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Speaker-listener incompatibility: Joint and separate processing in risky choice framing

  • van Buiten, Marc
  • Keren, Gideon
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    Framing effects are considered in a conversational framework using the well-known Asian Disease problem [Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211, 453-458]. Speakers' preferred message framing is examined and its corresponding persuasiveness is assessed using listeners' responses. The results show that speakers exhibit a marked and consistent preference for positive over negative framing (Experiment 1). Judged from listeners' responses, this preference is effective for promoting riskless, but not risky options. The incompatibility between speakers and listeners may be resolved by noting that speakers can jointly (i.e., comparatively) assess the information and the persuasive qualities of alternative frames. In contrast, listeners are exposed only to one of these frames and, consequently, can only assess the information separately (i.e., non-comparatively). Experiments 2 and 3 demonstrate that no incompatibility exists when both speakers and listeners are either in separate, or in joint evaluation mode. Differences between risky choice and attribute framing [Levin, I.P., Schneider, S.L., & Gaeth, G.J. (1998). All frames are not created equal: a typology and critical analysis of framing effects. Organizational Behavior and Human Decision Processes, 76, 149-188] are briefly discussed.

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    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 108 (2009)
    Issue (Month): 1 (January)
    Pages: 106-115

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    Handle: RePEc:eee:jobhdp:v:108:y:2009:i:1:p:106-115
    Contact details of provider: Web page: http://www.elsevier.com/locate/obhdp

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    1. Tversky, Amos & Kahneman, Daniel, 1986. "Rational Choice and the Framing of Decisions," The Journal of Business, University of Chicago Press, vol. 59(4), pages S251-78, October.
    2. Levin, Irwin P & Gaeth, Gary J, 1988. " How Consumers Are Affected by the Framing of Attribute Information before and after Consuming the Product," Journal of Consumer Research, University of Chicago Press, vol. 15(3), pages 374-78, December.
    3. Blount, Sally & Larrick, Richard P., 2000. "Framing the Game: Examining Frame Choice in Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(1), pages 43-71, January.
    4. Tversky, Amos & Kahneman, Daniel, 1992. " Advances in Prospect Theory: Cumulative Representation of Uncertainty," Journal of Risk and Uncertainty, Springer, vol. 5(4), pages 297-323, October.
    5. Levin, Irwin P. & Schneider, Sandra L. & Gaeth, Gary J., 1998. "All Frames Are Not Created Equal: A Typology and Critical Analysis of Framing Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 149-188, November.
    6. Amos Tversky & Itamar Simonson, 1993. "Context-Dependent Preferences," Management Science, INFORMS, vol. 39(10), pages 1179-1189, October.
    7. Mandel, David R., 2001. "Gain-Loss Framing and Choice: Separating Outcome Formulations from Descriptor Formulations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(1), pages 56-76, May.
    8. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-91, March.
    9. Hsee, Christopher K., 1996. "The Evaluability Hypothesis: An Explanation for Preference Reversals between Joint and Separate Evaluations of Alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 247-257, September.
    10. Roszkowski, Michael J. & Snelbecker, Glenn E., 1990. "Effects of "Framing" on measures of risk tolerance: Financial planners are not immune," Journal of Behavioral Economics, Elsevier, vol. 19(3), pages 237-246.
    11. Keren, Gideon, 2007. "Framing, intentions, and trust-choice incompatibility," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(2), pages 238-255, July.
    12. Druckman, James N., 2001. "Evaluating framing effects," Journal of Economic Psychology, Elsevier, vol. 22(1), pages 91-101, February.
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