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The Role of Positive Framing in the Future of Financial Planning

Author

Listed:
  • Lutter Sonya

    (Texas Tech University 1301 Akron Ave. Lubbock, TX 79409)

  • Koochel Emily

    (eMoney Advisor, LLC, Four Radnor Corporate Center, 100 Matsonford Rd., Suite 200 Radnor, PA 19087)

  • Heckman Stuart

    (Texas Tech University 1301 Akron Ave. Lubbock, TX 79409)

  • Collins J. Michael

    (University of Wisconsin-Madison, 4206 Nancy Nicholas Hall, 1300 Linden Drive Madison, WI 53706)

Abstract

As financial planning increasingly incorporates psychological and therapeutic techniques, a focus on framing has become particularly relevant. Previous research suggests that regular use of positive framing offers several advantages in influencing and improving individuals’ personal behaviour. This study examines how the framing of peer financial comparisons influences financial wellness. Using a quantitative survey (N = 899), respondents were prompted to consider whether they were financially better or worse off than their peers. The results indicate respondents who were presented with positive framing (i.e. better off than peers), responded more favourably to subsequent financial questions. When financial planners use positive framing, they can help clients avoid short-sightedness and build resilience. While positive framing can be highly effective, it is important not to overlook potential risks or negative outcomes.

Suggested Citation

  • Lutter Sonya & Koochel Emily & Heckman Stuart & Collins J. Michael, 2025. "The Role of Positive Framing in the Future of Financial Planning," Financial Planning Research Journal, Sciendo, vol. 11(2), pages 1-15.
    • Handle: RePEc:vrs:finprj:v:11:y:2025:i:2:p:15:n:1001
    DOI: 10.2478/fprj-2025-0005
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