Effects of valence and framing in decision-making: Assessing decision-makers' perceived domains of choice

Abstract: In comparison between choice alternatives, judgments of “How much better is a preferred option?” and “How much worse is a less preferred option?” may differ in their magnitudes. Such discrepancies are called “valence effects”. Previously, Yamagishi and Miyamoto (1996 ) observed systematic positive valence effects (“Better” exceeding “Worse”) in the domain of gains and systematic negative valence effects (“Worse” exceeding “Better”) in the domain of losses. The current experiments used the directions of valence effects as a tool to assess decision‐maker's interpretation of choice tasks under “framing effects” ( Tversky & Kahneman, 1986 ). Preferences under the framing effect switch from certain options in the domain of gains to uncertain options in the domain of losses. Two experiments showed that preferences for certain options were associated with positive valence effects, whereas preferences for uncertain options were associated with negative valence effects. Moreover, conditions wherein the framing manipulations lose the effectiveness were examined. Valence effects showed that framing effects ceased to occur when decision‐makers maintained consistent domain perceptions as pertaining to gains or to losses, across the domains of gains and losses. Implications are discussed.     

Costs and satisfaction in close relationships: The role of loss–gain framing

Two studies were conducted to clarify the pattern of mixed results found in past research regarding the association between costs and satisfaction in close relationships. Insights from Prospect Theory (D. Kahneman & A. Tversky, 1979, 2000) suggested the importance of gain–loss framing in understanding costs. When costs are attached to valued outcomes, they are perceived as gains or investments; otherwise they are perceived as losses. Appreciation by one's partner for communal behaviors and family chores provided the basis for exploring costs as gains versus losses. We hypothesized that when costs were appreciated, the greater the costs, the greater the relationship satisfaction; whereas when they were not appreciated, the greater the costs, the lower the relationship satisfaction. Further, we expected appreciation to be associated with perceived motives for incurring the costs: positively with “want” perceptions and negatively with “should” perceptions. These hypotheses were supported in research with both dating couples and women in long‐term marital or cohabiting relationships and using two types of communal behaviors: Partner Favors and more tedious Family Chores. In general, the greater the number of communal behaviors and family chores, the greater the relationship satisfaction when appreciated; the greater the number, the lower the satisfaction when relatively unappreciated.     

Effects of valence and framing in decision making II: Estimating subjective weighting1

Abstract: In comparison between choice options, judgments of “How much better is a preferred option?” and “How much worse is a less preferred option?” may differ in their magnitudes. Such discrepancies are called “valence effects.” Previously, Yamagishi and Miyamoto (1996) observed systematic positive valence effects (“Better” exceeding “Worse”) in the domain of gains and systematic negative valence effects (“Worse” exceeding “Better”) in the domain of losses. The current experiment used the directions of valence effects as a tool to assess the decision maker's interpretation of choice tasks under the “framing effect” ( Tversky & Kahneman, 1986 ). Preferences under the framing effect switch from certain options in the domain of gains to uncertain options in the domain of losses. This study examined whether preferences for certain options were associated with positive valence effects, whereas preferences for uncertain options were associated with negative valence effects. Moreover, conditions under which preference reversals under the framing manipulations ceased to occur were examined. The effects of valence showed that framing effects ceased to occur when decision makers maintained consistent task interpretations as pertaining to gains or to losses. Most importantly, the pattern of subjective weighting under the valence effects was consistent with previous explanation of valence effects ( Yamagishi & Miyamoto, 1996 ). Possibilities for extending the current findings to understanding related psychological phenomena are discussed.     

The role of unstable self-esteem in the appraisal of romantic relationships

The relationship appraisals of individuals with stable and unstable forms of self-esteem were examined in two studies using undergraduate participants. Study 1 (N = 166) used indicators of relationship closeness and satisfaction whereas Study 2 (N = 125) examined relationship commitment. Across both studies, men with unstable high self-esteem reported more positive views of their relationships than other individuals. We believe that the fragile nature of their feelings of self-worth may have motivated these men to appraise their relationships positively in an effort to maintain and enhance their own tenuous feelings of self-worth. These findings suggest that men with unstable high self-esteem may use their romantic relationships to regulate how they feel about themselves.     

