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Alternative messages that present logically equivalent information, often referred to as equivalence frames, have been shown to influence readers' opinions on public issues. While equivalence framing has been studied in the context of issue advocacy, exhibiting pervasive effects across domains of decision‐making, little attention has been paid to whether the general public is able to choose these equivalence frames based on the goal of persuasion. Given that framing effects have important implications on democratic decision‐making, this paper reports on experiments that manipulate the strategic goal of policy advocacy (i.e., supporting alternative policy proposals) and ask respondents to select between equivalence frames to enhance the persuasive power of the advocacy toward the specified goal. Findings across three issue topics suggest that for the general adult population, only a small proportion of people were able to select equivalence frames based on the goal of persuasion with most people failing to do so. Also, a follow‐up study with a university student sample showed that familiarity with one equivalence frame over the other was a more consistent predictor of equivalence frame use than the goal of advocacy in communicating policy issues. [ABSTRACT FROM AUTHOR]

Based on research on framing effects and biased cognition, this paper investigated the limitations of framing pro-environmental messages in nationalist terms that emphasize the importance of upholding national pride, security, and leadership in global climate mitigation – a growing tendency among pro-environmental governments. Evidence from two survey experiments in the United States (N = 1075 and N = 205, respectively) supported the hypothesis that political identities and prior attitudes drove the effects of pro-environmental nationalist frame exposure on climate attitudes by influencing which considerations remained salient in people's minds following exposure. Study 1 showed that Republicans (versus Democrats) and nationalist participants assigned more salience to nationalist considerations following exposure, resulting in higher ethnoculturalism and, subsequently, lower climate mitigation support and higher climate scepticism. Study 2 largely replicated these results. Thus, this paper highlighted the limitations of framing pro-environmental information in nationalist terms to increase support for climate action. [ABSTRACT FROM AUTHOR]

Across seven studies (N  = 9,028), we provide evidence that quantity requests, wherein people consider multiple choice options of how much to donate (e.g. $5, $10, or $15), increase contributions compared to open-ended requests. Specifically, quantity requests encourage greater donations (study 1), even when respondents can passively choose not to donate (study 2) and even when the donation is directed toward a less popular cause (study 3). This increase in donations holds for quantity requests that start with both lower (e.g. $1) or higher (e.g. $10) donation amount options (study 4). Quantity requests also outperform other requests with multiple nonquantity donation options (e.g. multiple options of when to donate or to which charity branch to direct a donation; study 5). We offer evidence that quantity requests are effective because they simplify donation decisions by communicating normative donation magnitudes (studies 6 and 7). This clarified norm of donation magnitude boosts donation rates, which in turn leads to greater total donations. Our findings offer new conceptual insights into how quantity requests increase contributions as well as practical implications for charitable organizations to optimize contributions by leveraging the use of quantity requests. [ABSTRACT FROM AUTHOR]

Consumers often receive and evaluate temporal information, such as the number of days it will take a package to arrive or the number of days a vacation will last. Across eight preregistered studies (N  =   4,758), we examine how using days-of-the-week information in descriptions of temporal intervals (e.g. "ordered on Monday, February 1, delivered on Saturday, February 6" vs. "ordered on February 1, delivered on February 6") affects consumers' duration perceptions. We propose that the days-of-the-week framing prompts people to rely on narrow-span implicit scales characterized by lower thresholds for magnitude categories. These implicit scales lead people to judge objectively equivalent temporal intervals to be longer, which in turn has downstream consequences for consumers' time-versus-money tradeoffs, work planning, and provider-switching decisions. This research adds to our understanding of how decision context can activate different implicit scales and how these scales shape consumer judgments. [ABSTRACT FROM AUTHOR]

This study addresses how issue familiarity conditions longitudinal news framing effect dynamics. Comparing how the economic consequences frame impacts interpretation of two global problems—antimicrobial resistance and climate change—we study longitudinal effects across two similar issues varying significantly in salience and politicization, focusing on how various effect dynamics (single, repetitive, and counter-framing exposure) influence citizens' beliefs over time. A longitudinal experiment conducted with a probability-recruited sample in Sweden (N = 1,956) reveals (1) clear framing effects for both issues, (2) dynamics driven primarily by recency mechanisms, and (3) that individual differences in baseline belief certainty condition news framing effects. In sum, while the same news frame can have very similar effects on different issues, the findings suggest a "dual role" of issue familiarity, potentially conditioning the specific longitudinal effect dynamics, on the one hand, and effect susceptibility, on the other hand. [ABSTRACT FROM AUTHOR]

