Linguistic framing effects in business and refugee aid contexts: A replication and extension of Cooley et al. (2017)

Cooley et al. (2017) found that subtle shifts in linguistic framing can enhance the amount of "mind" perceived in a target, and in turn increase feelings of sympathy toward that target. The four studies reported here evaluated whether these findings generalize to different populations and contexts. The first two studies served as conceptual replications in a different participant population (university students, instead of mTurk workers), and found results largely consistent with Cooley et al.'s (2017): the group composition frame ("15 individuals who work for a small accounting company") evoked greater perceptions of experience and agency, and more sympathy for the target, than the group frame ("a small accounting company comprising 15 people"). Studies 3 and 4 tested whether the group composition technique would lead to similar persuasive outcomes (increased mind perception, helping, and donations) in a refugee aid context and found only limited evidence that it might. These inconclusive findings were likely complicated by both the liberal skew of the sample and the strong impact of political identity on responses to the politically charged topic of refugees. For the purposes of practical application, an expanded understanding of boundary effects can help provide a better sense of when, why, and on whom the use of adjusted linguistic frames is most likely to be effective. (PsycInfo Database Record (c) 2022 APA, all rights reserved).