自我框架、风险认知和风险选择

对行为决策中“框架效应”(Framing Effect)的研究进行了拓展：探讨了自我框架对风险决策的影响及其机制。面对运用图示方法表示的管理,健康,及投资方面的风险决策问题,参与者自主地选择对方案的描述（自我框架）。研究有四个主要发现：1）自我框架对风险选择的效应部分显著,而且对风险选择的影响方向因情境的不同而不同;2）机会威胁认知是自我框架效应的一个中介变量;3）自我框架在情绪语气上的差异对风险决策有显著影响：决策者对一个备选方案（确定性或风险性方案）相对于另一个备选方案的自我描述的情绪语气越积极正面,这个方案被选择的可能性越大;4）决策者的机会-威胁认知是这一自我框架效应的部分中介变量。也就是说,对备选方案的自我描述语气作为一种对决策信息的编码影响了风险（机会和威胁）认知,进而影响决策者的风险偏好和选择     

风险情景中参照点与管理者认知特征

采用问卷测量的方法探讨风险情景以及个性特征对个体风险倾向的影响。结果显示：(1)成就动机的两个成分,即争取成功与回避失败能够分别预测个体在风险情景中的风险倾向与认知特征;争取成功动机对预测个体机会认知更敏感,而回避失败动机对预测威胁认知更有效。(2)回避失败动机是区分个体风险倾向的关键变量,个体在风险情景中的风险倾向取决于个体回避失败动机的强弱。(3)实验证实了当以“成功”为参照点时,回避失败倾向低的个体,在获益情景中更冒险而在损失情景中更保守;相反,回避失败倾向高的个体,在损失情景中更冒险而在获益情景中更保守。研究表明,结合人格和情景两类变量探讨个体风险倾向的反应模式能够更准确地描述个体行为倾向及其认知特征。这一结论提供了一个可能的思路来解释P理论与刻板模式之间的争执。另外,企业与学生样本在数据的总体趋势上存在相当多的一致性,但在细节上仍然存在差异,因此以学生样本数据进行推论时须要特别谨慎。     

Are mindful people more risk-averse? Effects of trait and state mindfulness on risk preference in decision-making

The current research investigated whether various aspects of mindfulness were differentially associated with risk preference in decision-making. In Studies 1 and 2, attention and present-focus aspects of trait mindfulness were associated with lower risk preference in making monetary gains. In Study 3, participants completed either a mindfulness training or listened to a comparable control recording. Compared to the control condition, subjects in the mindfulness condition were more risk-averse in making choices for monetary gains. The attention and present-focus aspects of state mindfulness mediated this connection. Study 4 introduced a loss framing, where attention and present-focus no longer associated with lower risk preference, but awareness and acceptance aspects of trait mindfulness associated with higher risk preference in avoiding monetary losses. The results suggest that different aspects of mindfulness have potential for mitigating risk preference, but such potential is limited depending on the framing of a decision context.     

Framing effects in group investment decision making: role of group polarization

Prospect theory proposes that framing effects result in a preference for risk-averse choices in gain situations and risk-seeking choices in loss situations. However, in group polarization situations, groups show a pronounced tendency to shift toward more extreme positions than those they initially held. Whether framing effects in group decision making are more prominent as a result of the group-polarization effect was examined. Purposive sampling of 120 college students (57 men, 63 women; M age = 20.1 yr., SD = 0.9) allowed assessment of relative preference between cautious and risky choices in individual and group decisions. Findings indicated that both group polarization and framing effects occur in investment decisions. More importantly, group decisions in a gain situation appear to be more cautious, i.e., risk averse, than individual decisions, whereas group decisions in the loss situation appear to be more risky than individual decisions. Thus, group decision making may expand framing effects when it comes to investment choices through group polarization.     

Choosing between conciliatory and oppositional leaders: The role of out‐group signals and in‐group leader candidates' collective action tactics

In this paper, we examine the role of out‐group signals and in‐group leader tactics in the choice and evaluation of rival in‐group leader candidates. Study 1 found preference for a negotiating in‐group leader over an oppositional leader, mediated by perceived leader effectiveness and prototypicality. In Study 2, participants chose a leader who had received out‐group endorsement, and in Studies 3 and 4, participants chose a negotiating in‐group leader where the out‐group was prepared to negotiate and an oppositional leader where the out‐group was not prepared to negotiate. In the latter three studies, there was evidence for participants being strategic in their choices: effects were mediated by effectiveness but not prototypicality. These findings suggest our understanding of collective action will be enriched through attention to the situational cues provided by out‐groups, and to the context of competing voices of collective action leadership.     

