Implementing Strategy by Finding the Non-fit

The Cognition of Bid Opportunity Screening

Verena Stingl, Maximilian Schriewersmann, Joana Geraldi

Research output: Chapter in Book/Report/Conference proceedingConference abstract in proceedingsResearchpeer-review

Abstract

While the screening and selection of business opportunities is critical to any venture, we know only little of the cognitive processes that guide this screening step. Through a novel approach, applying a qualitative methodology against the theoretical framework of simple heuristics, we explore the cognitive strategies of senior managers when screening opportunities to participate in competitive biddings. Our findings illustrate the adaptive selection of individual cognitive strategies, corroborating previous propositions from laboratory studies on the relationship between decision context and selection of cognitive strategies. The observed preference for cognitive strategies that relied on abstract, non- compensatory and risk- oriented cues contrasts prior findings on holistic, benefit- oriented opportunity screening in entrepreneurial settings. These differences trace back to the particular context of our case, concerning feedback modes and decision criteria, which are shaped by organizational behaviour and sensemaking.
Original languageEnglish
Title of host publicationAcademy of Management Proceedings
Number of pages1
Publication date2018
DOIs
Publication statusPublished - 2018
EventThe Academy of Management Annual Meeting 2018: Improving Lives - Chicago, United States
Duration: 10 Aug 201814 Aug 2018
Conference number: 78
http://aom.org/annualmeeting/

Conference

ConferenceThe Academy of Management Annual Meeting 2018
Number78
CountryUnited States
CityChicago
Period10/08/201814/08/2018
Internet address

Bibliographical note

CBS Library does not have access to the material

Keywords

  • AOM Annual Meeting Proceedings 2018
  • AOM Chicago 2018

Cite this

Stingl, Verena ; Schriewersmann, Maximilian ; Geraldi, Joana . / Implementing Strategy by Finding the Non-fit : The Cognition of Bid Opportunity Screening. Academy of Management Proceedings. 2018.
@inbook{e56e50153cbe40c191571a51824d48b6,
title = "Implementing Strategy by Finding the Non-fit: The Cognition of Bid Opportunity Screening",
abstract = "While the screening and selection of business opportunities is critical to any venture, we know only little of the cognitive processes that guide this screening step. Through a novel approach, applying a qualitative methodology against the theoretical framework of simple heuristics, we explore the cognitive strategies of senior managers when screening opportunities to participate in competitive biddings. Our findings illustrate the adaptive selection of individual cognitive strategies, corroborating previous propositions from laboratory studies on the relationship between decision context and selection of cognitive strategies. The observed preference for cognitive strategies that relied on abstract, non- compensatory and risk- oriented cues contrasts prior findings on holistic, benefit- oriented opportunity screening in entrepreneurial settings. These differences trace back to the particular context of our case, concerning feedback modes and decision criteria, which are shaped by organizational behaviour and sensemaking.",
keywords = "AOM Annual Meeting Proceedings 2018, AOM Chicago 2018, AOM Annual Meeting Proceedings 2018, AOM Chicago 2018",
author = "Verena Stingl and Maximilian Schriewersmann and Joana Geraldi",
note = "CBS Library does not have access to the material",
year = "2018",
doi = "10.5465/AMBPP.2018.14101abstract",
language = "English",
booktitle = "Academy of Management Proceedings",

}

Stingl, V, Schriewersmann, M & Geraldi, J 2018, Implementing Strategy by Finding the Non-fit: The Cognition of Bid Opportunity Screening. in Academy of Management Proceedings., Chicago, United States, 10/08/2018. https://doi.org/10.5465/AMBPP.2018.14101abstract

Implementing Strategy by Finding the Non-fit : The Cognition of Bid Opportunity Screening. / Stingl, Verena; Schriewersmann, Maximilian; Geraldi, Joana .

Academy of Management Proceedings. 2018.

Research output: Chapter in Book/Report/Conference proceedingConference abstract in proceedingsResearchpeer-review

TY - ABST

T1 - Implementing Strategy by Finding the Non-fit

T2 - The Cognition of Bid Opportunity Screening

AU - Stingl, Verena

AU - Schriewersmann, Maximilian

AU - Geraldi, Joana

N1 - CBS Library does not have access to the material

PY - 2018

Y1 - 2018

N2 - While the screening and selection of business opportunities is critical to any venture, we know only little of the cognitive processes that guide this screening step. Through a novel approach, applying a qualitative methodology against the theoretical framework of simple heuristics, we explore the cognitive strategies of senior managers when screening opportunities to participate in competitive biddings. Our findings illustrate the adaptive selection of individual cognitive strategies, corroborating previous propositions from laboratory studies on the relationship between decision context and selection of cognitive strategies. The observed preference for cognitive strategies that relied on abstract, non- compensatory and risk- oriented cues contrasts prior findings on holistic, benefit- oriented opportunity screening in entrepreneurial settings. These differences trace back to the particular context of our case, concerning feedback modes and decision criteria, which are shaped by organizational behaviour and sensemaking.

AB - While the screening and selection of business opportunities is critical to any venture, we know only little of the cognitive processes that guide this screening step. Through a novel approach, applying a qualitative methodology against the theoretical framework of simple heuristics, we explore the cognitive strategies of senior managers when screening opportunities to participate in competitive biddings. Our findings illustrate the adaptive selection of individual cognitive strategies, corroborating previous propositions from laboratory studies on the relationship between decision context and selection of cognitive strategies. The observed preference for cognitive strategies that relied on abstract, non- compensatory and risk- oriented cues contrasts prior findings on holistic, benefit- oriented opportunity screening in entrepreneurial settings. These differences trace back to the particular context of our case, concerning feedback modes and decision criteria, which are shaped by organizational behaviour and sensemaking.

KW - AOM Annual Meeting Proceedings 2018

KW - AOM Chicago 2018

KW - AOM Annual Meeting Proceedings 2018

KW - AOM Chicago 2018

UR - https://sfx-45cbs.hosted.exlibrisgroup.com/45cbs?url_ver=Z39.88-2004&url_ctx_fmt=info:ofi/fmt:kev:mtx:ctx&ctx_enc=info:ofi/enc:UTF-8&ctx_ver=Z39.88-2004&rfr_id=info:sid/sfxit.com:azlist&sfx.ignore_date_threshold=1&rft.object_id=1000000000800147&rft.object_portfolio_id=&svc.holdings=yes&svc.fulltext=yes

U2 - 10.5465/AMBPP.2018.14101abstract

DO - 10.5465/AMBPP.2018.14101abstract

M3 - Conference abstract in proceedings

BT - Academy of Management Proceedings

ER -