Psychological antecedents of escalation behavior: effects of choice, responsibility, and decision consequences.
Research on escalation behavior has proposed that choice of an initial course of action, responsibility for decision outcomes, and negative decision consequences are necessary conditions for the escalation effect to occur. This proposition was tested in a sample of 257 undergraduates. Results show that although responsibility and negative decision consequences contribute to the escalation effect, they are not necessary conditions for escalation to occur. Escalation is also observed when a choice is overruled, and there are positive consequences for the implemented course of action. The escalation bias is greatest when the consequences are inconsistent with participants' expectations. These results are consistent with a self-justification explanation.
Schoorman
F D
FD
Department of Organizational Behavior and Human Resource Management, Krannert Graduate School of Management, Purdue University, West Lafayette, Indiana 47907-1310, USA. schoor@mgmt.purdue.edu
Holahan
P J
PJ
D000328:Adult; D002755:Choice Behavior; D003657:Decision Making; D003674:Defense Mechanisms; D005246:Feedback; D005260:Female; D006801:Humans; D008297:Male; D017146:Models, Organizational; D012941:Social Responsibility