Orientation and mental representations in the decision-making process: a comparison between junior and senior professional

Carlotta Acconito, Laura Angioletti and Michela Balconi

International Studies of Management & Organization, 2025, vol. 55, issue 2, 165-180

Abstract: In the workplace, professionals have an orientation to individual or group decision-making based on ideal or real representation of the group situation. However, no previous studies investigated these dimensions in professionals of different ages. A total of 216 professionals were enrolled in this study based on their work experience and seniority. Specifically, senior professionals were from different Italian consulting companies, while juniors had not yet approached the world of work, but were completing their professional education. Participants were asked to read a realistic decision-making scenario and rate their individual or group decision-making orientation, thinking of an ideal and real group situation. A stronger group decision-making orientation was found in both groups of professionals, independent of age. However, professionals appear less group-oriented when they mentally self-represent their real compared to their ideal group. Additionally, in senior professionals, a positive correlation between individual and group orientation was found in the ideal group situation. Indeed, in junior professionals, a positive correlation between individual and group orientation was found in the real situation. Therefore, it might be that becoming older and increasing professionalism level correlate with awareness of the difference between real and ideal group representations.

Date: 2025
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DOI: 10.1080/00208825.2024.2386435

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