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@misc{cogprints5183, volume = {21}, number = {3}, title = {Escalation Bias: Does It Extend to Marketing?}, author = {J. Scott Armstrong and Nicole Coviello and Barbara Safranek}, year = {1993}, pages = {247--253}, journal = {Journal of the Academy of Marketing Science}, url = {http://cogprints.org/5183/}, abstract = {Escalation bias implies that managers favor reinvestments in projects that are doing poorly over those doing well. We tested this implication in a marketing context by conducting experiments on advertising and product-design decisions. Each situation was varied to reflect either a long-term or a short-term decision. Besides these four conditions, we conducted three replications. We found little evidence of escalation bias by 365 subjects in the seven experimental comparisons.} }