认知闭合需要、框架效应与决策偏好

在带有模糊性的决策情境中,决策者个人的认知特征会对其判断决策产生重要影响。通过实验的方法,考察了认知闭合需要和特征框架效应对个体决策偏好的影响。93名工商管理硕士（MBA）参与了实验,研究的结果支持了本研究的3个假设,即认知闭合需要与特征框架效应不仅对被试的决策偏好存在显著的影响,而且二者还存在显著的交互作用。具体来说,研究发现,在模糊情境中：高认知闭合需要的被试偏好于立刻做出决策,而低认知闭合需要的被试偏好于暂缓做出决策;接收到正向框架信息的被试偏好于立刻做出决策,而接收到负向框架信息的被试偏好于暂缓做出决策;认知闭合需要与特征框架对被试的决策偏好还存在显著的交互作用。研究结论为根据个体认知闭合需要的水平来选拔决策者、利用框架效应来影响个体的信息加工方式进而提高决策质量提供了理论依据     

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.     

阈下特征框架效应心理机制初探

特征框架效应是指当分别以积极框架和消极框架来描述给定情景中的某一事物或事件的关键特征时,一般情况下人们更偏好以积极框架来描述其关键特征的事物或事件的现象.本研究通过2个实验验证了阈下特征框架效应的存在及其产生机制.实验一发现,阈下特征框架效应只在有时间压力下才会产生.实验二发现,被试对与框架类型一致的词汇判断的反应时比对与框架类型不一致的词汇判断的反应时更快,这在一定程度上说明特征框架效应的产生是因为框架激活了与框架一致性的信息,起到了语义启动的作用,从而导致被试判断任务的评定值偏向该框架类型.     

Impact of mood,framing, and need for cognition on decision makers' recall and confidence

This study examined the impact of mood, information framing, and need for cognition on participants' amount of recall and level of confidence in a simulated business‐decision‐making setting. No main effect was obtained for either positive or negative mood. However, in support of the congruity–incongruity hypothesis, participants who received mood‐congruent framing information (positive mood/positive framing and negative mood/negative framing) showed significantly better recall and were significantly less overconfident than those who received mood‐incongruent framing information (positive mood/negative framing and negative mood/positive framing). Yet, congruity–incongruity effects were moderated by decision makers' need for cognition and were obtained only among participants' with a lower cognitive processing requirement. Copyright © 2004 John Wiley & Sons, Ltd.     

An overcorrection framing effect

With the “typical” attribute framing manipulation, assimilation effects have often been obtained; people often judge the attributes of a judgmental target more positively when the attributes are framed positively (e.g., 99% pure) than negatively (e.g., 1% impure). Research has not, however, explored or demonstrated the effects of correcting or overcorrecting for the frame's influence. Overcorrection framing occurs when a more positive response is produced by the negative frame. Across three experiments, overcorrection as well as typical framing effects were obtained. In Experiments 1 and 2, overcorrection effects were obtained when participants were prompted to consider complementary information and, in Experiment 3, when the frame's source was described as untrustworthy. In contrast, typical framing effects were obtained when prompts were not supplied and when the frame's source was not described as being untrustworthy. These results supported the unification model that uses a priming analysis to account for assimilation (typical framing) and contrast (overcorrection framing) effects. We discussed how overcorrection is expected with other framing manipulations, such as risky-choice framing. We provided reasons for asymmetrical correction effects and discussed implications of our analysis for holistic/analytical as well as System 1/System 2 processing styles, the influence of different amounts of cognitive resource allocations, and the possibility of a correction process involving averaging.     

特征框架效应的心理机制与影响因素

特征框架效应是指当分别以积极框架和消极框架来描述给定情境中某一事物或事件的关键特征时, 一般情况下人们更偏好以积极框架来描述其关键特征的事物或事件的现象。特征框架效应广泛的存在于消费、医学及政治等领域。目前, 它的解释机制主要包括效价加工的认知机制、参照依赖、查询理论以及认知神经机制。它的影响因素主要包括经验、人格特质、计算能力以及认知闭合需要等。未来的研究应该从深入探索特征框架效应的产生根源和影响因素, 拓展其应用研究, 深入探索偏好消极框架下的特征框架效应以及探讨该现象与其它现象之间的关系等五方面展开。     

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.     