This experimental study illustrates how people are affected by framing effects when making decisions about sustainability problems that are common in the public sector. Using hypothetical decision scenarios and an environmental attitudes questionnaire, our results indicate that people are affected differently by framing effects in contexts involving sustainability problems in comparison with consumer, financial and life-and-death problems. This is explained by two mediating factors: susceptibility to framing effects and protected values regarding environmental issues. People with stronger utilization values towards the environment are more susceptible to framing effects, which may lead them to support policies with high negative ecological impacts. [ABSTRACT FROM AUTHOR]

In line with the urgency of problems related to climate change, studies on the framing of this issue have flourished in recent years. However, as in framing research overall, a lack of definitions complicates the synthesis of theoretical/empirical insights. This systematic review contrasts trends of framing in climate change communication to those observed in reviews of communication research overall and harnesses framing's power to bridge perspectives by comparing frames across different frame locations (i.e., frame production, frame content, audience frames, and framing effects), as part of the wider cultural framing repository. Combining quantitative and qualitative approaches of content analysis, this review draws on 25 years of peer-reviewed literature on the framing of climate change (n = 275). Among the findings, we observe that research has not made use of framing's bridging potential. Hence, the conceptual (mis)fit between frame locations will be discussed, and directions for future research will be given. [ABSTRACT FROM AUTHOR]

The purpose of this research is to test the validity of commonly used measures of exposure to and production of online extremism. Specifically, we investigate if a definition of hate influences survey responses about the production of and exposure to online hate. To explore the effects of a definition, we used a split experimental design on a sample of 18 to 25-year-old Americans where half of the respondents were exposed to the European Union's definition of hate speech and the other half were not. Then, all respondents completed a survey with commonly used items measuring exposure to and perpetration of online hate. The results reveal that providing a definition affects self-reported levels of exposure and perpetration, but the effects are dependent on race. The findings provide evidence that survey responses about online hate may be conditioned by social desirability and framing biases. The findings that group differences exist in how questions about hate are interpreted when definitions of it are not provided mean we must be careful when using measures that try to capture exposure to and the production of hate. While more research is needed, we recommend providing a clear, unambiguous definition when using surveys to measure online hate. [ABSTRACT FROM AUTHOR]

Abstract While Prospect Theory helps to explain decision-making under risk, studies often base frames on hypothetical events and fail to acknowledge that many individuals lack the ability and motivation to engage in complex thinking. We use an original survey of US adults (N = 2813) to test Prospect Theory in the context of the May 2023 debt ceiling negotiations in the US Congress and assess whether objective numeracy moderates framing effects. We hypothesize and find evidence to suggest that most respondents are risk-averse to potential gains and risk-accepting to potential losses; however, high numerates are more risk-averse and risk-accepting to gains and losses, respectively, than low numerates. We also find that need for cognition interacts with numeracy to moderate framing effects for prospective losses, such that higher need for cognition attenuates risk-acceptance among low numerates and exacerbates risk-acceptance among high numerates. Our results are robust to a range of other covariates and in models accounting for the interaction between political knowledge and need for cognition, indicating joint moderating effects from two knowledge domains similarly conditioned by the desire to engage in effortful thinking. Our findings demonstrate that those who can understand and use objective information may remain subjectively persuaded by certain policy frames.

Suppose that a patient is receiving treatment options from her doctor. In one case, the doctor says, "the surgery has a 90% survival rate." Now, suppose the doctor instead said, "the procedure has a 10% mortality rate." Predictably, the patient is more likely to consent on the first description and more likely to dissent on the second. This is an example of a framing effect. A framing effect occurs when "the description of [logically-equivalent] options in terms of gains (positive frame) rather than losses (negative frame) elicits systematically different choices." Framing effects are ubiquitous, but they are particularly troublesome in medicine. Many worry that there is tension between valuing informed consent and using framing effects in clinical settings. In this paper, I answer this question: if an individual is subject to a framing effect when she gives her consent, does this undermine the validity of her consent? I argue that framing effects do not undermine consent in general. [ABSTRACT FROM AUTHOR]

This article refines a foundational tenet of rational choice theory known as the principle of description invariance. Attempts to apply this principle to human agents with imperfect knowledge have paid insufficient attention to two aspects: first, agents' epistemic situations, i.e. whether and when they recognize alternative descriptions of an object to be equivalent; and second, the individuation of objects of description, i.e. whether and when objects count as the same or different. An important consequence is that many apparent 'framing effects' may not violate the principle of description invariance, and the subjects of these effects may not be irrational. [ABSTRACT FROM AUTHOR]

