Decision sequences

Rudolf Grünig () and Richard Kühn ()
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Rudolf Grünig: Université de Fribourg LS für Unternehmensführung
Richard Kühn: Universitét Bern Fak. Rechts-/Wirtschaftswissenschaften Inst. Marketing/Unternehmungsführung

Chapter 10 in Successful Decision-making, 2009, pp 173-184 from Springer

Abstract: Chapter 5 introduced a generally applicable heuristic decision-making procedure suitable for solving complex decision problems. Complex problems, as we have seen, typically have multiple causes and in such cases, problem analysis tends to distinguish a number of different problems. As a result, these sub-problems will be tackled either in sequence or in parallel. An example of this might be a problem of unsatisfactory performance among sales staff which is found to be caused by both a lack of clarity in setting objectives and also a reward system which is not providing sufficient appropriate incentives to the sales staff. An effective system of incentives can only be set up once clear objectives have been determined, so it is evident that the sub-problem of sales objectives must be resolved before the other sub-problem. So we can say that the actor is faced with a sequence of two subproblems to deal with, both of which represent immediate problems.

Date: 2009
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DOI: 10.1007/978-3-642-00854-2_11

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