Fundamentals of Management, 11/e

What is Relevant in the Decision-Making Process?

Step 2. Once a manager has identified a problem that needs attention, the decision criteria that will be important in solving the problem must be identified. In our vehicle-buying example, the sales manager assesses the factors that are relevant in her decision, which might include criteria such as price, model (two-door or four-door), size (compact or intermediate), manufacturer (French, Japanese, South Korean, German, American), optional equipment (self-parking, navigation system, side-impact protection, leather interior), and repair records. These criteria reflect what she thinks is relevant in her decision. Every decision maker has criteria—whether explicitly stated or not—that guide his or ...