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Functional vs. Dysfunctional  Group Decision-Making Product & Pricing Management Marketing 3349
What Key Factors Affect Group Functionality? <ul><li>The Group’s Decision-Making Style </li></ul><ul><li>vs. </li></ul><ul...
Functionality is in the eye of the beholder The same group may be perceived as highly functional by one member and highly ...
Functionality is in the eye of the beholder The key is the match between the  group’s style and  the individual’s style
Group Decision-Making Styles <ul><li>Autocratic </li></ul><ul><li>Functional </li></ul><ul><li>Consensus </li></ul>
Specialized by Function   Marketing Finance Distribution Operations
Consensus-Based
Group Decision-Making Styles
Individual Decision-Making Style <ul><li>The individual’s preferred style is based on key personality traits: </li></ul><u...
Avoiding (or Correcting) Dysfunction <ul><li>Have a quick discussion about the group’s decision-making style in period 1: ...
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Groupdecisionmaking

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Groupdecisionmaking

  1. 1. Functional vs. Dysfunctional Group Decision-Making Product & Pricing Management Marketing 3349
  2. 2. What Key Factors Affect Group Functionality? <ul><li>The Group’s Decision-Making Style </li></ul><ul><li>vs. </li></ul><ul><li>The Individual’s Decision-Making Style </li></ul>
  3. 3. Functionality is in the eye of the beholder The same group may be perceived as highly functional by one member and highly dysfunctional by another
  4. 4. Functionality is in the eye of the beholder The key is the match between the group’s style and the individual’s style
  5. 5. Group Decision-Making Styles <ul><li>Autocratic </li></ul><ul><li>Functional </li></ul><ul><li>Consensus </li></ul>
  6. 6. Specialized by Function Marketing Finance Distribution Operations
  7. 7. Consensus-Based
  8. 8. Group Decision-Making Styles
  9. 9. Individual Decision-Making Style <ul><li>The individual’s preferred style is based on key personality traits: </li></ul><ul><ul><li>Introversion vs. Extroversion </li></ul></ul><ul><ul><li>Leadership </li></ul></ul><ul><ul><li>Locus of Control </li></ul></ul><ul><ul><li>Need for Cognition </li></ul></ul><ul><ul><li>Assertiveness </li></ul></ul>
  10. 10. Avoiding (or Correcting) Dysfunction <ul><li>Have a quick discussion about the group’s decision-making style in period 1: </li></ul><ul><ul><li>Was it intentional or did you just fall into it? </li></ul></ul><ul><ul><li>Does it seem to be effective? </li></ul></ul><ul><ul><li>Do you want to change it ? </li></ul></ul>

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