Improving Decision Making by Means of a Marketing Decision Support System

References

• Aaker D. A.Strategic Market Management (1992) (Wiley, New York) Google Scholar
• Bariff M. L., Lusk E. J. Cognitive and personality tests for the design of management information systems. Management Sci. (1977) 23(8, April):820–829Link, Google Scholar
• Bazerman M. H.Judgment in Managerial Decision Making (1994) (Wiley, New York) Google Scholar
• Benbasat I., Dexter A. S. Individual differences in the use of decision support aids, design of management information systems. J. Accounting Res. (1982) 20(1, Spring):1–11Crossref, Google Scholar
• Benbasat I., Dexter A. S. An experimental evaluation of graphical and color- enhanced information presentation. Management Sci. (1985) 31(11, November):1348–1364Link, Google Scholar
• Blattberg R. C., Glazer R., Little J. D. C.The Marketing Information Revolution (1994) (Harvard Business School Press, Boston, MA) Google Scholar
• Blattberg R. C., Hoch S. J. Database models and managerial intuition: 50% model +50% manager. Management Sci. (1990) 36(8, August):887–899Link, Google Scholar
• Chakravarti D., Mitchell A., Staelin R. Judgment based marketing decision models: An experimental investigation of the decision calculus approach. Management Sci. (1979) 25(3):251–263Link, Google Scholar
• Cole C. A., Gaeth G. J. Cognitive and age-related differences in the ability to use nutritional information in a complex environment. J. Marketing Res. (1990) 27(May):175–184Crossref, Google Scholar
• Cook V. J. Introduction to strategic studies in MARKSTRAT. J. Bus. Res. (1987) 15:467–468Crossref, Google Scholar
• Curren M. T., Folkes V. S., Steckel J. H. Explanations for successful marketing decisions: The decision maker's perspective. J. Marketing (1992) 56:18–31Crossref, Google Scholar
• Dawes R. M. The robust beauty of improper linear models in decision making. Amer. Psychologist (1979) 34(7 July):571–582Crossref, Google Scholar
• De Waele M. Managerial style and the design of decision aids. OMEGA (1978) 6(1):5–13Crossref, Google Scholar
• Dodgson H. Management learning in MARKSTRAT: The ICL experience. J. Bus. Res. (1987) 15:481–489Crossref, Google Scholar
• Edland A., Svenson O., Svenson O., Maula A. J. Judgment and decision making under time pressure: Studies and finding. Time Pressure and Stress in Human Judgment and Decision Making (1993) (Plenum Press, New York) Crossref, Google Scholar
• Gatignon H. Strategic studies in MARKSTRAT. J. Bus. Res. (1987) 15:469–480Crossref, Google Scholar
• Glazer R., Steckel J. H., Winer R. S. Group process and decision performance in a simulated marketing environment. J. Bus. Res. (1987) 15:545–557Crossref, Google Scholar
• Glazer R., Steckel J. H., Winer R. S. The formation of key marketing variable expectations and their impact on firm performance: Some experimental evidence. Marketing Sci. (1989) 8(1, Winter):18–34Link, Google Scholar
• Glazer R., Steckel J. H., Winer R. S. Judgmental forecasts in a competitive environment: Rational vs. adaptive expectations. Internat. J. Forecasting (1990) 6:149–162Crossref, Google Scholar
• Glazer R., Steckel J. H., Winer R. S. Locally rational decision making: The distracting effect of information on managerial performance. Management Sci. (1992) 38(2):212–226Link, Google Scholar
• Glazer R., Weiss A. M. Marketing in turbulent environments: Decision processes and the time-sensitivity of information. J. Marketing Res. (1993) 30(November):509–521Crossref, Google Scholar
• Henderson J. C., Nutt P. C. The influence of decision style on decision making behavior. Management Sci. (1980) 26(4, April):371–386Link, Google Scholar
• Hoch S. J., Blattberg R. C., Glazer R., Little J. D. C. Experts and models in combination. The Marketing Information Revolution (1994) (Harvard Business School Press, Boston, MA) Google Scholar
• Hoch S. J., Schkade D. A. A psychological approach to decision support systems. Management Sci. (1996) 42(1, January):51–64Link, Google Scholar
• Hogarth R. M., Makridakis S. The value of decision making in a complex environment: An experimental approach. Management Sci. (1981a) 27(1, January):93–107Link, Google Scholar
• Hogarth R. M., Makridakis S. Forecasting and planning: An evaluation. Management Sci. (1981b) 27(2, February):115–138Link, Google Scholar