Working models of attachment and attribution processes in intimate relationships

Two studies examined the link between working models of attachment and social construal processes in romantic relationships. In Study 1, individuals high in attachment-related anxiety responded to hypothetical partner transgressions by endorsing relationship-threatening attributions, experiencing emotional distress, and endorsing behavioral intentions that were likely to result in conflict. These effects emerged after controlling for pessimistic explanatory style, depressed mood, and self-esteem. In addition, the association between anxiety and emotional distress was mediated by attributions and attachment-related needs. In Study 2, anxious individuals endorsed relationship-threatening attributions for their partner's transgressions but less so for their partner's positive behaviors, and these effects occurred primarily among those in unhappy relationships. In contrast, avoidant individuals endorsed pessimistic attributions for their partner's positive behavior but less so for their partner's transgressions, and these effects occurred regardless of their level of relationship satisfaction.     

Attachment styles and close relationships: A four-year prospective study

A longitudinal study of 177 adults examined the stability of adult attachment styles and of romantic relationships over a 4-year period. Findings included the following: (a) attachment styles were highly stable over time; (b) Time 1 attachment style was a significant predictor of Time 2 relationship status, but (c) this effect was mediated by concurrent attachment style at Time 2; (d) secure respondents were less likely than insecure respondents to report one or more breakups during the 4-year interval, but (e) paradoxically, ambivalent respondents were just as likely as secure respondents to be in a relationship with the same partner they had identified 4 years earlier; and (f) attachment stability was moderated to some extent by the experience of breakup or initiation of new relationships during the interim. Respondents' ability to recall their previous attachment style was also examined. Methodological and theoretical implications are discussed, particularly with respect to the conceptualization of attachment styles as traits versus reflections of current relationship status.     

The limits of love: Predicting immediate versus sustained caring behaviors in close relationships

Do the same kinds of processes predict spontaneous acts of kindness and long-term caring behavior in relationships? Three studies examined predictors of immediate behaviors versus delayed, sustained behaviors. Positive feelings toward the relationship partner predicted pro-relational behaviors when the behaviors could be completed in an immediate and fairly short timespan, but not when the behaviors required performance after several days delay (Study 1) or when the behavior required continued self-regulation over a period of a week (Studies 2 and 3). Sustained behavior regulation was better predicted by factors related to self-regulation strength, such as trait conscientiousness, than it was by positive relationship feelings. However, when feelings were primed daily, the feelings-behavior link remained strong for sustained behaviors (Study 3). Together, these studies suggest that immediate pro-relational behaviors are more likely to be acts of the heart, whereas delayed, sustained pro-relational behaviors are more likely to be acts of will.     

Terror management and adults' attachment to their parents: the safe haven remains

Six studies examined the role of young adults' parental attachment in terror management. Studies 1-3 revealed that activating thoughts of one's parent in response to mortality salience (MS) reduced death-thought accessibility and worldview defense and increased feelings of self-worth. Studies 4-5 demonstrated that MS led to greater ease of recalling positive maternal interactions and greater difficulty recalling negative interactions, and increased attraction to a stranger who was described as being similar to one's parent. If reliance on parents for terror management purposes reflects the operation of attachment mechanisms, then such effects should vary on the basis of an individual's attachment style. Study 6 demonstrated that, after MS, insecure individuals were more likely to rely on relationships with their parents, whereas secure individuals were more likely to rely on relationships with romantic partners.     

The effects of feelings of guilt on the behaviour of uncooperative individuals in repeated social bargaining games: An affect-as-information interpretation of the role of emotion in social interaction

In two studies we found that feelings of guilt provoke individuals to cooperate in repeated social bargaining games (a prisoner's dilemma in Study 1 and an ultimatum game in Study 2). Feelings of guilt were either experimentally manipulated (Study 1) or assessed via self-report (Study 2) after participants had played one round of a social bargaining game. As predicted, individuals who experienced feelings of guilt (compared to individuals who felt no guilt) after pursuing a non-cooperative strategy in the first round of play, displayed higher levels of cooperation in the subsequent round of play (even one week later). Results are discussed in terms of an “affect-as-information” model, which suggests that non-cooperating individuals who experience the negative affective state associated with guilt in a social bargaining game may be using this feeling state as “information” about the future costs of pursuing an uncooperative strategy. Because in guilt the focus is on the specific, individuals are capable of ridding themselves of this emotional state through action (Lewis, 1993, p. 570)     

When the glass is half‐empty: Framing effects and evaluations of a romantic partner's attributes

Two studies examined how the framing of information influences evaluations of hypothetical relationships. Studies 1 (n= 183) and 2 (n= 247) examined how the framing of a hypothetical partner's attributes in gains or loss terms influences (a) impressions of the future success of the relationship and (b) the perceived importance of the partner's attributes. Generally, participants were less pessimistic about a relationship's future success when the partner's attributes were framed in gains terms than when framed in loss terms, even though the attributes were objectively identical in each case. Participants also attached significantly more importance to intelligence when it was missing among a partner's strengths than when it was present, particularly when the attribute was presented in a loss frame. This research has important implications for the integration of the decision‐making and relationship cognition literatures.     

