Rational and intuitive decision-making in sourcing teams: Effects on decision outcomes |
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Institution: | WHU- Otto Beisheim School of Management, Vallendar, Germany |
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Abstract: | According to dual process theory, individual decision-making can be based on rational procedures and experience-based intuition, and the decision-making approach can influence decision outcomes. We investigate how the application of rational procedures and experience-based intuition affects the outcomes of supplier selection decisions taken by cross-functional sourcing teams. Specifically, we examine whether the selected supplier?s cost and quality/delivery/innovativeness performance is higher when more team members use a highly rational and/or a highly experience-based decision-making approach. From data on 54 teams, we find that the use of rational procedures enhances cost performance. Conversely, when sourcing team members use their experience-based intuition, the decision is more likely to result in satisfactory supplier performance along all tested performance dimensions. |
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Keywords: | Behavioral supply management Intuition Rationality Supplier selection Supplier performance Hierarchical regression analysis |
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