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Using Credible Advice to Overcome Framing Effects

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  • Druckman, James N

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.

Suggested Citation

  • Druckman, James N, 2001. "Using Credible Advice to Overcome Framing Effects," Journal of Law, Economics, and Organization, Oxford University Press, vol. 17(1), pages 62-82, April.
  • Handle: RePEc:oup:jleorg:v:17:y:2001:i:1:p:62-82
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    Citations

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    Cited by:

    1. 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.
    2. Jonathan de Quidt, 2014. "Your Loss Is My Gain: A Recruitment Experiment With Framed Incentives," STICERD - Economic Organisation and Public Policy Discussion Papers Series 052, Suntory and Toyota International Centres for Economics and Related Disciplines, LSE.
    3. Christine Jolls & Cass R. Sunstein, 2006. "Debiasing through Law," The Journal of Legal Studies, University of Chicago Press, vol. 35(1), pages 199-242, January.
    4. Massimo Castro, 2006. "Cultural goods and laboratory experiments," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 3(1), pages 67-79, June.
    5. Alexander S. Alexiev & Justin J. P. Jansen & Frans A. J. Van den Bosch & Henk W. Volberda, 2010. "Top Management Team Advice Seeking and Exploratory Innovation: The Moderating Role of TMT Heterogeneity," Journal of Management Studies, Wiley Blackwell, vol. 47(7), pages 1343-1364, November.
    6. 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).
    7. Bas W. Doorn, 2014. "What is Important? The Impact of Interpersonal Political Discussion on Public Agendas," Social Science Quarterly, Southwestern Social Science Association, vol. 95(1), pages 132-144, March.
    8. Christoph Engel & Heike Hennig-Schmidt & Bernd Irlenbusch & Sebastian Kube, 2009. "On Probation. An Experimental Analysis," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2009_38, Max Planck Institute for Research on Collective Goods.
    9. Philip Meissner & Torsten Wulf, 2016. "Debiasing illusion of control in individual judgment: the role of internal and external advice seeking," Review of Managerial Science, Springer, vol. 10(2), pages 245-263, March.
    10. Alexander S. Alexiev & Justin J. P. Jansen & Frans A. J. Van den Bosch & Henk W. Volberda, 2011. "Industry Differences in Strategic Decision Making of Dutch Top Management Teams," Chapters,in: The Nature of the New Firm, chapter 3 Edward Elgar Publishing.
    11. Philip Meissner & Torsten Wulf, 2016. "Debiasing illusion of control in individual judgment: the role of internal and external advice seeking," Review of Managerial Science, Springer, vol. 10(2), pages 245-263, March.
    12. de Quidt, Jonathan, 2014. "Your loss is my gain: a recruitment experiment with framed incentives," LSE Research Online Documents on Economics 58208, London School of Economics and Political Science, LSE Library.
    13. Massimo Finocchiaro Castro, 2004. "Cultural Education and the Voluntary Provision of Cultural Goods: An Experimental Study," Experimental 0404003, EconWPA, revised 27 Oct 2004.
    14. 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.
    15. Christoph M. Rheinberger & Felix Schläpfer & Michael Lobsiger, 2017. "A Novel Approach to Estimating the Demand Value of Road Safety," Working Papers 2017.15, Fondazione Eni Enrico Mattei.
    16. Emanuel V. Towfigh & Sebastian J. Goerg & Andreas Glöckner & Philip Leifeld & Aniol Llorente-Saguer & Sophie Bade & Carlos Kurschilgen, 2016. "Do direct-democratic procedures lead to higher acceptance than political representation?," Public Choice, Springer, vol. 167(1), pages 47-65, April.
    17. Bloemraad, Irene & Voss, Kim & Silva, Fabiana, 2014. "Framing the Immigrant Movement as about Rights, Family, or Economics: Which Appeals Resonate and for Whom?," Institute for Research on Labor and Employment, Working Paper Series qt3b32w33p, Institute of Industrial Relations, UC Berkeley.
    18. 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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