CHAPTER 4

MAKING
DECISIONS

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 LEARNING OBJECTIVES
1. Describe the eight steps in the decision-making
process.
Develop your skill at being creative.
2. Explain the four ways managers make decisions.
3. Classify decisions and decision-making conditions.
4. Describe different decision-making styles and discuss
how biases affect decision-making.
Know how to recognize when youre using decision-
making errors and biases and what to do about it.
5. Identify effective decision-making techniques.

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A key to success in
management and in your
career is knowing how to be
an effective decision-maker.

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 Decision
making a
choice from THE DECISION-
two or more MAKING PROCESS
alternatives.

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 EXHIBIT 2-1
DECISION-MAKING PROCESS

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THE DECISION-MAKING PROCESS (CONT.)
Step 1: Identify a Problem
Problem an obstacle that makes it difficult
to achieve a desired goal or purpose.
Every decision starts with a problem, a
discrepancy between an existing and a
desired condition.
Example Amanda is a sales manager
whose reps need new laptops.

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 THE DECISION-MAKING PROCESS (CONT.)
Step 2: Identify Decision Criteria
Decision criteria are factors that are
important (relevant) to resolving the
problem.
Example Amanda decides that memory
and storage capabilities, display quality,
battery life, warranty, and carrying weight
are the relevant criteria in her decision.

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THE DECISION-MAKING PROCESS (CONT.)

Step 3: Allocate Weights to the Criteria

If the relevant criteria arent equally
important, the decision maker must
weight the items in order to give them
the correct priority in the decision.
The weighted criteria for our example is
shown in Exhibit 2-2.

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 EXHIBIT 2-2
IMPORTANT DECISION CRITERIA

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THE DECISION-MAKING PROCESS (CONT.)

Step 4: Develop Alternatives

List viable alternatives that could resolve
the problem
Example Amanda, identifies eight
laptops as possible choices. (See
Exhibit 2-3.)

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 EXHIBIT 2-3
POSSIBLE ALTERNATIVES

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THE DECISION-MAKING PROCESS (CONT.)

Step 5: Analyze Alternatives

Appraising each alternatives strengths
and weaknesses.
An alternatives appraisal is based on its
ability to resolve the issues related to
the criteria and criteria weight.

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 THE DECISION-MAKING PROCESS (CONT.)

Step 6: Select an Alternative

Choosing the best alternative
The alternative with the highest total weight is
chosen.

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 EXHIBIT 2-4
EVALUATION OF ALTERNATIVES

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THE DECISION-MAKING PROCESS (CONT.)

Step 7: Implement the Alternative

Putting the chosen alternative into action
Conveying the decision to and gaining
commitment from those who will carry out the
alternative

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THE DECISION-MAKING PROCESS (CONT.)

Step 8: Evaluate Decision Effectiveness

The soundness of the decision is judged by its
outcomes.
How effectively was the problem resolved by
outcomes resulting from the chosen
alternatives?
If the problem was not resolved, what went
wrong?

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 EXHIBIT 2-5
DECISIONS MANAGERS MAY MAKE

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 EXHIBIT 2-5
DECISIONS MANAGERS MAY MAKE
(CONT.)

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 MAKING DECISIONS: RATIONALITY
Rational Decision-Making describes choices
that are logical and consistent while maximizing
value.
Assumptions of Rationality
The decision maker would be fully objective and
logical
The problem faced would be clear and unambiguous
The decision maker would have a clear and specific
goal and know all possible alternatives and
consequences and consistently select the alternative
that maximizes achieving that goal

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 MAKING DECISIONS: BOUNDED
RATIONALITY

Bounded Rationality decision-making thats

rational, but limited (bounded) by an individuals
ability to process information.
Satisfice accepting solutions that are good
enough.
Escalation of commitment an increased
commitment to a previous decision despite
evidence it may have been wrong.

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 MAKING DECISIONS: THE ROLE OF
INTUITION
Intuitive decision-
making
Making decisions on
the basis of
experience, feelings,
and accumulated
judgment.

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 EXHIBIT 2-6
WHAT IS INTUITION?

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 MAKING DECISIONS: THE ROLE OF
EVIDENCE-BASED MANAGEMENT

Evidence-based management (EBMgt) the

systematic use of the best available evidence to
improve management practice.

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 STRUCTURED PROBLEMS AND
PROGRAMMED DECISIONS

Structured Problems straightforward,

familiar, and easily defined problems.
Programmed decision a repetitive
decision that can be handled by a routine
approach.

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 STRUCTURED PROBLEMS AND
PROGRAMMED DECISIONS (CONT.)
Procedure a series of sequential steps used
to respond to a well-structured problem.
Rule an explicit statement that tells managers
what can or cannot be done.
Policy a guideline for making decisions.

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 UNSTRUCTURED PROBLEMS AND
NONPROGRAMMED DECISIONS

Unstructured Problems problems that

are new or unusual and for which
information is ambiguous or incomplete.
Nonprogrammed decisions unique
and nonrecurring and involve custom
made solutions.

