學術產出-Theses
Article View/Open
Publication Export
-
題名 軟體專案承諾升級的功能性磁振造影研究
Escalation of Commitment in Software Projects: An fMRI Study作者 柯典佑
Ke, Dian-You貢獻者 梁定澎<br>周彥君
Liang, Ting-Peng<br>Chou, Yen-Chun
柯典佑
Ke, Dian-You關鍵詞 軟體專案管理
承諾升級
功能性磁振造影
訊息框架
訊息訴求
決策機制
Software project management
Escalation of commitment
Functional magnetic resonance imaging
Message framing
Persuasion appealing
Decision mechanism日期 2018 上傳時間 1-Oct-2018 12:06:33 (UTC+8) 摘要 決策制定者在管理軟體專案開發時，經常面臨到專案是否依照預計進度開發，投入的花費是否合理，是否能在要求期限內將專案完成等問題。而當決策制定者接收到許多負面回饋，卻仍然繼續投入資源到該專案，讓專案超過原本的預算，此一現象就稱之為承諾升級。 承諾升級是企業不樂見卻又難以避免的現象，發生承諾升級時，會造成更多資源的投入，然而繼續投入資源的專案並不一定會成功，最後若仍然失敗，則會造成更多資源的浪費。 本研究以「訊息框架」和「訊息訴求」為因子，進行實驗設計。採用功能性磁振造影的方式進行實驗，研究受測者在不同問項描述下，大腦的反應資料。 研究發現可以歸納為以下幾點： 1.以認知神經科學的方式，證實軟體專案的承諾升級確實與框架效應有關，在正向框架時，較容易發生承諾升級。 2.驗證決策機制對承諾升級之影響，當決策者使用直覺情緒做決策時，較容易發生承諾升級；而當受測者經過推理思考後才做出判斷，較不會發生承諾升級。 3.發現訊息框架對於決策者之影響，正向框架會使得決策者直覺情緒的腦區產生較多活化；負向框架則較能引發決策者推理思考腦區的活化。 4.如果想要避免承諾升級發生，可以透過訊息框架的操弄，將訊息以負面的方式描述給決策者知道，促使決策者推理思考的腦區產生較多的活化。當決策者是經過推理思考後才做出決定，選擇繼續專案的機率就會降低，因此能減少承諾升級的產生。
Decision makers often face many problems in software development, such as project delays or cost overrun, and so on. It is common when decision makers receive negative feedbacks, but they decide to keep investing more in the project resulting project over-budget. This phenomenon is called Escalation of Commitment. Escalation of Commitment could cause investment higher than the original plan. In many cases, project failure could costs much higher to the organization. There are factors that have been argued to affect the escalation of commitment. In this research, we investigate the effects of these factors with the functional MRI method. More specifically, this research focuses on two factors: “Message Framing” and “Persuasion Appealing” and an experiment was designed and conducted to collect and analyze brain reactions to different stimuli. Major research findings include the followings: 1. Framing of messages has significant effect on the escalation of commitment. Positive framing has a much higher likelihood for the subject to escalate the prior decision. 2. Escalation of commitment is related to the decision mechanism used by the subject. When persuasion messages activate intuitive mode in the decision process, the likelihood of escalate decisions is higher than when persuasion messages activate the logical thinking mode. 3. Framing effect is also related to the decision modes. Positive framing is more likely to activate the intuition mode while negative framing is more likely to activate the thinking mode. 4. In order to avoid the escalation of decision, it’s better to present the situation in a negative frame and also provide more information that can activate more logical thinking.參考文獻 一、中文部分 王凱、王存國與范錚強 (民95)。線上環境中廣告情境呈現與執行手法對廣告效果的影響：廣告變化，訊息訴求與導引效果。資訊管理學報，13卷，3期， 1-28頁。 余曉玟 (民105)。軟體專案承諾升級─沉沒成本與趨避理論的觀點 (碩士論文)。取自http://nccur.lib.nccu.edu.tw/handle/140.119/100465 祝鳳岡 (民84)。廣告感性訴求策略之策略分析。廣告學研究，5，85-112頁。 祝鳳岡 (民85)。廣告理性訴求策略之策略分析。廣告學研究，8，1-26頁。 張菀庭 (民106)。以推敲可能性理論探討軟體專案承諾升級 (碩士論文)。取自http://nccur.lib.nccu.edu.tw/handle/140.119/112160 彭仁柏 (民105)。軟體專案承諾升級的研究─自我辯護理論與框架效應 (碩士論文)。取自http://nccur.lib.nccu.edu.tw/handle/140.119/99765 二、網際網路 國立中央大學認知神經科學研究所_認知神經科學介紹, 擷取自Mar 12 2018, from: http://icn.ncu.edu.tw/c.htm 三、英文部分 Adolphs, R. (2001). The neurobiology of social cognition. Current opinion in neurobiology, 11(2), 231-239. Albright, T. D., & Neville, H. J. (1999). Neurosciences. MITECS: li-lxxii. Arkes, H., & Blumer, C. (1985). The Psychology of Sunk Cost. Organizational Behavior and Human Decision Processes, 35, 124–140. Bazerman, M. H., Giuliano, T., & Appelman, A. (1984). Escalation of commitment in individual and group decision making. Organizational behavior and human performance, 33(2), 141-152. Brockner, J. (1992). The escalation of