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首页> 外文期刊>Journal of applied social psychology >Equivocality and escalation: A replication and preliminary examination of frustration
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Equivocality and escalation: A replication and preliminary examination of frustration

机译：弯曲和升级：复制和初步审查挫折

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摘要

An equivocality theory account of escalation of commitment was investigated using a computer simulated marketing scenario in a replication and extension of Hantula and DeNicolis Bragger (1999). Participants acted as marketing executives and invested money to promote sales of a new sneaker, and received high or low equivocality feedback from their investments for one phase and then received failure feedback in a second phase. Participants were videotaped throughout the experiment. Replicating previous research, participants receiving highly equivocal feedback invested a greater relative amount of money during failure than did those who received feedback low in equivocality. Furthermore, analyses of the videotapes for behaviors indicative of frustration showed that participants in both feedback groups displayed a greater degree of frustration while receiving failure feedback than during the first phase of the study. These data replicate and extend previous equivocality findings, but do not resolve the role of frustration in escalation unambiguously.
机译：在Hantula和Denicolis Bragger（1999）的复制和延伸中，使用计算机模拟营销情景调查了升级承诺升级的升级理论。与会者担任营销高管并投入资金以促进新运动鞋的销售，并从他们的投资中获得高或低的衡量反馈，然后在第二阶段收到失败反馈。参与者在整个实验中被录像。复制以前的研究，接受高度衡量的反馈的参与者在失败期间投入了更大的相对金额，而不是那些在等级的反馈中获得了反馈的人。此外，指示挫折的行为的录像带的分析显示，两个反馈组中的参与者在接收到比在研究的第一阶段期间接收失败反馈的更大程度的挫败感。这些数据复制并扩展了以前的等焦点，但不要解析令人沮丧的作用毫不含糊地升级。

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