Working Papers

The Role of Scenario Presentation in the Selection of Innovation Projects

Vardan Avagyan, University of Stavanger, Nuno Camacho, Erasmus University, Wim A. Van der Stede, and Stefan Stremersch

Mar 5, 2019

Innovation project teams invariably present best- and worst-case cash flow scenarios when they make their pitches to decision-makers. This study finds that small-range scenarios boost confidence in the team’s expertise and increase the chance that decision-makers will opt for transformational over core innovation projects.

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