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Decision rules, escalation of commitment and sensitivity to framing in group decision-making: An experimental investigation

Petru Lucian Curseu (Department of Psychology, Babes Bolyai University, Cluj Napoca, Romania)
Sandra G. L. Schruijer (Utrecht School of Governance, Utrecht University, Utrecht, The Netherlands AND Tias School for Business and Society, Tilburg University, Tilburg, The Netherlands)
Oana Catalina Fodor (Department of Psychology, Babes Bolyai University, Cluj-Napoca, Romania)

Management Decision

ISSN: 0025-1747

Publication date: 15 August 2016

Abstract

Purpose

The purpose of this paper is to test the influence of collaborative and consultative decision rules on groups’ sensitivity to framing effect (FE) and escalation of commitment (EOC).

Design/methodology/approach

In an experimental study (using a sample of 233 professionals with project management experience), the authors test the effects of collaborative and consultative decision rules on groups’ sensitivity to EOC and FE. The authors use four group decision-making tasks to evaluate decision consistency across gain/loss framed decision situations and six decision tasks to evaluate EOC for money as well as time as resources previously invested in the initial decisions.

Findings

The results show that the collaborative decision rule increases sensitivity to EOC when financial resources are involved and decreases sensitivity to EOC when time is of essence. Moreover, the authors show that the collaborative decision rule decreases sensitivity to FE in group decision making.

Research limitations/implications

The results have important implications for group rationality as an emergent group level competence by extending the insights concerning the impact of decision rules on emergent group level cognitive competencies. Due to the experimental nature of the design, the authors can probe the causal relations between the investigated variables, yet the authors cannot generalize the results to other settings.

Practical implications

Managers can use the insights of this study in order to optimize the functioning of decision-making groups and to reduce their sensitivity to FEs and EOC.

Originality/value

The study extends the research on group rationality and it is one of the few experimental attempts used to understand the role of decision rules on emergent group level rationality.

Keywords

Acknowledgements

This paper was supported by a grant of the Romanian National Authority for Scientific Research, CNCS – UEFISCDI, project number PN-II-ID-PCE-2011-3-0482. The funders had no role in study design, data collection and analysis, decision to publish or preparation of the manuscript.

Citation

Curseu, P.L., Schruijer, S.G.L. and Fodor, O.C. (2016), "Decision rules, escalation of commitment and sensitivity to framing in group decision-making: An experimental investigation", Management Decision, Vol. 54 No. 7, pp. 1649-1668. https://doi.org/10.1108/MD-06-2015-0253

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Publisher

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Emerald Group Publishing Limited

Copyright © 2016, Emerald Group Publishing Limited

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