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Determinants of Intuitive Decision Making in Management: The Moderating Role of Affect

Neal Mark Ashkanasy · Charmine E. J. Härtel

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Decision-Making and Behavioral Economics Clinical Reasoning and Diagnostic Skills Leadership, Behavior, and Decision-Making Studies

Abstract

Inthischapter,weproposeamodelofmanagerialintuitivedecision makingbasedonproblemcharacteristics,decisioncharacteristics,environmentalfactors,andindividualfactors.Weproposealsothataffectmoderatestheintuitivedecision-makingprocess.Basedonthe affectinfusionmodel(AIM),wesuggestthreeinteractionscenarios betweenthedeterminantsofintuitivedecisionmakingandaffect: moderatemood,high-intensityemotions,andaffectivefeelings.We theorizethatpositivemoodencouragestheuseofintuitionwhilenegativemooddiscouragesit.Wearguefurtherthathigh-intensityemotionsserveasaconduittointuitiveprocessing,butonlyifthedecision makerfocusesonthedecisionoutcome.Conversely,weproposethat high-intensityemotionscanactasabarriertointuitionifthedecision makerfocusesontheemotionitself.Lastly,wehypothesizethatmanagerswillbemorelikelytouseintuitioninsubsequentdecisionsif theyreceiveaffectiveconfirmationasaresultoftheirearlieruseof intuitivedecisionmaking.

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