THE ESCALATION OF COMMITMENT IN SEQUENTIAL DECISION MAKING: SITUATIONAL AND PERSONAL MODERATORS AND LIMITING CONDITIONS*
通过两项实验室研究，发现对失败行动的承诺升级并非普遍现象，未来前景信息和决策选项有显著主效应，而决策者性别通过交互作用影响决策。
ABSTRACT Two laboratory studies manipulated variables in order to observe their effect on the escalation of individuals' commitment to earlier investment decisions. The experimental results indicated that escalation of commitment to a failing course of action is not a general phenomenon. Information pertinent to the future prospects of reinvestment and to decision alternatives provided main effects. Neither study showed a main effect for initial success vs. failure. Decision‐maker gender consistently influenced decisions in both studies through interactions with success/failure feedback and through the communicated attributions of “powerful others” regarding the causes of previous decision outcomes. Implications for theory and research are discussed.