Predicting Decision-Maker Momentum To Change Offerings In Response To Uncertainty: The Case of The U.S. Customs Mod Act

Abstract

The major concern of this paper is predicting decision-maker momentum tochange product and service offerings in response to significant uncertainties asan antecedent to organizational change. From a survey of organizations in theNational Customs Brokers and Forwarders Association of America (NCBFAA),data were obtained on decision-makers' perceived uncertainties, and intent ormomentum to change offerings in response to uncertainty created by the U.S.Customs Modernization and Informed Compliance Act of 1993 (Mod Act).Survey measures include uncertainties, organization revenue and age, decision makerage and experience, technological expertise, formal planning and formalizationof procedures. The regression results indicate that organizationrevenue, decision-maker age and Mod Act uncertainty were associated with theNCBFAA customs brokers' momentum to change offerings in response to ModAct uncertainty. Because the survey can be adapted for industry-specific uncertainties,we propose the survey, model and its results can be used by decision makersof organizations within dynamic industries as they seek to realign to anew industry environment.