风险情景中的机会和威胁认知

随着近年来社会经济的高速发展 ,人们面临着越来越多的风险问题。该研究的目的在于深入分析个体成就动机、风险情景中的行为反应方式以及机会 -威胁认知三者之间的关系。研究采用问卷设计 ,由成就动机量表、抽彩游戏和机会 -威胁问卷三部分组成。被试来自北京和重庆地区的三所高校 (N =2 6 2 )。结果发现 :(1)成就动机中的“回避失败”变量对个体在风险情景中的反应方式以及机会 -威胁认知有显著性的影响 (p <0 0 5 ) ;(2 )机会 -威胁认知水平不同的个体在风险情景中的反应方式有着显著性的差异 (p <0 0 1) ,机会认知与行为变量的相关达到了显著性水平 (p <0 0 5 ) ;(3)四组被试分别表现出高机会 -低威胁等 4种认知组合 ,因此机会与威胁认知可能存在于两维空间     

封面故事、选项框架和损益概率对风险偏好的影响

以股市投资为背景设计决策问题,考查了问题的封面故事类型、备择选项框架和风险项的概率水平对327名股民被试和465名大学生被试的风险偏好的影响。结果表明,股民被试的风险偏好不同于大学生被试,前者在所有实验处理上呈现出稳定的风险回避倾向。大学生被试在不同类型的封面故事下呈现出不同的风险偏好。在传统的坏封面故事下,风险偏好只受到备择选项框架的影响,不受损益概率的影响,即出现经典的框架效应现象。在好封面故事下,风险偏好受到备择选项框架、损益概率及两者交互作用的影响,即在高概率水平上出现框架效应现象,在低概率水平上出现框架效应反转现象     

Striving for unwanted goals: stress-dependent discrepancies between explicit and implicit achievement motives reduce subjective well-being and increase psychosomatic symptoms

Three studies investigated the relevance of affect regulation, stressful life events, and congruence between explicit achievement orientation and implicit achievement motive for subjective well-being and symptom formation. According to personality systems interactions (PSI) theory, stressful life events were expected to reduce motive congruence when the ability to self-regulate affect was impaired (i.e., state orientation). Consistent with expectations, the State Orientation x Stress interaction predicted incongruence in healthy participants (Studies 1 and 3) and in patients (Study 2). Furthermore, incongruence partially mediated the direct State Orientation x Stress effect on subjective well-being (Studies 1 and 3) and the course of psychosomatic complaints over 3 months (Study 2). In Study 3, the experimental induction of threat reduced motive congruence in state-oriented participants compared with an acceptance condition. Findings underscore the importance of assessing motive congruence as a "hidden stressor" and validate a new operant multi-motive test.     

成就动机与机会-威胁认知

采用问卷法探讨 3类变量即成就动机、风险情景中的冒险倾向以及对风险情景的机会 -威胁认知的关系。结果发现相对争取成功动机而言 ,回避失败动机对预测个体的机会 -威胁认知状况更为敏感 ;研究也显示 ,高成就动机组是以强烈的争取成功的倾向导致其对机会的积极认知 ;低成就动机组则是以对失败回避的趋力强化了威胁认知。个体在风险情景中的行为倾向与认知反应显得更为复杂。首先 ,框架效应不是普遍但的确存在于某类风险情景中 ,方差分析证实风险情景与框架间的交互作用达到显著性水平 ,这说明被试保守倾向的反应受到情景与框架效应的交互影响 ;其次 ,风险情景即“获益”和“损失”极大地影响着被试的风险反应模式     

Reflections of the self: how self‐esteem determines decision framing and increases risk taking

Historically, research examining the influence of individual personality factors on decision processing has been sparse. In this paper we investigate how one important individual aspect, self‐esteem, influences imposition and subsequent processing of ambiguously, negatively or positively framed decision tasks. We hypothesized that low self‐esteem individuals would impose a negative frame onto ambiguous decision problems and would be especially sensitive to negatively framed decision tasks. In Study 1 we utilized a self‐framing procedure and demonstrated that HSE participants were evenly divided in the hedonic valence they self‐imposed whereas LSE participants were more likely to self‐impose a negative frame. When these differences were accounted for, HSE and LSE participants were equivalent in risk seeking/avoiding choices. Study 2 used a risky‐choice framing task and found that LSE individuals were especially sensitive to the negative frame. Study 3, provided converging evidence and generalization of these findings to a reflection tasks involving money. Copyright © 2006 John Wiley & Sons, Ltd.     

