Pulling the plug to stop the new product drain

Journal of Marketing Research

Volumn 34, Issue 1, 1997, Pages 164-176

  Boulding, William ^a   Morgan, Ruskin ^a   Staelin, Richard ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0031479817     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.2307/3152073     Document Type: Article

References (29)

1. Arkes, H.R. and C. Blumer (1985), "The Psychology of Sunk Costs," Organizational Behavior and Human Decision Processes, 35 (February), 124-40.
2. Bazerman, Max M. (1994), Judgment in Managerial Decision Making, 3d ed. New York: John Wiley.
3. Bowen, M. G. (1987), "The Escalation Phenomenon Reconsidered: Decision Dilemmas or Decision Errors," Academy of Management Review, 12 (January), 52-66.
4. Brealey, Richard A. and Stewart C. Meyers (1991), Principles of Corporate Finance, 4th ed. New York: McGraw-Hill.
5. Brockner, J. and J. Z. Rubin (1985), Entrapment in Escalating Conflicts. New York: Springer-Verlag.
6. Business Week (1993), "Flops," (August 16), 76-82.
7. Donaldson, G. and J. Lorsch (1983), Decision Making at the Top: Shaping of Strategic Direction. New York: Basic Books.
8. Griffin, Abbie and Albert L. Page (1993), "An Interim Report on Measuring New Product Development Success and Failure," Journal of Product Innovation Management, 10 (September), 291-308.
9. Hertz, David B. (1979), "Risk Analysis in Capital Investment," Harvard Business Review, 57 (September/October), 169-81.
10. Kahneman, Daniel and Dan Lovallo (1994), "Timid Choices and Bold Forecasts: A Cognitive Perspective on Risk Taking," in Fundamental Issues in Strategy: A Research Agenda, Richard D. Rumelt, Dan E. Schendel, and David J. Teece, eds. Boston: Harvard Business School Press.
11. Kahneman, Daniel and Amos Tversky (1979), "Prospect Theory: An Analysis of Decisions Under Risk," Econometrica, 47 (2), 263-91.
12. Krumm, F. V. and C. F. Rolle (1992), "Management and Application of Decision and Risk Analysis in Du Pont," Interfaces, 22 (November/December), 84-93.
13. March, James G. and Zur Shapira (1987), "Managerial Perspectives on Risk and Risk Taking," Management Science, 33 (11), 1404-18.
14. Nichols, Nancy A. (1994), "Scientific Management at Merck: An Interview with CFO Judy Lewent," Harvard Business Review, 72 (January/February), 88-99.
15. Northcraft, G. B. and M. A. Neale (1986), "Opportunity Costs and the Framing of Resource Allocation Decision," Organizational Behavior and Human Decision Processes, 37 (June), 348-56.
16. _ and G. Wolf (1984), "Dollars, Sense, and Sunk Costs: A Life Cycle Model of Resource Allocation Decision," Academy of Management Review, 9 (April), 225-34.
17. Russo, J. Edward and Paul J. H. Schoemaker (1989), Decision Traps. New York: Doubleday/Currency.
18. Shapira, Zur (1986), "Risk in Managerial Decision Making," unpublished manuscript, Hebrew University.
19. Simonson, Itamar and Barry M. Staw (1992), "Deescalation Strategies: A Comparison of Techniques for Reducing Commitment to Losing Courses of Action," Journal of Applied Psychology, 77 (4), 419-26.
20. Staw, Barry M. (1976), "Knee-Deep in the Big Muddy: A Study of Escalating Commitment to a Chosen Course of Action," Organizational Behavior and Human Performance, 16 (June), 27-44.
21. _ (1981), "The Escalation of Commitment to a Course of Action," Academy of Management Review, 6 (October), 577-87.
22. _ and Jerry Ross (1987), "Knowing When to Pull the Plug," Harvard Business Review, 65 (March/April), 68-74.
23. Taylor, Shelley E. and Jonathon D. Brown (1988), "Illusion and Well-Being: A Social Psychological Perspective on Mental Health," Psychological Bulletin, 103 (2), 193-210.
24. Tegar, A. (1980), Too Much Invested to Quit. New York: Pergamon Press.
25. Tetlock, P. E. (1985), "Accountability: The Neglected Social Context of Judgment and Choice," in Research in Organizational Behavior, Vol. 7, Barry M. Staw and L. L. Cummings, eds. Greenwich, CT: JAI Press, 297-332.
26. Weston, J. Fred and Eugene Brigham (1978), Managerial Finance. Hinsdale, IL: Dryden Press.
27. Whyte, Glen (1986), "Escalating Commitment to a Course of Action: A Reinterpretation," Academy of Management Review, 11(2), 311-21.
28. _ (1991), "Decision Failures: Why They Occur and How to Prevent Them," Academy of Management Executive, 5 (3), 23-31.
29. Wind, Yoram J. (1982), Product Policy: Concepts, Methods, and Strategy. Reading, MA: Addison-Wesley.