Initial Expectations of Team Performance: Specious Speculation or Framing the Future?

2018 ◽  
Vol 49 (5) ◽  
pp. 600-635 ◽  
Author(s):  
Dustin J. Sleesman ◽  
John R. Hollenbeck ◽  
Matthias Spitzmuller ◽  
Maartje E. Schouten

This study demonstrates that the initial performance expectations of teams, formed even before members are very familiar with each other or the team’s task, are a key determinant of the team’s ultimate success. Specifically, we argue that such early formed beliefs determine the extent to which teams frame their task as a gain or loss context, which affects their orientation toward risk-taking. Our results suggest a self-fulfilling prophecy effect: Initial team performance expectations lead to the fulfillment of such expectations via risk-taking behavior. We also show that teams are less susceptible to this “risk-taking trap” to the extent that members have low avoidant or high dependent decision-making styles. We tested and found support for our predictions in a study of 540 individuals comprising 108 five-member teams working in a controlled environment. Our study contributes to theory on emergent states and decision biases in teams, and we offer a number of practical implications.

2019 ◽  
Vol 72 (8) ◽  
pp. 1998-2017 ◽  
Author(s):  
Adam Bulley ◽  
Beyon Miloyan ◽  
Gillian V Pepper ◽  
Matthew J Gullo ◽  
Julie D Henry ◽  
...  

Humans frequently create mental models of the future, allowing outcomes to be inferred in advance of their occurrence. Recent evidence suggests that imagining positive future events reduces delay discounting (the devaluation of reward with time until its receipt), while imagining negative future events may increase it. Here, using a sample of 297 participants, we experimentally assess the effects of cued episodic simulation of positive and negative future scenarios on decision-making in the context of both delay discounting (monetary choice questionnaire) and risk-taking (balloon-analogue risk task). Participants discounted the future less when cued to imagine positive and negative future scenarios than they did when cued to engage in control neutral imagery. There were no effects of experimental condition on risk-taking. Thus, although these results replicate previous findings suggesting episodic future simulation can reduce delay discounting, they indicate that this effect is not dependent on the valence of the thoughts, and does not generalise to all other forms of “impulsive” decision-making. We discuss various interpretations of these results, and suggest avenues for further research on the role of prospection in decision-making.


Author(s):  
Corinne Lamour ◽  
Catherine De La Robertie

Purpose The goal of this research is 1) to check if shopping prescription consciousness is a fundamental decision-making characteristic, 2) to know its weight and position into consumer decision-making styles (DMS), and 3) to compare results between France and China. Design/methodology/approach A quantitative survey using the Consumer Styles Inventory (Sproles and Kendall, 1986) is done with 308 French and 221 Chinese pet food buyers. Factorial, multivariance, clustering and discriminant analyses are run. Findings Findings reveal that shopping prescription consciousness is a fundamental decision-making characteristic. Although this concept scores the same in both cultures, correlations between shopping prescription and other characteristics vary from a culture to another, showing a different prescription follower profile. In addition, opposite to our expectations prescription consciousness has a discriminant role on DMS in France but not in China. Finally, culture impacts overall DMS. Research limitations/implications The Chinese sample is weak. This study must be replicated in more product categories and involve more countries. This paper attempts to enrich prescribed consumption knowledge in a cross-cultural context. Practical implications This paper 1) enriches academic understanding of the decision delegation concept, in a cross-cultural context, and 2) encourages organizations involved in complex products to set up loyalty qualitative programs and prescriber networks to ease shopping decision and consequently increase sales. Originality/value This is the first time that decision delegation and prescription is studied according to decision-making styles in a cross-cultural context.


2017 ◽  
Vol 3 (1) ◽  
pp. 73-76 ◽  
Author(s):  
Chris Greenwood ◽  
Matthew Quinn

Purpose The purpose of this paper is to examine the phenomenon of digital amnesia and its influence on the future tourist. Design/methodology/approach A trend paper based on environmental scanning and speculative future analysis. Findings The phenomena of digital amnesia are established. The growth of digital platforms and the consumer’s reliance is exponential. The implications for the future tourist in terms of decision making, the influence of marketing messaging and potentially the recall and reimagining of authentic experience will be significant in the future. Practical implications Subject to the signals of change, should consumer’s reliance on digital platforms for the storing of information and memories continue to grow this has implications on how tourism businesses engage with their customers, influence and inform their marketing and how destinations would be reimagined based on the recall of their visitors. Originality/value The trend of digital amnesia is an established and well-documented phenomenon. The development of the trend to consider the implications for the future tourism industry based a growing dependence on digital platforms is the focus of this paper.


