ◽

Vol 2 (2) ◽

pp. 263178772110046

Author(s):

Vern L. Glaser ◽

Neil Pollock ◽

Luciana D’Adderio

Keyword(s):

Decision Making ◽

Organizational Capabilities ◽

Negative Consequences ◽

Organizational Decision Making ◽

Computational Tools ◽

Dynamic Perspective ◽

Over Time

Algorithms are ubiquitous in modern organizations. Typically, researchers have viewed algorithms as self-contained computational tools that either magnify organizational capabilities or generate unintended negative consequences. To overcome this limited understanding of algorithms as stable entities, we propose two moves. The first entails building on a performative perspective to theorize algorithms as entangled, relational, emergent, and nested assemblages that use theories—and the sociomaterial networks they invoke—to automate decisions, enact roles and expertise, and perform calculations. The second move entails building on our dynamic perspective on algorithms to theorize how algorithms evolve as they move across contexts and over time. To this end, we introduce a biographical perspective on algorithms which traces their evolution by focusing on key “biographical moments.” We conclude by discussing how our performativity-inspired biographical perspective on algorithms can help management and organization scholars better understand organizational decision-making, the spread of technologies and their logics, and the dynamics of practices and routines.

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