Articles scientifiques

Before You Make That Big Decision


Harvard Business Review

2011, vol. June 2011

Départements : Stratégie et Politique d’Entreprise

When an executive makes a big bet, he or she typically relies on the judgment of a team that has put together a proposal for a strategic course of action. After all, the team will have delved into the pros and cons much more deeply than the executive has time to do. The problem is, biases invariably creep into any team’s reasoning—and often dangerously distort its thinking. A team that has fallen in love with its recommendation, for instance, may subconsciously dismiss evidence that contradicts its theories, give far too much weight to one piece of data, or make faulty comparisons to another business case.That’s why, with important decisions, executives need to conduct a careful review not only of the content of recommendations but of the recommendation process. To that end, the authors—Kahneman, who won a Nobel Prize in economics for his work on cognitive biases; Lovallo of the University of Sydney; and Sibony of McKinsey—have put together a 12-question checklist intended to unearth and neutralize defects in teams’ thinking. These questions help leaders examine whether a team has explored alternatives appropriately, gathered all the right information, and used well-grounded numbers to support its case. They also highlight considerations such as whether the team might be unduly influenced by self-interest, overconfidence, or attachment to past decisions.By using this practical tool, executives will build decision processes over time that reduce the effects of biases and upgrade the quality of decisions their organizations make. The payoffs can be significant: A recent McKinsey study of more than 1,000 business investments, for instance, showed that when companies worked to reduce the effects of bias, they raised their returns on investment by seven percentage points.Executives need to realize that the judgment of even highly experienced, superbly competent managers can be fallible. A disciplined decision-making process, not individual genius, is the key to good strategy

Better Vision for the Poor

B. GARRETTE, A. Karnani, J. Kassalow, M. Lee

Stanford Social Innovation Review

printemps 2011, pp.66-71

Départements : Stratégie et Politique d’Entreprise, GREGHEC (CNRS)

Several social enterprises are attempting to provide eyeglasses to the 500 million to 1 billion poor people in the world who need them. Some enterprises see the provision of trained optometrists as the key to solving the problem; others are focused on cost reduction; others still are focused on technological innovations. Why haven't any of these approaches succeeded on a large scale?

Cooperation among competitors as status-seeking behavior: Network ties and status differentiation

V. Perrone, M. TORTORIELLO, B. McEvily

European Management Journal

octobre 2011, vol. 29, pp.335-346

Départements : Stratégie et Politique d’Entreprise

Entrepreneurial Initiative Selling within Organizations: Towards a More Comprehensive Motivational Framework


Journal of Management Studies

septembre 2011, vol. 48, n°6, pp.1269-1290

Départements : Stratégie et Politique d’Entreprise

We develop and test a motivational framework to explain the intensity with which individuals sell entrepreneurial initiatives within their organizations. Initiative selling efforts may be driven by several factors that hitherto have not been given full consideration: initiative characteristics, individuals' anticipation of rewards, and their level of dissatisfaction. On the basis of a survey in a mail service firm of 192 managers who proposed an entrepreneurial initiative, we find that individuals' reported intensity of their selling efforts with respect to that initiative is greater when they (1) believe that the organizational benefits of the initiative are high, (2) perceive that the initiative is consistent with current organizational practices (although this effect is weak), (3) believe that their immediate organizational environment provides extrinsic rewards for initiatives, and (4) are satisfied with the current organizational situation. These findings extend previous expectancy theory-based explanations of initiative selling (by considering the roles of initiative characteristics and that of initiative valence for the proponent) and show the role of satisfaction as an important motivational driver for initiative selling.

Entrepreneurs: Jacks of all Trades or Hobos?

T. B. ASTEBRO, P. Thompson

Research Policy

juin 2011, vol. 40, n°5, pp.637-649

Départements : Stratégie et Politique d’Entreprise, GREGHEC (CNRS)

Mots clés : EntrepreneurshipEmployment choiceSkillJack-of-all-tradesTaste for variety

Suggests that entrepreneurs should be generalists, while those who work for others should be specialists. Many prospective entrepreneurs will develop varied skills by engaging in a variety of employment activities prior to becoming an entrepreneur, and incomes are higher for those that do so. An alternative view predicts that those with greater taste for variety are more likely to become entrepreneurs. Varied employment prior to becoming an entrepreneur is simply an expression of this taste, and is associated with lower earnings. Data from a survey of 830 independent inventors and 300 individuals from the general population are used to discriminate between these two theories. The results show that inventor-entrepreneurs typically have a more varied labor market experience, and that varied work experience is associated with lower household income.


Département Stratégie et Politique d’Entreprise

Campus HEC Paris
1, rue de la Libération
78351 Jouy-en-Josas cedex


Rodolphe DURAND

Stratégie et Politique d'Entreprise (GREGHEC)

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