Perspectives,Perceptions, and Risk-Taking Behavior

Several organizational researchers have recently argued that the propositions of Kahneman and Tversky's (1979) prospect theory are in conflict with commonly held notions of risk taking for opportunities and risk aversion for threats. This investigation was an attempt to empirically separate threat and opportunity perceptions from loss and gain perspectives. Experiment 1 (N= 244) revealed that most decision makers, faced with a traditional framing problem, perceived the risky alternative as an opportunity when they were in the loss domain, but perceived it as a threat when they were in the gain domain. Experiment 2 showed that framing the same (loss and gain) problems as threats versus opportunities influenced risk taking, such that management students (N= 84) were more risk taking for opportunity-framed problems and risk averse for threat-framed problems. At the same time, the students took more risks for the loss problem than for the gain problem. We conclude that threat and opportunity perceptions are theoretically and empirically distinguishable from loss and gain perspectives.     

Self‐framing of risky choice

Previous research on framing effects has largely focused on how choice information framed by external sources influences the response of a decision maker. This research examined how decision makers framed choice options and how the hedonic tone of self‐framing influenced their risk preference. By using pie charts and a complementary sentence‐completion task in Experiment 1, participants were able to interpret and frame the expected choice outcomes themselves before making a choice between a sure option and a gamble in either a life–death or a monetary problem. Each of these self‐frames (phrases) was then rated by a group of independent judges in terms of its hedonic tone. The hedonic tone of self‐frames was mostly positive and was more positive in the life–death than the monetary context, suggesting a motivational function of self‐framing. However, positive outcomes were still more likely to be framed positively than negative outcomes. In Experiment 2, choice outcomes were depicted with a whole‐pie chart instead of a pie slice in order to emphasize positive and negative outcomes equally. The results showed that the hedonic tone of self‐framing was still largely positive and more positive in the life domain than the monetary domain. However, compared to Experiment 1, the risk preference in the life–death domain was reversed, showing an outcome salience effect: when the pie‐slice chart emphasized only survival outcomes, participants were more risk taking under positive hedonic frames whereas when the whole‐pie chart depicted both survival and mortality outcomes, they became risk averse under positive frames. In sum, self‐framing reflected a positive bias in encoding risk information and affected the risk preference of the decision maker. Like the tone of voice used in communication, the hedonic tone of self‐framing, either positive or negative, can affect risk perception of a choice problem. Copyright © 2003 John Wiley & Sons, Ltd.     

环境无序性对消费者多样化寻求的影响及作用机制

在日常生活和购物环境中, 混乱无序无处不在。然而, 关于环境无序性对消费者产品选择行为的影响研究却十分有限, 本文试图填补这一不足。具体而言, 本文创新性地提出环境无序性与多样化寻求行为之间存在着因果关系, 且自我效能威胁和未来偏好不确定感在其中发挥链式中介作用。通过1个预实验和4个实验, 本文发现无论在真实环境、线下购物环境、工作环境, 还是线上产品陈列情境下, 环境无序性均可提升多样化寻求行为; 无序的环境会对消费者的自我效能产生威胁, 进而增强其对未来产品偏好的不确定性感知, 最终促使其通过增加多样化寻求行为来应对未来可能变化的产品偏好。     

Protecting the self from the negative consequences of risky decisions.

Three experiments tested the idea that a motive to protect self-esteem (SE) from the threat of regret can influence decision making. Threat to SE was manipulated by varying whether people expected to know the outcome of their decisions. Study 1 showed that when Ss expected feedback about their decisions, only Ss low in SE made regret-minimizing choices. Study 2 showed that when Ss did not expect to know the outcome of their decisions, SE differences in choice strategies disappeared. Study 3 manipulated expectations about feedback on chosen and unchosen alternatives and showed that the more feedback that was expected, the more likely low but not high SE Ss were to make regret-minimizing choices. These studies suggest that people base decisions not only on objective attributes of choice alternatives, but also on the damage to SE that is perceived to result from a poor-decision outcome.     

