{"id":"https://openalex.org/W94079796","doi":null,"title":"How Assumptions of Consensus Undermine Decision Making","display_name":"How Assumptions of Consensus Undermine Decision Making","publication_year":2001,"publication_date":"2001-01-01","ids":{"openalex":"https://openalex.org/W94079796","mag":"94079796"},"language":"en","primary_location":{"id":"mag:94079796","doi":null,"is_oa":false,"landing_page_url":"https://dialnet.unirioja.es/servlet/articulo?codigo=2474029","pdf_url":null,"source":{"id":"https://openalex.org/S4306401293","display_name":"Dialnet (Universidad de la Rioja)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I168974976","host_organization_name":"Universidad de La Rioja","host_organization_lineage":["https://openalex.org/I168974976"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"MIT Sloan management review","raw_type":null},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"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/A5109011236","display_name":"Robert L. Cross","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Robert L. Cross","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5075321599","display_name":"Susan E. Brodt","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Susan E. Brodt","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":1.2173,"has_fulltext":false,"cited_by_count":26,"citation_normalized_percentile":{"value":0.78803755,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":87,"max":97},"biblio":{"volume":"42","issue":"2","first_page":"86","last_page":"94"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T14465","display_name":"Leadership, Behavior, and Decision-Making Studies","score":0.7728999853134155,"subfield":{"id":"https://openalex.org/subfields/1803","display_name":"Management Science and Operations Research"},"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/T14465","display_name":"Leadership, Behavior, and Decision-Making Studies","score":0.7728999853134155,"subfield":{"id":"https://openalex.org/subfields/1803","display_name":"Management Science and Operations Research"},"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/T10315","display_name":"Decision-Making and Behavioral Economics","score":0.15770000219345093,"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/T13149","display_name":"Organizational Change and Leadership","score":0.02969999983906746,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource 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/false-consensus-effect","display_name":"false consensus effect","score":0.8429999947547913},{"id":"https://openalex.org/keywords/projection-bias","display_name":"projection bias","score":0.7710000276565552},{"id":"https://openalex.org/keywords/managerial-decision-making","display_name":"management decision-making","score":0.7289999723434448},{"id":"https://openalex.org/keywords/change-management","display_name":"change management","score":0.8130000233650208},{"id":"https://openalex.org/keywords/organizational-change","display_name":"organizational change","score":0.5960000157356262},{"id":"https://openalex.org/keywords/intuitive-judgment","display_name":"intuitive judgment","score":0.699999988079071},{"id":"https://openalex.org/keywords/feedback-avoidance","display_name":"feedback avoidance","score":0.46000000834465027},{"id":"https://openalex.org/keywords/perspective-taking","display_name":"perspective taking","score":0.42800000309944153},{"id":"https://openalex.org/keywords/constructive-conflict","display_name":"constructive conflict","score":0.6269999742507935},{"id":"https://openalex.org/keywords/globalization","display_name":"globalization","score":0.37700000405311584}],"concepts":[{"id":"https://openalex.org/C2778701210","wikidata":"https://www.wikidata.org/wiki/Q28130034","display_name":"Constructive","level":3,"score":0.7615010738372803},{"id":"https://openalex.org/C70388272","wikidata":"https://www.wikidata.org/wiki/Q5968558","display_name":"IBM","level":2,"score":0.6988272666931152},{"id":"https://openalex.org/C12713177","wikidata":"https://www.wikidata.org/wiki/Q1900281","display_name":"Perspective (graphical)","level":2,"score":0.6595912575721741},{"id":"https://openalex.org/C115786838","wikidata":"https://www.wikidata.org/wiki/Q192105","display_name":"Unconscious mind","level":2,"score":0.5730506181716919},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.4994814395904541},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.4937468469142914},{"id":"https://openalex.org/C2119116","wikidata":"https://www.wikidata.org/wiki/Q7181","display_name":"Globalization","level":2,"score":0.4542329013347626},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3564201891422272},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.31501078605651855},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.2945305407047272},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.28352272510528564},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.28338730335235596},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.18581655621528625},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.10471978783607483},{"id":"https://openalex.org/C171250308","wikidata":"https://www.wikidata.org/wiki/Q11468","display_name":"Nanotechnology","level":1,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C11171543","wikidata":"https://www.wikidata.org/wiki/Q41630","display_name":"Psychoanalysis","level":1,"score":0.0},{"id":"https://openalex.org/C192562407","wikidata":"https://www.wikidata.org/wiki/Q228736","display_name":"Materials