THE INTERACTION OF INTUITION AND RATIONALITY DURING ESCALATED NPD DECISIONS: AN INVESTIGATION OF DECISION-MAKERS’ AFFECTIVE STATES

Tobias Roeth, Patrick Spieth and Verena Joachim
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Tobias Roeth: Technology, Innovation Management and Entrepreneurship, University of Kassel, Germany
Patrick Spieth: Technology, Innovation Management and Entrepreneurship, University of Kassel, Kleine Rosenstraße 3, 34117 Kassel, Germany
Verena Joachim: Technology, Innovation Management and Entrepreneurship, University of Kassel, Germany

International Journal of Innovation Management (ijim), 2019, vol. 24, issue 04, 1-31

Abstract: Decision-makers often struggle to terminate unsuccessful new product development (NPD) projects, so that escalating commitment occurs. Although research shows that rational and intuitive decision-making styles (DMS) as well as a decision-maker’s affective state determines the performance of NPD decisions, little is known about their influences on escalating commitment. By applying the affect infusion model in an experimental study, we investigate how a decision-maker’s affective state influence their escalating commitment by focusing on their use of a rational and an intuitive DMS. Our findings, based on 366 respondents, show that a rational DMS is unable to reduce commitment escalation. Surprisingly, an intuitive DMS is able to reduce a decision-maker’s commitment in the case of a positive affect, whereas a rational DMS increases their commitment in the case of a negative affect. Thus, our interdisciplinary research on affect and decision-making extends and contributes to research into decision-making during the NPD process as well as into escalating commitment.

Keywords: Intuition; rationality; emotions; affect; decision-making; escalating commitment; affect infusion model; new product development; innovation; NPD (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (1)

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DOI: 10.1142/S1363919620500334

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