LOCALLY RATIONAL DECISION-MAKING - THE DISTRACTING EFFECT OF INFORMATION ON MANAGERIAL PERFORMANCE

• 成果类型: Article
• 署名作者: GLAZER, R; STECKEL, JH; WINER, RS
• 署名单位: New York University; University of California System; University of California Berkeley
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.38.2.212
• 发表日期: 1992
• 页码: 212-226
• 关键词: decision making; rationality; strategy; INFORMATION; performance; MARKETING SIMULATION

摘要

This paper describes a phenomenon called locally rotional decision-making, in which the mere presence of information may have dysfunctional consequences even if decision makers do not process the information incorrectly. Using the results from an experiment conducted with a strategic market simulation game, we find that the accessibility of information results in a disposition to focus on those components of decision-making most clearly addressed by the information. If these are not the components most closely tied to success, overall performance may in fact suffer. The decision-making process is thus locally rational since it may be optimal with respect to specific components of a larger plan, but globally suboptimal with regard to ultimate outcomes and for the organization as a whole. We describe the implications of the phenomenon for the use of market-related data in managerial decision-making.