Staying the course: Decision makers who escalate commitment are trusted and trustworthy.
Staying the course: Decision makers who escalate commitment are trusted and trustworthy.
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DOI：
10.1037/xge0001101
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发表时间：
2022-04
影响因子：
4.1
通讯作者：
Lerner, Jennifer S.
中科院分区：
文献类型：
--
作者：
Dorison, Charles A.;Umphres, Christopher K.;Lerner, Jennifer S.
承诺的升级--通常尽管前景不好，但仍倾向于坚持一个行动方案--是很常见的。为什么它会持续存在？在三个预先注册的实验（N= 3，888）中，我们测试了不断升级的承诺信号可信度的假设。实验1-2分别揭示了升级承诺的决策者被第三方观察者认为更值得信赖，并委托29%以上的钱。实验3表明，决策者谁升级承诺随后作出更值得信赖的选择，返回15%以上的钱比那些降级。决策者在公开场合和私下场合同样有可能提升承诺，这可能是因为他们之前已经内化了别人对他们的评价。补充研究认知因素驱动升级的承诺，目前的工作表明，会计的声誉的原因和后果的决定升级增强了理解为什么升级是如此普遍，并建议组织可能会减少它。
Escalation of commitment—the tendency to remain committed to a course of action, often despite negative prospects—is common. Why does it persist? Across three preregistered experiments (N=3,888), we tested the hypothesis that escalating commitment signals trustworthiness. Experiments 1–2 respectively revealed that decision makers who escalated commitment were perceived as more trustworthy and entrusted with 29% more money by third-party observers. Experiment 3 revealed that decision makers who escalated commitment subsequently made more trustworthy choices, returning 15% more money than those who deescalated. Decision makers were equally likely to escalate commitment in public versus in private, possibly because they previously internalized how others would evaluate them. Complementing research examining cognitive factors driving escalation of commitment, the present work reveals that accounting for the reputational causes and consequences of decisions to escalate enhances understanding of why escalation is so common and suggests how organizations might reduce it.
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影响因子：
7.6
作者：
Jordan, Jillian J.;Rand, David G.
通讯作者：
Rand, David G.
影响因子：
4.2
作者：
Kang, Yoona;Williams, Lawrence E.;Bargh, John A.
通讯作者：
Bargh, John A.
影响因子：
4.6
作者：
Fujino J;Fujimoto S;Kodaka F;Camerer CF;Kawada R;Tsurumi K;Tei S;Isobe M;Miyata J;Sugihara G;Yamada M;Fukuyama H;Murai T;Takahashi H
通讯作者：
Takahashi H
DOI：
10.1016/0030-5073(76)90005-2
发表时间：
1976-01-01
期刊：
ORGANIZATIONAL BEHAVIOR AND HUMAN PERFORMANCE
影响因子：
--
作者：
STAW, BM
通讯作者：
STAW, BM
影响因子：
64.8
作者：
Jordan, Jillian J.;Hoffman, Moshe;Rand, David G.
通讯作者：
Rand, David G.