Escalation of commitment in individual and group decision making

Previous research (cf. B. M. Staw, Academy of Management Review, 1981, 6, 577–587) has found that when managers are given negative feedback on an initial individual investment decision, they allocate more additional funds to that investment if they, rather than another member of their organization, made the initial allocation decision. Justification is thought to underlie this phenomenon. This study explored commitment in group and individual decisions and examined the plausibility of dissonance processes as the mediator of escalation of commitment. One hundred eighty-three individuals participated in a role-playing exercise in which personal responsibility for an initial decision was manipulated for groups and individuals. As expected, escalation of commitment occurred for both groups and individuals. In support of a dissonance explanation, dissonance processes did vary as a function of the personal responsibility manipulation, and individual variation in dissonance responses accounted for a substantial portion of variance in allocation behavior beyond that accounted for by the experimental manipulations. The results concerning dissonance processes suggest a number of ways in which escalation can be reduced in individuals and groups.     

The general model and the particular decision: decision makers' awareness of their cue weightings

This paper examines the accuracy with which decision makers can predict the effects of the characteristics of a research study on their evaluations of its usefulness to their work. It draws on survey data from a sample of 155 decision makers in mental health: each of them predicted the effects of 26 research characteristics on usefulness and rated each of two research studies on usefulness and the extent to which each characteristic described the study. The principal finding is that decision makers' predictions of the effects of characteristics on usefulness correspond much more closely to the effects actually observed when these effects are calculated across individuals than when they are taken for a single individual rating one (or two) studies. After examining several alternative explanations, it is suggested that an individual decision maker uses multiple evaluation functions to judge research, weighting the characteristics differently in each, and that investigators should consider the possibility of such variation whenever they attempt to model individuals' evaluation functions.     

Escalation research: providing new frontiers for applying behavior analysis to organizational behavior

Decision fiascoes such as escalation of commitment, the tendency of decision makers to "throw good money after bad," can have serious consequences for organizations and are therefore of great interest in applied research. This paper discusses the use of behavior analysis in organizational behavior research on escalation. Among the most significant aspects of behavior-analytic research on escalation is that it has indicated that both the patterns of outcomes that decision makers have experienced for past decisions and the patterns of responses that they make are critical for understanding escalation. This research has also stimulated the refinement of methods by researchers to better assess decision making and the role reinforcement plays in it. Finally, behavior-analytic escalation research has not only indicated the utility of reinforcement principles for predicting more complex human behavior but has also suggested some additional areas for future exploration of decision making using behavior analysis.     

Activating a mental simulation mind-set through generation of alternatives: Implications for debiasing in related and unrelated domains

Encouraging people to consider multiple alternatives appears to be a useful debiasing technique for reducing many biases (explanation, hindsight, and overconfidence), if the generation of alternatives is experienced as easy. The present research tests whether these alternative generation procedures induce a mental simulation mind-set (cf. Galinsky & Moskowitz, 2000), such that debiasing in one domain transfers to debias judgments in unrelated domains. The results indeed demonstrated that easy alternative generation tasks not only debiased judgments in the same domain but also generalized to debias judgments in unrelated domains, provided that participants were low in the need for structure. The alternative generation tasks (even when they were easy to perform) showed no evidence of activating a mental simulation mind-set in individuals high in need for structure, as these individuals displayed no transfer effects. Implications of the results for understanding the role of the need for structure, ease of generation, and mental simulation mind-set activation for debiasing are discussed.     

Impact of mood,framing, and need for cognition on decision makers' recall and confidence

This study examined the impact of mood, information framing, and need for cognition on participants' amount of recall and level of confidence in a simulated business‐decision‐making setting. No main effect was obtained for either positive or negative mood. However, in support of the congruity–incongruity hypothesis, participants who received mood‐congruent framing information (positive mood/positive framing and negative mood/negative framing) showed significantly better recall and were significantly less overconfident than those who received mood‐incongruent framing information (positive mood/negative framing and negative mood/positive framing). Yet, congruity–incongruity effects were moderated by decision makers' need for cognition and were obtained only among participants' with a lower cognitive processing requirement. Copyright © 2004 John Wiley & Sons, Ltd.     

Escalation in organizational decision making a case of recruiting an incompetent employee

This paper analyses a case of hiring a manager who subsequently proves to be incompetent. Analysis reveals the importance of structural factors in escalation, especially politics. When these are considered, persistence emerges as both escalatory and rational. Likewise, behaviours manifest of information bias are actually logical managerial strategies and may mask political calculation. New potential escalation variables are identified including power, visibility, and organization culture. Withdrawal reflects an intricate balancing of factors including risk and opportunity. The theoretical implications of the findings are discussed.     

How impulsivity is related to intelligence and academic achievement

This study investigated the relationships between impulsivity, intelligence, and academic failure in a sample of 241 secondary school students who completed Thurstone's (1938) Primary Mental Abilities (PMA) test and Dickman's (1990) and Barratt's (1985) impulsivity questionnaires (DII and BIS-10, respectively). Results show an inverse relationship between impulsivity and intelligence, specific to the scales with higher loadings on crystallized intelligence, and a positive relationship between impulsivity and academic failure. These results indicate that impulsivity is not directly related to intelligence and may act as a moderator variable between individuals' resources and their achievements.     