Asymmetric Perception of Gains versus Non‐losses and Losses versus Non‐gains: The Causal Role of Regulatory Focus

Recent studies show that, while losses loom larger than equivalent non‐gains, gains loom larger than equivalent non‐losses. This finding has been interpreted within the framework of regulatory focus theory. In this study, we highlight the importance of considering the motivational focus independently of the framing and the valence of outcome, thus exploring the causal effect of regulatory focus on the asymmetric perception of gains versus non‐losses and losses versus non‐gains. In two studies, we examine the perceived effects of either actual or hypothetical changes in monetary wealth, while orthogonally manipulating framing, valence, and regulatory focus. We find a significant interaction between the three factors. The gain versus non‐loss asymmetry in perceived satisfaction is stronger in promotion focus, whereas the loss versus non‐gain asymmetry in perceived dissatisfaction is stronger in prevention focus. The results suggest that the effects of incentives framed in terms of (non)gains and (non)losses depend on their congruence with the individual's motivational state. Copyright © 2013 John Wiley & Sons, Ltd.     

Impact of attachment style on responses to accommodative dilemmas among same‐sex couples

Drawing upon Goffman (1963), we examined the impact of attachment style on responses to accommodative dilemmas among couples with “discredited” identities (i.e., lesbian and gay male couples). Specifically, we tested the hypothesis that individuals in same‐sex romantic relationships involving two securely attached partners would be more likely to engage in accommodation (i.e., in response to a partner’s anger or criticism, would behave constructively) than would individuals in same‐sex romantic relationships involving at least one insecurely attached partner. As expected, results from 58 gay male couples yielded a significant main effect for attachment style pairing on responses to accommodative dilemmas. However, results from 53 lesbian couples yielded a marginal interaction effect involving partner (i.e., Partner 1 versus Partner 2) and attachment style pairing on responses to accommodative dilemmas. Implications for the study of personality characteristics and interpersonal behavior among lesbian and gay male couples are discussed.     

Distinctive Preferences Toward Risk in the Substantive Domain of Sociality*

As with standard models of rationality, theorists generally treat prospect theory's demonstration of risk aversion in gains but risk tolerance in losses as domain‐general. Yet evolutionary psychology suggests that natural selection has designed a domain specific cognitive architecture—with systems specialized for some substantive domains but not others. Here we address risky choices through that lens asking whether humans' risk responses dispose them to enter social relationships even when doing so is counter to normative rationality and regardless of whether the “enter” versus “not enter” choice is framed as between gains and losses. Laboratory findings in five sites across three countries provide a positive answer to both possibilities. Participants could enter or not enter inherently risky social relationships. They were more willing to enter such relationships than rational choice models would predict and were equally so willing regardless of whether equivalent alternatives were framed as gains and as losses. With the “social context” extracted in otherwise identical games, participants' risk responses were consistent with prospect theory. The present findings suggest the possibility of adaptations designed to facilitate sociality—despite its risks and how those risks are framed.     

矛盾视角下调节焦点在领导力领域的应用

根据调节焦点理论, 个体在追求目标和选择行动策略的过程中存在两种调节焦点：促进型调节焦点的个体以利益最大化为目标, 倾向用“接近式”的方式达成目标; 防御型调节焦点的个体以损失最小化为目标, 倾向用“避免式”的方式达成目标。近年来, 调节焦点理论在领导力领域的研究中得到了广泛应用, 但关于两种调节焦点之间的关系及两者共同作用的研究却十分稀少。在回顾调节焦点在领导力领域研究的应用现状的基础上, 本文指出了矛盾视角的必要性和可行性, 并基于矛盾理论, 提出了未来研究的发展方向。     

On undesirable consequences of thinking: framing effects as a function of substantive processing

Three studies investigate the impact of effortful constructive processing on framing effects. The results replicated previous findings: Participants avoided the risky option when the scenario was framed in terms of gains, but preferred this option when the scenario was framed in terms of losses. Importantly, framing effects were most pronounced when conditions allowed for an effortful constructive processing style (i.e., substantive processing). This impact of decision frames varied when decision time served as an indicator for the elaboration extent (Study 1), and also when processing motivation (accountability; Study 2) and processing ability (decision time; Study 3) were manipulated. Moreover, effortful processing did not increase framing effects when contextual cues reduced the necessity for constructive thinking (Study 1). We suggest that decision frames may take on very different roles as a function of the ambiguity of the decision problem, and the degree and style of processing. Copyright © 2006 John Wiley & Sons, Ltd.     