• Huber G. P. Cognitive style as a basis for MIS and DSS designs: Much ado about nothing? Management Sci. (1983) 29(5 May):567–579Link, Google Scholar
• Hunt R. G., Krzystofiak F. J., Meindl J. R., Yousry A. M. Cognitive style and decision making. Organ. Behavior Human Decision Processes (1989) 44:436–453Crossref, Google Scholar
• Huysmans J. H. B. M. The effectiveness of the cognitive-style constraint in implementing operations research proposals. Management Sci. (1970) 17(1, September):92–104Link, Google Scholar
• Hwang M. I. Decision making under time pressure: A model for information systems research. Inform. & Management (1994) 27:197–203Crossref, Google Scholar
• Kinnear T. C., Klammer S. K. Management perspectives on MARKSTRAT. J. Bus. Res. (1987) 15:491–501Crossref, Google Scholar
• Klayman J. Cue discovery in probabilistic environments: Uncertainty and experimentation. J. Experiment. Psych.: Learning Memory Cognition (1988) 14(2):317–330Crossref, Google Scholar
• Larréché J. C., Gatignon H.MARKSTRAT2 (1990) (The Scientific Press, Redwood City, CA) Google Scholar
• Lilien G. L., Kotler P., Moorthy K. S.Marketing Models (1992) (Prentice-Hall, Englewood Cliffs, NJ) Google Scholar
• Little J. D. C. Decision support systems for marketing managers. J. Marketing (1979) 43(Summer):9–26Crossref, Google Scholar
• Lucas H. C., Nielsen N. R. The impact of the mode of information presentation on learning and performance. Management Sci. (1980) 26(10, October):982–993Link, Google Scholar
• Lusk E. J., Kersnick M. The effect of cognitive style and report format on task performance: The MIS design consequences. Management Sci. (1979) 25(8, August):787–798Link, Google Scholar
• Mintzberg H.The Nature of Managerial Work (1973) (Prentice-Hall, Englewood Cliffs NJ) Google Scholar
• Mowen J. C., Gaeth G. J. The evaluation stage in marketing decision making. J. Acad. Marketing Sci. (1992) 20(2):177–187Crossref, Google Scholar
• O'Keefe R. M. The implications of cognitive-style findings for operational research. J. Oper. Res. Soc. (1989) 40(5):415–422Crossref, Google Scholar
• Remus W. Graduate students as surrogates for managers in experiments on business decision making. J. Bus. Res. (1987) 14:19–25Crossref, Google Scholar
• Robey D. Cognitive style and DSS design: A comment on Huber's paper. Management Sci. (1983) 29(5, May):580–582Link, Google Scholar
• Samuelson W., Zeckhauser R. Status quo bias in decision making. J. Risk Uncertainty (1988) 1:7–59Crossref, Google Scholar
• Sengupta K. Cognitive feedback in environments characterized by irrelevant information. OMEGA,. Internat. J. Management Sci. (1995) 23(2):125–143Crossref, Google Scholar
• Sharda R., Barr S. H., McDonnell J. C. Decision support system effectiveness: A review and an empirical test. Management Sci. (1988) 34(2):139–159Link, Google Scholar
• Simon H. A.Models of Man (1957) (Wiley, New York) Google Scholar
• Slovic P., Lichtenstein S. Comparison of Bayesian and regression approaches to the study of information processing in judgment. Organ. Behavior Human Performance (1971) 6(6):694–744Google Scholar
• Tversky A., Kahneman D. Judgment under uncertainty: Heuristics and biases. Science (1974) 185:1124–1131Crossref, Google Scholar
• Viswanathan M. Measurement of individual differences in preference for numerical information. J. Appl. Psych. (1993) 78(5):741–752Crossref, Google Scholar
• Weber E. U., Coskunoglu O. Descriptive and prescriptive models of decisionmaking: Implications for the development of decision aids. IEEE Trans. on Systems, Man, Cybernetics (1990) 20(2, March/April):310–317Crossref, Google Scholar
• Wheelwright S. C., Makridakis S.Forecasting Methods for Management (1985) 4th ed.(Wiley, New York) Google Scholar
• Wierenga B., Oude Ophuis P. A. M., Huizingh E. K. R., van Campen P. A. F. M. Hierarchical scaling of marketing decision support systems. Decision Support Systems (1994) 12:219–232Crossref, Google Scholar
• Witkin H. A., Oltman P. K., Raskin E., Karp S. A.A Manual for the Embedded Figures Tests (1971) (Consulting Psychologists Press, Inc., Palo Alto, CA) Google Scholar
• Wright P. The harassed decision maker: Time pressure distractions and the use of evidence. J. Appl. Psych. (1974) 59(5):555–561Crossref, Google Scholar