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Discussion Paper Details

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Title: Managerial Style and Attention

Author(s): Wouter Dessein and Tano Santos

Publication Date: February 2019

Keyword(s): attention, Firm behavior, Firm Strategy and Managerial Style

Programme Area(s): Industrial Organization

Abstract: Is firm behavior mainly driven by its environment or rather by the characteristics of its managers? We develop a cognitive theory of manager fixed effects, where the allocation of managerial attention determines firm behavior. We show that in complex environments, the endogenous allocation of attention exacerbates manager fixed effects. Small differences in managerial expertise then may result in dramatically different firm behavior, as managers devote scarce attention in a way which amplifies initial differences. In contrast, in less complex environments, the endogenous allocation of attention mitigates manager fixed effects. Firm owners prefer `managers with style' only in complex environments.

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Bibliographic Reference

Dessein, W and Santos, T. 2019. 'Managerial Style and Attention'. London, Centre for Economic Policy Research. https://cepr.org/active/publications/discussion_papers/dp.php?dpno=13527