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 EXHIBIT 2-7
PROGRAMMED VERSUS
NONPROGRAMMED DECISIONS

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 DECISION-MAKING CONDITIONS
Certainty a situation in which a manager can
make accurate decisions because all outcomes
are known.
Risk a situation in which the decision maker is
able to estimate the likelihood of certain
outcomes.
Uncertainty a situation in which a decision
maker has neither certainty nor reasonable
probability estimates available.

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 DECISION-MAKING STYLES
Linear Thinking Style a persons tendency to
use external data/facts; the habit of processing
information through rational, logical thinking.
Nonlinear Thinking Style a persons
preference for internal sources of information; a
method of processing this information with
internal insights, feelings, and hunches.

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 DECISION-MAKING BIASES AND ERRORS

Heuristics using rules of thumb to simplify

decision-making.
Overconfidence Bias holding unrealistically
positive views of oneself and ones performance.
Immediate Gratification Bias choosing
alternatives that offer immediate rewards and
avoid immediate costs.

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 DECISION-MAKING BIASES AND ERRORS
(CONT.)

Anchoring Effect fixating on initial information

and ignoring subsequent information.
Selective Perception Bias selecting,
organizing and interpreting events based on the
decision makers biased perceptions.
Confirmation Bias seeking out information
that reaffirms past choices while discounting
contradictory information.

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 DECISION-MAKING BIASES AND ERRORS
(CONT.)

Framing Bias selecting and highlighting certain

aspects of a situation while ignoring other aspects.
Availability Bias losing decision-making objectivity by
focusing on the most recent events.
Representation Bias drawing analogies and seeing
identical situations when none exist.
Randomness Bias creating unfounded meaning out
of random events.

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 DECISION-MAKING BIASES AND ERRORS
(CONT.)

Sunk Costs Errors forgetting that current

actions cannot influence past events and relate only
to future consequences.
Self-Serving Bias taking quick credit for
successes and blaming outside factors for failures.
Hindsight Bias mistakenly believing that an event
could have been predicted once the actual outcome
is known (after-the-fact).

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 EXHIBIT 2-11
COMMON DECISION-MAKING BIASES

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 EXHIBIT 2-12
OVERVIEW OF MANAGERIAL DECISION-MAKING

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 GUIDELINES FOR MAKING EFFECTIVE
DECISIONS
Understand cultural differences
Create standards for good decision-making
Know when its time to call it quits
Use an effective decision-making process
Build an organization that can spot the
unexpected and quickly adapt to the changed
environment

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 REVIEW LEARNING OBJECTIVE 2.1
Describe the eight steps in the decision-making
process.
1. Identify problem
2. Identify decision criteria
3. Weight the criteria
4. Develop alternatives
5. Analyze alternatives
6. Select alternative
7. Implement alternative
8. Evaluate decision effectiveness

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 REVIEW LEARNING OBJECTIVE 2.2
Explain the four ways managers make
decisions.
Assumptions of rationality
The problem is clear and unambiguous
A single, well-defined goal is to be achieved
All alternatives and consequences are known
The final choice will maximize the payoff

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 REVIEW LEARNING OBJECTIVE 2.2 (CONT.)
Satisficing when decision makers accept solutions that
are good enough.
Escalation of commitment managers increase
commitment to a decision, even when they have
evidence it may have been a wrong decision.
Intuitive decision-making means making decisions on the
basis of experience, feelings, and accumulated
judgment.
Evidence-based management, a manager makes
decisions based on the best available evidence.

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 REVIEW LEARNING OBJECTIVE 2.3
Classify decisions and decision-making
conditions.
Programmed decisions are repetitive decisions that
can be handled by a routine approach and are used
when the problem being resolved is straightforward,
familiar, and easily defined (structured).
Nonprogrammed decisions are unique decisions that
require a custom-made solution and are used when
the problems are new or unusual (unstructured) and
for which information is ambiguous or incomplete.

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REVIEW LEARNING OBJECTIVE 2.3 (CONT.)
Classify decisions and decision-making
conditions.
Certainty is a situation in which a manager can
make accurate decisions because all outcomes
are known.
Risk is a situation in which a manager can
estimate the likelihood of certain outcomes.
Uncertainty is a situation in which a manager is
not certain about the outcomes and cant even
make reasonable probability estimates.

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 REVIEW LEARNING OBJECTIVE 2.4
Describe different decision-making styles
and discuss how biases affect decision-
making.
Linear thinking style characterized by a
persons preference for using external data and
processing this information through rational,
logical thinking.
Nonlinear thinking style characterized by a
preference for internal sources of information and
processing this information with internal insights,
feelings, and hunches.
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 REVIEW LEARNING OBJECTIVE 2.5
Identify effective decision-making techniques.
An effective decision-making process
1. Focuses on whats important
2. Is logical and consistent
3. Acknowledges both subjective and objective thinking
and blends both analytical and intuitive approaches
4. Requires only enough information as is necessary
to resolve a problem

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REVIEW LEARNING OBJECTIVE 2.5 (CONT.)
5. Encourages and guides gathering relevant
information and informed opinions
6. Is straightforward, reliable, easy to use, and
flexible
Design thinking approaching management
problems as designers approach design
problems.

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