When allocating study time for the English sections of the National College Entrance Examination or the Postgraduate Entrance Examination, learners often encounter value-test likelihood trade-offs, where questions of similar difficulty may have different points and different likelihoods of being tested. This research explored how individuals allocated study time and whether this process exhibited bounded rationality by examining the risky choice framing effects in study time allocation. The research set up two types of items: 1-point items with a 90% likelihood and 9-point items with a 10% likelihood. Each type of item had the same test likelihood but was expressed in different framings. For the 90% likelihood items, the test framing emphasized that they had a 90% likelihood of being tested. Meanwhile, the non-test framing emphasized that they had a 10% likelihood of not being tested. A total of 41 college students participated in the study, and they were allowed to self-regulate their study time for each type of item. The results showed that learners’ study time allocation differed under the two equivalent framings. This indicates that the process of study time allocation is not completely rational, but is rather boundedly rational, which is inconsistent with the expected utility theory.

In dyadic ultimatum bargaining proposers, who are privately informed about the pie size, can exploit their "moral wiggle room" by engaging in unfairness which is unobservable by responders. Our setup instead assumes better informed responders and, as a consequence, limits ultimatum power and questions conflict resolution via acceptance of ultimatum proposals. In addition to testing the game theoretic solution, based on common opportunism, we assess whether two different market framings boost benchmark behavior. Our results confirm nearly universal responder opportunism. Although the benchmark proposer demand is modal, proposer choices display substantial variation, even in later rounds and even in the range in which lower demands would let both parties expect to earn more. Nevertheless, such inefficiently large demands become less frequent across rounds. Our results also show that market framing is insignificant and more so in later rounds. [ABSTRACT FROM AUTHOR]

The effects of artist's cultural identity in art appreciation are crucial in understanding discussions of cultural representation and remain understudied. In this study, we investigated the framing effect of cultural origin on artistic appraisals in 410 participants from the United States. All participants were recruited online and assigned to one of three groups which varied by artists' perceived culture of origin (American, European, or African). All stimuli consisted of equal numbers of abstract and representational artworks by African artists. The artists' name was manipulated and used as a proxy for culture of origin. For the African condition artists' original names were presented, while the other two conditions were presented with pseudonyms. Participants evaluated the artworks on the dimensions of understanding, meaning, interest, liking, and moving. Whether the participants would appraise art created by African artists higher than those created by artists perceived to be American or European, and its dependence on participant's race was investigated. Results revealed a significant effect for participants' race only in the American and African frames. Black participants reported higher levels of understanding, meaning, and liking when viewing abstract art in both American and African frames. In addition, they had higher interest only in the African frame, and higher moving only in the American frame. Black participants also had higher meaning, liking, and moving when viewing representational art only in the American frame. Our findings demonstrate that the racial or cultural identity of the artist can alter appraisals depending on the viewer's identity. [ABSTRACT FROM AUTHOR]

Adverse nocebo responses can cause harm to patients and interfere with treatment adherence and effects in both clinic practice and clinical trials. Nocebo responses refer to negative outcomes to active medical treatments in clinical trials or practice that cannot be explained by the treatment's pharmacologic effects. Negative expectancies and nocebo effects are less known than placebo responses. Nocebo effects can be triggered by verbal suggestions, prior negative experiences, observation of others experiencing negative outcomes, and other contextual and environmental factors. As research advances over the years, mechanistic knowledge is accumulating on the neurobiological mechanisms of nocebo effects. This review summarizes studies on different facets of nocebo effects and responses and discusses clinical implications, ethical considerations, and future directions. [ABSTRACT FROM AUTHOR]

Achieving ambitious carbon reduction targets requires transformative change to society, with behaviour change playing an important role. Climate change mitigation ('net zero') policies are needed to accelerate and support such behaviour change. This study examined factors and framing effects in public support for net zero policies in the United Kingdom (UK), making use of a large probability sample (ntotal = 5,665) survey conducted in August 2021. It found that net zero policies are widely supported, with only taxes on red meat and dairy products being supported by less than half of the UK public. Climate worry and perceived fairness were the strongest and most consistent predictors of policy support for net zero policies. The results further suggest that support for net zero policies can be increased by emphasising the co-benefits of the policies, in particular where they are beneficial for health. However, the framing effects were very small. In contrast, public support for net zero policies is lower when potential lifestyle and financial costs are mentioned. This suggests that perceived fairness of the distribution of costs and lifestyle implications of policies are crucial for building and maintaining support for net zero. [ABSTRACT FROM AUTHOR]

