SEMINARIOS

"Behavioral strategy research aims to understand and improve strategic decision-making processes by analyzing managers’ psychological traits and cognitive activities. Our work establishes a bridge between behavioral strategy and cognitive neuroscience by performing an experimental design that uses eye-tracking analysis to understand the effect of visual attention on heuristics about repeated ordering decisions. Our results show that managers can allocate less effort to make repeated ordering decisions as they gain experience and identify the attentional sources of these efficiency gains. These gains are primarily driven by decision-makers being able to focus on fewer pieces of information to make a decision, and each of them is on average accessed fewer times as participants gain experience with the task. In addition, we show that incorporating attentional information into a heuristic improves the explanatory power of managerial decisions".