Donald Lehmann

Understanding Managers' Strategic Decision-Making Process

Coauthor(s): William Boulding, Marian Moore, Richard Staelin, Kim Corfman, Peter Dickson, Michael Fitzsimmons, Sunil Gupta, Deborah Mitchell, Joel Urbany, Barton Weitz.

Abstract:
This goal of this paper is to establish a research agenda that will lead to a stream of research that closes the gap between actual and normative strategic managerial decision making. We start by distinguishing strategic managerial decision making (choices) from other choices. Next, we propose a conceptual model of how managers make strategic decisions that is consistent with the observed gap between actual and normative decision making. This framework suggests a series of interesting issues, both descriptive and prescriptive in nature, about the strategic decision-making process that define our proposed research agenda.

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