commitment to a failing course of action: Toward theoretical progress. Academy of management Review, 17(1), 39-61. Burgoon, M. (1989). Messages and persuasive effects. In J. J. Bradac (Ed.), Message effects in communication science. (pp. 129-164). Newbury Park, CA: Sage. Camille, N., Pironti, V. A., Dodds, C. M., Aitken, M. R. F., Robbins, T. W., & Clark, L. (2010). Striatal sensitivity to personal responsibility in a regret-based decision-making task. Cognitive, Affective, & Behavioral Neuroscience, 10(4), 460-469. Causse, M., Peran, P., Dehais, F., Caravasso, C. F., Zeffiro, T., Sabatini, U., & Pastor, J. (2013). Affective decision making under uncertainty during a plausible aviation task: An fMRI study. Neuroimage, 71, 19–29. http://dx.doi.org/10. 1016/j.neuroimage.2012.12.060 Cavanna, A. E., & Trimble, M. R. (2006). The precuneus: a review of its functional anatomy and behavioural correlates. Brain, 129(3), 564-583. Chang, H. J. J., O`Boyle, M., Anderson, R. C., & Suttikun, C. (2016). An FMRI study of advertising appeals and their relationship to product attractiveness and buying intentions. Journal of Consumer Behaviour, 15(6), 538-548. Christoff, K., Prabhakaran, V., Dorfman, J., Zhao, Z., Kroger, J. K., Holyoak, K. J., & Gabrieli J. D. (2001). Rostrolateral prefrontal cortex involvement in relational integration during reasoning. NeuroImage 14 (5), 1136–1149. Chulkov, D. V., & Desai, M. S. (2008). Escalation and premature termination in MIS projects: the role of real options. Information management & computer security, 16(4), 324-335. Clancy, T. (2014). The standish group report. Cohen, M. X., Heller, A. S., & Ranganath, C. (2005). Functional connectivity with anterior cingulate and orbitofrontal cortices during decision-making.Cognitive Brain Research, 23(1), 61-70. Conlon, D., & Garland, H. (1993). The Role of Project Completion Information in Resource Allocation Decisions. Academy of Management Journal, 36 (2), 402-413. De Martino, B., Kumaran, D., Seymour, B., & Dolan, R. J. (2006). Frames, biases, and rational decision-making in the human brain. Science, 313(5787), 684-687. DeMarco, T. (1982). Controlling Software Projects Yourdon. New York. Desai, M. S., & Chulkov, D. V. (2011). Escalation of commitment in MIS projects: A meta-analysis. International Journal of Management & Information Systems (IJMIS), 13(2), 29-38. Dimoka, A. (2010). What does the brain tell us about trust and distrust? Evidence from a functional neuroimaging study. Mis Quarterly, 373-396. Dimoka, A. (2011). Brain mapping of psychological processes with psychometric scales: An fMRI method for social neuroscience. NeuroImage,54, S263-S271. Dimoka, A. (2012). How to conduct a functional magnetic resonance (fMRI) study in social science research. Mis Quarterly, 36(3), 811-840. Dimoka, A., Pavlou, P. A., & Davis, F. D. (2011). Research commentary-NeuroIS: the potential of cognitive neuroscience for information systems research. Information Systems Research, 22(4), 687-702. Festinger, L. (1957). A theory of cognitive dissonance. CA: Standford University Press. Fox, C. R. (2009). Prospect Theory and the Brain, & In: Glimcher, Paul W., Colin F. Camerer, Ernst Fehr and Russell A. Poldrack (eds.), Neuroeconomics.Decision Making and the Brain, 1451173. Garland, H. (1990). Throwing Good Money after Bad: The Effect of Sunk Costs on the Decision to Escalate Commitment to an Ongoing Project. Journal of Applied Psychology, 75, 728–731. Gonzalez, C., Dana, J., Koshino, H., & Just, M. (2005). The framing effect and risky decisions: Examining cognitive functions with fMRI. Journal of economic psychology, 26(1), 1-20. Groups, S. (2014). Chaos report 2014. Harrison, P., & Harrell, A. (1993). Impact of ``adverse selection`` on managers` project evaluation decisions. Academy of Management Journal, 36(3), 635–643. Haynes, J. D., Sakai, K., Rees, G., Gilbert, S., Frith, C., & Passingham, R. E. (2007). Reading hidden intentions in the human brain. Current Biology, 17(4), 323-328. He, X. and Mittal, V.