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Article: When Action-Inaction Framing Leads to Higher Escalation of Commitment: A New Inaction-Effect Perspective on the Sunk-Cost Fallacy
Title | When Action-Inaction Framing Leads to Higher Escalation of Commitment: A New Inaction-Effect Perspective on the Sunk-Cost Fallacy |
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Authors | |
Keywords | escalation of commitment sunk costs inaction effect action effect action-inaction framing |
Issue Date | 2018 |
Publisher | Sage Publications, Inc. The Journal's web site is located at http://pss.sagepub.com |
Citation | Psychological Science, 2018, v. 29 n. 4, p. 537-548 How to Cite? |
Abstract | Escalation of commitment to a failing course of action occurs in the presence of (a) sunk costs, (b) negative feedback that things are deviating from expectations, and (c) a decision between escalation and de-escalation. Most of the literature to date has focused on sunk costs, yet we offer a new perspective on the classic escalation-of-commitment phenomenon by focusing on the impact of negative feedback. On the basis of the inaction-effect bias, we theorized that negative feedback results in the tendency to take action, regardless of what that action may be. In four experiments, we demonstrated that people facing escalation-decision situations were indeed action oriented and that framing escalation as action and de-escalation as inaction resulted in a stronger tendency to escalate than framing de-escalation as action and escalation as inaction (mini-meta-analysis effect d = 0.37, 95% confidence interval = [0.21, 0.53]). |
Persistent Identifier | http://hdl.handle.net/10722/259116 |
ISSN | 2023 Impact Factor: 4.8 2023 SCImago Journal Rankings: 2.735 |
ISI Accession Number ID |
DC Field | Value | Language |
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dc.contributor.author | Feldman, G | - |
dc.contributor.author | Wong, KFE | - |
dc.date.accessioned | 2018-09-03T04:01:43Z | - |
dc.date.available | 2018-09-03T04:01:43Z | - |
dc.date.issued | 2018 | - |
dc.identifier.citation | Psychological Science, 2018, v. 29 n. 4, p. 537-548 | - |
dc.identifier.issn | 0956-7976 | - |
dc.identifier.uri | http://hdl.handle.net/10722/259116 | - |
dc.description.abstract | Escalation of commitment to a failing course of action occurs in the presence of (a) sunk costs, (b) negative feedback that things are deviating from expectations, and (c) a decision between escalation and de-escalation. Most of the literature to date has focused on sunk costs, yet we offer a new perspective on the classic escalation-of-commitment phenomenon by focusing on the impact of negative feedback. On the basis of the inaction-effect bias, we theorized that negative feedback results in the tendency to take action, regardless of what that action may be. In four experiments, we demonstrated that people facing escalation-decision situations were indeed action oriented and that framing escalation as action and de-escalation as inaction resulted in a stronger tendency to escalate than framing de-escalation as action and escalation as inaction (mini-meta-analysis effect d = 0.37, 95% confidence interval = [0.21, 0.53]). | - |
dc.language | eng | - |
dc.publisher | Sage Publications, Inc. The Journal's web site is located at http://pss.sagepub.com | - |
dc.relation.ispartof | Psychological Science | - |
dc.rights | Psychological Science. Copyright © Sage Publications, Inc. | - |
dc.rights | This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License. | - |
dc.subject | escalation of commitment | - |
dc.subject | sunk costs | - |
dc.subject | inaction effect | - |
dc.subject | action effect | - |
dc.subject | action-inaction framing | - |
dc.title | When Action-Inaction Framing Leads to Higher Escalation of Commitment: A New Inaction-Effect Perspective on the Sunk-Cost Fallacy | - |
dc.type | Article | - |
dc.identifier.email | Feldman, G: gfeldman@hku.hk | - |
dc.identifier.authority | Feldman, G=rp02342 | - |
dc.description.nature | published_or_final_version | - |
dc.identifier.doi | 10.1177/0956797617739368 | - |
dc.identifier.scopus | eid_2-s2.0-85044060993 | - |
dc.identifier.hkuros | 289712 | - |
dc.identifier.volume | 29 | - |
dc.identifier.issue | 4 | - |
dc.identifier.spage | 537 | - |
dc.identifier.epage | 548 | - |
dc.identifier.isi | WOS:000430241000005 | - |
dc.publisher.place | United Kingdom | - |
dc.identifier.issnl | 0956-7976 | - |