Think Again

Chapter 11. Escaping Tunnel Vision
“A malaise set in”
: Jack Handey, “My First Day in Hell,” New Yorker, October 23, 2006,
www.newyorker.com/magazine/2006/10/30/my-first-day-in-hell
.
the combination of blurting and flirting
: William B. Swann Jr. and Peter J. Rentfrow,
“Blirtatiousness: Cognitive, Behavioral, and Physiological Consequences of Rapid Responding,”
Journal of Personality and Social Psychology 81 (2001): 1160–75.
inspire us to set bolder goals
: Locke and Latham, “Building a Practically Useful Theory.”
guide us toward a path
: Peter M. Gollwitzer, “Implementation Intentions: Strong Effects of Simple
Plans,” American Psychologist 54 (1999): 493–503.
they can give us tunnel vision
: James Y. Shah and Arie W. Kruglanski, “Forgetting All Else: On the
Antecedents and Consequences of Goal Shielding,” Journal of Personality and Social Psychology
83 (2002): 1261–80.
escalation of commitment
: Barry M. Staw and Jerry Ross, “Understanding Behavior in Escalation
Situations,” Science 246 (1989): 216–20.
entrepreneurs persist with failing strategies
: Dustin J. Sleesman et al., “Putting Escalation of
Commitment in Context: A Multilevel Review and Analysis,” Academy of Management Annals
12 (2018): 178–207.
NBA general managers
: Colin F. Camerer and Roberto A. Weber, “The Econometrics and
Behavioral Economics of Escalation of Commitment: A Re-examination of Staw and Hoang’s
NBA Data,” Journal of Economic Behavior & Organization 39 (1999): 59–82.
politicians continue sending soldiers to wars
: Glen Whyte, “Escalating Commitment in Individual
and Group Decision Making: A Prospect Theory Approach,” Organizational Behavior and
Human Decision Processes 54 (1993): 430–55.