ROLUL BIASĂRILOR COGNITIVE ÎN DECIZIA DE INTRARE PE O PIAŢĂ SIMULATĂ

Authors

  • Sebastian Pintea Universitatea Babeş-Bolyai, Cluj-Napoca

Keywords:

entrepreneurial decision, market entry game, resistance to positive framing, illusion of control, overconfidence

Abstract

The role of cognitive biases in the decision of entering on a simulated market
The purpose of this study is to explore the influence of three cognitive biases (the resistance to a positive framing, overconfidence and illusion of control) upon the entrepreneurial decision. The study use 90 subjects divided in 5 groups. The results show that the resistances to a positive framing and illusion of control have a significant influence upon the entrepreneurial decision, while overconfidence shows no influence. Where other studies use business scenario or simply use comparative approaches entrepreneurs vs. non/entrepreneurs, the present study use an experimental game called Market Entry Game to simulate the entrepreneurial decisions. The advantages of such an approach are discussed in the paper. Other new elements brought by this study are the way we measured illusion of control (by transforming an experimental task into a test) and the introduction of a new predictor of entrepreneurial decision called resistence to a positive framing. Also conceptual and methodological aspects of the relationships found are discussed.

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Published

2019-10-27

How to Cite

Pintea, S. (2019). ROLUL BIASĂRILOR COGNITIVE ÎN DECIZIA DE INTRARE PE O PIAŢĂ SIMULATĂ. Psihologia Resurselor Umane, 4(1), 62–78. Retrieved from https://hrp-journal.com/index.php/pru/article/view/252

Issue

Vol. 4 No. 1 (2006): Psihologia Resurselor Umane

Section

Research articles

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