Improving decision making by means of a marketing decision support system

Management Science

Volumn 44, Issue 5, 1998, Pages 645-658

  Van Bruggen, Gerrit H ^a   Smidts, Ale ^a   Wierenga, Berend ^a  

^a ERASMUS UNIVERSITY   (Netherlands)

Author keywords

Decision Support Systems; Managerial Decision Making; Marketing

Indexed keywords

DECISION MAKING; HEURISTIC METHODS; MARKETING; STRATEGIC PLANNING; SUPERVISORY PERSONNEL;

MANAGERIAL DECISION MAKING; MARKETING DECISION SUPPORT SYSTEMS (MDSS);

DECISION SUPPORT SYSTEMS;

EID: 0032074640     PISSN: 00251909     EISSN: None     Source Type: Journal    
DOI: 10.1287/mnsc.44.5.645     Document Type: Article

References (54)

1. Aaker, D. A., Strategic Market Management, Wiley, New York, 1992.
2. Bariff, M. L. and E. J. Lusk, "Cognitive and Personality Tests for the Design of Management Information Systems," Management Sci., 23, 8, April (1977), 820-829.
3. Bazerman, M. H., Judgment in Managerial Decision Making, Wiley, New York, 1994.
4. Benbasat, I. and A. S. Dexter, "Individual Differences in the Use of Decision Support Aids, Design of Management Information Systems," J. Accounting Res., 20, 1, Spring (1982), 1-11.
5. _ and _, "An Experimental Evaluation of Graphical and Color-Enhanced Information Presentation'" Management Sci., 31, 11, November (1985), 1348-1364.
6. Blattberg, R. C., R. Glazer, and J. D. C. Little, Eds., The Marketing Information Revolution, Harvard Business School Press, Boston, MA, 1994.
7. _ and S. J. Hoch, "Database Models and Managerial Intuition: 50% Model + 50% Manager," Management Sci., 36, 8, August (1990), 887-899.
8. Chakravarti, D., A. Mitchell, and R. Staelin, "Judgment Based Marketing Decision Models: An Experimental Investigation of the Decision Calculus Approach," Management Sci., 25, 3 (1979), 251-263.
9. Cole, C. A. and G. J. Gaeth, "Cognitive and Age-Related Differences in the Ability to Use Nutritional Information in a Complex Environment," J. Marketing Res., 27, May (1990), 175-184.
10. Cook, V. J., "Introduction to Strategic Studies in MARKSTRAT," J. Business Res., 15 (1987), 467-468.
11. Curren, M. T., V. S. Folkes, and J. H. Steckel, "Explanations for Successful Marketing Decisions: The Decision Maker's Perspective," J. Marketing, 56 (1992), 18-31.
12. Dawes, R. M., "The Robust Beauty of Improper Linear Models in Decision Making," American Psychologist, 34, 7, July (1979), 571-582.
13. De Waele, M., "Managerial Style and the Design of Decision Aids," OMEGA, 6, 1 (1978), 5-13.
14. Dodgson, H., "Management Learning in MARKSTRAT: The ICL Experience," J. Business Res., 15 (1987), 481-489.
15. Edland, A. and O. Svenson, "Judgment and Decision Making Under Time Pressure: Studies and Findings," in O. Svenson and A. J. Maula (Eds.), Time Pressure and Stress in Human Judgment and Decision Making, Plenum Press, New York, 1993.
16. Gatignon, H., "Strategic Studies in MARKSTRAT," J. Business Res., 15 (1987), 469-480.
17. Glazer, R., J. H. Steckel, and R. S. Winer, "Group Process and Decision Performance in a Simulated Marketing Environment," J. Business Res., 15 (1987), 545-557.
18. _, _, and _, "The Formation of Key Marketing Variable Expectations and Their Impact on Firm Performance: Some Experimental Evidence," Marketing Sci., 8, 1, Winter (1989), 18-34.
19. _, _, and _, "Judgmental Forecasts in a Competitive Environment: Rational vs. Adaptive Expectations," International J. Forecasting, 6 (1990), 149-162.
20. _, _, and _, "Locally Rational Decision Making: The Distracting Effect of Information on Managerial Performance," Management Sci., 38, 2 (1992), 212-226.
21. _ and A. M. Weiss, "Marketing in Turbulent Environments: Decision Processes and the Time-Sensitivity of Information," J. Marketing Res., 30, November (1993), 509-521.
22. Henderson, J. C. and P. C. Nutt, "The Influence of Decision Style on Decision Making Behavior," Management Sci., 26, 4, April (1980), 371-386.
23. Hoch, S. J., "Experts and Models in Combination," in R. C. Blattberg, R. Glazer, and J. D. C. Little (Eds.), The Marketing Information Revolution, Harvard Business School Press, Boston, MA, 1994.
24. _ and D. A. Schkade, "A Psychological Approach to Decision Support Systems," Management Sci., 42, 1, January (1996), 51-64.
