Opening up decision making: Making sense of entrepreneur and reseller business-to-business strategies

Journal of Business and Industrial Marketing

Volumn 20, Issue 7, 2005, Pages 347-354

  Woodside, Arch G ^a  

^a BOSTON COLLEGE   (United States)

Author keywords

Decision making; Strategic planning

Indexed keywords

EID: 27844563911     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620510628588     Document Type: Article

References (16)

1. Axelrod, R. (1976), "The cognitive mapping approach to decision making", in Axelrod, R. (Ed.), Structure of Decision Making, Princeton University Press, Princeton, NJ, pp. 221-50.
2. Barr, P.S., Stempert, J.L. and Huff, A.S. (1992), "Cognitive change, strategic action, and organizational renewal", Strategic Management Journal, Vol. 13 No. 6, pp. 15-36.
3. Cassette, P. and Audet, M. (1992), "Mapping of an idiosyncratic schema", Journal of Management Studies, Vol. 29 No. 3, pp. 325-47.
4. Collins, O. and Moore, D.G. (1970), The Organization Makers: A Behavioral Study of Independent Entrepreneurs, Appleton-Century-Crofts, New York, NY.
5. Follows, S.B. (1992), "Millie's hand cooked potato chips", in Fraser, H. (Ed.), Entrepreneurship in Atlantic Canada, Acadia University, Atlantic Entrepreneurial Institute, Wolfville, Nova Scotia, pp. 147-52.
6. Fahey, L. and Narayanan, V.K. (1998), "Linking changes in revealed causal maps and environmental change: an empirical study", Journal of Management Studies, Vol. 26 No. 4, pp. 361-78.
7. Huff, A.S. and Jenkins, M.A. (2002), Mapping Strategic Knowledge, Sage, Thousand Oaks, CA.
8. Huff, A.S., Narapareddy, V. and Fletcher, K.E. (1990), "Coding the association of concepts", in Huff, A.S. (Ed.), Mapping Strategic Thought, Wiley, Chichester, pp. 311-26.
9. Hulbert, J.J. (2003), "Organizational analysis and information system design: a road revisited", Journal of Business & Industrial Marketing, Vol. 18 Nos 6/7, pp. 509-13.
10. Langley, A., Mintzberg, H., Pitcher, P., Posada, E. and Saint-Macary, J. (1995), "Opening up decision making: the view from the black stool", Organization Science, Vol. 6 No. 3, pp. 260-79.
11. Mintzberg, H. (1973), "Strategy-making in three modes", California Management Review, Vol. 16 No. 2, pp. 44-53.
12. Mintzberg, H., Raisinghani, D. and Theoret, A. (1976), "The structure of 'unstructured' decision processes", Administrative Science Quarterly, Vol. 21, pp. 246-75.
13. Nutt, P.C. (1993), "The formulation processes and tactics used in organizational decision making", Organization Science, Vol. 4 No. 2, pp. 226-52.
14. Stevenson, H.H., Roberts, M.J., Grousbeck, H.I. and Bhide, A.V. (1998), New Business Ventures and the Entrepreneur, McGraw-Hill, New York, NY.
15. (The) Strategic Planning Institute (1980), The PIMS Program, The Strategic Planning Institute, Cambridge, MA.
16. Woodside, A.G. and Vyas, N. (1987), Industrial Purchasing Strategies, Lexington Books, Lexington, MA.