Construal level theory and escalation of commitment

Nick Benschop*, Arno L.P. Nuijten, Mark Keil, Kirsten Rohde, Jong Seok Lee, Harry Commandeur

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

Escalation of commitment causes people to continue a failing course of action. We study the role of construal level in such escalation of commitment. Consistent with the widely held view of construal level as a primed effect, we employed a commonly used prime for manipulating this construct in a laboratory experiment. Our findings revealed that the prime failed to produce statistically significant differences in construal level, which was measured using the Behavior Identification Form (BIF). Furthermore, there was no effect of the prime on escalation of commitment, or on constructs that have previously been linked to construal level such as the perceived importance of feasibility considerations relative to desirability considerations, and the number of pros and cons that subjects can think of. Interestingly, however, subjects’ actual construal level scores on the BIF were found to significantly affect escalation. Specifically, our findings show that people with a low construal level are less willing to continue a failing project. This relation is mediated by the perceived importance of the feasibility of the project relative to its desirability. For people with a low construal level, the perceived importance of feasibility relative to desirability is higher, which in turn makes escalation of commitment less likely. Our findings are consistent with prior research suggesting that priming construal level may not always be effective. Thus, while construal level has typically been regarded as a state-like variable that can be primed, in this study, we show that construal level may also be considered as a trait.
Original languageEnglish
Number of pages17
JournalTheory and Decision
DOIs
Publication statusE-pub ahead of print - 21 Dec 2020

Keywords

  • Escalation of commitment
  • Construal level theory
  • CLT
  • Project escalation
  • Construal level theory (CLT)

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