Attribute Framing and Goal Framing Effects in Health Decisions

Levin, Schneider, and Gaeth (LSG, 1998) have distinguished among three types of framing—risky choice, attribute, and goal framing—to reconcile conflicting findings in the literature. In the research reported here, we focus on attribute and goal framing. LSG propose that positive frames should be more effective than negative frames in the context of attribute framing, and negative frames should be more effective than positive frames in the context of goal framing. We test this framework by manipulating frame valence (positive vs negative) and frame type (attribute vs goal) in a unified context with common procedures. We also argue that the nature of effects in a goal-framing context may depend on the extent to which the research topic has “intrinsic self-relevance” to the population. In the context of medical decision making, we operationalize low intrinsic self-relevance by using student subjects and high intrinsic self-relevance by using patients. As expected, we find complete support for the LSG framework under low intrinsic self-relevance and modified support for the LSG framework under high intrinsic self-relevance. Overall, our research appears to confirm and extend the LSG framework.     

Framing of Decisions: Effect on Active and Passive Risk Avoidance

Decision makers intending to avoid risk in a decision situation can choose a less risky alternative (passive risk avoidance) or intervene actively in an alternative applying a risk‐defusing action (active risk avoidance). In Experiment 1 (64 participants), we compared active and passive risk defusing in two framing conditions. In the negative frame, in the uncertain alternative, a change to the worse was possible; in the positive frame, a change to an improvement was possible. Each participant decided in both framing conditions. As expected, active risk avoidance behavior for preventing a negative outcome (i.e., in the negative frame) was more likely than for promoting a positive one (i.e., in the positive frame). If decision makers did not or could not actively defuse the risk, they chose in correspondence to the classical pattern: risk avoidance in the positive frame and risk seeking in the negative one. We replicated the latter result in a second experiment (32 participants). The classical framing pattern in passive risk avoidance in both experiments is remarkable, because participants were not presented or did not search for exact probabilities. Copyright © 2014 John Wiley & Sons, Ltd.     

Dispositional optimism,self‐framing and medical decision‐making

Self‐framing is an important but underinvestigated area in risk communication and behavioural decision‐making, especially in medical settings. The present study aimed to investigate the relationship among dispositional optimism, self‐frame and decision‐making. Participants (N = 500) responded to the Life Orientation Test‐Revised and self‐framing test of medical decision‐making problem. The participants whose scores were higher than the middle value were regarded as highly optimistic individuals. The rest were regarded as low optimistic individuals. The results showed that compared to the high dispositional optimism group, participants from the low dispositional optimism group showed a greater tendency to use negative vocabulary to construct their self‐frame, and tended to choose the radiation therapy with high treatment survival rate, but low 5‐year survival rate. Based on the current findings, it can be concluded that self‐framing effect still exists in medical situation and individual differences in dispositional optimism can influence the processing of information in a framed decision task, as well as risky decision‐making.     

The Effects of Regulatory Fit between Explanation Framing and Applicants’ Regulatory Foci on Applicant Reaction

Abstract

Drawing from regulatory fit theory and the literature on persuasion, the current study is the first to explore whether the fit between explanation framing and applicants’ regulatory foci could enhance applicant reaction. We hypothesized that a positively framed explanation fits with applicants’ promotion foci and that a negatively framed explanation fits with applicants’ prevention foci. Three studies were conducted in which participants with different regulatory foci rated their perceived procedural fairness and organizational attractiveness after reading differently framed recruitment advertisements, rejection letters, and job offer letters. The results supported our hypothesis by showing significant interactions between explanation framing and participants’ regulatory foci on procedural fairness and organizational attractiveness perception in the contexts of recruitment advertising and rejection letters. In these contexts, compared with receiving a negatively framed explanation, promotion-focused recipients reported higher levels of perceived fairness and organizational attractiveness after receiving a positively framed explanation, and promotion-focused recipients’ fairness and attractiveness perceptions were higher than prevention-focused recipients’, after receiving a positively framed explanation. Moreover, perceived procedural fairness mediated the relationship between regulatory fit and perceived organizational attractiveness. However, regulatory fit effects were not found in the context of job offer letters.     

