The Role of Experience in Information use and Decision Making by Marketing Managers
研究经验如何影响营销经理在非程序化决策中的信息使用与决策行为，发现经验通过影响信息获取步骤发挥作用，对培训专家经理有启示。
The authors report the results of a study on the use of information and decision making by practicing marketing managers. They examine the effect of managerial experience and decision programmability on managers’ information use and decisions. The results indicate that experience is an important determinant of managers’ behavior for relatively unprogrammed decisions. Moreover, the effects of experience are manifested in the evaluation and use of “soft” information, amount of information used, and the decisions themselves. The authors conclude that in studying the effects of experience on managerial decisions, one must examine the steps leading to a decision; they find that experience affects the prior step in which information is acquired. To the extent experience is a proxy for expertise, the article affords insights into the key ingredients in training and modeling expert managers.