Gerard P. Hodgkinson

The Role of Intuition in Strategic Decision Making

Although intuitive processes are critical for effective strategic decision making, there is little in the way of applied research on the topic. Apart from many popularized treatments of intuition in the literature today, there are only a handful of serious scholarly works on the subject. The majority of them are essentially theoretical in nature; field research in management settings is virtually nonexistent. This study examined this neglected but important process in strategic decision making. We surveyed senior managers of companies representing computer, banking, and utility industries in the United States and found that intuitive processes are used often in organizational decision making. Use of intuitive synthesis was found to be positively associated with organizational performance in an unstable environment, but negatively so in a stable environment.Although intuitive processes are critical for effective strategic decision making, there is little in the way of applied research on the topic. Apart from many popularized treatments of intuition in the literature today, there are only a handful of serious scholarly works on the subject. The majority of them are essentially theoretical in nature; field research in management settings is virtually nonexistent. This study examined this neglected but important process in strategic decision making. We surveyed senior managers of companies representing computer, banking, and utility industries in the United States and found that intuitive processes are used often in organizational decision making. Use of intuitive synthesis was found to be positively associated with organizational performance in an unstable environment, but negatively so in a stable environment.

The practitioner-researcher divide in Industrial, Work and Organizational (IWO) psychology: Where are we now, and where do we go from here?

There is current concern that the researcher, or academic, and the practitioner wings of our discipline are moving further apart. This divergence is likely to result in irrelevant theory and in untheorized and invalid practice. Such outcomes will damage our reputation and ultimately result in our fragmentation. We present a simple 2 × 2 model along the dimensions of relevance and rigour, with the four cells occupied by Popularist, Pragmatic, Pedantic, and Puerile Science, respectively. We argue that there has been a drift away from Pragmatic Science, high in both relevance and rigour, towards Pedantic and Popularist Science, and through them to Puerile Science. We support this argument by longitudinal analyses of the authorship of academic journal articles and then explain this drift in terms of our stakeholders. Powerful academics are the most immediate stakeholders for researchers, and they exercise their power in such a way as to increase the drift towards Pedantic Science. Organizational clients are the most powerful stakeholders for practitioners, and in their effort to address their urgent issues, they push practitioners towards Popularist Science. In the light of this analysis, we argue that we need to engage in political activity in order to reduce or redirect the influence of the key stakeholders. This can be done either directly, through our relationship with them, or indirectly, through others who influence them. Only by political action can the centrifugal forces away from Pragmatic Science be countered and a centripetal direction be established. Finally, we explore the implications of our analysis for the future development of members of our own profession.

Breaking the frame: An analysis of strategic cognition and decision making under uncertainty

This paper reports the findings of two experimental investigations into the efficacy of a causal cognitive mapping procedure as a means for overcoming cognitive biases arising from the framing of strategic decision problems. In Study 1, final year management studies undergraduate students were presented with an elaborated strategic decision scenario, under one of four experimental conditions: positively vs. negatively framed decision scenarios, with prechoice vs. postchoice mapping task orders (i.e., participants were required to engage in cognitive mapping before or after making a decision). As predicted, participants in the postchoice mapping conditions succumbed to the framing bias whereas those in the prechoice mapping conditions did not. Study 2 replicated and extended these findings in a field setting, on a sample of senior managers, using a decision scenario that closely mirrored a strategic dilemma currently facing their organization. Taken together, the findings of these studies indicate that the framing bias is likely to be an important factor in strategic decision making, and suggest that cognitive mapping provides an effective means of limiting the damage accruing from this bias. Copyright

Intuition: a fundamental bridging construct in the behavioural sciences.

The concept of intuition has, until recently, received scant scholarly attention within and beyond the psychological sciences, despite its potential to unify a number of lines of inquiry. Presently, the literature on intuition is conceptually underdeveloped and dispersed across a range of domains of application, from education, to management, to health. In this article, we clarify and distinguish intuition from related constructs, such as insight, and review a number of theoretical models that attempt to unify cognition and affect. Intuitions place within a broader conceptual framework that distinguishes between two fundamental types of human information processing is explored. We examine recent evidence from the field of social cognitive neuroscience that identifies the potential neural correlates of these separate systems and conclude by identifying a number of theoretical and methodological challenges associated with the valid and reliable assessment of intuition as a basis for future research in this burgeoning field of inquiry.

Bridging the Rigour–Relevance Gap in Management Research: It's Already Happening!

Kieser and Leiner (2009) maintain that the rigour–relevance gap in management research is fundamentally unbridgeable because researchers and the researched inhabit separate social systems. They argue that it is impossible to assess the relevance of research outputs within the system of science and that neither action research nor related approaches to collaborative research can succeed in producing research that is rigorous as well as relevant. In reply, we show how their analysis is inconsistent with available evidence. Drawing on a diversity of management research domains, we provide counter-illustrations of work where researchers, in a number of cases in collaboration with practitioners, have generated knowledge that is both socially useful and academically rigorous.

