The effects of team strategic orientation on team strategy and information search in competitive environments

In two experiments, we test the effects of team strategic orientation on team member perceptions and information search. In both studies, defensive team strategic orientation increases members' perceptions of oppositional strength and problem scope, leading to a more process-focused work strategy and greater information search. When teams need critical information from the environment, defensive teams outperform offensive teams; offensive teams perform better when critical information resides within the team. In Study 2, half of the teams changed orientation for a second decision; teams shifting from offense to defense alter their information search behavior more readily than teams doing the reverse.