THE ESCALATION OF COMMITMENT IN SEQUENTIAL DECISION MAKING: SITUATIONAL AND PERSONAL MODERATORS AND LIMITING CONDITIONS*
作者:
Thomas S. Bateman,
期刊:
Decision Sciences
(WILEY Available online 1986)
卷期:
Volume 17,
issue 1
页码: 33-49
ISSN:0011-7315
年代: 1986
DOI:10.1111/j.1540-5915.1986.tb00211.x
出版商: Blackwell Publishing Ltd
关键词: Decision Processes and Organizational Behavior
数据来源: WILEY
摘要:
ABSTRACTTwo laboratory studies manipulated variables in order to observe their effect on the escalation of individuals' commitment to earlier investment decisions. The experimental results indicated that escalation of commitment to a failing course of action is not a general phenomenon. Information pertinent to the future prospects of reinvestment and to decision alternatives provided main effects. Neither study showed a main effect for initial success vs. failure. Decision‐maker gender consistently influenced decisions in both studies through interactions with success/failure feedback and through the communicated attributions of “powerful others” regarding the causes of previous decision outcomes. Implications for theory and research are disc
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