Management 'intuition': An interpretative account of structure and contentof decision schemas using cognitive maps

In this paper, the structure and content of executive perceptions are consi dered using cognitive mapping to isolate 'intuitive' elements within their individual decision schemas. An inductive approach is used to develop three propositions drawn from the literature. These are explored using the resul ts of interviews with senior executives of two UK retail organizations. Thr ee of the maps represent different levels of seniority and roles and are us ed to explore potential differences within the organization, Similarities a nd differences between organizations are examined with reference to an addi tional map of an individual in a second organization.([1]) Propositions are interpreted and developed with reference to the maps and textual extracts from the interviews, to provide additional insight into the concept of intu ition prior to larger-scale studies. The study highlights the need to explo re differences in schemas both within and between different industry sector s. It emphasizes three important aspects of intuition as a way in which ind ividuals 'cut through' a decision situation to make an 'unexplained' relati onship between input and cognition without really thinking in-depth. First, they appear to trade-off depth for breadth of information. Second, they us e personal experiences, surrogate indicators, and typologies to rationalize their decisions. Finally, the study shows there are important overlaps and differences in the content of decision schemas that represent ground for a greement and disagreement and as a basis for negotiating group decisions. T hese insights are used to redevelop and extend the propositions by way of c onclusion.