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Mitigating Escalation of Commitment: An Investigation of the Effects of Priming in Team Decision-Making Settings

Ann C. Dzuranin

Northern Illinois University

December 26, 2010

AAA 2011 Management Accounting Section (MAS) Meeting Paper

This research examines escalation of commitment in team capital investment decisions and the extent to which it can be mitigated using a cognitive prime. Specifically, I examine the use of a cognitive prime as a way to mitigate escalation in two decision-making settings: (1) face-to-face team and (2) computer-mediated team. Continued investment in failing projects is costly for firms. The use of a cognitive prime to reduce escalation would provide a low cost way to mitigate escalation. In this study, participants are primed to think about sunk costs. The expectation is that priming team members to think about sunk costs will increase the accessibility of sunk cost knowledge and reduce the likelihood of continued investment in the failing project. Further, based on Persuasive Arguments Theory, it is expected that the prime will reduce escalation in teams communicating in a computer-mediated setting more than in any other decision setting. The results of the experiment support the prediction that priming will reduce escalation and did so in all decision making settings. Further, the results indicate that, in the computer-mediated setting, primed teams had the least amount of escalation behavior coupled with the largest difference in escalation compared to teams that were not primed.

Number of Pages in PDF File: 65

Keywords: experimental, construct accessibility, sunk cost, persuasive arguments theory, computer-mediated communication

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Date posted: August 22, 2010 ; Last revised: December 27, 2010

Suggested Citation

Dzuranin, Ann C., Mitigating Escalation of Commitment: An Investigation of the Effects of Priming in Team Decision-Making Settings (December 26, 2010). AAA 2011 Management Accounting Section (MAS) Meeting Paper. Available at SSRN: http://ssrn.com/abstract=1662539 or http://dx.doi.org/10.2139/ssrn.1662539

Contact Information

Ann C. Dzuranin (Contact Author)
Northern Illinois University ( email )
College of Business
DeKalb, IL 60115
United States
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