science","level":0,"score":0.0},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:94079796","doi":null,"is_oa":false,"landing_page_url":"https://dialnet.unirioja.es/servlet/articulo?codigo=2474029","pdf_url":null,"source":{"id":"https://openalex.org/S4306401293","display_name":"Dialnet (Universidad de la Rioja)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I168974976","host_organization_name":"Universidad de La Rioja","host_organization_lineage":["https://openalex.org/I168974976"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"MIT Sloan management review","raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W3137603415","https://openalex.org/W4250108461","https://openalex.org/W7042902576","https://openalex.org/W112546999","https://openalex.org/W3118153506","https://openalex.org/W2610288645","https://openalex.org/W14550456","https://openalex.org/W2966132615","https://openalex.org/W4243440724","https://openalex.org/W2544545690"],"abstract_inverted_index":{"Managers":[0],"don't":[1],"need":[2,25],"to":[3,27,36,39,57,65,97,144,214,221,271,277,306],"be":[4,61,304],"told":[5],"that":[6,10,16,46,77,88,279,315],"globalization":[7],"is":[8,18,33,54,72,260],"accelerating,":[9],"new":[11,160],"technologies":[12],"are":[13,82],"proliferating":[14],"or":[15,102,140,150],"change":[17,311],"the":[19,41,55,62,74,90,103,109,122,137,176,223,287,319],"only":[20],"constant.":[21],"Nor":[22],"do":[23],"they":[24,49,59,282,302],"anyone":[26],"point":[28],"out":[29],"how":[30,220],"difficult":[31],"it":[32,268],"for":[34,190],"organizations":[35,314],"keep":[37],"adapting":[38],"all":[40],"change.":[42],"They":[43,228],"have":[44,275],"lived":[45],"story.":[47],"What":[48],"may":[50,60],"not":[51],"realize,":[52],"however,":[53],"extent":[56],"which":[58],"stumbling":[63],"blocks":[64],"their":[66,79,216,290],"organizations'":[67],"transformation":[68],"and":[69,92,119,129,157,183,196,234,251,293],"growth.":[70],"That":[71],"because":[73],"personal":[75],"assumptions":[76],"undermine":[78],"decision":[80],"making":[81,113],"often":[83],"quite":[84],"unconscious.\n\nRecent":[85],"research":[86,185],"shows":[87],"despite":[89],"genuineness":[91],"dedication":[93],"of":[94,124,202,209,226,239,289,296],"executives'":[95],"attempts":[96],"manage":[98],"change,":[99],"social":[100],"projection,":[240],"false-consensus":[104],"effect,":[105],"keeps":[106],"getting":[107],"in":[108,175,193,309,318],"way.":[110],"Projection":[111],"involves":[112],"intuitive":[114,258],"judgments":[115],"about":[116,136],"other":[117],"people":[118,139],"places":[120],"on":[121,133,159,219],"basis":[123],"one's":[125],"own":[126,291],"beliefs,":[127],"knowledge":[128],"experience":[130],"rather":[131],"than":[132],"anything":[134],"objective":[135,148],"particular":[138],"places.":[141],"It":[142],"leads":[143],"overestimating":[145],"consensus,":[146],"undervaluing":[147],"assessments":[149],"different":[151,247],"views,":[152],"turning":[153],"away":[154],"constructive":[155],"feedback":[156],"taking":[158],"ventures":[161],"without":[162],"reaching":[163],"consensus":[164],"?":[165],"a":[166,173,184,200,246],"dangerous":[167],"scenario.":[168],"\n\nAuthors":[169],"Robert":[170],"L.":[171],"Cross,":[172],"lecturer":[174],"organizational":[177],"behavior":[178],"department":[179],"at":[180,187,204,243],"Boston":[181],"University":[182],"fellow":[186],"IBM's":[188],"Institute":[189],"Knowledge":[191],"Management":[192],"Cambridge,":[194],"Massachusetts,":[195],"Susan":[197],"E.":[198],"Brodt,":[199],"professor":[201],"management":[203],"Duke":[205],"University's":[206],"Fuqua":[207],"School":[208],"Business,":[210],"use":[211],"industry":[212],"examples":[213],"support":[215],"concrete":[217],"advice":[218],"tackle":[222],"detrimental":[224],"effects":[225],"projection.":[227,272],"suggest":[229],"techniques":[230],"such":[231],"as":[232],"creating":[233],"maintaining":[235],"an":[236,261],"individual's":[237],"awareness":[238],"practicing":[241],"looking":[242],"ideas":[244],"from":[245,254],"perspective,":[248],"encouraging":[249],"conflict,":[250],"disentangling":[252],"self-worth":[253],"consensus.":[255],"Because":[256],"well-honed":[257],"judgment":[259],"executive":[262],"necessity,":[263],"no":[264],"manager":[265],"should":[266],"let":[267],"fall":[269],"prey":[270],"After":[273],"managers":[274],"learned":[276],"identify":[278],"invisible":[280],"barrier,":[281],"can":[283,316],"gain":[284],"insight":[285],"into":[286],"workings":[288],"minds":[292],"make":[294],"sense":[295],"others'":[297],"actions.":[298],"Having":[299],"done":[300],"so,":[301],"will":[303],"able":[305],"move":[307],"ahead":[308],"implementing":[310],"while":[312],"managing":[313],"excel":[317],"global":[320],"arena.":[321]},"counts_by_year":[{"year":2021,"cited_by_count":1},{"year":2019,"cited_by_count":2},{"year":2018,"cited_by_count":2},{"year":2017,"cited_by_count":1},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":4},{"year":2012,"cited_by_count":1}],"updated_date":"2026-11-01T11:40:01.658920","created_date":"2016-06-24T00:00:00"}