Multiple Framing: Verbal,Facial, and Vocal Cues in Risky Choice

Verbal framing effects have been widely studied, but little is known about how people react to multiple framing cues in risk communication, where verbal messages are often accompanied by facial and vocal cues. We examined joint and differential effects of verbal, facial, and vocal framing on risk preference in hypothetical monetary and life–death situations. In the multiple framing condition with the factorial design (2 verbal frames × 2 vocal tones × 4 basic facial expressions × 2 task domains), each scenario was presented auditorily with a written message on a photo of the messenger's face. Compared with verbal framing effects resulting in preference reversal, multiple frames made risky choice more consistent and shifted risk preference without reversal. Moreover, a positive tone of voice increased risk‐seeking preference in women. When the valence of facial and vocal cues was incongruent with verbal frame, verbal framing effects were significant. In contrast, when the affect cues were congruent with verbal frame, framing effects disappeared. These results suggest that verbal framing is given higher priority when other affect cues are incongruent. Further analysis revealed that participants were more risk‐averse when positive affect cues (positive tone or facial expressions) were congruently paired with a positive verbal frame whereas participants were more risk‐seeking when positive affect cues were incongruent with the verbal frame. In contrast, for negative affect cues, congruency promoted risk‐seeking tendency whereas incongruency increased risk‐aversion. Overall, the results show that facial and vocal cues interact with verbal framing and significantly affect risk communication. Copyright © 2016 John Wiley & Sons, Ltd.     

Threat and defense as goal regulation: from implicit goal conflict to anxious uncertainty, reactive approach motivation, and ideological extremism

Four studies investigated a goal regulation view of anxious uncertainty threat (Gray & McNaughton, 2000) and ideological defense. Participants (N = 444) were randomly assigned to have achievement or relationship goals implicitly primed. The implicit goal primes were followed by randomly assigned achievement or relationship threats that have reliably caused generalized, reactive approach motivation and ideological defense in past research. The threats caused anxious uncertainty (Study 1), reactive approach motivation (Studies 2 and 3), and reactive ideological conviction (Study 4) only when threat-relevant goals had first been primed, but not when threat-irrelevant goals had first been primed. Reactive ideological conviction (Study 4) was eliminated if participants were given an opportunity to attribute their anxiety to a mundane source. Results support a goal regulation view of anxious uncertainty, threat, and defense with potential for integrating theories of defensive compensation.     

权力感与亲社会倾向：自我获益的中介和情境的调节作用

本研究基于情境聚焦理论探讨权力感与亲社会倾向的关系,以及自我获益和情境所起的作用。两项研究通过测量一般权力感（研究一, N= 271）和启动权力感（研究二, N=139名）,考察权力感在不同情境（合作vs.竞争）中的亲社会倾向。结果发现：自我获益在权力感与亲社会倾向之间存在中介作用,竞争合作情境能够调节权力感与自我获益的关系从而影响亲社会倾向,在竞争下,高权者感知到更少获益,表现出更少的亲社会倾向,在合作情境下则相反。     

Decision framing: moderating effects of individual differences and cognitive processing

Two studies examined the effect of an individual difference variable, need for cognition (NC), and processing of the options on the occurrence of risky choice framing effects. In Study 1 (N=206), frame interacted with NC and math skill such that no framing effect was observed among those high in both NC and math skill. No effect was found for the processing manipulation of requesting a reason for one's choices. Study 2 (N=257) enhanced the processing of the problems by asking participants to write out the options as they would describe them to a friend. Results showed that frame interacted with NC and depth of processing such that no framing effect was observed among those high in NC who were in the deep processing condition. These findings suggest that NC and depth of processing need to be considered in concert in order to understand their moderating effects on framing. Copyright © 2004 John Wiley & Sons, Ltd.     

Behavioural Consistency Within the Prisoner's Dilemma Game: The Role of Personality and Situation

Mixed‐motive games represent situations that confront people with a conflict between cooperative and non‐cooperative alternatives. Despite this common basis, recent research has shown that the consistency of people's choices across different mixed‐motive games is rather low. The present research examined behavioural consistency within the same mixed‐motive game, by presenting participants with a series of one‐shot Prisoner's Dilemma Games. Across this set of games, payoffs were manipulated in order to intensify or weaken the conflict between self and the other party while maintaining the game's underlying structure. Our findings indicate that significant differences in choice behaviour are observed as a function of both situational (i.e. manipulations of the Prisoner's Dilemma Game's payoff structure) and personality differences (i.e. individual differences in personality and motivational traits). Moreover, our included situational variables and personality features did not interact with each other and were about equally impactful in shaping cooperation. Crucially, however, despite the significant behavioural differences across game variants, considerable consistency in choices was found as well, which suggests that the game's motivational basis reliably impacts choice behaviour in spite of situational and personality variations. We discuss implications for theorizing on mixed‐motive situations and elaborate on the question how cooperation can be promoted. © 2018 European Association of Personality Psychology