title: Escalation Bias: Does It Extend to Marketing? creator: Armstrong, J. Scott creator: Coviello, Nicole creator: Safranek, Barbara subject: Behavioral Analysis description: 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. date: 1993 type: Journal (Paginated) type: NonPeerReviewed format: application/pdf identifier: http://cogprints.org/5183/1/Escalation_Bias.pdf identifier: Armstrong, J. Scott and Coviello, Nicole and Safranek, Barbara (1993) Escalation Bias: Does It Extend to Marketing? [Journal (Paginated)] relation: http://cogprints.org/5183/