Can losing lead to winning? / Jonah Berger in Management science, Vol. 57 N° 5 (Mai 2011)  

Public ISBD [article]  inManagement science > Vol. 57 N° 5 (Mai 2011) . - pp. 817-827 Titre : Can losing lead to winning? Type de document : texte imprimé Auteurs : Jonah Berger, Auteur ; Devin Pope, Auteur Année de publication : 2011 Article en page(s) : pp. 817-827 Note générale : Management Langues : Anglais (eng) Mots-clés : Competition Motivation Performance Prospect theory Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Individuals, groups, and teams who are behind their opponents in competition tend to be more likely to lose. In contrast, we show that through increasing motivation, being slightly behind can actually increase success. Analysis of more than 18,000 professional basketball games illustrates that being slightly behind at halftime leads to a discontinuous increase in winning percentage. Teams behind by a point at halftime, for example, actually win more often than teams ahead by one, or approximately six percentage points more often than expected. This psychological effect is roughly half the size of the proverbial home-team advantage. Analysis of more than 45,000 collegiate basketball games finds consistent, though smaller, results. Experiments corroborate the field data and generalize their findings, providing direct causal evidence that being slightly behind increases effort and casting doubt on alternative explanations for the results. Taken together, these findings illustrate that losing can sometimes lead to winning. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/57/5/817 [article] Can losing lead to winning? [texte imprimé] / Jonah Berger, Auteur ; Devin Pope, Auteur . - 2011 . - pp. 817-827. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 5 (Mai 2011) . - pp. 817-827 Mots-clés : Competition Motivation Performance Prospect theory Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Individuals, groups, and teams who are behind their opponents in competition tend to be more likely to lose. In contrast, we show that through increasing motivation, being slightly behind can actually increase success. Analysis of more than 18,000 professional basketball games illustrates that being slightly behind at halftime leads to a discontinuous increase in winning percentage. Teams behind by a point at halftime, for example, actually win more often than teams ahead by one, or approximately six percentage points more often than expected. This psychological effect is roughly half the size of the proverbial home-team advantage. Analysis of more than 45,000 collegiate basketball games finds consistent, though smaller, results. Experiments corroborate the field data and generalize their findings, providing direct causal evidence that being slightly behind increases effort and casting doubt on alternative explanations for the results. Taken together, these findings illustrate that losing can sometimes lead to winning. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/57/5/817

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