This paper aims to investigate how supporters perceive and react to environmental messages that call for reducing the environmental impact of sporting events. Based on prospect theory, we randomly provided 1423 supporters attending football events in Europe with (1) a negative (perceived loss for supporters), (2) a neutral (no perceived gain or loss) or a (3) a positive (perceived gain for supporters) environmental message and measured their attitudes towards the message, pro‐environmental behavioural intentions and perceived consumer effectiveness. Our results reveal that supporters show traits of collective behaviour during sports events that may lower the in‐stadium effectiveness of environmental messages. The environmental commitment of the favoured sports club increases the influence of green marketing on supporters with higher levels of environmental values and knowledge, but only when they depart from a collective identity. This paper contributes to green marketing literature revealing that modelling collective behaviours of members of groups exposed to highly emotional situations should be coordinated with information and awareness‐raising campaigns in everyday life. We also contribute to the prospect theory showing that loss aversion prevails in risk‐free conditions even though it does not directly shape supporters' behavioural intentions. [ABSTRACT FROM AUTHOR]

This article compares risk tolerance of native Arabic speakers under two language contexts: their first language (L1 Arabic) and their foreign language (L2 English). We aim to evaluate whether thinking in a foreign language actually reduces the negative effects of cognitive biases, such as loss aversion and mental accounting, on financial decision-making. Toward this aim, we conducted two experiments in which the risk tolerance levels of 144 participants were evaluated across four different types of decision-making problems: the Asian disease problem, the financial crisis problem, the discount problem, and the ticket/money lost problem. In study 1, we adopted Keysar et al.'s (2012, Psychological Science , 23 , 661–668) experiment to test the effect of L2 on framing effects associated with loss aversion, and in Study 2, we adopted Costa et al.'s (2014, Cognition , 130 , 236–254) experiment to test the effect of L2 on framing effects associated with mental accounting biases. We found that individuals were risk-averse for gains and risk-seeking for losses when presented with choices in their L1, but were almost unaffected by framing manipulation under the L2 condition. When it came to mental accounting, however, framing effects were nearly absent in both L1 and L2 conditions. In our investigation, we examined various potential factors that could explain the foreign language effect on decision-making. The primary factor that appears to account for this linguistic phenomenon is the heightened cognitive and emotional distance experienced when using an L2. [ABSTRACT FROM AUTHOR]

One of the most pervasive findings in attribute framing research is the valence consistent shift; that is, positively valenced frames (e.g., 95% natural ingredients) are preferred over semantically equivalent but negatively valenced frames (e.g., 5% artificial ingredients). Despite the robustness of this finding, it has primarily been observed in judgments of prospective or hypothetical consumption. When valenced frames are presented during or immediately prior to an actual consumption experience, evidence for the valence consistent shift is weaker and less conclusive. In the present research, we propose and show that individuals' susceptibility to a valenced frame encountered around the time of a related consumption experience depends on whether they focus primarily on their cognitions or their emotions during the experience. Specifically, five experiments provide evidence that the valence consistent shift is attenuated in visual, auditory, and (simulated) gustatory consumption contexts when individuals are prompted to rely more on affective (vs. cognitive) inputs. Implications for both theory and practice are discussed. [ABSTRACT FROM AUTHOR]

Achieving ambitious carbon reduction targets requires transformative change to society, with behaviour change playing an important role. Climate change mitigation (‘net zero’) policies are needed to accelerate and support such behaviour change. This study examined factors and framing effects in public support for net zero policies in the United Kingdom (UK), making use of a large probability sample (ntotal = 5,665) survey conducted in August 2021. It found that net zero policies are widely supported, with only taxes on red meat and dairy products being supported by less than half of the UK public. Climate worry and perceived fairness were the strongest and most consistent predictors of policy support for net zero policies. The results further suggest that support for net zero policies can be increased by emphasising the co-benefits of the policies, in particular where they are beneficial for health. However, the framing effects were very small. In contrast, public support for net zero policies is lower when potential lifestyle and financial costs are mentioned. This suggests that perceived fairness of the distribution of costs and lifestyle implications of policies are crucial for building and maintaining support for net zero.

