Promoting De-Escalation of Commitment
Promoting De-Escalation of Commitment
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促进承诺的降级
DOI：
10.1177/0956797610390386
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发表时间：
2011
影响因子：
8.2
通讯作者：
C. Hui
中科院分区：
文献类型：
--
作者：
D. Molden;C. Hui
人们经常升级他们对失败努力的承诺。对这种行为的解释通常涉及损失厌恶、无法识别其他替代方案以及对证明先前行为合理性的担忧;所有这些因素都会导致重新承诺先前的决定，目的是消除损失并证明这些决定是正确的。因此，解决承诺升级的方法主要集中在外部监督和决策过程中的责任划分，以减少损失厌恶、对替代方案的盲目性和合理性偏差。然而，这些解决方案需要大量资源，并具有额外的不利影响。目前的研究测试了一种降低承诺的替代方法：激活增长和进步（晋升）的广泛动机。这种方法应该减少对损失的关注，增加对替代品的看法，从而削弱辩护动机。在两项以假设性财务决策为特征的研究中，与不激活任何额外动机和激活安全和保障（预防）动机相比，激活促销动机减少了对表现不佳的投资的再承诺。
People frequently escalate their commitment to failing endeavors. Explanations for such behavior typically involve loss aversion, failure to recognize other alternatives, and concerns with justifying prior actions; all of these factors produce recommitment to previous decisions with the goal of erasing losses and vindicating these decisions. Solutions to escalation of commitment have therefore focused on external oversight and divided responsibility during decision making to attenuate loss aversion, blindness to alternatives, and justification biases. However, these solutions require substantial resources and have additional adverse effects. The present studies tested an alternative method for de-escalating commitment: activating broad motivations for growth and advancement (promotion). This approach should reduce concerns with loss and increase perceptions of alternatives, thereby attenuating justification motives. In two studies featuring hypothetical financial decisions, activating promotion motivations reduced recommitment to poorly performing investments as compared with both not activating any additional motivations and activating motivations for safety and security (prevention).
影响因子：
7.6
作者：
Liberman, N;Idson, LC;Higgins, ET
通讯作者：
Higgins, ET