An Investigation of Factors Influencing Causal Attributions in Managerial Decision Making
Coauthor(s): Sunder Narayanan.
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
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.