RESEARCH_FILE
Dustin J. Sleesman
University of Delaware
Known for:Meta-analytic synthesis of escalation of commitment — why decision-makers continue investing in failing courses of action
SEE THE PRACTICE
Turn a thought this research explains into one clear move.
THE THOUGHT
“If they knew the real numbers, they'd all leave”
YOUR RECORDED RESPONSE
“My team can handle the real numbers.”
ONE PRIVATE MOVE
Open a blank note and type the three numbers you have been paraphrasing most often, then add one neutral label beside each, such as “cash,” “pipeline,” or “headcount.” Save it and close the note without editing it.
Key findings
- 2012
With Conlon, McNamara, and Miles, Sleesman synthesized 166 escalation studies and found that sunk costs, project completion proximity, and self-justification motives were the strongest drivers of over-persistence — not expected future returns or information quality. Cleaning Up the Big Muddy: A Meta-Analytic Review of the Determinants of Escalation of Commitment ↗