(2007). The Effect of decision risk and projects stage ong escalation of commitment. Organizational Behavior and Human Decision Process. 103, 225-23. Johnson, M. K., Raye, C. L., Mitchell, K. J., Touryan, S. R., Greene, E. J., & Nolen-Hoeksema, S. (2006). Dissociating medial frontal and posterior cingulate activity during self-reflection. Social cognitive and affective neuroscience, 1(1), 56-64. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica: Journal of the Econometric Society, 263-291. Kahneman, D., & Tversky, A. (1984). Choices, values, and frames. American psychologist, 39(4), 341. Kanodia, C., R. & Bushman, Dickhaut, J. (1989). Escalation Errors and the Sunk Cost Effect: An Explanation Based on Reputation and Information Asymmetries. Journal of Accounting Research, 27 (1), 59-77. Keil, M. (1995). Pulling the plug: Software project management and the problem of project escalation. Mis Quarterly, 421-447. Keil, M., & Mann, J. (1997). The nature and extent of it project escalation: Results from a survey of IS audit and control professionals. IS Audit and Control Journal, 40-49. Keil, M., Mann, J., & Rai, A. (2000). Why software projects escalate: An empirical analysis and test of four theoretical models. Mis Quarterly, 631-664. Koechlin, E., Basso, G., Pietrini, P., Panzer, S., Grafman, J. (1999). The role of the anterior prefrontal cortex in human cognition. Nature 399 (6732), 148–151. Koechlin, E., Ody, C., Kouneiher, F. (2003). The architecture of cognitive control in the human prefrontal cortex. Science 302 (5648), 1181–1185. Kotler, P., Keller, K. L., Manceau, D., & Hémonnet-Goujot, A. (2015). Marketing management (Vol. 14). Englewood Cliffs, NJ: Prentice Hall. Krain, A. L., Wilson, A. M., Arbuckle, R., Castellanos, F. X., & Milham, M. P. (2006). Distinct neural mechanisms of risk and ambiguity: a meta-analysis of decision-making. Neuroimage, 32(1), 477-484. Krishnamurthy, P., Carter, P., & Blair, E. (2001). Attribute framing and goal framing effects in health decisions. Organizational behavior and human decision processes, 85(2), 382-399. Kuo, W. J., Sjöström, T., Chen, Y. P., Wang, Y. H., & Huang, C. Y. (2009). Intuition and deliberation: two systems for strategizing in the brain. Science,324(5926), 519-522. Lanteaume, L., Khalfa, S., Regis, J., Marquis, P., Chauvel, P. and Bartolomei, F. (2007). Emotion Induction after Direct Intracerebral Stimulations of Human Amygdala. Cerebral Cortex, 17, 1307-1313. LeDoux, J. (2003). Emotion circuits in the brain. Levin, I. P., & Gaeth, G. J. (1988). How consumers are affected by the framing of attribute information before and after consuming the product. Journal of consumer research, 374-378. Levin, I. P., Schneider, S. L., & Gaeth, G. J. (1998). All frames are not created equal: A typology and critical analysis of framing effects. Organizational behavior and human decision processes, 76(2), 149-188. Meyerowitz, B. E., & Chaiken, S. (1987). The effect of message framing on breast self-examination attitudes, intentions, and behavior. Journal of personality and social psychology, 52(3), 500. Monteleagre, R. and Keil, M. (2000). De-escalating information technology projects: Lessons from the denver international airport. Mis Quarterly, 24(3), 417-447 Northoff, G., Heinzel, A., De Greck, M., Bermpohl, F., Dobrowolny, H., & Panksepp, J. (2006). Self-referential processing in our brain—a meta-analysis of imaging studies on the self. Neuroimage, 31(1), 440-457. Nylen, D. W. (1986). Advertising: planning, implementation, and control, South-Western Publishing Company, 427-428. Phan, K. L., Wager T., Taylor S.F., & Liberzon I. (2002). Functional neuroanatomy of emotion: a meta-analysis of emotion activation studies in PET and fMRI." Neuroimage 16.2 (2002): 331-348. Ramnani, N., & Owen, A.M. (2004). Anterior prefrontal cortex: insights into function from anatomy and neuroimaging. Nat. Rev. Neurosci. 