Intelligence gathering for decision making

Empirical studies of decision making seldom consider the intelligence gathering activities required for decision making. In an attempt to fill this void, this study set out to identify and assess some of the key steps in gathering intelligence, considering the difficulty of the decision and available resources. The study found performance gapping and premising to be crucial activities and explored how each is carried out. A variety of premising and gapping tactics were uncovered, with some having better success than others. These tactics were found to influence the search approach selected to uncover alternatives and the success of the resulting decision. The best results were noted when search efforts are guided by needs documented with a quantitative performance gap; and when formal search or negotiation is used to identify alternatives. These findings hold for decisions that have high and low difficulty and for those with high and low resource support. The implications of these findings for decision makers and decision making are discussed. (c) 2006 Elsevier Ltd. All rights reserved.