Confronting Strategic Inertia in a Top Management Team: Learning from Failure

Recently there has been a growing interest in the use of scenario-planning techniques and related procedures such as cognitive mapping as a basis for facilitating organizational learning and strategic renewal. The overwhelming impression conveyed within the popular management literature is that the application of these techniques invariably leads to successful outcomes. To the extent that this is not the case, the absence of documented accounts of instances where these techniques have failed may mislead would-be users into embarking on inappropriate courses of action, unaware of their fundamental limitations. In keeping with a number of recent calls to make organizational research and management theory more relevant to the world of practice, we present a reflective account of our own (largely unsuccessful) attempt to apply these potentially powerful methods of intervention in the context of a private sector organization. Drawing on the rich seam of qualitative data gathered over the course of our work with the senior management team of the organization concerned, we explore the reasons why our attempts to utilize these methods did not yield the benefits anticipated. The data are analyzed using Janis and Manns (1977) Conflict Theory of Decision Making. It is argued that the primary reason why our process intervention failed is that the participants adopted a series of defensive avoidance strategies, amplified by a series of psychodynamic processes initiated by the Chief Executive Officer (CEO). We contend that these defensive avoidance strategies served as a means of coping with the unacceptably high levels of decisional stress, which arose as a result of having to confront a variety of alternatives, each with potentially threatening consequences for the longterm wellbeing of the organization.

Complex or unitary? A critique and empirical re-assessment of the Allinson-Hayes Cognitive Style Index

Recently researchers have debated the nature and significance of the cognitive style construct as a basis for understanding individual differences in behaviour in organizations. Two rival theoretical traditions prevail, one group of scholars arguing that cognitive style is best conceived within complex, multidimensional frameworks, others contending that the various facets of style can be meaningfully subsumed under a single, overarching dimension The Allinson-Hayes Cognitive Style Index (CSI) is a 38-item instrument, predicated on the unitarist conception of the construct. This paper presents theoretical and methodological arguments as to why the previously hypothesized unifactoral structure of the CSI is potentially found wanting. Two variants (oblique versus orthogonal factors) of an alternative two-factor model, comprising separate analytic and intuitive dimensions, are developed and the results are reported of a series of principal components and confirmatory factor analyses (N=939) designed to overcome the limitations of previous research into the factor structure of the CSI. The results strongly indicate that the two-factor model with correlated factors provides a better approximation of responses to the CSI than previously reported unifactoral solutions. In the light of these findings we propose a revised scoring procedure, in which the analysis and intuition items are treated as separate scales, and consider the implications for future theory-building, research and practice.

Causal Cognitive Mapping in the Organizational Strategy Field: A Comparison of Alternative Elicitation Procedures

The present study evaluates two alternative causal cognitive mapping procedures that exemplify key differences among a number of direct elicitation techniques currently in use in the organizational strategy field: pairwise evaluation of causal relationships and a freeh and approach. The pairwise technique yielded relatively elaborate maps, but participants found the task more difficult, less engaging, and less representative than the freeh and approach. Implications for the choice of procedures in interventionist and research contexts are considered.

Conceptual note: Exploring the cognitive significance of organizational strategizing: A dual-process framework and research agenda

The considerable volume of theory and research that has sought to illuminate the nature and significance of cognitive processes in strategy formulation and implementation represents but an important first step in the re-humanization of strategy research. In order to achieve the sorts of fine-grained analyses that will ultimately advance understanding of cognition in action, strategy researchers need to move beyond the static analysis of actors’ cognitive maps to a deeper understanding of what lies behind the actions of strategists as they engage with particular strategy practices in their praxis. To accomplish this key goal, strategy researchers need to become more reflective in their own practices, augmenting the observational and interview techniques advocated by various leading contributors to the strategy-as-practice (s-as-p) perspective with a profiling of the cognitive characteristics of strategists, based on psychometrically robust procedures. To this end, drawing on dual-process theories from cognitive psychology and social cognition, we outline a basic two-dimensional framework to inform the investigation of the impact of individual differences in cognitive style (analytical and intuitive approaches to the processing of information) on the observed behaviours of strategy workers in strategy-making episodes and consider its implications for the advancement of theory, research and practice.

Toward a (Pragmatic) Science of Strategic Intervention: Design Propositions for Scenario Planning

An enduring problem confronting design science is the question of how to distil design principles and propositions in contexts where only limited evidence has accrued directly in connection with the design problem at hand. This article illustrates how researchers can address this challenge by recourse to well-established bodies of basic theory and research in the wider social and organizational sciences that suggest robust design options. Adopting this approach, we draw upon the insights of social identity theory, self/social categorization theory and the Five Factor Model of human personality from the field of personality and social psychology to distil a series of propositions to inform the design of scenario planning interventions, centred on team composition and the facilitation process. In so doing, our article exemplifies the benefits of adopting a pragmatic science approach to the design of processes that promote organizational change and development, thus adding to the growing design science movement.