SUNK COSTS IN THE NBA - WHY DRAFT ORDER AFFECTS PLAYING TIME AND SURVIVAL IN PROFESSIONAL BASKETBALL

This study represents one of the first quantitative field tests of the sunk-cost effect. We tested whether the amount teams spent for player s in the National Basketball Association (NEA) influenced how much pla ying time players got and how long they stayed with NEA franchises. Su nk costs were operationalized by the order in which players were selec ted in the college draft. Draft order was then used to predict playing time, being traded, and survival in the NEA. Although one might logic ally expect that teams play and keep their most productive players, we found significant sunk-cost effects on each of these important person nel decisions. Results showed that teams granted more playing time to their most highly drafted players and retained them longer, even after controlling for players on-court performance, injuries, trade status, and position played. These results are discussed in terms of their im plications for both sunk-cost research and the broader literature on m anagerial decision making.