What is the difference between decision making and problem solving? Briefly describe the steps involved in decision making and in problem solving.

What will be an ideal response?


Problem solving begins with decision making. Decision making is a process that takes place in three stages: intelligence, design, and choice. Problem solving includes and goes beyond decision making to include implementation and monitoring.

Here is a brief description of the decision making process:
Intelligence stage: Problems and opportunities are identified and defined.
Design stage: Alternative solutions to the problem are developed.
Choice stage: A course of action is selected.

Problem solving adds these two additional steps:
Implementation stage: Action is taken to put the solution into effect.
Monitoring stage: The decision makers evaluate the implementation of the solution to determine whether the anticipated results were achieved and to modify the process in light of new information learned during the implementation stage.

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A) diagnostic test to eliminate serious problems with the product. B) limited time horizon trial among customers who should be asked whether they would buy. C) placement of the product in homes for an extended period. D) small sample of customers, usually employees.

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Which of the following statements should a salesperson use to simply accept the objection?

A. "I think I might be able to explain that better to you after showing you this diagram." B. "As I was saying, …." C. "Yes, you're right, it is lighter. Customers haven't mentioned that as a problem - why do you think it might be?" D. "Where did you hear that? Your source must have erroneous information." E. "That's true. It does have a shorter shelf life, but that really hasn't been a problem. It is so popular it never stays on the shelf that long anyway."

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In the reconciliation of a bank statement, deposits in transit should be:

A) added to the unadjusted balance per the company's records. B) subtracted from the unadjusted balance per the company's records. C) added to the unadjusted bank statement balance. D) subtracted from the unadjusted bank statement balance.

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When preparing for a presentation, why should speakers avoid using sentences on their note cards?

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