COGNITIVE TRAILS IN STRATEGIC DECISION‐MAKING: LINKING THEORIES OF PERSONALITIES AND COGNITIONS*

Usha C. V. Haley and Stephen A. Stumpf

Journal of Management Studies, 1989, vol. 26, issue 5, 477-497

Abstract: This article attempts to reveal Jungian personality types' cognitive biases through a strategic management framework. The four personality types seem to use distinct heuristics to gather data, to generate and to evaluate alternatives. The connected heuristics appear as cognitive trails. We propose that different personality types habitually use certain cognitive trails; consequently, they can fall prey to biases that lurk in these trails. Cognitive trails may include linked input, output, and operational biases. We present the results from a pilot study to illustrate some connections between personality types and biases. We also explore some implications for future research and for management practice.

Date: 1989
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