Думай и не ошибайся! Как избежать ловушек сознания

Englich, Birte, Thomas Mussweiler, and Fritz Strack.“Playing Dice with Criminal Sentences: The Influence of Irrelevant Anchors on Experts’ Judicial Decision Making.” Personality and Social Psychology Bulletin 32, no. 2 (2006): 188–200.

Galinsky, Adam D., and Thomas Mussweiler.“First Offers as Anchors: The Role of Perspective-Taking and Negotiator Focus.” Journal of Personality and Social Psychology 81, no. 4 (2001): 657–69.

Strack, Fritz, and Thomas Mussweiler.“Explaining the Enigmatic Anchoring Effect: Mechanisms of Selective Accessibility.” Journal of Personality and Social Psychology 73, no. 3 (1997): 437–46.

Tversky, Amos, and Daniel Kahneman. “Judgment Under Uncertainty: Heuris-tics and Biases.” Science 185 (1974): 1124–31.

Наращивание вовлеченности

Drummond, Helga. “Escalation of Commitment: When to Stay the Course.” Academy of Management Perspectives 28, no. 4 (2014): 430–46.

Royer, Isabelle. “Why Bad Projects Are So Hard to Kill.” Harvard Business Review, February 2003, 48–56.

Staw, Barry, M. “The Escalation of Commitment: An Update and Appraisal.” In Organizational Decision Making, edited by Zur Shapira, 191–215. Cambridge: Cambridge University Press, 1997.

“The Escalation of Commitment to a Course of Action.” Academy of Management Review 6, no. 4 (1981): 577–87.

GM Saturn

Ritson, Mark. “Why Saturn Was Destined to Fail.” Harvard Business Review, October 2009, 2–3.

Taylor, Alex, III. “GM’s Saturn Problem.” Fortune, December 2014.

Редкие случаи прекращения финансирования

Feldman, Emilie, Raphael Amit, and Belen Villalonga. “Corporate Divestitures and Family Control.” Strategic Management Journal 37, no. 3 (2014) 429–46.

Horn, John T., Dan P. Lovallo, and S. Patrick Viguerie. “Learning to Let Go: Making Better Exit Decisions.” McKinsey Quarterly, May 2006, 64.

Lee, Donghun, and Ravi Madhavan. “Divestiture and Firm Performance: A Meta-Analysis.” Journal of Management 36, no. 6 (February 2010): 1345–71

Прорывные технологии

Christensen, Clayton M. The Innovator’s Dilemma: When New Technologies Cause Great Firms to Fail. Boston: Harvard Business School Press, 1997.

NetflixиQwikster

Wingfield, Nick, and Brian Stelter. “How Netflix Lost 800,000 Members, and Good Will.” New York Times, October 24, 2011.

Искажение статус-кво

Kahneman, Daniel, Jack L. Knetsch, and Richard H. Thaler. “Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias.” Journal of Economic Perspectives 5, no. 1 (1991): 193–206.

Samuelson, William, and Richard Zeckhauser. “Status Quo Bias in Decision Making.” Journal of Risk and Uncertainty 1, no. 1 (1988): 7–59.

Примечания

– крупные корпорации отказываются от провальных инициатив куда реже, чем можно ожидать: McKinsey study of 463 executives, 2009. See “Strategic Decisions: When Can You Trust Your Gut?” Interview with Daniel Kahneman and Gary Klein. McKinsey Quarterly, March 2010.

– Согласно исследованию принятых решений о закрытии бизнеса: Horn, John T., Dan P. Lovallo, and S. Patrick Viguerie. “Learning to Let Go: Making Better Exit Decisions.” McKinsey Quarterly, May 2006, 64.

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Неприятие риска

Koller, Tim, Dan Lovallo, and Zane Williams. “Overcoming a Bias Against Risk.” McKinsey Quarterly, August 2012, 15–17.

Недостаток инноваций в крупных корпорациях

Armental, Maria. “U. S. Corporate Cash Piles Drop to Three-Year Low.” Wall Street Journal, June 10, 2019.

Christensen, Clayton M., and Derek C. M. van Bever. “The Capitalist’s Dilemma.” Harvard Business Review, June 2014, 60–68.