Jamin Asay has recently argued that deflationists about the concept of truth cannot satisfactorily account for our alethic desires, i.e., those of our desires that pertain to the truth of our beliefs. In this brief reply, I show how deflationists can draw on well‐established psychological findings on framing effects to explain how the concept of truth behaves within the scope of our alethic desires. [ABSTRACT FROM AUTHOR]

National identification strength is a key Euroscepticism driver. We examine how politicians' framing of immigration policies increases the salience of different national identity representations and its relationship with support for the European Union (EU) in a two-waves between-subject survey-experiment using French and German samples. As predicted, exposure to assimilation frames (directly for the French sample or via frame perception for both samples) increased the salience of ethnocultural national identity representations. Additionally, as hypothesised, higher ethnocultural representations salience following assimilation frames exposure was related to higher Euroscepticism. However, feeling emotionally attached to the EU reduced this negative impact of ethnocultural national identity representations on EU attitudes. We discuss the role of ethnocultural nationalism in Euroscepticism and the importance of fostering stronger emotional ties to the EU. [ABSTRACT FROM AUTHOR]

Even when perception of risks such as earthquakes is high, preparation is generally low. Previous research shows relatively minor changes in the framing of target issues can impact decisions. In the area of risk, the terms “natural hazards” and “natural disasters” are used inconsistently. Using the Theory of Planned Behaviour as a framework, we conducted an online experiment with a large community sample from Wellington, Aotearoa New Zealand (N = 604) to examine possible framing effects. Half of the participants were asked about their attitudes and intentions regarding preparing for natural hazards and half about natural disasters. We found few significant differences in mean factor scores between the two groups, suggesting that people have attitudes and perceptions of similar strength for both natural hazards and natural disasters. However, half of the factors in structural equation modelling differed in significance or valence between the two conditions and intentions to prepare were positively associated with information-seeking behaviour only for the natural hazards frame, not the natural disaster frame. These findings suggest that the way in which these issues are framed meaningfully impacts how intentions form and translate to actual behaviour. It is possible that participants understood disaster as manifested, devastating impacts of a natural event rather than the potential for impact implied by the term hazard. Such interpretations could influence perceptions of preventability, and therefore preparation. These findings have critical implications for public information campaigns and interventions aimed at increasing preparedness for the risk posed by natural hazards.

Research asserts that populist messages are more persuasive when the audience's predispositions align with the framing and topic of these messages. Yet, few studies have empirically analyzed this assertion. In this article, we examine how people's emotional reactions to social issues (fear/anger) and the belief that society is in decline condition people's reactions to populist framed messages, and whether a populist framing is more persuasive on specific issues—that is, the European refugee crisis, climate change, or the pension crisis. We also focus on two effects of populist messages: issue-specific attributions of responsibility and populist attitudes. Based on a survey experiment, we find that people who are more fearful about social issues express more populist attitudes after reading a populist framed message, compared to a pluralist framed message, and that populist messages increase the attribution of responsibility to politicians for the European refugee crisis and climate change (i.e., global issues). [ABSTRACT FROM AUTHOR]

In economics, the Expected Utility (EU) model is the normative benchmark for decision making under risk. However, empirical studies have shown that many behavioural phenomena are inconsistent with the predictions of this model. Observing empirical evidence, behavioural economics has demonstrated that people do not always make rational, or optimal, decisions, even if they have the information and tools with which to do so. People's choices are influenced by their emotions and impulsiveness, and depend on their environment and circumstances (context): overconfidence, loss aversion, and self-control are the main statements in behavioural economics. Starting from past studies concerning the use of multi-criteria method based on prospect theory for describing people behavior (Gomes and Lima 1991), this paper aims at proposing a multi-criteria method as a tool to model some behavioural anomalies. It begins by analysing some decision problems proposed in the literature (Kahneman and Tversky 1979), showing that people's preferences may violate some of the axioms of the EU model. Then, it proposes a multi-criteria approach to model human behaviour in these problems, that is, when emotional factors and cognitive biases influence people's choices: e.g., the certainty effect and the reflection effect. Among several multi-critria methods, the ELimination Et Choix Traduisant la REalité (ELECTRE) method is used due to its main features: it allows dealing with positive and negative reasons in order to model the preferences, including with heterogeneous scales; its preference and indifference thresholds allow taking into account an imperfect knowledge of the data; no systematic compensation exists between "gains" and "losses". The results show that the ELECTRE III method provides the same preferences expressed by the majority of respondents in the experiments considered. In other words, a multi-criteria tool accounts for some behavioural anomalies, in particular, those relating to certainty and reflection effects. [ABSTRACT FROM AUTHOR]

