Expertise and escalation of commitment

The present study examines the role of expertise for the escalation of commitment. Subjects were 56 apprentices of the financial services sector and 46 subjects working as first-aid persons. Subjects were confronted with scenarios stemming from both areas of work and they had to decide about the allocation of further financial resources after a failing investment. Commitment was measured through the amount of additional investments. The independent variable "expertise" was manipulated by the combination of sample and job-context: Those, who had to decide about further investments in the condition with the scenario stemming from their own area of work, were considered to be experts whereas those who were confronted with the scenario of the unfamiliar work-setting were rated as novices. Results show that escalating commitment was significantly higher for novices than for experts.