How to make values count in everyday decisions

MIT Sloan Management Review

Volumn 49, Issue 4, 2008, Pages 75-80

  Urbany, Joel E ^a   Reynolds, Thomas J ^b   Phillips, Joan M ^c  

^a UNIVERSITY OF NOTRE DAME   (United States)

^b UNIVERSITY OF TEXAS   (United States)

^c LOYOLA UNIVERSITY CHICAGO   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 77956211445     PISSN: 15329194     EISSN: None     Source Type: Journal    
DOI: None     Document Type: Article

References (22)

1. "James Burke Acted Before Crisis Hit," Fortune, August 11, 2003, 69;
2. and L. Toriés, "A Swift Kick in the Credo," Marketing Management (March 21, 2005): 25.
3. M. Rokeach, "The Nature of Human Values" (New York: The Free Press, 1973);
4. and M. Rokeach, "Understanding Human Values: Individual and Societal" (New York: The Free Press, 1979).
5. See also J. Gutman, "A Means-End Chain Model Based on Consumer Categorization Processes," Journal of Marketing 46, no. 2 (spring 1982): 60-72.
6. Instrumental goals include social acceptance, friendship, social status, responsibility, accomplishment, confidence, self-identity, integrity, caring, honesty and trust. Personal values include belonging, power, improving/maintaining relationships, self-esteem, personal security (safety), personal enjoyment, quality of life, peace of mind and independence.
7. D. Kahneman and A. Tversky, "Prospect Theory: An Analysis of Decision Under Risk," Econometrica 47, no. 2 (1979): 263-291.
8. See M. Bazerman, "Judgment in Managerial Decision Making," 3rd ed. (New York: Wiley, 1994);
9. and J.E. Russo and P.J.H. Schoemaker, "Decision Traps" (New York: Fireside, 1989).
10. J.L. Bower and C.G. Gilbert, "How Managers' Everyday Decisions Create-or Destroy-Your Company's Strategy," Harvard Business Review (February 2007): 72-79.
11. J.M. Stevens, H.K. Steensma, D.A. Harrison and P.L. Cochran, "Symbolic or Substantive Document? The Influence of Ethics Codes on Financial Executives' Decisions," Strategic Management Journal 26, no. 2 (2005): 181-195;
12. and J.E. Urbany, "Inspiration and Cynicism in Values Statements," Journal of Business Ethics 62, no. 2 (December 2005): 169-182.
13. See also D.R. Cressey and C.A. Moore, "Managerial Values and Corporate Codes of Ethics," California Management Review 25, no, 4 (1983): 53-77.
14. J.M. Phillips, J.E. Urbany and T.J. Reynolds, "Confirmation and the Effects of Valenced Political Advertising: A Field Experiment," Journal of Consumer Research 34 (2008): 794-806;
15. T. J. Reynolds, "Life Goals: The Development of a Decision-Making Curriculum for Education," Journal of Public Policy and Marketing 24, no. 1 (spring 2005): 75-81;
16. and T.J. Reynolds, "Interactive Method and System for Teaching Decision Making," U.S. Patent 6971881 (December 6, 2005).
17. This case study is taken from A. Galvin, "The Price of Fixing Prices," Journal of Pricing Management 1 (summer 1990): 46-51.
18. T. Aeppel, "Changing the Formula: Seeking Perfect Prices, CEO Tears Up the Rules," Wall Street Journal, March 27, 2007, sec. A, p. 10.
19. A. Hyde, "Comprehending Math" (Portsmouth, New Hampshire: Heinemann, 2006).
20. M.E. Porter, "What Is Strategy?" Harvard Business Review (November 1996);
21. L. Bossidy and R. Charan, "Execution: The Discipline of Getting Things Done" (New York: Crown Business, 2002);
22. and C. Salter, "Attention Class! 16 Ways to Be a Smarter Teacher," Fast Company, November 2001, 114.