The Influence of Compensation Method and Disclosure Level on Information Search Strategy and Escalation of Commitment
β Scribed by JESSE D. BEELER; JAMES E. HUNTON
- Publisher
- John Wiley and Sons
- Year
- 1997
- Tongue
- English
- Weight
- 190 KB
- Volume
- 10
- Category
- Article
- ISSN
- 0894-3257
No coin nor oath required. For personal study only.
β¦ Synopsis
In this study we examined the extent to which compensation method and public disclosure inΒ―uenced information search strategy and escalation of commitment. A laboratory experiment involving 182 student subjects employed a 3 (compensation: no-pay, salary, and contingent) by 2 (disclosure level: public and private) fully randomized, crossed design. Results show that in light of negative feedback concerning performance results of an investment portfolio, subjects whose initial allocation decisions were announced publicly reduced their search for prospective information, increased the search for retrospective information, and exhibited greater escalation of commitment than subjects who did not announce their initial investment strategy. The search for retrospective information and escalation of commitment was monotonically higher across the no-pay, salary, and contingent pay conditions respectively, while the search for prospective information decreased correspondingly. This study provides evidence that escalation of commitment is positively related to the search for retrospective information and negatively related to the search for prospective information. The results obtained from this experiment complement and extend prior work in the areas of accountability, cognitive dissonance and escalation of commitment.
π SIMILAR VOLUMES
Need for closure (NFC) is introduced as a variable of individual difference that shows promise to help the understanding of a consumers' effort to search for price and promotional information in the context of retail grocery shopping. Results showed that NFC and perceived time pressure (PTP) are imp