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Using Credible Advice to Overcome Framing Effects

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  • Druckman, James N
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    Abstract

    A framing effect occurs when different, but logically equivalent, words or phrases (e.g., 10% employment of 90% unemployment) cause individuals to alter their decisions. Demonstrations of framing effects challenge a fundamental tenet of rational choice theory and suggest that public opinion is so malleable that it cannot serve as a useful guide to policymakers. In this article I argue that most previous work overstates the ubiquity of framing effects because it forces experimental participants to make decisions in isolation from social contact and context. I present two experiments where I show that some widely known framing effects greatly diminish and sometimes disappear when participants are given access to credible advice about how to decide. I discuss the implications of my findings for rational choice theory, and public opinion and public policy. Copyright 2001 by Oxford University Press.

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    Bibliographic Info

    Article provided by Oxford University Press in its journal Journal of Law, Economics and Organization.

    Volume (Year): 17 (2001)
    Issue (Month): 1 (April)
    Pages: 62-82

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    Handle: RePEc:oup:jleorg:v:17:y:2001:i:1:p:62-82

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    Cited by:
    1. Christoph Engel & Heike Hennig-Schmidt & Bernd Irlenbusch & Sebastian Kube, 2009. "On Probation. An Experimental Analysis," Working Paper Series of the Max Planck Institute for Research on Collective Goods 2009_38, Max Planck Institute for Research on Collective Goods.
    2. Massimo Finocchiaro Castro, 2005. "Cultural Goods and Laboratory Experiments," Royal Holloway, University of London: Discussion Papers in Economics 05/06, Department of Economics, Royal Holloway University of London, revised May 2005.
    3. Finocchiaro Castro Massimo, 2004. "Cultural Education and the Voluntary Provision of Cultural Goods: An Experimental Study," Experimental 0404002, EconWPA.
    4. Christine Jolls & Cass R. Sunstein, 2005. "Debiasing through Law," NBER Working Papers 11738, National Bureau of Economic Research, Inc.
    5. Bonaccio, Silvia & Dalal, Reeshad S., 2006. "Advice taking and decision-making: An integrative literature review, and implications for the organizational sciences," Organizational Behavior and Human Decision Processes, Elsevier, vol. 101(2), pages 127-151, November.
    6. Monika Buetler & Michel André Maréchal, 2007. "Framing Effects in Political Decision Making: Evidence from a Natural Voting Experiment," CESifo Working Paper Series 1940, CESifo Group Munich.
    7. Jonathan de Quidt, 2014. "Your Loss Is My Gain: A Recruitment Experiment With Framed Incentives," STICERD - Economic Organisation and Public Policy Discussion Papers Series 52, Suntory and Toyota International Centres for Economics and Related Disciplines, LSE.
    8. Schlaepfer, Felix & Mann, Stefan, 2012. "Eine erweiterte Gesamtrechnung der multifunktionalen Schweizer Landwirtschaft," 52nd Annual Conference, Stuttgart, Germany, September 26-28, 2012 137140, German Association of Agricultural Economists (GEWISOLA).
    9. Diacon, Stephen & Hasseldine, John, 2007. "Framing effects and risk perception: The effect of prior performance presentation format on investment fund choice," Journal of Economic Psychology, Elsevier, vol. 28(1), pages 31-52, January.

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