Pushing through the tension while stuck in the mud: Paradox mindset and escalation of commitment

• Published in: Organizational behavior and human decision processes Vol. 155; pp. 83 - 96
• Main Author: Sleesman, Dustin J.
• Format: Journal Article
• Language: English
• Published: Elsevier Inc 01.11.2019
• Subjects: Cognition; Decision making; Escalation of commitment; Optimism; Paradox mindset; Persistence; Sunk cost; Persistence; Paradox mindset; Sunk cost; Escalation of commitment; Decision making; Cognition; Optimism
• ISSN: 0749-5978; 1095-9920
• DOI: 10.1016/j.obhdp.2019.03.008

•Escalation of commitment situations create a tension for individuals.•The current research considers the role of paradox mindset in this context.•Paradox mindset is associated with optimism and persistence with failing courses.•In situations where an alternative course is salient, these relationships are attenuated. After investing resources in a course of action that is currently failing, individuals face the difficult and complex decision of how to respond to it. Extant research indicates that this situation entails a paradoxical tension: individuals feel compelled to continue the failing course, while also feeling pulled to respond to its negative feedback. I argue that individuals with a paradox mindset (i.e., the extent to which they accept and are energized by tensions) will respond to the situation by developing a sense of optimism about being able to successfully work through it. Four experiments demonstrate that a paradox mindset is associated with optimism and persistence with a failing course. However, these relationships are largely attenuated in situations where an alternative course of action is salient. This research offers a fresh perspective on the escalation of commitment phenomenon, and it helps to establish the boundary conditions for the effects of paradox mindset.