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ZENODO
Other literature type . 2026
License: CC BY
Data sources: ZENODO
ZENODO
Research . 2026
License: CC BY
Data sources: Datacite
ZENODO
Research . 2026
License: CC BY
Data sources: Datacite
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TOWARD A UNIFIED MATRIX OF ORGANIZATIONAL DECISION-MAKING: THE C.O.I.N. FRAMEWORK OF BEHAVIORAL DISTORTION IN MANAGEMENT / HACIA UNA MATRIZ UNIFICADA DE LA DECISIÓN ORGANIZACIONAL: EL PROTOCOLO C.O.I.N. DE DISTORSIÓN CONDUCTUAL EN EL MANAGEMENT

Authors: Adamovsky, Gustavo;

TOWARD A UNIFIED MATRIX OF ORGANIZATIONAL DECISION-MAKING: THE C.O.I.N. FRAMEWORK OF BEHAVIORAL DISTORTION IN MANAGEMENT / HACIA UNA MATRIZ UNIFICADA DE LA DECISIÓN ORGANIZACIONAL: EL PROTOCOLO C.O.I.N. DE DISTORSIÓN CONDUCTUAL EN EL MANAGEMENT

Abstract

Abstract This working paper introduces the C.O.I.N. Framework (Context, Omnipotence, Inertia, Navigation), a novel behavioral decision architecture designed to audit, quantify, and mitigate cognitive distortions within executive boards. Developed by the author throughout his academic tenure at the Universidad de Ciencias Empresariales y Sociales (UCES) and the Universidad de la Empresa (UDE), this study establishes a systemic matrix that crosses twelve fundamental biases into four functional blocks across six core management dimensions (Leadership, Strategy, Marketing, Negotiation, Innovation, and Change Management). Furthermore, the paper develops the C.O.I.N. Systemic Diagnostic Protocol, a forensic auditing methodology that rejects direct executive self-assessment due to the illusion of objectivity. Instead, it measures behavioral friction through independent variables of Frequency (F) and Strategic Impact (I), utilizing a two-dimensional flexible weighting architecture adapted to industry volatility. The resulting Behavioral Friction Index (BFI) categorizes organizations into three distinct pathological archetypes: Complacent, Slave to the Past, or Reactive/Anxious. This framework provides a robust, scalable tool to transform behavioral science into operational effectiveness and corporate value protection. Resumen Este documento de trabajo introduce el protocolo C.O.I.N. (Contexto, Omnipotencia, Inercia, Navegación), una novedosa arquitectura de decisión conductual diseñada para auditar, cuantificar y mitigar las distorsiones cognitivas dentro de los comités ejecutivos. Desarrollado por el autor a lo largo de su trayectoria académica en la Universidad de Ciencias Empresariales y Sociales (UCES) y en la Universidad de la Empresa (UDE), este estudio establece una matriz sistémica que cruza doce sesgos fundamentales en cuatro bloques funcionales a través de seis dimensiones clave de la gestión (liderazgo, estrategia, marketing, negociación, innovación y gestión del cambio). Asimismo, el trabajo desarrolla el protocolo de Diagnóstico Sistémico C.O.I.N., una metodología de auditoría forense que rechaza la autoevaluación ejecutiva directa debido a la ilusión de objetividad. En su lugar, el protocolo mide la fricción conductual a través de variables independientes de Frecuencia (F) e Impacto Estratégico (I), utilizando una arquitectura de ponderación flexible bidimensional adaptada a la volatilidad de la industria. El Índice de Fricción Conductual (IFC) resultante categoriza a las organizaciones en tres arquetipos patológicos distintos: autocomplaciente, esclavo del pasado o reactivo/ansioso. Este marco conceptual proporciona una herramienta robusta y escalable para transformar la ciencia del comportamiento en efectividad operacional y protección del valor corporativo.

Keywords

Choice Architecture, Corporate Governance, Desicion Architecture, Arquitectura de la Elección, Behavioral Management, Sesgos Cognitivos, Gobierno Corporativo, Protocolo C.O.I.N, C.O.I.N. Framework, Cognitive Biases, Gestión Conductual, Arquitectura de Decisión

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
0
Average
Average
Average