Article1991

The Effects of Personality Type on Choices Made in Strategic Decision Situations*

70 citations0/0 files storedDecision Sciences

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Decision-Making and Behavioral Economics Personality Traits and Psychology Leadership, Behavior, and Decision-Making Studies

Abstract

ABSTRACT Jung's personality‐theory typology is used as a framework for exploring the effects of cognitive style on the type and radicalness of choices made in strategic decision situations. Extending the work of Haley and Stumpf [23], it is proposed that individuals with different personality‐type preferences exhibit cognitive styles that are associated with specific biases in the pattern of choices they make. Through participation in an interactive behavioral simulation, 407 participants confronted over one hundred ill‐structured decision situations and proposed whatever actions they perceived appropriate. The results support the hypothesized relationships that individuals with different personality‐type preferences (i.e., sensing‐thinking, intuition‐thinking, sensing‐feeling, and intuition‐feeling) take patterns of actions that reflect specific biases (i.e., selective perception, positivity, social desirability, and reasoning‐by‐analogy, respectively). The implications of these findings for evaluating the likely effectiveness of strategic decisions and making senior‐level staffing decisions are discussed.

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References

1963Experimental and Quasi-Experimental Designs for Research 1977Handbook of Industrial and Organizational Psychology.1986Research in Organizational Behavior.1984Upper Echelons: The Organization as a Reflection of Its Top Managers 1984Upper Echelons: The Organization as a Reflection of Its Top Managers 2004Handbook of social psychology 1976The Structure of "Unstructured" Decision Processes 1982Judgment under uncertainty: Heuristics and biases

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1996Using the Myers-Briggs Type Indicator to Study Managers: A Literature Review and Research Agenda 2006Realising Systems Thinking: Knowledge and Action in Management Science 2005An Empirical Test of Cognitive Style and Strategic Decision Outcomes*1999Propensity to adopt technological innovations: the impact of personal characteristics and organizational context 2011Export stimuli revisited: The influence of the characteristics of managerial decision makers on international behaviour

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