Decision-Making Biases (Scenario) Frank Is President of Mega Manufacturing, a Canadian Company That

question 42

Multiple Choice

Decision-making Biases (Scenario)
Frank is president of Mega Manufacturing, a Canadian company that makes automobile parts. Sales and profits are down sharply this quarter, and Frank needs to analyze the series of events that have led to the poor performance. Frank begins by reviewing his recent interactions with Mike, the vice-president of sales.
-Mike asked Frank to authorize the expenditure of an additional $30,000 to continue to pursue the contract with the Japanese car maker,even though there is no indication that they will reconsider their decision.As Mike explained,"My sales team has already spent close to $100,000 in time and effort trying to win that contract.What's another $30,000 to try to convince them to switch to Mega?" Mike's fixation on past expenditures demonstrates which of the following?

• A)confirmation bias
• B)hindsight bias
• C)overconfidence bias
• D)sunk costs error

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Definitions:

Behavior

The actions or reactions of an individual or group in response to external or internal stimuli.

Disruptive Group Member

An individual within a group who causes disturbances or hinders the group's progress towards goals, often through negative behavior or attitudes.

Shirker

A person who avoids or neglects their duties or responsibilities.

Autocratic Leadership

A leadership style characterized by individual control over all decisions with minimal input from group members.