Are Managers Motivated to Explore in the Face of a New Technological Change? The Role of Regulatory Focus, Fit, and Complexity of Decision-Making

Saeedeh Ahmadi, Saeed Khanagha, Luca Berchicci, Justin J.P. Jansen

Research output: Contribution to JournalArticleAcademicpeer-review

Abstract

We develop a psychological perspective on managers’ exploration orientation. Our study suggests that the regulatory focus of managers may in different ways, impact their orientation toward search, risk-taking, and experimentation. Moreover, we argue that these relationships are contingent not only on the extent to which the organizational context fits with the motivational disposition of managers, but also on the complexity of decision-making. Using an experimental setting, we find that managers’ regulatory focus affects their willingness to experiment with a wide range of alternatives and to deviate from existing best practices. Moreover, the promotion focus of managers heightens their exploration orientation in an organizational context with promotion-focused cues in highly complex decision-making. This study has important implications for our understanding of managers’ exploration orientation under conditions of complexity.

LanguageEnglish
Pages209-237
Number of pages29
JournalJournal of Management Studies
Volume54
Issue number2
DOIs
Publication statusPublished - 1 Mar 2017
Externally publishedYes

Fingerprint

Managers
Decision making
Technological change
Regulatory focus
Experiments
Organizational context

Keywords

  • complexity
  • exploration
  • motivation
  • organizational context
  • regulatory focus theory

Cite this

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Are Managers Motivated to Explore in the Face of a New Technological Change? The Role of Regulatory Focus, Fit, and Complexity of Decision-Making. / Ahmadi, Saeedeh; Khanagha, Saeed; Berchicci, Luca; Jansen, Justin J.P.

In: Journal of Management Studies, Vol. 54, No. 2, 01.03.2017, p. 209-237.

Research output: Contribution to JournalArticleAcademicpeer-review

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