Walid Lamkhatri
Professor Sergi
Management 300
April 11, 2018
Chapter 10 Points to Ponder
Questions for Review:
1. What are the general steps in the decisionmaking process, and how can the different
types of organizational decisions be characterized?
2. How do individual decision style, group influences, and organizational influences affect
decision making in organizations?
3. What are the major differences between the rationaleconomic model the administrative
model, and the image theory approach to individual decision making?
4. How does each of the following factors contribute to the imperfect nature of decisions:
framing effects, reliance on heuristics, decision biases, and the tendency to escalate
commitment to a losing course of action?
5. When it comes to making decision making, under what conditions are individuals
superior to groups and under what conditions are groups superior to individuals?
6. What traditional techniques and computerbased techniques can be used to improve the
quality of decisions made by groups or individuals?
Experimental Questions:
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1. Think of any decision you recently made Would you characterize it as programmed or
unprogrammed? Highly certain or highly uncertain? Topdown or empowered? Explain
your answers.
2. Identify ways in which various decisions you have made were biased by framing,
heuristics, the use of implicit favorites, and the escalation of commitment.
3. Think of various decisionsmaking groups in which you have participated over the years.
Do you think that groupthink was involved in these situations? What signs were evident?
4. Pretend you are a sales manager, How do you handle this? How do you direct your
salespeople?
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