Discourse and Deed: Perceptions of Discussion Quality and Group Performance in Marketing Decision Making

Abstract

Considers the relationship between the perceived quality of discussion within a group and that group′s performance on a marketing decision‐making game. Reviews the relevant literature and discusses an instrument for the measuring of perceived quality of discussion within a decision‐making group. Evaluates the structural ramifications of the instrument with relevance to a study of 95 MBA students playing a marketing decision‐making game in groups. It was found that, with one exception, the instrument maintained its underlying structure as a measure of perceived quality of discussion within a group. With regard to the faculty of the behavioural variables within the instrument to predict overall unidimensional perceived quality of discussion within a decision‐making group, it was found that, while significant prediction was still maintained, fewer behavioural variables were significant in the regression model. No relationship was found between the perceived quality of discussion in a decision‐making group and the profit achieved by that group.

Citation

Pitt, L.F., Caroline Tynan, A. and Nel, D. (1994), "Discourse and Deed: Perceptions of Discussion Quality and Group Performance in Marketing Decision Making", Journal of Managerial Psychology, Vol. 9 No. 5, pp. 28-36. https://doi.org/10.1108/02683949410066345