Abstract
Studies of executive decision-making have traditionally relied upon introspective description and interpretation. Yet psychologists have developed an evolving sophistication in what has been termed “paramorphic mapping” of the judgmental process. This research domain provides a rich framework within which empirical investigations of executive judgment can be meaningfully explored. This part, Part I of a two-part series, looks at several methodological and theoretical considerations applicable to multinational executive decision-making studies; Part II, to appear in a subsequent issue of this journal, provides evidence gathered in a field application of one particular model discussed, namely, the Brunswik Lens model, in support of its potential in executive decision-making investigations.
Similar content being viewed by others
References
Allport, G. W. 1931. “What is a Trait of Personality?” Journal of Abnormal and Social Psychology 25, 368–372.
Beach, Lee Roy. 1967. “Multiple Regression as a Model for Human Information Utilization”. Organizational Behavior and Human Performance 2, 276–289.
Bettman, James, R. 1970. “Information Processing Models of Consumer Behavior”, Journal of Marketing Research 7 (August) 370–376.
Bertil, Liander. 1967. Comparative Analysis for International Marketing. Boston: Allyn and Bacon, Inc.
Brunswik, Egon. 1943. “Organismic Achievement and Environmental Probability”, Psychological Review 50, 255–272.
Brunswik, Egon. 1947. Systematic and Representative Design of Psychological Experiments. Berkeley: University of California Press.
Dunn, Watson, S. (Ed.). 1964. International Handbook of Advertising. New York: McGraw-Hill.
Fayerweather, John 1965. International Marketing. Englewood Cliffs, N.J.,: Prentice-Hall, Inc. (chapter 3).
Ferber, Robert C. 1967. “The Role of the Subconscious in Executive Decision-Making”, Management Science 13, B—519—527.
Fink, C. J. 1961. “Multiple Regression Analysis of the Inferential Process”, unpublished Master's thesis, Department of Psychology, University of Colorado, Boulder, Colorado.
Goldberg, L. R. 1968. “Simple Models or Simple Processes? Some Research on Clinical Judgment”, American Psychologist 23, 483–496.
Goldberg, L. R. and Werts, C. 1966, “The Reliability of Clinicians' Judgments: A Multitrait-Multimethod Approach”, Journal of Consulting Psychology 30, 199–206.
Haarhoff, Frank E. 1970. “Don't Let Your Wife Pick Plant Site Abroad”, Marketing Insights 4 (February), 10–11.
Hammond, K. R. 1955. “Probabilistic Functioning and the Clinical Method”, Psychological Review 62, 255–263.
Hammond, K. R. and Summers, D. A. 1965. “Cognitive Dependence on Linear and Nonlinear Cues”, Psychological Review 72, 215–224.
Hoffman, Paul, J. 1960. “The Paramorphic Representation of Clinical Judgment”, Psychological Bulletin 47, 116–131.
Hoffman, Paul, J. 1968. “Cue-Consistency and Configurality in Human Judgment”, in Benjamin Kleinmuntz (Ed.), Formal Representation of Human Judgment. New York: John Wiley & Sons, p. 59.
Holton, R. H. 1969. “Marketing Policies in Multinational Corporations”, Paper prepared for Meetings of the Association for Education in International Business, New York City, December.
Hunt, W. A. and Walker, R. E. 1966. “Validity of Diagnostic Judgment as a Function of Amount of Test Information”, Journal of Clinical Psychology 22, 154–165.
Hursch, Carolyn, J., Hammond, Kenneth, R. and Hursch, Jack, L. 1964. “Some Methodological Considerations in Multiple-Cue Probability Studies”, Psychological Review 71, 42–60.
Hull, C. L. 1943. “The Problem of Intervening Variables in Molar Behavior Theory”, Psychological Review 50, 273–291.
Kleinmuntz, B. 1968. “The Processing of Clinical Information, by Man and Machine”, in B. Kleinmuntz (Ed.). Formal Representation of Human Judgment. New York: John Wiley & Sons, pp. 149–186.
Lewin, K. 1943. “Defining the ‘Field at a Given Time’, Psychological Review 50, 292–310.
Litvak, I. A. and Banting, P. M. 1968. “A Conceptual Framework for International Business Arrangements”, in R. L. King (Ed.). Marketing and the New Science of Planning. Chicago: American Marketing Association, pp. 460–467.
Mead, G. H. 1934. Mind, Self, and Society. Chicago: University of Chicago Press.
Meehl, Paul 1954. Clinical versus Statistical Prediction, A Theoretical Analysis and Review of the Evidence. Minneapolis: University of Minnesota Press.
McGranahan, Donald, V. 1971. “Analysis of Socio-Economic Development Through a System of Indicators”, The Annals of the American Academy of Political and Social Science 393 (January) 65–81.
Miller, Irvin, M. 1969. “Computer Graphics for Decision Making”, Harvard Business Review 47 (November–December) 121–132.
Mischel, W. 1968. Peronsality and Assessment. New York: Wiley and Sons.
Newell, Allen. 1966. “On The Analysis of Human Problem Solving Protocols”, unpublished manuscript, Department of Computer Science, Carnegie-Mellon University.
Oskamp, S. 1962. “The Relationship of Clinical Experience and Training Methods to Several Criteria of Clinical Prediction”, Psychological Monographs 28 Whole No. 547.
Oskamp, S. 1965. “Overconfidence in Case-Study Judgment” Journal of Consulting Psychology 29, 261–265.
Rorer, Leonard, G. n.d. “The Proper Domain of Prediction”, unpublished manuscript, Oregon Research Institute, Eugene, Oregon.
Sethi, S. P. 1971. “Comparative Cluster, Analysis for World Markets”, Journal of Marketing Research, 8 (August) 348–354.
Sheth, J. N. and Lutz, R. 1971. “A Multivariate Model of Multinational Business Expansion”, Faculty Working Papers, College of Commerce and Business Administration, University of Illinois at Urbana-Champaign.
Slovic, Paul. 1969. “Analyzing the Expert Judge: A Descriptive Study of a Stockbroker's Decision Processes”, Journal of Applied Psychology 53 (August) 255–263.
Stagner, Ross. 1965., “Resolving Top-Level Managerial Disagreements”, Business Topics, 13 (Winter) 15–22.
Weinstein, M. S. 1968. “Individual Differences in Decision-Making: A Review”, Oregon Research Institute Research Bulletin, 8 (September).
Author information
Authors and Affiliations
Additional information
This research was supported in part by a two year grant from the American Association of Advertising Agencies, Educational Research Foundation, to Professor S. Watson Dunn of the University of Illinois. The author gratefully acknowledges the invaluable guidance and assistance of Professor Dunn, while assuming sole responsibility for the views expressed.
Rights and permissions
About this article
Cite this article
Permut, S.E. Decision-making of the multinational executive: A research paradigm. JAMS 2, 508–522 (1974). https://doi.org/10.1007/BF02729394
Issue Date:
DOI: https://doi.org/10.1007/BF02729394