Social and psychological influences

  • Cliff Bowman
  • David Asch


In Chapter 1 we emphasised the distinction between descriptive and prescriptive approaches to strategy-making. In our exploration of systematic approaches to strategy-formulation (Chapters 3–8) a variety of tools and techniques have been presented which theorists and practitioners believe can help firms to make better strategic decisions. In this chapter we consider a range of social psychological factors that may affect decision-making within the firm. These influences are grouped into individual, group and organisational factors, but before we consider these, some general points should be made.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.


  1. Argenti, J. (1980) Practical Corporate Planning (London: Allen & Unwin).Google Scholar
  2. Channon, D. (1979) ‘Leadership and Corporate Performance in the Service Industries’ Journal of Management Studies, 16, pp. 185–201.CrossRefGoogle Scholar
  3. Guth, W. D. and Taguiri, R. (1965) ‘Personal Values and Corporate Strategy’ Harvard Business Review, September.Google Scholar
  4. Handy, C. B. (1981) Understanding Organizations (Harmondsworth: Penguin) pp. 177–85.Google Scholar
  5. Huseman, R. C. and Driver, R. W. (1979) ‘Groupthink: Implications for Small Group Decision-making in Business’ in Huseman, R. C. and Carroll, A. B. (eds) Readings in Organisational Behaviour (Boston, Mass.: Allyn & Bacon).Google Scholar
  6. Janis, I. L. and Mann, L. (1979) Decision Making (New York: Free Press).Google Scholar
  7. Katz, D. and Kahn, R. L. (1966) The Social Psychology of Organisations (Chichester: Wiley).Google Scholar
  8. Miles, R. E. and Snow, C. C. (1978) Organizational Strategy, Structure and Process (New York: McGraw Hill).Google Scholar
  9. Mintzberg, H. (1973) The Nature of Managerial Work (London: Harper & Row).Google Scholar
  10. Soelberg, P. (1972) ‘Unprogrammed Decision Making’ reprinted in Turner, J. H., Filley, A. C. and House, R. J. (1972) Studies in Managerial Process and Organizational Behaviour (Glenview, Ill.: Scott, Foresman and Company).Google Scholar
  11. Useem, M. (1982) ‘Class-wide Rationality’ Administrative Science Quarterly, June.Google Scholar

Copyright information

© Cliff Bowman and David Asch 1987

Authors and Affiliations

  • Cliff Bowman
    • 1
  • David Asch
    • 2
  1. 1.Cranfield School of ManagementUK
  2. 2.The Open UniversityUK

Personalised recommendations