Overview

The Business-to-Business Decision-Making Styles Scale (BTBDMSS) is a psychometric tool designed to assess the decision-making styles of professionals engaged in B2B transactions. The scale helps identify strategies and preferences that influence the effectiveness and success of business negotiations and decisions.

Purpose

The primary objective of the BTBDMSS is to: Analyze and categorize decision-making styles used in business-to-business transactions. Help organizations understand how professionals approach decision-making in complex business environments. Provide insights into strategic thinking and leadership styles, which can impact organizational performance and negotiation success.

Scoring & Calibration

The scale evaluates four major decision-making styles: Analytical – Logical, data-driven approach to decisions. Intuitive – Decisions based on experience, gut feeling, and instincts. Group-Oriented – Decisions made through collaboration and team consensus. Dependent – Reliance on external guidance or authority in decision-making. Participants respond to statements on a Likert scale (1 = Strongly Disagree to 5 = Strongly Agree). Higher scores indicate dominance of a particular decision-making style.

Key References

Elbanna, S., & Child, J. (2007). Influences on strategic decision effectiveness: Development and test of an integrative model. Strategic Management Journal, 28(4), 431-453.
Homburg, C., Krohmer, H., & Workman, J. P. (1999). Strategic consensus and performance: The role of strategy type and market-related dynamism. Strategic Management Journal, 20(4), 339-357.
Rajagopalan, N., Rasheed, A. M. A., & Datta, D. K. (1993). Strategic decision processes: Critical review and future directions. Journal of Management, 19(2), 349-384.