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Rhetoric matters: A social norms explanation for the anomaly of framing

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  • Chang, Daphne
  • Chen, Roy
  • Krupka, Erin

Abstract

Ample evidence shows that certain words or ways of phrasing things can cause us to change our preferences. We demonstrate one mechanism for why this happens - “framing” evokes norms which then influence choice. We use a laboratory study to test the impact of describing a series of dictator games with either politically charged tax- or neutrally-framed language. Subjects' political identities interact with these frames, causing changes in both norms and choices. Framing makes Democrats prefer equalized outcomes, and Republicans reluctant to redistribute payments even when it leaves them disadvantaged.

Suggested Citation

  • Chang, Daphne & Chen, Roy & Krupka, Erin, 2019. "Rhetoric matters: A social norms explanation for the anomaly of framing," Games and Economic Behavior, Elsevier, vol. 116(C), pages 158-178.
    • Handle: RePEc:eee:gamebe:v:116:y:2019:i:c:p:158-178
    DOI: 10.1016/j.geb.2019.04.011
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    More about this item

    Keywords

    Framing; Norms; Social identity; Altruism;
    All these keywords.

    JEL classification:

    • A13 - General Economics and Teaching - - General Economics - - - Relation of Economics to Social Values
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D39 - Microeconomics - - Distribution - - - Other
    • D90 - Microeconomics - - Micro-Based Behavioral Economics - - - General

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