{"id":"https://openalex.org/W2327305604","doi":"https://doi.org/10.1177/002224299205600202","title":"Explanations for Successful and Unsuccessful Marketing Decisions: The Decision Maker's Perspective","display_name":"Explanations for Successful and Unsuccessful Marketing Decisions: The Decision Maker's Perspective","publication_year":1992,"publication_date":"1992-04-01","ids":{"openalex":"https://openalex.org/W2327305604","doi":"https://doi.org/10.1177/002224299205600202","mag":"2327305604"},"language":"en","primary_location":{"id":"doi:10.1177/002224299205600202","doi":"https://doi.org/10.1177/002224299205600202","is_oa":false,"landing_page_url":"https://doi.org/10.1177/002224299205600202","pdf_url":null,"source":{"id":"https://openalex.org/S142990027","display_name":"Journal of Marketing","issn_l":"0022-2429","issn":["0022-2429","1547-7185"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5016269180","display_name":"Mary T. Curren","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I157638225","display_name":"California State University, Northridge","ror":"https://ror.org/005f5hv41","country_code":"US","type":"education","lineage":["https://openalex.org/I157638225"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Mary T. Curren","raw_affiliation_strings":["Department of Marketing, California State University, Northridge"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Marketing, California State University, Northridge","institution_ids":["https://openalex.org/I157638225"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5057106097","display_name":"Valerie S. Folkes","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Valerie S. Folkes","raw_affiliation_strings":["School of Business Administration, University of Southern California"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"School of Business Administration, University of Southern California","institution_ids":["https://openalex.org/I1174212"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5049954318","display_name":"Joel H. Steckel","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I57206974","display_name":"New York University","ror":"https://ror.org/0190ak572","country_code":"US","type":"education","lineage":["https://openalex.org/I57206974"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Joel H. Steckel","raw_affiliation_strings":["Stern School of Business, New York University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Stern School of Business, New York University","institution_ids":["https://openalex.org/I57206974"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":3,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":{"value":5400,"currency":"USD","value_usd":5400},"apc_paid":null,"fwci":1.7463,"has_fulltext":false,"cited_by_count":113,"citation_normalized_percentile":{"value":0.864494,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":87,"max":99},"biblio":{"volume":"56","issue":"2","first_page":"18","last_page":"18"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.7476000189781189,"subfield":{"id":"https://openalex.org/subfields/1800","display_name":"General Decision Sciences"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.7476000189781189,"subfield":{"id":"https://openalex.org/subfields/1800","display_name":"General Decision Sciences"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12671","display_name":"Management and Marketing Education","score":0.13809999823570251,"subfield":{"id":"https://openalex.org/subfields/3304","display_name":"Education"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11530","display_name":"Business and Management Studies","score":0.02160000056028366,"subfield":{"id":"https://openalex.org/subfields/1403","display_name":"Business and International Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/marketing-decision-making","display_name":"marketing decision-making","score":0.8370000123977661},{"id":"https://openalex.org/keywords/causal-attribution","display_name":"causal attribution","score":0.671999990940094},{"id":"https://openalex.org/keywords/self-serving-bias","display_name":"self-serving bias","score":0.9580000042915344},{"id":"https://openalex.org/keywords/marketing-planning","display_name":"marketing planning","score":0.8730000257492065},{"id":"https://openalex.org/keywords/performance-expectations","display_name":"performance expectations","score":0.5509999990463257},{"id":"https://openalex.org/keywords/intrinsic-motivation","display_name":"intrinsic motivation","score":0.6589999794960022},{"id":"https://openalex.org/keywords/planning-behavior","display_name":"planning behavior","score":0.6809999942779541}],"concepts":[{"id":"https://openalex.org/C143299363","wikidata":"https://www.wikidata.org/wiki/Q900584","display_name":"Attribution","level":2,"score":0.8000345230102539},{"id":"https://openalex.org/C12713177","wikidata":"https://www.wikidata.org/wiki/Q1900281","display_name":"Perspective (graphical)","level":2,"score":0.7352872490882874},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.7340189814567566},{"id":"https://openalex.org/C2986080485","wikidata":"https://www.wikidata.org/wiki/Q1331926","display_name":"Decision