Strategizing with Tied Hands: Adaptive Cognitive Processing in the Screening of Bidding Opportunities

Verena Stingl, Joana Geraldi

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Sensemaking theory has illuminated how organizations influence the way in which individuals perceive their environment (Weick, 1995). Yet, organizations may not only shape what their members think about the world but also the very basal cognitive processes of how they think about it. In this study, we explore the cognitive strategies emerging for screening of competitive bidding opportunities, and compare them to earlier findings of the entrepreneurial literature. The findings offer new insights for academia in three regards: first, by exploring the differences in selection of cognitive strategies for contrasting contexts, we provide empirical validation from outside the laboratory for theoretically suggested relationships between consciously or subconsciously adopted cognitive strategies and the decision context. Second, by situating the research in the organizational context, we enable the discussion of the role of organizational practices on the shaping of a specific decision context. Third, we expand the current research program of simple heuristics to a potential method from the neighbouring fields.
Original languageEnglish
Publication date2018
Number of pages1
Publication statusPublished - 2018
EventEGOS: Surprise in and Around Organizations: Journeys to the Unexpected - Estonian Business School/Tallinn University, Tallinn, Estonia
Duration: 5 Jul 20187 Jul 2018
Conference number: 34


LocationEstonian Business School/Tallinn University
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