The current research examines the effect that framing persuasive messages in terms of self-guides (ideal vs. ought) has on the attitudes and cognitive responses of individuals with chronic ideal versus ought self-guides. The strength of participants' ideal and ought self-guides and the magnitude of participants' ideal and ought self-discrepancies were measured using a computerized reaction time...

Human decision making can be influenced by emotionally valenced contexts, known as the framing effect. We used event-related brain potentials to investigate how framing influences the encoding of reward. We found that the feedback related negativity (FRN), which indexes the "worse than expected" negative prediction error in the anterior cingulate cortex (ACC), was more negative for the negative...

Decision makers facing a multiple prospect, which is a bundle of single prospects, are influenced by whether outcome information is framed narrowly (segregated) or broadly (aggregated). The present research hypothesizes perceived riskiness and perceived ambiguity as two distinct mediators of the effect of broad versus narrow prospect framing on decision behavior. Perceived riskiness and perceiv...

This study offers insights into how news media frames interact with existing value orientations in shaping voter preferences. It is assumed that a framing effect should be more pronounced when frames in the news resonate with people’s existing value predispositions. These assumptions were tested in a real-world setting of a political campaign dealing with the issue of naturalization of immigran...

Metaphors have been shown to be effective explanatory and communicative tools, shaping how people think and reason about complex domains. To date, however, most studies have addressed only coarse-grained effects of metaphor framing, leaving many questions unanswered about the relative power of metaphor compared to more literal linguistic framing devices. We addressed this issue in a large, pre-...

a serious concern, as RM uses different prices for fundamentally the same service. The authors examine the effects of familiarity with an RM pricing practice, framing of prices, and fencing condition (i.e., whether a respondent was advantaged or disadvantaged by an RM price) on fairness perceptions. The authors conduct two experiments and find that familiarity moderated the effects of framing a...

This study focuses on the effects of framing information on perceptions and choices of genetically modified food. Information that is presented in a neutral, positive, or negative framing provokes different reactions and may change perceptions and choices. The effect of framing on judgment and choices is stronger when consumers are less knowledgeable, and their beliefs are not very strong. This...

Three studies examine an emotion fit effect in the crisis communication, namely, the interaction between emotional frames of guilt and shame and consumer emotions of anger and fear on consumer forgiveness. Guilt-framing communication results in higher forgiveness than shame-framing for angry consumers, whereas shame-framing communication results in higher forgiveness than guilt-framing for fear...

We propose a model of narrow framing in insurance and test it using data from a new module we designed and fielded in the Health and Retirement Study. We show that respondents subject to narrow framing are substantially less likely to buy long-term care insurance than average. This effect is distinct from, and much larger than, the effects of cautiousness, risk aversion, or adverse selection, a...

The framing effect refers the tendency to be risk-averse when options are presented positively but be risk-seeking when the same options are presented negatively during decision-making. This effect has been found to be modulated by the serotonin transporter gene (SLC6A4) and the catechol-o-methyltransferase gene (COMT) polymorphisms, which are on the dopaminergic and serotonergic pathways and w...