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Loss and gain framing to encourage repeated real-effort provision: An experiment

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  • Buckley, Penelope
  • Roussillon, Béatrice
  • Teyssier, Sabrina

Abstract

We examine the effects of gain framing and loss framing on small, repetitive efforts with piece-rate payoffs in laboratory experiments. Theoretical predictions, arising from the anticipation of higher reference points under loss framing, suggest an increased effort in that context. However, our results do not support this hypothesis; in fact, a reverse effect is observed among a subset of participants. Our findings also indicate that loss framing tends to increase participants’ stress levels.

Suggested Citation

  • Buckley, Penelope & Roussillon, Béatrice & Teyssier, Sabrina, 2025. "Loss and gain framing to encourage repeated real-effort provision: An experiment," Research in Economics, Elsevier, vol. 79(3).
    • Handle: RePEc:eee:reecon:v:79:y:2025:i:3:s1090944325000079
    DOI: 10.1016/j.rie.2025.101030
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    JEL classification:

    • C9 - Mathematical and Quantitative Methods - - Design of Experiments
    • D8 - Microeconomics - - Information, Knowledge, and Uncertainty

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