2015 ◽  
Vol 4 (1) ◽  
pp. 85-109 ◽  
Author(s):  
Neha Verma ◽  
Santosh Rangnekar

Purpose – The purpose of this paper is to examine applicability of the general decision-making style (GDMS) inventory in India, using a sample of managers. In addition the authors identify various decision-making styles (DMS) of Indian managers and explore their association with respondents’ gender, age, education, experience level, annual income, sector, industry and organizational output. Design/methodology/approach – The sample consisted responses of 500 Indian managers from public (13 percent) and private (87 percent) sector organizations. The data were analyzed using exploratory factor analysis, confirmatory factor analysis, correlation analysis, regression analysis, independent sample t-tests and ANOVA. Findings – All decision-making sub scales (rational, intuitive, dependent, avoidant and spontaneous) had satisfactory reliabilities and internal consistencies. Results obtained factor structure that confirmed the original five-factor structure of GDMS. There were also mutual correlations among the styles. Moreover, there were significant differences in the DMS across respondents’ profile variables. Research limitations/implications – This research is based upon survey method and voluntary participation. Hence one can question generalization of findings to larger samples. Practical implications – Results provide insights into DMS of the Indian managers. Organizations may use GDMS as a selection tool, respondents may hone their DMS. Originality/value – A majority of researchers use survey without evaluating validity of the instruments in the selected context and sample. This research contributed to the literature and practice by testing validation of the GDMS inventory in India.


2018 ◽  
Vol 30 (1) ◽  
pp. 618-636 ◽  
Author(s):  
Hilmi A. Atadil ◽  
Ercan Sirakaya-Turk ◽  
Fang Meng ◽  
Alain Decrop

Purpose The purpose of this study is to profile market segments using travelers’ decision-making styles (DMS) as segmentation bases and to identify similarities and differences between traveler segments regarding a series of psychographic and attitudinal characteristics. Design/methodology/approach Data are gathered from a sample of 426 travelers in Dubai and Shanghai via self-reported surveys. Analyses included factor, k-means cluster, discriminant and MANOVA. Findings Study findings reveal significant differences among the rational, adaptive and daydreamer decision-makers’ segments in their behavioral and attitudinal characteristics with respect to tourism involvement and destination images. Practical implications Findings provide important practical implications for generating effective marketing and positioning strategies based on the identified attitudinal characteristics of the traveler segments for destination marketing organizations. Originality/value A stream of recent tourism studies shows a strong relationship between tourism involvement and destination images, yet very little research has tackled the issue of how these critical variables can be affected by individuals’ decision-making styles. This study explores and tests the relationships among DMS, tourism involvement and destination image using a factor-cluster approach.


2017 ◽  
Vol 25 (7) ◽  
pp. 9-11 ◽  

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings It was suggested that the future of HR analytics depends on integration within a company. There needs to be an updated and inclusive IT infrastructure for centralized data storing. HR analytics will move from simple statistical reporting to evidence-based predictive decision-making. It was also found that the future of HR analytics might mean it ceases to exist as a separate function, if it is subsumed in a centralized analytics function, overarching all business disciplines. Practical implications The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.


2016 ◽  
Vol 58 (6) ◽  
pp. 835-857 ◽  
Author(s):  
Reem Ramadan

This paper aims to explore the decision-making styles of Syrian young adults, and to examine the cross-cultural applicability of the Consumer Style Inventory (CSI) to an Arab population. Its aim is to advance understanding of contemporary consumer behaviour in the Arab world. Participants in the study described were undergraduate students at Damascus University and the results confirmed a six-factor consumer decision-making style. Social motivation was found to be an important factor for consumption. Syrians were more likely to relate to a brand or product to the extent where a cognitive match existed between an individual's self-concept and a positive value-expressive attribute. In addition, brand names formed cognitive reflections of product quality rather than formal assessments of quality in products. The results of this study could help in generalising theories developed in western societies to Arab populations, as well as in the better understanding of Arab consumer decision-making styles. Practical implications for practitioners and international marketers are also proposed.