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In this paper I provide an account of frames, framing and framing effects from the perspective of cognitive linguistics as it is applied in critical discourse analysis. Frames, here, are understood as structured bundles of concepts accessed by linguistic expressions to constitute the meaning of an utterance or linguistic formulation. I describe frames at two levels: event-frames representing basic patterns of experience in domains like action and motion and frames representing areas of experience cultivated as members of a given culture. I show how the linguistic expressions selected in media discourses of political protests access frames and event-frames to construe the activities of social movements in a particular ideologically vested fashion, including figuratively as familiar frames such as the WAR frame are recruited to provide structure in the apprehension of the target situation. I show how such framing efforts are manifested in visual depictions as well as verbal descriptions of political protests. Finally, I describe recent experimental studies that provide evidence for metaphorical framing effects in audiences. [ABSTRACT FROM AUTHOR]

Trust and reciprocity have paramount importance in cooperative relationships. The influence of psychological effects such as framing and anchoring on trust and reciprocity has been investigated; however, the impact of an order effect on them is still unexplored. The goal of our study was to examine how order impacts the framing of trust and reciprocity by manipulating framing and order as within- and between-subjects factors, respectively. Different groups of participants first completed two framings of the one-shot trust game (give vs. take frame) in a counterbalanced order (give first and then take second vs. take first then give second) in the role of trustors or trustees and rated the expectations of their counterparts' decisions afterward. Our results revealed higher trust in the take than give frame in the first decision and a reverse outcome in the second decision due to strong anchoring. Reciprocity was higher in the give than take frame in the first decisions, and no difference in the second decisions was observed due to weak anchoring. Anchoring also caused an order effect in trust and reciprocity, with higher trust when the take frame was played first, and higher reciprocity when the give frame was played first. Our results contribute to our knowledge about situational factors that shape trust and reciprocity, highlighting the impact of the context of the decision environment in terms of the impact of the order on framing. [ABSTRACT FROM AUTHOR]

Even when perception of risks such as earthquakes is high, preparation is generally low. Previous research shows relatively minor changes in the framing of target issues can impact decisions. In the area of risk, the terms "natural hazards" and "natural disasters" are used inconsistently. Using the Theory of Planned Behaviour as a framework, we conducted an online experiment with a large community sample from Wellington, Aotearoa New Zealand (N = 604) to examine possible framing effects. Half of the participants were asked about their attitudes and intentions regarding preparing for natural hazards and half about natural disasters. We found few significant differences in mean factor scores between the two groups, suggesting that people have attitudes and perceptions of similar strength for both natural hazards and natural disasters. However, half of the factors in structural equation modelling differed in significance or valence between the two conditions and intentions to prepare were positively associated with information-seeking behaviour only for the natural hazards frame, not the natural disaster frame. These findings suggest that the way in which these issues are framed meaningfully impacts how intentions form and translate to actual behaviour. It is possible that participants understood disaster as manifested, devastating impacts of a natural event rather than the potential for impact implied by the term hazard. Such interpretations could influence perceptions of preventability, and therefore preparation. These findings have critical implications for public information campaigns and interventions aimed at increasing preparedness for the risk posed by natural hazards. Highlights: Previous research has shown that minor changes in wording can influence perceptions and behaviour, but little research has explored such framing effects in the space of natural hazard risk. This paper provides new evidence that the ongoing debate about using the term natural disaster should consider how the general public understands this term. There are subtle but meaningful differences in risk perception and behaviour depending on whether the risk refers to natural hazards or natural disasters. These findings suggest that communication efforts to increase risk reduction behaviour should refer to natural hazards. [ABSTRACT FROM AUTHOR]

In this paper we discuss the framing effects of the ego- vs. time-moving metaphor in relation to climate change. Previous studies have found that time-moving metaphors (e.g., climate disaster is approaching us) led participants to assess the urgency and perceived risk of climate change as higher than ego-moving metaphors (e.g., we are approaching climate disaster). Our results did not show the framing effect of metaphor, but observed individual differences in participants' political orientation. We discuss factors that may influence framing and argue for a non-reductionist perspective of discourse or experimental studies. [ABSTRACT FROM AUTHOR]

We report two studies investigating individual intuitive-deliberative cognitive-styles and risk-styles as moderators of the framing effect in Tversky and Kahneman's famous Unusual Disease problem setting. We examined framing effects in two ways: counting the number of frame-inconsistent choices and comparing the proportions of risky choices depending on gain-loss framing. Moreover, in addition to gain-loss frames, we systematically varied the number of affected people, probabilities of surviving/dying, type of disease, and response deadlines. Study 1 used a psychophysical data collection approach and a sample of 43 undergraduate students, each performing 480 trials. Study 2 was an online study incorporating psychophysical elements in a social science approach using a larger and more heterogeneous sample, i.e., 262 participants performed 80 trials each. In both studies, the effect of framing on risky choice proportions was moderated by risk-styles. Cognitive-styles measured on different scales moderated the framing effect only in study 2. The effects of disease type, probability of surviving/dying, and number of affected people on risky choice frequencies were also affected by cognitive-styles and risk-styles but different for both studies and to different extents. We found no relationship between the number of frame-inconsistent choices and cognitive-styles or risk-styles, respectively. [ABSTRACT FROM AUTHOR]