5 (3), 184–194. Ray, M. L. (1982). Advertising and communication management, Englewood Cliffs, N.J.: Prentice-Hall, 247-272. Riedl, R., Hubert, M., & Kenning, P. (2010). Are there neural gender differences in online trust? An fMRI study on the perceived trustworthiness of eBay offers.Mis Quarterly, 34(2), 397-428. Rubin, J., and Brockner, J. (1975). Factors Affecting Entrapment in Waiting Situations: The Rosencrantz and Guildenstern Effect. Journal of Personality and Social Psychology, 31, 1054-1063. Sadeghi, M., Fakharyan, M., Dadkhah, R., Khodadadian, M. R., Vosta, S. N., & Jafari, M. (2015). Investigating the Effect of Rational and Emotional Advertising Appeals of Hamrahe Aval Mobile Operator on Attitude towards Advertising and Brand Attitude. Case Study: Student Users of Mobile in the Area of Tehran, 5(4), 233-244. doi:10.18488/journal.1/2015.5.4/1.4.233.244 Shimp, T. A. (1990). Promotion management and marketing communications, Chicago: Dryden Press, 343-353. Staw, B. M. (1976). Knee-deep in the big muddy: A study of escalating commitment to a chosen course of action. Organizational behavior and human performance, 16(1), 27-44. Staw, B. M. (1981). The Escalation of Commitment to a Course of Action. Academy of Management Review, 6, 577-587. Staw, B. M. and Ross, J. (1987), Behavior in escalation situations: Antecedents, prototypes, and solutions. In L.L. Cummings & B. M. Staw(Eds.), Research in organizational behavior (Vol. 9, pp. 39-78). Greenwich, CT: Jia Press. Staw, B. M., & Fox, F. V. (1977). Escalation: The determinants of commitment to a chosen course of action. Human Relations, 30(5), 431-450. Steinkuhler, D., Mahlendorf, M. D., & Brettel, M. (2014). How Self-justification Indirectly Drives Escalation of Commitment – A Motivational Perspective. Schmalenbach Business Review, 66 (2), 191-222. Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211(4481), 453-458. Van Veen, V., Krug, M. K., Schooler, J. W., & Carter, C. S. (2009). Neural activity predicts attitude change in cognitive dissonance. Nature neuroscience,12(11), 1469-1474. White, R. W. (1959). Motivation reconsidered: the concept of competence.Psychological review, 66(5), 297. Whyte, G. (1986). Escalating commitment to a course of action: A reinterpretation. Academy of Management Review, 11(2), 311-321. Zaytseva, Y., Gutyrchik, E., Bao, Y., Poppel, E., Han, S., Northoff, G., Welker, L., Meindl, T. and Blautzik, J. (2014). Self processing in the brain: A paradigmatic fMRI case study with a professional singer. Brain and cognition, 87, 104-108. Zmud, R. W. (1980), Management of large software efforts. Mis Quarterly, 4, 45-55. 描述 碩士
國立政治大學
資訊管理學系
105356010資料來源 http://thesis.lib.nccu.edu.tw/record/#G0105356010 資料類型 thesis dc.contributor.advisor 梁定澎<br>周彥君 zh_TW dc.contributor.advisor Liang, Ting-Peng<br>Chou, Yen-Chun en_US dc.contributor.author (Authors) 柯典佑 zh_TW dc.contributor.author (Authors) Ke, Dian-You en_US dc.creator (作者) 柯典佑 zh_TW dc.creator (作者) Ke, Dian-You en_US dc.date (日期) 2018 en_US dc.date.accessioned 1-Oct-2018 12:06:33 (UTC+8) - dc.date.available 1-Oct-2018 12:06:33 (UTC+8) - dc.date.issued (上傳時間) 1-Oct-2018 12:06:33 (UTC+8) - dc.identifier (Other Identifiers) G0105356010 en_US dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/120235 - dc.description (描述) 碩士 zh_TW dc.description (描述) 國立政治大學 zh_TW dc.description (描述) 資訊管理學系 zh_TW dc.description (描述) 105356010 zh_TW dc.description.abstract (摘要) 決策制定者在管理軟體專案開發時，經常面臨到專案是否依照預計進度開發，投入的花費是否合理，是否能在要求期限內將專案完成等問題。