Handbook of Intuition Research as Practice
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Handbook of Intuition Research as Practice

Edited by Marta Sinclair

How can intuition research inform practice? As the use of intuition in business has become more widely accepted, companies struggle to understand how to use this additional resource efficiently, while corporate trainers and university educators lack tools to develop it as a skill. This truly international Handbook provides relevant answers in a concise, digestible format using real-life examples and new research.
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Chapter 4: The use of intuitive expertise in acquisition-making: an explorative study

Michael Grant, Fredrik Nilsson and Anna-Carin Nordvall

Abstract

Acquiring a company is one of the most important and complex strategic decisions a business can make. This chapter investigates how serial acquirers employ intuitive expertise in such decisions. Findings suggest that intuitive judgments are used in conjunction with analytical reasoning in a wide range of tasks, particularly during due diligence and negotiations phases of the acquisition process. The identified judgments are related to both the social and the material aspects of various tasks. The study identified three patterns of interaction between intuitive expertise and analytical reasoning in the acquisition context, and identified situations where intuitive and analytical processes are in conflict.

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