Looking forward and looking back: Integrating completion and sunk-cost effects within an escalation-of-commitment progress decision

• 成果类型: Article
• 署名作者: Moon, H
• 署名单位: Michigan State University; Michigan State University's Broad College of Business
• 刊物名称: JOURNAL OF APPLIED PSYCHOLOGY
• ISSN/ISSBN: 0021-9010
• DOI: 10.1037//0021-9010.86.1.104
• 发表日期: 2001
• 页码: 104-113

摘要

Currently, there are 2 conflicting frameworks with which to understand why decision makers might escalate their commitment to a previously chosen course of action: sunk costs and project completion. The author proposes that sunk costs and need to complete exert simultaneous pressures, both independent and interactive. on a decision maker's level of commitment. The responses of 340 participants were analyzed and supported a complementary relationship between the 2 predictors. In addition. sunk costs demonstrated a curvilinear influence on commitment and an interaction with level of completion that supported a Level of Completion X Sunk Cost moderation model. (A marginal utilitv model was not supported.) Results are discussed in terms of their relevance toward offering a complementary view of 2 potential antecedents to a decision maker's propensity to escalate his or her commitment to a previously chosen course of action.