而當決策制定者接收到許多負面回饋，卻仍然繼續投入資源到該專案，讓專案超過原本的預算，此一現象就稱之為承諾升級。 承諾升級是企業不樂見卻又難以避免的現象，發生承諾升級時，會造成更多資源的投入，然而繼續投入資源的專案並不一定會成功，最後若仍然失敗，則會造成更多資源的浪費。 本研究以「訊息框架」和「訊息訴求」為因子，進行實驗設計。採用功能性磁振造影的方式進行實驗，研究受測者在不同問項描述下，大腦的反應資料。 研究發現可以歸納為以下幾點： 1.以認知神經科學的方式，證實軟體專案的承諾升級確實與框架效應有關，在正向框架時，較容易發生承諾升級。 2.驗證決策機制對承諾升級之影響，當決策者使用直覺情緒做決策時，較容易發生承諾升級；而當受測者經過推理思考後才做出判斷，較不會發生承諾升級。 3.發現訊息框架對於決策者之影響，正向框架會使得決策者直覺情緒的腦區產生較多活化；負向框架則較能引發決策者推理思考腦區的活化。 4.如果想要避免承諾升級發生，可以透過訊息框架的操弄，將訊息以負面的方式描述給決策者知道，促使決策者推理思考的腦區產生較多的活化。當決策者是經過推理思考後才做出決定，選擇繼續專案的機率就會降低，因此能減少承諾升級的產生。 zh_TW dc.description.abstract (摘要) Decision makers often face many problems in software development, such as project delays or cost overrun, and so on. It is common when decision makers receive negative feedbacks, but they decide to keep investing more in the project resulting project over-budget. This phenomenon is called Escalation of Commitment. Escalation of Commitment could cause investment higher than the original plan. In many cases, project failure could costs much higher to the organization. There are factors that have been argued to affect the escalation of commitment. In this research, we investigate the effects of these factors with the functional MRI method. More specifically, this research focuses on two factors: “Message Framing” and “Persuasion Appealing” and an experiment was designed and conducted to collect and analyze brain reactions to different stimuli. Major research findings include the followings: 1. Framing of messages has significant effect on the escalation of commitment. Positive framing has a much higher likelihood for the subject to escalate the prior decision. 2. Escalation of commitment is related to the decision mechanism used by the subject. When persuasion messages activate intuitive mode in the decision process, the likelihood of escalate decisions is higher than when persuasion messages activate the logical thinking mode. 3. Framing effect is also related to the decision modes. Positive framing is more likely to activate the intuition mode while negative framing is more likely to activate the thinking mode. 4. In order to avoid the escalation of decision, it’s better to present the situation in a negative frame and also provide more information that can activate more logical thinking. en_US dc.description.tableofcontents 第一章 緒論 1 第一節 研究背景與動機 1 第二節 研究目的 3 第三節 研究流程 4 第二章 文獻探討 5 第一節 承諾升級 5 第二節 自我辯護理論 9 第三節 前景理論 10 第四節 訊息訴求 12 第五節 訊息框架 13 第六節 認知神經科學 15 第七節 訊息訴求與認知神經科學 16 第八節 框架效應與認知神經科學 17 第九節 決策與認知神經科學 18 第三章 研究架構與方法 19 第一節 研究架構與假說 19 第二節 變數操作性定義 22 第三節 實驗設計 23 第四節 資料分析方法 35 第四章 研究分析結果 36 第一節 敘述性統計 36 第二節 fMRI行為資料分析 38 第三節 fMRI影像資料分析 42 第五章 結論與建議 55 第一節 研究結果 55 第二節 研究貢獻 56 第三節 研究限制 57 第四節 未來研究方向 57 參考文獻 58 附錄一 IRB同意書 66 附錄二 台灣心智科學腦造影中心實驗同意書 69 附錄三 fMRI實驗示意圖 71 附錄四 腦區活化座標以及叢集大小 79 附錄五 腦區活化影像 91 zh_TW dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0105356010 en_US dc.subject (關鍵詞) 軟體專案管理 zh_TW dc.subject (關鍵詞) 承諾升級 zh_TW dc.subject (關鍵詞) 功能性磁振造影 zh_TW dc.subject (關鍵詞) 訊息框架 zh_TW dc.subject (關鍵詞) 訊息訴求 zh_TW dc.subject (關鍵詞) 決策機制 zh_TW dc.subject (關鍵詞) Software project management en_US dc.subject (關鍵詞) Escalation of commitment en_US dc.subject (關鍵詞) Functional magnetic resonance imaging en_US dc.subject (關鍵詞) Message framing en_US dc.subject (關鍵詞) Persuasion appealing en_US dc.subject (關鍵詞) Decision mechanism en_US dc.title (題名) 軟體專案承諾升級的功能性磁振造影研究 zh_TW dc.title (題名) Escalation of Commitment in Software Projects: An fMRI Study en_US dc.type (資料類型) thesis en_US dc.relation.reference (參考文獻) 一、中文部分 王凱、王存國與范錚強 (民95)。線上環境中廣告情境呈現與執行手法對廣告效果的影響：廣告變化，訊息訴求與導引效果。資訊管理學報，13卷，3期， 1-28頁。 余曉玟 (民105)。軟體專案承諾升級─沉沒成本與趨避理論的觀點 (碩士論文)。取自http://nccur.lib.nccu.edu.tw/handle/140.119/100465 祝鳳岡 (民84)。廣告感性訴求策略之策略分析。廣告學研究，5，85-112頁。 祝鳳岡 (民85)。廣告理性訴求策略之策略分析。廣告學研究，8，1-26頁。 張菀庭 (民106)。以推敲可能性理論探討軟體專案承諾升級 (碩士論文)。