Information, Cognitive Biases, and Commitment to a Course of Action
Academy of Management ReviewPublished 1 April 1986
Charles H. Schwenk
Citations257
SJR quartileQ1
SJR score14.40
SNIP6.11
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Abstract
Inducing commitment in contributors is an important concern for executives promoting courses of action. In this paper, the author draws on research in behavioral decision theory to develop a model of the process by which executives can encourage commitment in contributors through the promotion of specific cognitive heuristics and biases. An example of the possible uses of information in promoting commitment and a discussion of the ethical issues involved in using information in this way are also provided.
Keywords
Social SciencesDecision Sciences
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