2017 ◽  
Vol 38 (4) ◽  
pp. 530-548 ◽  
Author(s):  
Patricia M. Riddell

Purpose In the last 10 to 15 years, research studies have focused on the effects of differences across generations that result in differences in cultural expectations within the workplace (e.g. Arsenault, 2004). Different generations create shared attitudes to work and preferences for types of work which result in differences in their perception of, for instance, what makes a good leader or even the value of leadership within an organisation. While these generational differences are real, these analyses do not take into account differences that might result from the age, and therefore developmental stage, of the populations being assessed. The neuroscience literature clearly shows that there are maturational differences in the brain which are not complete until late teens to early 20s. It is therefore possible that some of the generational differences result from differences in processing ability resulting from structural immaturities in the brain. In particular, there are differences in the rate of maturation of areas of the brain related to reward sensitivity, threat sensitivity and regulation of behaviour which result in substantial differences in behaviour from adolescence through into adulthood. The purpose of this paper is to consider the effect of maturational changes in the brain on behaviours related to leadership and to outline ways in which these changes can be addressed in order to encourage young people to develop as leaders. This will include providing suitable experiences of leadership to encourage the faster development of the neural structures which underlie these capabilities. Design/methodology/approach Recent advances in neural imaging have resulted in a substantial increase in research investigating the development of the brain during adolescence. A literature review was conducted to find adolescent research that investigated decision making and risk taking. The data obtained were integrated and implications for leadership were drawn from an analysis of the resulting theoretical framework. Findings The research into decision-making processes in adolescents and younger adults points to a number of ways in which these differ from mature decision making. Younger people: (find it harder to inhibit behaviours) are more responsive to immediate reward; are more optimistic about the outcome of risky decisions; and are more responsive to social rewards (Jones et al., 2014). They also lack the experiences that adults use to distil the gist of a situation and therefore are more dependent on conscious, cost-benefit analysis of the outcome of decisions. Practical implications An understanding of the differences between adult and adolescent decision making points to the role of experience as a key factor in mature decision making. If adolescents are to make mature decisions, they have to be offered suitable challenges in safe environments from which they can gain expertise in leadership decision making. These can be designed to account for differences in sensitivity to reward and punishment in this group. In addition, young adults would benefit from learning the gist interpretations that have been extracted from situations by experienced leaders. This suggests that adolescents and adults would benefit from simulated leadership experiences and leadership mentoring. Social implications The Baby Boomer generation who currently hold many of the leadership positions in organisations are coming close to requirement. They will have to be replaced by members of Generation X and the Millennial Generation resulting in potentially younger leaders. In addition, flatter organisational structures that are currently being implemented in many organisations will require leadership at many more levels. Thus, we need to be able to develop leadership skills in a more diverse and younger section of society. Understanding how the brain develops can help us to design appropriate leadership experiences and training for this upcoming generation of young leaders. Originality/value Recent advances in neuroscience of adolescence provide a unique opportunity to bring new evidence to bear on our understanding of decision making in young adults. This provides practical implications for how to develop leadership within this group and to support them as they gain experience in this domain. The evidence also points to a benefit for the increased risk taking seen in adolescence since this leads to greater motivation to try new, and potentially risky, ventures. Through a better understanding of the differences in decision making, we can both help adolescents to develop more mature decision making faster while benefitting from the optimism of youth.


2018 ◽  
Vol 9 (3) ◽  
pp. 560-577 ◽  
Author(s):  
Shahryar Mohsenin ◽  
Seyedamir Sharifsamet ◽  
Mohammad Rahim Esfidani ◽  
Lucas A. Skoufa

Purpose The purpose of this paper is to define and develop digital products market segments in Tehran based on consumers’ buying decision-making styles (CDS) and testing applicability of Sproles and Kendall’s model [consumer style inventory (CSI)] for this steady growing market in Tehran and contributing to theories of market segmentation. Design/methodology/approach This research used exploratory factor analysis (EFA) to explore and identify digital products shoppers CDS. In addition, to determine whether the selected items and factors loaded, measured the identified CDS correctly, confirmatory factor analysis (CFA) was used to substantiate the number of explored CDS. Then, cluster analysis was executed to pinpoint decision-making groups and demographic characteristics such as gender, marital status, age, education and digital shopping experience to profile the diagnosed clusters. Findings Five CDS were distinguished for digital products customers (four former styles and one new one’s named “Premeditated buying”) through EFA and CFA analysis as a tool for segmenting; four clusters are, namely, “Best Seekers”, “Premeditators”, “Innovation Seekers”, and “Price Insensitive”. Practical implications It will be beneficial to companies focussing on the Iranian digital market. This study identifies each cluster behaviour based on demographic data too. Originality/value This is the first study focussing on market segmentation using extracting digital products decision-making styles. As the new shopping style, “Premeditated buying”, has been explored from this analysis and due to the nature of digital products, this CDS has not been found in previous studies and is unique to Iranian digital products shoppers.


Author(s):  
Richard J. Adams ◽  
Booz Allen Hamilton ◽  
Jefferson M. Koonce ◽  
Peter V. Hwoschinsky

This study involved an extensive experimental survey of 4000 pilots. It was designed to determine decision-making variables that could be used to identify high risk taking pilots who have had an accident (cases) vs. low risk pilots who have been accident free (controls). The information data set collected with this survey instrument provided a rich core of knowledge that has not been analyzed before as a whole. The ultimate goal was to use this core of information to develop a global index related to a pilot's propensity for accidents. The analyses included: validating the risk taking hypotheses, the development of a discriminant functions to determine if cases and controls could be correctly classified using the instrument, and the development of a risk taking characteristic model. It was found that 80.1% of the cases and controls could be correctly classified using the entire 122 question set. If a simplified five question set was used, 68.2% of the cases and controls could be correctly classified.


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