The effects of authentic and contrived dissent on escalation of commitment in group decision making

European Journal of Social Psychology

Volumn 39, Issue 4, 2009, Pages 639-647

  Greitemeyer, Tobias ^a   Schulz Hardt, Stefan ^b   Frey, Dieter ^c  

^a UNIVERSITY OF SUSSEX   (United Kingdom)

^b UNIVERSITY OF GÖTTINGEN   (Germany)

^c UNIVERSITY OF MUNICH   (Germany)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 67650227956     PISSN: 00462772     EISSN: 10990992     Source Type: Journal    
DOI: 10.1002/ejsp.578     Document Type: Article

References (50)

1. Arkes, H. R., & Blumer, C. (1985). The psychology of sunk cost. Organizational Behavior and Human Decision Processes, 35, 124-140.
2. Bazerman, M. H., Giuliano, T., & Appelman, A. (1984). Escalation of commitment in individual and group decision making. Organizational Behavior and Human Performance, 33, 141-152.
3. Biyalogorsky, E., Boulding, W., & Staelin, R. (2006). Stuck in the past: Why managers persist with new product failures. Journal of Marketing, 70, 108-121.
4. Bowen, M. G. (1987). The escalation phenomenon reconsidered: Decision dilemmas or decision errors? Academy of Management Review, 28, 548-573.
5. Brockner, J. (1992). The escalation of commitment to a failing course of action: Towards theoretical progress. Academy of Management Review, 17, 39-61.
6. Cosier, R. A., & Schwenk, C. R. (1990). Agreement and thinking alike: Ingredients for poor decisions. Academy of Management Executive, 4, 69-74.
7. De Dreu, C. K. W., & West, M. A. (2001). Minority dissent and team innovation: The importance of participation in decision making. Journal of Applied Psychology, 86, 1191-1201.
8. Dietz-Uhler, B. (1996). The escalation of commitment in political decision-making groups: A social identity approach. European Journal of Social Psychology, 26, 611-629.
9. Greitemeyer, T., Fischer, P., Frey, D., & Schulz-Hardt, S. (in press). Biased assimilation: The role of source position. European Journal of Social Psychology.
10. Greitemeyer, T.,&Greifeneder, R. (2008). Losing more than gaining from overall stable prices: The differential perception of increasing versus decreasing prices made the Euro look like a price booster. European Journal of Social Psychology, 38, 786-799.
11. Greitemeyer, T., & Schulz-Hardt, S. (2003). Preference-consistent evaluation of information in the hidden profile paradigm: Beyond group-level explanations for the dominance of shared information in group decisions. Journal of Personality and Social Psychology, 84, 322-339.
12. Greitemeyer, T., Schulz-Hardt, S., Brodbeck, F. C., & Frey, D. (2006). Information sampling and group decision making: The effects of an advocacy decision procedure and task experience. Journal of Experimental Psychology: Applied, 12, 31-42.
13. Greitemeyer, T., Schulz-Hardt, S., Traut-Mattausch, E., & Frey, D. (2005). The influence of price trend expectations on price trend estimates: Why the Euro seems to make life more expensive? Journal of Economic Psychology, 26, 541-548.
14. Gruenfeld, D. H., Thomas-Hunt, M., & Kim, P. (1998). Cognitive flexibility, communication strategy, and integrative complexity in groups: Public versus private reactions to majority and minority status. Journal of Experimental Social Psychology, 34, 202-206.
15. Heath, C. (1995). Escalation and de-escalation of commitment in response to sunk costs: The role of budgeting in mental accounting. Organizational Behavior and Human Decision Processes 62, 38-54.
16. Herbert, T. T., &Estes, R.W. (1977). Improving executive decisions by formalizing dissent: The corporate devil's advocate. Academy of Management Review, 2, 662-667.
17. Jackson, S. E. (1992). Team composition in organizational settings: Issues in managing an increasingly diverse work force. In S. Worchel, W. Wood, & J. A. Simpson (Eds.), Group process and productivity (pp. 138-173). Newbury Park, CA: Sage.
18. Janis, I. (1972). Victims of groupthink. Boston: Houghton Mifflin.
19. Kameda, T., & Sugimori, S. (1993). Psychological entrapment in group decision making: An assigned decision rule and a groupthink phenomenon. Journal of Personality and Social Psychology, 65, 282-292.
20. Katzenstein, G. (1996). The debate on structured debate: Toward a unified theory. Organizational Behavior and Human Decision Processes, 66, 316-332.
21. Lewin, K. (1935). A dynamic theory of personality. New York: McGraw-Hill.
22. McCain, B. (1986). Continuing investment under conditions of failure: A laboratory study of the limits to escalation. Journal of Applied Psychology, 71, 280-284.
23. McCarthy, A. M., Schoorman, F. D., & Cooper, A. C. (1993). Reinvestment decisions by entrepreneurs: Rational decision-making or escalation of commitment? Journal of Business Venturing, 8, 9-24.
