Authors
Richard Ronay, Janneke K Oostrom, Nale Lehmann-Willenbrock, Mark Van Vugt
Publication date
2017/3/1
Journal
Journal of Experimental Social Psychology
Volume
69
Pages
13-22
Publisher
Academic Press
Description
In four studies we examined the effect of overconfidence on escalation of commitment in investment tasks. Study 1 (N = 105) revealed a positive relationship between overconfidence and decisions to escalate. In contrast, Study 2 (N = 121) showed that overconfidence was negatively related to escalation of commitment. The reversal of this effect appeared to emerge as a function of the public (Study 1) versus private (Study 2) context in which the investment decisions were made. In Study 3 (N = 108) and Study 4 (N = 380) we experimentally replicated this pattern of findings and found support for the explanatory role of reputational concerns. A meta-analysis of the findings from our four studies showed that overconfidence is positively related to escalation of commitment in public contexts, and that this relationship is absent when decisions are made privately.
Total citations
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Scholar articles
R Ronay, JK Oostrom, N Lehmann-Willenbrock… - Journal of Experimental Social Psychology, 2017
RD Ronay, J Oostrom, NK Lehmann-Willenbrock - Paper presented at the 17th Conference of the …, 2015