Donald Lehmann

An Investigation of Factors Influencing Causal Attributions in Managerial Decision Making

Coauthor(s): Sunder Narayanan.

Abstract:
This study investigates factors influencing causal attributions in managerial decision making. Three categories of factors are identified: (i) prior beliefs (ii) background frequencies, and (iii) covariation cues. The impact of factors in each of the above categories on causal attribution are studied in a marketing decision making context. Subjects demonstrated a bias toward assigning causality to variables that occurred infrequently or were controllable. Also, subjects were particularly influenced by the joint-occurrences of cause and effect variables.

Source: Marketing Letters
Exact Citation:
Narayanan, Sunder, and Donald Lehmann. "An Investigation of Factors Influencing Causal Attributions in Managerial Decision Making." Marketing Letters 9, no. 3 (August 1998): 301-12.
Volume: 9
Number: 3
Pages: 301-12
Date: 8 1998