24. McCarthy, A. M., Schoorman, F. D., & Cooper, A. C. (1993). Reinvestment decisions by entrepreneurs: Rational decision-making or escalation of commitment? Journal of Business Venturing, 8, 9-24.
25. Moon, H. (2001). Looking forward and looking back: Integrating completion and sunk-cost effects within an escalation-of-commitment progress decision. Journal of Applied Psychology, 86, 104-113.
26. Nemeth, C. (1986). Differential contributions of majority and minority influence processes. Psychological Review, 93, 10-20.
27. Nemeth, C. J., Brown, K. S., & Rogers, J. (2001). Devil's advocate versus authentic dissent: Stimulating quantity and quality. European Journal of Social Psychology, 31, 707-720.
28. Nemeth, C., & Rogers, J. (1996). Dissent and the search for information. British Journal of Social Psychology 35, 67-76.
29. Northcraft, G. B., & Wolf, G. (1984). Dollars sense, and sunk costs: A life cycle model of resource allocation decisions. Academy of Management Review, 9, 225-234.
30. O'Reilly, C. A., III, Caldwell, D. F., & Barnett, W. P. (1989). Work group demography, social integration, and turnover. Administrative Science Quarterly, 34, 21-37.
31. Ross, J., & Staw, B. M. (1993). Organizational escalation and exit: Lessons from the Shoreham nuclear power plant. Academy of Management Journal, 36, 701-732.
32. Schachter, S. (1951). Deviance, rejection, and communication. Journal of Abnormal and Social Psychology, 46, 190-207.
33. Schulz-Hardt, S., Brodbeck, F. C., Mojzisch, A., Kerschreiter, R.,& Frey, D. (2006). Group decision making in hidden profile situations: Dissent as a facilitator for decision quality. Journal of Personality and Social Psychology, 91, 1080-1093.
34. Schulz-Hardt, S., Frey, D., Lüthgens, C., & Moscovici, S. (2000). Biased information search in group decision making. Journal of Personality and Social Psychology, 78, 655-669.
35. Schulz-Hardt, S., Jochims, M., & Frey, D. (2002). Productive conflict in group decision making: Genuine and contrived dissent as strategies to counteract biased information seeking. Organizational Behavior and Human Decision Processes, 88, 563-586.
36. Schulz-Hardt, S., Mojzisch, A., & Vogelgesang, F. (2007). Dissent as a facilitator: Individual- and group-level effects on creativity and performance. In C. K. W. De Dreu, & M. Gelfand (Eds.), The psychology of conflict and conflict management in organizations (pp. 149-177). Hillsdale, NJ: Erlbaum.
37. Schwenk, C. (1990). Effects of devil's advocacy and dialectical inquiry on decision making: A meta-analysis. Organizational Behavior and Human Decision Processes, 47, 161-176.
38. Seibert, S. E., & Goltz, S. M. (2001). Comparison of allocations by individuals and interacting groups in an escalation of commitment situation. Journal of Applied Social Psychology, 31, 134-156.
39. Simonson, I., & Nye, P. (1992). The effect of accountability on susceptibility to decision errors. Organizational Behavior and Human Decision Processes, 51, 416-446.
40. Simonson, I., & Staw, B.M. (1992). Deescalation strategies: A comparison of techniques for reducing commitment to losing courses of action. Journal of Applied Psychology, 77, 419-426.
41. Staw, B.M. (1976). Knee deep in the big muddy: A test of escalating commitment to a chosen course of action. Organizational Behavior and Human Performance, 16, 27-44.
42. Staw, B. M. (1981). The escalation of commitment to a course of action. Academy of Management Review, 6, 577-587.
43. Staw, B. M. (1997). The escalation of commitment: An update and appraisal. In Z. Shapira (Ed.), Organizational decision making (pp. 191-215). Cambridge, UK: Cambridge University Press.
44. Staw, B. M., & Fox, F. (1977). Escalation: The determinants of commitment to a chosen course of action. Human Relations, 30, 431-450.
45. Street, M. D., & Anthony, W. P. (1997). A conceptual framework establishing the relationship between groupthink and escalating commitment behavior. Small Group Research, 28, 267-293.
46. Teger, A. I. (1980). Too much invested to quit: The psychology of the escalation of conflict. Elmsford, NY: Pergamon
47. Traut-Mattausch, E., Schulz-Hardt, S., Greitemeyer, T., & Frey, D. (2004). Expectancy confirmation in spite of disconfirming evidence: The case of price increases due to the introduction of the Euro. European Journal of Social Psychology, 34, 739-760.
48. Whyte, G. (1986). Escalating commitment to a course of action: A reinterpretation. Academy of Management Review, 11, 311-321.
49. Whyte, G. (1993). Escalating commitment in individual and group decision making: A prospect theory approach. Organizational Behavior and Human Decision Processes, 54, 430-455.
50. Wong, K. F. E., & Kwong, J. Y. Y. (2007). The role of anticipated regret in escalation of commitment. Journal of Applied Psychology, 92, 545-554.