Deep thoughts and shallow frames: on the susceptibility to framing effects

This paper examines the occurrence of framing effects when more thought is given to problems. In Study 1, participants were presented with one of two frames of several decision problems. Participants' Need for Cognition (NC) scores were obtained, and half the participants were asked to justify their choices. Substantial framing effects were observed, but the amount of thought purportedly given to a problem, whether manipulated by justification elicitation or measured by NC scores, did not reduce the incidence of framing effects. In Study 2, participants responded to both frames of problems in a within‐subjects design. Again, NC scores were unrelated to responses on the first frame encountered. However, high‐NC, compared to low‐NC, participants were more consistent across frames of a problem. More thought, as indexed here, does not reduce the proclivity to be framed, but does promote adherence to normative principles when the applicability of those principles is detectable. Copyright © 2003 John Wiley & Sons, Ltd.     

Negative hallucinations,dreams and hallucinations: The framing structure and its representation in the analytic setting

This paper explores the meaning of a patient's hallucinatory experiences in the course of a five times a week analysis. I will locate my understanding within the context of André Green's ideas on the role of the framing structure and the negative hallucination in the structuring of the mind. The understanding of the transference and countertransference was crucial in the creation of meaning and enabling the transformations that took place in the analytic process. Through a detailed analysis of a clinical example the author examines Bion's distinction between hysterical hallucinations and psychotic hallucinations and formulates her own hypothesis about the distinctions between the two. The paper suggests that whilst psychotic hallucinations express a conflict between life and death, in the hysterical hallucination it is between love and hate. The paper also contains some reflections on the dramatic nature of the analytic encounter.     

“Baba Has Come to Civilize Us”: Developmental Idealism and Framing the Strict Demands of the Brahma Kumaris

This article extends and complicates the theory that “strict churches are strong” based on the strict demands that were followed and not followed by the Brahma Kumaris in Nepal. To be successful, strict religious groups must not only be strict, but also frame their strictness in ways that resonate with the everyday experiences and commonly held beliefs of their members. Nepali women involved with the Brahma Kumaris tend to accept and follow the group's demands when those demands have been framed as modern, and that framing is resonant with the prevailing definitions of modernity offered by Western development agencies. When the modern framing is not resonant, as with the case of framing celibacy as “spiritual birth control,” the strict demand is not followed, and the frame itself is rejected in favor of the practice being defined in different terms.     

再探框架对风险决策行为的影响

期望理论运用Ｓ状的价值函数和非线性的权重函数来解释和预测框架效应。“齐当别”抉择模型将不同框架下的抉择行为简单地看成是“最好可能结果之间的取舍”或者“最坏可能结果之间的取舍”。本研究设计了一“匹配”技术,并用此对作者所报告过的支持框架效应与不支持框架效应的选择问题加以再检验。实验表明,采用不同的框架并不能预测性地决定不同的抉择偏爱,而匹配结果所示的“齐当别”策略则能更好地对所收集到的有关框架效应的数据作出解释。     

风险决策中动态框架效应研究

风险决策的框架效应一直是理论研究和实践应用的焦点。该研究利用计算机联网模拟团队分布式动态风险决策任务,从三个方面（过去绩效,启动资金和目标设置）研究决策者在动态条件下风险偏好的变化规律。研究发现“目标设置”因素框架效应具有抑制作用,“启动资金”因素对个体和团队有不同影响。研究结果表明,风险敏感性同样适用于解释动态情境下的风险偏好。     

How Emotional Frames Moralize and Polarize Political Attitudes

Moralized issues, such as abortion and same‐sex marriage, are some of the most polarizing and divisive issues in politics. These topics motivate political engagement but present a barrier to democratic resolution. Yet we know little about how some issues become “moral issues” and others do not. In this article, I argue that exposure to persuasive frames, particularly those eliciting anger and disgust, serves to moralize and polarize public opinion. I test these hypotheses across three experiments on emerging debates over food politics. The results consistently show that persuasive frames increase issue moralization and, in turn, facilitate polarization. A panel analysis demonstrates that the effect of a single exposure lasts at least two weeks. Mediation analyses suggest that feelings of disgust and anger help explain how persuasive frames moralize political attitudes, while anger alone seems to explain the polarizing effects of framing. Overall, the findings provide new insight into framing, emotion, and the development of moral issues.     

Is the victim Max (Planck) or Moritz? How victim type and social value orientation affect dishonest behavior

Does the potential victim of dishonest behavior—a family or a bank, a pensioner or an insurance firm—affect the propensity to engage in such behavior? We investigate the effect of victim type—an individual person or an impersonal institution—on dishonest behavior and test whether it interacts with potential perpetrators' social value orientation (prosocial or proself). In a between‐subjects design, we allowed experimental participants (N = 368) to misreport private information in order to increase (decrease) their profit (loss) at the expense of either another participant or the experimenter's budget. Both prosocials and proselfs engaged in dishonesty, but proselfs did so much more. Furthermore, prosocials reduced their dishonesty when the victim was another person, rather than an institution, but proselfs did not. A direct implication is that the dishonesty of prosocials may be curbed by increasing the salience of the adverse effect their dishonesty has on other individual people but that such interventions will not be effective for proselfs. In contrast with recent results, we did not find a general effect of increased dishonesty under a loss (vs. gain) frame.     

The Illusion of Double‐Discount: Using Reference Points in Promotion Framing

Double‐discount is an effective format for promoting purchase decisions. However, extant literature has overlooked how temporal order of discounts applied affects consumers’ purchase decisions. In this paper, we show that the sequence of discount magnitude (e.g., 10% followed by 40% vs. 40% followed by 10%) leads to biases in consumer judgment and influences the perceived appeal and purchase intention of the deal. We term this the double‐discount sequence effect. Using four experiments, we showed that double‐discount in an ascending sequence (e.g., taking 10% off, then an additional 40% off) is preferable over that in a descending sequence. We also found that discount application sequence—but not the presentation order—matters to consumers. Consumers anchor on the first discount they encounter and evaluate the second discount with respect to this first one.     

Same meaning but different feelings: Different expressions influence satisfaction in social comparisons

The same social comparison information may be expressed in different ways (e.g. ‘I am better than him’ versus ‘he is worse than me’). The results of four studies indicated that the way social comparison is expressed can affect an individual's satisfaction (i.e. ‘better’ versus ‘worse’). Specifically, in upward comparisons, the expression ‘I am worse than him’ makes individuals feel less satisfied than the expression ‘he is better than me’. In downward comparisons, those who use the expression ‘I am better than him’ are more satisfied than those who use the expression ‘he is worse than me’. The motivation of information processing acted as the mediator.