Are Managers Motivated to Explore in the Face of a New Technological Change? The Role of Regulatory Focus, Fit, and Complexity of Decision‐Making

29 Pages Posted: 7 Feb 2017

See all articles by Saeedeh Ahmadi

Saeedeh Ahmadi

Erasmus University Rotterdam (EUR)

Saeed Khanagha

Erasmus University Rotterdam (EUR)

Luca Berchicci

Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM)

Justin J. P. Jansen

Rotterdam School of Management

Date Written: March 2017

Abstract

We develop a psychological perspective on managers’ exploration orientation. Our study suggests that the regulatory focus of managers may in different ways, impact their orientation toward search, risk‐taking, and experimentation. Moreover, we argue that these relationships are contingent not only on the extent to which the organizational context fits with the motivational disposition of managers, but also on the complexity of decision‐making. Using an experimental setting, we find that managers’ regulatory focus affects their willingness to experiment with a wide range of alternatives and to deviate from existing best practices. Moreover, the promotion focus of managers heightens their exploration orientation in an organizational context with promotion‐focused cues in highly complex decision‐making. This study has important implications for our understanding of managers’ exploration orientation under conditions of complexity.

Keywords: complexity, exploration, motivation, organizational context, regulatory focus theory

Suggested Citation

Ahmadi, Saeedeh and Khanagha, Saeed and Berchicci, Luca and Jansen, Justin J. P., Are Managers Motivated to Explore in the Face of a New Technological Change? The Role of Regulatory Focus, Fit, and Complexity of Decision‐Making (March 2017). Journal of Management Studies, Vol. 54, Issue 2, pp. 209-237, 2017. Available at SSRN: https://ssrn.com/abstract=2912548 or http://dx.doi.org/10.1111/joms.12257

Saeedeh Ahmadi (Contact Author)

Erasmus University Rotterdam (EUR) ( email )

Burgemeester Oudlaan 50
3000 DR Rotterdam, Zuid-Holland 3062PA
Netherlands

Saeed Khanagha

Erasmus University Rotterdam (EUR)

No Address Available, Zuid-Holland

Luca Berchicci

Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM) ( email )

P.O. Box 1738
Room T08-21
3000 DR Rotterdam, 3000 DR
Netherlands

Justin J. P. Jansen

Rotterdam School of Management ( email )

P.O. Box 1738
Room T08-21
3000 DR Rotterdam, 3000 DR
Netherlands
+31 10 408 97 82 (Phone)
+31 10 408 90 13 (Fax)

HOME PAGE: http://www.rsm.nl/jjansen

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