“Creeping” or just information seeking? Gender differences in partner monitoring in response to jealousy on Facebook

New media, such as Facebook, has implications for romantic relationships, including easing the ability to monitor a partner's activities. Across two studies we demonstrate that in response to feelings of jealousy, women are more likely than men to monitor their partner's activities on Facebook. In Study 1, participants were exposed to one of three experimental conditions meant to provoke jealousy, and their search time on a simulated Facebook environment was recorded. Jealousy predicted more time searching for women, but less for men. In Study 2, a dyadic daily experience study, on days when women (but not men) reported greater jealousy they spent more time monitoring their partner on Facebook, and anxious attachment was one mechanism that explained this association. The results are discussed in terms of gender differences in attachment and response to feelings of jealousy.     

Dyadic synchrony in parent–child interactions: A link with maternal representations of attachment relationships

The study examined the relation between maternal representations of attachment relationships from childhood and current parent–child interactions with their own preschool aged children. Thirty-six mother–child dyads were recruited from a community sample. The Adult Attachment Interview was converted into a questionnaire (AAIQ) and used to classify mothers as either “secure” or “insecure.” The mother–child dyads then engaged in a 20-min, videotaped play interaction task. The quality of maternal representations of attachment relationships was related to the degree of dyadic synchrony, as well as maternal affect and style of relating. Secure mothers and their children engaged in a more fluid, synchronous process of give-and-take than insecure mothers and their children. In addition, secure mothers expressed more warmth and affection, and their style of relating was less intrusive and more encouraging of child autonomy than insecure mothers. Children of secure mothers sought closer contact and were more compliant than children of insecure mothers. These interaction patterns were uniquely related to maternal representations of attachment, independent of maternal age, education and SES. There were no differences in these patterns of relating between mothers who had experienced loving relationships in childhood (continuous secure) and mothers who had come to terms with unloving and painful childhood relationships (earned secure). Therefore, rather than the quality of childhood histories, it was the manner in which these early experiences were mentally organized and integrated in adulthood that was significantly related to current parent–child interaction patterns. Finally, these differences in parent–child interaction patterns that were apparent on the observational measure were in contrast to information obtained from a maternal self-report measure. © 1997 Michigan Association for Infant Mental Health     

Effectively using death in health messages: Social loss versus physical mortality salience

Research based on the terror management health model demonstrates that highlighting death as a consequence of risky behavior can lead to unintended responses to health communications. In two studies, we investigate whether a form of social loss message frame can motivate someone to change his or her behavior to prevent negative health consequences. In Study 1, we compare social loss and physical mortality print messages in the context of “texting while driving.” Overall, social loss as opposed to physical mortality messages facilitate greater intent to reduce risky health behaviors when death‐related cognitions have been removed from conscious awareness. In Study 2, we manipulate message framing and self‐affirmation in the context of “smoking.” We find that highlighting family members' inability to cope when one dies can result in health messages that facilitate the acknowledgment of the health risk and reduce risky health behaviors. This effect is enhanced when individuals affirm on the importance of “relationships with family and friends” prior to viewing health messages. The implications for the terror management health model are discussed noting that death can be effectively used in health communication when framed as relationship protection rather than one's physical mortality.     

Effort in the face of difference: Feeling like a non‐prototypical group member motivates effort

Three studies examined the relationship between individuals' perceived “prototypicality” in a group, their subsequent self‐presentation goals, and individual effort in that group. Consistent with the finding that feelings of marginal ingroup membership status elicit a desire to seek stronger social connections within ingroups, we predicted that non‐prototypical group members will have more salient self‐presentation goals than prototypical members, and as such will exert more individual effort to exhibit the value of their membership to the group. Correlational Study 1 confirmed that non‐prototypical group members may be more likely than prototypical members to volunteer for activities that would benefit their group. Two experimental studies were then conducted to test the causal influence of feelings of prototypicality while also identifying theoretically relevant moderating conditions of perceived task efficacy (Study 2) and public versus private task performance (Study 3). These findings suggest that effortful performance in groups is partly motivated by the desire to foster social ties. Copyright © 2012 John Wiley & Sons, Ltd.