25. Hogarth, R. M. and S. Makridakis, "The Value of Decision Making in a Complex Environment: An Experimental Approach," Management Sci., 27, 1, January (1981a), 93-107.
26. _ and _, "Forecasting and Planning: An Evaluation," Management Sci., 27, 2, February (1981b), 115-138.
27. Huber, G. P., "Cognitive Style as a Basis for MIS and DSS Designs: i Much Ado About Nothing?" Management Sci., 29, 5, May (1983), 567-579.
28. Hunt, R. G., F. J. Krzystofiak, J. R. Meindl, and A. M. Yousry, "Cognitive Style and Decision Making," Organizational Behavior and Human Decision Processes, 44 (1989), 436-453.
29. Huysmans, J. H. B. M., "The Effectiveness of the Cognitive-Style Constraint in Implementing Operations Research Proposals," Management Sci., 17, 1, September (1970), 92-104.
30. Hwang, M. I., "Decision Making Under Time Pressure: A Model for Information Systems Research," Information & Management, 27 (1994), 197-203.
31. Kinnear, T. C. and S. K. Klammer, "Management Perspectives on MARKSTRAT," J. Business Res., 15 (1987), 491-501.
32. Klayman, J., "Cue Discovery in Probabilistic Environments: Uncertainty and Experimentation," J. Experimental Psychology: Learning, Memory and Cognition, 14, 2 (1988), 317-330.
33. Larréché, J. C. and H. Gatignon, MARKSTRAT2, The Scientific Press, Redwood City, CA, 1990.
34. Lilien, G. L., P. Kotler, and K. S. Moorthy, Marketing Models, Prentice-Hall, Englewood Cliffs, NJ, 1992.
35. Little, J. D. C., "Decision Support Systems for Marketing Managers," J. Marketing, 43, Summer (1979), 9-26.
36. Lucas, H. C. and N. R. Nielsen, "The Impact of the Mode of Information Presentation on Learning and Performance," Management Sci., 26, 10, October (1980), 982-993.
37. Lusk, E. J. and M. Kersnick, "The Effect of Cognitive Style and Report Format on Task Performance: The MIS Design Consequences," Management Sci., 25, 8, August (1979), 787-798.
38. Mintzberg, H., The Nature of Managerial Work, Prentice-Hall, Englewood Cliffs, NJ, 1973.
39. Mowen, J. C. and G. J. Gaeth, "The Evaluation Stage in Marketing Decision Making," J. Acad. Marketing Sci., 20, 2 (1992), 177-187.
40. O'Keefe, R. M., "The Implications of Cognitive-Style Findings for Operational Research," J. Oper. Res. Society, 40, 5 (1989), 415-422.
41. Remus, W., "Graduate Students as Surrogates for Managers in Experiments on Business Decision Making," J. Business Res., 14 (1987), 19-25.
42. Robey, D., "Cognitive Style and DSS Design: A Comment on Huber's Paper," Management Scil, 29, 5, May (1983), 580-582.
43. Samuelson, W. and R. Zeckhauser, "Status Quo Bias in Decision Making," J. Risk and Uncertainty, 1 (1988), 7-59.
44. Sengupta, K., "Cognitive Feedback in Environments Characterized by Irrelevant Information," OMEGA, International J. Management Sci., 23, 2 (1995), 125-143.
45. Sharda, R., S. H. Barr, and J. C. McDonnell, "Decision Support System Effectiveness: A Review and an Empirical Test," Management Sci., 34, 2 (1988), 139-159.
46. Simon, H. A., Models of Man, Wiley, New York, 1957.
47. Slovic, P. and S. Lichtenstein, "Comparison of Bayesian and Regression Approaches to the Study of Information Processing in judgment," Organizational Behavior and Human Performance, 6, 6 (1971), 694-744.
48. Tversky, A. and D. Kahneman, "Judgment Under Uncertainty: Heuristics and Biases," Science, 185 (1974), 1124-1131.
49. Viswanathan, M., "Measurement of Individual Differences in Preference for Numerical Information," J. Applied Psychology, 78, 5 (1993), 741-752.
50. Weber, E. U. and O. Coskunoglu, "Descriptive and Prescriptive Models of Decisionmaking: Implications for the Development of Decision Aids," IEEE Trans. on Systems, Man, and Cybernetics, 20, 2, March/April (1990), 310-317.
51. Wheelwright, S. C. and S. Makridakis, Forecasting Methods for Management, 4th ed., Wiley, New York, 1985.
52. Wierenga, B., P. A. M. Oude Ophuis, E. K. R. Huizingh, and P. A. F. M. van Campen, "Hierarchical Scaling of Marketing Decision Support Systems," Decision Support Systems, 12 (1994), 219-232.
53. Witkin, H. A., P. K. Oltman, E. Raskin, and S. A. Karp, A Manual for the Embedded Figures Tests, Consulting Psychologists Press, Inc., Palo Alto, CA, 1971.
54. Wright, P., "The Harassed Decision Maker: Time Pressure, Distractions and the Use of Evidence," J. Applied Psychology, 59, 5 (1974), 555-561.