取自http://nccur.lib.nccu.edu.tw/handle/140.119/112160 彭仁柏 (民105)。軟體專案承諾升級的研究─自我辯護理論與框架效應 (碩士論文)。取自http://nccur.lib.nccu.edu.tw/handle/140.119/99765 二、網際網路 國立中央大學認知神經科學研究所_認知神經科學介紹, 擷取自Mar 12 2018, from: http://icn.ncu.edu.tw/c.htm 三、英文部分 Adolphs, R. (2001). The neurobiology of social cognition. Current opinion in neurobiology, 11(2), 231-239. Albright, T. D., & Neville, H. J. (1999). Neurosciences. MITECS: li-lxxii. Arkes, H., & Blumer, C. (1985). The Psychology of Sunk Cost. Organizational Behavior and Human Decision Processes, 35, 124–140. Bazerman, M. H., Giuliano, T., & Appelman, A. (1984). Escalation of commitment in individual and group decision making. Organizational behavior and human performance, 33(2), 141-152. Brockner, J. (1992). The escalation of commitment to a failing course of action: Toward theoretical progress. Academy of management Review, 17(1), 39-61. Burgoon, M. (1989). Messages and persuasive effects. In J. J. Bradac (Ed.), Message effects in communication science. (pp. 129-164). Newbury Park, CA: Sage. Camille, N., Pironti, V. A., Dodds, C. M., Aitken, M. R. F., Robbins, T. W., & Clark, L. (2010). Striatal sensitivity to personal responsibility in a regret-based decision-making task. Cognitive, Affective, & Behavioral Neuroscience, 10(4), 460-469. Causse, M., Peran, P., Dehais, F., Caravasso, C. F., Zeffiro, T., Sabatini, U., & Pastor, J. (2013). Affective decision making under uncertainty during a plausible aviation task: An fMRI study. Neuroimage, 71, 19–29. http://dx.doi.org/10. 1016/j.neuroimage.2012.12.060 Cavanna, A. E., & Trimble, M. R. (2006). The precuneus: a review of its functional anatomy and behavioural correlates. Brain, 129(3), 564-583. Chang, H. J. J., O`Boyle, M., Anderson, R. C., & Suttikun, C. (2016). An FMRI study of advertising appeals and their relationship to product attractiveness and buying intentions. Journal of Consumer Behaviour, 15(6), 538-548. Christoff, K., Prabhakaran, V., Dorfman, J., Zhao, Z., Kroger, J. K., Holyoak, K. J., & Gabrieli J. D. (2001). Rostrolateral prefrontal cortex involvement in relational integration during reasoning. NeuroImage 14 (5), 1136–1149. Chulkov, D. V., & Desai, M. S. (2008). Escalation and premature termination in MIS projects: the role of real options. Information management & computer security, 16(4), 324-335. Clancy, T. (2014). The standish group report. Cohen, M. X., Heller, A. S., & Ranganath, C. (2005). Functional connectivity with anterior cingulate and orbitofrontal cortices during decision-making.Cognitive Brain Research, 23(1), 61-70. Conlon, D., & Garland, H. (1993). The Role of Project Completion Information in Resource Allocation Decisions. Academy of Management Journal, 36 (2), 402-413. De Martino, B., Kumaran, D., Seymour, B., & Dolan, R. J. (2006). Frames, biases, and rational decision-making in the human brain. Science, 313(5787), 684-687. DeMarco, T. (1982). Controlling Software Projects Yourdon. New York. Desai, M. S., & Chulkov, D. V. (2011). Escalation of commitment in MIS projects: A meta-analysis. International Journal of Management & Information Systems (IJMIS), 13(2), 29-38. Dimoka, A. (2010). What does the brain tell us about trust and distrust? Evidence from a functional neuroimaging study. Mis Quarterly, 373-396. Dimoka, A. (2011). Brain mapping of psychological processes with psychometric scales: An fMRI method for social neuroscience. NeuroImage,54, S263-S271. Dimoka, A. (2012). How to conduct a functional magnetic resonance (fMRI) study in social science research. Mis Quarterly, 36(3), 811-840. Dimoka, A., Pavlou, P. A., & Davis, F. D. (2011). Research commentary-NeuroIS: the potential of cognitive neuroscience for information systems research. Information Systems Research, 22(4), 687-702. Festinger, L. (1957). A theory of