Consumers typically infer greater quantity from larger numbers. For instance, a 500 gram box of chocolates appears heavier than a.5 kilogram box. By expressing quantities in alternative units or attribute dimensions, one can represent an otherwise identical quantity in a more versus less discretized manner (e.g. a box containing 25 chocolates vs. a box weighing 500 grams). Seven experimental studies show that a difference between more discretized quantities (e.g. 25 vs. 50 chocolates) appears larger relative to a difference between less discretized quantities (e.g. 500 grams vs. 1,000 grams), above and beyond effects of number magnitude. More discretized quantity expressions enhance the consumers' ability to discriminate between choice options and can also nudge consumers to more favorable choices. Because more discretized quantities are more evaluable, expressing a quantity in terms of a collection of elements particularly helps individuals who are less numerically proficient. By identifying how discretization functions as a novel antecedent of evaluability and by distinguishing two different conceptualizations of numerosity (i.e. symbolic and perceptual numerosity), this article draws important connections between the numerical cognition literature and General Evaluability Theory. [ABSTRACT FROM AUTHOR]

Humans evolved to attend to valence and group membership when learning about their environment. The political domain offers a unique opportunity to study the simultaneous influence of these two broad, domain-general features of human experience. We examined whether the pervasive tendency for negatively valenced frames to “stick” in the mind applies to both intergroup and intragroup political contexts. In a preregistered experiment, we tested the effects of negative-to-positive (vs. positive-to-negative) reframing on people’s candidate preferences, first in the absence of party cue information and then in two partisan contexts: an intergroup context (analogous to a U.S. general election between opposing political parties) and an intragroup context (analogous to a U.S. primary election between candidates of the same party). We observed a persistent negativity bias in reframing effects, even in the presence of party cues. The results pave the way for future research at the intersection of psychology and political science.

We report two studies investigating individual intuitive-deliberative cognitive-styles and risk-styles as moderators of the framing effect in Tversky and Kahneman's famous Unusual Disease problem setting. We examined framing effects in two ways: counting the number of frame-inconsistent choices and comparing the proportions of risky choices depending on gain-loss framing. Moreover, in addition to gain-loss frames, we systematically varied the number of affected people, probabilities of surviving/dying, type of disease, and response deadlines. Study 1 used a psychophysical data collection approach and a sample of 43 undergraduate students, each performing 480 trials. Study 2 was an online study incorporating psychophysical elements in a social science approach using a larger and more heterogeneous sample, i.e., 262 participants performed 80 trials each. In both studies, the effect of framing on risky choice proportions was moderated by risk-styles. Cognitive-styles measured on different scales moderated the framing effect only in study 2. The effects of disease type, probability of surviving/dying, and number of affected people on risky choice frequencies were also affected by cognitive-styles and risk-styles but different for both studies and to different extents. We found no relationship between the number of frame-inconsistent choices and cognitive-styles or risk-styles, respectively.

Trust and reciprocity promote cooperation and are key elements of a successful social life. This study investigated the framing effects on trust and reciprocity behaviors. Using an iterated one-shot within-subjects design, this study explored how trust and reciprocity decisions changed when the game was framed in terms of a give (i.e., using a standard trust game with a default of no trust) and a take (e.g., using a distrust game with a default of full trust) frame. Participants of both genders first completed the scenario version of the game (Session 1), and then played the roles of trustors (Session 2) and trustees (Session 3) with human and computer-mediated human partners either in the give or take frame. Our results showed increased trust in the give than in the take frame, but only pronounced in direct interaction with human (vs. indirect computer-mediated) partners. Participants also showed higher expectations of return in the give than in the take frame. The actual reciprocity was higher in the give than in the take frame when interacting both with human and computer-mediated human partners. The results contribute to our understanding of the factors that shape trust and reciprocity and emphasize the impact of framing the default. [ABSTRACT FROM AUTHOR]

