Implementing strategy by finding the non-fit: The cognition of bid opportunity screening

Verena Stingl, Maximilian Schriewersmann, Joana Geraldi

Research output: Contribution to book/anthology/report/conference proceedingArticle in proceedingResearchpeer-review


While the screening and selection of business opportunities is critical to any venture, we know only little of the cognitive processes that guide this screening step. Through a novel approach, applying a qualitative methodology against the theoretical framework of simple heuristics, we explore the cognitive strategies of senior managers when screening opportunities to participate in competitive biddings. Our findings illustrate the adaptive selection of individual cognitive strategies, corroborating previous propositions from laboratory studies on the relationship between decision context and selection of cognitive strategies. The observed preference for cognitive strategies that relied on abstract, non- compensatory and risk- oriented cues contrasts prior findings on holistic, benefit- oriented opportunity screening in entrepreneurial settings. These differences trace back to the particular context of our case, concerning …
Original languageEnglish
Title of host publicationAcademy of Management Proceedings, 2018
PublisherAcademy of Management
Publication date2018
Publication statusPublished - 2018
EventTh academy of Management 2018 Annual Meeting: Improving lives - Chicago, Chicago, United States
Duration: 10 Aug 201814 Aug 2018
Conference number: 78


ConferenceTh academy of Management 2018 Annual Meeting
Country/TerritoryUnited States


Dive into the research topics of 'Implementing strategy by finding the non-fit: The cognition of bid opportunity screening'. Together they form a unique fingerprint.

Cite this