Cognitive abilities, sociocultural background and academic achievement

The influence of students' sociocultural background on academic achievement is a well established fact. Research also points out that sociocultural background is related to students' cognitive abilities and these have an effect on their academic achievement. However, the mediator role of cognitive abilities on the relationship between sociocultural background and academic achievement is less well known. A structural equation model that represents these relationships was tested in a sample (N= 728) of Portuguese junior high school students. Multigroup analysis of the model showed the importance of the cognitive ability mediation effect between sociocultural background and academic achievement in the 7th and 9th grades, but not in the 8th grade. This difference may be the result of the academic transition experienced in the 7th and 9th grades in the Portuguese educational system, which requires parents' higher involvement in school.     

Selective exposure and information quantity: how different information quantities moderate decision makers' preference for consistent and inconsistent information

Empirical evidence on selective exposure to information after decisions is contradictory: Whereas many studies have found a preference for information that is consistent with one's prior decision, some have found a preference for inconsistent information. The authors propose that different available information quantities moderate these contradictory findings. Four studies confirmed this expectation. When confronted with 10 pieces of information, decision makers systematically preferred decision-consistent information, whereas when confronted with only 2 pieces of information, they strongly preferred decision-inconsistent information (Study 1). This effect was not due to differences in processing complexity (Study 2) or dissonance processes (Study 3) but could be traced back to different salient selection criteria: When confronted with 2 pieces of information, the salient selection criterion was information direction (consistent vs. inconsistent), which caused a preference for inconsistent information. In contrast, when confronted with more than 2 pieces of information, the salient selection criterion was expected information quality, which caused a preference for consistent information (Study 4).     

Inhibitory spillover: increased urination urgency facilitates impulse control in unrelated domains

Visceral states are known to reduce the ability to exert self-control. In the current research, we investigated how self-control is affected by a visceral factor associated with inhibition rather than with approach: bladder control. We designed four studies to test the hypothesis that inhibitory signals are not domain-specific but can spill over to unrelated domains, resulting in increased impulse control in the behavioral domain. In Study 1, participants' urination urgency correlated with performance on color-naming but not word-meaning trials of a Stroop task. In Studies 2 and 3, we found that higher levels of bladder pressure resulted in an increased ability to resist impulsive choices in monetary decision making. We found that inhibitory spillover effects are moderated by sensitivity of the Behavioral Inhibition System (Study 3) and can be induced by exogenous cues (Study 4). Implications for inhibition and impulse-control theories are discussed.     

Facial asymmetry is negatively related to assertive personality but unrelated to dominant personality in men

Fluctuating asymmetry (FA) is a putative indicator of development instability in humans and other species, and some literature supports a women’s preference for low degree of FA in opposite sex (e.g., symmetrical face). Also some personality traits associated to social status (e.g., dominance and assertiveness) are attractive to women due to direct and indirect benefits associated to high status. The aim of this work was to study the relationship between facial FA and dominant and assertive personalities. We found a negative correlation between facial FA and assertive personality but not between facial FA and dominant personality. Moreover, we found a positive correlation between assertive and dominant personality. Our results suggest that a low facial FA and assertive personality can be related to be advertising desirable traits and high status in men in order to be more attractive to women. This study supports the evidence shown by previous works which shows that a low facial FA is related with socially desirable and attractive aspects of personality.     

Type A behavior,academic aspirations,and academic success1

This study investigated the link between the Type A coronary-prone behavior pattern and attainment of success in an academic setting. First semester college freshmen were administered 3 sets of questionnaires during the course of the fall semester that were designed to assess academic activities, outside responsibilities, and importance of academic success. Indices of actual academic performance were obtained from university records. The hypotheses that Type A students (1) would be involved in more activities, (2) place greater importance on academic success, and (3) actually achieve higher performance levels than Type B students, were confirmed. In addition, the results found that compared to Type B, the Type A students perceived more parental pressure, came from higher SES families, and were more clear as to what was expected of them. Implications for further research are discussed.     

Personal and social support factors involved in students’ decision to participate in formal academic mentoring

In this study, we examined the role of personal and social support factors involved in students’ decision to participate in formal academic mentoring. Three hundred and eighteen students completing Grade 11 and planning to study sciences in college filled out a questionnaire and were then asked to participate in an academic mentoring program during their first year of college. A total of 150 students agreed to take part in this program (volunteers) and 168 declined the offer (non-volunteers). The overall findings support the hypothesis that academic mentoring is more attractive for some students than others depending on their personality, help-seeking attitudes, academic dispositions, perceived support from friends, and support available during the transition to college. These findings were discussed in light of the different mechanisms proposed by mentoring and social support literatures.     

Retrieval-induced forgetting in recall and recognition of thematically related and unrelated sentences

In three experiments, we assessed the effects of type of relation and memory test on retrieval-induced forgetting of facts. In Experiments 1 and 2, eight sets of four shared-subject sentences were presented for study. They were constructed so that half were thematically related and half were unrelated. A retrieval practice phase required participants to recall a subset of the studied sentences. In the final test, the participants were prompted to recall all the sentences (character cued in Experiment 1 and character plus stem cued in Experiment 2). The results showed that the retrieval-induced forgetting (RIF) effect was similar for thematically related and unrelated sentences, indicating that the presence of episodic relations among the sentences was sufficient to produce the effect. In Experiment 3, a recognition task was introduced and the RIF effect emerged in accuracy as well as in latency measures. The presence of this effect with item-specific cues is difficult to accommodate for noninhibitory theories of retrieval.