maker","level":2,"score":0.5782846808433533},{"id":"https://openalex.org/C29122968","wikidata":"https://www.wikidata.org/wiki/Q1414816","display_name":"Incentive","level":2,"score":0.5655965805053711},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.47017616033554077},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.26302850246429443},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.2591298520565033},{"id":"https://openalex.org/C539667460","wikidata":"https://www.wikidata.org/wiki/Q2414942","display_name":"Management science","level":1,"score":0.25712066888809204},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.19369029998779297},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.16467159986495972},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.1276119351387024},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1177/002224299205600202","doi":"https://doi.org/10.1177/002224299205600202","is_oa":false,"landing_page_url":"https://doi.org/10.1177/002224299205600202","pdf_url":null,"source":{"id":"https://openalex.org/S142990027","display_name":"Journal of Marketing","issn_l":"0022-2429","issn":["0022-2429","1547-7185"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing","raw_type":"journal-article"},{"id":"doi:10.2307/1252039","doi":"https://doi.org/10.2307/1252039","is_oa":false,"landing_page_url":"https://doi.org/10.2307/1252039","pdf_url":null,"source":{"id":"https://openalex.org/S142990027","display_name":"Journal of Marketing","issn_l":"0022-2429","issn":["0022-2429","1547-7185"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":56,"referenced_works":["https://openalex.org/W207405601","https://openalex.org/W225152809","https://openalex.org/W1500348874","https://openalex.org/W1561644443","https://openalex.org/W1571336632","https://openalex.org/W1973107123","https://openalex.org/W1993819547","https://openalex.org/W1999069442","https://openalex.org/W2003924409","https://openalex.org/W2008370182","https://openalex.org/W2011854722","https://openalex.org/W2021115106","https://openalex.org/W2035145729","https://openalex.org/W2040284309","https://openalex.org/W2044654319","https://openalex.org/W2048474273","https://openalex.org/W2050563906","https://openalex.org/W2052574647","https://openalex.org/W2052729098","https://openalex.org/W2061609477","https://openalex.org/W2062190692","https://openalex.org/W2063105089","https://openalex.org/W2066057850","https://openalex.org/W2070323779","https://openalex.org/W2071505436","https://openalex.org/W2085418178","https://openalex.org/W2087375418","https://openalex.org/W2090318532","https://openalex.org/W2090707790","https://openalex.org/W2093727495","https://openalex.org/W2120791750","https://openalex.org/W2127198499","https://openalex.org/W2142728461","https://openalex.org/W2143214107","https://openalex.org/W2146411082","https://openalex.org/W2151184138","https://openalex.org/W2153403719","https://openalex.org/W2166061111","https://openalex.org/W2169106160","https://openalex.org/W2171975196","https://openalex.org/W2314532542","https://openalex.org/W2317142443","https://openalex.org/W2317353156","https://openalex.org/W2318894238","https://openalex.org/W2319236079","https://openalex.org/W2321317477","https://openalex.org/W2333287016","https://openalex.org/W2333831259","https://openalex.org/W2477635051","https://openalex.org/W2602814319","https://openalex.org/W2916315576","https://openalex.org/W2990070934","https://openalex.org/W3019273456","https://openalex.org/W4214907476","https://openalex.org/W4298140396","https://openalex.org/W4376597321"],"related_works":["https://openalex.org/W608362664","https://openalex.org/W6922639469","https://openalex.org/W2523881590","https://openalex.org/W2094254840","https://openalex.org/W2050551731","https://openalex.org/W1996061987","https://openalex.org/W7110577557","https://openalex.org/W4416951036","https://openalex.org/W2610809790","https://openalex.org/W4247112857"],"abstract_inverted_index":{"The":[0,37],"authors":[1],"investigate":[2],"the":[3],"attributional":[4],"processes":[5],"involved":[6],"in":[7,31],"marketing":[8,13,42],"planning.":[9],"Using":[10],"MARKSTRAT,":[11],"a":[12,17],"simulation":[14],"game,":[15],"as":[16],"research":[18],"setting,":[19],"they":[20],"find":[21],"that":[22],"decision":[23,43],"makers":[24],"are":[25,39],"likely":[26],"to":[27,41,47],"have":[28],"self-serving":[29],"biases":[30],"their":[32],"causal":[33],"attributions":[34,38],"for":[35],"performance.":[36],"related":[40],"makers\u2019":[44],"intrinsic":[45],"incentives":[46],"succeed,":[48],"expectations":[49],"of":[50],"future":[51],"performance,":[52],"and":[53],"planning":[54],"behavior.":[55]},"counts_by_year":[{"year":2025,"cited_by_count":2},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":1},{"year":2020,"cited_by_count":3},{"year":2019,"cited_by_count":4},{"year":2018,"cited_by_count":3},{"year":2017,"cited_by_count":4},{"year":2016,"cited_by_count":3},{"year":2015,"cited_by_count":3},{"year":2014,"cited_by_count":3},{"year":2013,"cited_by_count":7},{"year":2012,"cited_by_count":6}],"updated_date":"2026-11-07T11:25:07.637180","created_date":"2016-06-24T00:00:00"}