cognitive dissonance. CA: Standford University Press. Fox, C. R. (2009). Prospect Theory and the Brain, & In: Glimcher, Paul W., Colin F. Camerer, Ernst Fehr and Russell A. Poldrack (eds.), Neuroeconomics.Decision Making and the Brain, 1451173. Garland, H. (1990). Throwing Good Money after Bad: The Effect of Sunk Costs on the Decision to Escalate Commitment to an Ongoing Project. Journal of Applied Psychology, 75, 728–731. Gonzalez, C., Dana, J., Koshino, H., & Just, M. (2005). The framing effect and risky decisions: Examining cognitive functions with fMRI. Journal of economic psychology, 26(1), 1-20. Groups, S. (2014). Chaos report 2014. Harrison, P., & Harrell, A. (1993). Impact of ``adverse selection`` on managers` project evaluation decisions. Academy of Management Journal, 36(3), 635–643. Haynes, J. D., Sakai, K., Rees, G., Gilbert, S., Frith, C., & Passingham, R. E. (2007). Reading hidden intentions in the human brain. Current Biology, 17(4), 323-328. He, X. and Mittal, V.(2007). The Effect of decision risk and projects stage ong escalation of commitment. Organizational Behavior and Human Decision Process. 103, 225-23. Johnson, M. K., Raye, C. L., Mitchell, K. J., Touryan, S. R., Greene, E. J., & Nolen-Hoeksema, S. (2006). Dissociating medial frontal and posterior cingulate activity during self-reflection. Social cognitive and affective neuroscience, 1(1), 56-64. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica: Journal of the Econometric Society, 263-291. Kahneman, D., & Tversky, A. (1984). Choices, values, and frames. American psychologist, 39(4), 341. Kanodia, C., R. & Bushman, Dickhaut, J. (1989). Escalation Errors and the Sunk Cost Effect: An Explanation Based on Reputation and Information Asymmetries. Journal of Accounting Research, 27 (1), 59-77. Keil, M. (1995). Pulling the plug: Software project management and the problem of project escalation. Mis Quarterly, 421-447. Keil, M., & Mann, J. (1997). The nature and extent of it project escalation: Results from a survey of IS audit and control professionals. IS Audit and Control Journal, 40-49. Keil, M., Mann, J., & Rai, A. (2000). Why software projects escalate: An empirical analysis and test of four theoretical models. Mis Quarterly, 631-664. Koechlin, E., Basso, G., Pietrini, P., Panzer, S., Grafman, J. (1999). The role of the anterior prefrontal cortex in human cognition. Nature 399 (6732), 148–151. Koechlin, E., Ody, C., Kouneiher, F. (2003). The architecture of cognitive control in the human prefrontal cortex. Science 302 (5648), 1181–1185. Kotler, P., Keller, K. L., Manceau, D., & Hémonnet-Goujot, A. (2015). Marketing management (Vol. 14). Englewood Cliffs, NJ: Prentice Hall. Krain, A. L., Wilson, A. M., Arbuckle, R., Castellanos, F. X., & Milham, M. P. (2006). Distinct neural mechanisms of risk and ambiguity: a meta-analysis of decision-making. Neuroimage, 32(1), 477-484. Krishnamurthy, P., Carter, P., & Blair, E. (2001). Attribute framing and goal framing effects in health decisions. Organizational behavior and human decision processes, 85(2), 382-399. Kuo, W. J., Sjöström, T., Chen, Y. P., Wang, Y. H., & Huang, C. Y. (2009). Intuition and deliberation: two systems for strategizing in the brain. Science,324(5926), 519-522. Lanteaume, L., Khalfa, S., Regis, J., Marquis, P., Chauvel, P. and Bartolomei, F. (2007). Emotion Induction after Direct Intracerebral Stimulations of Human Amygdala. Cerebral Cortex, 17, 1307-1313. LeDoux, J. (2003). Emotion circuits in the brain. Levin, I. P., & Gaeth, G. J. (1988). How consumers are affected by the framing of attribute information before and after consuming the product. Journal of consumer research, 374-378. Levin, I. P., Schneider, S. L., & Gaeth, G. J. (1998). All frames are not created equal: A typology and critical analysis