Self-Discrepancies and Involvement Moderate the Effects of Positive and Negative Message Framing in Persuasive Communication

One individual difference that is conceptually closely related to the positive and negative framing of outcomes in persuasive communications is the person's self-discrepancy. It was expected that a match between a person's self-discrepancy and framing will lead to more persuasion, under the condition that the information is processed centrally (high involvement). Two experiments were conducted to test this expectation, one through the Internet among obese people and one in the laboratory among students. Both experiments showed that only among those with high involvement—assessed as an individual difference—participants with an ideal-discrepancy were persuaded the most by the positively framed information, whereas participants with an ought-discrepancy were persuaded the most by the negatively framed information.     

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.     

选项框架和认知负载对风险决策的影响

本研究采用实验法探讨了选项框架和认知负载对风险决策的影响。结果发现:(1)不同的认知负载条件下,被试在正向框架下表现出风险回避,负向框架下表现出风险寻求,出现了框架效应现象;(2)相对于认知负载条件下,被试在无认知负载的负向框架下更偏好于风险选项,而正向框架下的风险偏好没有显著变化,即无认知负载条件下框架效应较强。这表明,框架效应不仅仅是启发式系统作用的结果,分析式系统也在其中发挥着重要的作用。     

Effects of problem frame and gender on principals’ decision making

Research indicates people’s decisions can sometimes be influenced by seemingly trivial differences in the framing (i.e., wording) of alternative options. The tendency to prefer risk averse options when framed positively and risky options when framed negatively is known as the framing effect. The current study examined the susceptibility of school principals to the framing effect. Additionally, analytical and intuitive decision styles, the degree to which one’s typical goal is to maximize (rather than satisfice), gender, and years of experience as a principal were measured to assess whether they are predictive of principals’ choices, and to test whether they moderate the effects of framing on choice. Seventy-one principals completed six decision problems (framed either positively or negatively) and instruments assessing decision style, typical decision goal, gender, and experience. Analyses demonstrated that principals are influenced by framing. Although the positively and negatively framed versions of the decision problems were objectively identical, negative framing resulted in more risky choices. Additionally, regardless of frame, men made more risky choices than women. There was no evidence that experience, decision style, or the degree to which one’s typical decision goal was to maximize, decreased framing effects. Several potential debiasing strategies are described, and limitations are noted.     

Framing Charity Advertising: Influences of Message Framing,Image Valence,and Temporal Framing on a Charitable Appeal1

This study examined when and how charitable advertisements could be effective in the context of child poverty. An experiment investigated the influences of message framing, image valence, and temporal framing on a charitable appeal. The results indicate that image valence enhances framing effects on advertising effectiveness of a charitable appeal when the image is congruent with the framed message, especially when the image and the message are presented negatively. A short‐term temporal frame facilitates effects of a negatively framed message with a negative pictorial presentation. Alternatively, a long‐term temporal frame increases advertising influences of a positively framed message with a positive pictorial image. Relevance for information processing of charity advertising is discussed.     

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     

When not to accentuate the positive: Re-examining valence effects in attribute framing

While the expanding body of attribute framing literature provides keen insights into individual judgments and evaluations, a lack of theoretical perspective inhibits scholars from more fully extending research foci beyond a relatively straightforward examination of message content. The current research applies construal level theory to attribute framing research. The authors conduct a meta-analysis of 107 published articles and then conceptually expand this knowledge base by synthesizing attribute framing research and construal level concepts. Results suggest that attribute framing is most effective when there is congruence between the construal level evoked in a frame and the evaluator’s psychological distance from the framed event. A follow-up experiment confirms that the congruence between a frame’s construal level and psychological distance—not simply its valence—appears to be driving attribute framing effects. This research proposes to shift the focus in attribute framing research from that of message composition to a more complex relationship between the message and the recipient.