Negotiating with yourself and losing: making decisions with competing internal preferences

Article Abstract:

The field of organizational behavior includes the study of how individuals organize and manage conflict themselves. Less visible has been the study of conflicts occurring within individuals. We propose that one form of intrapersonal conflict is the result of tension between what people want to do versus what they think they should do. We argue that this want/should distinction helps to explain the "multiple-selves" phenomenon and a recently discovered group of preference reversals noted in behavioral decision and organizational behavior research. We develop a history of knowledge on intrapersonal conflict, discuss how conflicts between what one wants to do and what one should do result in inconsistent behavior, connect this pattern of inconsistency to recent literature on joint versus separate preference reversals, and outline prescriptions for the management of intrapersonal conflict. (Reprinted by permission of the publisher.)

Decision-making, Decision making, Self-talk, Self talk, Self-management (Psychology), Self management (Psychology)

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Blind spots in industry and competitor analysis: implications of interfirm (mis)perceptions for strategic decisions

Article Abstract:

This article bridges the literatures on competitor analysis and strategic decision making by (1) introducing the notion of competitive decision making into the strategic decision-making literature and (2) embedding this notion into a framework of industry and competitor analysis. The article shows that decision makers typically have specific "blind spots" when they consider the contingent decisions of competitors. The article identifies these blind spots and discusses how they may explain persistent, commonly observed phenomena such as industry overcapacity, new business entry failures, and acquisition premiums. (Reprinted by permission of the publisher.)

Competition (Economics), Marketing research, Market research, Strategic planning (Business), Business literature

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Conducting influential research: The need for prescriptive implications

Article Abstract:

The core basis for the dominance of economics lies in the institutionalization of the norms and language of economics. However, it is believed that if the social sciences could develop a research agenda that is capable of providing useful prescriptions to individuals, organizations, and society, it would make them more powerful.

Research and Development in the Physical, Engineering, and Life Sciences, Scientific Research and Development Services, Management dynamics, Commercial physical research, Research & Development-Industry, Science, Research & Development, Management, Research and development, Industrial research, Company business management, Social sciences, Organizational behaviour

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