点击次数：

论文类型：期刊论文

发表时间：2015-09-01

发表刊物：JOURNAL OF THE ACADEMY OF MARKETING SCIENCE

收录刊物：SSCI、SCIE、Scopus

卷号：43

期号：5

页面范围：629-647

ISSN号：0092-0703

关键字：Performance decline; Marketing strategy process comprehensiveness; Strategic change; Strategic risk taking; Incentive pay

摘要：This paper focuses on managers' marketing decision making during performance decline. Drawing on the reconciliation of theories of failure-induced change and threat-rigidity by Ocasio (1995), we examine how performance decline may result in a rigid decision-making process and decision characteristics that reflect the narrowing of attention and increased risk seeking. Furthermore, drawing on managerial compensation research, we consider how incentive pay may affect the marketing decision-making process and decision characteristics of managers during performance decline. Using a simulation game with experienced Chinese managers, our results indicate that performance decline decreases marketing strategy process comprehensiveness but increases reliance on short-term marketing decisions, strategic change, and strategic risk taking. Moreover, incentive pay attenuates the rigid decision-making process of managers but accentuates their heightened risk seeking during performance decline. This paper offers unique behavioral insights into how managers make marketing decisions.