of framing effects. Organizational behavior and human decision processes, 76(2), 149-188. Meyerowitz, B. E., & Chaiken, S. (1987). The effect of message framing on breast self-examination attitudes, intentions, and behavior. Journal of personality and social psychology, 52(3), 500. Monteleagre, R. and Keil, M. (2000). De-escalating information technology projects: Lessons from the denver international airport. Mis Quarterly, 24(3), 417-447 Northoff, G., Heinzel, A., De Greck, M., Bermpohl, F., Dobrowolny, H., & Panksepp, J. (2006). Self-referential processing in our brain—a meta-analysis of imaging studies on the self. Neuroimage, 31(1), 440-457. Nylen, D. W. (1986). Advertising: planning, implementation, and control, South-Western Publishing Company, 427-428. Phan, K. L., Wager T., Taylor S.F., & Liberzon I. (2002). Functional neuroanatomy of emotion: a meta-analysis of emotion activation studies in PET and fMRI." Neuroimage 16.2 (2002): 331-348. Ramnani, N., & Owen, A.M. (2004). Anterior prefrontal cortex: insights into function from anatomy and neuroimaging. Nat. Rev. Neurosci. 5 (3), 184–194. Ray, M. L. (1982). Advertising and communication management, Englewood Cliffs, N.J.: Prentice-Hall, 247-272. Riedl, R., Hubert, M., & Kenning, P. (2010). Are there neural gender differences in online trust? An fMRI study on the perceived trustworthiness of eBay offers.Mis Quarterly, 34(2), 397-428. Rubin, J., and Brockner, J. (1975). Factors Affecting Entrapment in Waiting Situations: The Rosencrantz and Guildenstern Effect. Journal of Personality and Social Psychology, 31, 1054-1063. Sadeghi, M., Fakharyan, M., Dadkhah, R., Khodadadian, M. R., Vosta, S. N., & Jafari, M. (2015). Investigating the Effect of Rational and Emotional Advertising Appeals of Hamrahe Aval Mobile Operator on Attitude towards Advertising and Brand Attitude. Case Study: Student Users of Mobile in the Area of Tehran, 5(4), 233-244. doi:10.18488/journal.1/2015.5.4/1.4.233.244 Shimp, T. A. (1990). Promotion management and marketing communications, Chicago: Dryden Press, 343-353. Staw, B. M. (1976). Knee-deep in the big muddy: A study of escalating commitment to a chosen course of action. Organizational behavior and human performance, 16(1), 27-44. Staw, B. M. (1981). The Escalation of Commitment to a Course of Action. Academy of Management Review, 6, 577-587. Staw, B. M. and Ross, J. (1987), Behavior in escalation situations: Antecedents, prototypes, and solutions. In L.L. Cummings & B. M. Staw(Eds.), Research in organizational behavior (Vol. 9, pp. 39-78). Greenwich, CT: Jia Press. Staw, B. M., & Fox, F. V. (1977). Escalation: The determinants of commitment to a chosen course of action. Human Relations, 30(5), 431-450. Steinkuhler, D., Mahlendorf, M. D., & Brettel, M. (2014). How Self-justification Indirectly Drives Escalation of Commitment – A Motivational Perspective. Schmalenbach Business Review, 66 (2), 191-222. Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211(4481), 453-458. Van Veen, V., Krug, M. K., Schooler, J. W., & Carter, C. S. (2009). Neural activity predicts attitude change in cognitive dissonance. Nature neuroscience,12(11), 1469-1474. White, R. W. (1959). Motivation reconsidered: the concept of competence.Psychological review, 66(5), 297. Whyte, G. (1986). Escalating commitment to a course of action: A reinterpretation. Academy of Management Review, 11(2), 311-321. Zaytseva, Y., Gutyrchik, E., Bao, Y., Poppel, E., Han, S., Northoff, G., Welker, L., Meindl, T. and Blautzik, J. (2014). Self processing in the brain: A paradigmatic fMRI case study with a professional singer. Brain and cognition, 87, 104-108. Zmud, R. W. (1980), Management of large software efforts. Mis Quarterly, 4, 45-55. zh_TW dc.identifier.doi (DOI) 10.6814/THE.NCCU.MIS.026.2018.A05 en_US