Selling formats that integrate purchase and quantity decisions outsell sequential ones because they promote later-stage decision-making considerations. Customers must often decide on the quantity to purchase in addition to whether to purchase. The current research introduces and compares the quantity-sequential selling format, in which shoppers resolve the purchase and quantity decisions separately, with the quantity-integrated selling format, where shoppers simultaneously consider whether and how many to buy. Although retailers often use the sequential format, we demonstrate that the integrated format can increase purchase rates. A field experiment conducted with a large technology firm found that quantity integration yielded considerably higher sales, amounting to an increase of more than $1 million in annual revenue. To demonstrate robustness and explore various contributing mechanisms, a series of laboratory experiments test and control for different elements of the selling formats. The results suggest that quantity integration can change the psychology of making a purchase: the integrated format anchors customers later in the decision-making funnel than the sequential format and additional implementation elements (e.g., the specific call-to-action used) may contribute to an increased effect. More broadly, this work sheds light on mechanisms underlying the influence of selling formats and the importance of how everyday choices are structured. History: K. Sudhir served as the senior editor for this article. Funding: This work was supported by the Behavioural Economics in Action at Rotman Centre, and by the Marketing Science Institute [Grant 4000477]. Supplemental Material: The data files and online appendices are available at https://doi.org/10.1287/mksc.2022.1364. [ABSTRACT FROM AUTHOR]

Revealed preference is one of the most influential ideas in economics. It is, however, not clear how it can be generally applied in cases where agents' choices depend on arbitrary changes in the decision environment. In this paper, we propose a generalization of the classic rational choice theory that allows for such framing effects. Frames are modeled as different presentations (e.g., visual or conceptual) of the alternatives that may affect choice. Our main premise is that framing effects are neutral (i.e., independent of labeling the alternatives). An agent exhibiting these neutral framing effects who is otherwise rational, is called impressionable rational. We show that our theory encompasses many familiar behavioral models such as status-quo bias, satisficing, present bias, framing effects resulting from indecisiveness, certain forms of limited attention, categorization bias, and the salience theory of choice, as well as hybrid models. Moreover, in all these models, sufficiently rich choice data allow our theory to identify the "correct" underlying preferences without invoking each specific cognitive process. Additionally, we introduce a falsifiable axiom that completely characterizes the behavior of agents who are impressionable rational. [ABSTRACT FROM AUTHOR]

Simplified consideration of framing effects in masonry buildings Due to the increased requirements resulting from higher wind and earthquake loads, it is necessary to improve and optimise the calculation and design approaches for masonry structures. An important contribution to a better utilisation of the structural load‐bearing reserves is the consideration of the framing effects through the activation of the floor slabs in the calculation models, which has not been utilised in practice so far due to the complexity of the wall‐slab interaction. The paper presents a simplified approach based on the contributory slab width, which captures the essential influencing factors in parameterised tables. This provides structural engineers with a simple tool to exploit the frame load‐bearing effect in masonry design. [ABSTRACT FROM AUTHOR]

Human decisions are context dependent in ways that violate classical norms of rational choice. However, these norms implicitly depend on idealized descriptive assumptions that are often unrealistic. We focus on one such assumption: that information is constant across contexts. Choice contexts often supply subtle cues—which may be embedded in frames, procedures, or menus—to which human decision makers can be highly sensitive. We review recent evidence that some important context effects reflect dynamically coherent belief and preference updating, in response to ecologically valid cues. This evidence paints a more nuanced picture of human rationality in natural choice environments and opens up prospects for nonpaternalistic forms of choice architecture. [ABSTRACT FROM AUTHOR]

• Citizens' environmental framing shapes urban government responsiveness. • Individual interest framing reduces the likelihood of enforcement actions. • Collective interest framing leads to detailed responses, albeit at a slower pace. • Negative expression elicits shorter government responses. • The combined use of framing strategies has interactive effects on government responsiveness. Government responsiveness plays a crucial role in promoting sustainable urban development and addressing pressing environmental challenges. While previous studies have primarily focused on institutional and contextual factors in explaining government responsiveness, the role of information framing has received less attention. This study seeks to investigate how citizens' information framing shapes government responsiveness by analyzing citizen-government interaction data from major Chinese cities in the context of air pollution governance. Specifically, individual interest framing tends to reduce the likelihood of enforcement actions and result in shorter response lengths. On the other hand, collective interest framing leads to more detailed government responses, albeit at a slower pace. A more negative expression in framing petitions elicits shorter responses from governments. Furthermore, the combined use of framing strategies has interactive effects on government responsiveness. These findings underscore the theoretical significance of information framing in explaining government responsiveness in China. It is crucial to give particular attention to framing effects to foster responsive governments in environmental governance. [ABSTRACT FROM AUTHOR]